Question 1

Intensity:

Accepted Answer

A)  Refers to the number of intermediaries at each level of the marketing channel. 
B)  Is generally classified as either intensive or selective. 
C)  Referes to the number of independent sales agents a manufacturer uses. 
D)  Kiosk retailers. 
E)  Picture-capable cell phones. 
A)  Refers to the number of intermediaries at each level of the marketing channel. 
B)  Is generally classified as either intensive or selective. 
C)  Referes to the number of independent sales agents a manufacturer uses. 
D)  Kiosk retailers. 
E)  Picture-capable cell phones. A

Question 2

The __________approach to selecting the "best" channel structure focuses on synthesizing traditional economic analysis with behavioral concepts.

Accepted Answer

A)  Aspinwall 
B)  straight quality judgment 
C)  weighted factor score 
D)  transaction cost analysis 
E)  distribution costing 
A)  Aspinwall 
B)  straight quality judgment 
C)  weighted factor score 
D)  transaction cost analysis 
E)  distribution costing D

Question 3

Short channels are preferred for:

Accepted Answer

A)  Nontechnical products. 
B)  Convenience goods. 
C)  Firms with limited financial resources. 
D)  Firms that desire a high level of channel control. 
E)  Firms with an inexperienced channel manager. 
A)  Nontechnical products. 
B)  Convenience goods. 
C)  Firms with limited financial resources. 
D)  Firms that desire a high level of channel control. 
E)  Firms with an inexperienced channel manager. D

Question 4

A congruency check of a distribution objective means that:

Accepted Answer

A)  All of the channel members have agreed on the distribution objective. 
B)  All phases of the channel design decision have been coordinated. 
C)  The distribution objective does not conflict with other objectives and policies of the firm. 
D)  The distribution objective will minimize channel conflict. 
E)  The distribution objective matches the objectives of the retailers who sell our product. 
A)  All of the channel members have agreed on the distribution objective. 
B)  All phases of the channel design decision have been coordinated. 
C)  The distribution objective does not conflict with other objectives and policies of the firm. 
D)  The distribution objective will minimize channel conflict. 
E)  The distribution objective matches the objectives of the retailers who sell our product.

Question 5

In the weighted factor score approach,all of the following are criteria for choosing channel structure except:

Accepted Answer

A)  Decision factors must be less than seven. 
B)  Factors are stated explicitly. 
C)  Decision factors are weighted. 
D)  Each channel alternative is rated. 
E)  An overall weighted factor score is computed. 
A)  Decision factors must be less than seven. 
B)  Factors are stated explicitly. 
C)  Decision factors are weighted. 
D)  Each channel alternative is rated. 
E)  An overall weighted factor score is computed.

Question 6

Heuristics that relate particular variables with possible channel structures should be viewed as:

Accepted Answer

A)  Rather clear-cut prescriptions for choosing channel structures. 
B)  Of very little value in channel design decisions. 
C)  A rough reflection of fairly typical relationships among variables affecting channel structure. 
D)  Good quantitative devices for choosing channel structures. 
E)  Part of the management science class of techniques for choosing channels. 
A)  Rather clear-cut prescriptions for choosing channel structures. 
B)  Of very little value in channel design decisions. 
C)  A rough reflection of fairly typical relationships among variables affecting channel structure. 
D)  Good quantitative devices for choosing channel structures. 
E)  Part of the management science class of techniques for choosing channels.

Question 7

According to Michael Dell,founder of Dell Computers,the typical computer retailer:

Accepted Answer

A)  Could not match the extremely low prices he charged for direct sales. 
B)  Could not provide as rapid product delivery. 
C)  Provided better instruction and support but higher prices. 
D)  Had too little inventory to compete. 
E)  Lacked technical expertise. 
A)  Could not match the extremely low prices he charged for direct sales. 
B)  Could not provide as rapid product delivery. 
C)  Provided better instruction and support but higher prices. 
D)  Had too little inventory to compete. 
E)  Lacked technical expertise.

Question 8

A key part of Frito-Lay's success in distributing its snack products at a level that allows the company to dominate retailers' shelves is:

Accepted Answer

A)  Lower prices than competitors. 
B)  High retail inventory requirements. 
C)  Few products so as to streamline distribution. 
D)  Hand-held computers used by drivers/salespeople. 
E)  Incentives paid to retailers. 
A)  Lower prices than competitors. 
B)  High retail inventory requirements. 
C)  Few products so as to streamline distribution. 
D)  Hand-held computers used by drivers/salespeople. 
E)  Incentives paid to retailers.

Question 9

Assuming total cost for a direct channel of $100,000 and an average gross margin on sales of 25%,the sales volume needed to cover these costs would be:

Accepted Answer

A)  $2,500,000. 
B)  $25,000. 
C)  $75,000. 
D)  $400,000. 
E)  $250,000. 
A)  $2,500,000. 
B)  $25,000. 
C)  $75,000. 
D)  $400,000. 
E)  $250,000.

Question 10

All other factors being equal,in general there is __________ between the degree of standardization of products and channel length.

Accepted Answer

A)  an inverse relationship 
B)  a positive relationship 
C)  no relationship 
D)  a totally unknown relationship 
E)  an exponential relationship 
A)  an inverse relationship 
B)  a positive relationship 
C)  no relationship 
D)  a totally unknown relationship 
E)  an exponential relationship

Question 11

The specific kind of distribution tasks required are mainly a function of:

Accepted Answer

A)  The length of the channel. 
B)  The distribution objective. 
C)  The selectively of distribution. 
D)  The kinds of channel members used. 
E)  The product mix. 
A)  The length of the channel. 
B)  The distribution objective. 
C)  The selectively of distribution. 
D)  The kinds of channel members used. 
E)  The product mix.

Question 12

Which of the following is not one of the market behavior variables?

Accepted Answer

A)  How customers buy 
B)  When customers buy 
C)  Where customers buy 
D)  What customers buy 
E)  Who does the buying 
A)  How customers buy 
B)  When customers buy 
C)  Where customers buy 
D)  What customers buy 
E)  Who does the buying

Question 13

A channel manager may choose more than one channel structure in order to:

Accepted Answer

A)  Decrease costs of distribution of products. 
B)  Maximize consumer awareness of the product. 
C)  Reach the target market effectively and efficiently. 
D)  Increase net profits. 
E)  Achieve corporate objectives. 
A)  Decrease costs of distribution of products. 
B)  Maximize consumer awareness of the product. 
C)  Reach the target market effectively and efficiently. 
D)  Increase net profits. 
E)  Achieve corporate objectives.

Question 14

Shortening the channel will __________ the amount of capital necessary for distribution.

Accepted Answer

A)  increase 
B)  decrease 
C)  have no affect upon 
D)  slightly decrease 
E)  There is no relationship between the length of a channel and capital requirements. 
A)  increase 
B)  decrease 
C)  have no affect upon 
D)  slightly decrease 
E)  There is no relationship between the length of a channel and capital requirements.

Question 15

In distribution,economies of scope are needed to overcome:

Accepted Answer

A)  Low unit value. 
B)  A high degree of standardization. 
C)  Low technology. 
D)  Rapid perishability. 
E)  High bulk or weight. 
A)  Low unit value. 
B)  A high degree of standardization. 
C)  Low technology. 
D)  Rapid perishability. 
E)  High bulk or weight.

Question 16

According to the financial approach,choosing a channel structure is analogous to:

Accepted Answer

A)  Aspinwall's parallel systems approach. 
B)  An investment decision of capital budgeting. 
C)  Most of the management science approaches. 
D)  The Bayesian approach to channel choice. 
E)  Simulations of channel choice decisions. 
A)  Aspinwall's parallel systems approach. 
B)  An investment decision of capital budgeting. 
C)  Most of the management science approaches. 
D)  The Bayesian approach to channel choice. 
E)  Simulations of channel choice decisions.

Question 17

Channels that have not been designed have taken on their existing structure through:

Accepted Answer

A)  Modification. 
B)  Specialization and division of labor. 
C)  Contactual efficiency. 
D)  Interorganizational management. 
E)  Evolution. 
A)  Modification. 
B)  Specialization and division of labor. 
C)  Contactual efficiency. 
D)  Interorganizational management. 
E)  Evolution.

Question 18

When the unit value of a product is high relative to its size and weight,what is the best distribution channel?

Accepted Answer

A)  Direct distribution 
B)  Two levels of intermediaries 
C)  Three levels of intermediaries 
D)  Four levels of intermediaries 
E)  Indeterminate number of intermediaries 
A)  Direct distribution 
B)  Two levels of intermediaries 
C)  Three levels of intermediaries 
D)  Four levels of intermediaries 
E)  Indeterminate number of intermediaries

Question 19

In marketing channels,the term "reengineering" refers to:

Accepted Answer

A)  A change in an intermediary's product assortment. 
B)  Appointment of a new channel manager. 
C)  Modification of an existing channel. 
D)  Selecting new intermediaries to replace current ones. 
E)  Completely redesigning the marketing mix and selecting new channel managers. 
A)  A change in an intermediary's product assortment. 
B)  Appointment of a new channel manager. 
C)  Modification of an existing channel. 
D)  Selecting new intermediaries to replace current ones. 
E)  Completely redesigning the marketing mix and selecting new channel managers.

Question 20

The usual operational measure of market size is:

Accepted Answer

A)  The number of buying units consumer or industrial). 
B)  The dollar sales in the market. 
C)  The geographical extent of the market. 
D)  The density of the buying units. 
E)  The design of heterogeneity in the market. 
A)  The number of buying units consumer or industrial). 
B)  The dollar sales in the market. 
C)  The geographical extent of the market. 
D)  The density of the buying units. 
E)  The design of heterogeneity in the market.

Intensity:

The __________approach to selecting the "best" channel structure focuses on synthesizing traditional economic analysis with behavioral concepts.

Short channels are preferred for:

A congruency check of a distribution objective means that:

In the weighted factor score approach,all of the following are criteria for choosing channel structure except:

Heuristics that relate particular variables with possible channel structures should be viewed as:

According to Michael Dell,founder of Dell Computers,the typical computer retailer:

A key part of Frito-Lay's success in distributing its snack products at a level that allows the company to dominate retailers' shelves is:

Assuming total cost for a direct channel of $100,000 and an average gross margin on sales of 25%,the sales volume needed to cover these costs would be:

All other factors being equal,in general there is __________ between the degree of standardization of products and channel length.

The specific kind of distribution tasks required are mainly a function of:

Which of the following is not one of the market behavior variables?

A channel manager may choose more than one channel structure in order to:

Shortening the channel will __________ the amount of capital necessary for distribution.

In distribution,economies of scope are needed to overcome:

According to the financial approach,choosing a channel structure is analogous to:

Channels that have not been designed have taken on their existing structure through:

When the unit value of a product is high relative to its size and weight,what is the best distribution channel?

In marketing channels,the term "reengineering" refers to:

The usual operational measure of market size is:

Marketing Channel Concepts

The Channel Participants

The Environment of Marketing Channels

Behavioral Processes in Marketing Channels

Strategy in 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 6: Designing Marketing Channels

Intensity:

The __________approach to selecting the "best" channel structure focuses on synthesizing traditional economic analysis with behavioral concepts.

Short channels are preferred for:

A congruency check of a distribution objective means that:

In the weighted factor score approach,all of the following are criteria for choosing channel structure except:

Heuristics that relate particular variables with possible channel structures should be viewed as:

According to Michael Dell,founder of Dell Computers,the typical computer retailer:

A key part of Frito-Lay's success in distributing its snack products at a level that allows the company to dominate retailers' shelves is:

Assuming total cost for a direct channel of $100,000 and an average gross margin on sales of 25%,the sales volume needed to cover these costs would be:

All other factors being equal,in general there is __________ between the degree of standardization of products and channel length.

The specific kind of distribution tasks required are mainly a function of:

Which of the following is not one of the market behavior variables?

A channel manager may choose more than one channel structure in order to:

Shortening the channel will __________ the amount of capital necessary for distribution.

In distribution,economies of scope are needed to overcome:

According to the financial approach,choosing a channel structure is analogous to:

Channels that have not been designed have taken on their existing structure through:

When the unit value of a product is high relative to its size and weight,what is the best distribution channel?

In marketing channels,the term "reengineering" refers to:

The usual operational measure of market size is:

Marketing Channel Concepts

The Channel Participants

The Environment of Marketing Channels

Behavioral Processes in Marketing Channels

Strategy in 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