Question 1

Brick-and-click companies are those that have launched a Web site without any previous existence as a firm.

Accepted Answer

A) True 
 B)False

Question 2

Crafted Jewels is a jewelry manufacturer that sells its designs to various jewelry retailers. The retailers often complain that the company's online store acts as a competitor and reduces their profitability. What type of conflict is this? Briefly explain.

Accepted Answer

This is a case of multichannel

Question 3

A conventional marketing channel includes the producer, wholesalers, and retailers acting as a unified system.

Accepted Answer

A) True 
 B)False

Question 4

Distributors' territorial rights define the terms under which the producer will enfranchise other distributors.

Accepted Answer

A) True 
 B)False

Question 5

Which of the following is a major threat facing the brick-and-mortar manufacturers when they add an e-commerce channel?

Accepted Answer

A)  It creates the possibility of a backlash from the existing intermediaries. 
B)  It increases the likelihood of product cannibalization. 
C)  Successful implementation leads to a significant increase in operational costs. 
D)  It significantly increases the resource requirements of the organization. 
E)  E-commerce channels often have low potential for attracting customers. 
A)  It creates the possibility of a backlash from the existing intermediaries. 
B)  It increases the likelihood of product cannibalization. 
C)  Successful implementation leads to a significant increase in operational costs. 
D)  It significantly increases the resource requirements of the organization. 
E)  E-commerce channels often have low potential for attracting customers.

Question 6

M-commerce refers to ________.

Accepted Answer

A)  conducting business using mobile channels 
B)  the use of mass media communications to attract customers 
C)  providing mobile and on-site services to customers 
D)  the use of a specific medium to communicate with prospects 
E)  using the Internet as a medium for doing business 
A)  conducting business using mobile channels 
B)  the use of mass media communications to attract customers 
C)  providing mobile and on-site services to customers 
D)  the use of a specific medium to communicate with prospects 
E)  using the Internet as a medium for doing business

Question 7

A pull strategy is particularly appropriate when there is low brand loyalty in a category, brand choice is made in the store, the product is an impulse item, and product benefits are well understood.

Accepted Answer

A) True 
 B)False

Question 8

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

Accepted Answer

A) True 
 B)False

Question 9

Winstar is a large scale manufacturer which has more than a hundred partners across the globe. When making decisions concerning distribution and channel optimization, the company invites members from its channel partners to be part of its advisory committee. This helps the company maintain harmony with its partners. Which of the following conflict resolution techniques is Winstar using?

Accepted Answer

A)  diplomatic counselling 
B)  mediation 
C)  arbitration 
D)  co-option 
E)  joint membership 
A)  diplomatic counselling 
B)  mediation 
C)  arbitration 
D)  co-option 
E)  joint membership

Question 10

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 11

Which of the following types of distribution involves severely limiting the number of channel intermediaries?

Accepted Answer

A)  exclusive 
B)  selective 
C)  intensive 
D)  aggressive 
E)  retail 
A)  exclusive 
B)  selective 
C)  intensive 
D)  aggressive 
E)  retail

Question 12

Which of the following allows a firm to maintain control over the service level and obtain more dedicated and knowledgeable selling?

Accepted Answer

A)  selective distribution 
B)  intensive distribution 
C)  push strategy 
D)  exclusive distribution 
E)  pull strategy 
A)  selective distribution 
B)  intensive distribution 
C)  push strategy 
D)  exclusive distribution 
E)  pull strategy

Question 13

Which of the following channel conflict resolution techniques is used only if everything else proves ineffective?

Accepted Answer

A)  legal recourse 
B)  mediation 
C)  arbitration 
D)  co-option 
E)  superordinate goals 
A)  legal recourse 
B)  mediation 
C)  arbitration 
D)  co-option 
E)  superordinate goals

Question 14

Exclusive dealing arrangements are mainly used by companies looking for an edge in markets increasingly driven by ________.

Accepted Answer

A)  price 
B)  efficiency 
C)  product variety 
D)  add-on services 
E)  spatial convenience 
A)  price 
B)  efficiency 
C)  product variety 
D)  add-on services 
E)  spatial convenience

Question 15

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 16

A(n)________ is a facilitator who assists in the distribution process.

Accepted Answer

A)  advertising agency 
B)  sales agent 
C)  manufacturer's representative 
D)  broker 
E)  wholesaler 
A)  advertising agency 
B)  sales agent 
C)  manufacturer's representative 
D)  broker 
E)  wholesaler

Question 17

Which of the following is a major disadvantage of using the Internet as a marketing channel?

Accepted Answer

A)  It is less effective for complex products. 
B)  It lacks convenience and practicality. 
C)  It cannot be used to reach a wide audience. 
D)  It is considered expensive. 
E)  It causes the company to lose direct contact with customers. 
A)  It is less effective for complex products. 
B)  It lacks convenience and practicality. 
C)  It cannot be used to reach a wide audience. 
D)  It is considered expensive. 
E)  It causes the company to lose direct contact with customers.

Question 18

The flow of materials to refurbish products for resale constitutes a reverse flow.

Accepted Answer

A) True 
 B)False

Question 19

A group of small grocery shops 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 shops 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 20

Ravake is a manufacturer of high-end designer apparel. Competition in the apparel industry is very severe and the market is driven by price. What distribution strategy would be best suited to help Ravake obtain an edge over its competitors?

Accepted Answer

The company can use exclusive

Brick-and-click companies are those that have launched a Web site without any previous existence as a firm.

Crafted Jewels is a jewelry manufacturer that sells its designs to various jewelry retailers. The retailers often complain that the company's online store acts as a competitor and reduces their profitability. What type of conflict is this? Briefly explain.

A conventional marketing channel includes the producer, wholesalers, and retailers acting as a unified system.

Distributors' territorial rights define the terms under which the producer will enfranchise other distributors.

Which of the following is a major threat facing the brick-and-mortar manufacturers when they add an e-commerce channel?

M-commerce refers to ________.

A pull strategy is particularly appropriate when there is low brand loyalty in a category, brand choice is made in the store, the product is an impulse item, and product benefits are well understood.

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

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

Which of the following types of distribution involves severely limiting the number of channel intermediaries?

Which of the following allows a firm to maintain control over the service level and obtain more dedicated and knowledgeable selling?

Which of the following channel conflict resolution techniques is used only if everything else proves ineffective?

Exclusive dealing arrangements are mainly used by companies looking for an edge in markets increasingly driven by ________.

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

A(n)________ is a facilitator who assists in the distribution process.

Which of the following is a major disadvantage of using the Internet as a marketing channel?

The flow of materials to refurbish products for resale constitutes a reverse flow.

Ravake is a manufacturer of high-end designer apparel. Competition in the apparel industry is very severe and the market is driven by price. What distribution strategy would be best suited to help Ravake obtain an edge over its competitors?

Defining Marketing for the 21st Century

Developing Marketing Strategies and Plans

Collecting Information and Forecasting Demand

Conducting Marketing Research

Creating Long-Term Loyalty Relationships

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 Experiences, and Public Relations

Managing Personal Communications: Direct and Interactive Marketing, Word of Mouth, and Personal Selling

Introducing New Market Offerings

Tapping into Global Markets

Managing a Holistic Marketing Organization for the Long Run

Filters

Exam 15: Designing and Managing Integrated Marketing Channels

Brick-and-click companies are those that have launched a Web site without any previous existence as a firm.

Crafted Jewels is a jewelry manufacturer that sells its designs to various jewelry retailers. The retailers often complain that the company's online store acts as a competitor and reduces their profitability. What type of conflict is this? Briefly explain.

A conventional marketing channel includes the producer, wholesalers, and retailers acting as a unified system.

Distributors' territorial rights define the terms under which the producer will enfranchise other distributors.

Which of the following is a major threat facing the brick-and-mortar manufacturers when they add an e-commerce channel?

M-commerce refers to ________.

A pull strategy is particularly appropriate when there is low brand loyalty in a category, brand choice is made in the store, the product is an impulse item, and product benefits are well understood.

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

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

Which of the following types of distribution involves severely limiting the number of channel intermediaries?

Which of the following allows a firm to maintain control over the service level and obtain more dedicated and knowledgeable selling?

Which of the following channel conflict resolution techniques is used only if everything else proves ineffective?

Exclusive dealing arrangements are mainly used by companies looking for an edge in markets increasingly driven by ________.

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

A(n)________ is a facilitator who assists in the distribution process.

Which of the following is a major disadvantage of using the Internet as a marketing channel?

The flow of materials to refurbish products for resale constitutes a reverse flow.

Ravake is a manufacturer of high-end designer apparel. Competition in the apparel industry is very severe and the market is driven by price. What distribution strategy would be best suited to help Ravake obtain an edge over its competitors?

Defining Marketing for the 21st Century

Developing Marketing Strategies and Plans

Collecting Information and Forecasting Demand

Conducting Marketing Research

Creating Long-Term Loyalty Relationships

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 Experiences, and Public Relations

Managing Personal Communications: Direct and Interactive Marketing, Word of Mouth, and Personal Selling

Introducing New Market Offerings

Tapping into Global Markets

Managing a Holistic Marketing Organization for the Long Run

Filters