Question 1

What factors motivate firms to shift from selling products to selling services?

Accepted Answer

Overall,firms have both offensive and de

Question 2

What are the key characteristics of services? How does each characteristic affect channel strategies?

Accepted Answer

Services are offerings that are not prim

Question 3

Discuss three major trends in the U.S.business environment that are affecting today's marketing channel structures and strategies.

Accepted Answer

Dramatic changes in the business environ

Question 4

What is most likely a disadvantage of developing in-house service capabilities?

Accepted Answer

A)  Service output demands are difficult to measure and implement very quickly. 
B)  An overlap of service and product divisions causes shareholder concerns. 
C)  Channel conflicts increase because of the loss of proprietary information. 
D)  Suppliers compete against channel partners for service delivery rights. 
E)  Formal joint partnerships lead to organizational culture problems. 
A)  Service output demands are difficult to measure and implement very quickly. 
B)  An overlap of service and product divisions causes shareholder concerns. 
C)  Channel conflicts increase because of the loss of proprietary information. 
D)  Suppliers compete against channel partners for service delivery rights. 
E)  Formal joint partnerships lead to organizational culture problems.

Question 5

What channel system inequity is increasing significantly with the growth of e-commerce?

Accepted Answer

A)  bundling 
B)  free-riding 
C)  hybrid retailing 
D)  reverse auctions 
E)  creative pricing 
A)  bundling 
B)  free-riding 
C)  hybrid retailing 
D)  reverse auctions 
E)  creative pricing

Question 6

Which of the following best describes coproduction?

Accepted Answer

A)  Production levels are maintained by upstream partners. 
B)  Customers need to be present at the point of production. 
C)  Intermediaries and customers influence service outputs. 
D)  Channel members monitor production quality and quantity. 
E)  Customer experiences influence service and production standards. 
A)  Production levels are maintained by upstream partners. 
B)  Customers need to be present at the point of production. 
C)  Intermediaries and customers influence service outputs. 
D)  Channel members monitor production quality and quantity. 
E)  Customer experiences influence service and production standards.

Question 7

Sadie's Shoes sells fashionable,affordable shoes directly to customers through the company Web site.The firm does not have any brick-and-mortar stores.Sadie's Shoes is most likely engaged in ________.

Accepted Answer

A)  niche marketing 
B)  globalization 
C)  networking 
D)  e-commerce 
E)  blogging 
A)  niche marketing 
B)  globalization 
C)  networking 
D)  e-commerce 
E)  blogging

Question 8

What is a likely advantage of acquiring service capabilities,infrastructure,and knowledge by collaborating with an existing service provider?

Accepted Answer

A)  reducing channel conflicts 
B)  streamlining the value chain 
C)  minimizing management complexities 
D)  communicating more with end-users 
E)  monitoring service outputs more closely 
A)  reducing channel conflicts 
B)  streamlining the value chain 
C)  minimizing management complexities 
D)  communicating more with end-users 
E)  monitoring service outputs more closely

Question 9

Coproduction between the provider and end-user and inventory perishability are both higher for products than for services.

Accepted Answer

A) True 
 B)False

Question 10

Emerson Electric most likely shifted to a service-based business model for the purpose of ________.

Accepted Answer

A)  communicating more efficiently with key customers 
B)  adding new channel intermediaries to lower costs 
C)  competing better with overseas manufacturers 
D)  revising the vertical integration structure 
E)  supporting lifetime product warranties 
A)  communicating more efficiently with key customers 
B)  adding new channel intermediaries to lower costs 
C)  competing better with overseas manufacturers 
D)  revising the vertical integration structure 
E)  supporting lifetime product warranties

Question 11

Company X plans to enter a foreign market by purchasing land and building a new facility.What should Company X most likely do to improve its chances of success?

Accepted Answer

A)  develop a knowledgeable local network of business associates 
B)  send home-country representatives to manage construction 
C)  acquire a small, local firm in the logistics industry 
D)  engage in e-commerce to identify local demands 
E)  leverage economies of scale in the local market 
A)  develop a knowledgeable local network of business associates 
B)  send home-country representatives to manage construction 
C)  acquire a small, local firm in the logistics industry 
D)  engage in e-commerce to identify local demands 
E)  leverage economies of scale in the local market

Question 12

All of the following are most likely disadvantages of acquiring service capabilities through a joint venture EXCEPT ________.

Accepted Answer

A)  losing proprietary information 
B)  engaging in management difficulties 
C)  losing control of end-user relationships 
D)  creating organizational culture clashes 
E)  increasing service transition investment risks 
A)  losing proprietary information 
B)  engaging in management difficulties 
C)  losing control of end-user relationships 
D)  creating organizational culture clashes 
E)  increasing service transition investment risks

Question 13

Most firms have added services to their current product offerings for the purpose of ________.

Accepted Answer

A)  altering channel structures 
B)  improving competitiveness 
C)  meeting customer demands 
D)  expanding into foreign markets 
E)  improving value and supply chains 
A)  altering channel structures 
B)  improving competitiveness 
C)  meeting customer demands 
D)  expanding into foreign markets 
E)  improving value and supply chains

Question 14

What is the most likely reason that a firm's channel strategy is affected when the firm no longer offers a physical product?

Accepted Answer

A)  Intermediaries perform fewer traditional channel functions. 
B)  Upstream channel members alter production capabilities. 
C)  Additional service offerings require new intermediaries. 
D)  Effective supply chains rely on geographic proximity. 
E)  Service transition strategies rely on upstream channels. 
A)  Intermediaries perform fewer traditional channel functions. 
B)  Upstream channel members alter production capabilities. 
C)  Additional service offerings require new intermediaries. 
D)  Effective supply chains rely on geographic proximity. 
E)  Service transition strategies rely on upstream channels.

Question 15

Which term refers to vertical channel partners using multiple routes to reach horizontal end-users?

Accepted Answer

A)  hierarchical multichannel relationship 
B)  integrated channel strategy 
C)  channel free-riding 
D)  vertical integration 
E)  disintermediation 
A)  hierarchical multichannel relationship 
B)  integrated channel strategy 
C)  channel free-riding 
D)  vertical integration 
E)  disintermediation

Question 16

What is the best way a channel manager can adjust to higher levels of coproduction and inventory perishability in service settings?

Accepted Answer

A)  shifting to a product-based business strategy 
B)  using CRM to monitor upstream channels 
C)  building hybrid channel structures 
D)  increasing e-commerce sales 
E)  outsourcing manufacturing 
A)  shifting to a product-based business strategy 
B)  using CRM to monitor upstream channels 
C)  building hybrid channel structures 
D)  increasing e-commerce sales 
E)  outsourcing manufacturing

Question 17

What is the world's largest market for e-commerce sales?

Accepted Answer

A)  Japan 
B)  China 
C)  Germany 
D)  United States 
E)  United Kingdom 
A)  Japan 
B)  China 
C)  Germany 
D)  United States 
E)  United Kingdom

Question 18

VCW Enterprises manufactures small electronics and plans to start selling warranty services in the near future.VCW's financial performance will most likely increase dramatically once VCW earns at least ________ of its sales from services.

Accepted Answer

A)  5% 
B)  20% 
C)  40% 
D)  55% 
E)  70% 
A)  5% 
B)  20% 
C)  40% 
D)  55% 
E)  70%

Question 19

Why has Wal-Mart built numerous stores in India in recent years?

Accepted Answer

A)  access to e-commerce sites 
B)  relaxed foreign investment rules 
C)  ability to develop brand position 
D)  creation of free trade agreements 
E)  limited franchising opportunities 
A)  access to e-commerce sites 
B)  relaxed foreign investment rules 
C)  ability to develop brand position 
D)  creation of free trade agreements 
E)  limited franchising opportunities

Question 20

Which concept refers to the inability to inventory services until they are needed?

Accepted Answer

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

What factors motivate firms to shift from selling products to selling services?

What are the key characteristics of services? How does each characteristic affect channel strategies?

Discuss three major trends in the U.S.business environment that are affecting today's marketing channel structures and strategies.

What is most likely a disadvantage of developing in-house service capabilities?

What channel system inequity is increasing significantly with the growth of e-commerce?

Which of the following best describes coproduction?

Sadie's Shoes sells fashionable,affordable shoes directly to customers through the company Web site.The firm does not have any brick-and-mortar stores.Sadie's Shoes is most likely engaged in ________.

What is a likely advantage of acquiring service capabilities,infrastructure,and knowledge by collaborating with an existing service provider?

Coproduction between the provider and end-user and inventory perishability are both higher for products than for services.

Emerson Electric most likely shifted to a service-based business model for the purpose of ________.

Company X plans to enter a foreign market by purchasing land and building a new facility.What should Company X most likely do to improve its chances of success?

All of the following are most likely disadvantages of acquiring service capabilities through a joint venture EXCEPT ________.

Most firms have added services to their current product offerings for the purpose of ________.

What is the most likely reason that a firm's channel strategy is affected when the firm no longer offers a physical product?

Which term refers to vertical channel partners using multiple routes to reach horizontal end-users?

What is the best way a channel manager can adjust to higher levels of coproduction and inventory perishability in service settings?

What is the world's largest market for e-commerce sales?

VCW Enterprises manufactures small electronics and plans to start selling warranty services in the near future.VCW's financial performance will most likely increase dramatically once VCW earns at least ________ of its sales from services.

Why has Wal-Mart built numerous stores in India in recent years?

Which concept refers to the inability to inventory services until they are needed?

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 factors motivate firms to shift from selling products to selling services?

What are the key characteristics of services? How does each characteristic affect channel strategies?

Discuss three major trends in the U.S.business environment that are affecting today's marketing channel structures and strategies.

What is most likely a disadvantage of developing in-house service capabilities?

What channel system inequity is increasing significantly with the growth of e-commerce?

Which of the following best describes coproduction?

Sadie's Shoes sells fashionable,affordable shoes directly to customers through the company Web site.The firm does not have any brick-and-mortar stores.Sadie's Shoes is most likely engaged in ________.

What is a likely advantage of acquiring service capabilities,infrastructure,and knowledge by collaborating with an existing service provider?

Coproduction between the provider and end-user and inventory perishability are both higher for products than for services.

Emerson Electric most likely shifted to a service-based business model for the purpose of ________.

Company X plans to enter a foreign market by purchasing land and building a new facility.What should Company X most likely do to improve its chances of success?

All of the following are most likely disadvantages of acquiring service capabilities through a joint venture EXCEPT ________.

Most firms have added services to their current product offerings for the purpose of ________.

What is the most likely reason that a firm's channel strategy is affected when the firm no longer offers a physical product?

Which term refers to vertical channel partners using multiple routes to reach horizontal end-users?

What is the best way a channel manager can adjust to higher levels of coproduction and inventory perishability in service settings?

What is the world's largest market for e-commerce sales?

VCW Enterprises manufactures small electronics and plans to start selling warranty services in the near future.VCW's financial performance will most likely increase dramatically once VCW earns at least ________ of its sales from services.

Why has Wal-Mart built numerous stores in India in recent years?

Which concept refers to the inability to inventory services until they are needed?

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