Distribution channels - Answer-sequence of firms/individuals making product, simple/complex, Industrial products = simple, consumer products = complex / changes over time
Global distribution - Answer-direct to customer $, intermediaires, outsource distribs, electronic
Channel design - Answer-...
GMS 522 Chapter 10 Exam Questions
and Answers
Distribution channels - Answer-sequence of firms/individuals making product,
simple/complex, Industrial products = simple, consumer products = complex / changes
over time
Global distribution - Answer-direct to customer $, intermediaires, outsource distribs,
electronic
Channel design - Answer-length - levels/types intermediaries, width - # each type in
channel - Long vs. short (M>EMC>Df>Wf>Rf>Cf - M>Df>Rf>Cf)
11Cs framework - Answer-exogenous or controllable - Customer characteristics,
Distribution culture, Competition, Company objectives, Character, Capital, Cost,
Coverage, Control, Continuity, Communication
Customer characteristics - Answer-exogenous - demo/psychographics, where they shop
Distribution culture - Answer-exogenous - Japanese Keiretsu system
Competition - Answer-exogenous - channels blocked by domestic competitors
Company objectives - Answer-controllable objectives for profits/market share,
customers/image
Character - Answer-controllable nature of the product
Capital - Answer-controllable - $ required to set up, determine degree of channel
ownership
Control - Answer-controllable - use of intermedias associated with loss of control
(Prada-2008)
Continuity - Answer-controllable - distributor relationships nurtured for long term - stable
Communication - Answer-controllable - distance complicated international channels
(language)
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