Question 1

Which of the following statements regarding the marketing mix is true?

Accepted Answer

A)  When distribution is the most relevant marketing mix element, it is because power retailers are channel members. 
B)  Distribution usually is the leading variable in the marketing mix unless the manufacturer owns and operates its own retailing operation. 
C)  As the number of channel members expands, so does the importance of distribution in the marketing mix. 
D)  The most emphasis should be placed on profits and placement in developing a marketing mix. 
E)  Distribution can offer a more favorable basis for developing the competitive edge because it is not easily copied. 
A)  When distribution is the most relevant marketing mix element, it is because power retailers are channel members. 
B)  Distribution usually is the leading variable in the marketing mix unless the manufacturer owns and operates its own retailing operation. 
C)  As the number of channel members expands, so does the importance of distribution in the marketing mix. 
D)  The most emphasis should be placed on profits and placement in developing a marketing mix. 
E)  Distribution can offer a more favorable basis for developing the competitive edge because it is not easily copied.

Question 2

The reputation a manufacturer acquires among channel members for furnishing products,services,financial returns,and systems that are in some way superior to those offered by competing manufacturers is referred to as:

Accepted Answer

A)  Channel position. 
B)  Channel strength. 
C)  Channel design. 
D)  Channel superiority. 
E)  Channel differentiation. 
A)  Channel position. 
B)  Channel strength. 
C)  Channel design. 
D)  Channel superiority. 
E)  Channel differentiation.

Question 3

The main reason WD-40 is in 75 percent of all U.S.households seems to be:

Accepted Answer

A)  Its efficient inbound logistics. 
B)  Marketing and sales. 
C)  Its retail distribution channels. 
D)  Technology development. 
E)  Procurement. 
A)  Its efficient inbound logistics. 
B)  Marketing and sales. 
C)  Its retail distribution channels. 
D)  Technology development. 
E)  Procurement.

Question 4

Caterpillar's CEO,Donald V.Fites,makes it clear that the biggest reason for Caterpillar's success has been:

Accepted Answer

A)  A great product. 
B)  An emphasis on product differentiation. 
C)  Competitive prices. 
D)  Its system of distribution and product support. 
E)  Its product development expertise. 
A)  A great product. 
B)  An emphasis on product differentiation. 
C)  Competitive prices. 
D)  Its system of distribution and product support. 
E)  Its product development expertise.

Question 5

Which of the following statements regarding synergy through distribution is false?

Accepted Answer

A)  It is sometimes referred to as distribution partnerships. 
B)  It is sometimes referred to as strategic alliances. 
C)  It is sometimes referred to as e-commerce. 
D)  It is sometimes referred to as networks. 
E)  It is sometimes referred to as partnering. 
A)  It is sometimes referred to as distribution partnerships. 
B)  It is sometimes referred to as strategic alliances. 
C)  It is sometimes referred to as e-commerce. 
D)  It is sometimes referred to as networks. 
E)  It is sometimes referred to as partnering.

Question 6

The corporate level planning process is concerned with:

Accepted Answer

A)  Communicating corporate guidelines, business definition, and mission. 
B)  Communicating business guidelines. 
C)  Communicating the program definition. 
D)  Integrating functional strategies. 
E)  Developing a one-year plan and budget for departments. 
A)  Communicating corporate guidelines, business definition, and mission. 
B)  Communicating business guidelines. 
C)  Communicating the program definition. 
D)  Integrating functional strategies. 
E)  Developing a one-year plan and budget for departments.

Question 7

Competitive advantages gained through distribution tend to be:

Accepted Answer

A)  Short-lived. 
B)  Long-lived. 
C)  Less costly to develop. 
D)  Much more difficult to develop than product advantages. 
E)  Almost always more expensive to develop. 
A)  Short-lived. 
B)  Long-lived. 
C)  Less costly to develop. 
D)  Much more difficult to develop than product advantages. 
E)  Almost always more expensive to develop.

Question 8

If a manufacturer's products are "middle of the road" in quality and aimed at the mass market,its distribution strategy should stress:

Accepted Answer

A)  Exclusive distribution. 
B)  Broad coverage of the market. 
C)  Very selective distribution. 
D)  Intensive or exclusive distribution. 
E)  Regional distribution. 
A)  Exclusive distribution. 
B)  Broad coverage of the market. 
C)  Very selective distribution. 
D)  Intensive or exclusive distribution. 
E)  Regional distribution.

Question 9

Infiniti's approach to selling cars,according to the company,stresses:

Accepted Answer

A)  Tradition but with more "class". 
B)  Aims to communicate to its dealers that they must be the best and create high consumer expectations. 
C)  Extensive use of the Internet. 
D)  A strict one-price policy. 
E)  elimination of dealer salespeople to move to a higher technological computer-based approach to car sales. 
A)  Tradition but with more "class". 
B)  Aims to communicate to its dealers that they must be the best and create high consumer expectations. 
C)  Extensive use of the Internet. 
D)  A strict one-price policy. 
E)  elimination of dealer salespeople to move to a higher technological computer-based approach to car sales.

Question 10

______________ refers to a firm's attainment of an advantageous position in the market relative to competitors.

Accepted Answer

A)  Channel and placement strategy 
B)  Differential advantage 
C)  Respect 
D)  Power 
E)  Marketing strategy 
A)  Channel and placement strategy 
B)  Differential advantage 
C)  Respect 
D)  Power 
E)  Marketing strategy

Question 11

Many manufacturers have neglected distribution because:

Accepted Answer

A)  Product, price and promotion are more difficult to control. 
B)  Independent channel members can be difficult to control. 
C)  It takes too long for distribution to impact market share. 
D)  The decisions are difficult to make. 
E)  It is hard to obtain the information. 
A)  Product, price and promotion are more difficult to control. 
B)  Independent channel members can be difficult to control. 
C)  It takes too long for distribution to impact market share. 
D)  The decisions are difficult to make. 
E)  It is hard to obtain the information.

Question 12

Channel strategy is best conducted:

Accepted Answer

A)  On an ad hoc basis. 
B)  On a "cross that bridge when you come to it" basis. 
C)  On a firefighting basis. 
D)  By following a set of guiding principles basis. 
E)  By developing personal relationships with other channel managers. 
A)  On an ad hoc basis. 
B)  On a "cross that bridge when you come to it" basis. 
C)  On a firefighting basis. 
D)  By following a set of guiding principles basis. 
E)  By developing personal relationships with other channel managers.

Question 13

How much emphasis should be placed on each strategic variable of the marketing mix is:

Accepted Answer

A)  A question without a general answer. 
B)  A direct function of the size of the firm. 
C)  Almost always most critical in high-tech companies. 
D)  A fairly clear-cut formula of Ts = f(P1,P2,P3,P4). 
E)  Dependent upon the firm's goals and objectives. 
A)  A question without a general answer. 
B)  A direct function of the size of the firm. 
C)  Almost always most critical in high-tech companies. 
D)  A fairly clear-cut formula of Ts = f(P1,P2,P3,P4). 
E)  Dependent upon the firm's goals and objectives.

Question 14

Channel design should be viewed as:

Accepted Answer

A)  The most important element for gaining differential advantage. 
B)  One component in the firm's attempt to gain differential advantage. 
C)  The only real basis for gaining differential advantage. 
D)  Of little consequence in gaining differential advantage. 
E)  The second most important element behind pricing. 
A)  The most important element for gaining differential advantage. 
B)  One component in the firm's attempt to gain differential advantage. 
C)  The only real basis for gaining differential advantage. 
D)  Of little consequence in gaining differential advantage. 
E)  The second most important element behind pricing.

Question 15

The tactics a channel manager can use to motivate channel members:

Accepted Answer

A)  Are most effective when they provide financial gains to the channel member. 
B)  Are severely limited by law. 
C)  Are very diverse in approach. 
D)  Are best when they take a subtle approach. 
E)  Are difficult to implement. 
A)  Are most effective when they provide financial gains to the channel member. 
B)  Are severely limited by law. 
C)  Are very diverse in approach. 
D)  Are best when they take a subtle approach. 
E)  Are difficult to implement.

Question 16

DPA stands for:

Accepted Answer

A)  Distribution price allocation. 
B)  Distribution product advertising. 
C)  Distribution portfolio analysis. 
D)  Distribution production alternatives. 
E)  Distribution promotion analysis. 
A)  Distribution price allocation. 
B)  Distribution product advertising. 
C)  Distribution portfolio analysis. 
D)  Distribution production alternatives. 
E)  Distribution promotion analysis.

Question 17

Channel strategy should guide channel design so as to help the firm attain:

Accepted Answer

A)  The most efficient channel. 
B)  The lowest cost channel. 
C)  Differential advantage. 
D)  Increased profits. 
E)  Power over other members of the channel. 
A)  The most efficient channel. 
B)  The lowest cost channel. 
C)  Differential advantage. 
D)  Increased profits. 
E)  Power over other members of the channel.

Question 18

A well-developed marketing channel comprised of the right channel members can create __________ between the manufacturer and channel members.

Accepted Answer

A)  synergy 
B)  problems 
C)  a legal partnership 
D)  unforeseen obstacles 
E)  conflict 
A)  synergy 
B)  problems 
C)  a legal partnership 
D)  unforeseen obstacles 
E)  conflict

Question 19

Pertaining to the release of movies,windowing is a practice by which movie producers stagger the release of movies for various distributors. Which of the following statements about windowing is false?

Accepted Answer

A)  Windowing was established to help the movie industry maximize total revenues. 
B)  The practice essentially made movie theatres exclusive distributors for the first four months after a movie's release. 
C)  Windowing greatly benefited movie theaters. 
D)  Windowing greatly threatened movie theaters. 
E)  Windowing may be replaced with new approach to distribution that shortened the time consumers can purchase movies. 
A)  Windowing was established to help the movie industry maximize total revenues. 
B)  The practice essentially made movie theatres exclusive distributors for the first four months after a movie's release. 
C)  Windowing greatly benefited movie theaters. 
D)  Windowing greatly threatened movie theaters. 
E)  Windowing may be replaced with new approach to distribution that shortened the time consumers can purchase movies.

Question 20

The principal lesson BMW learned from Michael Dell of Dell Computer is:

Accepted Answer

A)  Customers are looking for the lowest price. 
B)  Highly standardized products sell best. 
C)  Custom made distribution can attract customers. 
D)  Customers who need no technical support will buy from BMW. 
E)  Insecure customers who are afraid to venture into dealerships will buy from BMW. 
A)  Customers are looking for the lowest price. 
B)  Highly standardized products sell best. 
C)  Custom made distribution can attract customers. 
D)  Customers who need no technical support will buy from BMW. 
E)  Insecure customers who are afraid to venture into dealerships will buy from BMW.

Which of the following statements regarding the marketing mix is true?

The reputation a manufacturer acquires among channel members for furnishing products,services,financial returns,and systems that are in some way superior to those offered by competing manufacturers is referred to as:

The main reason WD-40 is in 75 percent of all U.S.households seems to be:

Caterpillar's CEO,Donald V.Fites,makes it clear that the biggest reason for Caterpillar's success has been:

Which of the following statements regarding synergy through distribution is false?

The corporate level planning process is concerned with:

Competitive advantages gained through distribution tend to be:

If a manufacturer's products are "middle of the road" in quality and aimed at the mass market,its distribution strategy should stress:

Infiniti's approach to selling cars,according to the company,stresses:

______________ refers to a firm's attainment of an advantageous position in the market relative to competitors.

Many manufacturers have neglected distribution because:

Channel strategy is best conducted:

How much emphasis should be placed on each strategic variable of the marketing mix is:

Channel design should be viewed as:

The tactics a channel manager can use to motivate channel members:

DPA stands for:

Channel strategy should guide channel design so as to help the firm attain:

A well-developed marketing channel comprised of the right channel members can create __________ between the manufacturer and channel members.

Pertaining to the release of movies,windowing is a practice by which movie producers stagger the release of movies for various distributors. Which of the following statements about windowing is false?

The principal lesson BMW learned from Michael Dell of Dell Computer is:

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

Which of the following statements regarding the marketing mix is true?

The reputation a manufacturer acquires among channel members for furnishing products,services,financial returns,and systems that are in some way superior to those offered by competing manufacturers is referred to as:

The main reason WD-40 is in 75 percent of all U.S.households seems to be:

Caterpillar's CEO,Donald V.Fites,makes it clear that the biggest reason for Caterpillar's success has been:

Which of the following statements regarding synergy through distribution is false?

The corporate level planning process is concerned with:

Competitive advantages gained through distribution tend to be:

If a manufacturer's products are "middle of the road" in quality and aimed at the mass market,its distribution strategy should stress:

Infiniti's approach to selling cars,according to the company,stresses:

______________ refers to a firm's attainment of an advantageous position in the market relative to competitors.

Many manufacturers have neglected distribution because:

Channel strategy is best conducted:

How much emphasis should be placed on each strategic variable of the marketing mix is:

Channel design should be viewed as:

The tactics a channel manager can use to motivate channel members:

DPA stands for:

Channel strategy should guide channel design so as to help the firm attain:

A well-developed marketing channel comprised of the right channel members can create __________ between the manufacturer and channel members.

Pertaining to the release of movies,windowing is a practice by which movie producers stagger the release of movies for various distributors. Which of the following statements about windowing is false?

The principal lesson BMW learned from Michael Dell of Dell Computer is:

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