Question 1

Power refers to the ability of one channel member to get another channel member to do something it otherwise would not have done.

Accepted Answer

A) True 
 B)False  True

Question 2

What type of power involves negative sanctions for failing to conform to a channel member's expectations?

Accepted Answer

A)  reward 
B)  coercive 
C)  expert 
D)  referent 
E)  legitimate 
A)  reward 
B)  coercive 
C)  expert 
D)  referent 
E)  legitimate B

Question 3

What is the most common reaction by weaker parties in imbalanced relationships?

Accepted Answer

A)  leaving the business 
B)  increasing investments 
C)  accepting the situation 
D)  forming a strong coalition 
E)  diversifying its supplier network 
A)  leaving the business 
B)  increasing investments 
C)  accepting the situation 
D)  forming a strong coalition 
E)  diversifying its supplier network C

Question 4

In an imbalanced relationship between a stronger party (A)and a weaker party (B),the weaker party is LEAST likely to ________.

Accepted Answer

A)  develop a diversified portfolio 
B)  withdraw from the business 
C)  suffer from exploitation 
D)  bring in a third party 
E)  reduce service levels 
A)  develop a diversified portfolio 
B)  withdraw from the business 
C)  suffer from exploitation 
D)  bring in a third party 
E)  reduce service levels

Question 5

Power is best described as a(n)________.

Accepted Answer

A)  cooperative arrangement 
B)  potential for influence 
C)  index of profitability 
D)  tough strategic tactic 
E)  act of free will 
A)  cooperative arrangement 
B)  potential for influence 
C)  index of profitability 
D)  tough strategic tactic 
E)  act of free will

Question 6

Which method of measuring dependence focuses on how power is amassed?

Accepted Answer

A)  percentage of profits 
B)  sales percentage 
C)  bottom-up approach 
D)  role performance 
E)  alternative scarcity 
A)  percentage of profits 
B)  sales percentage 
C)  bottom-up approach 
D)  role performance 
E)  alternative scarcity

Question 7

Which term refers to the ability to alter another organization's behavior?

Accepted Answer

A)  channel dependence 
B)  legitimate power 
C)  coercive power 
D)  channel strategy 
E)  channel power 
A)  channel dependence 
B)  legitimate power 
C)  coercive power 
D)  channel strategy 
E)  channel power

Question 8

Which type of power stems from a channel member's desire to identify with a prestigious organization?

Accepted Answer

A)  reward 
B)  coercive 
C)  expert 
D)  referent 
E)  legitimate 
A)  reward 
B)  coercive 
C)  expert 
D)  referent 
E)  legitimate

Question 9

According to the text,the removal of something a channel member already has is defined as ________ power.

Accepted Answer

A)  reward 
B)  coercive 
C)  mediated 
D)  noncoercive 
E)  unmediated 
A)  reward 
B)  coercive 
C)  mediated 
D)  noncoercive 
E)  unmediated

Question 10

Which statement about balancing power is most likely FALSE?

Accepted Answer

A)  High mutual power gives channel members more ability to achieve high levels of value. 
B)  Channel outcomes rely on the balance of power in a given relationship. 
C)  Power is a property not of an organization but of the relationship. 
D)  Power assessments should focus on unmediated bases and costs. 
E)  Interdependence is synonymous with high mutual power. 
A)  High mutual power gives channel members more ability to achieve high levels of value. 
B)  Channel outcomes rely on the balance of power in a given relationship. 
C)  Power is a property not of an organization but of the relationship. 
D)  Power assessments should focus on unmediated bases and costs. 
E)  Interdependence is synonymous with high mutual power.

Question 11

What is the most likely basis of traditional legitimate authority?

Accepted Answer

A)  formal contracts 
B)  external rewards 
C)  legal traditions 
D)  internal values 
E)  public policies 
A)  formal contracts 
B)  external rewards 
C)  legal traditions 
D)  internal values 
E)  public policies

Question 12

What is reward power? Why is it considered universally effective? Provide examples of reward power to illustrate your response.

Accepted Answer

A reward is a benefit,given in return fo

Question 13

MKS Manufacturing is having difficulties with one of its downstream intermediaries.In order to influence the intermediary to make changes,MKS managers remind the intermediary of the terms of the contract.Which influence strategy is most likely being used by MKS?

Accepted Answer

A)  threat 
B)  request 
C)  legalistic 
D)  recommendation 
E)  information exchange 
A)  threat 
B)  request 
C)  legalistic 
D)  recommendation 
E)  information exchange

Question 14

What power source is necessary for a promise influence strategy to be effective?

Accepted Answer

A)  reward 
B)  coercive 
C)  legitimate 
D)  reference 
E)  expertise 
A)  reward 
B)  coercive 
C)  legitimate 
D)  reference 
E)  expertise

Question 15

Which type of power comes from contracts,laws,and industry norms?

Accepted Answer

A)  reward 
B)  coercive 
C)  expert 
D)  referent 
E)  legitimate 
A)  reward 
B)  coercive 
C)  expert 
D)  referent 
E)  legitimate

Question 16

The most common and effective communication methods for converting power into influence are making promises and using threats.

Accepted Answer

A) True 
 B)False

Question 17

How did Gore-Tex establish legitimate power?

Accepted Answer

A)  patent protection 
B)  franchise agreements 
C)  industry norms 
D)  hierarchical authority 
E)  market experience 
A)  patent protection 
B)  franchise agreements 
C)  industry norms 
D)  hierarchical authority 
E)  market experience

Question 18

All of the following were results of HP using its power to push assembly activities down the channel EXCEPT ________.

Accepted Answer

A)  fewer stockouts 
B)  market expansion 
C)  mass customization 
D)  higher inventory levels 
E)  increased customer satisfaction 
A)  fewer stockouts 
B)  market expansion 
C)  mass customization 
D)  higher inventory levels 
E)  increased customer satisfaction

Question 19

Mystery shoppers are most likely used by suppliers and retailers to ________.

Accepted Answer

A)  retaliate against coercion 
B)  enforce legitimate power 
C)  gain marketplace expertise 
D)  identify employee strengths 
E)  compare promotional efforts 
A)  retaliate against coercion 
B)  enforce legitimate power 
C)  gain marketplace expertise 
D)  identify employee strengths 
E)  compare promotional efforts

Question 20

Which statement about dependence is most likely true?

Accepted Answer

A)  A highly dependent channel member has significant potential for influence. 
B)  Two-sided dependence is always balanced and free of power struggles. 
C)  Unlike power, dependence operates in only one channel direction. 
D)  Dependence equals utility multiplied by alternative scarcity. 
E)  A loyal channel member is highly dependent on its partners. 
A)  A highly dependent channel member has significant potential for influence. 
B)  Two-sided dependence is always balanced and free of power struggles. 
C)  Unlike power, dependence operates in only one channel direction. 
D)  Dependence equals utility multiplied by alternative scarcity. 
E)  A loyal channel member is highly dependent on its partners.

Power refers to the ability of one channel member to get another channel member to do something it otherwise would not have done.

What type of power involves negative sanctions for failing to conform to a channel member's expectations?

What is the most common reaction by weaker parties in imbalanced relationships?

In an imbalanced relationship between a stronger party (A)and a weaker party (B),the weaker party is LEAST likely to ________.

Power is best described as a(n)________.

Which method of measuring dependence focuses on how power is amassed?

Which term refers to the ability to alter another organization's behavior?

Which type of power stems from a channel member's desire to identify with a prestigious organization?

According to the text,the removal of something a channel member already has is defined as ________ power.

Which statement about balancing power is most likely FALSE?

What is the most likely basis of traditional legitimate authority?

What is reward power? Why is it considered universally effective? Provide examples of reward power to illustrate your response.

MKS Manufacturing is having difficulties with one of its downstream intermediaries.In order to influence the intermediary to make changes,MKS managers remind the intermediary of the terms of the contract.Which influence strategy is most likely being used by MKS?

What power source is necessary for a promise influence strategy to be effective?

Which type of power comes from contracts,laws,and industry norms?

The most common and effective communication methods for converting power into influence are making promises and using threats.

How did Gore-Tex establish legitimate power?

All of the following were results of HP using its power to push assembly activities down the channel EXCEPT ________.

Mystery shoppers are most likely used by suppliers and retailers to ________.

Which statement about dependence is most likely true?

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

Emerging Channel Structures and Strategies

Managing Channel Conflict

Managing Channel Relationships

Managing Channel Policies and Legalities

Managing Channel Logistics

Filters

Exam 10: Managing Channel Power

Power refers to the ability of one channel member to get another channel member to do something it otherwise would not have done.

What type of power involves negative sanctions for failing to conform to a channel member's expectations?

What is the most common reaction by weaker parties in imbalanced relationships?

In an imbalanced relationship between a stronger party (A)and a weaker party (B),the weaker party is LEAST likely to ________.

Power is best described as a(n)________.

Which method of measuring dependence focuses on how power is amassed?

Which term refers to the ability to alter another organization's behavior?

Which type of power stems from a channel member's desire to identify with a prestigious organization?

According to the text,the removal of something a channel member already has is defined as ________ power.

Which statement about balancing power is most likely FALSE?

What is the most likely basis of traditional legitimate authority?

What is reward power? Why is it considered universally effective? Provide examples of reward power to illustrate your response.

MKS Manufacturing is having difficulties with one of its downstream intermediaries.In order to influence the intermediary to make changes,MKS managers remind the intermediary of the terms of the contract.Which influence strategy is most likely being used by MKS?

What power source is necessary for a promise influence strategy to be effective?

Which type of power comes from contracts,laws,and industry norms?

The most common and effective communication methods for converting power into influence are making promises and using threats.

How did Gore-Tex establish legitimate power?

All of the following were results of HP using its power to push assembly activities down the channel EXCEPT ________.

Mystery shoppers are most likely used by suppliers and retailers to ________.

Which statement about dependence is most likely true?

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

Emerging Channel Structures and Strategies

Managing Channel Conflict

Managing Channel Relationships

Managing Channel Policies and Legalities

Managing Channel Logistics

Filters