Question 1

The basic divisions of the marketing channel are:

Accepted Answer

A)  Buyers and sellers. 
B)  Buyers, sellers and facilitators. 
C)  Consumer and industrial markets. 
D)  Producers and manufacturers; intermediaries; and final users. 
E)  Contactual organizations and non-contactual organizations. 
A)  Buyers and sellers. 
B)  Buyers, sellers and facilitators. 
C)  Consumer and industrial markets. 
D)  Producers and manufacturers; intermediaries; and final users. 
E)  Contactual organizations and non-contactual organizations. D

Question 2

General merchandise,single line stores,and specialty stores are so named based on which of the following classification bases?

Accepted Answer

A)  Ownership of establishments 
B)  Size of establishments 
C)  Kind of business 
D)  Method of consumer contact 
E)  Legal form of organization 
A)  Ownership of establishments 
B)  Size of establishments 
C)  Kind of business 
D)  Method of consumer contact 
E)  Legal form of organization C

Question 3

In recent years,trends in wholesaling are showing a tendency towards:

Accepted Answer

A)  Consolidation. 
B)  A decrease in average size. 
C)  Becoming more like retailers than wholesalers. 
D)  Operating only in Cyberspace.. 
E)  A decrease in average size.. 
A)  Consolidation. 
B)  A decrease in average size. 
C)  Becoming more like retailers than wholesalers. 
D)  Operating only in Cyberspace.. 
E)  A decrease in average size.. A

Question 4

The Census of Wholesale Trade classifies wholesalers as all of the following except:

Accepted Answer

A)  Merchant wholesalers. 
B)  Full-function or limited function wholesalers. 
C)  18 groupings based on the kind of business. 
D)  Agents and brokers. 
E)  Manufacturers' sales branches and offices. 
A)  Merchant wholesalers. 
B)  Full-function or limited function wholesalers. 
C)  18 groupings based on the kind of business. 
D)  Agents and brokers. 
E)  Manufacturers' sales branches and offices.

Question 5

Stores that dominate a particular line of merchandise and have large shares of the market are often referred to as:

Accepted Answer

A)  Diversified retailers. 
B)  Specialty retailers. 
C)  Category killers. 
D)  Department stores. 
E)  Mass merchandisers. 
A)  Diversified retailers. 
B)  Specialty retailers. 
C)  Category killers. 
D)  Department stores. 
E)  Mass merchandisers.

Question 6

Absolute sales of all three types of wholesalers _________ during the period 1992 to 2002.

Accepted Answer

A)  Decreased 
B)  Stayed the same 
C)  Increased substantially 
D)  Fell drastically 
E)  Increased by less than a fraction of one percent 
A)  Decreased 
B)  Stayed the same 
C)  Increased substantially 
D)  Fell drastically 
E)  Increased by less than a fraction of one percent

Question 7

Agents,brokers,and commission merchants' percentage of total wholesale sales in 2002 was:

Accepted Answer

A)  0% to 8%. 
B)  9% to 14%. 
C)  15% to 20%. 
D)  21% to 30%. 
E)  31% to 40%. 
A)  0% to 8%. 
B)  9% to 14%. 
C)  15% to 20%. 
D)  21% to 30%. 
E)  31% to 40%.

Question 8

Agents,brokers,and commission merchants generally:

Accepted Answer

A)  take title to products. 
B)  do not take title to products. 
C)  are listed as "limited function wholesalers" in the Census of Wholesale Trade. 
D)  are really the same thing as merchant wholesalers. 
E)  operate a very narrow range of products or services. 
A)  take title to products. 
B)  do not take title to products. 
C)  are listed as "limited function wholesalers" in the Census of Wholesale Trade. 
D)  are really the same thing as merchant wholesalers. 
E)  operate a very narrow range of products or services.

Question 9

The term "gatekeeper" as used in the textbook refers to

Accepted Answer

A)  The power of manufacturers in the channel. 
B)  The power of retailers in the channel. 
C)  The power of consumers in the channel. 
D)  The power of suppliers in the channel. 
E)  The power of manufacturer's representatives in the channel. 
A)  The power of manufacturers in the channel. 
B)  The power of retailers in the channel. 
C)  The power of consumers in the channel. 
D)  The power of suppliers in the channel. 
E)  The power of manufacturer's representatives in the channel.

Question 10

Retailers have been using scanner data to perform all of the following except:

Accepted Answer

A)  Pay and promotion analysis. 
B)  Promotion and pricing decisions. 
C)  Shelf management. 
D)  Direct product profitability. 
E)  Forecasting. 
A)  Pay and promotion analysis. 
B)  Promotion and pricing decisions. 
C)  Shelf management. 
D)  Direct product profitability. 
E)  Forecasting.

Question 11

Intermediaries' average costs curves for distribution tend to be __________ those of manufacturers.

Accepted Answer

A)  Higher than 
B)  Lower than 
C)  The same as 
D)  Longer than 
E)  Shorter than 
A)  Higher than 
B)  Lower than 
C)  The same as 
D)  Longer than 
E)  Shorter than

Question 12

Which of the following would not be classified as retailers?

Accepted Answer

A)  factory outlets 
B)  vending machines 
C)  mail order catalogs 
D)  TV shopping shows 
E)  food broker 
A)  factory outlets 
B)  vending machines 
C)  mail order catalogs 
D)  TV shopping shows 
E)  food broker

Question 13

The Census of Retail Trade classified retailers into _____ major groups by kind of business.

Accepted Answer

A)  12 
B)  16 
C)  18 
D)  10 
E)  8 
A)  12 
B)  16 
C)  18 
D)  10 
E)  8

Question 14

Procter & Gamble and Kellogg often face __________ average costs for distribution tasks when they attempt to perform them by themselves.

Accepted Answer

A)  High 
B)  Low 
C)  Medium 
D)  Extremely low 
E)  Marginal 
A)  High 
B)  Low 
C)  Medium 
D)  Extremely low 
E)  Marginal

Question 15

_____________ refers to the wholesaler's ability to bring together an assortment of products from a variety of manufacturers.

Accepted Answer

A)  Breaking bulk 
B)  Technical support 
C)  Order processing 
D)  Assortment convenience 
E)  Product line analysis 
A)  Breaking bulk 
B)  Technical support 
C)  Order processing 
D)  Assortment convenience 
E)  Product line analysis

Question 16

Most wholesalers could be characterized with regard to their size as:

Accepted Answer

A)  Giant enterprises. 
B)  Large businesses. 
C)  Very small "mom and pop" businesses. 
D)  Relatively small businesses. 
E)  Conglomerates. 
A)  Giant enterprises. 
B)  Large businesses. 
C)  Very small "mom and pop" businesses. 
D)  Relatively small businesses. 
E)  Conglomerates.

Question 17

Between 1948 and 2002 for retail establishments:

Accepted Answer

A)  Average sales and numbers of stores increased. 
B)  Average sales increased and the number of stores decreased. 
C)  Average sales decreased and the number of stores decreased. 
D)  Average sales decreased and the number of stores increased. 
E)  Total sales increased and the number of stores increased. 
A)  Average sales and numbers of stores increased. 
B)  Average sales increased and the number of stores decreased. 
C)  Average sales decreased and the number of stores decreased. 
D)  Average sales decreased and the number of stores increased. 
E)  Total sales increased and the number of stores increased.

Question 18

Several studies,including the Brown and Herring report,suggest the wholesaler's role in __________ will grow even more important to manufacturers.

Accepted Answer

A)  providing sales contacts 
B)  holding inventory 
C)  order processing 
D)  breaking bulk 
E)  extending credit and financial assistance 
A)  providing sales contacts 
B)  holding inventory 
C)  order processing 
D)  breaking bulk 
E)  extending credit and financial assistance

Question 19

In the context of the management perspective used in the text,it is appropriate to view final users as:

Accepted Answer

A)  Intermediaries. 
B)  Facilitating agencies. 
C)  Intermediate users. 
D)  Target markets. 
E)  Producers. 
A)  Intermediaries. 
B)  Facilitating agencies. 
C)  Intermediate users. 
D)  Target markets. 
E)  Producers.

Question 20

___________ are firms that primarily buy,take title to,store,and physically handle products.

Accepted Answer

A)  Agents 
B)  Commission merchants 
C)  Manufacturers' offices 
D)  Brokers 
E)  Merchant wholesalers 
A)  Agents 
B)  Commission merchants 
C)  Manufacturers' offices 
D)  Brokers 
E)  Merchant wholesalers

The basic divisions of the marketing channel are:

General merchandise,single line stores,and specialty stores are so named based on which of the following classification bases?

In recent years,trends in wholesaling are showing a tendency towards:

The Census of Wholesale Trade classifies wholesalers as all of the following except:

Stores that dominate a particular line of merchandise and have large shares of the market are often referred to as:

Absolute sales of all three types of wholesalers _________ during the period 1992 to 2002.

Agents,brokers,and commission merchants' percentage of total wholesale sales in 2002 was:

Agents,brokers,and commission merchants generally:

The term "gatekeeper" as used in the textbook refers to

Retailers have been using scanner data to perform all of the following except:

Intermediaries' average costs curves for distribution tend to be __________ those of manufacturers.

Which of the following would not be classified as retailers?

The Census of Retail Trade classified retailers into _____ major groups by kind of business.

Procter & Gamble and Kellogg often face __________ average costs for distribution tasks when they attempt to perform them by themselves.

_____________ refers to the wholesaler's ability to bring together an assortment of products from a variety of manufacturers.

Most wholesalers could be characterized with regard to their size as:

Between 1948 and 2002 for retail establishments:

Several studies,including the Brown and Herring report,suggest the wholesaler's role in __________ will grow even more important to manufacturers.

In the context of the management perspective used in the text,it is appropriate to view final users as:

___________ are firms that primarily buy,take title to,store,and physically handle products.

Marketing Channel Concepts

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 2: The Channel Participants

The basic divisions of the marketing channel are:

General merchandise,single line stores,and specialty stores are so named based on which of the following classification bases?

In recent years,trends in wholesaling are showing a tendency towards:

The Census of Wholesale Trade classifies wholesalers as all of the following except:

Stores that dominate a particular line of merchandise and have large shares of the market are often referred to as:

Absolute sales of all three types of wholesalers _________ during the period 1992 to 2002.

Agents,brokers,and commission merchants' percentage of total wholesale sales in 2002 was:

Agents,brokers,and commission merchants generally:

The term "gatekeeper" as used in the textbook refers to

Retailers have been using scanner data to perform all of the following except:

Intermediaries' average costs curves for distribution tend to be __________ those of manufacturers.

Which of the following would not be classified as retailers?

The Census of Retail Trade classified retailers into _____ major groups by kind of business.

Procter & Gamble and Kellogg often face __________ average costs for distribution tasks when they attempt to perform them by themselves.

_____________ refers to the wholesaler's ability to bring together an assortment of products from a variety of manufacturers.

Most wholesalers could be characterized with regard to their size as:

Between 1948 and 2002 for retail establishments:

Several studies,including the Brown and Herring report,suggest the wholesaler's role in __________ will grow even more important to manufacturers.

In the context of the management perspective used in the text,it is appropriate to view final users as:

___________ are firms that primarily buy,take title to,store,and physically handle products.

Marketing Channel Concepts

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