...CHAPTER 12 GLOBAL MARKETING CHANNELS AND PHYSICAL DISTRIBUTION SUMMARY A channel of distribution is the network of agencies and institutions that links producers with users. Physical distribution is the movement of goods through channels. Business –to-consumer marketing uses consumer channels; business-to-business marketing employs industrial channels to deliver products to manufacturers or other types of organizations. Peer-to-peer marketing via the Internet is another channel. Distributors and agents are key intermediaries in both channel types. Channel decisions are difficult to manage globally because of the variation in channel structures from country to country. Marketing channels can create place utility, time utility, form utility, and information utility for buyers. The characteristics of customers, products, middlemen, and environment all affect channel design and strategy. Consumer channels may be relatively direct, utilizing direct mail or door-to-door selling, as well as manufacturer-owned stores. A combination of manufacturers' sales force, agents-brokers, and wholesalers may also be used. Global retailing is a growing trend as successful retailers expand around the world in support of growth objectives. Retail operations takes many different forms, including department stores, specialty retailers, supermarkets, convenience stores, discount stores, warehouse clubs, hypermarkets, supercenters, category killers, and outlet malls. Selection, price...
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...Confirming Pages CONTENTS PREFACE xv PART 1 CHAPTER 1 GLOBAL MARKETING ENVIRONMENTS 1 Understanding Global Markets and Marketing 2 markets are becoming global 2 globalization: the world is becoming smaller 3 globalization and global marketing 4 Globalization: Opportunity or Threat? The Global Marketing Approach 6 6 global marketing and global markets 7 the cage distance framework 7 domestic and global marketing compared 8 Geographic or Spatial Distance 10 Psychic/Cultural Distance 12 The EPRG Framework 13 Developing Global Marketing Strategy 14 The Standardization versus Localization–Adaptation School 14 Levitt and the Globalization of Marketing 16 Standardization versus Mass Customization 17 Managing the Firm’s Value Chain 18 Global Value Chain Configuration 19 Integrating the Firm’s Competitive Strategy 20 Global Competition 20 a global marketing management framework Global Marketing Performance 22 Global Vision—The World Is My Oyster CASE 1-1 CASE 1-2 CHAPTER 2 21 23 A Tortuous Road Ahead for Proton of Malaysia 26 Dabur—Developing Values in an Emerging Economy Through Value Chain and Product Line 31 Assessing the Global Marketing Environment—The Global Economy and Technology 36 the global economy 37 Economic Growth and World Trade 37 Who Are the United States’ Major Customers? 38 High Tech Products Lead World Trade 40 Characteristics of High Technology Markets 42 Technology and Global...
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...MKT 315 WK 4 QUIZ 3 CHAPTERS 5 & 6 To purchase this visit here: http://www.activitymode.com/product/mkt-315-wk-4-quiz-3-chapters-5-6/ Contact us at: SUPPORT@ACTIVITYMODE.COM MKT 315 WK 4 QUIZ 3 CHAPTERS 5 & 6 MKT 315 WK 4 Quiz 3 Chapters 5,6 MULTIPLE CHOICE 1. Pertaining to the release of movies, windowing is a practice by which movie producers stagger the release of movies for various distributors. Which of the following statements about windowing is false? a. Windowing was established to help the movie industry maximize total revenues. b. The practice essentially made movie theatres exclusive distributors for the first four months after a movie's release. c. Windowing greatly benefited movie theaters. d. Windowing greatly threatened movie theaters. e. Windowing may be replaced with new approach to distribution that shortened the time consumers can purchase movies. 2. Which of the following is a false statement about the relationship between channel strategy and marketing strategy? a. Channel strategy is concerned with the place aspect of the marketing strategy. b. Channel strategy is narrower in scope than the marketing strategy. c. Channel strategy focuses on distribution objectives. d. The channel strategy is important to the firm’s overall objectives. e. The marketing channel strategy focuses on product, price, and promotion. 3. Channel strategy may be of more importance than the other strategic variables of the marketing mix and is also important...
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...Services Marketing Test Quiz 8 Started 8/31/13 11:47 PM Submitted 9/1/13 12:04 AM Status Completed Attempt Score 60 out of 60 points Time Elapsed 16 minutes out of 1 hour. Instructions This quiz consist of 15 multiple choice questions and covers the material in Chapter 12. Be sure you are in Chapter 12 when you take the quiz. Question 1 4 out of 4 points Correct In what channel system do two or more unrelated organizations combine resources to exploit an emerging marketing opportunity? Answer Selected Answer: Horizontal marketing system. Correct Answer: Horizontal marketing system. Question 2 4 out of 4 points Correct A producer hopes to obtain more dedicated and knowledgeable selling through which distribution strategy? Answer Selected Answer: Exclusive distribution. Correct Answer: Exclusive distribution. Question 3 4 out of 4 points Correct Wholesalers and retailers are examples of what type of intermediary? Answer Selected Answer: Merchants. Correct Answer: Merchants. Question 4 4 out of 4 points Correct When a single firm uses two or more marketing channels to reach one or more customer segments, it is called: Answer Selected Answer: multi-channel marketing. Correct Answer: multi-channel marketing. ...
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...MKT 315 WK 2 QUIZ 1 CHAPTERS 1 & 2 To purchase this visit here: http://www.activitymode.com/product/mkt-315-wk-2-quiz-1-chapters-1-2/ Contact us at: SUPPORT@ACTIVITYMODE.COM MKT 315 WK 2 QUIZ 1 CHAPTERS 1 & 2 MKT 315 WK 2 Quiz 1 Chapters 1,2 MULTIPLE CHOICE 1. Which type of strategy did Walmart decide to use to compete with Amazon? a. Heavy advertising b. Price reduction c. Establish kiosks in Walmart stores d. Wholesale distribution e. Mass distribution via its own online channel 2. Which of the following statements is false? a. Consumer expectations have moved firms to add additional channels. b. Both B2C and B2B businesses are increasing the number of channels they use to distribute their products c. The flexibility to respond to consumers does not appear to be relevant to channel design. d. Channels must be targeted to reach intended customer segments. e. The increasing role of technology is helping to foster the use of multiple channels. 3. Which of the following is a true statement about Internet-based channels? a. Walmart's channel model continues to rely on its 'brick and mortar' stores exclusively. b. ‘Bricks and Mortar’ retailers that added online capabilities to traditional channels of distribution have had sluggish sales. c. Online sales have become an established distribution channel for B2C but not B2B markets. d. Internet-based channels have become a mainstream channel in the channel mixes of many firms. e. The growth of E-commerce...
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...Week 1 TCOs A, B, C Marketing, Strategies, and Research Chapter 1: Defining Marketing for the 21st Century Chapter 2: Developing Marketing Strategies and Plans Chapter 4: Conducting Marketing Research and Forecasting Demand, pp. 88-105 A. Given information gathered through applied business research, develop a Marketing Plan for a product or service of your choice consistent with its position in the market. Understand how this Marketing Plan would fit into a complete Business Plan for the product or service. Key Concepts: Define marketing and how it evolved and why marketing is important to our society. Marketing is the process of planning and executing the conception, pricing, promotion, and distribution of ideas, goods, and services to create exchanges that satisfy individual and organizational goals. How it evolved has 5 phases on page 2 of notes. 1. Production concept of marketing, 2. Product concept, 3. Promotion selling concept, 4. Marketing concept, 5. Holistic marketing. A social definition shows the role marketing plays in society; for example, one marketer has said that marketing’s role is to “deliver a higher standard of living.” Here is a social definition that serves our purpose: Marketing is a societal process by which individuals and groups obtain what they need and want through creating, offering, and freely exchanging products and services of value with others. Explain the Marketing Concept as one of several company orientations towards the marketplace...
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...University MKT355 Marketing Management February 6th, 2015 Chapter 12 Test Your Knowledge 3: List the elements of the promotion mix and describe how they are used to deliver personal and mass appeals. Advertising is a non-personal communication from an identified sponsor using the mass media. Sales promotion are programs such as contests, coupons or other incentives that marketers design to build interest in or encourage purchase of a product during a specified period. Public relations describes a variety of communications activities that seek to create and maintain a positive image of an organization and its products among various publics. Personal selling is the direct contact with the customer and gives the salesperson the opportunity to be flexible and modify the sales message to concide with the customer’s needs. Direct marketing targets specific groups of potential customers with different offers. Also it provides extensive product information and multiple offers within a single appeal. 5: What is buzz? Buzz is the word-of –mouth communication that customers view as authentic. How does marketers practice buzz building? Marketers us techniques to encourage consumers to spread information about companies and their products come under a variety of names such as word-of-mouth marketing 6: What are some ethical problems in buzz marketing? Activities designed to deceive consumers and directing buzz marketing at children or teens. Buzz marketing activities that...
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...DESCRIPTION Introduces basic marketing principles and concepts. Emphasis is placed on the development of marketing strategy and the major components of the marketing mix (product, price, promotion, and distribution). Reviews the critical environmental factors of markets, domestic and international, and customer behavior characteristics that affect marketing operations. Highlights the integration of marketing with other functions in a business organization. INSTRUCTIONAL MATERIALS Required Resources Pride, W. M., & Ferrel, O. C. (2013). Foundations of marketing (5th ed.). Mason, OH: South-Western Cengage Learning. Supplemental Resources A comprehensive list of supplemental resources is located at the end of the course guide. COURSE LEARNING OUTCOMES 1. Identify the key concepts of marketing and its function in society. 2. Explain the fundamentals of marketing, including product, price, distribution, and promotion in a global environment. 3. Determine the marketing planning process, market segmentation, and the development of the key elements of a marketing strategy. 4. Identify ethical issues involved in marketing. 5. Understand customer relationship management. 6. Determine the elements of marketing research. 7. Determine the factors affecting the behavior of consumers and commercial / organizational buyers. 8. Understand the key elements of business marketing, including product, price, distribution, and promotion. 9. Identify...
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...DEFINING MARKETING FOR THE 21ST CENTURY WHAT IS MARKETING? Marketing is about identifying and meeting human and social needs. One of the shortest good definitions of marketing is “ meeting needs profitably.” 3 ALTERNATIVE PHILOSOPHIES THAT CAN GUIDE ORGANIZATIONS IN THEIR EFFORTS TO CARRY OUT THEIR MARKETING GOAL(S) THE PRODUCTION CONCEPT The production concepts, one of the oldest concepts in business, holds that consumers prefer products that are widely available and inexpensive. Managers of production– oriented businesses concentrate on achieving high production efficiency, low costs, and mass distribution. This orientation makes sense in developing countries such as China, where the largest PC manufacturer, Lenovo, takes advantage of the country’s huge and inexpensive labor pool to dominate the market. Marketers also apply the production concept when they want to expand the market. THE PRODUCT CONCEPT The product concept proposes that consumers favor products offering the most quality, per-formance, or innovative features. However, managers are sometimes caught in a love affair with their products. They might commit the “ better mousetrap” fallacy, believing a better product will by itself lead people to beat a path to their door. A new or improved product will not necessarily be successful unless it’s priced, distributed, advertised, and sold properly. THE SELLING CONCEPT The selling concept holds that consumers and businesses, if left alone, won’t buy enough...
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...Chapter 3 1. The company’s microenvironment -The company -Suppliers -Marketing intermediaries -Competitors -Publics -Customers 2. Publics -Financial publics -Media publics -Government publics -Citizen-action publics -Local publics -General public -Internal publics 3. The company’s macroenvironment -Demographic environment -Economic environment -Natural environment -Political and social environment -Culture environment Chapter4 1. Marketing search process -Defining the problem and research objectives -Developing the research plan for collecting information -Implementing the research plan- collecting and analyzing the data -Interpreting and reporting the findings Chapter5 1. Customer-driven marketing strategy 2. The buyer decision process Need recognition- Information search- Evaluation of alternatives- Purchase decision- Post-purchase behavior 3. Stages in the adoption process Awareness- Interest- Evaluation- Trial- Adoption 4. Types of buying situations Straight rebuy, Modified rebuy, New task, System selling, Buying centre Chapter6 1. Customer driven marketing strategy -Segmentation -Targeting -Differentiation -Positioning 2. Market segmentation -Segmenting consumer markets -Segmenting business markets -Segmenting international markets -Requirements for effective segmentation * -Measurable, Accessible, Substantial, Differentiable, Actionable 3. Market Targeting ...
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...ASSIGNMENTS FOR MARKETING PRINCIPLES Assignment #1 – An Introduction to Marketing Read chapter 1. Be prepared to answer the following questions if called on. 1. What is marketing? 2. What is a market? 3. Define the terms ultimate consumers and organizational buyers. Give examples of each. 4. What is a target market? Why do most organizations focus on satisfying the needs of one or more subgroups of a market rather than the entire market? 5. What are the four controllable marketing mix factors that make up the organization’s marketing program? 6. What are uncontrollable environmental factors? 7. Identify and describe the four distinct stages or eras of the market orientation. 8. Is marketing good or bad for a society. Support your answer. Find an article that supports your argument and attach a copy. Be prepared to discuss your article in class. Consider a society with no marketing. Assignment #2 – Strategic Planning and the Strategic Marketing Process Read chapter 2. Be prepared to answer the following questions if called on. 1. What is strategic planning and why is it important? 2. Identify and define the three organizational levels. 3. What is a mission statement? 4. What are organizational objectives (goals)? Give some examples of different types of objectives (goals) organizations might pursue. 5. What are organizational strategies? 6. What is business portfolio analysis? Draw an example of a growth-share...
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...MKT 315 WK 10 QUIZ 8 CHAPTER 15 & 16 To purchase this visit here: http://www.activitymode.com/product/mkt-315-wk-10-quiz-8-chapter-15-16/ Contact us at: SUPPORT@ACTIVITYMODE.COM MKT 315 WK 10 QUIZ 8 CHAPTER 15 & 16 MKT 315 WK 10 Quiz 8 Chapter 15,16 MULTIPLE CHOICE 1. According to the text, the Internet has had ________ impact on the design and management of marketing channels. a. little b. a major c. no d. an overwhelming e. some 2. Some observers predict that the Internet will so radically transform marketing channel structure and strategy that the __________ of the future will be profoundly different from what we see today. a. bandwidth b. interstate highway system c. distribution landscape d. cyberspace salespeople e. franchise system 3. Which of the following terms cannot be considered as synonymous with “electronic marketing channels” as stated in the text? a. Computer marketing b. Facebook commerce c. Social commerce d. Electronic commerce e. Internet commerce 4. Which of the following must be present to define electronic commerce as portrayed in the textbook? a. Purchases can be made via interactive electronic means b. The consumer must use a personal computer c. The consumer must also make use of the telephone d. Orders can only be placed by using e-mail e. Payments must be made using smart cards 5. If sellers list their products on the Internet and if customers who locate these products at the firm’s Web site still have to use...
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...FORM B: COURSE PLAN |Course Code & Course Title: ABDT3243 Services Marketing |Programme(s): 2DMK, 2drm | | | | |Semester: [ ( ] May [ ] September [ ] January |Academic Year: 2015/2016 | |(please tick “(”) | | |Hours/Week: Lecture __2__ , Tutorial __1.5__ , Laboratory/Practical ___-____ | |Week | |Topics |Reference Material |Remarks* | | | | ...
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...STUDY GUIDE FINAL EXAM MKTG 2080 Review- Marketing Mix External (Macro/Micro) Environmental Forces Consumer Decision Process (need/search/alt. eval/purchase/post-purchase) Product- Product Lines (Width/Length) Types of Products (convenience/shopping/specialty) PLC Stages-intro/growth/mature/decline Price- Price/Quality Relationship New Material Chapter 10-Marketing Channels- Distribution/Channels/Place/Supply Chain Management (production to consumer) How channel members add value Types of Distribution Channels Multichannel/Disintermediation Vertical Integration Corporate-ex Sherwin Williams Contractual Integration-franchise Administered-Wal-Mart # of intermediaries (intensity of distribution)-intensive/selective/exclusive Logistics -Types of transportation (air, rail, truck, pipeline, water, internet, intermodal) Chapter 11 Retail-Types of Retailers Product-line based (specialty stores, department stores, c-store, supermarket, superstore, category killer) Relative-Price based (discount, off-price retailers, factory outlets, warehouse clubs) Atmospherics (five senses) Retail convergence, non-store retailing (internet, catalog, kiosks, HSN), pop-up stores Chapter 12-Promotion-how a company communicates about product offerings IMC- (adv, P.R., personal selling, sales promotions) Push/Pull strategy Advertising-Objectives (inform/remind/persuade) Budget (affordable/% of sale/competitive parity/objective-task) Execution Style...
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...MKT 315 WK 8 QUIZ 6 CHAPTERS 12 & 13 To purchase this visit here: http://www.activitymode.com/product/mkt-315-wk-8-quiz-6-chapters-12-13/ Contact us at: SUPPORT@ACTIVITYMODE.COM MKT 315 WK 8 QUIZ 6 CHAPTERS 12 & 13 MKT 315 WK 8 Quiz 6 Chapters 12,13 MULTIPLE CHOICE 1. One of the main issues Proctor & Gamble (P&G) Company had with its Max Factor is: a. Giant mass market U.S. retailers were not willing to give more shelf space to Max Factor products. b. P&G's marketing team had failed to gain sufficient brand recognition. c. Even though P&G threw millions of dollars in trade promotions, sales of the Max Factor brand continued to fall. d. Foreign sales of Max Factor products were falling. e. Offering big trade discounts to retailers simply did not work. 2. The effectiveness of the overall promotional strategy depends on how successful the manufacturer is in: a. Implementing its advertising, sales promotion, personal selling, and publicity. b. Securing cooperation from independent channel members in implementing the promotional strategy. c. Keeping its promotional budget in check. d. Developing creative promotional tactics. e. How its promotions compare to its competitors. 3. ___________ is a term used to refer to the use of several promotional tools in a coordinated effort to achieve maximum promotional impact. a. Exponential marketing b. Integrated marketing communication c. Expanded promotion d. Advertising materials e. Persuasive advertising 4...
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