Question 1

What is the main reason that channel participants expand internationally?

Accepted Answer

A)  increase revenue 
B)  integrate vertically 
C)  acquire new firms 
D)  form joint partnerships 
E)  avoid regulatory environments 
A)  increase revenue 
B)  integrate vertically 
C)  acquire new firms 
D)  form joint partnerships 
E)  avoid regulatory environments A

Question 2

What was the main reason that Fujitsu formed a partnership with FedEx?

Accepted Answer

A)  FedEx provided the best logistics services at the lowest price. 
B)  Fujitsu wanted to sell computers in the less competitive U.S. market. 
C)  Fujitsu needed a faster method of delivering computers to channel partners. 
D)  FedEx had formed a similar partnership with Dell that had been highly lucrative. 
E)  Fujitsu customers and channel partners were primarily located on the West Coast. 
A)  FedEx provided the best logistics services at the lowest price. 
B)  Fujitsu wanted to sell computers in the less competitive U.S. market. 
C)  Fujitsu needed a faster method of delivering computers to channel partners. 
D)  FedEx had formed a similar partnership with Dell that had been highly lucrative. 
E)  Fujitsu customers and channel partners were primarily located on the West Coast. C

Question 3

According to the text,Johnson Controls' service division is large and fast growing because the firm________.

Accepted Answer

A)  outsources service calls 
B)  customizes service solutions 
C)  uses multiple channel intermediaries 
D)  automates most production capabilities 
E)  sells most services through distribution networks 
A)  outsources service calls 
B)  customizes service solutions 
C)  uses multiple channel intermediaries 
D)  automates most production capabilities 
E)  sells most services through distribution networks B

Question 4

Which service characteristic is substantial,difficult to control,and highly dependent on an employee's delivery?

Accepted Answer

A)  perishability 
B)  tangibility 
C)  homogeneity 
D)  intangibility 
E)  heterogeneity 
A)  perishability 
B)  tangibility 
C)  homogeneity 
D)  intangibility 
E)  heterogeneity

Question 5

Which term refers to the degree to which a firm's sales come from services?

Accepted Answer

A)  capacity 
B)  service ratio 
C)  service output 
D)  channel power 
E)  return on investment 
A)  capacity 
B)  service ratio 
C)  service output 
D)  channel power 
E)  return on investment

Question 6

Which of the following would LEAST likely help a manufacturer become a successful service provider?

Accepted Answer

A)  creating a customer-centric organizational culture 
B)  forming deeper relationships with customers 
C)  gathering customer feedback and assessment 
D)  teaching channel members to sell services 
E)  investing in boundary spanning personnel 
A)  creating a customer-centric organizational culture 
B)  forming deeper relationships with customers 
C)  gathering customer feedback and assessment 
D)  teaching channel members to sell services 
E)  investing in boundary spanning personnel

Question 7

What is the primary drawback of online shopping for most customers?

Accepted Answer

A)  restricted reach 
B)  lack of immediacy 
C)  limited assortment 
D)  complex infrastructures 
E)  minimal customer support 
A)  restricted reach 
B)  lack of immediacy 
C)  limited assortment 
D)  complex infrastructures 
E)  minimal customer support

Question 8

According to the text,Wal-Mart's unsuccessful expansion into Germany occurred because the firm ________.

Accepted Answer

A)  was unable to leverage its economies of scale in a foreign market 
B)  failed to adapt its channel structure and strategy to local conditions 
C)  utilized local channel intermediaries that were costly and unreliable 
D)  failed to implement the same low-cost processes that it uses domestically 
E)  formed a partnership with a local grocery store chain that went out of business 
A)  was unable to leverage its economies of scale in a foreign market 
B)  failed to adapt its channel structure and strategy to local conditions 
C)  utilized local channel intermediaries that were costly and unreliable 
D)  failed to implement the same low-cost processes that it uses domestically 
E)  formed a partnership with a local grocery store chain that went out of business

Question 9

According to the text,consumer electronics manufacturers are increasingly offering service warranties for their products to ________.

Accepted Answer

A)  increase profit margins 
B)  comply with regulations 
C)  alter e-commerce strategies 
D)  eliminate channel conflicts 
E)  meet social responsibility demands 
A)  increase profit margins 
B)  comply with regulations 
C)  alter e-commerce strategies 
D)  eliminate channel conflicts 
E)  meet social responsibility demands

Question 10

What factors are causing the significant growth of e-commerce as a sales channel? How has e-commerce affected channel strategies?

Accepted Answer

E-commerce as a sales channel is undergo

Question 11

TDX Manufacturing has adopted a service transition strategy and needs to gain specialized service capabilities,infrastructure,and knowledge.What would be the fastest method for TDX to accomplish this goal?

Accepted Answer

A)  forming a service department 
B)  acquiring a services company 
C)  developing in-house service capabilities 
D)  establishing a contract with a services firm 
E)  forming a joint partnership with a services firm 
A)  forming a service department 
B)  acquiring a services company 
C)  developing in-house service capabilities 
D)  establishing a contract with a services firm 
E)  forming a joint partnership with a services firm

Question 12

Although the Chilean market is highly attractive for retailers,it has a very high degree of country risk.

Accepted Answer

A) True 
 B)False

Question 13

Approximately 50% of the U.S.gross domestic product comes from the service sector and the other half from the manufacturing sector.

Accepted Answer

A) True 
 B)False

Question 14

Which developing market ranks highest in market attractiveness for retailers?

Accepted Answer

A)  China 
B)  Chile 
C)  India 
D)  Uruguay 
E)  Brazil 
A)  China 
B)  Chile 
C)  India 
D)  Uruguay 
E)  Brazil

Question 15

What is the primary reason that many automobile manufacturers increased both dealership costs and service standards?

Accepted Answer

A)  reduce heterogeneity among local car dealerships 
B)  encourage car buyers to purchase extended warranties 
C)  improve quality control at domestic automotive factories 
D)  discourage car dealers from selling multiple car brands 
E)  minimize the perishability of automotive inventories 
A)  reduce heterogeneity among local car dealerships 
B)  encourage car buyers to purchase extended warranties 
C)  improve quality control at domestic automotive factories 
D)  discourage car dealers from selling multiple car brands 
E)  minimize the perishability of automotive inventories

Question 16

The disintermediation process occurs when manufacturers exclude their channel partners so that they can sell directly to end consumers.

Accepted Answer

A) True 
 B)False

Question 17

Geographic convenience becomes more important as coproduction between the provider and end-user increases.

Accepted Answer

A) True 
 B)False

Question 18

The fact that a service cannot be touched,seen,or patented refers to its ________.

Accepted Answer

A)  perishability 
B)  tangibility 
C)  homogeneity 
D)  intangibility 
E)  heterogeneity 
A)  perishability 
B)  tangibility 
C)  homogeneity 
D)  intangibility 
E)  heterogeneity

Question 19

How has the Internet been an "enabling technology" in the music industry?

Accepted Answer

A)  increased demand for the services of local music retailers 
B)  removed the product aspect from music offerings 
C)  reduced the cost and ease of downloading music 
D)  increased the need for more intermediaries 
E)  consolidated the efforts of music retailers 
A)  increased demand for the services of local music retailers 
B)  removed the product aspect from music offerings 
C)  reduced the cost and ease of downloading music 
D)  increased the need for more intermediaries 
E)  consolidated the efforts of music retailers

Question 20

Why are firms from developed markets increasingly expanding into developing markets? What role has the Internet played in these globalization efforts?

Accepted Answer

Firms from developed markets are globali

What is the main reason that channel participants expand internationally?

What was the main reason that Fujitsu formed a partnership with FedEx?

According to the text,Johnson Controls' service division is large and fast growing because the firm________.

Which service characteristic is substantial,difficult to control,and highly dependent on an employee's delivery?

Which term refers to the degree to which a firm's sales come from services?

Which of the following would LEAST likely help a manufacturer become a successful service provider?

What is the primary drawback of online shopping for most customers?

According to the text,Wal-Mart's unsuccessful expansion into Germany occurred because the firm ________.

According to the text,consumer electronics manufacturers are increasingly offering service warranties for their products to ________.

What factors are causing the significant growth of e-commerce as a sales channel? How has e-commerce affected channel strategies?

TDX Manufacturing has adopted a service transition strategy and needs to gain specialized service capabilities,infrastructure,and knowledge.What would be the fastest method for TDX to accomplish this goal?

Although the Chilean market is highly attractive for retailers,it has a very high degree of country risk.

Approximately 50% of the U.S.gross domestic product comes from the service sector and the other half from the manufacturing sector.

Which developing market ranks highest in market attractiveness for retailers?

What is the primary reason that many automobile manufacturers increased both dealership costs and service standards?

The disintermediation process occurs when manufacturers exclude their channel partners so that they can sell directly to end consumers.

Geographic convenience becomes more important as coproduction between the provider and end-user increases.

The fact that a service cannot be touched,seen,or patented refers to its ________.

How has the Internet been an "enabling technology" in the music industry?

Why are firms from developed markets increasingly expanding into developing markets? What role has the Internet played in these globalization efforts?

Understanding Channel Strategies

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

Managing Channel Power

Managing Channel Conflict

Managing Channel Relationships

Managing Channel Policies and Legalities

Managing Channel Logistics

Filters

Exam 9: Emerging Channel Structures and Strategies

What is the main reason that channel participants expand internationally?

What was the main reason that Fujitsu formed a partnership with FedEx?

According to the text,Johnson Controls' service division is large and fast growing because the firm________.

Which service characteristic is substantial,difficult to control,and highly dependent on an employee's delivery?

Which term refers to the degree to which a firm's sales come from services?

Which of the following would LEAST likely help a manufacturer become a successful service provider?

What is the primary drawback of online shopping for most customers?

According to the text,Wal-Mart's unsuccessful expansion into Germany occurred because the firm ________.

According to the text,consumer electronics manufacturers are increasingly offering service warranties for their products to ________.

What factors are causing the significant growth of e-commerce as a sales channel? How has e-commerce affected channel strategies?

TDX Manufacturing has adopted a service transition strategy and needs to gain specialized service capabilities,infrastructure,and knowledge.What would be the fastest method for TDX to accomplish this goal?

Although the Chilean market is highly attractive for retailers,it has a very high degree of country risk.

Approximately 50% of the U.S.gross domestic product comes from the service sector and the other half from the manufacturing sector.

Which developing market ranks highest in market attractiveness for retailers?

What is the primary reason that many automobile manufacturers increased both dealership costs and service standards?

The disintermediation process occurs when manufacturers exclude their channel partners so that they can sell directly to end consumers.

Geographic convenience becomes more important as coproduction between the provider and end-user increases.

The fact that a service cannot be touched,seen,or patented refers to its ________.

How has the Internet been an "enabling technology" in the music industry?

Why are firms from developed markets increasingly expanding into developing markets? What role has the Internet played in these globalization efforts?

Understanding Channel Strategies

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

Managing Channel Power

Managing Channel Conflict

Managing Channel Relationships

Managing Channel Policies and Legalities

Managing Channel Logistics

Filters