Question 1

Legitimate power is based on the target's perception that the influencer has special knowledge or expertise that is useful and that the target does not possess.

Accepted Answer

A) True 
 B)False

Question 2

How did CNH Group enhance its expert power?

Accepted Answer

A)  providing product information on the firm's extranet 
B)  giving dealers new promotional tools to attract customers 
C)  eliminating unproductive dealers and consolidating profitable ones 
D)  generating leads for dealers using social media and the company website 
E)  providing dealers with market research to improve their competitiveness 
A)  providing product information on the firm's extranet 
B)  giving dealers new promotional tools to attract customers 
C)  eliminating unproductive dealers and consolidating profitable ones 
D)  generating leads for dealers using social media and the company website 
E)  providing dealers with market research to improve their competitiveness

Question 3

What is the most common source of legal legitimate power in marketing channels?

Accepted Answer

A)  contracts 
B)  utilities 
C)  brands 
D)  rewards 
E)  values 
A)  contracts 
B)  utilities 
C)  brands 
D)  rewards 
E)  values

Question 4

Differentiate between legal legitimate power and traditional legitimate power.Provide examples of each to illustrate your response.

Accepted Answer

Legal legitimate power is conferred by g

Question 5

An imbalanced relationship will most likely function effectively when the ________.

Accepted Answer

A)  weaker party develops a joint partnership 
B)  stronger party offers equitable treatment 
C)  weaker party withholds service outputs 
D)  stronger party exerts reward power 
E)  weaker party threatens to leave 
A)  weaker party develops a joint partnership 
B)  stronger party offers equitable treatment 
C)  weaker party withholds service outputs 
D)  stronger party exerts reward power 
E)  weaker party threatens to leave

Question 6

How has Gore-Tex most likely built its channel power over the last 30 years?

Accepted Answer

A)  selling the material directly to end-users 
B)  relying on non-contingent appeals to retailers 
C)  investing in marketing to build brand awareness 
D)  partnering with designer dress clothing businesses 
E)  allowing the material to be used in private-label clothing 
A)  selling the material directly to end-users 
B)  relying on non-contingent appeals to retailers 
C)  investing in marketing to build brand awareness 
D)  partnering with designer dress clothing businesses 
E)  allowing the material to be used in private-label clothing

Question 7

What type of power involves giving a benefit in return for a channel member's agreement to alter its behavior?

Accepted Answer

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

Question 8

When an imbalanced relationship is not functioning well,the weaker party should consider diversifying or exiting the business.

Accepted Answer

A) True 
 B)False

Question 9

________ power is based on the target's perception that the influencer has special knowledge that is useful and that the target does not possess.

Accepted Answer

A)  Reward 
B)  Coercive 
C)  Expert 
D)  Referent 
E)  Legitimate 
A)  Reward 
B)  Coercive 
C)  Expert 
D)  Referent 
E)  Legitimate

Question 10

What does a producer need to offer in order to accrue and exert power in the channel?

Accepted Answer

Power can be accrued and exerted only by

Legitimate power is based on the target's perception that the influencer has special knowledge or expertise that is useful and that the target does not possess.

How did CNH Group enhance its expert power?

What is the most common source of legal legitimate power in marketing channels?

Differentiate between legal legitimate power and traditional legitimate power.Provide examples of each to illustrate your response.

An imbalanced relationship will most likely function effectively when the ________.

How has Gore-Tex most likely built its channel power over the last 30 years?

What type of power involves giving a benefit in return for a channel member's agreement to alter its behavior?

When an imbalanced relationship is not functioning well,the weaker party should consider diversifying or exiting the business.

________ power is based on the target's perception that the influencer has special knowledge that is useful and that the target does not possess.

What does a producer need to offer in order to accrue and exert power in the channel?

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

Legitimate power is based on the target's perception that the influencer has special knowledge or expertise that is useful and that the target does not possess.

How did CNH Group enhance its expert power?

What is the most common source of legal legitimate power in marketing channels?

Differentiate between legal legitimate power and traditional legitimate power.Provide examples of each to illustrate your response.

An imbalanced relationship will most likely function effectively when the ________.

How has Gore-Tex most likely built its channel power over the last 30 years?

What type of power involves giving a benefit in return for a channel member's agreement to alter its behavior?

When an imbalanced relationship is not functioning well,the weaker party should consider diversifying or exiting the business.

________ power is based on the target's perception that the influencer has special knowledge that is useful and that the target does not possess.

What does a producer need to offer in order to accrue and exert power in the channel?

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