Question 1

As customer knowledge about a product increases:

Accepted Answer

A) the number of intermediaries in the distribution channels also increases. 
B) the information needs of the customers increase because of their curiosity to learn more. 
C) the need for personalized services increase because customers feel that they need specific features. 
D) sales through outlets increase and they offer wide product lines and low prices increase. 
A) the number of intermediaries in the distribution channels also increases. 
B) the information needs of the customers increase because of their curiosity to learn more. 
C) the need for personalized services increase because customers feel that they need specific features. 
D) sales through outlets increase and they offer wide product lines and low prices increase.

Question 2

Which of the following describes a business unit that negotiates purchases or sales but does not take title to the goods?

Accepted Answer

A) retailer 
B) merchant middleman 
C) agent 
D) wholesaler 
A) retailer 
B) merchant middleman 
C) agent 
D) wholesaler

Question 3

Companies that are marketing services must solve the same distribution problems as those that market tangible products.

Accepted Answer

A) True 
 B)False

Question 4

Discuss efficient consumer response (ECR)and the continuous replenishment program (CRP).

Accepted Answer

a.ECR is the process of reducing costs t

Question 5

Which of the following statements is true regarding channels?

Accepted Answer

A) It stops at the loading platform and what happens afterward is the buyer's responsibility. 
B) It's members are considered as a substitute of the firm. 
C) Customers do not associate problems in the channel with the firm. 
D) Pull activities of channel management require getting channels to carry and sell the product. 
A) It stops at the loading platform and what happens afterward is the buyer's responsibility. 
B) It's members are considered as a substitute of the firm. 
C) Customers do not associate problems in the channel with the firm. 
D) Pull activities of channel management require getting channels to carry and sell the product.

Question 6

According to the text,channels of distribution must be treated like:

Accepted Answer

A) partners of the organization. 
B) customers. 
C) competitors of the firm. 
D) marketers of the firms products. 
A) partners of the organization. 
B) customers. 
C) competitors of the firm. 
D) marketers of the firms products.

Question 7

List and briefly describe the four major sources of channel conflict.

Accepted Answer

a.Goal divergence - your objective and t

Question 8

Identify the situation where channel members have significant bargaining power over the marketing manager.

Accepted Answer

A) When the channel's sales volume is low relative to the product's total sales volume. 
B) When the product is well differentiated from competitors. 
C) When the channel poses a credible threat of backward integration. 
D) When the channel has high switching costs. 
A) When the channel's sales volume is low relative to the product's total sales volume. 
B) When the product is well differentiated from competitors. 
C) When the channel poses a credible threat of backward integration. 
D) When the channel has high switching costs.

Question 9

Logistic refers to physical distribution of goods from one location to another.

Accepted Answer

A) True 
 B)False

Question 10

An indirect channel appears to be better than a direct channel when product customization is important.

Accepted Answer

A) True 
 B)False

Question 11

A company typically uses ________ when an ingredient is used in or as part of another company's products.

Accepted Answer

A) VARs 
B) OEMs 
C) APIs 
D) SCMs 
A) VARs 
B) OEMs 
C) APIs 
D) SCMs

Question 12

When the channel member can enhance (or harm)the quality of the relationship between the selling firm and the customer,the channel member is engaging in:

Accepted Answer

A) marketing research. 
B) risk taking. 
C) service. 
D) relationship management. 
A) marketing research. 
B) risk taking. 
C) service. 
D) relationship management.

Question 13

Which of the following statements is true regarding a value-added reseller?

Accepted Answer

A) A value-added reseller normally has a much larger number of suppliers. 
B) Selling through a VAR is more like a supplier relationship. 
C) Companies selling through VARs rarely have well-established markets into which they can also sell by themselves. 
D) Marketing managers using VARs also have to have significant branded marketing skills. 
A) A value-added reseller normally has a much larger number of suppliers. 
B) Selling through a VAR is more like a supplier relationship. 
C) Companies selling through VARs rarely have well-established markets into which they can also sell by themselves. 
D) Marketing managers using VARs also have to have significant branded marketing skills.

Question 14

A broker assumes title risk and usually takes physical custody of products.

Accepted Answer

A) True 
 B)False

Question 15

Under ________,the idea is that retailers plan marketing and strategy for an entire group of products rather than on a brand by brand basis.

Accepted Answer

A) category management system 
B) value chain system 
C) mass marketing system 
D) hybrid system 
A) category management system 
B) value chain system 
C) mass marketing system 
D) hybrid system

Question 16

Which of the following can be used to resolve conflict?

Accepted Answer

A) Offering all products to all channels. 
B) Reducing the money spent on push and pull activities. 
C) Charging higher prices in the direct channel. 
D) Working with the channel members to develop joint solutions. 
A) Offering all products to all channels. 
B) Reducing the money spent on push and pull activities. 
C) Charging higher prices in the direct channel. 
D) Working with the channel members to develop joint solutions.

Question 17

In order to compete with "category killer" stores,local stores must offer ________ to warrant customer loyalty.

Accepted Answer

A) lower price 
B) sufficient service 
C) higher price 
D) less service 
A) lower price 
B) sufficient service 
C) higher price 
D) less service

Question 18

There are two broad categories of channels: direct and indirect channels.

Accepted Answer

A) True 
 B)False

Question 19

Identify the situation where indirect channels are more useful than direct channels.

Accepted Answer

A) When product customization is important. 
B) When after-sale service is important. 
C) When purchase orders are large. 
D) When transportation and storage are complex. 
A) When product customization is important. 
B) When after-sale service is important. 
C) When purchase orders are large. 
D) When transportation and storage are complex.

Question 20

Channel systems cannot be as easily changed as a marketing strategy.

Accepted Answer

A) True 
 B)False

As customer knowledge about a product increases:

Which of the following describes a business unit that negotiates purchases or sales but does not take title to the goods?

Companies that are marketing services must solve the same distribution problems as those that market tangible products.

Discuss efficient consumer response (ECR)and the continuous replenishment program (CRP).

Which of the following statements is true regarding channels?

According to the text,channels of distribution must be treated like:

List and briefly describe the four major sources of channel conflict.

Identify the situation where channel members have significant bargaining power over the marketing manager.

Logistic refers to physical distribution of goods from one location to another.

An indirect channel appears to be better than a direct channel when product customization is important.

A company typically uses ________ when an ingredient is used in or as part of another company's products.

When the channel member can enhance (or harm)the quality of the relationship between the selling firm and the customer,the channel member is engaging in:

Which of the following statements is true regarding a value-added reseller?

A broker assumes title risk and usually takes physical custody of products.

Under ________,the idea is that retailers plan marketing and strategy for an entire group of products rather than on a brand by brand basis.

Which of the following can be used to resolve conflict?

In order to compete with "category killer" stores,local stores must offer ________ to warrant customer loyalty.

There are two broad categories of channels: direct and indirect channels.

Identify the situation where indirect channels are more useful than direct channels.

Channel systems cannot be as easily changed as a marketing strategy.

Marketing and the Job of the Marketing Manager

A Strategic Marketing Framework

Marketing Research

Analyzing Consumer Behavior

Organizational Buying Behavior

Market Structure and Competitor Analysis

Product Decisions

New Product Development

Pricing

Communications and Advertising Strategy

Sales Promotion

Direct Channels of Distribution: Personal Selling and Direct Marketing

Customer Relationship Management

Special Topic: Strategies for Service Markets

Filters

Exam 12: Channels of Distribution

As customer knowledge about a product increases:

Which of the following describes a business unit that negotiates purchases or sales but does not take title to the goods?

Companies that are marketing services must solve the same distribution problems as those that market tangible products.

Discuss efficient consumer response (ECR)and the continuous replenishment program (CRP).

Which of the following statements is true regarding channels?

According to the text,channels of distribution must be treated like:

List and briefly describe the four major sources of channel conflict.

Identify the situation where channel members have significant bargaining power over the marketing manager.

Logistic refers to physical distribution of goods from one location to another.

An indirect channel appears to be better than a direct channel when product customization is important.

A company typically uses ________ when an ingredient is used in or as part of another company's products.

When the channel member can enhance (or harm)the quality of the relationship between the selling firm and the customer,the channel member is engaging in:

Which of the following statements is true regarding a value-added reseller?

A broker assumes title risk and usually takes physical custody of products.

Under ________,the idea is that retailers plan marketing and strategy for an entire group of products rather than on a brand by brand basis.

Which of the following can be used to resolve conflict?

In order to compete with "category killer" stores,local stores must offer ________ to warrant customer loyalty.

There are two broad categories of channels: direct and indirect channels.

Identify the situation where indirect channels are more useful than direct channels.

Channel systems cannot be as easily changed as a marketing strategy.

Marketing and the Job of the Marketing Manager

A Strategic Marketing Framework

Marketing Research

Analyzing Consumer Behavior

Organizational Buying Behavior

Market Structure and Competitor Analysis

Product Decisions

New Product Development

Pricing

Communications and Advertising Strategy

Sales Promotion

Direct Channels of Distribution: Personal Selling and Direct Marketing

Customer Relationship Management

Special Topic: Strategies for Service Markets

Filters