Question 1

Why is it important for manufacturers to be sensitive to the needs of their dealers?

Accepted Answer

A) Dealer support is essential to creating value for the customer. 
B) Manufacturers have few legal rights. 
C) Manufacturers cannot break commitments to channel. 
D) Dealers can easily be replaced by third- party logistics providers. 
E) Dealers have few legal rights. 
A) Dealer support is essential to creating value for the customer. 
B) Manufacturers have few legal rights. 
C) Manufacturers cannot break commitments to channel. 
D) Dealers can easily be replaced by third- party logistics providers. 
E) Dealers have few legal rights.

Question 2

Explain why a firm's suppliers tap into the firm's inventory levels with a vendor- managed inventory system (VMI).

Accepted Answer

Some suppliers might actually be asked t

Question 3

Max Samuelson is a high- end fashion designer who markets his clothing lines through a limited number of highly reputable retailers.Max uses .

Accepted Answer

A) tying agreements 
B) exclusive distribution 
C) full- line forcing 
D) exclusive territorial agreements 
E) exclusive dealing 
A) tying agreements 
B) exclusive distribution 
C) full- line forcing 
D) exclusive territorial agreements 
E) exclusive dealing

Question 4

Disintermediation as a trend is on the rise in U.S.business.

Accepted Answer

A) True 
 B)False

Question 5

Staples Office Supply opened an online store that created competition with many of its dealers.The corporate office created a(n)conflict.

Accepted Answer

A) horizontal 
B) intermediation 
C) vertical 
D) logistics 
E) conventional channel 
A) horizontal 
B) intermediation 
C) vertical 
D) logistics 
E) conventional channel

Question 6

Chewing gum is stocked in many outlets in the same market or community;in fact,it is placed in as many outlets as possible.This is an example of distribution.

Accepted Answer

A) exclusive 
B) disintermediated 
C) selective 
D) intensive 
E) multichannel 
A) exclusive 
B) disintermediated 
C) selective 
D) intensive 
E) multichannel

Question 7

Due to the success of the Internet,few producers sell through intermediaries today.

Accepted Answer

A) True 
 B)False

Question 8

Producers benefit from using intermediaries because they .

Accepted Answer

A) bring a fresh point of view to strategy development 
B) refuse to store products for longer than a few days 
C) offer greater efficiency in making goods available to target markets 
D) eliminate risk 
E) are generally backlogged with orders 
A) bring a fresh point of view to strategy development 
B) refuse to store products for longer than a few days 
C) offer greater efficiency in making goods available to target markets 
D) eliminate risk 
E) are generally backlogged with orders

Question 9

Which type of distribution is used when the producer wants more than one,but fewer than all,of the intermediaries who are willing to carry its products?

Accepted Answer

A) exclusive 
B) corporate 
C) selective 
D) intensive 
E) administered 
A) exclusive 
B) corporate 
C) selective 
D) intensive 
E) administered

Question 10

As marketing manager for Globe Imports and Exports,you want to start reaping the benefits of a multichannel distribution system.You will likely enjoy all of the following EXCEPT which one?

Accepted Answer

A) expanded sales 
B) opportunities to tailor products and services to the needs of diverse segments 
C) selling at a higher gross margin 
D) expanded market coverage 
E) A and C 
A) expanded sales 
B) opportunities to tailor products and services to the needs of diverse segments 
C) selling at a higher gross margin 
D) expanded market coverage 
E) A and C

Question 11

What types of products are selectively distributed?

Accepted Answer

With this type of distribution

Question 12

Which of the following innovations has created opportunities for significant gains in distribution efficiency?

Accepted Answer

A) Web- based logistics systems 
B) tying agreements 
C) storage warehouses 
D) customer relationship management 
E) contractual vertical marketing systems 
A) Web- based logistics systems 
B) tying agreements 
C) storage warehouses 
D) customer relationship management 
E) contractual vertical marketing systems

Question 13

Which of the following is NOT a key function that intermediaries play in completing transactions?

Accepted Answer

A) information 
B) matching 
C) promotion 
D) risk taking 
E) negotiation 
A) information 
B) matching 
C) promotion 
D) risk taking 
E) negotiation

Question 14

What type of utility does warehousing provide to consumers by holding onto products until consumers need them?

Accepted Answer

A) ownership 
B) production 
C) form 
D) packaging 
E) time 
A) ownership 
B) production 
C) form 
D) packaging 
E) time

Question 15

Explain how companies select,motivate,and evaluate channel members.

Accepted Answer

When selecting intermediaries,the compan

Question 16

Explain channel power in a conventional distribution channel.

Accepted Answer

No channel member has much con

Question 17

A manufacturer that uses a third- party logistics provider to fulfill all of its logistics need is using a(n).

Accepted Answer

A) direct marketing channel 
B) horizontal marketing system 
C) conventional distribution channel 
D) franchise organization 
E) corporate vertical marketing system 
A) direct marketing channel 
B) horizontal marketing system 
C) conventional distribution channel 
D) franchise organization 
E) corporate vertical marketing system

Question 18

When a company is identifying its major channel alternatives,it should consider its choices in terms of of intermediaries.

Accepted Answer

A) types,breadth,depth 
B) size,power,and profitability 
C) capacity,creativity,profitability 
D) power,cooperativeness,and location 
E) types,number,and responsibilities 
A) types,breadth,depth 
B) size,power,and profitability 
C) capacity,creativity,profitability 
D) power,cooperativeness,and location 
E) types,number,and responsibilities

Question 19

The four major steps of designing a channel system are analyzing consumer needs,setting channel objectives,,and evaluating the alternatives.

Accepted Answer

A) seeking regulatory approval 
B) measuring objectives 
C) establishing a budget 
D) identifying major channel alternatives 
E) seeking legal advice 
A) seeking regulatory approval 
B) measuring objectives 
C) establishing a budget 
D) identifying major channel alternatives 
E) seeking legal advice

Question 20

A distinguishing feature of a contractual VMS is that coordination and conflict management among the independent members of the channel are attained through .

Accepted Answer

A) contractual agreements 
B) limited liability incorporation 
C) natural competitive forces 
D) agents and brokers 
E) unspoken partnerships 
A) contractual agreements 
B) limited liability incorporation 
C) natural competitive forces 
D) agents and brokers 
E) unspoken partnerships

Why is it important for manufacturers to be sensitive to the needs of their dealers?

Explain why a firm's suppliers tap into the firm's inventory levels with a vendor- managed inventory system (VMI).

Max Samuelson is a high- end fashion designer who markets his clothing lines through a limited number of highly reputable retailers.Max uses .

Disintermediation as a trend is on the rise in U.S.business.

Staples Office Supply opened an online store that created competition with many of its dealers.The corporate office created a(n)conflict.

Chewing gum is stocked in many outlets in the same market or community;in fact,it is placed in as many outlets as possible.This is an example of distribution.

Due to the success of the Internet,few producers sell through intermediaries today.

Producers benefit from using intermediaries because they .

Which type of distribution is used when the producer wants more than one,but fewer than all,of the intermediaries who are willing to carry its products?

As marketing manager for Globe Imports and Exports,you want to start reaping the benefits of a multichannel distribution system.You will likely enjoy all of the following EXCEPT which one?

What types of products are selectively distributed?

Which of the following innovations has created opportunities for significant gains in distribution efficiency?

Which of the following is NOT a key function that intermediaries play in completing transactions?

What type of utility does warehousing provide to consumers by holding onto products until consumers need them?

Explain how companies select,motivate,and evaluate channel members.

Explain channel power in a conventional distribution channel.

A manufacturer that uses a third- party logistics provider to fulfill all of its logistics need is using a(n).

When a company is identifying its major channel alternatives,it should consider its choices in terms of of intermediaries.

The four major steps of designing a channel system are analyzing consumer needs,setting channel objectives,,and evaluating the alternatives.

A distinguishing feature of a contractual VMS is that coordination and conflict management among the independent members of the channel are attained through .

Marketing: Creating and Capturing Customer Value

Company and Marketing Strategy: Partnering to Build Customer Relationships

Analyzing the Marketing Environment

Managing Marketing Information to Gain Customer Insights

Consumer Markets and Consumer Buyer Behavior

Business Markets and Business Buyer Behavior

Customer-Driven Marketing Strategy: Creating Value for Target Customers

Products, Services, and Brands: Building Customer Value

Developing New Products and Managing the Product Life Cycle

Pricing Strategies: Understanding and Capturing Customer Value

Additional Pricing Considerations

Retailing and Wholesaling

Communicating Customer Value

Advertising and Public Relations

Personal Selling and Sales Promotion

Direct and Online Marketing: Building Direct Customer Relationships

Creating Competitive Advantage

The Global Marketplace

Sustainable Marketing: Social Responsibility and Ethics

Filters

Exam 12: Marketing Channels: Delivering Customer Value

Why is it important for manufacturers to be sensitive to the needs of their dealers?

Explain why a firm's suppliers tap into the firm's inventory levels with a vendor- managed inventory system (VMI).

Max Samuelson is a high- end fashion designer who markets his clothing lines through a limited number of highly reputable retailers.Max uses .

Disintermediation as a trend is on the rise in U.S.business.

Staples Office Supply opened an online store that created competition with many of its dealers.The corporate office created a(n)conflict.

Chewing gum is stocked in many outlets in the same market or community;in fact,it is placed in as many outlets as possible.This is an example of distribution.

Due to the success of the Internet,few producers sell through intermediaries today.

Producers benefit from using intermediaries because they .

Which type of distribution is used when the producer wants more than one,but fewer than all,of the intermediaries who are willing to carry its products?

As marketing manager for Globe Imports and Exports,you want to start reaping the benefits of a multichannel distribution system.You will likely enjoy all of the following EXCEPT which one?

What types of products are selectively distributed?

Which of the following innovations has created opportunities for significant gains in distribution efficiency?

Which of the following is NOT a key function that intermediaries play in completing transactions?

What type of utility does warehousing provide to consumers by holding onto products until consumers need them?

Explain how companies select,motivate,and evaluate channel members.

Explain channel power in a conventional distribution channel.

A manufacturer that uses a third- party logistics provider to fulfill all of its logistics need is using a(n).

When a company is identifying its major channel alternatives,it should consider its choices in terms of of intermediaries.

The four major steps of designing a channel system are analyzing consumer needs,setting channel objectives,,and evaluating the alternatives.

A distinguishing feature of a contractual VMS is that coordination and conflict management among the independent members of the channel are attained through .

Marketing: Creating and Capturing Customer Value

Company and Marketing Strategy: Partnering to Build Customer Relationships

Analyzing the Marketing Environment

Managing Marketing Information to Gain Customer Insights

Consumer Markets and Consumer Buyer Behavior

Business Markets and Business Buyer Behavior

Customer-Driven Marketing Strategy: Creating Value for Target Customers

Products, Services, and Brands: Building Customer Value

Developing New Products and Managing the Product Life Cycle

Pricing Strategies: Understanding and Capturing Customer Value

Additional Pricing Considerations

Retailing and Wholesaling

Communicating Customer Value

Advertising and Public Relations

Personal Selling and Sales Promotion

Direct and Online Marketing: Building Direct Customer Relationships

Creating Competitive Advantage

The Global Marketplace

Sustainable Marketing: Social Responsibility and Ethics

Filters