Question 1

The distribution costing approach to choosing channel structure:

Accepted Answer

A)  Requires almost no managerial judgment. 
B)  Requires specific factors to be identified. 
C)  Requires that management make some cost and revenue estimates. 
D)  Will, if done well, generally yield an optimal channel choice. 
E)  Assumes a three-level distribution structure. 
A)  Requires almost no managerial judgment. 
B)  Requires specific factors to be identified. 
C)  Requires that management make some cost and revenue estimates. 
D)  Will, if done well, generally yield an optimal channel choice. 
E)  Assumes a three-level distribution structure.

Question 2

Using channel design __________ should be uppermost in the channel manager's thinking.

Accepted Answer

A)  to accommodate changes in channel variables 
B)  as a means for gaining differential advantage 
C)  to reduce channel costs 
D)  to increase the intensity of distribution 
E)  to increase profits 
A)  to accommodate changes in channel variables 
B)  as a means for gaining differential advantage 
C)  to reduce channel costs 
D)  to increase the intensity of distribution 
E)  to increase profits

Question 3

The perspective used by producers and manufacturers with respect to channel design is one of a firm looking:

Accepted Answer

A)  Down the channel toward the market. 
B)  Up the channel away from the market. 
C)  Both down and up the channel. 
D)  Toward and away from the market. 
E)  At changes in the environment. 
A)  Down the channel toward the market. 
B)  Up the channel away from the market. 
C)  Both down and up the channel. 
D)  Toward and away from the market. 
E)  At changes in the environment.

Question 4

There are generally considered to be _______ reasons for making channel design decisions.

Accepted Answer

A)  10 
B)  15 
C)  18 
D)  20 
E)  an indefinite number of 
A)  10 
B)  15 
C)  18 
D)  20 
E)  an indefinite number of

Question 5

For distant manufacturers it can be generalized that:

Accepted Answer

A)  The use of intermediaries will increase distribution costs. 
B)  The use of intermediaries will decrease distribution costs. 
C)  A direct channel from distant manufacturer to consumer is most efficient with the lowest distribution costs. 
D)  The use of intermediaries increase product costs because of increased trucking/shipping expenses. 
E)  Profits are constant regardless of the use of intermediaries because all distribution costs are passed onto the consumer. 
A)  The use of intermediaries will increase distribution costs. 
B)  The use of intermediaries will decrease distribution costs. 
C)  A direct channel from distant manufacturer to consumer is most efficient with the lowest distribution costs. 
D)  The use of intermediaries increase product costs because of increased trucking/shipping expenses. 
E)  Profits are constant regardless of the use of intermediaries because all distribution costs are passed onto the consumer.

Question 6

Which of the following is not one of the basic phases of the paradigm of the channel design decision?

Accepted Answer

A)  Evaluating the variables affecting channel structure 
B)  Choosing the "best" channel structure 
C)  Recognizing the need for a channel design decision 
D)  Developing specialization and division of labor 
E)  Setting and coordinating distribution objectives 
A)  Evaluating the variables affecting channel structure 
B)  Choosing the "best" channel structure 
C)  Recognizing the need for a channel design decision 
D)  Developing specialization and division of labor 
E)  Setting and coordinating distribution objectives

Question 7

Which of the following is not a step in the channel design decision process?

Accepted Answer

A)  Forecast changes in the environment. 
B)  Develop alternative channel structures. 
C)  Choose the "best" channel structure. 
D)  Recognize the need for channel design decisions. 
E)  Set and coordinate distribution objectives. 
A)  Forecast changes in the environment. 
B)  Develop alternative channel structures. 
C)  Choose the "best" channel structure. 
D)  Recognize the need for channel design decisions. 
E)  Set and coordinate distribution objectives.

Question 8

Which of the following is not an example of a well-stated distribution objective?

Accepted Answer

A)  Our distribution objective is to ensure all do-it-yourselfers have the opportunity to buy our hand tools 75% of the time they shop for home maintenance and repair materials. 
B)  Our distribution objective is to ensure our customers have as many opportunities as possible to purchase our carpeting and curtains. 
C)  Our distribution objective is to assure that half of all high school varsity swimmers have at least one opportunity per season to purchase our swimwear. 
D)  Our distribution objective is to ensure that every consumer with children under the age of 10 has the opportunity to buy our candies. 
E)  Our distribution objective is to broaden our penetration in the school and college markets and use exclusive contracts where schools agree to sell only our food product. 
A)  Our distribution objective is to ensure all do-it-yourselfers have the opportunity to buy our hand tools 75% of the time they shop for home maintenance and repair materials. 
B)  Our distribution objective is to ensure our customers have as many opportunities as possible to purchase our carpeting and curtains. 
C)  Our distribution objective is to assure that half of all high school varsity swimmers have at least one opportunity per season to purchase our swimwear. 
D)  Our distribution objective is to ensure that every consumer with children under the age of 10 has the opportunity to buy our candies. 
E)  Our distribution objective is to broaden our penetration in the school and college markets and use exclusive contracts where schools agree to sell only our food product.

Question 9

In practice,the channel manager is usually not able to choose an optimal channel structure in the strict sense of the term for all of the following reasons except:

Accepted Answer

A)  He/she is often unable to know what all of the alternative structures are. 
B)  Maximizing long-term profits can be achieved with a number of alternative channel structures. 
C)  The time involved would often be prohibitive. 
D)  Precise methods generally do not exist for calculating the payoffs associated with each of the alternative structures. 
E)  The costs involved are very high. 
A)  He/she is often unable to know what all of the alternative structures are. 
B)  Maximizing long-term profits can be achieved with a number of alternative channel structures. 
C)  The time involved would often be prohibitive. 
D)  Precise methods generally do not exist for calculating the payoffs associated with each of the alternative structures. 
E)  The costs involved are very high.

Question 10

The longest channels are expected for all of the following except:

Accepted Answer

A)  Consumer markets. 
B)  Geographically dispersed markets. 
C)  Seasonally consumed products. 
D)  Goods bought in small quantities. 
E)  Goods purchased online by consumers. 
A)  Consumer markets. 
B)  Geographically dispersed markets. 
C)  Seasonally consumed products. 
D)  Goods bought in small quantities. 
E)  Goods purchased online by consumers.

Question 11

Approaches that attempt to identify all channel structure variables explicitly and then attempt to express the relationships among them in quantitative terms were referred to in the text as:

Accepted Answer

A)  Management science approaches. 
B)  Heuristic approaches. 
C)  Bayesian approaches. 
D)  Distribution costing approaches. 
E)  Financial analysis approaches. 
A)  Management science approaches. 
B)  Heuristic approaches. 
C)  Bayesian approaches. 
D)  Distribution costing approaches. 
E)  Financial analysis approaches.

Question 12

The allocation of distribution tasks should include consideration of all of the following except:

Accepted Answer

A)  Number of levels in the channel. 
B)  The saturation at the various levels. 
C)  The number of channel managers at each level. 
D)  Types of intermediaries at each level. 
E)  The selective number of intermediaries at various levels. 
A)  Number of levels in the channel. 
B)  The saturation at the various levels. 
C)  The number of channel managers at each level. 
D)  Types of intermediaries at each level. 
E)  The selective number of intermediaries at various levels.

Question 13

In general,the more geographically dispersed the market:

Accepted Answer

A)  The shorter the channel structure. 
B)  The more direct is distribution. 
C)  The fewer the number of intermediaries that will likely have to be used. 
D)  The more difficult and expensive is distribution. 
E)  The more selective is distribution. 
A)  The shorter the channel structure. 
B)  The more direct is distribution. 
C)  The fewer the number of intermediaries that will likely have to be used. 
D)  The more difficult and expensive is distribution. 
E)  The more selective is distribution.

Question 14

Given five possible channel structures,two degrees of intensity,and four different types of intermediaries,the maximum number of possible channel alternatives would be:

Accepted Answer

A)  11. 
B)  40. 
C)  22. 
D)  14. 
E)  100. 
A)  11. 
B)  40. 
C)  22. 
D)  14. 
E)  100.

Question 15

As a dimension of channel structure,types of intermediaries really pertains to:

Accepted Answer

A)  The classifications of the Census of Wholesale Trade and the Census of Retail Trade. 
B)  The basic types of distribution tasks performed. 
C)  Traditional industry terminology. 
D)  The leadership style of channel managers. 
E)  The many different retail outlets at which customers buy products. 
A)  The classifications of the Census of Wholesale Trade and the Census of Retail Trade. 
B)  The basic types of distribution tasks performed. 
C)  Traditional industry terminology. 
D)  The leadership style of channel managers. 
E)  The many different retail outlets at which customers buy products.

Question 16

The most difficult problem with making the financial approach to choosing a channel structure operational is:

Accepted Answer

A)  The reluctance on the part of firms to use it. 
B)  Obtaining accurate estimates of future revenues and costs from alternative channel structures. 
C)  The great expense involved in employing this method. 
D)  The inadequate capacity of existing computer systems to handle the mass of data involved. 
E)  Poor attitudes on the part of managers toward using it. 
A)  The reluctance on the part of firms to use it. 
B)  Obtaining accurate estimates of future revenues and costs from alternative channel structures. 
C)  The great expense involved in employing this method. 
D)  The inadequate capacity of existing computer systems to handle the mass of data involved. 
E)  Poor attitudes on the part of managers toward using it.

Question 17

The Internet has affected the number of levels in a channel by:

Accepted Answer

A)  Adding a fifth level to the current three and four level channels. 
B)  Allowing manufacturers to add a direct two level channel to their existing options. 
C)  Increasing the level of product saturation available to manufacturers and producers. 
D)  Fixing the number of levels available to manufacturers. 
E)  Changing the environment such that manufacturers are unable to identify the possible number of levels available. 
A)  Adding a fifth level to the current three and four level channels. 
B)  Allowing manufacturers to add a direct two level channel to their existing options. 
C)  Increasing the level of product saturation available to manufacturers and producers. 
D)  Fixing the number of levels available to manufacturers. 
E)  Changing the environment such that manufacturers are unable to identify the possible number of levels available.

Question 18

More channel levels and more intermediaries are expected for:

Accepted Answer

A)  Markets requiring many contacts. 
B)  Markets requiring personalized contacts. 
C)  Markets and producers that have no quantity discrepancies. 
D)  Markets and producers with very little spatial separation. 
E)  Technically complex products. 
A)  Markets requiring many contacts. 
B)  Markets requiring personalized contacts. 
C)  Markets and producers that have no quantity discrepancies. 
D)  Markets and producers with very little spatial separation. 
E)  Technically complex products.

Question 19

According to Aspinwall,short channels are expected for products with a:

Accepted Answer

A)  High replacement rate. 
B)  High gross margin. 
C)  Low time of consumption. 
D)  Low adjustment needs. 
E)  Low searching time. 
A)  High replacement rate. 
B)  High gross margin. 
C)  Low time of consumption. 
D)  Low adjustment needs. 
E)  Low searching time.

Question 20

Product variables affecting channel structure include all of the following except:

Accepted Answer

A)  Availability of inputs/supplies. 
B)  Perishability. 
C)  Degree of standardization. 
D)  Newness. 
E)  Unit value. 
A)  Availability of inputs/supplies. 
B)  Perishability. 
C)  Degree of standardization. 
D)  Newness. 
E)  Unit value.

The distribution costing approach to choosing channel structure:

Using channel design __________ should be uppermost in the channel manager's thinking.

The perspective used by producers and manufacturers with respect to channel design is one of a firm looking:

There are generally considered to be _______ reasons for making channel design decisions.

For distant manufacturers it can be generalized that:

Which of the following is not one of the basic phases of the paradigm of the channel design decision?

Which of the following is not a step in the channel design decision process?

Which of the following is not an example of a well-stated distribution objective?

In practice,the channel manager is usually not able to choose an optimal channel structure in the strict sense of the term for all of the following reasons except:

The longest channels are expected for all of the following except:

Approaches that attempt to identify all channel structure variables explicitly and then attempt to express the relationships among them in quantitative terms were referred to in the text as:

The allocation of distribution tasks should include consideration of all of the following except:

In general,the more geographically dispersed the market:

Given five possible channel structures,two degrees of intensity,and four different types of intermediaries,the maximum number of possible channel alternatives would be:

As a dimension of channel structure,types of intermediaries really pertains to:

The most difficult problem with making the financial approach to choosing a channel structure operational is:

The Internet has affected the number of levels in a channel by:

More channel levels and more intermediaries are expected for:

According to Aspinwall,short channels are expected for products with a:

Product variables affecting channel structure include all of the following except:

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

The distribution costing approach to choosing channel structure:

Using channel design __________ should be uppermost in the channel manager's thinking.

The perspective used by producers and manufacturers with respect to channel design is one of a firm looking:

There are generally considered to be _______ reasons for making channel design decisions.

For distant manufacturers it can be generalized that:

Which of the following is not one of the basic phases of the paradigm of the channel design decision?

Which of the following is not a step in the channel design decision process?

Which of the following is not an example of a well-stated distribution objective?

In practice,the channel manager is usually not able to choose an optimal channel structure in the strict sense of the term for all of the following reasons except:

The longest channels are expected for all of the following except:

Approaches that attempt to identify all channel structure variables explicitly and then attempt to express the relationships among them in quantitative terms were referred to in the text as:

The allocation of distribution tasks should include consideration of all of the following except:

In general,the more geographically dispersed the market:

Given five possible channel structures,two degrees of intensity,and four different types of intermediaries,the maximum number of possible channel alternatives would be:

As a dimension of channel structure,types of intermediaries really pertains to:

The most difficult problem with making the financial approach to choosing a channel structure operational is:

The Internet has affected the number of levels in a channel by:

More channel levels and more intermediaries are expected for:

According to Aspinwall,short channels are expected for products with a:

Product variables affecting channel structure include all of the following except:

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