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 QUESTION TEXT

___________ is a whole business seen from the point of view of final result at is a customer's
point of view.
The term strategy comes from the greek word strategia meaning _________
Marketing is _______ because it is a body of generalized knowledge about value creation.

Marketing is a process of creating ____________

The ______________ approach of business model aims at identifying market and then creating
optimal value for customer.
Many times strategy becomes a ___________ designed to provoke a competitor's reaction.

__________ is a set of unique marks and associations that differentiate the offering from those of
the competitors.
____________ approach of Business model starts with design of particular aspect of offering,
followed by identification of target customers.
___________ benchmarks define the milestones to be achieved by the company with respect to
its focus goal.
Value exchange refers to _________ defining relationship among different entities in a given
market.
_______ are entities that work with company to create value.
____________ captures value communication aspect.
I in GSTIC frame work stands for ___________

The term tactics comes from _____________ word taktika

Incentives are given to ____________ to enhance sales.
_____________ benchmarks identify time frame for achieving a milestone.
_______ aspect is the monetary amount charged by the company to customers for the offering.

Strategic planning provides the _________ framework for the organisation.

A deviation in the desired and actual performance of the company is called ______________ gap.

The GSTIC frame work model was given by _____________

____________ is an important socio-economic activity that is essential for satisfaction of human
wants.
___________ is a business discipline.
In ______________ planning the goals and strategies are evaluated from an overall perspective.

_____________ are the potential buyers and it is important to identify them and determine which
of their needs are to be satisfied.
The ____________ decisions are made for product design,features and quality to gain
competitive advantage.
_____________ are perishable in nature.
The 5 C'S of marketing are customers,company, collaborators, competitors and _____________

Incentives are ___________ tactical activities.

A ____________ decision involves the creation, change, or retention of a strategy.
____________ is the pipeline through which the offering reaches to the place of consumption.

The 5 C'S of marketing are _____________company, collaborators, competitors and context.

The 5 C'S of marketing are customer,____________ collaborators, competitors and context.

____________ approach starts with the product development.

Designing good business model is an ____________ .
Marketers have to develop ____________ business model.
____________ refers to informing the current and potential buyers about the features of the
offering.
A ____________ is an offering that is produced to satisfy the needs of a certain group of people.

____________ cannot be stored and delivered later.

____________ is basically the organization that manages the offering.
Relevance of goals and strategies is ____________ evident.
____________ is a directed course of action to achieve an intended set of goals.
Marketing creates ____________ components of utilities.
The ____________ utility refers to the avilability of a product or service in a location easier for
customers.
The ____________ utility gives customers ownership of a product or service.
By ____________ utility company ensures that products are available when customers need
them.
The ____________ utility refers to the product or service a company offers to their customers.

Marketing begins with assertening the needs and wants of potential ____________.
Marketing is an important ____________ activity.

Marketing is an ____________ function where all the activities are linked with each other.

Strategic decisions are ____________ in nature.

Marketing is the process that brings about ____________ exchange.
A strategic decision involves the creation, change or retention of a ____________
Strategic decisions are ____ from administrative and operational decisions.
Strategy involves a desired course of action to achive an intended set of goals so it is a
__________
Executing strategy is based on the ideological perspective of the organisation so strategy is a
____________ .
Strategy is a specific manoeuvre intended to outwit a competitor so it is a ____________

Marketing planning represents ___________ stage in organisation development.

________ are short term tactical activities.
A _____________ is a conceptual structure that explains how a company functions.
A _____________ describes how the engine of the business actually works.
___________ defines the metric reflecting the desired outcome of the company's actions.

______________ proposition defines the value that the offering tries to create for the
participants in the market.
____________ framework is based on intuitive approach.
Apple has adopted the __________ business model.
Business model is changed if the model design is ____________
Business model is changed if there is change in the . ____________
Top down business model can follow ______ paths.
Business models are _________
The target market is identified by understanding the ________.
Strategy outlines the very logic of the companies ____________ creation model.
Marketing is meeting needs with _____________.
The aim of marketing is to know and understand the_______________ .
Marketing is ______________ than selling.
Marketing encompasses the __________ business.
Marketing is from _________ point of view.
Selling more things to more people for more money is _________________
Marketing brings about ___________ exchange between marketer and customer.

Marketing is a _________ activity.

Marketing is a _________ activity.
______________ is the objective for most business firms.
Marketing develpos a ______________ relationship with customers.
when a product or service is offered by the company to their customers it is ___________ utility.

Availability of a product or service on a location is a __________ utility.

When a company ensures the availability of products and services on customer's need it is
____________ utility.
When a customer becomes owner of the product or service it is ___________ utility.
Marketing ______________ standard of living of people.
Marketing ensures ___________ utilisation of all resources.
____________ is a systematic body of knowledge.
For every marketing action there is a ________.
Marketing management is a ______________ discipline.
Integrated marketing programs delivers _______________ value.
Earlier business operation was in the form of _________ marketing.
Customers are at the _____________ of marketing activities.
Business model is the method of doing business by which a company can ____________ itself.

____________ is a function of degree to which an offering enables collaborators to reach their

goals.
____________ refers to ability of a given company to exert influence over another entity.
____________ conflicts are tension between entities occupying same level in the value delivery
chain.
____________ conflicts are tension between entities in a single distribution channel.
Joint ventures, contractual agreements are examples of ____________ collaboration.
____________ collaboration does not involve any contractual agreement.
____________ positioning lays emphasis on overall performance without highlighting individual
benefit.
____________ integration involves acquisition of an entity at a different level in value delivery
chain.
____________ is the process of identifying customers for whom the company will optimize its
offerings.
____________ is the key value creating asset for several organizations involved in research and
development, consulting, education, etc.
____________ is the act of fixing the focus of the product offer in the minds of target consumers.

The ____________ involves increasing sales volume by the company's own customers.

____________ costs reflect the costs of factors such as marketing research and marketing
overheads.
____________ collaboration includes product and service development, brand building, price
setting and incentive design.
____________ is extending ownership of activities downstream.
____________ goals need not be related to profit.
Collaboration leads to ____________ approaches to work.
____________ value is the monetary cost associated with the offering.
Market growth strategy is referred as ____________ demand strategy.
The impact of ____________ on sales value is a function of price elasticity.
____________ profit is difference between total revenue and total cost of goods sold.
Sales, marketing, general and administrative costs are called ____________ .

Return on ____________ is net income as a percent of sales.

Collaboration leads to ____________ of control.
When one retailer acquires another retailer it is called as ____________ integration.

When a manufacturer acquires the retailer it is called as ____________ integration.

____________ value refers to the value of information provided by the customers.

One for all strategy is also known as ____________ approach.
An entity is more powerful when it accounts for a significant portion of its collaborators
____________ .
An entity is more powerful when the switching cost of its collaborators are ____________ .

____________ power refers to the ability of a company to exert influence over another enitity.

Extending ownership of activities downstream is called _____________ integration.

Extending ownership of activities upstream is called _____________ integration.
Collaboration leads to _____________ of competencies.
___________ strategy is opposite of market growth strategy.
In market segmentation the segments must be __________
__________ revenue is the money received from customers.
__________ strategy means developing a separate offering for each customer.
Market segments are usually measured in terms of ____________ value.
Target ___________ is the ability of a given segment to deliver superior value to the comapany.

__________ value refers to benefits received from scale of the companies operations.

___________ value is the customer's ability to influence other buyers.

____________ value reflects the synergies between the offerings in the company's product line.

Target _____________ is the company's ability to fulfil the needs of target customers in intense
competition.
To grow sales volume a company must create value for its target __________
An alternative strategy to growing profit is to __________ the costs.
__________ is described as the degree to which a firm can reach intended target segment
efficiently.
___________ refers to the degree to which effective programmes can be designed for attracting
and serving segments.
_________ of markets give rise to the need of segmentation.
Market segmentation is closely connected with marketing ____________.
Market segmentation is the act of _________ a market.
Strategic segmentation groups are customers based on the ___________ that company can
create.
Segmentation is a ______________ process.
A___________ segment is one where the size of the segment and the related purchasing power
can be measured.
______________ is described as the degree to which a firm can reach intended target segment
efficiently.
_______________ refers to the degree to which identified segments are large enough to have
profit potentials.
_______________ refers to the degree to which the segments have to be conceptually
distinguishable.
_____________ refers to the degree to which effective programs can be designed for attracting
and serving customers.
Segmentation should be ______________, meaning that they shouid include all potential
customers.
Market segment should be ______________means the customers with similar values and profits
should be assigned to the same segment.
The target market should be _____________ with the overall marketing goal of the company.

Target marketing enables the marketing team to ____________ their message to the targeted
groups in a focused manner.
_______________ strategy involves developing the same offering for all types of customers

In ______________ strategy company designs a separate marketing program for each segment.

_____________ targeting involves identifying which customer segment to serve and which to
ignore.
_______________ targeting involves identifying effective and cost-effective ways to reach viable
customers.
____________ efficiency is a company's ability to deploy its resources in a way that reaches only
its target customers.
Product and service management aims to ___________ the value that company's products give to
their customers.
To achieve business goal, manager must consider ____________ framework.
_____________ is a promise by the offerer that the company will work as per the specification.

____________ protects the product during transportation and storage.

_________ is one of the type of Demand forecast.

___________ is the first stage of product development.

____________ is the last stage of product development.

Moore's model identifies ________ distinct categories.

____________ stage involves designing and manufacturing the offering.

Moore's model visionary is nothing but _____________ in Roger's diffusion theory.

The ___________ strategy needs to be tailored specifically to the requirements of the target
market.
______________ vary from product to product.
______________ is an important consideration in buyer's decision process.
______________ plays a significant role in manufacturing, transporting, storing and consuming
the product.
____________ forecasts is the estimation of the total sales volume that can be achieved by all
companies in a given market.
____________ is the process in which the consumer response to a particular offering is evaluated
before its introduction to the market .
Evaluation is the _____________ stage of new product adoption.
___________ means systematic search for new product ideas.

___________ are among the ones to apply new technologies to solve problems and exploit
opportunities in the marketplace.
____________ is a popular strategy to compete with low-priced rivals, that involves launching a
fighting brand an offering that matches or undercuts the competitor's price.

Moore's model pragmatists is nothing but _____________ in Roger's diffusion theory.

Moore's model skeptics is nothing but _____________ in Roger's diffusion theory.
______________ according to Moore among different segments is chasm.
______________ are very pessimistic about their ability to benefit from new technology.

____________ is the degree to which offering is consistent with existing standards.

The ___________ side of durable product is that frequent purchases are not done.
Product variation approach leads to offering which have minor ______________.
New product development is a ____________ shaped curve.
An offering is more likely to be adopted when the perceived risk associated with the new product
is__________-.
Market become saturated at the ___________ stage of product life cycle.
Decline stage is characterized by _____________ demand.
In _________ stages of product development communication campaign must create awareness in
market.
Product differentiation should be done in______________ stage of product life cycle.
___________ enables companies to extend life cycle of individual product.
Product line refers to a set of related offerings that functions in a ________ manner.
Upscale extensions involves extending the company's product line by adding an offering that
delivers ________ level of benfits.
Upscale extensions involves extending the company's product line by adding an offering that are
sold at a ________ price.
When a company extends a company's product line by adding a product that delivers ________
level benefits is called as down scale extension.
When a company extends a company's product line by adding a product that delivers at a
________ price is called as downscale extension.
________ is a situation in which the sales of one of the company's offeirngs come at the expense
of the sales of another offering.
Brand ________ reflects the relationship among different brands in a company's portfolio.

________ branding offered to the markets is given a brand name.

________ branding is a marketing practice which involves selling several related products under
the name of a single brand.
In NPD- P- stands for ________.
Brand equity is the ________ a brand holds.
In ________ market specialization is required.
Lux is an example of ________ branding.
In ________ approach brand equity is measured on the basis of cost involved.
In ________ approach brand equity is calculated on the basis of net present value cash flows
derived from brands future earnings.
Apple is the example of __________ branding.
________ refers to a pricing method in which some percentage of desired profit margins is added
to the cost of the product to obtain the final price.
________ pricing is the practice of setting prices slightly lower than rounded numbers.

________ might involve price reductions offered directly from manufacturers to end users.

________ is also called as complementary pricing.

________ is the pricing strategy used by retail stores that provides low prices to the customers
every single day without any special pricing discount, sale, comparison, shopping, etc.

________ strategy can occur when some competitors can produce at two different quality levels.

________ boosts the value of the offering by increasing its benefits and/or reducing its costs.

________ entitle the buyer to receive a price reduction for a given product or service at the time
of purchase.
________ allowance is an incentive paid to a distributor to allocate shelf space for a new product.

________ is the loan provided to distributor for acquiring manufacturer's goods.

________ pricing involves setting prices that use cost as a major benchmark.
________ type of pricing is based on customers willingness to pay for the benefits offered by the
company.
Captive pricing is also called as ________.

________ is percentage change in quantity sold of given offering caused by percentage change in
competitors price.
___________ pricing is a technique by which retailer use misleading means to trap customer into
thinking than what they are actually supposed to.
________ incentives are given to channel partners.
________ are refunds given to customers after they complete purchase.

________ are incentives such as cash premium price or commission which is given directly to a
salesperson.
________ channel is a distribution model in which manufacturer and customer interact with
multiple channel as well as each other.
_________ strategy is attracting customers who are completely new to the market.
Big Bazaar follows ____________ pricing.
________ are cash refund to customers.
In contractual relationship initial investment is ___________ .
__________ pricing is also called as complementary pricing.
The _______ goods show more evidence of price sensivity.
Cost -based pricing is _______ to calculate.
____________ effect depends on customer's perception of prices.
_____________ effect leads to sensivity of people to changes in price than to changes in quantity.

Price wars are more likely when offerings are _______________

The degree to which sales volume changes to change in _____________ is called price sensitivity.

Each product life cycle stage needs _____________ marketing strategies.

Product passes through ____________ stages of its life cycle.
Coupons, sweeptakes, contest, premium are ____________ incentives.
__________ are usually opportunities to win award as an incentive for purchasing a product.

_____________ loss is the loss of unique features of pioneer's offering.

_______ loss is the cost of replacing proprietary equipment or a penalty for breaking a contract.

___________ is the cost of learning the functionality of a competitor's offering.

The term __________ refers to the first company to establish its presence in a particular sector.

The company that first introduces a new technology to a category is ____________

The company that is first to commercially introduce an entirely new product is ____________

The company that is first to introduce a new business model is ____________

The company that first introduces a given offering to a particular target market is ____________

____________ is a distribution channel in which manufacturers and customersdeal with each

other directly .
____________ is a distribution channel in which manufacturers and customers interact with each
other through intermediaries.
____________ is a distribution channel in which manufacturers and customers interact to
multiple channels as well as directly with each other.
In _______________ all the channel partners are part of the same company.
In _____________ relationship there are binding contactual agreements among channel partners.

Promotional efforts are designed according to type and intensity of ________ .

___________ means to sell a product inless than their manufacturing cost

Cross price elasticity measures how a change in the price of one good affect the quantity
demanded of _____________ goods are substitute or compliments.
In ______________pricing of goods and services prices are set in such a way so as to
cause a customer to be misled .
_______________ occurs when two or more competitors conspire to set prices, price
level or price related term for their goods or services
____________ Is an aggressive pricing strategy in which a store sells below cost in order
to attract customers
____________ Strategy occurs when some competitors can produce at two different
quality levels
___________ Strategy is in promotional marketing strategy where business attempts to
take their products to the the customer
The goal of ____________ strategy is to get the customers to come to the marketers.

The promotion mix _________ as the product moves along its life cycle.
A __________ expense is a cost that business incurs to make its products or services
better known to consumers.
In __________ method, the market potential for the product is identified and then the
market share that the company is targeted is assessed.
________________ Method consists of designing sales territories by assessing the
attractiveness of current and prospective customers.
___________ incentives are a function of customers needs and are more common for
voluntary purchases and among price conscious consumers.
______________ allowance is an incentive for achieving a certain sales volume in a
specific customer segment.
_____________ incentive is an temporary price discounts offered by manufacturers to
distributors
Channnel exclusivity is used to reduce potential for horizontal channel ____________.
Channnel exclusivity is used to reduce potential for ____________ channel conflict.
Channels ________ in terms of breadth and depth of assortment.
Spiffs are incentives given to the ____________
Market growth strategy is ________ customers who are new to market.
The degree to which sales volume changes to change in price is called price ___________.

The company that is first to introduce a____________ is called a business model pioneer.

Inventory financing is the loan provided to _______ for acquiring manufacturer's goods.

The pioneer can prevent _________ access to scarce resources.

Switching cost is the _______ of unique features of the pioneer's offering.
Pioneer can acrue number of ____________ which are not available to later entrants.
 Option 1 Option 2 Option 3 Option 4

Distribution Management Marketing Administration

military generalship commando unit

science art commerce technology

money value name reputation

Topdown Bottomup straight diagonal

plan ploy pattern perspective

Brand Slogan Symbol Logo

Topdown Bottomup straight diagonal

Qualitative Quantitative Monetary Temporal

value price product service

dissociates Competitors Collaborators rivals

Price Product Communication Distribution
incentive implementation increment innovation

hebrew latin greek french

collaborators customers manufacturers Suppliers
Qualitative Quantitative Monetary Temporal
Product service Price Incentive

timeless short term long term static

monetary service performance control

Peter Drucker Henry Fayol Alexander Chernev Max Weber

Branding Promotion Marketing Pricing

Branding Promotion Marketing Pricing

strategic marketing distribution pricing

Customers Company Collaborators researchers

strategic tactical Marketing planning

Services Products Brand Logo

 context communication concept control

short term longterm continuous timeless

strategic tactical Marketing planning
Price Advertising Distribution Promotion

communication concept control customers

communication control company concept

Topdown Bottomup straight diagonal

science art commerce technology
rigid flexible expensive cheap
Promotion Advertising Communication Commenting

price Advertising product discounts

Goods Products Services Machines

Collaborators Company Competitor Manufacturer
immediately longterm continuosly not
Pattern Ploy Plan Position
3 4 2 1
Place Possession Form Time

Possession Place Time Form

Place Possession Form Time

Possession Place Time Form

Customers collaborators suppliers bankers

political cultural financial socio-economic

simple complex interesting integrated

simple complex rigid integrated

voluntary involuntary forced discretionary
plan tactic schedule strategy
similar different simple complex
ploy pattern plan perspective

ploy pattern plan perspective

ploy pattern plan perspective

one four all two

pricing incentives channel management salaries
 product promotion business model collaboration
product promotion business model collaboration
vision mission strategy focus

Product Channel Value Price

GSTIC 4 Ps 5 Cs 7s
top down Bottom up horizontal diogonal
inappropriate appropriate accurate according
product location target market price
2 3 4 5
fixed static constant dynamic
4 Ps 5 Cs 7s 3Ps
Product price promotion value
profit loss ease difficulty
market customers middlemen collaboration
narrower easier broader cheaper
part entire one side half
manufacturer supplier distributor customers
sales marketing promotion distribution
involuntary voluntary forced with compulsion

social economic political human

onetime weakly monthly continuous
loss social service profit charity
longterm short term meanwhile for a day
time Place possession form

time Place possession form

time Place possession form

time Place possession form

increases decreases worsens damages
under over optimum nil
arts commerce technology science
profit loss praise reaction
business technology product profit
optimum lower superior inferior
niche segment target market mass
edge centre side outside
sustain Manage deal survive

collaborator value collaborator strategic value competitor

power power
collaborator value collaborator strategic value competitor
power power
 horizontal vertical diagonal channel

horizontal vertical diagonal channel

explicit implicit straight diagonal
Explicit diagonal Implicit straight
Holistic Value Functional departmental

Channel Vertical Horizontal Diagonal

targeting segmentation collaboration marketing

Human capital Collaborator Copyrights trademarks

networks
Segmentation Marketing Positioning Targeting

steal share market market growth discount

penetration
strategy

Miscellaneous marketing distribution communication promotion

Value communication Value delivery value promotion Value design

Forward Backward Horizontal Vertical

monetary Psychological Functional Dysfunctional
repetitive innovative imaginative Conservative
monetary product place premium
tertiary secondary primary focus
price product promotion place
net profit partial profit gross profit profit
operating cost marketing cost cost of goods sold miscellaneous
cost
purchase sales debtors creditors
loss improvement high level gain
Horizontal vertical diagonal non directional

Horizontal vertical diagonal non directional

product price information place

blanket single double tripple
loss profit capital finance

high low balanced no value

Communication Collaborator Financial Strategic

backward straight forward diogonal

backward straight forward diogonal
 loss improvement high level gain
Diversification Extension Steal share Penetration
exclusive inclusive comprehensive balanced
Customers Product Price Promotion
One for all One for one Simple Complex
purchase sales cost revenue
attractiveness compatibiility feasibility complexity

Productline Communication Information Scale

Product line Communication Information Scale

Product line Communication Information Scale

attractiveness compatibiility feasibility complexity

supplier manufacturer customer employee

lower raise balance no change
Substantial Accessible Differntiable Actionable

Substantial Accessible Differntiable Actionable

Heterogeneity Homogeneity Simplicity Flexibility

profit loss mix access
dividing combining compiling coordinating
product service value offering

combining compiling differentiation coordinating

measurable accessible substantial Actionable

measurable accessible substantial Actionable

measurable accessible substantial Actionable

measurable accessible substantial Differentiable

measurable accessible substantial Actionable

similar comprehensive exclusive relevant

similar comprehensive exclusive relevant

different similar integrated compatible

customize standardized frame create

 One for all one for each exclusive comprehensive

One for all one for each exclusive comprehensive

tactical strategic comprehensive mutual

tactical strategic comprehensive mutual

service product revenue cost

optimize minimize maximize balances

5Cs 7-s 4Ps 4-s

Reliability Response Tangibles Durability

Grading Assembling Packaging Labelling

Rising demand Seasonal Cyclical demand Market forecast
demand
Business analysis Idea generation Test marketing Product
development
Product development Idea generation Business deployment Business analysis

5 8 3 4
Business analysis Business Product development Idea generation
deployment
early adopters late majority laggards innovators
product or service branding promotion distribution

Reliability Consistency Performance Relevance

Consistency Durability Realiability Relevance
Relevance Design Marketing Branding

Executive Sales Product Market

Concept testing Market testing Consumer research Idea generation

sixth fifth first third

Idea screening Idea generation Idea Testing idea

Technology enthusiasts Skeptics Visionaries Conservatives

Fighting brand Sandwich Good-Better-Best Product strategy

early adopters late majority early majority innovators

early majority laggards early adopters innovators
Performance control Innovation Gap
 Visionary Pragmatists conservatives skeptics

Compatibility Durability Consistency Reliability

positive negative Better best
similarity variations defect fault
S bell U V
lower high medium balanced

introduction growth maturity decline

balancing rising stagnant falling
early middle second last last

introduction growth maturity decline

Pricing Advertising Innovation Promotion
different similar unrelated optimum
same lower higher static

higher lower same balanced

higher lower same balanced

higher lower same balanced

maturity stagnation cannibalization differentiation

positioning repositioning differentiation heirarchy

umbrella individual corporate umbrella organization

umbrella individual corporate umbrella organization

provision profit product price

value price name identity
segment target niche new
umbrella individual corporate umbrella organization
sales financial market based cost based
sales financial market based cost based

umbrella individual corporate umbrella organization

cost-based pricing demand based competitive psychological

competitive demand based psychological cost-based

pricing
price sensitivity price wars discounts offers

competitive deceptive competitve captive

every day low pricing deceptive captive competitive

price signalling experience loss leader pricing deceptive

curve
discounts promotions incentives coupons

coupons rebates price reductions discounts

stocking slotting display window

slotting allowance volume rebate stocking inventory

financing
cost based psychological deceptive competitive
psychological demand based value deceptive

strategic pricing category pricing complementary deceptive

pricing
cross price elasticity demand pricing capture prising strategic pricing

price signalling deceptive value competitive

company customer collaborator product

rebates price reductions discounts offers

spiffs display stocking allowance commission

allowance
direct indirect hybrid complex

Market growth steal share Differentiation Similarity

captive deceptive everyday low competitive
Rebates Discounts Premium Offers
high low zero balanced
psychological competitive deceptive Captive
heterogenous differentiated homogenous bifurcated
easy difficult complex tedious
Price-tier Price-ending Reference-price Price-quantity
Price-tier Price-ending Reference-price Price-quantity

differentiated undifferentiated expensive cheaper

supply demand price substitute

similar unique separate simple

4 3 2 1
collaborator customer company salesman
 Premium Prizes sweeptakes loyalty programs

Functional psychological Monetary product

Functional psychological Monetary product

Functional psychological Monetary product

pioneer new innovator starter

market pioneer business model product pioneer technology

pioneer pioneer

market pioneer business model product pioneer technology

pioneer pioneer

market pioneer business model product pioneer technology

pioneer pioneer

market pioneer business model product pioneer technology

pioneer pioneer

Direct channel Indirect channel Hybrid channel Diogonal channel

Direct channel Indirect channel Hybrid channel Diogonal channel

Direct channel Indirect channel Hybrid channel Diogonal channel

common ownership contractual implicit explicit

common ownership contractual implicit explicit

ownership competition product price

Vertical price fixing Loss leading Growth hacking profit leading
strategy strategy strategy
another same unique similar

Deceptive captive experience signalling

Price signalling Horizontal Everyday low Captive pricing

price fixing pricing
Detective pricing Captive pricing Price signalling Loss leader
pricing
price signalling loss leader everyday low pricing experience
pricing curve pricing
Push Pull Skimming Penetration

push pull skimming penetration

changes remains same do not change remains

constant
 distribution manufacturing promotion delivery

breakdown build up push pull

Pull breakdown Push Build-up

Competitor Collaborator Customer Context

slotting stocking Market- Display

development
volume discount cash discount off invoice volume rebate

collaboration merger amalgamation conflict

horizontal vertical diogonal all directional
similarises vary clashes merges
customers retailers wholesellers salesman
attracting distracting confusing diffusing
charging fixing fighting sensitivity

business model selling incentives channel

technique
salesman labours distributors marketers

suppliers competitors managers partners

gain access loss profit
advantages disadvantages loss problems
CORRECT OPTION

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