Question 1

According to the text,the most complex market dimension is:

Accepted Answer

A)  Market geography. 
B)  Market size. 
C)  Market coverage. 
D)  Market behavior. 
E)  Market price. 
A)  Market geography. 
B)  Market size. 
C)  Market coverage. 
D)  Market behavior. 
E)  Market price.

Question 2

Recent research into industrial buyer behavior suggests that:

Accepted Answer

A)  Industrial buyer behavior is a strictly rational process. 
B)  Industrial buyer behavior is very similar to consumer buyer behavior. 
C)  Industrial buyers may not behave in a completely rational manner. 
D)  Industrial buyers operate largely on the "old boy" favoritism system. 
E)  Industrial buyers tend be more impulsive purchasers. 
A)  Industrial buyer behavior is a strictly rational process. 
B)  Industrial buyer behavior is very similar to consumer buyer behavior. 
C)  Industrial buyers may not behave in a completely rational manner. 
D)  Industrial buyers operate largely on the "old boy" favoritism system. 
E)  Industrial buyers tend be more impulsive purchasers.

Question 3

People in industrial organizations who have the power to decide on product requirements and/or suppliers are known as:

Accepted Answer

A)  Users. 
B)  Influencers. 
C)  Approvers. 
D)  Buyers. 
E)  Deciders. 
A)  Users. 
B)  Influencers. 
C)  Approvers. 
D)  Buyers. 
E)  Deciders.

Question 4

Generally,as the channel structure grows longer and the degree of control exercised by the manufacturer:

Accepted Answer

A)  Increases. 
B)  Decreases. 
C)  Remains essentially the same. 
D)  Increases dramatically. 
E)  Requires a shift to exclusive distribution. 
A)  Increases. 
B)  Decreases. 
C)  Remains essentially the same. 
D)  Increases dramatically. 
E)  Requires a shift to exclusive distribution.

Question 5

The __________ variables are the most fundamental variables in channel design.

Accepted Answer

A)  market variables 
B)  target markets and industry size 
C)  distributor reputation and market size 
D)  cost and analytical technique 
E)  Which are most important varies by industry. 
A)  market variables 
B)  target markets and industry size 
C)  distributor reputation and market size 
D)  cost and analytical technique 
E)  Which are most important varies by industry.

Question 6

When consumers shop in a retailer's store,buy from its catalog,and buy from its Web site,this is a phenomenon known as:

Accepted Answer

A)  Multi-tasking. 
B)  Multi-shopping. 
C)  Extensive. 
D)  Threetailing. 
E)  Compulsive buying. 
A)  Multi-tasking. 
B)  Multi-shopping. 
C)  Extensive. 
D)  Threetailing. 
E)  Compulsive buying.

Question 7

Which of the following purchase roles is the most difficult to analyze?

Accepted Answer

A)  Buyer 
B)  User 
C)  Decider 
D)  Gatekeepers 
E)  User and decider are about equal. 
A)  Buyer 
B)  User 
C)  Decider 
D)  Gatekeepers 
E)  User and decider are about equal.

Question 8

In the text's example on marketing channel structures in Japan,the principal causes of the long channel structures in Japan are:

Accepted Answer

A)  The market behavior of the Japanese consumer and the historical background of Japanese society. 
B)  The market density of Japan and the size of markets in that country. 
C)  Historical patterns of the Japanese society and the market geography in Japan. 
D)  The market behavior of the Japanese consumer and the density of Japanese markets. 
E)  Transportation logistics and market size found in Japan. 
A)  The market behavior of the Japanese consumer and the historical background of Japanese society. 
B)  The market density of Japan and the size of markets in that country. 
C)  Historical patterns of the Japanese society and the market geography in Japan. 
D)  The market behavior of the Japanese consumer and the density of Japanese markets. 
E)  Transportation logistics and market size found in Japan.

Question 9

Which of the following is not considered to be an example of the "how" subdimension of buyer behavior?

Accepted Answer

A)  Buying only enough food for the weekend 
B)  Buying everything on the shopping list at one store 
C)  Checking Consumer Reports for information on dishwashers before buying one 
D)  Using a MasterCard to make the purchase 
E)  Taking time to browse rather than quickly making a purchase 
A)  Buying only enough food for the weekend 
B)  Buying everything on the shopping list at one store 
C)  Checking Consumer Reports for information on dishwashers before buying one 
D)  Using a MasterCard to make the purchase 
E)  Taking time to browse rather than quickly making a purchase

Question 10

It is the __________ that should drive channel design.

Accepted Answer

A)  structure of competitive channels 
B)  level of costs 
C)  needs and wants of the market being targeted 
D)  length, breadth, and intensity of channel structure 
E)  the proclivities of prospective channel members 
A)  structure of competitive channels 
B)  level of costs 
C)  needs and wants of the market being targeted 
D)  length, breadth, and intensity of channel structure 
E)  the proclivities of prospective channel members

Question 11

Why does it make sense to sell high-priced and exclusive merchandise such as diamonds,rare Cognac,or Waterford Crystal,through warehouse club channels?

Accepted Answer

A)  The warehouse clubs attract thousands of customers each year. 
B)  Companies can sell last year's style/model easily at the warehouse club. 
C)  Two-thirds of the shoppers at a warehouse club are business owners, many of whom are successful and affluent. 
D)  These types of manufacturers are changing their distribution channels to include mass merchandisers, discount stores, and warehouse clubs in order to reach more potential buyers. 
E)  It makes no sense for these manufacturers to sell products at a warehouse club and diminish the image of their brand or product name. 
A)  The warehouse clubs attract thousands of customers each year. 
B)  Companies can sell last year's style/model easily at the warehouse club. 
C)  Two-thirds of the shoppers at a warehouse club are business owners, many of whom are successful and affluent. 
D)  These types of manufacturers are changing their distribution channels to include mass merchandisers, discount stores, and warehouse clubs in order to reach more potential buyers. 
E)  It makes no sense for these manufacturers to sell products at a warehouse club and diminish the image of their brand or product name.

Question 12

Seasonal variations in buyer behavior tend to create:

Accepted Answer

A)  Conflict in the channel. 
B)  "Peaks and valleys" in the manufacturer's production scheduling. 
C)  Less need for intermediaries. 
D)  Shorter channels of distribution. 
E)  More intensive distribution. 
A)  Conflict in the channel. 
B)  "Peaks and valleys" in the manufacturer's production scheduling. 
C)  Less need for intermediaries. 
D)  Shorter channels of distribution. 
E)  More intensive distribution.

Question 13

"Where customers buy" refers to:

Accepted Answer

A)  The type of retail outlet. 
B)  The aisle within the retail store. 
C)  The distance between the customer's home and the place of purchase. 
D)  The geographic region. 
E)  The time it takes for the customer to get to the store. 
A)  The type of retail outlet. 
B)  The aisle within the retail store. 
C)  The distance between the customer's home and the place of purchase. 
D)  The geographic region. 
E)  The time it takes for the customer to get to the store.

Question 14

The opportunity to achieve a relatively high level of customer service at low cost is higher in more:

Accepted Answer

A)  Dispersed markets than in more concentrated markets. 
B)  Concentrated markets than in more dispersed markets. 
C)  Changing markets than in more stable markets. 
D)  Dispersed markets than in more dense markets. 
E)  Distant markets than in large regional markets. 
A)  Dispersed markets than in more concentrated markets. 
B)  Concentrated markets than in more dispersed markets. 
C)  Changing markets than in more stable markets. 
D)  Dispersed markets than in more dense markets. 
E)  Distant markets than in large regional markets.

Question 15

When there are changes in how customers make their purchases,the channel manager needs to determine:

Accepted Answer

A)  The underlying sociocultural patterns. 
B)  Whether these changes are temporary or long-term. 
C)  Channel members' acceptance of the changes. 
D)  Environmental changes and analyze them. 
E)  Whether to make changes to the distribution channel. 
A)  The underlying sociocultural patterns. 
B)  Whether these changes are temporary or long-term. 
C)  Channel members' acceptance of the changes. 
D)  Environmental changes and analyze them. 
E)  Whether to make changes to the distribution channel.

Question 16

Manufacturers that experience wide seasonal demand variations should:

Accepted Answer

A)  Include the willingness to buy off-season as a channel member selection criteria. 
B)  Expand internationally to smooth out the seasonal demand. 
C)  Alter production schedules to match buying schedules. 
D)  Produce in the off-season and hold inventory for the heavy selling season. 
E)  Have channel members carry all excess inventory. 
A)  Include the willingness to buy off-season as a channel member selection criteria. 
B)  Expand internationally to smooth out the seasonal demand. 
C)  Alter production schedules to match buying schedules. 
D)  Produce in the off-season and hold inventory for the heavy selling season. 
E)  Have channel members carry all excess inventory.

Question 17

Customers will often forgo ambiance and atmosphere in favor of ___________ when shopping for toys or computers.

Accepted Answer

A)  Internet shopping 
B)  lower prices or one-stop shopping 
C)  buying at factory outlet stores 
D)  buying at nearby stores 
E)  excellent customer service 
A)  Internet shopping 
B)  lower prices or one-stop shopping 
C)  buying at factory outlet stores 
D)  buying at nearby stores 
E)  excellent customer service

Question 18

The fact that South East Asia,as well as the former Eastern Bloc countries of Central and Eastern Europe have become important locations for emerging markets is most closely related to which dimension of the Framework for Market Analysis discussed in the text?

Accepted Answer

A)  Market density 
B)  Market size 
C)  Market behavior 
D)  Market geography 
E)  Market heterogeneity 
A)  Market density 
B)  Market size 
C)  Market behavior 
D)  Market geography 
E)  Market heterogeneity

Question 19

If market geography and market size are both increasing,the average cost of serving buyers is sure to:

Accepted Answer

A)  Increase. 
B)  Decrease. 
C)  Remain the same. 
D)  Cannot be determined with the information provided. 
E)  Increase at a faster rate than additional revenues. 
A)  Increase. 
B)  Decrease. 
C)  Remain the same. 
D)  Cannot be determined with the information provided. 
E)  Increase at a faster rate than additional revenues.

Question 20

The set of people who participate in industrial buying decisions and are responsible for the consequences resulting from the decision are known as:

Accepted Answer

A)  Multiple purchase influencers. 
B)  Professional buying group. 
C)  Buying center. 
D)  Industrial purchasing group. 
E)  Gatekeepers. 
A)  Multiple purchase influencers. 
B)  Professional buying group. 
C)  Buying center. 
D)  Industrial purchasing group. 
E)  Gatekeepers.

According to the text,the most complex market dimension is:

Recent research into industrial buyer behavior suggests that:

People in industrial organizations who have the power to decide on product requirements and/or suppliers are known as:

Generally,as the channel structure grows longer and the degree of control exercised by the manufacturer:

The __________ variables are the most fundamental variables in channel design.

When consumers shop in a retailer's store,buy from its catalog,and buy from its Web site,this is a phenomenon known as:

Which of the following purchase roles is the most difficult to analyze?

In the text's example on marketing channel structures in Japan,the principal causes of the long channel structures in Japan are:

Which of the following is not considered to be an example of the "how" subdimension of buyer behavior?

It is the __________ that should drive channel design.

Why does it make sense to sell high-priced and exclusive merchandise such as diamonds,rare Cognac,or Waterford Crystal,through warehouse club channels?

Seasonal variations in buyer behavior tend to create:

"Where customers buy" refers to:

The opportunity to achieve a relatively high level of customer service at low cost is higher in more:

When there are changes in how customers make their purchases,the channel manager needs to determine:

Manufacturers that experience wide seasonal demand variations should:

Customers will often forgo ambiance and atmosphere in favor of ___________ when shopping for toys or computers.

The fact that South East Asia,as well as the former Eastern Bloc countries of Central and Eastern Europe have become important locations for emerging markets is most closely related to which dimension of the Framework for Market Analysis discussed in the text?

If market geography and market size are both increasing,the average cost of serving buyers is sure to:

The set of people who participate in industrial buying decisions and are responsible for the consequences resulting from the decision are known as:

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

According to the text,the most complex market dimension is:

Recent research into industrial buyer behavior suggests that:

People in industrial organizations who have the power to decide on product requirements and/or suppliers are known as:

Generally,as the channel structure grows longer and the degree of control exercised by the manufacturer:

The __________ variables are the most fundamental variables in channel design.

When consumers shop in a retailer's store,buy from its catalog,and buy from its Web site,this is a phenomenon known as:

Which of the following purchase roles is the most difficult to analyze?

In the text's example on marketing channel structures in Japan,the principal causes of the long channel structures in Japan are:

Which of the following is not considered to be an example of the "how" subdimension of buyer behavior?

It is the __________ that should drive channel design.

Why does it make sense to sell high-priced and exclusive merchandise such as diamonds,rare Cognac,or Waterford Crystal,through warehouse club channels?

Seasonal variations in buyer behavior tend to create:

"Where customers buy" refers to:

The opportunity to achieve a relatively high level of customer service at low cost is higher in more:

When there are changes in how customers make their purchases,the channel manager needs to determine:

Manufacturers that experience wide seasonal demand variations should:

Customers will often forgo ambiance and atmosphere in favor of ___________ when shopping for toys or computers.

The fact that South East Asia,as well as the former Eastern Bloc countries of Central and Eastern Europe have become important locations for emerging markets is most closely related to which dimension of the Framework for Market Analysis discussed in the text?

If market geography and market size are both increasing,the average cost of serving buyers is sure to:

The set of people who participate in industrial buying decisions and are responsible for the consequences resulting from the decision are known as:

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