Question 1

The four subdimensions of market behavior discussed in the text are:

Accepted Answer

A)  When, where, how, and why the market buys. 
B)  Who does the buying, where, why, and how the market buys. 
C)  How, when, and where the market buys, and who does the buying. 
D)  Market size, market geography, market density, and who does the buying. 
E)  Consumer density, why consumers buy, and who buys. 
A)  When, where, how, and why the market buys. 
B)  Who does the buying, where, why, and how the market buys. 
C)  How, when, and where the market buys, and who does the buying. 
D)  Market size, market geography, market density, and who does the buying. 
E)  Consumer density, why consumers buy, and who buys. C

Question 2

According to Bucklin's distance and lot size model,other things being equal,the greater the distance between a producer manufacturer)and his markets,the higher the probability that a channel using intermediaries will be:

Accepted Answer

A)  Less expensive. 
B)  More expensive. 
C)  Optimal. 
D)  Short in structure. 
E)  Intensively covered by intermediaries. 
A)  Less expensive. 
B)  More expensive. 
C)  Optimal. 
D)  Short in structure. 
E)  Intensively covered by intermediaries. A

Question 3

The market constructs used in the text to analyze markets in relation to channel design strategy consists of all of the following dimensions except:

Accepted Answer

A)  Market density. 
B)  Market behavior. 
C)  Market reputation. 
D)  Market geography. 
E)  Market size. 
A)  Market density. 
B)  Market behavior. 
C)  Market reputation. 
D)  Market geography. 
E)  Market size. C

Question 4

Consumers willing to travel somewhat further to gain access to a store with special services are exhibiting:

Accepted Answer

A)  Price sensitivity. 
B)  Trade-off behavior. 
C)  Niche market response. 
D)  Convenience minimization behavior. 
E)  Service elasticity. 
A)  Price sensitivity. 
B)  Trade-off behavior. 
C)  Niche market response. 
D)  Convenience minimization behavior. 
E)  Service elasticity.

Question 5

What presents the most formidable challenges for distribution channels when firms deal with distant markets by selling products on the Internet?

Accepted Answer

A)  Foreign exchange and brand recognition 
B)  Language barriers and logistics 
C)  Shipping and packing products 
D)  Accurate completion of purchase orders and payment 
E)  Fulfillment logistics and customer service 
A)  Foreign exchange and brand recognition 
B)  Language barriers and logistics 
C)  Shipping and packing products 
D)  Accurate completion of purchase orders and payment 
E)  Fulfillment logistics and customer service

Question 6

Although channel members are faced with intense competition in dense markets,they have the offsetting advantage of ________ found in high density markets.

Accepted Answer

A)  increased operations efficiencies 
B)  efficient congestion 
C)  brand name recognition 
D)  numerous opportunities for product placement 
E)  efficient use of the sales force 
A)  increased operations efficiencies 
B)  efficient congestion 
C)  brand name recognition 
D)  numerous opportunities for product placement 
E)  efficient use of the sales force

Question 7

Changing market locations,resulting from geographical boundaries of existing markets expanding or the opening up of new,more distant markets,should signal the channel manager that:

Accepted Answer

A)  Shorter channels are definitely needed. 
B)  A higher level of intensity is called for. 
C)  Modifications in channel structure may be needed. 
D)  Intermediaries should be dropped. 
E)  Market density is increasing. 
A)  Shorter channels are definitely needed. 
B)  A higher level of intensity is called for. 
C)  Modifications in channel structure may be needed. 
D)  Intermediaries should be dropped. 
E)  Market density is increasing.

Question 8

For stores selling shopping goods,a location that is nearer to consumers is generally __________ would be the case for stores selling convenience goods.

Accepted Answer

A)  less important than what 
B)  more important than what 
C)  of the same importance as what 
D)  measured differently from what 
E)  measured the same from what 
A)  less important than what 
B)  more important than what 
C)  of the same importance as what 
D)  measured differently from what 
E)  measured the same from what

Question 9

Market geography refers to:

Accepted Answer

A)  The regions where the product is available. 
B)  How the market buys. 
C)  How distant markets are from the producer or manufacturer. 
D)  the density of markets. 
E)  Where the consumer makes purchases. 
A)  The regions where the product is available. 
B)  How the market buys. 
C)  How distant markets are from the producer or manufacturer. 
D)  the density of markets. 
E)  Where the consumer makes purchases.

Question 10

Which of the following is not a type of geographical area for which census data are available?

Accepted Answer

A)  MSAs 
B)  PMSAs 
C)  MRCs 
D)  PIPs 
E)  CBDs 
A)  MSAs 
B)  PMSAs 
C)  MRCs 
D)  PIPs 
E)  CBDs

Question 11

Market size refers to:

Accepted Answer

A)  The square miles within the market geography. 
B)  The dollar volume of sales in a market. 
C)  The number of buyers in a given market. 
D)  The number of outlets within the market geography. 
E)  The number of wholesalers in a specific industry. 
A)  The square miles within the market geography. 
B)  The dollar volume of sales in a market. 
C)  The number of buyers in a given market. 
D)  The number of outlets within the market geography. 
E)  The number of wholesalers in a specific industry.

Question 12

According to the concept of efficient congestion,dense markets can __________ in the performance of several important distribution tasks.

Accepted Answer

A)  decrease the level of efficiency 
B)  increase the level of efficiency 
C)  promote the use of intermediaries 
D)  reduce effectiveness 
E)  make it impossible for firms to achieve efficiency 
A)  decrease the level of efficiency 
B)  increase the level of efficiency 
C)  promote the use of intermediaries 
D)  reduce effectiveness 
E)  make it impossible for firms to achieve efficiency

Question 13

By 2010,consumer online sales reached approximately what level of sales?

Accepted Answer

A)  about $1 billion 
B)  about $10 billion 
C)  about $50 billion 
D)  about $100 billion 
E)  under $175million 
A)  about $1 billion 
B)  about $10 billion 
C)  about $50 billion 
D)  about $100 billion 
E)  under $175million

Question 14

Key published sources for locating markets include all of the following except:

Accepted Answer

A)  Census Bureau's Metropolitan Map Series. 
B)  Commercial Atlas and Market Guide. 
C)  Editor and Publisher Market Guide. 
D)  The International Business Guide to Distributors. 
E)  Sales Maps for Retail and Industrial Markets. 
A)  Census Bureau's Metropolitan Map Series. 
B)  Commercial Atlas and Market Guide. 
C)  Editor and Publisher Market Guide. 
D)  The International Business Guide to Distributors. 
E)  Sales Maps for Retail and Industrial Markets.

Question 15

The emphasis on channel design strategy is to help the firm gain ___________.

Accepted Answer

A)  lower variable costs 
B)  a more efficient operation 
C)  strong channel members that will help the firm gain sales 
D)  a recognizable name and image among buyers 
E)  a competitive sustainable advantage 
A)  lower variable costs 
B)  a more efficient operation 
C)  strong channel members that will help the firm gain sales 
D)  a recognizable name and image among buyers 
E)  a competitive sustainable advantage

Question 16

MSA stands for:

Accepted Answer

A)  Measures and Standards of Accuracy. 
B)  Managerial Statistical Analysis. 
C)  Management Standards Agency. 
D)  Metropolitan Statistical Area. 
E)  Marketing Selection Areas. 
A)  Measures and Standards of Accuracy. 
B)  Managerial Statistical Analysis. 
C)  Management Standards Agency. 
D)  Metropolitan Statistical Area. 
E)  Marketing Selection Areas.

Question 17

Less prime retail locations may be offset somewhat through all of the following except:

Accepted Answer

A)  Close-to-home convenience. 
B)  Larger selection. 
C)  Unusual merchandise. 
D)  Lower prices. 
E)  Special services. 
A)  Close-to-home convenience. 
B)  Larger selection. 
C)  Unusual merchandise. 
D)  Lower prices. 
E)  Special services.

Question 18

Which of the following is not a consequence of industrial distributors that keep "bankers hours"?

Accepted Answer

A)  Making life convenient for themselves rather than their customers 
B)  Violating the marketing concept 
C)  Likely hurting their suppliers' competitive position 
D)  Less likely to be used by manufacturers who make products conveniently available to customers 
E)  Customer service is enhanced since buyers can easily be served during the business day 
A)  Making life convenient for themselves rather than their customers 
B)  Violating the marketing concept 
C)  Likely hurting their suppliers' competitive position 
D)  Less likely to be used by manufacturers who make products conveniently available to customers 
E)  Customer service is enhanced since buyers can easily be served during the business day

Question 19

In terms of market geography,the channel manager's responsibilities are to:

Accepted Answer

A)  Delineate the geographic location of target markets. 
B)  Measure, track and forecast geographical changes. 
C)  Achieve high customer service in all locations. 
D)  Identify where customers make their purchases. 
E)  Identify costs in high density and low density regions. 
A)  Delineate the geographic location of target markets. 
B)  Measure, track and forecast geographical changes. 
C)  Achieve high customer service in all locations. 
D)  Identify where customers make their purchases. 
E)  Identify costs in high density and low density regions.

Question 20

In 2010,it is estimated that about ______ percent of the retail sales were made over the Internet.

Accepted Answer

A)  1 
B)  4 
C)  12 
D)  17 
E)  74 
A)  1 
B)  4 
C)  12 
D)  17 
E)  74

The four subdimensions of market behavior discussed in the text are:

According to Bucklin's distance and lot size model,other things being equal,the greater the distance between a producer manufacturer)and his markets,the higher the probability that a channel using intermediaries will be:

The market constructs used in the text to analyze markets in relation to channel design strategy consists of all of the following dimensions except:

Consumers willing to travel somewhat further to gain access to a store with special services are exhibiting:

What presents the most formidable challenges for distribution channels when firms deal with distant markets by selling products on the Internet?

Although channel members are faced with intense competition in dense markets,they have the offsetting advantage of ________ found in high density markets.

Changing market locations,resulting from geographical boundaries of existing markets expanding or the opening up of new,more distant markets,should signal the channel manager that:

For stores selling shopping goods,a location that is nearer to consumers is generally __________ would be the case for stores selling convenience goods.

Market geography refers to:

Which of the following is not a type of geographical area for which census data are available?

Market size refers to:

According to the concept of efficient congestion,dense markets can __________ in the performance of several important distribution tasks.

By 2010,consumer online sales reached approximately what level of sales?

Key published sources for locating markets include all of the following except:

The emphasis on channel design strategy is to help the firm gain ___________.

MSA stands for:

Less prime retail locations may be offset somewhat through all of the following except:

Which of the following is not a consequence of industrial distributors that keep "bankers hours"?

In terms of market geography,the channel manager's responsibilities are to:

In 2010,it is estimated that about ______ percent of the retail sales were made over the Internet.

Marketing Channel Concepts

The Channel Participants

The Environment of Marketing Channels

Behavioral Processes in Marketing Channels

Strategy in Marketing Channels

Designing Marketing Channels

Selecting the Channel Members

Motivating the Channel Members

Product Issues in Channel Management

Pricing Issues in Channel Management

Promotion through the Marketing Channel

Logistics and Channel Management

Evaluating Channel Member Performance

Electronic Marketing Channels

Franchise Marketing Channels

Marketing Channels for Services

International Channel Perspectives

Filters

Exam 8: Target Markets and Channel Design Strategy

The four subdimensions of market behavior discussed in the text are:

According to Bucklin's distance and lot size model,other things being equal,the greater the distance between a producer manufacturer)and his markets,the higher the probability that a channel using intermediaries will be:

The market constructs used in the text to analyze markets in relation to channel design strategy consists of all of the following dimensions except:

Consumers willing to travel somewhat further to gain access to a store with special services are exhibiting:

What presents the most formidable challenges for distribution channels when firms deal with distant markets by selling products on the Internet?

Although channel members are faced with intense competition in dense markets,they have the offsetting advantage of ________ found in high density markets.

Changing market locations,resulting from geographical boundaries of existing markets expanding or the opening up of new,more distant markets,should signal the channel manager that:

For stores selling shopping goods,a location that is nearer to consumers is generally __________ would be the case for stores selling convenience goods.

Market geography refers to:

Which of the following is not a type of geographical area for which census data are available?

Market size refers to:

According to the concept of efficient congestion,dense markets can __________ in the performance of several important distribution tasks.

By 2010,consumer online sales reached approximately what level of sales?

Key published sources for locating markets include all of the following except:

The emphasis on channel design strategy is to help the firm gain ___________.

MSA stands for:

Less prime retail locations may be offset somewhat through all of the following except:

Which of the following is not a consequence of industrial distributors that keep "bankers hours"?

In terms of market geography,the channel manager's responsibilities are to:

In 2010,it is estimated that about ______ percent of the retail sales were made over the Internet.

Marketing Channel Concepts

The Channel Participants

The Environment of Marketing Channels

Behavioral Processes in Marketing Channels

Strategy in Marketing Channels

Designing Marketing Channels

Selecting the Channel Members

Motivating the Channel Members

Product Issues in Channel Management

Pricing Issues in Channel Management

Promotion through the Marketing Channel

Logistics and Channel Management

Evaluating Channel Member Performance

Electronic Marketing Channels

Franchise Marketing Channels

Marketing Channels for Services

International Channel Perspectives

Filters