Question 1

As a high technology product enters a high growth phase,channel selection typically changes from:

Accepted Answer

A) direct sales to distributors 
B) distributors/VARs to traditional retailers 
C) traditional retailers to mass merchant 
D) distributors to mass merchant 
E) mass merchant to direct sales 
A) direct sales to distributors 
B) distributors/VARs to traditional retailers 
C) traditional retailers to mass merchant 
D) distributors to mass merchant 
E) mass merchant to direct sales

Question 2

The effects of disintermediation can include all of the following except:

Accepted Answer

A) keeping intermediaries satisfied 
B) cannibalization 
C) more direct relationships with customers 
D) displaced sales 
E) new value proposition 
A) keeping intermediaries satisfied 
B) cannibalization 
C) more direct relationships with customers 
D) displaced sales 
E) new value proposition

Question 3

The objectives of a hybrid channel are:

Accepted Answer

A) Increase market coverage 
B) Maintain cost efficiencies 
C) Minimize conflict 
D) All of the above 
E) A and B only 
A) Increase market coverage 
B) Maintain cost efficiencies 
C) Minimize conflict 
D) All of the above 
E) A and B only

Question 4

Which of the following about using compensation and communication as part of effective multi-channel marketing is FALSE?

Accepted Answer

A) Different channels must have policies that offer consistent reinforcement for the channel strategy. 
B) Information exchange can help channel members understand the logic behind the channel strategy. 
C) Channel members may sabotage new channel strategies if they do not 'buy into the changes. 
D) The 3 Cs model of business strategy (customers,costs,competitors)is the basis for channel design. 
E) Multi-channel marketing will invite conflict,and compensation and communication can go a long ways towards solving that problem. 
A) Different channels must have policies that offer consistent reinforcement for the channel strategy. 
B) Information exchange can help channel members understand the logic behind the channel strategy. 
C) Channel members may sabotage new channel strategies if they do not 'buy into the changes. 
D) The 3 Cs model of business strategy (customers,costs,competitors)is the basis for channel design. 
E) Multi-channel marketing will invite conflict,and compensation and communication can go a long ways towards solving that problem.

Question 5

Among the reasons for the existence of gray markets are:

Accepted Answer

A) a company's price-discount policy 
B) differential currency exchange rates across countries 
C) differential cost structures across retailers 
D) highly selective distribution 
E) all of the above 
A) a company's price-discount policy 
B) differential currency exchange rates across countries 
C) differential cost structures across retailers 
D) highly selective distribution 
E) all of the above

Question 6

The notion of the "long tail" is most aptly applied to sales in which industry?

Accepted Answer

A) Athletic shoes 
B) Movies and music 
C) Flower bouquets 
D) Magazine subscriptions 
E) None of the Above 
A) Athletic shoes 
B) Movies and music 
C) Flower bouquets 
D) Magazine subscriptions 
E) None of the Above

Question 7

A classic industry example of "tying" is:

Accepted Answer

A) Microsoft- selling their operating system and Internet browser together 
B) Apple- patenting the round dial on the iPod 
C) Amazon- collecting and controlling information on users without their consent 
D) Verizon- offering rebates on phones if customers sign a 2-year contract 
E) Gillette- selling razor refills for a higher cost than the original razor 
A) Microsoft- selling their operating system and Internet browser together 
B) Apple- patenting the round dial on the iPod 
C) Amazon- collecting and controlling information on users without their consent 
D) Verizon- offering rebates on phones if customers sign a 2-year contract 
E) Gillette- selling razor refills for a higher cost than the original razor

Question 8

Which of the following are indirect channels?

Accepted Answer

A) distributors 
B) brokers 
C) systems integrators 
D) resellers 
E) all of the above 
A) distributors 
B) brokers 
C) systems integrators 
D) resellers 
E) all of the above

Question 9

What are contact efficiencies?

Accepted Answer

A) The idea that adding an intermediary reduces the number of transactions in a market 
B) The idea that the Internet reduces costs of distribution 
C) The notion that intermediaries offer core competencies in logistics and distribution 
D) The efficiencies that arise from intrabrand competition 
E) The efficiencies gained when a company disintermediates its channel 
A) The idea that adding an intermediary reduces the number of transactions in a market 
B) The idea that the Internet reduces costs of distribution 
C) The notion that intermediaries offer core competencies in logistics and distribution 
D) The efficiencies that arise from intrabrand competition 
E) The efficiencies gained when a company disintermediates its channel

As a high technology product enters a high growth phase,channel selection typically changes from:

The effects of disintermediation can include all of the following except:

The objectives of a hybrid channel are:

Which of the following about using compensation and communication as part of effective multi-channel marketing is FALSE?

Among the reasons for the existence of gray markets are:

The notion of the "long tail" is most aptly applied to sales in which industry?

A classic industry example of "tying" is:

Which of the following are indirect channels?

What are contact efficiencies?

Marketing of High-Technology Products and Innovations

Strategic Market Planning in High-Tech Firms

Culture and Climate Considerations in High-Tech Companies

Market Orientation and Cross-Functional Marketing-Rd Interaction

Partnerships,alliances,and Customer Relationships

Marketing Research in High-Tech Markets

Understanding High-Tech Customers

Technology and Product Management

Pricing Considerations in High-Tech Markets

Marketing Communication Tools for High-Tech Markets

Strategic Considerations in Marketing Communications

Strategic Considerations for the Triple Bottom Line in High-Tech Companies

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Exam 9: Distribution Channels and Supply Chain Management in High-Tech Markets

As a high technology product enters a high growth phase,channel selection typically changes from:

The effects of disintermediation can include all of the following except:

The objectives of a hybrid channel are:

Which of the following about using compensation and communication as part of effective multi-channel marketing is FALSE?

Among the reasons for the existence of gray markets are:

The notion of the "long tail" is most aptly applied to sales in which industry?

A classic industry example of "tying" is:

Which of the following are indirect channels?

What are contact efficiencies?

Marketing of High-Technology Products and Innovations

Strategic Market Planning in High-Tech Firms

Culture and Climate Considerations in High-Tech Companies

Market Orientation and Cross-Functional Marketing-Rd Interaction

Partnerships,alliances,and Customer Relationships

Marketing Research in High-Tech Markets

Understanding High-Tech Customers

Technology and Product Management

Pricing Considerations in High-Tech Markets

Marketing Communication Tools for High-Tech Markets

Strategic Considerations in Marketing Communications

Strategic Considerations for the Triple Bottom Line in High-Tech Companies

Filters