Question 1

How can channel managers use the information gathered through service output segmentation for marketing channel design and management?

Accepted Answer

Segmenting the market by service output demands is a useful tool for channel design,that best serves their needs.The ultimate purpose of a service output end-user analysis and design is to identify and assess end-user segments,target a subset of the segments identified,and customize the marketing channel system solution used to sell to each targeted segment.

Question 2

According to the text,CDW offers customers all of the following service outputs EXCEPT ________.

Accepted Answer

A)  fast delivery 
B)  product advice 
C)  personal sales assistance 
D)  brand variety and assortment 
E)  hardware component bulk breaking 
A)  fast delivery 
B)  product advice 
C)  personal sales assistance 
D)  brand variety and assortment 
E)  hardware component bulk breaking E

Question 3

Bulk breaking refers to an end-user's ability to ________.

Accepted Answer

A)  purchase a small number of units 
B)  buy directly from a wholesaler 
C)  receive expedited shipping 
D)  negotiate for lower prices 
E)  compare similar products 
A)  purchase a small number of units 
B)  buy directly from a wholesaler 
C)  receive expedited shipping 
D)  negotiate for lower prices 
E)  compare similar products A

Question 4

How does Cabela's most likely facilitate excellent customer service?

Accepted Answer

A)  developing information systems 
B)  hiring knowledgeable workers 
C)  providing product variety 
D)  offering free delivery 
E)  keeping prices low 
A)  developing information systems 
B)  hiring knowledgeable workers 
C)  providing product variety 
D)  offering free delivery 
E)  keeping prices low

Question 5

Which service output increases consumer satisfaction by lowering transportation requirements and search costs?

Accepted Answer

A)  information sharing 
B)  spatial convenience 
C)  customer service 
D)  delivery time 
E)  bulk breaking 
A)  information sharing 
B)  spatial convenience 
C)  customer service 
D)  delivery time 
E)  bulk breaking

Question 6

Which of the following would most likely help identify the types of service outputs that firms must provide to appeal to consumers?

Accepted Answer

A)  price-service variability analysis 
B)  end-user segmentation analysis 
C)  conjoint analysis 
D)  cluster analysis 
E)  SWOT analysis 
A)  price-service variability analysis 
B)  end-user segmentation analysis 
C)  conjoint analysis 
D)  cluster analysis 
E)  SWOT analysis

Question 7

Briefly describe the six categories of service outputs.

Accepted Answer

Service outputs can be classified into s

Question 8

Which factor is LEAST relevant when determining the best segments to target?

Accepted Answer

A)  segment size 
B)  sales potential 
C)  length of channel 
D)  cost to serve the segment 
E)  intensity of competition 
A)  segment size 
B)  sales potential 
C)  length of channel 
D)  cost to serve the segment 
E)  intensity of competition

Question 9

Which term refers to generically different classes of goods that constitute the breadth of product lines?

Accepted Answer

A)  variety 
B)  depth 
C)  assortment 
D)  complexity 
E)  intensity 
A)  variety 
B)  depth 
C)  assortment 
D)  complexity 
E)  intensity

Question 10

Which service output involves educating end-users about product attributes and usage capabilities?

Accepted Answer

A)  information sharing 
B)  customer service 
C)  bulk breaking 
D)  waiting time 
E)  product variety 
A)  information sharing 
B)  customer service 
C)  bulk breaking 
D)  waiting time 
E)  product variety

Question 11

Which statement about bulk breaking is most likely FALSE?

Accepted Answer

A)  Small lot sizes typically support faster consumption. 
B)  Larger lot sizes result in higher handling and storage costs. 
C)  End-users sometimes prefer small lot sizes despite higher prices. 
D)  Lot sizes and per-unit costs usually increase with bulk breaking. 
E)  Increased bulk breaking usually results in higher service output levels. 
A)  Small lot sizes typically support faster consumption. 
B)  Larger lot sizes result in higher handling and storage costs. 
C)  End-users sometimes prefer small lot sizes despite higher prices. 
D)  Lot sizes and per-unit costs usually increase with bulk breaking. 
E)  Increased bulk breaking usually results in higher service output levels.

Question 12

Which term refers to the depth of product brands or models offered within each generic product category?

Accepted Answer

A)  intensity 
B)  variety 
C)  assortment 
D)  complexity 
E)  collection 
A)  intensity 
B)  variety 
C)  assortment 
D)  complexity 
E)  collection

Question 13

When Sean's riding lawn mower stopped working,he contacted the local John Deere dealer.The John Deere dealer sent a representative to Sean's house to pick up the mower and take it to the shop for repairs.Once the mower was fixed,a John Deere representative returned the machine to Sean's house.Which service output demand is the John Deere dealer most likely addressing?

Accepted Answer

A)  information sharing 
B)  product variety 
C)  bulk breaking 
D)  waiting time 
E)  spatial convenience 
A)  information sharing 
B)  product variety 
C)  bulk breaking 
D)  waiting time 
E)  spatial convenience

Question 14

Accent is a small,local store that sells only accessories.Accent offers a large line of belts,purses,earrings,scarves,and necklaces in a significant number of prices,styles,and brands.Accent's customers most likely have a high demand for ________.

Accepted Answer

A)  information 
B)  bulk breaking 
C)  product variety 
D)  product assortment 
E)  spatial convenience 
A)  information 
B)  bulk breaking 
C)  product variety 
D)  product assortment 
E)  spatial convenience

Question 15

Amazon.com offers free shipping for consumers who spend more than $25,but free shipping typically takes 7-10 days.Consumers who are willing to pay additional shipping charges receive products more quickly.Amazon's shipping speed options are a function of which service output?

Accepted Answer

A)  information sharing 
B)  spatial convenience 
C)  customer service 
D)  waiting time 
E)  bulk breaking 
A)  information sharing 
B)  spatial convenience 
C)  customer service 
D)  waiting time 
E)  bulk breaking

Question 16

According to the text,what is the best method for segmenting end-users by service output demands?

Accepted Answer

A)  conducting research to define segments that describe end-users' service output needs and purchasing patterns 
B)  analyzing end-users based on the channel segments used for making product and advertising decisions 
C)  correlating end-user shopping habits with media habits, product features, and service outputs 
D)  asking potential end-users for their preferences for various service outputs 
E)  sorting end-users into segmented groups based on psychographic data 
A)  conducting research to define segments that describe end-users' service output needs and purchasing patterns 
B)  analyzing end-users based on the channel segments used for making product and advertising decisions 
C)  correlating end-user shopping habits with media habits, product features, and service outputs 
D)  asking potential end-users for their preferences for various service outputs 
E)  sorting end-users into segmented groups based on psychographic data

Question 17

Most consumers prefer marketing channels with fewer service outputs because price and product features are their only concern when making purchases.

Accepted Answer

A) True 
 B)False

Question 18

The LEAST likely reason that end-users of DirecTV are satisfied with the firm's customer service is that DirecTV ________.

Accepted Answer

A)  provides useful information to all customer service representatives 
B)  places its own employees at third-party call centers to gain control 
C)  offers higher pay than cable providers to call center employees 
D)  gives customer service representatives free satellite TV 
E)  conducts all customer service functions in-house 
A)  provides useful information to all customer service representatives 
B)  places its own employees at third-party call centers to gain control 
C)  offers higher pay than cable providers to call center employees 
D)  gives customer service representatives free satellite TV 
E)  conducts all customer service functions in-house

Question 19

What is the relationship between product price and service outputs? How does this relationship affect the purchasing decisions of end-users?

Accepted Answer

Price is not a service output.Price is w

Question 20

Dog groomers employed by Groomer-to-Go,a mobile pet grooming salon,drive to the homes of customers to bathe and groom dogs inside the Groomer-to-Go van.The owner of Groomer-to-Go has most likely decided to meet customer demands for ________.

Accepted Answer

A)  lower per unit pricing 
B)  customer follow-up 
C)  spatial convenience 
D)  service assortment 
E)  differentiation 
A)  lower per unit pricing 
B)  customer follow-up 
C)  spatial convenience 
D)  service assortment 
E)  differentiation

How can channel managers use the information gathered through service output segmentation for marketing channel design and management?

According to the text,CDW offers customers all of the following service outputs EXCEPT ________.

Bulk breaking refers to an end-user's ability to ________.

How does Cabela's most likely facilitate excellent customer service?

Which service output increases consumer satisfaction by lowering transportation requirements and search costs?

Which of the following would most likely help identify the types of service outputs that firms must provide to appeal to consumers?

Briefly describe the six categories of service outputs.

Which factor is LEAST relevant when determining the best segments to target?

Which term refers to generically different classes of goods that constitute the breadth of product lines?

Which service output involves educating end-users about product attributes and usage capabilities?

Which statement about bulk breaking is most likely FALSE?

Which term refers to the depth of product brands or models offered within each generic product category?

Accent is a small,local store that sells only accessories.Accent offers a large line of belts,purses,earrings,scarves,and necklaces in a significant number of prices,styles,and brands.Accent's customers most likely have a high demand for ________.

Amazon.com offers free shipping for consumers who spend more than $25,but free shipping typically takes 7-10 days.Consumers who are willing to pay additional shipping charges receive products more quickly.Amazon's shipping speed options are a function of which service output?

According to the text,what is the best method for segmenting end-users by service output demands?

Most consumers prefer marketing channels with fewer service outputs because price and product features are their only concern when making purchases.

The LEAST likely reason that end-users of DirecTV are satisfied with the firm's customer service is that DirecTV ________.

What is the relationship between product price and service outputs? How does this relationship affect the purchasing decisions of end-users?

Dog groomers employed by Groomer-to-Go,a mobile pet grooming salon,drive to the homes of customers to bathe and groom dogs inside the Groomer-to-Go van.The owner of Groomer-to-Go has most likely decided to meet customer demands for ________.

Understanding Channel Strategies

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 2: End-User Analysis: Segmenting and Targeting

How can channel managers use the information gathered through service output segmentation for marketing channel design and management?

According to the text,CDW offers customers all of the following service outputs EXCEPT ________.

Bulk breaking refers to an end-user's ability to ________.

How does Cabela's most likely facilitate excellent customer service?

Which service output increases consumer satisfaction by lowering transportation requirements and search costs?

Which of the following would most likely help identify the types of service outputs that firms must provide to appeal to consumers?

Briefly describe the six categories of service outputs.

Which factor is LEAST relevant when determining the best segments to target?

Which term refers to generically different classes of goods that constitute the breadth of product lines?

Which service output involves educating end-users about product attributes and usage capabilities?

Which statement about bulk breaking is most likely FALSE?

Which term refers to the depth of product brands or models offered within each generic product category?

Accent is a small,local store that sells only accessories.Accent offers a large line of belts,purses,earrings,scarves,and necklaces in a significant number of prices,styles,and brands.Accent's customers most likely have a high demand for ________.

Amazon.com offers free shipping for consumers who spend more than $25,but free shipping typically takes 7-10 days.Consumers who are willing to pay additional shipping charges receive products more quickly.Amazon's shipping speed options are a function of which service output?

According to the text,what is the best method for segmenting end-users by service output demands?

Most consumers prefer marketing channels with fewer service outputs because price and product features are their only concern when making purchases.

The LEAST likely reason that end-users of DirecTV are satisfied with the firm's customer service is that DirecTV ________.

What is the relationship between product price and service outputs? How does this relationship affect the purchasing decisions of end-users?

Dog groomers employed by Groomer-to-Go,a mobile pet grooming salon,drive to the homes of customers to bathe and groom dogs inside the Groomer-to-Go van.The owner of Groomer-to-Go has most likely decided to meet customer demands for ________.

Understanding Channel Strategies

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