Exam 10: Pricing Strategies: Understanding and Capturing Customer Value

Due in a large part to advances in technology,________ is a major trend whereby product and service producers are bypassing intermediaries and going directly to final buyers,or radically new types of channel intermediaries are emerging to displace traditional ones.

Air carriers transport less than ________ per cent of cargo tonne-kilometres of the nation's goods.

Jewels for the Rich and Famous sells very exclusive jewellery with a minimum price of $25 000 to customers around the world.Speed of delivery to distant markets is a must.Management should consider using ________ as its main carrier.

Allfarmers Produce Company has a route selling to more than 100 groceries,schools and restaurants at wholesale prices.Last week the owners opened up a walk-in discounted consumer produce outlet in the local town.It is now using a multichannel network.

A 'smart tag' or RFID technology is a small transmitter chip embedded in or placed on products and packaging,allowing the products to be tracked throughout the distribution channel.

Independent retailers who join together to form their own wholesaling operation and conduct joint merchandising and promotional activities are called a ________.

The wholesaler who contracts to sell a producer's entire output with no territory limits is called a ________.

Disintermediation involves restructuring marketing channels to deal more directly with customers.

The following terms are often used interchangeably by different commentators: logistics,marketing logistics,integrated logistics management,supply-chain management,materials management and physical distribution.

Costco opened its first Australian outlet in Melbourne in 2009 amid much media hype about the deep discounts on a wide range of products.Costco's business model requires consumers to become members with a subscription fee of $60 before they are entitled to make purchases from the store.Costco would best be described as a ________.

Marketing channels are a major part of any marketing logistics network and involve the interaction of ________ to bring the goods and services to the marketplace.

Members of the marketing channel add value when they move goods from producers and suppliers to consumers by overcoming ________,________ and ________ gaps that arise when separate suppliers are unable to coordinate supply and demand.

Wholesalers fall into three main groups-merchant wholesalers,brokers and ________,and manufacturers' sales branches and offices.

In your text,the system that efficiently and effectively makes and moves products to end users is termed ________.

A major role played by intermediaries is to buy large quantities of products from many producers and break them down into the smaller quantities and broader assortments wanted by consumers.

A direct marketing channel consists of how many levels?

Retailers must decide on three main product variables: product assortment,________ ________ and ________ ________.

Orica's Dulux paint is sold through company-owned trade stores in Australasia as well as through competing outlets such as Bunnings and Mitre 10,and it is sold directly via the internet to professional painters.This is an example of ________.

Members of the marketing channel add value when they move goods from producers and suppliers to consumers by overcoming time,placement and possession gaps.

________ conflict is conflict between firms at the same level of the channel.