Question 1

An intensive distribution strategy serves well for products such as snack foods and soft drinks.

Accepted Answer

A) True 
 B)False

Question 2

Toyota has an advantage over Lexus due to the fact that there are more Toyota dealers,which helps customers save on transportation and search costs in buying and repairing an automobile.Which of the following service outputs relates to this competitive advantage?

Accepted Answer

A) spatial convenience 
B) service backup 
C) lot size 
D) waiting time 
E) delivery time 
A) spatial convenience 
B) service backup 
C) lot size 
D) waiting time 
E) delivery time

Question 3

Spike Inc.is a sportswear manufacturer that recently launched its new line of customizable running shoes.The shoes come with a digital component that allows them to adapt to the runner's biomechanics.To promote this new product,Spike launches an advertising campaign and also ropes in a famous athlete to endorse the product.This is an example of a ________.

Accepted Answer

A) trade promotion 
B) reverse flow 
C) push strategy 
D) pull strategy 
E) backward flow 
A) trade promotion 
B) reverse flow 
C) push strategy 
D) pull strategy 
E) backward flow

Question 4

A group of small convenience stores forms a new business entity to buy products directly from manufacturers.The group buys products in bulk which are then distributed among members.This helps the stores obtain better profit margins.Which of the following types of vertical marketing system can be observed here?

Accepted Answer

A) contractual 
B) corporate 
C) administered 
D) controlled 
E) regulatory 
A) contractual 
B) corporate 
C) administered 
D) controlled 
E) regulatory

Question 5

Price pressure will be more for undifferentiated products than differentiated products.

Accepted Answer

A) True 
 B)False

Question 6

Exclusive dealings and tying agreements are illegal and prohibited by law.

Accepted Answer

A) True 
 B)False

Question 7

Which of the following channels is associated with the lowest cost per transaction?

Accepted Answer

A) Internet 
B) telemarketing 
C) retail stores 
D) distributor 
E) sales force 
A) Internet 
B) telemarketing 
C) retail stores 
D) distributor 
E) sales force

Question 8

A manufacturer uses the company's sales force and trade promotions to carry,promote,and sell products to end users.Which of the following strategies is this manufacturer using?

Accepted Answer

A) personalization strategy 
B) tailoring strategy 
C) push strategy 
D) pull strategy 
E) consumer promotion strategy 
A) personalization strategy 
B) tailoring strategy 
C) push strategy 
D) pull strategy 
E) consumer promotion strategy

Question 9

Companies should first think of the target market and then design the supply chain backward from that point.This strategy is called demand chain planning.

Accepted Answer

A) True 
 B)False

Question 10

Which of the following activities is a reverse-flow channel of marketing?

Accepted Answer

A) raw materials movement 
B) product recycling 
C) materials ordering 
D) finished goods storage 
E) customer order placement 
A) raw materials movement 
B) product recycling 
C) materials ordering 
D) finished goods storage 
E) customer order placement

Question 11

Sales agents and brokers are called facilitators in a marketing channel.

Accepted Answer

A) True 
 B)False

Question 12

A manufacturer wants to achieve rapid market penetration through a low-price policy.However,its dealers prefer to work with high margins and pursue short-run profitability.The major reason for this conflict is ________.

Accepted Answer

A) goal incompatibility 
B) unclear roles 
C) ambiguous rights 
D) differences in perception 
E) dependence on the manufacturer 
A) goal incompatibility 
B) unclear roles 
C) ambiguous rights 
D) differences in perception 
E) dependence on the manufacturer

Question 13

________ call(s)for the producer to establish a schedule of discounts and allowances that intermediaries see as equitable and sufficient.

Accepted Answer

A) Exclusive dealings 
B) Mutual services 
C) Territorial rights 
D) Price policy 
E) Tying agreements 
A) Exclusive dealings 
B) Mutual services 
C) Territorial rights 
D) Price policy 
E) Tying agreements

Question 14

A zero-level marketing channel typically uses a wholesaler and a retailer.

Accepted Answer

A) True 
 B)False

Question 15

Cortron Consultants provides business consulting services for startups.It helps customers design their supply chains by first evaluating the target market and then proceeds backward from that point.What is this strategy of reverse design called? Briefly explain.

Accepted Answer

This strategy is called demand

Question 16

A corporate vertical marketing system combines successive stages of production and distribution under single ownership.

Accepted Answer

A) True 
 B)False

Question 17

As a service output produced by marketing channels,product variety refers to the ________.

Accepted Answer

A) units the channel permits a customer to purchase at once 
B) assortment provided by the marketing channel 
C) add-on services provided by the channel 
D) ability of a product to provide incremental value 
E) degree to which the channel makes it easy for customers to purchase a product 
A) units the channel permits a customer to purchase at once 
B) assortment provided by the marketing channel 
C) add-on services provided by the channel 
D) ability of a product to provide incremental value 
E) degree to which the channel makes it easy for customers to purchase a product

Question 18

Which of the following products is most likely to be sold using an exclusive distribution strategy?

Accepted Answer

A) designer luggage 
B) cigarettes 
C) alcoholic beverages 
D) car fuel 
E) medicine 
A) designer luggage 
B) cigarettes 
C) alcoholic beverages 
D) car fuel 
E) medicine

Question 19

Marketing channels are the set of pathways a product or service follows after production,culminating in purchase and consumption by the final end user.

Accepted Answer

A) True 
 B)False

Question 20

A group of small sellers take the initiative and organize a new business entity to carry on wholesaling and possibly some production.This initiative is called a(n)________.

Accepted Answer

A) retailer cooperative 
B) franchise organization 
C) area-based cartel 
D) sponsored voluntary chain 
E) alternate selling channel 
A) retailer cooperative 
B) franchise organization 
C) area-based cartel 
D) sponsored voluntary chain 
E) alternate selling channel

Exam 15: Designing and Managing Marketing Channels and Value Networks

An intensive distribution strategy serves well for products such as snack foods and soft drinks.

Toyota has an advantage over Lexus due to the fact that there are more Toyota dealers,which helps customers save on transportation and search costs in buying and repairing an automobile.Which of the following service outputs relates to this competitive advantage?

Price pressure will be more for undifferentiated products than differentiated products.

Exclusive dealings and tying agreements are illegal and prohibited by law.

Which of the following channels is associated with the lowest cost per transaction?

A manufacturer uses the company's sales force and trade promotions to carry,promote,and sell products to end users.Which of the following strategies is this manufacturer using?

Companies should first think of the target market and then design the supply chain backward from that point.This strategy is called demand chain planning.

Which of the following activities is a reverse-flow channel of marketing?

Sales agents and brokers are called facilitators in a marketing channel.

A manufacturer wants to achieve rapid market penetration through a low-price policy.However,its dealers prefer to work with high margins and pursue short-run profitability.The major reason for this conflict is ________.

________ call(s)for the producer to establish a schedule of discounts and allowances that intermediaries see as equitable and sufficient.

A zero-level marketing channel typically uses a wholesaler and a retailer.

Cortron Consultants provides business consulting services for startups.It helps customers design their supply chains by first evaluating the target market and then proceeds backward from that point.What is this strategy of reverse design called? Briefly explain.

A corporate vertical marketing system combines successive stages of production and distribution under single ownership.

As a service output produced by marketing channels,product variety refers to the ________.

Which of the following products is most likely to be sold using an exclusive distribution strategy?

Marketing channels are the set of pathways a product or service follows after production,culminating in purchase and consumption by the final end user.

A group of small sellers take the initiative and organize a new business entity to carry on wholesaling and possibly some production.This initiative is called a(n)________.

Defining Marketing for the New Realities

Developing Marketing Strategies and Plans

Gathering Information and Forecasting Demand

Conducting Marketing Research

Creating Customer Value,satisfaction,and Loyalty

Analyzing Consumer Markets

Analyzing Business Markets

Identifying Market Segments and Targets

Creating Brand Equity

Crafting the Brand Positioning

Competitive Dynamics

Setting Product Strategy

Designing and Managing Services

Developing Pricing Strategies and Programs

Managing Retailing,wholesaling,and Logistics

Designing and Managing Integrated Marketing Communications

Managing Mass Communications: Advertising, sales Promotions, events, and Public Relations

Managing Digital Communications: Online, social Media, and Mobile

Managing Personal Communications: Direct and Database Marketing and Personal Selling

Introducing New Market Offerings

Tapping Into Global Markets

Managing a Holistic Marketing Organization

Filters