Question 1

All of the following environments can support multiple channels without increasing conflict to ruinous levels EXCEPT________.

Accepted Answer

A)  markets that are growing 
B)  markets not dominated by buying groups 
C)  markets in which customers perceive the product category as differentiated 
D)  markets that facilitate free riding among high-value business-to-business customers 
E)  markets in which buyers' consistent purchasing styles involve one type of channel member 
A)  markets that are growing 
B)  markets not dominated by buying groups 
C)  markets in which customers perceive the product category as differentiated 
D)  markets that facilitate free riding among high-value business-to-business customers 
E)  markets in which buyers' consistent purchasing styles involve one type of channel member

Question 2

Which type of conflict most likely involves opposition that makes the channel arrangement better?

Accepted Answer

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

Question 3

What is the most likely reason that channel partners would agree to joint membership in a trade association?

Accepted Answer

A)  promote the product line 
B)  prevent and contain conflict 
C)  comply with federal regulations 
D)  identify and resolve a manifest conflict 
E)  appeal a binding resolution from a dealer council 
A)  promote the product line 
B)  prevent and contain conflict 
C)  comply with federal regulations 
D)  identify and resolve a manifest conflict 
E)  appeal a binding resolution from a dealer council

Question 4

What does it mean to use multiple channels? What problems arise from using multiple channels? In what types of markets are multiple channels unlikely to cause conflict?

Accepted Answer

Multiple channels involve the use of mor

Question 5

Which statement about threats is most likely FALSE?

Accepted Answer

A)  Threats tend to increase channel conflict. 
B)  The use of threats is typically perceived as coercion. 
C)  Using threats is likely to reduce channel members' satisfaction. 
D)  A channel member with minimal punitive capabilities tends to make threats. 
E)  A dominant channel member is more likely to threaten a weaker channel member. 
A)  Threats tend to increase channel conflict. 
B)  The use of threats is typically perceived as coercion. 
C)  Using threats is likely to reduce channel members' satisfaction. 
D)  A channel member with minimal punitive capabilities tends to make threats. 
E)  A dominant channel member is more likely to threaten a weaker channel member.

Question 6

What institutionalized mechanism uses channel member representatives to establish routine,reliable channels for moving information,aid,and requests?

Accepted Answer

A)  cooptation 
B)  arbitration 
C)  dealer councils 
D)  personnel exchanges 
E)  trade association memberships 
A)  cooptation 
B)  arbitration 
C)  dealer councils 
D)  personnel exchanges 
E)  trade association memberships

Question 7

Gray marketing involves selling fake goods as branded ones.

Accepted Answer

A) True 
 B)False

Question 8

Competing goals,differing perceptions of reality,and domain conflicts are major sources of conflict in marketing channel systems.

Accepted Answer

A) True 
 B)False

Question 9

QUIK,an athletic shoe supplier,is experiencing channel conflict with one of its main retailers,Savvy Shoes.QUIK wants Savvy Shoes to increase inventory and promote the product line more.In contrast,Savvy Shoes wants to decrease inventory holding costs and reduce promotion expenses.What is the most likely source of this conflict?

Accepted Answer

A)  incompatible profit structures 
B)  different perceptions of reality 
C)  unclear channel domains 
D)  competing goals 
E)  divergent styles 
A)  incompatible profit structures 
B)  different perceptions of reality 
C)  unclear channel domains 
D)  competing goals 
E)  divergent styles

Question 10

What has been the source of functional conflict in the plumbing and heating supplies industry?

Accepted Answer

A)  poor market coverage 
B)  manufacturing delays 
C)  gray market products 
D)  co-op advertising funds 
E)  costly industrialized mechanisms 
A)  poor market coverage 
B)  manufacturing delays 
C)  gray market products 
D)  co-op advertising funds 
E)  costly industrialized mechanisms

All of the following environments can support multiple channels without increasing conflict to ruinous levels EXCEPT________.

Which type of conflict most likely involves opposition that makes the channel arrangement better?

What is the most likely reason that channel partners would agree to joint membership in a trade association?

What does it mean to use multiple channels? What problems arise from using multiple channels? In what types of markets are multiple channels unlikely to cause conflict?

Which statement about threats is most likely FALSE?

What institutionalized mechanism uses channel member representatives to establish routine,reliable channels for moving information,aid,and requests?

Gray marketing involves selling fake goods as branded ones.

Competing goals,differing perceptions of reality,and domain conflicts are major sources of conflict in marketing channel systems.

What has been the source of functional conflict in the plumbing and heating supplies industry?

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

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Exam 11: Managing Channel Conflict

All of the following environments can support multiple channels without increasing conflict to ruinous levels EXCEPT________.

Which type of conflict most likely involves opposition that makes the channel arrangement better?

What is the most likely reason that channel partners would agree to joint membership in a trade association?

What does it mean to use multiple channels? What problems arise from using multiple channels? In what types of markets are multiple channels unlikely to cause conflict?

Which statement about threats is most likely FALSE?

What institutionalized mechanism uses channel member representatives to establish routine,reliable channels for moving information,aid,and requests?

Gray marketing involves selling fake goods as branded ones.

Competing goals,differing perceptions of reality,and domain conflicts are major sources of conflict in marketing channel systems.

What has been the source of functional conflict in the plumbing and heating supplies industry?

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