Question 1

_____ is a critical process for uncovering the origin of a conflict and involves some means of articulating dissatisfaction.

Accepted Answer

A)  Exit 
B)  Aggression 
C)  Voice 
D)  Loyalty 
E)  Neglect 
A)  Exit 
B)  Aggression 
C)  Voice 
D)  Loyalty 
E)  Neglect C

Question 2

Most agency relationships have a degree of inherent goal conflict in that agents push for higher and higher sales,whereas manufacturers must be concerned with profit.

Accepted Answer

A) True 
 B)False  False

Question 3

Any partnership with vitality has conflict.

Accepted Answer

A) True 
 B)False  True

Question 4

In terms of goal conflict,manufacturers,when compared to distributors and agents:

Accepted Answer

A)  Are apt to seek some satisfactory level that affords their sought lifestyle 
B)  Are less aggressive 
C)  Care particularly more about the distributor's overall growth 
D)  Are apt to seek some hypothetical maximum profit 
E)  Care particularly more about their product category 
A)  Are apt to seek some satisfactory level that affords their sought lifestyle 
B)  Are less aggressive 
C)  Care particularly more about the distributor's overall growth 
D)  Are apt to seek some hypothetical maximum profit 
E)  Care particularly more about their product category

Question 5

In terms of responses to conflict,this is a bold move and is perhaps difficult to be seen as a positive approach to conflict.

Accepted Answer

A)  Loyalty 
B)  Voice 
C)  Exit 
D)  Aggression 
E)  Neglect 
A)  Loyalty 
B)  Voice 
C)  Exit 
D)  Aggression 
E)  Neglect

Question 6

_____ resides in a channel member's reliance on facts and figures,models and insights from its partner.

Accepted Answer

A)  Expert power 
B)  Information power 
C)  Referent power 
D)  Reward power 
E)  Coercive power 
A)  Expert power 
B)  Information power 
C)  Referent power 
D)  Reward power 
E)  Coercive power

Question 7

_____ is felt or enacted tension between parties

Accepted Answer

A)  Perception 
B)  Aggression 
C)  Conflict 
D)  Violence 
E)  Sensitivity 
A)  Perception 
B)  Aggression 
C)  Conflict 
D)  Violence 
E)  Sensitivity

Question 8

Manufacturers' agents:

Accepted Answer

A)  Hold title 
B)  Hold inventory 
C)  Promote the line 
D)  Provide negotiators 
E)  Provide credit 
A)  Hold title 
B)  Hold inventory 
C)  Promote the line 
D)  Provide negotiators 
E)  Provide credit

Question 9

The ability of one channel member to mediate punishments to get another to do what it otherwise would not do is:

Accepted Answer

A)  Coercive power 
B)  Reward power 
C)  Persuasive power 
D)  Referent power 
E)  Expert power 
A)  Coercive power 
B)  Reward power 
C)  Persuasive power 
D)  Referent power 
E)  Expert power

Question 10

In administered channels:

Accepted Answer

A)  The leader has no legal legitimate base of power 
B)  The members trade at arm's length 
C)  Each firm operates on its own 
D)  Formal procedures tightly coordinate the channels 
E)  There are high degrees of vertical integration in the sales and distribution functions 
A)  The leader has no legal legitimate base of power 
B)  The members trade at arm's length 
C)  Each firm operates on its own 
D)  Formal procedures tightly coordinate the channels 
E)  There are high degrees of vertical integration in the sales and distribution functions

Question 11

The primary function of _____ is to bring buyers and sellers together.

Accepted Answer

A)  Full-function wholesalers 
B)  Manufacturers' agents 
C)  Selling agents 
D)  Commission merchants 
E)  Brokers 
A)  Full-function wholesalers 
B)  Manufacturers' agents 
C)  Selling agents 
D)  Commission merchants 
E)  Brokers

Question 12

Resellers are allowed to promote the fact that they are authorized by the manufacturer to carry a particular line under these systems.

Accepted Answer

A)  Corporate channels 
B)  Franchisor-franchisee systems 
C)  Authorized wholesalers and dealers 
D)  Administered channels 
E)  Transactional channels 
A)  Corporate channels 
B)  Franchisor-franchisee systems 
C)  Authorized wholesalers and dealers 
D)  Administered channels 
E)  Transactional channels

Question 13

Firms that provide no buyer financing or delivery are:

Accepted Answer

A)  Drop shippers 
B)  Single-line wholesalers 
C)  Specialty wholesalers 
D)  Cash-and-carry distributors 
E)  Truck jobbers 
A)  Drop shippers 
B)  Single-line wholesalers 
C)  Specialty wholesalers 
D)  Cash-and-carry distributors 
E)  Truck jobbers

Question 14

Even if intensive personal selling is involved,a start-up firm lacks resources to initiate a national sales force.

Accepted Answer

A) True 
 B)False

Question 15

Wholesaling operations that a manufacturer owns and operates are known as:

Accepted Answer

A)  Catalog whole selling operations 
B)  Industrial distributors 
C)  Cash-and-carry distributors 
D)  Manufacturers' agents offices 
E)  Manufacturers' sales branches and offices 
A)  Catalog whole selling operations 
B)  Industrial distributors 
C)  Cash-and-carry distributors 
D)  Manufacturers' agents offices 
E)  Manufacturers' sales branches and offices

Question 16

Since a key requirement for the use of information power is gaining the target firm's attention to the information,referent power seems to work well in concert with data and models.

Accepted Answer

A) True 
 B)False

Question 17

Which of the following responses to conflict is most likely to have positive results?

Accepted Answer

A)  Exit 
B)  Voice 
C)  Loyalty 
D)  Aggression 
E)  Neglect 
A)  Exit 
B)  Voice 
C)  Loyalty 
D)  Aggression 
E)  Neglect

Question 18

These merchant wholesalers rely exclusively on mail,phone,Internet and fax orders from their web sites,but do not have a field sales force.

Accepted Answer

A)  Manufacturers' agents 
B)  Catalog wholesalers 
C)  Brokers 
D)  Single-line wholesalers 
E)  Specialty wholesalers 
A)  Manufacturers' agents 
B)  Catalog wholesalers 
C)  Brokers 
D)  Single-line wholesalers 
E)  Specialty wholesalers

Question 19

Manufacturers have the greatest control over:

Accepted Answer

A)  Administered channels 
B)  Relational channels 
C)  Corporate channels 
D)  Contractual channels. 
E)  administered channels 
A)  Administered channels 
B)  Relational channels 
C)  Corporate channels 
D)  Contractual channels. 
E)  administered channels

Question 20

Compare and contrast traditional legitimate power and legal legitimate power?

Accepted Answer

The basis of legitimate power stems from

_____ is a critical process for uncovering the origin of a conflict and involves some means of articulating dissatisfaction.

Most agency relationships have a degree of inherent goal conflict in that agents push for higher and higher sales,whereas manufacturers must be concerned with profit.

Any partnership with vitality has conflict.

In terms of goal conflict,manufacturers,when compared to distributors and agents:

In terms of responses to conflict,this is a bold move and is perhaps difficult to be seen as a positive approach to conflict.

_____ resides in a channel member's reliance on facts and figures,models and insights from its partner.

_____ is felt or enacted tension between parties

Manufacturers' agents:

The ability of one channel member to mediate punishments to get another to do what it otherwise would not do is:

In administered channels:

The primary function of _____ is to bring buyers and sellers together.

Resellers are allowed to promote the fact that they are authorized by the manufacturer to carry a particular line under these systems.

Firms that provide no buyer financing or delivery are:

Even if intensive personal selling is involved,a start-up firm lacks resources to initiate a national sales force.

Wholesaling operations that a manufacturer owns and operates are known as:

Since a key requirement for the use of information power is gaining the target firm's attention to the information,referent power seems to work well in concert with data and models.

Which of the following responses to conflict is most likely to have positive results?

These merchant wholesalers rely exclusively on mail,phone,Internet and fax orders from their web sites,but do not have a field sales force.

Manufacturers have the greatest control over:

Compare and contrast traditional legitimate power and legal legitimate power?

Introduction to Business Marketing

The Character of Business Marketing

The Purchasing Function

Organizational Buyer Behavior

Market Opportunities: Current and Potential

Marketing Strategy

Weaving Marketing Into the Fabric of the Firm

Developing and Managing Offerings: What Do Customers

Creating Customer Dialogue

Communicating Via Advertising, trade Shows and PR

The One to One Media

Sales and Sales Management

Pricing and Negotiating for Value

Evaluating Marketing Efforts

Customer Retention and Maximization

Filters

Exam 9: Business Marketing Channels: Partnerships for...

_____ is a critical process for uncovering the origin of a conflict and involves some means of articulating dissatisfaction.

Most agency relationships have a degree of inherent goal conflict in that agents push for higher and higher sales,whereas manufacturers must be concerned with profit.

Any partnership with vitality has conflict.

In terms of goal conflict,manufacturers,when compared to distributors and agents:

In terms of responses to conflict,this is a bold move and is perhaps difficult to be seen as a positive approach to conflict.

_____ resides in a channel member's reliance on facts and figures,models and insights from its partner.

_____ is felt or enacted tension between parties

Manufacturers' agents:

The ability of one channel member to mediate punishments to get another to do what it otherwise would not do is:

In administered channels:

The primary function of _____ is to bring buyers and sellers together.

Resellers are allowed to promote the fact that they are authorized by the manufacturer to carry a particular line under these systems.

Firms that provide no buyer financing or delivery are:

Even if intensive personal selling is involved,a start-up firm lacks resources to initiate a national sales force.

Wholesaling operations that a manufacturer owns and operates are known as:

Since a key requirement for the use of information power is gaining the target firm's attention to the information,referent power seems to work well in concert with data and models.

Which of the following responses to conflict is most likely to have positive results?

These merchant wholesalers rely exclusively on mail,phone,Internet and fax orders from their web sites,but do not have a field sales force.

Manufacturers have the greatest control over:

Compare and contrast traditional legitimate power and legal legitimate power?

Introduction to Business Marketing

The Character of Business Marketing

The Purchasing Function

Organizational Buyer Behavior

Market Opportunities: Current and Potential

Marketing Strategy

Weaving Marketing Into the Fabric of the Firm

Developing and Managing Offerings: What Do Customers

Creating Customer Dialogue

Communicating Via Advertising, trade Shows and PR

The One to One Media

Sales and Sales Management

Pricing and Negotiating for Value

Evaluating Marketing Efforts

Customer Retention and Maximization

Filters