Question 1

Virtually all of the policy options for developing a distribution programming arrangement can be categorized into the following three major groups:

Accepted Answer

A)  Price concessions, financial assistance, and protection. 
B)  Financial assistance, protection, and product planning. 
C)  Physical distribution, protection, and financial assistance. 
D)  Cooperative advertising, price concessions, and product concessions. 
E)  Partnership arrangements, price concessions, and protection. 
A)  Price concessions, financial assistance, and protection. 
B)  Financial assistance, protection, and product planning. 
C)  Physical distribution, protection, and financial assistance. 
D)  Cooperative advertising, price concessions, and product concessions. 
E)  Partnership arrangements, price concessions, and protection. A

Question 2

Cooperative programs must be offered on a proportionally equal basis to all channel members in the same class or they violate the:

Accepted Answer

A)  Sherman Antitrust Act. 
B)  Federal Trade Commission Act. 
C)  Robinson-Patman Act. 
D)  Celler-Kefauver Act. 
E)  Clayton Act. 
A)  Sherman Antitrust Act. 
B)  Federal Trade Commission Act. 
C)  Robinson-Patman Act. 
D)  Celler-Kefauver Act. 
E)  Clayton Act. C

Question 3

Ethan Allen Interiors Inc.,cited in the text,best illustrates the _____________ approach to motivating channel members.

Accepted Answer

A)  distribution programming approach 
B)  ad hoc 
C)  cooperative 
D)  partnership 
E)  price sensitivity 
A)  distribution programming approach 
B)  ad hoc 
C)  cooperative 
D)  partnership 
E)  price sensitivity A

Question 4

A partnership in the context of marketing channels is __________ legal partnership.

Accepted Answer

A)  the same as a 
B)  must be based on a 
C)  not related to a 
D)  in effect only after the firm has created a 
E)  much easier to create than a 
A)  the same as a 
B)  must be based on a 
C)  not related to a 
D)  in effect only after the firm has created a 
E)  much easier to create than a

Question 5

At the beginning stage of managing the marketing channel,it is assumed that:

Accepted Answer

A)  Channel members have already been evaluated. 
B)  The channel design decision process has already taken place. 
C)  Channel members have already been motivated. 
D)  A problem has been identified and needs to be solved. 
E)  Channel members are ready and willing to cooperate in making changes. 
A)  Channel members have already been evaluated. 
B)  The channel design decision process has already taken place. 
C)  Channel members have already been motivated. 
D)  A problem has been identified and needs to be solved. 
E)  Channel members are ready and willing to cooperate in making changes.

Question 6

Marketing channel communications systems:

Accepted Answer

A)  Usually are as formally planned and carefully constructed as channel structure. 
B)  Often need to be supplemented by other approaches for learning channel members' needs and problems. 
C)  Do not include many participants beyond the channel members. 
D)  Evolve in a rational manner over a short period of time. 
E)  Allow the channel manager to rely on the flow of information from channel members. 
A)  Usually are as formally planned and carefully constructed as channel structure. 
B)  Often need to be supplemented by other approaches for learning channel members' needs and problems. 
C)  Do not include many participants beyond the channel members. 
D)  Evolve in a rational manner over a short period of time. 
E)  Allow the channel manager to rely on the flow of information from channel members.

Question 7

Which of the following is not one of the methods suggested for learning about channel member needs and problems?

Accepted Answer

A)  Channel inspection tours 
B)  Research studies of channel members 
C)  Research studies by outside parties 
D)  Marketing channel audits 
E)  Distribution advisory councils 
A)  Channel inspection tours 
B)  Research studies of channel members 
C)  Research studies by outside parties 
D)  Marketing channel audits 
E)  Distribution advisory councils

Question 8

The underlying basis of all attempts to provide leadership in the channel is:

Accepted Answer

A)  Power. 
B)  Trust. 
C)  Respect. 
D)  Anxiety. 
E)  Fear. 
A)  Power. 
B)  Trust. 
C)  Respect. 
D)  Anxiety. 
E)  Fear.

Question 9

The term securing the cooperation of channel members suggests that:

Accepted Answer

A)  Once the channel has been well designed, channel member cooperation will follow as a matter of course. 
B)  The selection of good channel members in the first place assures a high degree of cooperation. 
C)  Administrative actions by the channel manager are necessary to develop channel member cooperation. 
D)  The channel manager must avoid conflict at all cost. 
E)  The channel manager must attempt to gain total control of the channel. 
A)  Once the channel has been well designed, channel member cooperation will follow as a matter of course. 
B)  The selection of good channel members in the first place assures a high degree of cooperation. 
C)  Administrative actions by the channel manager are necessary to develop channel member cooperation. 
D)  The channel manager must avoid conflict at all cost. 
E)  The channel manager must attempt to gain total control of the channel.

Question 10

Which of the following represents a ranking of channel member support programs from the least comprehensive to the most comprehensive?

Accepted Answer

A)  Partnership, cooperative, distribution programming 
B)  Distribution programming, partnership, cooperative 
C)  Cooperative, distribution programming, partnership 
D)  Partnership, distribution programming, cooperative 
E)  Cooperative, partnership, distribution programming 
A)  Partnership, cooperative, distribution programming 
B)  Distribution programming, partnership, cooperative 
C)  Cooperative, distribution programming, partnership 
D)  Partnership, distribution programming, cooperative 
E)  Cooperative, partnership, distribution programming

Question 11

Webster's phases in the development of a partnership arrangement include:

Accepted Answer

A)  A statement of each partner's specific tasks and role in the partnership. 
B)  An assessment of channel members' capabilities. 
C)  Continual appraisal of the appropriateness of channel policies. 
D)  An explicit statement of channel policies. 
E)  An analysis of channel members' strengths and weaknesses. 
A)  A statement of each partner's specific tasks and role in the partnership. 
B)  An assessment of channel members' capabilities. 
C)  Continual appraisal of the appropriateness of channel policies. 
D)  An explicit statement of channel policies. 
E)  An analysis of channel members' strengths and weaknesses.

Question 12

When securing the cooperation of channel members,the channel manager is:

Accepted Answer

A)  Selecting the channel members. 
B)  Evaluating channel member performance. 
C)  Motivating channel members. 
D)  Designing the channel. 
E)  Adapting the channel to the environment. 
A)  Selecting the channel members. 
B)  Evaluating channel member performance. 
C)  Motivating channel members. 
D)  Designing the channel. 
E)  Adapting the channel to the environment.

Question 13

Clayton Products,Inc.is considering establishing a Distributor Advisory Council.It can expect that this council will provide all of the following advantages except:

Accepted Answer

A)  Improve overall channel communications. 
B)  Provide a vehicle for identifying mutual needs and problems. 
C)  Be quite simple to set up and require little ongoing management. 
D)  Be part of Clayton's overall motivation program. 
E)  Provide for recognition of all channel members. 
A)  Improve overall channel communications. 
B)  Provide a vehicle for identifying mutual needs and problems. 
C)  Be quite simple to set up and require little ongoing management. 
D)  Be part of Clayton's overall motivation program. 
E)  Provide for recognition of all channel members.

Question 14

All of the following are direct-flow information media in a channel communication system except:

Accepted Answer

A)  Salespeople. 
B)  Merchandise displays on sales floors. 
C)  Trade journals. 
D)  Company magazines. 
E)  Labels, tags, and warranty cards. 
A)  Salespeople. 
B)  Merchandise displays on sales floors. 
C)  Trade journals. 
D)  Company magazines. 
E)  Labels, tags, and warranty cards.

Question 15

In a marketing channel communication system,indirect-flow information media include all of the following except:

Accepted Answer

A)  Product catalogs. 
B)  Trade journals. 
C)  Government publications. 
D)  Marketing research agencies. 
E)  Advertising agencies. 
A)  Product catalogs. 
B)  Trade journals. 
C)  Government publications. 
D)  Marketing research agencies. 
E)  Advertising agencies.

Question 16

In the context of the marketing channel,control may be defined as:

Accepted Answer

A)  The ability to predict events or to achieve a desired outcome. 
B)  The use of power. 
C)  Not having to accept any direction from the channel members. 
D)  The use of a legal contract to secure channel member compliance. 
E)  Setting incentive levels for channel members. 
A)  The ability to predict events or to achieve a desired outcome. 
B)  The use of power. 
C)  Not having to accept any direction from the channel members. 
D)  The use of a legal contract to secure channel member compliance. 
E)  Setting incentive levels for channel members.

Question 17

In the context of the marketing channel,leadership may be defined as:

Accepted Answer

A)  The same thing as control. 
B)  The application of sanctions. 
C)  The ability to direct all of the activities of channel members. 
D)  The use of power to achieve control. 
E)  The use of charisma to motivate others to act. 
A)  The same thing as control. 
B)  The application of sanctions. 
C)  The ability to direct all of the activities of channel members. 
D)  The use of power to achieve control. 
E)  The use of charisma to motivate others to act.

Question 18

A distribution programming approach to motivating channel members means:

Accepted Answer

A)  The extensive use of computers in virtually all aspects of channel management, including logistics. 
B)  A well organized and extensive product and sales training program. 
C)  A comprehensive set of policies for the promotion of product through the channel. 
D)  A reciprocal agreement whereby all channel members buy from and sell to each other. 
E)  A precise statement of incentives available to channel members. 
A)  The extensive use of computers in virtually all aspects of channel management, including logistics. 
B)  A well organized and extensive product and sales training program. 
C)  A comprehensive set of policies for the promotion of product through the channel. 
D)  A reciprocal agreement whereby all channel members buy from and sell to each other. 
E)  A precise statement of incentives available to channel members.

Question 19

The partnership approach as applied to the marketing channel means a:

Accepted Answer

A)  Legal partnership arrangement. 
B)  Supportive relationship between channel members based on a careful delineation of their mutual roles in the channel. 
C)  True 50-50 sharing of the costs of all programs aimed at promoting the manufacturer's product. 
D)  Reciprocal arrangement whereby the channel members both buy from and sell to each other. 
E)  Very heavy use of cooperative programs, all of which are paid for on an equal basis between the manufacturer and the channel members. 
A)  Legal partnership arrangement. 
B)  Supportive relationship between channel members based on a careful delineation of their mutual roles in the channel. 
C)  True 50-50 sharing of the costs of all programs aimed at promoting the manufacturer's product. 
D)  Reciprocal arrangement whereby the channel members both buy from and sell to each other. 
E)  Very heavy use of cooperative programs, all of which are paid for on an equal basis between the manufacturer and the channel members.

Question 20

Which of the following is not one of McVey's propositions about the behavior of intermediaries?

Accepted Answer

A)  The intermediary is a link in a chain forged by the manufacturer. 
B)  The intermediary acts primarily as a purchasing agent for his customers. 
C)  The intermediary attempts to weld all of his offerings into a family of items that he can sell in combination. 
D)  Unless given incentive to do so, intermediaries will not maintain separate records by brands sold. 
E)  The intermediary acts secondarily as a selling agent for suppliers. 
A)  The intermediary is a link in a chain forged by the manufacturer. 
B)  The intermediary acts primarily as a purchasing agent for his customers. 
C)  The intermediary attempts to weld all of his offerings into a family of items that he can sell in combination. 
D)  Unless given incentive to do so, intermediaries will not maintain separate records by brands sold. 
E)  The intermediary acts secondarily as a selling agent for suppliers.

Virtually all of the policy options for developing a distribution programming arrangement can be categorized into the following three major groups:

Cooperative programs must be offered on a proportionally equal basis to all channel members in the same class or they violate the:

Ethan Allen Interiors Inc.,cited in the text,best illustrates the _____________ approach to motivating channel members.

A partnership in the context of marketing channels is __________ legal partnership.

At the beginning stage of managing the marketing channel,it is assumed that:

Marketing channel communications systems:

Which of the following is not one of the methods suggested for learning about channel member needs and problems?

The underlying basis of all attempts to provide leadership in the channel is:

The term securing the cooperation of channel members suggests that:

Which of the following represents a ranking of channel member support programs from the least comprehensive to the most comprehensive?

Webster's phases in the development of a partnership arrangement include:

When securing the cooperation of channel members,the channel manager is:

Clayton Products,Inc.is considering establishing a Distributor Advisory Council.It can expect that this council will provide all of the following advantages except:

All of the following are direct-flow information media in a channel communication system except:

In a marketing channel communication system,indirect-flow information media include all of the following except:

In the context of the marketing channel,control may be defined as:

In the context of the marketing channel,leadership may be defined as:

A distribution programming approach to motivating channel members means:

The partnership approach as applied to the marketing channel means a:

Which of the following is not one of McVey's propositions about the behavior of intermediaries?

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

Target Markets and Channel Design Strategy

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 9: Motivating the Channel Members

Virtually all of the policy options for developing a distribution programming arrangement can be categorized into the following three major groups:

Cooperative programs must be offered on a proportionally equal basis to all channel members in the same class or they violate the:

Ethan Allen Interiors Inc.,cited in the text,best illustrates the _____________ approach to motivating channel members.

A partnership in the context of marketing channels is __________ legal partnership.

At the beginning stage of managing the marketing channel,it is assumed that:

Marketing channel communications systems:

Which of the following is not one of the methods suggested for learning about channel member needs and problems?

The underlying basis of all attempts to provide leadership in the channel is:

The term securing the cooperation of channel members suggests that:

Which of the following represents a ranking of channel member support programs from the least comprehensive to the most comprehensive?

Webster's phases in the development of a partnership arrangement include:

When securing the cooperation of channel members,the channel manager is:

Clayton Products,Inc.is considering establishing a Distributor Advisory Council.It can expect that this council will provide all of the following advantages except:

All of the following are direct-flow information media in a channel communication system except:

In a marketing channel communication system,indirect-flow information media include all of the following except:

In the context of the marketing channel,control may be defined as:

In the context of the marketing channel,leadership may be defined as:

A distribution programming approach to motivating channel members means:

The partnership approach as applied to the marketing channel means a:

Which of the following is not one of McVey's propositions about the behavior of intermediaries?

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

Target Markets and Channel Design Strategy

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