MRKT 339 Study gUide
Exam 3 Studying Guide
This exam covers the following topics as well as questions in online assignments
Chapter 9
1. Channel design vs. channel management
2. Approaches for Learning about Channel Member Needs and Problems
3. Understand three types of programs for supporting channel members
1) Cooperative
2) Partnership or strategic alliance
3) Distribution programming
Chapter 10
1. Understand the following terminologies
1) Marketing mix
2) Assortment
3) Product life cycle
2. Understand four stages of the product life cycle – introduction, growth, maturity, and decline.
3. Understand the manufacturers’ product strategies:
1) Product differentiation
2) Product positioning
3) Product Line Expansion/Contraction
4) Trading Down and Trading Up
5) Product Brand Strategy
Chapter 11
1. Factors that should normally be included in developing pricing strategies:
1) internal cost considerations
2) the target markets
3) competition
4) needs of channel members
2. The “golden rule” of channel pricing
3. Understand the channel pricing structure (Figure11.1).
4. Table 11.1 (p322)
5. Understand channel pricing guidelines
6. Understand the following terminologies:
1) Price points
2) “Friendly persuasion”
3) Gray market
4) Free riding
Chapter 12
1. Pull vs. push strategy
2. Push promotion research findings
3. Understand seven basic and four “kinder” push promotional strategies
Chapter 13
1. Understand the following terminologies
1) Logistics
2) Supply chain management
3) Third-party logistics providers
4) The total cost approach
5) Cross-docking
6) Order cycle time
7) Economic order quantity
2. Understand logistics system components
Chapter 14
1. Understand the following factors that influence the scope and frequency of channel member evaluations:
1) Degree of the manufacturer’s control over the channel members
2) Relative importance of the channel members
3) Nature of the
This exam covers the following topics as well as questions in online assignments
Chapter 9
1. Channel design vs. channel management
2. Approaches for Learning about Channel Member Needs and Problems
3. Understand three types of programs for supporting channel members
1) Cooperative
2) Partnership or strategic alliance
3) Distribution programming
Chapter 10
1. Understand the following terminologies
1) Marketing mix
2) Assortment
3) Product life cycle
2. Understand four stages of the product life cycle – introduction, growth, maturity, and decline.
3. Understand the manufacturers’ product strategies:
1) Product differentiation
2) Product positioning
3) Product Line Expansion/Contraction
4) Trading Down and Trading Up
5) Product Brand Strategy
Chapter 11
1. Factors that should normally be included in developing pricing strategies:
1) internal cost considerations
2) the target markets
3) competition
4) needs of channel members
2. The “golden rule” of channel pricing
3. Understand the channel pricing structure (Figure11.1).
4. Table 11.1 (p322)
5. Understand channel pricing guidelines
6. Understand the following terminologies:
1) Price points
2) “Friendly persuasion”
3) Gray market
4) Free riding
Chapter 12
1. Pull vs. push strategy
2. Push promotion research findings
3. Understand seven basic and four “kinder” push promotional strategies
Chapter 13
1. Understand the following terminologies
1) Logistics
2) Supply chain management
3) Third-party logistics providers
4) The total cost approach
5) Cross-docking
6) Order cycle time
7) Economic order quantity
2. Understand logistics system components
Chapter 14
1. Understand the following factors that influence the scope and frequency of channel member evaluations:
1) Degree of the manufacturer’s control over the channel members
2) Relative importance of the channel members
3) Nature of the