Question 1

According to research,what is the most likely result of constantly high levels of manifest conflict?

Accepted Answer

A)  more input from disputatious channel members 
B)  reduced value and satisfaction from the channel 
C)  increased levels of trust between channel members 
D)  enhanced desires to improve channel performance 
E)  decreased levels of perceived and latent conflict 
A)  more input from disputatious channel members 
B)  reduced value and satisfaction from the channel 
C)  increased levels of trust between channel members 
D)  enhanced desires to improve channel performance 
E)  decreased levels of perceived and latent conflict B

Question 2

What is the most likely purpose of dealer councils?

Accepted Answer

A)  monitoring channel member flexibility and cooperation 
B)  establishing standards for engaging in gray marketing activities 
C)  identifying destructive actions taken by dealers towards suppliers 
D)  facilitating communication between dealers and suppliers that are in conflict 
E)  instituting an appeals process for suppliers that are in manifest conflicts with dealers 
A)  monitoring channel member flexibility and cooperation 
B)  establishing standards for engaging in gray marketing activities 
C)  identifying destructive actions taken by dealers towards suppliers 
D)  facilitating communication between dealers and suppliers that are in conflict 
E)  instituting an appeals process for suppliers that are in manifest conflicts with dealers D

Question 3

A marketing channel is most likely experiencing manifest conflict when channel members ________.

Accepted Answer

A)  express personal outrage at their partners 
B)  experience minimal frustration 
C)  fail to recognize any problems 
D)  block each other's initiatives 
E)  feel unfairly treated 
A)  express personal outrage at their partners 
B)  experience minimal frustration 
C)  fail to recognize any problems 
D)  block each other's initiatives 
E)  feel unfairly treated D

Question 4

Which conflict resolution style involves high assertiveness and low cooperativeness?

Accepted Answer

A)  problem-solving 
B)  avoidance 
C)  competition 
D)  accommodation 
E)  compromise 
A)  problem-solving 
B)  avoidance 
C)  competition 
D)  accommodation 
E)  compromise

Question 5

Why has the use of multiple channels become increasingly common?

Accepted Answer

A)  Technological advances make it possible to manage complex channel structures. 
B)  Downstream channel members are motivated to represent a supplier's products. 
C)  More channels decrease market penetration levels and lower entry barriers. 
D)  Interconnected markets make it more difficult to serve customers efficiently. 
E)  Decreased competition has driven suppliers to shrink their channels. 
A)  Technological advances make it possible to manage complex channel structures. 
B)  Downstream channel members are motivated to represent a supplier's products. 
C)  More channels decrease market penetration levels and lower entry barriers. 
D)  Interconnected markets make it more difficult to serve customers efficiently. 
E)  Decreased competition has driven suppliers to shrink their channels.

Question 6

Cobalt Manufacturing,which uses multiple channels to sell electronic components,is experiencing channel conflict with retailers.How should Cobalt most likely address this problem?

Accepted Answer

A)  terminate retailers who use too many discounts 
B)  develop different pricing schemes for every retailer 
C)  supply differentiated product lines to different groups of retailers 
D)  sell more products through e-commerce than brick-and-mortar retailers 
E)  increase the use of social media in promoting the product line and brand name 
A)  terminate retailers who use too many discounts 
B)  develop different pricing schemes for every retailer 
C)  supply differentiated product lines to different groups of retailers 
D)  sell more products through e-commerce than brick-and-mortar retailers 
E)  increase the use of social media in promoting the product line and brand name

Question 7

Members of a channel characterized by functional conflict most likely work through their differences in order to improve channel performance.

Accepted Answer

A) True 
 B)False

Question 8

When using ________,conflicting parties are required by law to submit their dispute to a third party,whose decision is final and binding.

Accepted Answer

A)  cooptation 
B)  mediation 
C)  reciprocation 
D)  voluntary arbitration 
E)  compulsory arbitration 
A)  cooptation 
B)  mediation 
C)  reciprocation 
D)  voluntary arbitration 
E)  compulsory arbitration

Question 9

Gray marketing is most common for ________.

Accepted Answer

A)  products that require service 
B)  outsourced products 
C)  manufacturing inputs 
D)  mature products 
E)  counterfeit goods 
A)  products that require service 
B)  outsourced products 
C)  manufacturing inputs 
D)  mature products 
E)  counterfeit goods

Question 10

All of the following are factors necessary to determine an index of manifest conflict EXCEPT the ________.

Accepted Answer

A)  number of issues 
B)  intensity of disagreements 
C)  importance of each issue 
D)  frequency of disagreements 
E)  validity of disagreements 
A)  number of issues 
B)  intensity of disagreements 
C)  importance of each issue 
D)  frequency of disagreements 
E)  validity of disagreements

Question 11

What are the characteristics of functional conflict in a marketing channel?

Accepted Answer

Functional conflict implies that members

Question 12

Which term refers to using more than one route to get to the same market?

Accepted Answer

A)  cooptation 
B)  domain growth 
C)  multiple channels 
D)  hybrid marketing 
E)  intrachannel competition 
A)  cooptation 
B)  domain growth 
C)  multiple channels 
D)  hybrid marketing 
E)  intrachannel competition

Question 13

Which statement about mediation is most likely true?

Accepted Answer

A)  A third party makes a binding decision. 
B)  The mediator engages in extensive fact finding. 
C)  Participants typically view the overall process as fair. 
D)  Disputing parties have very little control of the outcome. 
E)  Settlement rates are typically very low in business settings. 
A)  A third party makes a binding decision. 
B)  The mediator engages in extensive fact finding. 
C)  Participants typically view the overall process as fair. 
D)  Disputing parties have very little control of the outcome. 
E)  Settlement rates are typically very low in business settings.

Question 14

Which passive conflict resolution style is most likely exhibited by a channel member that agrees to anything and minimizes information exchanges?

Accepted Answer

A)  problem-solving 
B)  avoidance 
C)  competition 
D)  accommodation 
E)  compromise 
A)  problem-solving 
B)  avoidance 
C)  competition 
D)  accommodation 
E)  compromise

Question 15

How do suppliers most likely benefit from gray markets?

Accepted Answer

A)  introduction of new product lines 
B)  development of brand image 
C)  formation of joint partnerships 
D)  reduction of channel conflicts 
E)  access to different segments 
A)  introduction of new product lines 
B)  development of brand image 
C)  formation of joint partnerships 
D)  reduction of channel conflicts 
E)  access to different segments

Question 16

According to the author,what is the most complex source of channel conflict?

Accepted Answer

A)  incompatible organizations 
B)  perceptions of reality 
C)  perceived domains 
D)  competing goals 
E)  resolution styles 
A)  incompatible organizations 
B)  perceptions of reality 
C)  perceived domains 
D)  competing goals 
E)  resolution styles

Question 17

What action would most likely cause latent conflicts to disappear in a marketing channel?

Accepted Answer

A)  restructuring the channel 
B)  engaging in differential pricing 
C)  ignoring other channel members 
D)  blocking channel member's initiatives 
E)  working more closely with manufacturers 
A)  restructuring the channel 
B)  engaging in differential pricing 
C)  ignoring other channel members 
D)  blocking channel member's initiatives 
E)  working more closely with manufacturers

Question 18

As with personal relationships,conflict within a marketing channel system is undesirable and a situation that should be avoided.

Accepted Answer

A) True 
 B)False

Question 19

Which type of channel conflict most likely arises as soon as a channel member recognizes any type of opposition?

Accepted Answer

A)  functional 
B)  latent 
C)  affective 
D)  manifest 
E)  perceived 
A)  functional 
B)  latent 
C)  affective 
D)  manifest 
E)  perceived

Question 20

ABC Manufacturing is experiencing channel conflict with one of its main retailers,EZ-Tools.ABC is focused on improving manufacturing processes,while EZ-Tools is focused on meeting customer needs and demands.What would most likely improve the situation between the channel members?

Accepted Answer

A)  streamlined production efforts 
B)  frequent communication 
C)  intrachannel competition 
D)  increased promotions 
E)  intensive distribution 
A)  streamlined production efforts 
B)  frequent communication 
C)  intrachannel competition 
D)  increased promotions 
E)  intensive distribution

According to research,what is the most likely result of constantly high levels of manifest conflict?

What is the most likely purpose of dealer councils?

A marketing channel is most likely experiencing manifest conflict when channel members ________.

Which conflict resolution style involves high assertiveness and low cooperativeness?

Why has the use of multiple channels become increasingly common?

Cobalt Manufacturing,which uses multiple channels to sell electronic components,is experiencing channel conflict with retailers.How should Cobalt most likely address this problem?

Members of a channel characterized by functional conflict most likely work through their differences in order to improve channel performance.

When using ________,conflicting parties are required by law to submit their dispute to a third party,whose decision is final and binding.

Gray marketing is most common for ________.

All of the following are factors necessary to determine an index of manifest conflict EXCEPT the ________.

What are the characteristics of functional conflict in a marketing channel?

Which term refers to using more than one route to get to the same market?

Which statement about mediation is most likely true?

Which passive conflict resolution style is most likely exhibited by a channel member that agrees to anything and minimizes information exchanges?

How do suppliers most likely benefit from gray markets?

According to the author,what is the most complex source of channel conflict?

What action would most likely cause latent conflicts to disappear in a marketing channel?

As with personal relationships,conflict within a marketing channel system is undesirable and a situation that should be avoided.

Which type of channel conflict most likely arises as soon as a channel member recognizes any type of opposition?

ABC Manufacturing is experiencing channel conflict with one of its main retailers,EZ-Tools.ABC is focused on improving manufacturing processes,while EZ-Tools is focused on meeting customer needs and demands.What would most likely improve the situation between the channel members?

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 Power

Managing Channel Relationships

Managing Channel Policies and Legalities

Managing Channel Logistics

Filters

Exam 11: Managing Channel Conflict

According to research,what is the most likely result of constantly high levels of manifest conflict?

What is the most likely purpose of dealer councils?

A marketing channel is most likely experiencing manifest conflict when channel members ________.

Which conflict resolution style involves high assertiveness and low cooperativeness?

Why has the use of multiple channels become increasingly common?

Cobalt Manufacturing,which uses multiple channels to sell electronic components,is experiencing channel conflict with retailers.How should Cobalt most likely address this problem?

Members of a channel characterized by functional conflict most likely work through their differences in order to improve channel performance.

When using ________,conflicting parties are required by law to submit their dispute to a third party,whose decision is final and binding.

Gray marketing is most common for ________.

All of the following are factors necessary to determine an index of manifest conflict EXCEPT the ________.

What are the characteristics of functional conflict in a marketing channel?

Which term refers to using more than one route to get to the same market?

Which statement about mediation is most likely true?

Which passive conflict resolution style is most likely exhibited by a channel member that agrees to anything and minimizes information exchanges?

How do suppliers most likely benefit from gray markets?

According to the author,what is the most complex source of channel conflict?

What action would most likely cause latent conflicts to disappear in a marketing channel?

As with personal relationships,conflict within a marketing channel system is undesirable and a situation that should be avoided.

Which type of channel conflict most likely arises as soon as a channel member recognizes any type of opposition?

ABC Manufacturing is experiencing channel conflict with one of its main retailers,EZ-Tools.ABC is focused on improving manufacturing processes,while EZ-Tools is focused on meeting customer needs and demands.What would most likely improve the situation between the channel members?

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 Power

Managing Channel Relationships

Managing Channel Policies and Legalities

Managing Channel Logistics

Filters