Chapter Twelve

Marketing Channels: Delivering

Customer Value

Copyright © 2009 Pearson Education, Inc.  

Chapter 12 - slide 1
Publishing as Prentice Hall
 The different types of flows, which connect all the
institutions in the distribution channel are physical
flow, flow of ownership, payment flow,
information flow, and _____.
1. promotion flow
2. work flow
3. marketing flow
4. financial flow

©2012 Pearson Education, Inc. publishing as Prentice Hall.

Chapter 12 - slide 2
 The different types of flows, which connect all the
institutions in the distribution channel are physical
flow, flow of ownership, payment flow,
information flow, and _____.
1. promotion flow
2. work flow
3. marketing flow
4. financial flow

©2012 Pearson Education, Inc. publishing as Prentice Hall.

Chapter 12 - slide 3
 A _____ consists of producers, wholesalers, and retailers
acting as a unified system.
1.conventional distribution channel
2.parallel marketing system
3.vertical marketing system
4.horizontal marketing system

©2012 Pearson Education, Inc. publishing as Prentice Hall.

Chapter 12 - slide 4
 A _____ consists of producers, wholesalers, and retailers
acting as a unified system.
1.conventional distribution channel
2.parallel marketing system
3.vertical marketing system
4.horizontal marketing system

©2012 Pearson Education, Inc. publishing as Prentice Hall.

Chapter 12 - slide 5
 The _____ is the most common type of
contractual vertical marketing system.
1. franchise organization
2. administered organization
3. licensing arrangement
4. corporate organization

©2012 Pearson Education, Inc. publishing as Prentice Hall.

Chapter 12 - slide 6
 The _____ is the most common type of
contractual vertical marketing system.
1. franchise organization
2. administered organization
3. licensing arrangement
4. corporate organization

©2012 Pearson Education, Inc. publishing as Prentice Hall.

Chapter 12 - slide 7
 In a _____, two or more companies at one level
join together to follow a new marketing
opportunity.
1.conventional distribution channel
2.vertical marketing system
3.parallel marketing system
4.horizontal marketing system

©2012 Pearson Education, Inc. publishing as Prentice Hall.

Chapter 12 - slide 8
 In a _____, two or more companies at one level
join together to follow a new marketing
opportunity.
1.conventional distribution channel
2.vertical marketing system
3.parallel marketing system
4.horizontal marketing system

©2012 Pearson Education, Inc. publishing as Prentice Hall.

Chapter 12 - slide 9
 Producers of convenience products and common
raw materials typically seek _____.
1. intensive distribution
2. selective distribution
3. exclusive distribution
4. disintermediation

©2012 Pearson Education, Inc. publishing as Prentice Hall.

Chapter 12 - slide 10
 Producers of convenience products and common
raw materials typically seek _____.
1. intensive distribution
2. selective distribution
3. exclusive distribution
4. disintermediation

©2012 Pearson Education, Inc. publishing as Prentice Hall.

Chapter 12 - slide 11
 _____ involves managing upstream and
downstream value-added flows of materials, final
goods, and related information among suppliers,
the company, resellers, and final consumers.
1. Vendor management
2. Outsourcing
3. Disintermediation
4. Supply chain management

©2012 Pearson Education, Inc. publishing as Prentice Hall.

Chapter 12 - slide 12
 _____ involves managing upstream and
downstream value-added flows of materials, final
goods, and related information among suppliers,
the company, resellers, and final consumers.
1. Vendor management
2. Outsourcing
3. Disintermediation
4. Supply chain management

©2012 Pearson Education, Inc. publishing as Prentice Hall.

Chapter 12 - slide 13
 What occurs when radically new types of channel
intermediaries displace traditional ones?
1. Indirect marketing
2. Crowdsourcing
3. Disintermediation
4. Multichannel marketing

©2012 Pearson Education, Inc. publishing as Prentice Hall.

Chapter 12 - slide 14
 What occurs when radically new types of channel
intermediaries displace traditional ones?
1. Indirect marketing
2. Crowdsourcing
3. Disintermediation
4. Multichannel marketing

©2012 Pearson Education, Inc. publishing as Prentice Hall.

Chapter 12 - slide 15
 Which vertical marketing system (VMS) integrates
successive stages of production and distribution
under single ownership?
1. Conventional
2. Corporate
3. Contractual
4. Administered

©2012 Pearson Education, Inc. publishing as Prentice Hall.

Chapter 12 - slide 16
 Which vertical marketing system (VMS) integrates
successive stages of production and distribution
under single ownership?
1. Conventional
2. Corporate
3. Contractual
4. Administered

©2012 Pearson Education, Inc. publishing as Prentice Hall.

Chapter 12 - slide 17
 Producers of a strong brand sometimes sell it to
dealers only if the dealers will take some or all of
the rest of the line. This is called _____.
1. bundled pricing
2. full-line forcing
3. administered pricing
4. zone pricing

©2012 Pearson Education, Inc. publishing as Prentice Hall.

Chapter 12 - slide 18
 Producers of a strong brand sometimes sell it to
dealers only if the dealers will take some or all of
the rest of the line. This is called _____.
1. bundled pricing
2. full-line forcing
3. administered pricing
4. zone pricing

©2012 Pearson Education, Inc. publishing as Prentice Hall.

Chapter 12 - slide 19
 Moving broken, unwanted, or excess products
returned by consumers or resellers is called
_____.
1. redistribution
2. outbound distribution
3. inbound distribution
4. reverse distribution

©2012 Pearson Education, Inc. publishing as Prentice Hall.

Chapter 12 - slide 20
 Moving broken, unwanted, or excess products
returned by consumers or resellers is called
_____.
1. redistribution
2. outbound distribution
3. inbound distribution
4. reverse distribution

©2012 Pearson Education, Inc. publishing as Prentice Hall.

Chapter 12 - slide 21
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retrieval system, or transmitted, in any form or by any means, electronic,
mechanical, photocopying, recording, or otherwise, without the prior written
permission of the publisher. Printed in the United States of America.

Copyright © 2012 Pearson Education, Inc.  

Publishing as Prentice Hall

©2012 Pearson Education, Inc. publishing as Prentice Hall.

Chapter 12 - slide 22