Question 1

Specialization increases channel efficiency,but it also requires close cooperation and coordination in channel operations.

Accepted Answer

A) True 
 B)False

Question 2

What are service outputs? Why is it important for channel managers to analyze the service output demands of market segments?

Accepted Answer

Service outputs are value-added services

Question 3

Valu-Mart wants to ensure that its stores are never under- or overstocked with certain products,such as paper towels,sodas,and cereal.Which tool would most likely help Valu-Mart solve this problem?

Accepted Answer

A)  ROI 
B)  CRP 
C)  CRM 
D)  OEM 
E)  SWOT 
A)  ROI 
B)  CRP 
C)  CRM 
D)  OEM 
E)  SWOT

Question 4

ElectroInc produces cell phone accessories and sells them to firms such as Apple and Samsung.Apple and Samsung put their own brand names on ElectroInc products before selling them to end-users.Which term best describes ElectroInc?

Accepted Answer

A)  retailer 
B)  wholesaler 
C)  branded manufacturer 
D)  specialized manufacturer 
E)  private-label manufacturer 
A)  retailer 
B)  wholesaler 
C)  branded manufacturer 
D)  specialized manufacturer 
E)  private-label manufacturer

Question 5

How does the routinization of transactions benefit both buyers and sellers?

Accepted Answer

Each purchase transaction involves order

Question 6

Discuss the relationship between channel power and channel conflict.What are the causes and effects of channel conflict?

Accepted Answer

In general,reducing channel conflict req

Question 7

Which term refers to value-added services and products created by channel members and consumed by end-users?

Accepted Answer

A)  wholesale bulk goods 
B)  convenience products 
C)  bundled services 
D)  normative shares 
E)  service outputs 
A)  wholesale bulk goods 
B)  convenience products 
C)  bundled services 
D)  normative shares 
E)  service outputs

Question 8

Martin,a channel manager for an appliance manufacturer,needs to evaluate the importance of each channel function in terms of cost and value.Martin also needs to determine the proportion of each channel function performed by each channel member.Which of the following should Martin most likely use for this task?

Accepted Answer

A)  efficiency template 
B)  cost-equity matrix 
C)  normative profit metric 
D)  segmentation grid 
E)  gap analysis template 
A)  efficiency template 
B)  cost-equity matrix 
C)  normative profit metric 
D)  segmentation grid 
E)  gap analysis template

Question 9

Which of the following is most likely a true statement about channel functions?

Accepted Answer

A)  The order in which channel functions occur is the same for all industries and products. 
B)  All channel members must participate in every channel function to have full efficiency. 
C)  All channel functions move in a downward direction from the producer to the end-user. 
D)  Specialization tends to reduce marketing channel efficiency because of increased members. 
E)  The performance of certain channel functions correlates with other channel functions. 
A)  The order in which channel functions occur is the same for all industries and products. 
B)  All channel members must participate in every channel function to have full efficiency. 
C)  All channel functions move in a downward direction from the producer to the end-user. 
D)  Specialization tends to reduce marketing channel efficiency because of increased members. 
E)  The performance of certain channel functions correlates with other channel functions.

Question 10

Channel logistics relates to processing and tracking factory goods throughout the marketing channel.

Accepted Answer

A) True 
 B)False

Question 11

Sony produces televisions and computers and sells them through electronics stores.In a marketing channel,Sony would best be described as a ________.

Accepted Answer

A)  trading company 
B)  manufacturer 
C)  wholesaler 
D)  distributor 
E)  retailer 
A)  trading company 
B)  manufacturer 
C)  wholesaler 
D)  distributor 
E)  retailer

Question 12

Differentiate between the three general types of intermediaries.

Accepted Answer

There are three general types of interme

Question 13

Which of the following is LEAST likely a carrying cost associated with a retailer taking title of a manufacturer's products?

Accepted Answer

A)  storage 
B)  breakage 
C)  integration 
D)  depreciation 
E)  obsolescence 
A)  storage 
B)  breakage 
C)  integration 
D)  depreciation 
E)  obsolescence

Question 14

Which statement is most likely true about a marketing channel system?

Accepted Answer

A)  Firms in the marketing channel typically work independently. 
B)  Modifying a channel system is usually a simple, inexpensive task. 
C)  Marketing channels represent a very small portion of the world's business. 
D)  Most marketing channel systems are easily duplicated by other firms in an industry. 
E)  Efficient marketing channels reduce distribution costs and increase customer satisfaction. 
A)  Firms in the marketing channel typically work independently. 
B)  Modifying a channel system is usually a simple, inexpensive task. 
C)  Marketing channels represent a very small portion of the world's business. 
D)  Most marketing channel systems are easily duplicated by other firms in an industry. 
E)  Efficient marketing channels reduce distribution costs and increase customer satisfaction.

Question 15

Which term refers to reducing the use of intermediaries?

Accepted Answer

A)  allocation 
B)  facilitation 
C)  routinization 
D)  reintermediation 
E)  disintermediation 
A)  allocation 
B)  facilitation 
C)  routinization 
D)  reintermediation 
E)  disintermediation

Question 16

Audrey works as a manufacturers' representative for an athletic shoe company.In her position,Audrey is most likely responsible for ________.

Accepted Answer

A)  generating marketing intelligence about the footwear industry 
B)  taking physical possession of large quantities of shoes 
C)  analyzing international markets for new shoe trends 
D)  negotiating terms of trade with shoe retailers 
E)  scheduling shoe deliveries and returns 
A)  generating marketing intelligence about the footwear industry 
B)  taking physical possession of large quantities of shoes 
C)  analyzing international markets for new shoe trends 
D)  negotiating terms of trade with shoe retailers 
E)  scheduling shoe deliveries and returns

Question 17

Which channel function almost always moves up the channel from the end-user to the producer?

Accepted Answer

A)  negotiation 
B)  ownership 
C)  financing 
D)  payment 
E)  risk 
A)  negotiation 
B)  ownership 
C)  financing 
D)  payment 
E)  risk

Question 18

Which factor would LEAST likely be considered in the implementation stage of the marketing channel strategy framework?

Accepted Answer

A)  channel member power and dependence 
B)  channel partner relationships 
C)  end-user segmentation 
D)  channel policies 
E)  logistics 
A)  channel member power and dependence 
B)  channel partner relationships 
C)  end-user segmentation 
D)  channel policies 
E)  logistics

Question 19

The benchmarking stage of the marketing channel strategy framework focuses on ________.

Accepted Answer

A)  establishing the power and dependence of channel members 
B)  creating an environment for executing the best strategy 
C)  identifying best practices in well-developed systems 
D)  analyzing the needs of end-users and producers 
E)  lowering channel system costs 
A)  establishing the power and dependence of channel members 
B)  creating an environment for executing the best strategy 
C)  identifying best practices in well-developed systems 
D)  analyzing the needs of end-users and producers 
E)  lowering channel system costs

Question 20

According to the text,what is a new trend taking place among retail intermediaries?

Accepted Answer

A)  selling products directly to individual end-users 
B)  selling products and services to businesses 
C)  promoting products through catalogs 
D)  selling products to wholesalers 
E)  shipping products overseas 
A)  selling products directly to individual end-users 
B)  selling products and services to businesses 
C)  promoting products through catalogs 
D)  selling products to wholesalers 
E)  shipping products overseas

Specialization increases channel efficiency,but it also requires close cooperation and coordination in channel operations.

What are service outputs? Why is it important for channel managers to analyze the service output demands of market segments?

Valu-Mart wants to ensure that its stores are never under- or overstocked with certain products,such as paper towels,sodas,and cereal.Which tool would most likely help Valu-Mart solve this problem?

ElectroInc produces cell phone accessories and sells them to firms such as Apple and Samsung.Apple and Samsung put their own brand names on ElectroInc products before selling them to end-users.Which term best describes ElectroInc?

How does the routinization of transactions benefit both buyers and sellers?

Discuss the relationship between channel power and channel conflict.What are the causes and effects of channel conflict?

Which term refers to value-added services and products created by channel members and consumed by end-users?

Which of the following is most likely a true statement about channel functions?

Channel logistics relates to processing and tracking factory goods throughout the marketing channel.

Sony produces televisions and computers and sells them through electronics stores.In a marketing channel,Sony would best be described as a ________.

Differentiate between the three general types of intermediaries.

Which of the following is LEAST likely a carrying cost associated with a retailer taking title of a manufacturer's products?

Which statement is most likely true about a marketing channel system?

Which term refers to reducing the use of intermediaries?

Audrey works as a manufacturers' representative for an athletic shoe company.In her position,Audrey is most likely responsible for ________.

Which channel function almost always moves up the channel from the end-user to the producer?

Which factor would LEAST likely be considered in the implementation stage of the marketing channel strategy framework?

The benchmarking stage of the marketing channel strategy framework focuses on ________.

According to the text,what is a new trend taking place among retail intermediaries?

End-User Analysis: Segmenting and Targeting

Channel Analysis: Auditing Marketing Channels

Make Versus Buy Channel Analysis

Designing Channel Structures and Strategies

Retailing Structures and Strategies

Wholesaling Structures and Strategies

Franchising Structures and Strategies

Emerging Channel Structures and Strategies

Managing Channel Power

Managing Channel Conflict

Managing Channel Relationships

Managing Channel Policies and Legalities

Managing Channel Logistics

Filters

Exam 1: Understanding Channel Strategies

Specialization increases channel efficiency,but it also requires close cooperation and coordination in channel operations.

What are service outputs? Why is it important for channel managers to analyze the service output demands of market segments?

Valu-Mart wants to ensure that its stores are never under- or overstocked with certain products,such as paper towels,sodas,and cereal.Which tool would most likely help Valu-Mart solve this problem?

ElectroInc produces cell phone accessories and sells them to firms such as Apple and Samsung.Apple and Samsung put their own brand names on ElectroInc products before selling them to end-users.Which term best describes ElectroInc?

How does the routinization of transactions benefit both buyers and sellers?

Discuss the relationship between channel power and channel conflict.What are the causes and effects of channel conflict?

Which term refers to value-added services and products created by channel members and consumed by end-users?

Which of the following is most likely a true statement about channel functions?

Channel logistics relates to processing and tracking factory goods throughout the marketing channel.

Sony produces televisions and computers and sells them through electronics stores.In a marketing channel,Sony would best be described as a ________.

Differentiate between the three general types of intermediaries.

Which of the following is LEAST likely a carrying cost associated with a retailer taking title of a manufacturer's products?

Which statement is most likely true about a marketing channel system?

Which term refers to reducing the use of intermediaries?

Audrey works as a manufacturers' representative for an athletic shoe company.In her position,Audrey is most likely responsible for ________.

Which channel function almost always moves up the channel from the end-user to the producer?

Which factor would LEAST likely be considered in the implementation stage of the marketing channel strategy framework?

The benchmarking stage of the marketing channel strategy framework focuses on ________.

According to the text,what is a new trend taking place among retail intermediaries?

End-User Analysis: Segmenting and Targeting

Channel Analysis: Auditing Marketing Channels

Make Versus Buy Channel Analysis

Designing Channel Structures and Strategies

Retailing Structures and Strategies

Wholesaling Structures and Strategies

Franchising Structures and Strategies

Emerging Channel Structures and Strategies

Managing Channel Power

Managing Channel Conflict

Managing Channel Relationships

Managing Channel Policies and Legalities

Managing Channel Logistics

Filters