Question 1

Which of the following is a true statement about Internet-based channels?

Accepted Answer

A)  Walmart's channel model continues to rely on its 'brick and mortar' stores exclusively. 
B)  'Bricks and Mortar' retailers that added online capabilities to traditional channels of distribution have had sluggish sales. 
C)  Online sales have become an established distribution channel for B2C but not B2B markets. 
D)  Internet-based channels have become a mainstream channel in the channel mixes of many firms. 
E)  The growth of E-commerce is beginning to slow. 
A)  Walmart's channel model continues to rely on its 'brick and mortar' stores exclusively. 
B)  'Bricks and Mortar' retailers that added online capabilities to traditional channels of distribution have had sluggish sales. 
C)  Online sales have become an established distribution channel for B2C but not B2B markets. 
D)  Internet-based channels have become a mainstream channel in the channel mixes of many firms. 
E)  The growth of E-commerce is beginning to slow. D

Question 2

In general,basic decisions in channel strategy usually __________ operating decisions in logistics management.

Accepted Answer

A)  Follow 
B)  Precede 
C)  Occur simultaneously with 
D)  Are less important than 
E)  Are more important than 
A)  Follow 
B)  Precede 
C)  Occur simultaneously with 
D)  Are less important than 
E)  Are more important than B

Question 3

Management of the marketing channel frequently involves all of the following except:

Accepted Answer

A)  Interorganizational management. 
B)  The setting of distribution objectives. 
C)  Operating the channel. 
D)  Interorganizational management.. 
E)  Negotiating functions such as buying and selling. 
A)  Interorganizational management. 
B)  The setting of distribution objectives. 
C)  Operating the channel. 
D)  Interorganizational management.. 
E)  Negotiating functions such as buying and selling. D

Question 4

Four heavy equipment producers decide to sell their forklifts directly to 12 warehouses.The number of contacts necessary is:

Accepted Answer

A)  13. 
B)  3. 
C)  48. 
D)  8. 
E)  12. 
A)  13. 
B)  3. 
C)  48. 
D)  8. 
E)  12.

Question 5

Management should develop and operate the marketing channel in such a way as to:

Accepted Answer

A)  Reduce costs to the lowest possible level. 
B)  Support and enhance the other strategic variables of the marketing mix. 
C)  Maximize sales to final users. 
D)  Provide the bulk of the promotional support needed by the firm. 
E)  Provide a unique service to customers. 
A)  Reduce costs to the lowest possible level. 
B)  Support and enhance the other strategic variables of the marketing mix. 
C)  Maximize sales to final users. 
D)  Provide the bulk of the promotional support needed by the firm. 
E)  Provide a unique service to customers.

Question 6

The Coors Company has decided to focus on channel strategy as the key factor in achieving sustainable competitive advantage because:

Accepted Answer

A)  In the beer market, product, price and promotion simply are not important strategic variables. 
B)  The relationship between a manufacturer and its channel members is not copied easily by competitors. 
C)  The beer market is growing so rapidly that manufacturers have difficulty securing enough distributors. 
D)  There is a high rate of new product success. 
E)  It is easy to maintain brand recognition. 
A)  In the beer market, product, price and promotion simply are not important strategic variables. 
B)  The relationship between a manufacturer and its channel members is not copied easily by competitors. 
C)  The beer market is growing so rapidly that manufacturers have difficulty securing enough distributors. 
D)  There is a high rate of new product success. 
E)  It is easy to maintain brand recognition.

Question 7

According to the view taken in the text,the marketing channel may be defined as:

Accepted Answer

A)  the intra-organizational system for moving goods and services to their markets. 
B)  the external contactual organization that management operates to achieve its distribution objectives. 
C)  the path taken by goods or services as they flow from producer to final user. 
D)  all firms outside of the organization that are involved in performing marketing functions. 
E)  the infrastructure used to move goods from manufacturer to retailer. 
A)  the intra-organizational system for moving goods and services to their markets. 
B)  the external contactual organization that management operates to achieve its distribution objectives. 
C)  the path taken by goods or services as they flow from producer to final user. 
D)  all firms outside of the organization that are involved in performing marketing functions. 
E)  the infrastructure used to move goods from manufacturer to retailer.

Question 8

According to the text,the technology that is likely to have the greatest impact on marketing channels is:

Accepted Answer

A)  Television. 
B)  Automated warehousing. 
C)  The Internet. 
D)  Hand-held computers. 
E)  Cellular phones. 
A)  Television. 
B)  Automated warehousing. 
C)  The Internet. 
D)  Hand-held computers. 
E)  Cellular phones.

Question 9

A multi-channel strategy means:

Accepted Answer

A)  A firm uses multiple promotional strategies to reach customers. 
B)  A firm advertises its products or services on many television stations. 
C)  Numerous intra-organizational activities are used to provide products and services to customers. 
D)  A product has many features that are desired by customers. 
E)  A company reaches its customers through more than one channel. 
A)  A firm uses multiple promotional strategies to reach customers. 
B)  A firm advertises its products or services on many television stations. 
C)  Numerous intra-organizational activities are used to provide products and services to customers. 
D)  A product has many features that are desired by customers. 
E)  A company reaches its customers through more than one channel.

Question 10

A distinction is made between channel members and facilitating agencies because:

Accepted Answer

A)  Sometimes academic hairsplitting is necessary. 
B)  The channel members are part of the interorganizational system, while the facilitating agencies are not. 
C)  The channel management problems are often different for channel members versus facilitating agencies. 
D)  The use of facilitating agencies is not a frequent occurrence for many firms. 
E)  Channel members and facilitating agencies have different levels of control in the movement of goods. 
A)  Sometimes academic hairsplitting is necessary. 
B)  The channel members are part of the interorganizational system, while the facilitating agencies are not. 
C)  The channel management problems are often different for channel members versus facilitating agencies. 
D)  The use of facilitating agencies is not a frequent occurrence for many firms. 
E)  Channel members and facilitating agencies have different levels of control in the movement of goods.

Question 11

The five flows in marketing channels discussed in the text are

Accepted Answer

A)  Product, negotiation, ownership, information, payment. 
B)  Information, advertising, promotion, product, ownership. 
C)  Promotion, information, ownership, negotiation, transportation. 
D)  Negotiation, product, payment, information, promotion. 
E)  Ownership, product, negotiation, promotion, information. 
A)  Product, negotiation, ownership, information, payment. 
B)  Information, advertising, promotion, product, ownership. 
C)  Promotion, information, ownership, negotiation, transportation. 
D)  Negotiation, product, payment, information, promotion. 
E)  Ownership, product, negotiation, promotion, information.

Question 12

Contactual efficiency viewed from the channel manager's perspective is:

Accepted Answer

A)  The ratio of intermediaries to final customers. 
B)  The relationship between negotiation effort relative to achieving the distribution objective. 
C)  A relationship between negotiation efforts relative to specialization and division of labor. 
D)  The ratio of intermediaries to distribution tasks performed. 
E)  Cost savings in negotiating activities. 
A)  The ratio of intermediaries to final customers. 
B)  The relationship between negotiation effort relative to achieving the distribution objective. 
C)  A relationship between negotiation efforts relative to specialization and division of labor. 
D)  The ratio of intermediaries to distribution tasks performed. 
E)  Cost savings in negotiating activities.

Question 13

The five flows discussed in the text

Accepted Answer

A)  All flow both up and down the channel. 
B)  Indicate the static nature of buyer behavior. 
C)  Flow up the channel only. 
D)  Flow both horizontally and vertically. 
E)  Convey the dynamic nature of marketing channels. 
A)  All flow both up and down the channel. 
B)  Indicate the static nature of buyer behavior. 
C)  Flow up the channel only. 
D)  Flow both horizontally and vertically. 
E)  Convey the dynamic nature of marketing channels.

Question 14

Ten manufacturers of wallpaper all sell through one wholesaler to five retailers.The number of contacts needed for all of the manufacturers to contact all of the retailers is:

Accepted Answer

A)  2. 
B)  16. 
C)  6. 
D)  50. 
E)  15. 
A)  2. 
B)  16. 
C)  6. 
D)  50. 
E)  15.

Question 15

In contrast to the development of channel structure,when the channel manager develops ancillary structure,he or she is dealing with facilitating agencies that are:

Accepted Answer

A)  Outside of the channel decision-making process. 
B)  An integral part of the decision-making process. 
C)  More committed to the long-term survival of the channel. 
D)  Able to provide additional cost saving services. 
E)  Capable of offering new information to the manager. 
A)  Outside of the channel decision-making process. 
B)  An integral part of the decision-making process. 
C)  More committed to the long-term survival of the channel. 
D)  Able to provide additional cost saving services. 
E)  Capable of offering new information to the manager.

Question 16

Ten producers of garden tools all sell through one wholesaler to five retailers.The number of contacts needed for all of the manufacturers to contact all of the retailers is __________.If the wholesaler were eliminated from the channel,the number of contacts needed would be:

Accepted Answer

A)  2; 5 
B)  16; 15 
C)  6; 5 
D)  50; 50 
E)  15; 50 
A)  2; 5 
B)  16; 15 
C)  6; 5 
D)  50; 50 
E)  15; 50

Question 17

The channel structure depicted as M->W->R->C indicates:

Accepted Answer

A)  All the firms and parties involved in the product flow. 
B)  The intensity of distribution. 
C)  The channel manager has allocated distribution tasks to his/her own firm, wholesalers, retailers and consumers. 
D)  A channel without any facilitating agencies. 
E)  Who is responsible for distribution tasks. 
A)  All the firms and parties involved in the product flow. 
B)  The intensity of distribution. 
C)  The channel manager has allocated distribution tasks to his/her own firm, wholesalers, retailers and consumers. 
D)  A channel without any facilitating agencies. 
E)  Who is responsible for distribution tasks.

Question 18

Channel management should be viewed as:

Accepted Answer

A)  The fourth element of the marketing mix. 
B)  Being more important to the firm's strategy than the marketing mix. 
C)  One of the major strategic areas of marketing management. 
D)  A subdivision of logistics. 
E)  An element of the distribution function. 
A)  The fourth element of the marketing mix. 
B)  Being more important to the firm's strategy than the marketing mix. 
C)  One of the major strategic areas of marketing management. 
D)  A subdivision of logistics. 
E)  An element of the distribution function.

Question 19

Which of the following is a true statement?

Accepted Answer

A)  It is unusual to use multi-channel structures to reach customers in business markets. 
B)  Most firms sell their products using a single channel structure. 
C)  Multi-channel structures do not work well in reaching customers in consumer markets. 
D)  E-commerce technology that includes online sales is a common component in today's multi-channel structure. 
E)  Service can only reach customers through a single channel structure. 
A)  It is unusual to use multi-channel structures to reach customers in business markets. 
B)  Most firms sell their products using a single channel structure. 
C)  Multi-channel structures do not work well in reaching customers in consumer markets. 
D)  E-commerce technology that includes online sales is a common component in today's multi-channel structure. 
E)  Service can only reach customers through a single channel structure.

Question 20

A sustainable competitive advantage is one that

Accepted Answer

A)  lasts at least five years. 
B)  is based on a superior product feature. 
C)  usually stresses a lower price. 
D)  is difficult for competitors to match. 
E)  stresses heavy promotional spending. 
A)  lasts at least five years. 
B)  is based on a superior product feature. 
C)  usually stresses a lower price. 
D)  is difficult for competitors to match. 
E)  stresses heavy promotional spending.

Which of the following is a true statement about Internet-based channels?

In general,basic decisions in channel strategy usually __________ operating decisions in logistics management.

Management of the marketing channel frequently involves all of the following except:

Four heavy equipment producers decide to sell their forklifts directly to 12 warehouses.The number of contacts necessary is:

Management should develop and operate the marketing channel in such a way as to:

The Coors Company has decided to focus on channel strategy as the key factor in achieving sustainable competitive advantage because:

According to the view taken in the text,the marketing channel may be defined as:

According to the text,the technology that is likely to have the greatest impact on marketing channels is:

A multi-channel strategy means:

A distinction is made between channel members and facilitating agencies because:

The five flows in marketing channels discussed in the text are

Contactual efficiency viewed from the channel manager's perspective is:

The five flows discussed in the text

Ten manufacturers of wallpaper all sell through one wholesaler to five retailers.The number of contacts needed for all of the manufacturers to contact all of the retailers is:

In contrast to the development of channel structure,when the channel manager develops ancillary structure,he or she is dealing with facilitating agencies that are:

Ten producers of garden tools all sell through one wholesaler to five retailers.The number of contacts needed for all of the manufacturers to contact all of the retailers is __________.If the wholesaler were eliminated from the channel,the number of contacts needed would be:

The channel structure depicted as M->W->R->C indicates:

Channel management should be viewed as:

Which of the following is a true statement?

A sustainable competitive advantage is one that

The Channel Participants

The Environment of Marketing Channels

Behavioral Processes in Marketing Channels

Strategy in Marketing Channels

Designing Marketing Channels

Selecting the Channel Members

Target Markets and Channel Design Strategy

Motivating the Channel Members

Product Issues in Channel Management

Pricing Issues in Channel Management

Promotion through the Marketing Channel

Logistics and Channel Management

Evaluating Channel Member Performance

Electronic Marketing Channels

Franchise Marketing Channels

Marketing Channels for Services

International Channel Perspectives

Filters

Exam 1: Marketing Channel Concepts

Which of the following is a true statement about Internet-based channels?

In general,basic decisions in channel strategy usually __________ operating decisions in logistics management.

Management of the marketing channel frequently involves all of the following except:

Four heavy equipment producers decide to sell their forklifts directly to 12 warehouses.The number of contacts necessary is:

Management should develop and operate the marketing channel in such a way as to:

The Coors Company has decided to focus on channel strategy as the key factor in achieving sustainable competitive advantage because:

According to the view taken in the text,the marketing channel may be defined as:

According to the text,the technology that is likely to have the greatest impact on marketing channels is:

A multi-channel strategy means:

A distinction is made between channel members and facilitating agencies because:

The five flows in marketing channels discussed in the text are

Contactual efficiency viewed from the channel manager's perspective is:

The five flows discussed in the text

Ten manufacturers of wallpaper all sell through one wholesaler to five retailers.The number of contacts needed for all of the manufacturers to contact all of the retailers is:

In contrast to the development of channel structure,when the channel manager develops ancillary structure,he or she is dealing with facilitating agencies that are:

Ten producers of garden tools all sell through one wholesaler to five retailers.The number of contacts needed for all of the manufacturers to contact all of the retailers is __________.If the wholesaler were eliminated from the channel,the number of contacts needed would be:

The channel structure depicted as M->W->R->C indicates:

Channel management should be viewed as:

Which of the following is a true statement?

A sustainable competitive advantage is one that

The Channel Participants

The Environment of Marketing Channels

Behavioral Processes in Marketing Channels

Strategy in Marketing Channels

Designing Marketing Channels

Selecting the Channel Members

Target Markets and Channel Design Strategy

Motivating the Channel Members

Product Issues in Channel Management

Pricing Issues in Channel Management

Promotion through the Marketing Channel

Logistics and Channel Management

Evaluating Channel Member Performance

Electronic Marketing Channels

Franchise Marketing Channels

Marketing Channels for Services

International Channel Perspectives

Filters