Question 1

Generally the greater the degree of distribution intensity the __________ will be the closeness of the channel relationship.

Accepted Answer

A)  closer 
B)  longer 
C)  looser 
D)  more intense 
E)  selective 
A)  closer 
B)  longer 
C)  looser 
D)  more intense 
E)  selective C

Question 2

The dynamic nature of channel management effectively mandates that to make distribution decisions,the channel manager:

Accepted Answer

A)  Develop a "fire fighting" mentality to handle the almost constant change. 
B)  Utilize ad hoc committees to handle each unique situation as it arises. 
C)  Recognize that a large number and variety of channel members precludes developing effective guidelines for decision-making. 
D)  Formulate a marketing channel strategy. 
E)  Be reactive to changing market conditions. 
A)  Develop a "fire fighting" mentality to handle the almost constant change. 
B)  Utilize ad hoc committees to handle each unique situation as it arises. 
C)  Recognize that a large number and variety of channel members precludes developing effective guidelines for decision-making. 
D)  Formulate a marketing channel strategy. 
E)  Be reactive to changing market conditions. D

Question 3

Which of the following is not one of the basic distribution decisions that most firms must address?

Accepted Answer

A)  Which individual should be chosen as channel manager 
B)  The role distribution should play in the firm's overall objectives and strategies 
C)  The role distribution should play in the marketing mix 
D)  How the firm's channels should be designed to achieve its distribution objectives 
E)  How channel member performance can be evaluated 
A)  Which individual should be chosen as channel manager 
B)  The role distribution should play in the firm's overall objectives and strategies 
C)  The role distribution should play in the marketing mix 
D)  How the firm's channels should be designed to achieve its distribution objectives 
E)  How channel member performance can be evaluated A

Question 4

___________ is,the broad principles by which the firm expects to achieve its distribution objectives for its target market(s).:

Accepted Answer

A)  Corporate strategy 
B)  Channel strategy. 
C)  Marketing strategy. 
D)  Service to customers. 
E)  Inbound logistics. 
A)  Corporate strategy 
B)  Channel strategy. 
C)  Marketing strategy. 
D)  Service to customers. 
E)  Inbound logistics.

Question 5

Payment by the manufacturer for obtaining space on retailers' shelves is commonly referred to as a:

Accepted Answer

A)  Trade discount. 
B)  Promotional allowance. 
C)  Display and selling aid. 
D)  Price guarantee. 
E)  Slotting allowance. 
A)  Trade discount. 
B)  Promotional allowance. 
C)  Display and selling aid. 
D)  Price guarantee. 
E)  Slotting allowance.

Question 6

From the perspective of __________,channel members are an extension of the manufacturer's own organization.

Accepted Answer

A)  competitive manufacturers 
B)  suppliers 
C)  customers 
D)  managers 
E)  employees 
A)  competitive manufacturers 
B)  suppliers 
C)  customers 
D)  managers 
E)  employees

Question 7

After the channel has been designed,the channel manager still has to address fundamental strategic questions regarding all of the following except:

Accepted Answer

A)  The closeness of the relationship with the channel members. 
B)  How to motivate channel member cooperation. 
C)  How to use the marketing mix. 
D)  The intensity of distribution. 
E)  How channel members can cooperate in achieving the manufacturer's objectives. 
A)  The closeness of the relationship with the channel members. 
B)  How to motivate channel member cooperation. 
C)  How to use the marketing mix. 
D)  The intensity of distribution. 
E)  How channel members can cooperate in achieving the manufacturer's objectives.

Question 8

A well positioned channel:

Accepted Answer

A)  Means the channel members support the strategy the manufacturer is using to gain differential advantage. 
B)  Has high synergy between the manufacturer and the channel members. 
C)  Decreases the likelihood the manufacturer will be well-positioned with final customers. 
D)  Requires a short-term strategic view. 
E)  Offers increased profits to all channel members. 
A)  Means the channel members support the strategy the manufacturer is using to gain differential advantage. 
B)  Has high synergy between the manufacturer and the channel members. 
C)  Decreases the likelihood the manufacturer will be well-positioned with final customers. 
D)  Requires a short-term strategic view. 
E)  Offers increased profits to all channel members.

Question 9

Which of the following is not a condition that argues for placing strategic emphasis on distribution in the marketing mix?

Accepted Answer

A)  Parity exists among competitors' pricing. 
B)  Distribution is the most relevant variable for satisfying target market demand. 
C)  Little vulnerability exists because of strong competitor attention to distribution. 
D)  Distribution can enhance the firm by creating a synergy. 
E)  Competitors enjoy parity in the promotion variable of the marketing mix. 
A)  Parity exists among competitors' pricing. 
B)  Distribution is the most relevant variable for satisfying target market demand. 
C)  Little vulnerability exists because of strong competitor attention to distribution. 
D)  Distribution can enhance the firm by creating a synergy. 
E)  Competitors enjoy parity in the promotion variable of the marketing mix.

Question 10

The most fundamental distribution decision of all for any firm or organization to consider is the role:

Accepted Answer

A)  Distribution will play in the marketing mix. 
B)  Distribution will play in channel design. 
C)  Distribution will play in the firm's overall objectives and strategies. 
D)  Distribution will play in channel management. 
E)  Distribution will play in channel member evaluation. 
A)  Distribution will play in the marketing mix. 
B)  Distribution will play in channel design. 
C)  Distribution will play in the firm's overall objectives and strategies. 
D)  Distribution will play in channel management. 
E)  Distribution will play in channel member evaluation.

Question 11

Channel strategy may be of more importance than the other strategic variables of the marketing mix and is also important to:

Accepted Answer

A)  The operations strategy. 
B)  The development of the breadth of the product line. 
C)  The firm's overall objectives and strategies. 
D)  The firm's competitive position in the market place. 
E)  The level of profits the firm achieves. 
A)  The operations strategy. 
B)  The development of the breadth of the product line. 
C)  The firm's overall objectives and strategies. 
D)  The firm's competitive position in the market place. 
E)  The level of profits the firm achieves.

Question 12

How close a channel relationship any given manufacturer should develop with its channel members is really a question of:

Accepted Answer

A)  Cost. 
B)  Strategy. 
C)  Channel lengths. 
D)  Tactics. 
E)  Behavioral dimensions. 
A)  Cost. 
B)  Strategy. 
C)  Channel lengths. 
D)  Tactics. 
E)  Behavioral dimensions.

Question 13

The evaluation of channel member performance is likely to be treated as an afterthought unless:

Accepted Answer

A)  The channel manager has detailed procedures and forms for the evaluation. 
B)  The manufacturer's top management determines the strategic importance of channel member evaluation. 
C)  Provision for evaluation is made in the design and management of the channel. 
D)  The board of directors requires an evaluation. 
E)  Profits begin to decrease. 
A)  The channel manager has detailed procedures and forms for the evaluation. 
B)  The manufacturer's top management determines the strategic importance of channel member evaluation. 
C)  Provision for evaluation is made in the design and management of the channel. 
D)  The board of directors requires an evaluation. 
E)  Profits begin to decrease.

Question 14

Making distribution a priority is most appropriate for which of the following?

Accepted Answer

A)  Consumer services providers 
B)  Consumer luxury goods manufacturers 
C)  Firms using intensive distribution 
D)  Firms in international business 
E)  No such generality can be made. 
A)  Consumer services providers 
B)  Consumer luxury goods manufacturers 
C)  Firms using intensive distribution 
D)  Firms in international business 
E)  No such generality can be made.

Question 15

Which of the following is a false statement about the relationship between channel strategy and marketing strategy?

Accepted Answer

A)  Channel strategy is concerned with the place aspect of the marketing strategy. 
B)  Channel strategy is narrower in scope than the marketing strategy. 
C)  Channel strategy focuses on distribution objectives. 
D)  The channel strategy is important to the firm's overall objectives. 
E)  The marketing channel strategy focuses on product, price, and promotion. 
A)  Channel strategy is concerned with the place aspect of the marketing strategy. 
B)  Channel strategy is narrower in scope than the marketing strategy. 
C)  Channel strategy focuses on distribution objectives. 
D)  The channel strategy is important to the firm's overall objectives. 
E)  The marketing channel strategy focuses on product, price, and promotion.

Question 16

The channel manager should attempt to promote __________ among the elements of the marketing mix.

Accepted Answer

A)  the lowest cost tradeoff 
B)  the highest level of synergy 
C)  the lowest level of overlap 
D)  the greatest degree of independence 
E)  the best case scenario 
A)  the lowest cost tradeoff 
B)  the highest level of synergy 
C)  the lowest level of overlap 
D)  the greatest degree of independence 
E)  the best case scenario

Question 17

The strategic alliance between Procter & Gamble and Wal-Mart is an example of the __________ that can be created between manufacturers and channel members.

Accepted Answer

A)  legal partnerships 
B)  synergy 
C)  profit 
D)  value 
E)  exclusivity 
A)  legal partnerships 
B)  synergy 
C)  profit 
D)  value 
E)  exclusivity

Question 18

All of the following are competitive advantages earned in distribution that are not easily copied by competitors except:

Accepted Answer

A)  Superior strategies cannot be developed and implemented quickly. 
B)  Organizations take a long time to design and build. 
C)  Talented, capable and dedicated people have to be developed. 
D)  Understanding of the firm's target market. 
E)  Development of the organization. 
A)  Superior strategies cannot be developed and implemented quickly. 
B)  Organizations take a long time to design and build. 
C)  Talented, capable and dedicated people have to be developed. 
D)  Understanding of the firm's target market. 
E)  Development of the organization.

Question 19

When Mattel sells Barbie's younger sister,Kelly,only at Target stores,Mattel is engaging in:

Accepted Answer

A)  A long-term placement strategy. 
B)  Channel member selection strategy. 
C)  Exclusive placement strategy. 
D)  Target market selection strategy. 
E)  Intermediary selection strategy. 
A)  A long-term placement strategy. 
B)  Channel member selection strategy. 
C)  Exclusive placement strategy. 
D)  Target market selection strategy. 
E)  Intermediary selection strategy.

Question 20

The more crucial distribution objectives are to a firm's long-run success:

Accepted Answer

A)  The more frequently channel strategy should be revised. 
B)  The higher the level of management at which it should be considered. 
C)  The higher the cost of developing the necessary distribution systems. 
D)  The more often an environmental analysis should be conducted. 
E)  The more important the firm's mission and objectives become. 
A)  The more frequently channel strategy should be revised. 
B)  The higher the level of management at which it should be considered. 
C)  The higher the cost of developing the necessary distribution systems. 
D)  The more often an environmental analysis should be conducted. 
E)  The more important the firm's mission and objectives become.

Generally the greater the degree of distribution intensity the __________ will be the closeness of the channel relationship.

The dynamic nature of channel management effectively mandates that to make distribution decisions,the channel manager:

Which of the following is not one of the basic distribution decisions that most firms must address?

___________ is,the broad principles by which the firm expects to achieve its distribution objectives for its target market(s).:

Payment by the manufacturer for obtaining space on retailers' shelves is commonly referred to as a:

From the perspective of __________,channel members are an extension of the manufacturer's own organization.

After the channel has been designed,the channel manager still has to address fundamental strategic questions regarding all of the following except:

A well positioned channel:

Which of the following is not a condition that argues for placing strategic emphasis on distribution in the marketing mix?

The most fundamental distribution decision of all for any firm or organization to consider is the role:

Channel strategy may be of more importance than the other strategic variables of the marketing mix and is also important to:

How close a channel relationship any given manufacturer should develop with its channel members is really a question of:

The evaluation of channel member performance is likely to be treated as an afterthought unless:

Making distribution a priority is most appropriate for which of the following?

Which of the following is a false statement about the relationship between channel strategy and marketing strategy?

The channel manager should attempt to promote __________ among the elements of the marketing mix.

The strategic alliance between Procter & Gamble and Wal-Mart is an example of the __________ that can be created between manufacturers and channel members.

All of the following are competitive advantages earned in distribution that are not easily copied by competitors except:

When Mattel sells Barbie's younger sister,Kelly,only at Target stores,Mattel is engaging in:

The more crucial distribution objectives are to a firm's long-run success:

Marketing Channel Concepts

The Channel Participants

The Environment of Marketing Channels

Behavioral Processes 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 5: Strategy in Marketing Channels

Generally the greater the degree of distribution intensity the __________ will be the closeness of the channel relationship.

The dynamic nature of channel management effectively mandates that to make distribution decisions,the channel manager:

Which of the following is not one of the basic distribution decisions that most firms must address?

___________ is,the broad principles by which the firm expects to achieve its distribution objectives for its target market(s).:

Payment by the manufacturer for obtaining space on retailers' shelves is commonly referred to as a:

From the perspective of __________,channel members are an extension of the manufacturer's own organization.

After the channel has been designed,the channel manager still has to address fundamental strategic questions regarding all of the following except:

A well positioned channel:

Which of the following is not a condition that argues for placing strategic emphasis on distribution in the marketing mix?

The most fundamental distribution decision of all for any firm or organization to consider is the role:

Channel strategy may be of more importance than the other strategic variables of the marketing mix and is also important to:

How close a channel relationship any given manufacturer should develop with its channel members is really a question of:

The evaluation of channel member performance is likely to be treated as an afterthought unless:

Making distribution a priority is most appropriate for which of the following?

Which of the following is a false statement about the relationship between channel strategy and marketing strategy?

The channel manager should attempt to promote __________ among the elements of the marketing mix.

The strategic alliance between Procter & Gamble and Wal-Mart is an example of the __________ that can be created between manufacturers and channel members.

All of the following are competitive advantages earned in distribution that are not easily copied by competitors except:

When Mattel sells Barbie's younger sister,Kelly,only at Target stores,Mattel is engaging in:

The more crucial distribution objectives are to a firm's long-run success:

Marketing Channel Concepts

The Channel Participants

The Environment of Marketing Channels

Behavioral Processes 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