Question 1

What is a channel captain? What is its function and how does it accomplish this?

Accepted Answer

Because channels consist of independent

Question 2

Any intermediary between a manufacturer and end-user markets is referred to as a

Accepted Answer

A) retailer. 
B) middleman. 
C) wholesaler. 
D) broker. 
E) distributor. 
A) retailer. 
B) middleman. 
C) wholesaler. 
D) broker. 
E) distributor.

Question 3

Channels are typically designed to satisfy one or more of four consumer buying requirements. When a membership book club allows its members to use the Internet to notify the company whether they want to receive the next month's issue, the book club is appealing to which buyer requirement?

Accepted Answer

A) information 
B) convenience 
C) variety 
D) pre- or post-sale services 
E) adaptability 
A) information 
B) convenience 
C) variety 
D) pre- or post-sale services 
E) adaptability

Question 4

-A variety of terms are used for marketing intermediaries. According to Figure 12-1 above, C represents a(n) __________.

Accepted Answer

A) retailer 
B) dealer 
C) wholesaler 
D) distributor 
E) agent or broker 
A) retailer 
B) dealer 
C) wholesaler 
D) distributor 
E) agent or broker

Question 5

An agent refers to

Accepted Answer

A) any intermediary with legal authority to act on behalf of the manufacturer. 
B) independent firms or individuals whose principal function is to transport goods. 
C) any intermediary who takes ownership of a manufacturer's goods or services and then finds multiple buyers for them. 
D) a manufacturer's paid representative and acting voice in initial sales transactions. 
E) a manufacturing "matchmaker" who actively seeks out potential consumers and brings them to retailers. 
A) any intermediary with legal authority to act on behalf of the manufacturer. 
B) independent firms or individuals whose principal function is to transport goods. 
C) any intermediary who takes ownership of a manufacturer's goods or services and then finds multiple buyers for them. 
D) a manufacturer's paid representative and acting voice in initial sales transactions. 
E) a manufacturing "matchmaker" who actively seeks out potential consumers and brings them to retailers.

Question 6

Extending credit to customers would be an example of a __________ function performed by channel intermediaries.

Accepted Answer

A) transactional 
B) logistical 
C) facilitating 
D) buying 
E) risk taking 
A) transactional 
B) logistical 
C) facilitating 
D) buying 
E) risk taking

Question 7

A marketing channel relies on __________ to make products available to consumers and industrial users.

Accepted Answer

A) logistics 
B) strategic distribution 
C) strategic marketing planning 
D) supply chains 
E) value chain optimization 
A) logistics 
B) strategic distribution 
C) strategic marketing planning 
D) supply chains 
E) value chain optimization

Question 8

Horizontal conflict refers to conflict that occurs between

Accepted Answer

A) two different levels in a marketing channel. 
B) members of upper management who make the marketing channel decisions and lower management who must implement these decisions. 
C) two producers of the same product vying for the same distribution channel members. 
D) two members in the same level of a marketing channel. 
E) a firm's and its customers' goals. 
A) two different levels in a marketing channel. 
B) members of upper management who make the marketing channel decisions and lower management who must implement these decisions. 
C) two producers of the same product vying for the same distribution channel members. 
D) two members in the same level of a marketing channel. 
E) a firm's and its customers' goals.

Question 9

-Figure 12-3 above depicts the four most common marketing channels for consumer products and services. Y represents

Accepted Answer

A) consumers. 
B) industrial users. 
C) wholesalers. 
D) agents or brokers. 
E) retailers. 
A) consumers. 
B) industrial users. 
C) wholesalers. 
D) agents or brokers. 
E) retailers.

Question 10

There are four types of franchising arrangements. List the systems and provide a brief description of each.

Accepted Answer

Franchising is a contractual arrangement

Question 11

Forward integration means

Accepted Answer

A) a retailer owns a manufacturing operation. 
B) a wholesaler owns a manufacturing operation. 
C) retailers form a strategic channel alliance with manufacturers to purchase products at better prices since they are able to place much larger orders. 
D) a producer owns an intermediary at the next level down in the marketing channel. 
E) all links in the distribution chain own stock in the manufacturer's company. 
A) a retailer owns a manufacturing operation. 
B) a wholesaler owns a manufacturing operation. 
C) retailers form a strategic channel alliance with manufacturers to purchase products at better prices since they are able to place much larger orders. 
D) a producer owns an intermediary at the next level down in the marketing channel. 
E) all links in the distribution chain own stock in the manufacturer's company.

Question 12

The blending of different communication and delivery channels that are mutually reinforcing in attracting, retaining, and building relationships with consumers who shop and buy in traditional intermediaries and online is referred to as __________.

Accepted Answer

A) direct marketing 
B) indirect marketing 
C) intensive marketing 
D) multichannel marketing 
E) electronic marketing 
A) direct marketing 
B) indirect marketing 
C) intensive marketing 
D) multichannel marketing 
E) electronic marketing

Question 13

Define and describe at least one similarity and one difference between dual distribution and a strategic channel alliance.

Accepted Answer

Dual distribution occurs when a firm emp

Question 14

Multichannel marketing is the blending of different __________ that are mutually reinforcing in attracting, retaining, and building relationships with consumers who shop and buy in traditional intermediaries and online.

Accepted Answer

A) pricing channels 
B) distribution channels 
C) communication and delivery channels 
D) direct and indirect channels 
E) communication channels 
A) pricing channels 
B) distribution channels 
C) communication and delivery channels 
D) direct and indirect channels 
E) communication channels

Question 15

Dell has adopted a(n) __________ supply chain strategy to better serve its customers.

Accepted Answer

A) responsive 
B) reactionary 
C) efficient 
D) proficient 
E) economical 
A) responsive 
B) reactionary 
C) efficient 
D) proficient 
E) economical

Question 16

Which of the following statements best describes the difference between a corporate vertical marketing system and an administered vertical marketing system?

Accepted Answer

A) Administered vertical marketing systems gain power through ownership while corporate vertical marketing systems gain power through contractual agreement. 
B) Administered vertical marketing systems gain power through the size and influence of one channel member and through ownership, rather than through contractual arrangement. 
C) Administered vertical marketing systems gain power through contractual agreements and ownership rather than through size. 
D) Administered vertical marketing systems are usually larger and more profitable than corporate vertical marketing systems. 
E) Administered vertical marketing systems achieve coordination in production and distribution through the size and influence of one channel member rather than through ownership. 
A) Administered vertical marketing systems gain power through ownership while corporate vertical marketing systems gain power through contractual agreement. 
B) Administered vertical marketing systems gain power through the size and influence of one channel member and through ownership, rather than through contractual arrangement. 
C) Administered vertical marketing systems gain power through contractual agreements and ownership rather than through size. 
D) Administered vertical marketing systems are usually larger and more profitable than corporate vertical marketing systems. 
E) Administered vertical marketing systems achieve coordination in production and distribution through the size and influence of one channel member rather than through ownership.

Question 17

Professionally managed and centrally coordinated marketing channels designed to achieve channel economies and maximum marketing impact are referred to as __________.

Accepted Answer

A) integrated marketing systems 
B) horizontal marketing systems 
C) vertical marketing systems 
D) functional marketing systems 
E) cooperative marketing systems 
A) integrated marketing systems 
B) horizontal marketing systems 
C) vertical marketing systems 
D) functional marketing systems 
E) cooperative marketing systems

Question 18

Because its customers desire rapid delivery and a wide variety of customizable products, Dell made a conscious decision to use a(n) __________ supply chain to meet these requirements.

Accepted Answer

A) integrated 
B) efficient 
C) harmonized 
D) responsive 
E) multi-tiered 
A) integrated 
B) efficient 
C) harmonized 
D) responsive 
E) multi-tiered

Question 19

A distributor refers to

Accepted Answer

A) an imprecise term for intermediaries who perform a variety of distribution functions, including selling, maintaining inventories, extending credit, and so on. 
B) an intermediary who sells only to manufacturers. 
C) an intermediary who takes possession of a product, alters it in some way, and then sells it to the ultimate consumer. 
D) an intermediary who sells only to consumers. 
E) an intermediary who sells only to other intermediaries. 
A) an imprecise term for intermediaries who perform a variety of distribution functions, including selling, maintaining inventories, extending credit, and so on. 
B) an intermediary who sells only to manufacturers. 
C) an intermediary who takes possession of a product, alters it in some way, and then sells it to the ultimate consumer. 
D) an intermediary who sells only to consumers. 
E) an intermediary who sells only to other intermediaries.

Question 20

The type of vertical marketing system that achieves coordination at successive stages of production and distribution by the size and influence of one channel member rather than through ownership is referred to as a(n) __________.

Accepted Answer

A) corporate vertical marketing system 
B) integrated vertical marketing system 
C) contractual vertical marketing system 
D) administered vertical marketing system 
E) interactive vertical marketing system 
A) corporate vertical marketing system 
B) integrated vertical marketing system 
C) contractual vertical marketing system 
D) administered vertical marketing system 
E) interactive vertical marketing system

What is a channel captain? What is its function and how does it accomplish this?

Any intermediary between a manufacturer and end-user markets is referred to as a

Channels are typically designed to satisfy one or more of four consumer buying requirements. When a membership book club allows its members to use the Internet to notify the company whether they want to receive the next month's issue, the book club is appealing to which buyer requirement?

-A variety of terms are used for marketing intermediaries. According to Figure 12-1 above, C represents a(n) __________.

An agent refers to

Extending credit to customers would be an example of a __________ function performed by channel intermediaries.

A marketing channel relies on __________ to make products available to consumers and industrial users.

Horizontal conflict refers to conflict that occurs between

-Figure 12-3 above depicts the four most common marketing channels for consumer products and services. Y represents

There are four types of franchising arrangements. List the systems and provide a brief description of each.

Forward integration means

The blending of different communication and delivery channels that are mutually reinforcing in attracting, retaining, and building relationships with consumers who shop and buy in traditional intermediaries and online is referred to as __________.

Define and describe at least one similarity and one difference between dual distribution and a strategic channel alliance.

Multichannel marketing is the blending of different __________ that are mutually reinforcing in attracting, retaining, and building relationships with consumers who shop and buy in traditional intermediaries and online.

Dell has adopted a(n) __________ supply chain strategy to better serve its customers.

Which of the following statements best describes the difference between a corporate vertical marketing system and an administered vertical marketing system?

Professionally managed and centrally coordinated marketing channels designed to achieve channel economies and maximum marketing impact are referred to as __________.

Because its customers desire rapid delivery and a wide variety of customizable products, Dell made a conscious decision to use a(n) __________ supply chain to meet these requirements.

A distributor refers to

The type of vertical marketing system that achieves coordination at successive stages of production and distribution by the size and influence of one channel member rather than through ownership is referred to as a(n) __________.

Creating Customer Relationships and Value Through Marketing

Developing Successful Organizational and Marketing Strategies

Understanding the Marketing Environment, Ethical Behavior, and Social Responsibility

Understanding Consumer Behavior

Understanding Organizations As Customers

Understanding and Reaching Global Consumers and Markets

Marketing Research: From Customer Insights to Actions

Market Segmentation, Targeting, and Positioning

Developing New Products and Services

Managing Successful Products, Services, and Brands

Pricing Products and Services

Retailing and Wholesaling

Integrated Marketing Communications and Direct Marketing

Advertising, Sales Promotion, and Public Relations

Using Social Media to Connect With Consumers

Personal Selling and Sales Management

Implementing Interactive and Multichannel Marketing

Filters

Exam 12: Managing Marketing Channels and Supply Chains

What is a channel captain? What is its function and how does it accomplish this?

Any intermediary between a manufacturer and end-user markets is referred to as a

Channels are typically designed to satisfy one or more of four consumer buying requirements. When a membership book club allows its members to use the Internet to notify the company whether they want to receive the next month's issue, the book club is appealing to which buyer requirement?

-A variety of terms are used for marketing intermediaries. According to Figure 12-1 above, C represents a(n) __________.

An agent refers to

Extending credit to customers would be an example of a __________ function performed by channel intermediaries.

A marketing channel relies on __________ to make products available to consumers and industrial users.

Horizontal conflict refers to conflict that occurs between

-Figure 12-3 above depicts the four most common marketing channels for consumer products and services. Y represents

There are four types of franchising arrangements. List the systems and provide a brief description of each.

Forward integration means

The blending of different communication and delivery channels that are mutually reinforcing in attracting, retaining, and building relationships with consumers who shop and buy in traditional intermediaries and online is referred to as __________.

Define and describe at least one similarity and one difference between dual distribution and a strategic channel alliance.

Multichannel marketing is the blending of different __________ that are mutually reinforcing in attracting, retaining, and building relationships with consumers who shop and buy in traditional intermediaries and online.

Dell has adopted a(n) __________ supply chain strategy to better serve its customers.

Which of the following statements best describes the difference between a corporate vertical marketing system and an administered vertical marketing system?

Professionally managed and centrally coordinated marketing channels designed to achieve channel economies and maximum marketing impact are referred to as __________.

Because its customers desire rapid delivery and a wide variety of customizable products, Dell made a conscious decision to use a(n) __________ supply chain to meet these requirements.

A distributor refers to

The type of vertical marketing system that achieves coordination at successive stages of production and distribution by the size and influence of one channel member rather than through ownership is referred to as a(n) __________.

Creating Customer Relationships and Value Through Marketing

Developing Successful Organizational and Marketing Strategies

Understanding the Marketing Environment, Ethical Behavior, and Social Responsibility

Understanding Consumer Behavior

Understanding Organizations As Customers

Understanding and Reaching Global Consumers and Markets

Marketing Research: From Customer Insights to Actions

Market Segmentation, Targeting, and Positioning

Developing New Products and Services

Managing Successful Products, Services, and Brands

Pricing Products and Services

Retailing and Wholesaling

Integrated Marketing Communications and Direct Marketing

Advertising, Sales Promotion, and Public Relations

Using Social Media to Connect With Consumers

Personal Selling and Sales Management

Implementing Interactive and Multichannel Marketing

Filters