Question 1

Canon sells laser printer engines to Hewlett-Packard for its LaserJet line.Here Canon acts as a value-added reseller.

Accepted Answer

A) True 
 B)False

Question 2

List and briefly describe the situations in which channel members are likely to have significant bargaining power over the marketing manager.

Accepted Answer

a.The channel's sales volume is large re

Question 3

Which of the following statements is true about a multiple-channel system?

Accepted Answer

A) It reduces the cost of distribution. 
B) It is a type of a direct channel where intermediaries are eliminated through the use of information technology. 
C) It simplifies coordination and management of the channel of distribution. 
D) Loss of control is a typical problem associated with a multiple-channel system. 
A) It reduces the cost of distribution. 
B) It is a type of a direct channel where intermediaries are eliminated through the use of information technology. 
C) It simplifies coordination and management of the channel of distribution. 
D) Loss of control is a typical problem associated with a multiple-channel system.

Question 4

Organizations that buy products from a variety of vendors,assemble them in packages,and resell the packages to specialized segments are known as original equipment manufacturers.

Accepted Answer

A) True 
 B)False

Question 5

Wholesalers try to deliver products to customers in lot sizes that match their needs.Identify this channel function.

Accepted Answer

A) communications 
B) matching/customizing 
C) risk taking 
D) relationship management 
A) communications 
B) matching/customizing 
C) risk taking 
D) relationship management

Question 6

The channel stops at the loading platform and what happens afterward is the buyer's responsibility.

Accepted Answer

A) True 
 B)False

Question 7

A hybrid system is a modification of the multiple-channel system in which members of the channel system perform complementary functions.

Accepted Answer

A) True 
 B)False

Question 8

Identify the source of conflict when the perception of who owns a particular sector differs from channel participants.

Accepted Answer

A) goal divergence 
B) domain dissensus 
C) differing perceptions of reality 
D) misuse of power 
A) goal divergence 
B) domain dissensus 
C) differing perceptions of reality 
D) misuse of power

Question 9

When does a direct channel appear to be better than an indirect channel?

Accepted Answer

A) When product customization is important. 
B) When one-stop shopping for many products is important. 
C) When availability is important. 
D) When after-sale service is important. 
A) When product customization is important. 
B) When one-stop shopping for many products is important. 
C) When availability is important. 
D) When after-sale service is important.

Question 10

Identify the process where retailers,wholesalers,and marketing managers work together to attempt to accurately forecast demand?

Accepted Answer

A) direct marketing 
B) hybrid system 
C) continuous replenishment program 
D) value chain management 
A) direct marketing 
B) hybrid system 
C) continuous replenishment program 
D) value chain management

Question 11

Which of the following statements is true regarding the value-added chain of distribution channels?

Accepted Answer

A) The value-added chain of distribution channels begins with the customer. 
B) Distribution channels establish a connection between the firm and the customers. 
C) One of the components of the value-added chain of distribution channels is the government. 
D) Distribution channels connect suppliers to the firm. 
A) The value-added chain of distribution channels begins with the customer. 
B) Distribution channels establish a connection between the firm and the customers. 
C) One of the components of the value-added chain of distribution channels is the government. 
D) Distribution channels connect suppliers to the firm.

Question 12

It is difficult to enter Japan's retail market because of:

Accepted Answer

A) its maze of importion and operational laws. 
B) high brand loyalty. 
C) its high dependence on black markets. 
D) low level of disposable income. 
A) its maze of importion and operational laws. 
B) high brand loyalty. 
C) its high dependence on black markets. 
D) low level of disposable income.

Question 13

Competitive distribution structures cannot differ in the same market.

Accepted Answer

A) True 
 B)False

Question 14

Identify the systems in which the manufacturer must be concerned about meeting not only its own objectives but also the objectives of the retailer.

Accepted Answer

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

Question 15

A direct channel appears to be better than an indirect channel when after-sale service is important.

Accepted Answer

A) True 
 B)False

Question 16

Indirect channels can reach more customers and perform functions that the sales force cannot.

Accepted Answer

A) True 
 B)False

Question 17

Some channel members seek out and interact with customers.Independent agents and wholesalers develop retail accounts for products.This channel function is known as:

Accepted Answer

A) contact. 
B) communications. 
C) negotiation. 
D) risk taking. 
A) contact. 
B) communications. 
C) negotiation. 
D) risk taking.

Question 18

Which of the following indicates physical distribution of goods from one location to another?

Accepted Answer

A) procurement 
B) logistics 
C) segmentation 
D) inventory management 
A) procurement 
B) logistics 
C) segmentation 
D) inventory management

Question 19

Because agents are compensated only when they sell,based on a negotiated commission rate,the channel costs become fixed costs rather than variable.

Accepted Answer

A) True 
 B)False

Question 20

"Category killers" are large retailers selling products in a particular product category at a discount.

Accepted Answer

A) True 
 B)False

Canon sells laser printer engines to Hewlett-Packard for its LaserJet line.Here Canon acts as a value-added reseller.

List and briefly describe the situations in which channel members are likely to have significant bargaining power over the marketing manager.

Which of the following statements is true about a multiple-channel system?

Organizations that buy products from a variety of vendors,assemble them in packages,and resell the packages to specialized segments are known as original equipment manufacturers.

Wholesalers try to deliver products to customers in lot sizes that match their needs.Identify this channel function.

The channel stops at the loading platform and what happens afterward is the buyer's responsibility.

A hybrid system is a modification of the multiple-channel system in which members of the channel system perform complementary functions.

Identify the source of conflict when the perception of who owns a particular sector differs from channel participants.

When does a direct channel appear to be better than an indirect channel?

Identify the process where retailers,wholesalers,and marketing managers work together to attempt to accurately forecast demand?

Which of the following statements is true regarding the value-added chain of distribution channels?

It is difficult to enter Japan's retail market because of:

Competitive distribution structures cannot differ in the same market.

Identify the systems in which the manufacturer must be concerned about meeting not only its own objectives but also the objectives of the retailer.

A direct channel appears to be better than an indirect channel when after-sale service is important.

Indirect channels can reach more customers and perform functions that the sales force cannot.

Some channel members seek out and interact with customers.Independent agents and wholesalers develop retail accounts for products.This channel function is known as:

Which of the following indicates physical distribution of goods from one location to another?

Because agents are compensated only when they sell,based on a negotiated commission rate,the channel costs become fixed costs rather than variable.

"Category killers" are large retailers selling products in a particular product category at a discount.

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

Canon sells laser printer engines to Hewlett-Packard for its LaserJet line.Here Canon acts as a value-added reseller.

List and briefly describe the situations in which channel members are likely to have significant bargaining power over the marketing manager.

Which of the following statements is true about a multiple-channel system?

Organizations that buy products from a variety of vendors,assemble them in packages,and resell the packages to specialized segments are known as original equipment manufacturers.

Wholesalers try to deliver products to customers in lot sizes that match their needs.Identify this channel function.

The channel stops at the loading platform and what happens afterward is the buyer's responsibility.

A hybrid system is a modification of the multiple-channel system in which members of the channel system perform complementary functions.

Identify the source of conflict when the perception of who owns a particular sector differs from channel participants.

When does a direct channel appear to be better than an indirect channel?

Identify the process where retailers,wholesalers,and marketing managers work together to attempt to accurately forecast demand?

Which of the following statements is true regarding the value-added chain of distribution channels?

It is difficult to enter Japan's retail market because of:

Competitive distribution structures cannot differ in the same market.

Identify the systems in which the manufacturer must be concerned about meeting not only its own objectives but also the objectives of the retailer.

A direct channel appears to be better than an indirect channel when after-sale service is important.

Indirect channels can reach more customers and perform functions that the sales force cannot.

Some channel members seek out and interact with customers.Independent agents and wholesalers develop retail accounts for products.This channel function is known as:

Which of the following indicates physical distribution of goods from one location to another?

Because agents are compensated only when they sell,based on a negotiated commission rate,the channel costs become fixed costs rather than variable.

"Category killers" are large retailers selling products in a particular product category at a discount.

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