Question 1

Which of the following statements is correct?

Accepted Answer

A)  The use of additional intermediaries will often increase the level of contactual efficiency. 
B)  Specialization and division of labor as well as contactual efficiency considerations are all that is needed to make decisions about intermediary usage. 
C)  Contactual efficiency and labor efficiency provide a framework for deciding whether or not to use intermediaries in the channel. 
D)  Specialization and division of labor does not lead to contactual efficiency. 
E)  The use of retailers provides greater contactual efficiencies than the use of wholesalers. 
A)  The use of additional intermediaries will often increase the level of contactual efficiency. 
B)  Specialization and division of labor as well as contactual efficiency considerations are all that is needed to make decisions about intermediary usage. 
C)  Contactual efficiency and labor efficiency provide a framework for deciding whether or not to use intermediaries in the channel. 
D)  Specialization and division of labor does not lead to contactual efficiency. 
E)  The use of retailers provides greater contactual efficiencies than the use of wholesalers.

Question 2

In order to reach its customers,Ralph Lauren apparel uses all of the following in its multi-channel strategy,except:

Accepted Answer

A)  Upscale department stores. 
B)  Online sales at Polo.com. 
C)  Company stores. 
D)  Catalogs. 
E)  Specialty retail stores. 
A)  Upscale department stores. 
B)  Online sales at Polo.com. 
C)  Company stores. 
D)  Catalogs. 
E)  Specialty retail stores.

Question 3

In developing and managing the ancillary structure versus the channel structure,the problems faced by the channel manager are:

Accepted Answer

A)  Usually less difficult and complex. 
B)  Usually more difficult and complex. 
C)  Virtually the same in all respects. 
D)  Usually more important. 
E)  Complicated and time-consuming to solve. 
A)  Usually less difficult and complex. 
B)  Usually more difficult and complex. 
C)  Virtually the same in all respects. 
D)  Usually more important. 
E)  Complicated and time-consuming to solve.

Question 4

Which of the following statements is true?

Accepted Answer

A)  Channel management and distribution strategy are the two major components of logistics. 
B)  Logistics and distribution strategy are the two major components of channel management. 
C)  Logistics management is a production function, while channel management is a marketing function. 
D)  Channel management and logistics are the two major components of distribution strategy. 
E)  Logistics management must be formulated prior to developing a channel strategy. 
A)  Channel management and distribution strategy are the two major components of logistics. 
B)  Logistics and distribution strategy are the two major components of channel management. 
C)  Logistics management is a production function, while channel management is a marketing function. 
D)  Channel management and logistics are the two major components of distribution strategy. 
E)  Logistics management must be formulated prior to developing a channel strategy.

Question 5

According to the text,the most promising avenue for gaining a sustainable competitive advantage today is through an emphasis on:

Accepted Answer

A)  Pricing strategy. 
B)  Channel strategy. 
C)  Promotion strategy. 
D)  Product strategy. 
E)  Supply strategy. 
A)  Pricing strategy. 
B)  Channel strategy. 
C)  Promotion strategy. 
D)  Product strategy. 
E)  Supply strategy.

Question 6

A hot tub manufacturer estimates it will take ten personal sales calls,each of which costs $250,and 25 phone calls,each costing $25,to get five retailers to carry its product.The measure of contactual efficiency in dollar terms is:

Accepted Answer

A)  $2,500. 
B)  $1,250. 
C)  $3,125. 
D)  $1,375. 
E)  $275. 
A)  $2,500. 
B)  $1,250. 
C)  $3,125. 
D)  $1,375. 
E)  $275.

Question 7

From the standpoint of the channel flows concept,only those parties who participate in the __________ flows are considered members of the marketing channel.

Accepted Answer

A)  Negotiation and ownership 
B)  Product and information 
C)  Payment and negotiation 
D)  Information and promotion 
E)  Product and negotiation 
A)  Negotiation and ownership 
B)  Product and information 
C)  Payment and negotiation 
D)  Information and promotion 
E)  Product and negotiation

Question 8

The channel manager should allocate the distribution task to:

Accepted Answer

A)  As many intermediaries as possible. 
B)  His/her own firm whenever possible. 
C)  Those firms that can perform them most efficiently. 
D)  The lowest-cost channel member. 
E)  None of these apply. 
A)  As many intermediaries as possible. 
B)  His/her own firm whenever possible. 
C)  Those firms that can perform them most efficiently. 
D)  The lowest-cost channel member. 
E)  None of these apply.

Question 9

In the development of channel strategy,the channel manager is faced with:

Accepted Answer

A)  A sales decision. 
B)  An allocation decision. 
C)  A tactical decision. 
D)  A logistics decision. 
E)  An operations decisions. 
A)  A sales decision. 
B)  An allocation decision. 
C)  A tactical decision. 
D)  A logistics decision. 
E)  An operations decisions.

Question 10

When Wal-Mart is performing negotiatory functions,it is involved in

Accepted Answer

A)  Transferring title, selling, and buying. 
B)  Buying, selling, and transportation. 
C)  Risk-taking, selling, and credit. 
D)  Selling and advertising. 
E)  Transferring title and providing storage. 
A)  Transferring title, selling, and buying. 
B)  Buying, selling, and transportation. 
C)  Risk-taking, selling, and credit. 
D)  Selling and advertising. 
E)  Transferring title and providing storage.

Question 11

The Internet and World Wide Web has connected millions of people and institutions and

Accepted Answer

A)  Has increased the need for intermediaries. 
B)  Has eliminated intermediaries. 
C)  Is the only determinant of the role of intermediaries in the marketing channels. 
D)  Is an important determinant in the use of intermediaries in marketing channels. 
E)  Does not have any effect on the use of intermediaries in the marketing channels. 
A)  Has increased the need for intermediaries. 
B)  Has eliminated intermediaries. 
C)  Is the only determinant of the role of intermediaries in the marketing channels. 
D)  Is an important determinant in the use of intermediaries in marketing channels. 
E)  Does not have any effect on the use of intermediaries in the marketing channels.

Question 12

Which of the following statements is false?

Accepted Answer

A)  Consumer expectations have moved firms to add additional channels. 
B)  Both B2C and B2B businesses are increasing the number of channels they use to distribute their products 
C)  The flexibility to respond to consumers does not appear to be relevant to channel design. 
D)  Channels must be targeted to reach intended customer segments. 
E)  The increasing role of technology is helping to foster the use of multiple channels. 
A)  Consumer expectations have moved firms to add additional channels. 
B)  Both B2C and B2B businesses are increasing the number of channels they use to distribute their products 
C)  The flexibility to respond to consumers does not appear to be relevant to channel design. 
D)  Channels must be targeted to reach intended customer segments. 
E)  The increasing role of technology is helping to foster the use of multiple channels.

Question 13

Because the Sales Coordinator at Borden,Inc.makes channel decisions,he/she can be considered:

Accepted Answer

A)  A distribution manager. 
B)  A logistics manager. 
C)  A channels specialist. 
D)  A channel manager. 
E)  A marketing specialist. 
A)  A distribution manager. 
B)  A logistics manager. 
C)  A channels specialist. 
D)  A channel manager. 
E)  A marketing specialist.

Question 14

In the context of the channel flows concept,logistics involves

Accepted Answer

A)  Management of all of the flows. 
B)  Management of only the information flow. 
C)  Management of none of the major flows. 
D)  Management of the product flow. 
E)  Management of new distribution channels. 
A)  Management of all of the flows. 
B)  Management of only the information flow. 
C)  Management of none of the major flows. 
D)  Management of the product flow. 
E)  Management of new distribution channels.

Question 15

According to the text,the confusion over the definition of the marketing channel stems mainly from which of the following causes?

Accepted Answer

A)  Marketing channels are complex. 
B)  There are simply too many definitions of the marketing channel. 
C)  Too many "academic types" have become involved. 
D)  The differing perspectives or viewpoints used. 
E)  There are too many marketing channels for anyone to understand. 
A)  Marketing channels are complex. 
B)  There are simply too many definitions of the marketing channel. 
C)  Too many "academic types" have become involved. 
D)  The differing perspectives or viewpoints used. 
E)  There are too many marketing channels for anyone to understand.

Question 16

Relating to the term,channel manager,which of the following statements is false?

Accepted Answer

A)  Most firms and organizations have a single designated position called channel manager. 
B)  Channel managers refer to anyone in a firm who is involved in the marketing channel decision making. 
C)  Depending on the type of firm, many different executives may be involved in making channel decisions. 
D)  In some franchise organizations the, manager of franchisee relations, sometimes plays an important role in channel decision making. 
E)  The term channel manager is used because it provides a sense of focus to the role of channel decision making 
A)  Most firms and organizations have a single designated position called channel manager. 
B)  Channel managers refer to anyone in a firm who is involved in the marketing channel decision making. 
C)  Depending on the type of firm, many different executives may be involved in making channel decisions. 
D)  In some franchise organizations the, manager of franchisee relations, sometimes plays an important role in channel decision making. 
E)  The term channel manager is used because it provides a sense of focus to the role of channel decision making

Question 17

When a firm finally invents the Star-Trek® Transporter,its marketing channel will come into existence only after:

Accepted Answer

A)  The Transporter has been introduced to the market. 
B)  The negotiatory functions have taken place. 
C)  Target markets have been defined. 
D)  Shipping alternatives have been considered. 
E)  Facilitating agencies have been contacted. 
A)  The Transporter has been introduced to the market. 
B)  The negotiatory functions have taken place. 
C)  Target markets have been defined. 
D)  Shipping alternatives have been considered. 
E)  Facilitating agencies have been contacted.

Question 18

For accounting firms and other producers of services:

Accepted Answer

A)  Marketing channels do not exist. 
B)  Marketing channels are much more important. 
C)  Marketing channels tend to be much longer. 
D)  Marketing channels are generally of much less importance. 
E)  Marketing channels often include agents or brokers. 
A)  Marketing channels do not exist. 
B)  Marketing channels are much more important. 
C)  Marketing channels tend to be much longer. 
D)  Marketing channels are generally of much less importance. 
E)  Marketing channels often include agents or brokers.

Question 19

Channel management is concerned mainly with

Accepted Answer

A)  Providing for the physical availability of products. 
B)  Planning and overseeing the firm's logistics activities. 
C)  The entire process of setting up and operating the contactual organization. 
D)  Developing the firm's overall strategic marketing program. 
E)  Operating the firm's entire marketing mix. 
A)  Providing for the physical availability of products. 
B)  Planning and overseeing the firm's logistics activities. 
C)  The entire process of setting up and operating the contactual organization. 
D)  Developing the firm's overall strategic marketing program. 
E)  Operating the firm's entire marketing mix.

Question 20

The text argues that the role of marketing channels in marketing management is:

Accepted Answer

A)  An extremely important tactical issue. 
B)  The most important part of marketing management. 
C)  Of strategic importance in many cases. 
D)  Important mainly in the automobile business. 
E)  To offset problems in product strategy. 
A)  An extremely important tactical issue. 
B)  The most important part of marketing management. 
C)  Of strategic importance in many cases. 
D)  Important mainly in the automobile business. 
E)  To offset problems in product strategy.

Which of the following statements is correct?

In order to reach its customers,Ralph Lauren apparel uses all of the following in its multi-channel strategy,except:

In developing and managing the ancillary structure versus the channel structure,the problems faced by the channel manager are:

Which of the following statements is true?

According to the text,the most promising avenue for gaining a sustainable competitive advantage today is through an emphasis on:

A hot tub manufacturer estimates it will take ten personal sales calls,each of which costs $250,and 25 phone calls,each costing $25,to get five retailers to carry its product.The measure of contactual efficiency in dollar terms is:

From the standpoint of the channel flows concept,only those parties who participate in the __________ flows are considered members of the marketing channel.

The channel manager should allocate the distribution task to:

In the development of channel strategy,the channel manager is faced with:

When Wal-Mart is performing negotiatory functions,it is involved in

The Internet and World Wide Web has connected millions of people and institutions and

Which of the following statements is false?

Because the Sales Coordinator at Borden,Inc.makes channel decisions,he/she can be considered:

In the context of the channel flows concept,logistics involves

According to the text,the confusion over the definition of the marketing channel stems mainly from which of the following causes?

Relating to the term,channel manager,which of the following statements is false?

When a firm finally invents the Star-Trek® Transporter,its marketing channel will come into existence only after:

For accounting firms and other producers of services:

Channel management is concerned mainly with

The text argues that the role of marketing channels in marketing management is:

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 statements is correct?

In order to reach its customers,Ralph Lauren apparel uses all of the following in its multi-channel strategy,except:

In developing and managing the ancillary structure versus the channel structure,the problems faced by the channel manager are:

Which of the following statements is true?

According to the text,the most promising avenue for gaining a sustainable competitive advantage today is through an emphasis on:

A hot tub manufacturer estimates it will take ten personal sales calls,each of which costs $250,and 25 phone calls,each costing $25,to get five retailers to carry its product.The measure of contactual efficiency in dollar terms is:

From the standpoint of the channel flows concept,only those parties who participate in the __________ flows are considered members of the marketing channel.

The channel manager should allocate the distribution task to:

In the development of channel strategy,the channel manager is faced with:

When Wal-Mart is performing negotiatory functions,it is involved in

The Internet and World Wide Web has connected millions of people and institutions and

Which of the following statements is false?

Because the Sales Coordinator at Borden,Inc.makes channel decisions,he/she can be considered:

In the context of the channel flows concept,logistics involves

According to the text,the confusion over the definition of the marketing channel stems mainly from which of the following causes?

Relating to the term,channel manager,which of the following statements is false?

When a firm finally invents the Star-Trek® Transporter,its marketing channel will come into existence only after:

For accounting firms and other producers of services:

Channel management is concerned mainly with

The text argues that the role of marketing channels in marketing management is:

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