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MINI-CASE Dow Corning Has Been a Market Leader in Silicon Technology

question 58

Multiple Choice

MINI-CASE
Dow Corning has been a market leader in silicon technology applications for over 50 years.Its products span many market applications in electronics,construction,health care,and a multitude of industrial applications.However,as some of its product-market applications reached the mature stage of the product life cycle,they became less competitive.Dow Corning's full service consultative engineering approach did not work in more mature,price-sensitive market applications.It was also unprofitable for Dow to pursue these customers as they represented a majority of target customers but only represented 20% of the revenue potential for the total market for their products.
-Mini-Case Question.When considering Dow's product offerings,if the channel system can build an image among quality-conscious customers,the company is improving customer value by increasing ________.

Recognize different distribution strategies appropriate for various types of products.

Identify the roles and functions of various types of marketing intermediaries.

Grasp the concept and significance of supply chain management and logistics in a business setting.

Comprehend the impact of direct and indirect distribution channels on reaching target markets.

Definitions:

Scientific Management

A theory of management that analyzes and synthesizes workflows to improve economic efficiency, especially labor productivity.

Frederick W. Taylor

Regarded as the father of scientific management, his work focused on improving industrial efficiency through the study of workflows and worker productivity.

Henry L. Gantt

An American mechanical engineer and management consultant who developed the Gantt chart, a popular project management tool.

Statistics

The branch of mathematics dealing with the collection, analysis, interpretation, and presentation of masses of numerical data.