Question 1

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

Accepted Answer

A) True 
 B)False

Question 2

Retailer cooperatives allow nonmember retailers to buy through them and share the profits.

Accepted Answer

A) True 
 B)False

Question 3

A manufacturer is using reward power when it offers intermediaries an extra benefit for performing specific acts or functions.

Accepted Answer

A) True 
 B)False

Question 4

Which of the following covers payment terms and producer guarantees?

Accepted Answer

A)  conditions of sale 
B)  pricing policies 
C)  exclusive dealings 
D)  mutual services 
E)  territorial rights 
A)  conditions of sale 
B)  pricing policies 
C)  exclusive dealings 
D)  mutual services 
E)  territorial rights

Question 5

RX Corp. is a large manufacturer of electronic goods and sells its products through distributors and retailers. In order to keep pace with the growing use of the Internet, the company decides to start selling online. The company faces stiff opposition from its retailers as they believe that this will significantly reduce their profits. The company attempts to eliminate this resistance by offering its retailers commissions for processing and delivering orders received via the Web. This is an example of which of the following conflict resolution strategies?

Accepted Answer

A)  dual compensation 
B)  joint membership 
C)  arbitration 
D)  co-option 
E)  strategic pricing 
A)  dual compensation 
B)  joint membership 
C)  arbitration 
D)  co-option 
E)  strategic pricing

Question 6

A manufacturer obtains referent power when it has special knowledge that intermediaries value.

Accepted Answer

A) True 
 B)False

Question 7

A franchisee owner is unsatisfied because the manufacturer provides more benefits to a wholesaler. This conflict is an example of a(n)________ conflict.

Accepted Answer

A)  horizontal 
B)  vertical 
C)  intermediate 
D)  multichannel 
E)  parallel 
A)  horizontal 
B)  vertical 
C)  intermediate 
D)  multichannel 
E)  parallel

Question 8

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 9

Broomer threatens to withdraw all its other products from the retailers' stores if they are unwilling to push products from the "Inducer" line. This is an example of ________ power.

Accepted Answer

A)  reward 
B)  coercive 
C)  legitimate 
D)  expert 
E)  referent 
A)  reward 
B)  coercive 
C)  legitimate 
D)  expert 
E)  referent

Question 10

Marketing channel functions such as storage and movement and communications constitute a backward flow of activities.

Accepted Answer

A) True 
 B)False

Question 11

A(n)________ vertical marketing system combines successive stages of production and distribution under single ownership.

Accepted Answer

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

Question 12

Exxon Consulting, works as an agent on behalf of business consumers to collect information on various industrial products. When faced with buying decisions, businesses can approach Exxon to obtain detailed information on the various options available to them. The company earns revenue by selling such information to various customers. Marten Consulting can be called a(n)________.

Accepted Answer

A)  infomediary 
B)  market maker 
C)  customer community 
D)  third party arbitrator 
E)  informant 
A)  infomediary 
B)  market maker 
C)  customer community 
D)  third party arbitrator 
E)  informant

Question 13

A franchise organization is an example of a(n)________ vertical marketing system.

Accepted Answer

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

Question 14

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

Accepted Answer

A) True 
 B)False

Question 15

Add-on services such as credit, delivery, installation, and repairs provided by the marketing channel are referred to as service backup.

Accepted Answer

A) True 
 B)False

Question 16

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 17

Which of the following entities in the marketing channel is a merchant?

Accepted Answer

A)  wholesalers 
B)  brokers 
C)  sales agents 
D)  warehouses 
E)  advertising agencies 
A)  wholesalers 
B)  brokers 
C)  sales agents 
D)  warehouses 
E)  advertising agencies

Question 18

Intensive distribution is becoming a mainstay for specialists looking for an edge in markets increasingly
driven by price.

Accepted Answer

A) True 
 B)False

Question 19

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 20

Who will most likely be willing to pay for high-value-added channels?

Accepted Answer

A)  early buyers of a product 
B)  internal customers of a company 
C)  small and matured buyers of an industry 
D)  consumers of low involvement products 
E)  repeat customers of a product 
A)  early buyers of a product 
B)  internal customers of a company 
C)  small and matured buyers of an industry 
D)  consumers of low involvement products 
E)  repeat customers of a product

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

Retailer cooperatives allow nonmember retailers to buy through them and share the profits.

A manufacturer is using reward power when it offers intermediaries an extra benefit for performing specific acts or functions.

Which of the following covers payment terms and producer guarantees?

A manufacturer obtains referent power when it has special knowledge that intermediaries value.

A franchisee owner is unsatisfied because the manufacturer provides more benefits to a wholesaler. This conflict is an example of a(n)________ conflict.

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?

Broomer threatens to withdraw all its other products from the retailers' stores if they are unwilling to push products from the "Inducer" line. This is an example of ________ power.

Marketing channel functions such as storage and movement and communications constitute a backward flow of activities.

A(n)________ vertical marketing system combines successive stages of production and distribution under single ownership.

A franchise organization is an example of a(n)________ vertical marketing system.

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

Add-on services such as credit, delivery, installation, and repairs provided by the marketing channel are referred to as service backup.

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 ________.

Which of the following entities in the marketing channel is a merchant?

Intensive distribution is becoming a mainstay for specialists looking for an edge in markets increasingly driven by price.

Who will most likely be willing to pay for high-value-added channels?

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

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

Retailer cooperatives allow nonmember retailers to buy through them and share the profits.

A manufacturer is using reward power when it offers intermediaries an extra benefit for performing specific acts or functions.

Which of the following covers payment terms and producer guarantees?

A manufacturer obtains referent power when it has special knowledge that intermediaries value.

A franchisee owner is unsatisfied because the manufacturer provides more benefits to a wholesaler. This conflict is an example of a(n)________ conflict.

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?

Broomer threatens to withdraw all its other products from the retailers' stores if they are unwilling to push products from the "Inducer" line. This is an example of ________ power.

Marketing channel functions such as storage and movement and communications constitute a backward flow of activities.

A(n)________ vertical marketing system combines successive stages of production and distribution under single ownership.

A franchise organization is an example of a(n)________ vertical marketing system.

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

Add-on services such as credit, delivery, installation, and repairs provided by the marketing channel are referred to as service backup.

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 ________.

Which of the following entities in the marketing channel is a merchant?

Intensive distribution is becoming a mainstay for specialists looking for an edge in markets increasingly driven by price.

Who will most likely be willing to pay for high-value-added channels?

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