Question 1

Which of the following is an example of a manufacturer- sponsored retailer franchise system?

Accepted Answer

A) motels such as Holiday Inn and Ramada Inn 
B) Ford and its network of independent franchised dealers 
C) fast- food restaurants such as McDonald's and Burger King 
D) licensed bottlers that bottle and sell Coca- Cola to retailers 
E) Starbucks operating within Target stores 
A) motels such as Holiday Inn and Ramada Inn 
B) Ford and its network of independent franchised dealers 
C) fast- food restaurants such as McDonald's and Burger King 
D) licensed bottlers that bottle and sell Coca- Cola to retailers 
E) Starbucks operating within Target stores B

Question 2

A channel consisting of one or more separate producers,wholesalers,or retailers that seek to maximize their own profits-even at the expense of profits for the channel as a whole-is a(n) .

Accepted Answer

A) independent channel allocation 
B) administered vertical marketing system 
C) conventional distribution channel 
D) vertical marketing system 
E) corporate VMS 
A) independent channel allocation 
B) administered vertical marketing system 
C) conventional distribution channel 
D) vertical marketing system 
E) corporate VMS C

Question 3

Give an example of horizontal conflict.

Accepted Answer

This type of conflict occurs among firms at the same level of the channel;an example would be two Chevrolet dealers in the St.Louis area that complain that each is being undercut by the other.

Question 4

All of the institutions in a channel are connected by flows,including physical flow,flow of ownership,payment flow,information flow,and flow.

Accepted Answer

A) return product 
B) by- product 
C) acquisition 
D) promotion 
E) customer 
A) return product 
B) by- product 
C) acquisition 
D) promotion 
E) customer

Question 5

Channel members add value by bridging the major gaps of that separate goods and services from those who would use them.

Accepted Answer

A) time,place,and possession 
B) time,need,and form 
C) place,need,and distribution 
D) place,possession,and form 
E) place,time,and need 
A) time,place,and possession 
B) time,need,and form 
C) place,need,and distribution 
D) place,possession,and form 
E) place,time,and need

Question 6

Using ,retailers can share real- time data on sales and current inventory levels with suppliers who take responsibility for ordering and delivering products to retailers,thereby saving time and money.

Accepted Answer

A) an Intranet 
B) continuous inventory replenishment systems 
C) intensive distribution 
D) dual distribution modes 
E) integrated distribution 
A) an Intranet 
B) continuous inventory replenishment systems 
C) intensive distribution 
D) dual distribution modes 
E) integrated distribution

Question 7

What are two considerations when selecting intermediaries?

Accepted Answer

A company may want to evaluate

Question 8

When McDonald's offers its products inside of a Walmart store,it is using a(n).

Accepted Answer

A) horizontal marketing system 
B) conventional distribution channel 
C) corporate VMS 
D) administered VMS 
E) contractual VMS 
A) horizontal marketing system 
B) conventional distribution channel 
C) corporate VMS 
D) administered VMS 
E) contractual VMS

Question 9

How have changes in technology and the growth of online marketing affected the design of marketing channels?

Accepted Answer

Changes in technology and the growth of

Question 10

How do channel members add value to a marketing system?

Accepted Answer

Intermediaries reduce the amount of work

Question 11

Why are multichannel distribution systems gaining popularity today?

Accepted Answer

Multichannel distribution systems exist

Question 12

Tiffany & Co jewelry can only be found in a limited number of intermediaries.This is an example of _ distribution.

Accepted Answer

A) exclusive 
B) intensive 
C) independent 
D) quality 
E) high- end 
A) exclusive 
B) intensive 
C) independent 
D) quality 
E) high- end

Question 13

When suppliers,distributors,and customers partner with each other to improve the performance of the entire system,they are participating in a _ .

Accepted Answer

A) supply chain 
B) conventional distribution channel 
C) channel of distribution 
D) value delivery network 
E) demand chain 
A) supply chain 
B) conventional distribution channel 
C) channel of distribution 
D) value delivery network 
E) demand chain

Question 14

Marketing logistics involves getting the right product to the right customer in the right place at the right time.Which one of the following is NOT included in this process?

Accepted Answer

A) implementing the plan for the flow of goods and services 
B) planning the flow of logistics information to meet customer requirements at a profit 
C) planning the physical flow of goods and services 
D) gathering customer's ideas for new products 
E) controlling the physical flow of goods,services,and information 
A) implementing the plan for the flow of goods and services 
B) planning the flow of logistics information to meet customer requirements at a profit 
C) planning the physical flow of goods and services 
D) gathering customer's ideas for new products 
E) controlling the physical flow of goods,services,and information

Question 15

Which of the following modes of transportation would most likely be used to quickly haul lettuce from California where it was grown to markets in Nevada?

Accepted Answer

A) pipeline 
B) piggyback 
C) air 
D) trucks 
E) water 
A) pipeline 
B) piggyback 
C) air 
D) trucks 
E) water

Question 16

To increase a channel's service level,the channel must provide a greater assortment of products,more add- on services,or .

Accepted Answer

A) faster delivery 
B) lower prices 
C) less follow- up 
D) fewer middlemen 
E) more competition 
A) faster delivery 
B) lower prices 
C) less follow- up 
D) fewer middlemen 
E) more competition

Question 17

From the economic system's point of view,the role of marketing intermediaries is to transform the assortment of products made by producers into the assortment of products wanted by .

Accepted Answer

A) manufacturers 
B) channel members 
C) marketers 
D) distributors 
E) consumers 
A) manufacturers 
B) channel members 
C) marketers 
D) distributors 
E) consumers

Question 18

In creating customer value,it is more important for a company to build relationships with downstream channel partners than with upstream supplier partners.

Accepted Answer

A) True 
 B)False

Question 19

Blockbuster offers DVD rentals through its Total Access online rental service and through its bricks- and- mortar stores.This is an example of a(n)_ .

Accepted Answer

A) administered VMS 
B) contractual VMS 
C) multichannel distribution system 
D) conventional distribution channel 
E) horizontal marketing system 
A) administered VMS 
B) contractual VMS 
C) multichannel distribution system 
D) conventional distribution channel 
E) horizontal marketing system

Question 20

Most companies practice strong PRM to forge long- term relationships with channel members.What does PRM stand for?

Accepted Answer

A) partner relationship management 
B) personnel roster maintenance 
C) primary relationship management 
D) perennial relationship management 
E) potential relationship management 
A) partner relationship management 
B) personnel roster maintenance 
C) primary relationship management 
D) perennial relationship management 
E) potential relationship management

Which of the following is an example of a manufacturer- sponsored retailer franchise system?

A channel consisting of one or more separate producers,wholesalers,or retailers that seek to maximize their own profits-even at the expense of profits for the channel as a whole-is a(n) .

Give an example of horizontal conflict.

All of the institutions in a channel are connected by flows,including physical flow,flow of ownership,payment flow,information flow,and flow.

Channel members add value by bridging the major gaps of that separate goods and services from those who would use them.

Using ,retailers can share real- time data on sales and current inventory levels with suppliers who take responsibility for ordering and delivering products to retailers,thereby saving time and money.

What are two considerations when selecting intermediaries?

When McDonald's offers its products inside of a Walmart store,it is using a(n).

How have changes in technology and the growth of online marketing affected the design of marketing channels?

How do channel members add value to a marketing system?

Why are multichannel distribution systems gaining popularity today?

Tiffany & Co jewelry can only be found in a limited number of intermediaries.This is an example of _ distribution.

When suppliers,distributors,and customers partner with each other to improve the performance of the entire system,they are participating in a _ .

Marketing logistics involves getting the right product to the right customer in the right place at the right time.Which one of the following is NOT included in this process?

Which of the following modes of transportation would most likely be used to quickly haul lettuce from California where it was grown to markets in Nevada?

To increase a channel's service level,the channel must provide a greater assortment of products,more add- on services,or .

From the economic system's point of view,the role of marketing intermediaries is to transform the assortment of products made by producers into the assortment of products wanted by .

In creating customer value,it is more important for a company to build relationships with downstream channel partners than with upstream supplier partners.

Blockbuster offers DVD rentals through its Total Access online rental service and through its bricks- and- mortar stores.This is an example of a(n)_ .

Most companies practice strong PRM to forge long- term relationships with channel members.What does PRM stand for?

Marketing: Creating and Capturing Customer Value

Company and Marketing Strategy: Partnering to Build Customer Relationships

Analyzing the Marketing Environment

Managing Marketing Information to Gain Customer Insights

Consumer Markets and Consumer Buyer Behavior

Business Markets and Business Buyer Behavior

Customer-Driven Marketing Strategy: Creating Value for Target Customers

Products, Services, and Brands: Building Customer Value

Developing New Products and Managing the Product Life Cycle

Pricing Strategies: Understanding and Capturing Customer Value

Additional Pricing Considerations

Retailing and Wholesaling

Communicating Customer Value

Advertising and Public Relations

Personal Selling and Sales Promotion

Direct and Online Marketing: Building Direct Customer Relationships

Creating Competitive Advantage

The Global Marketplace

Sustainable Marketing: Social Responsibility and Ethics

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Exam 12: Marketing Channels: Delivering Customer Value

Which of the following is an example of a manufacturer- sponsored retailer franchise system?

A channel consisting of one or more separate producers,wholesalers,or retailers that seek to maximize their own profits-even at the expense of profits for the channel as a whole-is a(n) .

Give an example of horizontal conflict.

All of the institutions in a channel are connected by flows,including physical flow,flow of ownership,payment flow,information flow,and flow.

Channel members add value by bridging the major gaps of that separate goods and services from those who would use them.

Using ,retailers can share real- time data on sales and current inventory levels with suppliers who take responsibility for ordering and delivering products to retailers,thereby saving time and money.

What are two considerations when selecting intermediaries?

When McDonald's offers its products inside of a Walmart store,it is using a(n).

How have changes in technology and the growth of online marketing affected the design of marketing channels?

How do channel members add value to a marketing system?

Why are multichannel distribution systems gaining popularity today?

Tiffany & Co jewelry can only be found in a limited number of intermediaries.This is an example of _ distribution.

When suppliers,distributors,and customers partner with each other to improve the performance of the entire system,they are participating in a _ .

Marketing logistics involves getting the right product to the right customer in the right place at the right time.Which one of the following is NOT included in this process?

Which of the following modes of transportation would most likely be used to quickly haul lettuce from California where it was grown to markets in Nevada?

To increase a channel's service level,the channel must provide a greater assortment of products,more add- on services,or .

From the economic system's point of view,the role of marketing intermediaries is to transform the assortment of products made by producers into the assortment of products wanted by .

In creating customer value,it is more important for a company to build relationships with downstream channel partners than with upstream supplier partners.

Blockbuster offers DVD rentals through its Total Access online rental service and through its bricks- and- mortar stores.This is an example of a(n)_ .

Most companies practice strong PRM to forge long- term relationships with channel members.What does PRM stand for?

Marketing: Creating and Capturing Customer Value

Company and Marketing Strategy: Partnering to Build Customer Relationships

Analyzing the Marketing Environment

Managing Marketing Information to Gain Customer Insights

Consumer Markets and Consumer Buyer Behavior

Business Markets and Business Buyer Behavior

Customer-Driven Marketing Strategy: Creating Value for Target Customers

Products, Services, and Brands: Building Customer Value

Developing New Products and Managing the Product Life Cycle

Pricing Strategies: Understanding and Capturing Customer Value

Additional Pricing Considerations

Retailing and Wholesaling

Communicating Customer Value

Advertising and Public Relations

Personal Selling and Sales Promotion

Direct and Online Marketing: Building Direct Customer Relationships

Creating Competitive Advantage

The Global Marketplace

Sustainable Marketing: Social Responsibility and Ethics

Filters