LSUS Chen- MBA 706 Module 4 Solved
100% Correct
- use of new tech to provide better services at lower costs: self checkout, info kiosks etc.
Adaptive Criteria: - ANSWER-Degree of flexibility in responding to the changing
environment
An effective supply chain should meet the following criteria - ANSWER-- availability
- speed of delivery
-reliability
- lot size
- convenience
AKA deliver the right product in the right quantity to the right place at the right time for
the right customer at the right price
Channel Management Design Channel structure (3 strategies) - ANSWER-- Intensive
distribution
- Selective distribution
- Exclusive distribution
Control Criteria: - ANSWER-Degree of influence, motivation, and conflict among
channel members
Cost reductions - ANSWER-Products are modified to provide similar performance but at
a lower cost:
ex: iphone XS vs Iphone XR
Delivery gap - ANSWER-What is set in the standards vs. what is delivered
Design Channel Structure: 3 channel options - ANSWER-- Direct marketing
- sales force
- intermediary marketing channel
Discouraging others from entering the market: - ANSWER-Prices are set low as a
barrier to entry which also signals the possibility of price war
Early cash recovery - ANSWER-Prices are set to generate a high cash flow to solve
problems of liquidity
Economic criteria: - ANSWER-Cost, Revenue, Profit
End-user considerations: - ANSWER-Where consumers would shop and buy
, Exclusive distribution - ANSWER-Used when companies limit intermediaries to one per
geographical area
ex: exclusively at nordstrom, exclusively at Neiman Marcus
Formulate channel strategy - ANSWER-- objectives: how, when, and where the
company offering should be made available to the target markets
- importance of a channel strategy depends on whether:
::distribution is important to target market
::distribution can provide a differential advantage over competitors
;; Distribution may become a competitive vulnerability
;; Channel coordination may become a competitive advantage
Integrating all elements of the marketing mix - ANSWER-- all elements are consistent in
representing the brand
- should create a competitive advantage
- should match the resources available to the organization
Intensive distribution: - ANSWER-used for products of high value, low value, mass
demand
Ex: soft drinks
Intermediary Marketing channel - ANSWER-- merchants
- agents
-Facilitators
ex: P&G
Internal communication gap: - ANSWER-what is communicated vs. what is delivered
Interpretation Gap: - ANSWER-what is promised vs. what customers perceive to be
promised
Knowledge gap: - ANSWER-What the firm perceives customers want vs. what they
actually want
Maintenance and improvement of market position - ANSWER-Prices are set to increase
market share and minimize the possibility of price wars
Manufacturer's capability and resources: - ANSWER-Bargaining power and channel
control
Market penetration - ANSWER-Prices are set low to generate high sales revenue and
keep competitors away
ex: Japanese car manufacturers selling low-priced but reliable cars in US during 60s-
70s
100% Correct
- use of new tech to provide better services at lower costs: self checkout, info kiosks etc.
Adaptive Criteria: - ANSWER-Degree of flexibility in responding to the changing
environment
An effective supply chain should meet the following criteria - ANSWER-- availability
- speed of delivery
-reliability
- lot size
- convenience
AKA deliver the right product in the right quantity to the right place at the right time for
the right customer at the right price
Channel Management Design Channel structure (3 strategies) - ANSWER-- Intensive
distribution
- Selective distribution
- Exclusive distribution
Control Criteria: - ANSWER-Degree of influence, motivation, and conflict among
channel members
Cost reductions - ANSWER-Products are modified to provide similar performance but at
a lower cost:
ex: iphone XS vs Iphone XR
Delivery gap - ANSWER-What is set in the standards vs. what is delivered
Design Channel Structure: 3 channel options - ANSWER-- Direct marketing
- sales force
- intermediary marketing channel
Discouraging others from entering the market: - ANSWER-Prices are set low as a
barrier to entry which also signals the possibility of price war
Early cash recovery - ANSWER-Prices are set to generate a high cash flow to solve
problems of liquidity
Economic criteria: - ANSWER-Cost, Revenue, Profit
End-user considerations: - ANSWER-Where consumers would shop and buy
, Exclusive distribution - ANSWER-Used when companies limit intermediaries to one per
geographical area
ex: exclusively at nordstrom, exclusively at Neiman Marcus
Formulate channel strategy - ANSWER-- objectives: how, when, and where the
company offering should be made available to the target markets
- importance of a channel strategy depends on whether:
::distribution is important to target market
::distribution can provide a differential advantage over competitors
;; Distribution may become a competitive vulnerability
;; Channel coordination may become a competitive advantage
Integrating all elements of the marketing mix - ANSWER-- all elements are consistent in
representing the brand
- should create a competitive advantage
- should match the resources available to the organization
Intensive distribution: - ANSWER-used for products of high value, low value, mass
demand
Ex: soft drinks
Intermediary Marketing channel - ANSWER-- merchants
- agents
-Facilitators
ex: P&G
Internal communication gap: - ANSWER-what is communicated vs. what is delivered
Interpretation Gap: - ANSWER-what is promised vs. what customers perceive to be
promised
Knowledge gap: - ANSWER-What the firm perceives customers want vs. what they
actually want
Maintenance and improvement of market position - ANSWER-Prices are set to increase
market share and minimize the possibility of price wars
Manufacturer's capability and resources: - ANSWER-Bargaining power and channel
control
Market penetration - ANSWER-Prices are set low to generate high sales revenue and
keep competitors away
ex: Japanese car manufacturers selling low-priced but reliable cars in US during 60s-
70s
