Question 1

The greatest number of contact lines most likely involves manufacturers selling products ________.

Accepted Answer

A)   directly to retailers
B)   through one wholesaler
C)   directly to intermediaries
D)   through two wholesalers
E)   through three wholesalers A

Question 2

Which of the following most likely occurs in the first stage of the marketing channel strategy framework?

Accepted Answer

A)   comparing different channel structures and strategies
B)   segmenting the market based on end-users' needs
C)   identifying best practices in channel structures
D)   examining potential channel conflicts
E)   developing policies and practices B

Question 3

In the context of a marketing channel,the relationship with an end-user is considered finished once a product or service has been distributed.

Accepted Answer

A) True 
 B)False  False

Question 4

Which term refers to a set of independent organizations involved in the process of making a product or service available for use or consumption?

Accepted Answer

A)   value chain
B)   supply chain
C)   marketing channel
D)   wholesale consortium
E)   multinational enterprise

Question 5

All of the following are key channel elements that must be managed to ensure that a channel system runs smoothly EXCEPT ________.

Accepted Answer

A)   power
B)   conflict
C)   logistics
D)   segments
E)   relationships

Question 6

Channel captains are typically manufacturers of branded products.

Accepted Answer

A) True 
 B)False

Question 7

Manufacturers are LEAST likely to use intermediaries to:

Accepted Answer

A)   negotiate terms of trade
B)   manage production levels
C)   transport products to customers
D)   facilitate product orders and payments
E)   sell products directly to final consumers

Question 8

All of the following are sorting functions performed by intermediaries EXCEPT ________.

Accepted Answer

A)   building up an assortment of products for resale purposes
B)   dividing stocks into smaller groups for easier handling
C)   combining similar products from multiple sources
D)   matching buyer product needs to retailer stocks
E)   sorting and grouping products that are similar

Question 9

Which channel function most likely plays a role in all value-added activities of a marketing channel system?

Accepted Answer

A)   information sharing
B)   promotion
C)   negotiation
D)   payment
E)   ordering

Question 10

Compu-Tech is an information technology firm that handles customer orders and payments for a variety of online retailers.Compu-Tech is most likely a(n)________.

Accepted Answer

A)   specialized intermediary
B)   merchant wholesaler
C)   retail intermediary
D)   specialty store
E)   distributor

Question 11

A marketing channel strategy is a set of activities focused on designing and managing a marketing channel for the purpose of ________.

Accepted Answer

A)   expanding a firm's position in niche markets
B)   improving a firm's sustainable competitive advantage
C)   minimizing difficulties with global distribution centers
D)   evaluating marketing expenses in order to find cost savings
E)   modifying the marketing mix to extend the product life cycle

Question 12

All of the following channel functions can move either upward or downward in the marketing channel EXCEPT ________.

Accepted Answer

A)   information sharing
B)   negotiating
C)   financing
D)   risk taking
E)   ordering

Question 13

What risk does a branded manufacturer most likely face by allocating part of its production capacity to private-label products?

Accepted Answer

A)   complicating the channel strategy
B)   creating a future competitor
C)   reducing licensing income
D)   losing customer trust
E)   depleting inventories

Question 14

What should most likely be the goal of all marketing channel members?

Accepted Answer

A)   moving products to retailers
B)   expanding sales territories
C)   reducing distribution errors
D)   satisfying end-users
E)   promoting products

Question 15

Which channel function almost always moves forward from the producer to the consumer?

Accepted Answer

A)   negotiation
B)   promotion
C)   financing
D)   payment
E)   risk

Question 16

What is the most likely outcome of an ineffective marketing channel strategy?

Accepted Answer

A)   limited product reach
B)   too many channel captains
C)   quick product line maturation
D)   excessive gatekeeper control
E)   wasted marketing mix components

Question 17

Which of the following indicates the proportional value added to the total channel's performance by each channel member?

Accepted Answer

A)   make-or-buy channel analysis
B)   segmentation analysis
C)   service outputs matrix
D)   gap analysis template
E)   normative profit share

Question 18

Tanya recently purchased paper towels,sodas,and frozen pizzas at Sam's Club,a hypermarket.In the marketing channel system,Tanya is best described as a(n)________.

Accepted Answer

A)   independent retailing agent
B)   consumption representative
C)   downstream channel member
D)   upstream channel member
E)   specialized intermediary

Question 19

Which term refers to activities such as physically distributing products,engaging in after-sales service,and handling customer payments?

Accepted Answer

A)   segmentation
B)   disintermediation
C)   channel strategies
D)   channel functions
E)   supply chain management

Question 20

Which term refers to splitting a market into groups of end-users?

Accepted Answer

A)   product promotion
B)   search facilitation
C)   channel integration
D)   segmentation
E)   routinization

Exam 1: Understanding Channel Strategies