Question 1

Different organizations in a marketing channel are responsible for different value-adding activities.

Accepted Answer

A) True 
 B)False

Question 2

Companies strive to choose not only the best marketing channels,but the best channel partners.

Accepted Answer

A) True 
 B)False

Question 3

A(n)_____ involves channel members formally agreeing to closely cooperate with one another.

Accepted Answer

A)  vertical marketing system 
B)  resale price maintenance agreement 
C)  horizontal marketing system 
D)  conventional marketing system 
E)  distributor's marketing system 
A)  vertical marketing system 
B)  resale price maintenance agreement 
C)  horizontal marketing system 
D)  conventional marketing system 
E)  distributor's marketing system

Question 4

Stuffing the channel occurs when a company offers its channel partners deep discounts and unlimited returns to buy a lot of product.

Accepted Answer

A) True 
 B)False

Question 5

A push strategy primarily involves creating consumer demand.

Accepted Answer

A) True 
 B)False

Question 6

Intensive distribution is utilized for products that:

Accepted Answer

A)  need image protection. 
B)  can be sold at specific outlets for targeted consumers. 
C)  consumers purchase on the spot without much shopping around. 
D)  consumers spend time comparing in the marketplace. 
E)  consumers find at one retail location. 
A)  need image protection. 
B)  can be sold at specific outlets for targeted consumers. 
C)  consumers purchase on the spot without much shopping around. 
D)  consumers spend time comparing in the marketplace. 
E)  consumers find at one retail location.

Question 7

The Internet is the best channel for every product.

Accepted Answer

A) True 
 B)False

Question 8

Describe some strategies that are utilized to get channel members to cooperate.

Accepted Answer

-Emphasize the benefits of working with

Question 9

Designer clothes and sunglasses are examples of products that typically utilize an intensive distribution strategy.

Accepted Answer

A) True 
 B)False

Question 10

_____ are products retailers produce themselves.

Accepted Answer

A)  Retail products 
B)  Company brands 
C)  Store brands 
D)  Generic goods 
E)  Manufacturer brands 
A)  Retail products 
B)  Company brands 
C)  Store brands 
D)  Generic goods 
E)  Manufacturer brands

Question 11

A(n)_____ is an agreement whereby a producer of a product restricts the price a retailer can charge for it.

Accepted Answer

resale pri

Question 12

Explain the advantages of using an intermediary.

Accepted Answer

A wholesaler with buying power and excel

Question 13

_____ involves sending promotional materials straight to consumers urging them to contact the firms directly to buy products.

Accepted Answer

The answer of _____ involves sending promotional materials straight to...

Question 14

Describe the sources of channel conflict.

Accepted Answer

The underlying source of conflict within

Question 15

A _____ occurs between organizations of the same type.

Accepted Answer

A)  store conflict 
B)  horizontal conflict 
C)  manufacturer's conflict 
D)  vertical conflict 
E)  supply chain conflict 
A)  store conflict 
B)  horizontal conflict 
C)  manufacturer's conflict 
D)  vertical conflict 
E)  supply chain conflict

Question 16

Channel conflicts occur because:

Accepted Answer

A)  the greater good of the company is predominant. 
B)  channel members have their own goals. 
C)  channel members want to have high inventory. 
D)  channel members have contractual obligations. 
E)  channel members promote products. 
A)  the greater good of the company is predominant. 
B)  channel members have their own goals. 
C)  channel members want to have high inventory. 
D)  channel members have contractual obligations. 
E)  channel members promote products.

Question 17

_____ are intermediary firms that sell products that businesses or government departments and agencies use but don't resell.

Accepted Answer

A)  Online retailers 
B)  Warehouse clubs 
C)  Industrial distributors 
D)  Category killers 
E)  Specialty stores 
A)  Online retailers 
B)  Warehouse clubs 
C)  Industrial distributors 
D)  Category killers 
E)  Specialty stores

Question 18

_____ is the ability to influence a channel partner's goals and efforts.

Accepted Answer

A)  Channel power 
B)  Channel leading 
C)  Channel dominance 
D)  Channel priming 
E)  Channel killer 
A)  Channel power 
B)  Channel leading 
C)  Channel dominance 
D)  Channel priming 
E)  Channel killer

Question 19

A _____ involves two companies at the same channel level agreeing to cooperate with each other to sell their products.

Accepted Answer

A)  vertical marketing system 
B)  resale price maintenance agreement 
C)  horizontal marketing system 
D)  conventional marketing system 
E)  distributor's marketing system 
A)  vertical marketing system 
B)  resale price maintenance agreement 
C)  horizontal marketing system 
D)  conventional marketing system 
E)  distributor's marketing system

Question 20

_____ also create efficiencies by streamlining the number of transactions an organization must make.

Accepted Answer

The answer of _____ also create efficiencies by streamlining the...

Different organizations in a marketing channel are responsible for different value-adding activities.

Companies strive to choose not only the best marketing channels,but the best channel partners.

A(n)_____ involves channel members formally agreeing to closely cooperate with one another.

Stuffing the channel occurs when a company offers its channel partners deep discounts and unlimited returns to buy a lot of product.

A push strategy primarily involves creating consumer demand.

Intensive distribution is utilized for products that:

The Internet is the best channel for every product.

Describe some strategies that are utilized to get channel members to cooperate.

Designer clothes and sunglasses are examples of products that typically utilize an intensive distribution strategy.

_____ are products retailers produce themselves.

A(n)_____ is an agreement whereby a producer of a product restricts the price a retailer can charge for it.

Explain the advantages of using an intermediary.

_____ involves sending promotional materials straight to consumers urging them to contact the firms directly to buy products.

Describe the sources of channel conflict.

A _____ occurs between organizations of the same type.

Channel conflicts occur because:

_____ are intermediary firms that sell products that businesses or government departments and agencies use but don't resell.

_____ is the ability to influence a channel partner's goals and efforts.

A _____ involves two companies at the same channel level agreeing to cooperate with each other to sell their products.

_____ also create efficiencies by streamlining the number of transactions an organization must make.

What Is Marketing?

Strategic Planning

Consumer Behavior: How People Make Buying Decisions

Business Buying Behavior

Market Segmenting, Targeting, and Positioning

Creating Offerings

Developing and Managing Offerings

Using Supply Chains to Create Value for Customers

Gathering and Using Information: Marketing Research and Market Intelligence

Integrated Marketing Communications and the Changing Media Landscape

Public Relations, Social Media, and Sponsorships

Professional Selling

Customer Satisfaction, Loyalty, and Empowerment

Price,the Only Revenue Generator

The Marketing Plan

Filters

Exam 8: Using Marketing Channels to Create Value for Customers

Different organizations in a marketing channel are responsible for different value-adding activities.

Companies strive to choose not only the best marketing channels,but the best channel partners.

A(n)_____ involves channel members formally agreeing to closely cooperate with one another.

Stuffing the channel occurs when a company offers its channel partners deep discounts and unlimited returns to buy a lot of product.

A push strategy primarily involves creating consumer demand.

Intensive distribution is utilized for products that:

The Internet is the best channel for every product.

Describe some strategies that are utilized to get channel members to cooperate.

Designer clothes and sunglasses are examples of products that typically utilize an intensive distribution strategy.

_____ are products retailers produce themselves.

A(n)_____ is an agreement whereby a producer of a product restricts the price a retailer can charge for it.

Explain the advantages of using an intermediary.

_____ involves sending promotional materials straight to consumers urging them to contact the firms directly to buy products.

Describe the sources of channel conflict.

A _____ occurs between organizations of the same type.

Channel conflicts occur because:

_____ are intermediary firms that sell products that businesses or government departments and agencies use but don't resell.

_____ is the ability to influence a channel partner's goals and efforts.

A _____ involves two companies at the same channel level agreeing to cooperate with each other to sell their products.

_____ also create efficiencies by streamlining the number of transactions an organization must make.

What Is Marketing?

Strategic Planning

Consumer Behavior: How People Make Buying Decisions

Business Buying Behavior

Market Segmenting, Targeting, and Positioning

Creating Offerings

Developing and Managing Offerings

Using Supply Chains to Create Value for Customers

Gathering and Using Information: Marketing Research and Market Intelligence

Integrated Marketing Communications and the Changing Media Landscape

Public Relations, Social Media, and Sponsorships

Professional Selling

Customer Satisfaction, Loyalty, and Empowerment

Price,the Only Revenue Generator

The Marketing Plan

Filters