Question 1

When a channel manager undertakes channel design,what distribution decision already should have been made?

Accepted Answer

A)  How the changes will be evaluated 
B)  The role of distribution in new product strategy 
C)  The role of distribution in the firm's overall objectives and strategies 
D)  How the new design will be implemented 
E)  The role of distribution in the promotion strategy 
A)  How the changes will be evaluated 
B)  The role of distribution in new product strategy 
C)  The role of distribution in the firm's overall objectives and strategies 
D)  How the new design will be implemented 
E)  The role of distribution in the promotion strategy

Question 2

The channel manager's specification of distribution tasks is:

Accepted Answer

A)  Situationally dependent. 
B)  Generalizable across most situations. 
C)  One of choosing from among the eight basic marketing functions. 
D)  Based mainly on what the existing channel members want. 
E)  The first phase of channel design. 
A)  Situationally dependent. 
B)  Generalizable across most situations. 
C)  One of choosing from among the eight basic marketing functions. 
D)  Based mainly on what the existing channel members want. 
E)  The first phase of channel design.

Question 3

Distribution objectives must be set:

Accepted Answer

A)  Only in relation to considerations of logistics. 
B)  To provide for fast distribution of products to the market. 
C)  With the major emphasis being on keeping the cost of distribution to a minimum. 
D)  With an eye toward objectives and policies of the firm. 
E)  To achieve the maximum level of sales volume. 
A)  Only in relation to considerations of logistics. 
B)  To provide for fast distribution of products to the market. 
C)  With the major emphasis being on keeping the cost of distribution to a minimum. 
D)  With an eye toward objectives and policies of the firm. 
E)  To achieve the maximum level of sales volume.

Question 4

Which of the following is not a key limitation of Transaction Cost Analysis TCA)?

Accepted Answer

A)  It deals only with the dichotomy of vertical integration versus independent channel members. 
B)  The assumption of opportunistic behavior may not be accurate. 
C)  It neglects most of the other relevant variables associated with channel choice. 
D)  No distinction is made between long-term and short-term issues in channel structure relationships. 
E)  It is difficult to implement. 
A)  It deals only with the dichotomy of vertical integration versus independent channel members. 
B)  The assumption of opportunistic behavior may not be accurate. 
C)  It neglects most of the other relevant variables associated with channel choice. 
D)  No distinction is made between long-term and short-term issues in channel structure relationships. 
E)  It is difficult to implement.

Question 5

Channel design refers to all of the following except:

Accepted Answer

A)  The development of new channels. 
B)  The modification of existing channels. 
C)  The allocation of distribution tasks among channel members. 
D)  The selection of channel members. 
E)  The development of methods used to motivate channel members. 
A)  The development of new channels. 
B)  The modification of existing channels. 
C)  The allocation of distribution tasks among channel members. 
D)  The selection of channel members. 
E)  The development of methods used to motivate channel members.

Question 6

A major cause of the failure of many dot-com companies can be traced to:

Accepted Answer

A)  Providing too much information to customers. 
B)  Underestimating the distribution tasks needed to link firms with customers. 
C)  Setting poorly stated goals and objectives for the firm. 
D)  Mis-identifying the target market. 
E)  Selecting a product mix that did not meet targeted customer needs. 
A)  Providing too much information to customers. 
B)  Underestimating the distribution tasks needed to link firms with customers. 
C)  Setting poorly stated goals and objectives for the firm. 
D)  Mis-identifying the target market. 
E)  Selecting a product mix that did not meet targeted customer needs.

Question 7

Channel design strategy is __________ differential advantage.

Accepted Answer

A)  the most important component of 
B)  usually an insignificant aspect for creating 
C)  always playing a part in creating 
D)  often one component of 
E)  the least important aspect of 
A)  the most important component of 
B)  usually an insignificant aspect for creating 
C)  always playing a part in creating 
D)  often one component of 
E)  the least important aspect of

Question 8

The intermediary variables are:

Accepted Answer

A)  Size, expertise and cost. 
B)  Availability, cost and services. 
C)  Intensity, type and size. 
D)  Financial capacity, services and newness. 
E)  Geography, size, and degree of standardization. 
A)  Size, expertise and cost. 
B)  Availability, cost and services. 
C)  Intensity, type and size. 
D)  Financial capacity, services and newness. 
E)  Geography, size, and degree of standardization.

Question 9

Products that are in the introductory stage of the product life cycle often need heavy promotion.This tends to foster:

Accepted Answer

A)  An increased use of intermediaries. 
B)  Very long channels of distribution. 
C)  Shortened channels. 
D)  The total elimination of intermediaries. 
E)  An emphasis on facilitating agencies. 
A)  An increased use of intermediaries. 
B)  Very long channels of distribution. 
C)  Shortened channels. 
D)  The total elimination of intermediaries. 
E)  An emphasis on facilitating agencies.

Question 10

Which of the following heuristics about the relationship between a manufacturer's characteristics and channel design is false?

Accepted Answer

A)  The larger the firm the less flexibility it has because of its internal bureaucracy and the complexity of its product line. 
B)  The greater the capital available to a manufacturer, the less its dependence on intermediaries for the performance of distribution tasks. 
C)  Management expertise in distribution increases across time. 
D)  Manufacturers should sell directly to users if a product is technically complex. 
E)  More intermediaries are needed in a large market. 
A)  The larger the firm the less flexibility it has because of its internal bureaucracy and the complexity of its product line. 
B)  The greater the capital available to a manufacturer, the less its dependence on intermediaries for the performance of distribution tasks. 
C)  Management expertise in distribution increases across time. 
D)  Manufacturers should sell directly to users if a product is technically complex. 
E)  More intermediaries are needed in a large market.

Question 11

When developing alternative channel structures,the number of levels the channel manager considers may be limited by all of the following except:

Accepted Answer

A)  The industry's standard practices. 
B)  The size of the market. 
C)  The availability of intermediaries. 
D)  Short-term objectives. 
E)  The nature of the market. 
A)  The industry's standard practices. 
B)  The size of the market. 
C)  The availability of intermediaries. 
D)  Short-term objectives. 
E)  The nature of the market.

Question 12

A marketing strategy that focuses on carefully chosen target markets will most likely stress:

Accepted Answer

A)  Intensive distribution. 
B)  Only high-priced retail outlets. 
C)  Direct distribution. 
D)  Selective or exclusive distribution. 
E)  Exclusive distribution only. 
A)  Intensive distribution. 
B)  Only high-priced retail outlets. 
C)  Direct distribution. 
D)  Selective or exclusive distribution. 
E)  Exclusive distribution only.

Question 13

Which of the following does not engage in channel design?

Accepted Answer

A)  Manufacturers 
B)  Wholesalers 
C)  Retailers 
D)  Producers 
E)  Facilitating agencies 
A)  Manufacturers 
B)  Wholesalers 
C)  Retailers 
D)  Producers 
E)  Facilitating agencies

Question 14

For a producer of computer-based training programs for businesses,all of the following should precipitate a channel design decision except:

Accepted Answer

A)  Development of a new product for the government market. 
B)  Deleting one training program from the product line. 
C)  Deciding to sell the current product line in Canada. 
D)  Merging the firm with another company that manufactures products for the business market. 
E)  Identifying home-based business owners as a new target market. 
A)  Development of a new product for the government market. 
B)  Deleting one training program from the product line. 
C)  Deciding to sell the current product line in Canada. 
D)  Merging the firm with another company that manufactures products for the business market. 
E)  Identifying home-based business owners as a new target market.

Question 15

Aspinwall's approach to channel design:

Accepted Answer

A)  Assumes there are 15 characteristics that need to be considered when designing the channel. 
B)  Is impossible to operationalize. 
C)  Always selects the optimal channel structure. 
D)  Puts too much emphasis on product characteristics as the determinant of channel structure. 
E)  Assumes products can be represented on a seven color spectrum. 
A)  Assumes there are 15 characteristics that need to be considered when designing the channel. 
B)  Is impossible to operationalize. 
C)  Always selects the optimal channel structure. 
D)  Puts too much emphasis on product characteristics as the determinant of channel structure. 
E)  Assumes products can be represented on a seven color spectrum.

Question 16

The distribution objective must be congruent with:

Accepted Answer

A)  Channel members' objectives and strategies. 
B)  The other elements of the marketing mix. 
C)  Standard industry practices. 
D)  Competitors' objectives and strategies. 
E)  Suppliers' objectives and strategies. 
A)  Channel members' objectives and strategies. 
B)  The other elements of the marketing mix. 
C)  Standard industry practices. 
D)  Competitors' objectives and strategies. 
E)  Suppliers' objectives and strategies.

Question 17

According to the text,the most basic variable affecting channel design is:

Accepted Answer

A)  The target market. 
B)  The product. 
C)  The number of channel members. 
D)  Cost. 
E)  The environment. 
A)  The target market. 
B)  The product. 
C)  The number of channel members. 
D)  Cost. 
E)  The environment.

Question 18

Selective distribution is:

Accepted Answer

A)  The use of as many outlets as possible. 
B)  Usually preferred for the distribution of industrial operating supplies. 
C)  The use of one intermediary in a particular market area. 
D)  When not all available distributors are used, rather a carefully chosen group. 
E)  Standard practice in the distribution of convenience goods. 
A)  The use of as many outlets as possible. 
B)  Usually preferred for the distribution of industrial operating supplies. 
C)  The use of one intermediary in a particular market area. 
D)  When not all available distributors are used, rather a carefully chosen group. 
E)  Standard practice in the distribution of convenience goods.

Question 19

The total score arrived at in the weighted factor score approach represents:

Accepted Answer

A)  The probability of choosing a particular channel structure alternative. 
B)  The probability that the channel structure alternative chosen will be optimal. 
C)  A quantitative representation of management's judgment on the merits of a particular channel alternative. 
D)  The optimal channel choice. 
E)  The only logical channel alternative. 
A)  The probability of choosing a particular channel structure alternative. 
B)  The probability that the channel structure alternative chosen will be optimal. 
C)  A quantitative representation of management's judgment on the merits of a particular channel alternative. 
D)  The optimal channel choice. 
E)  The only logical channel alternative.

When a channel manager undertakes channel design,what distribution decision already should have been made?

The channel manager's specification of distribution tasks is:

Distribution objectives must be set:

Which of the following is not a key limitation of Transaction Cost Analysis TCA)?

Channel design refers to all of the following except:

A major cause of the failure of many dot-com companies can be traced to:

Channel design strategy is __________ differential advantage.

The intermediary variables are:

Products that are in the introductory stage of the product life cycle often need heavy promotion.This tends to foster:

Which of the following heuristics about the relationship between a manufacturer's characteristics and channel design is false?

When developing alternative channel structures,the number of levels the channel manager considers may be limited by all of the following except:

A marketing strategy that focuses on carefully chosen target markets will most likely stress:

Which of the following does not engage in channel design?

For a producer of computer-based training programs for businesses,all of the following should precipitate a channel design decision except:

Aspinwall's approach to channel design:

The distribution objective must be congruent with:

According to the text,the most basic variable affecting channel design is:

Selective distribution is:

The total score arrived at in the weighted factor score approach represents:

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

When a channel manager undertakes channel design,what distribution decision already should have been made?

The channel manager's specification of distribution tasks is:

Distribution objectives must be set:

Which of the following is not a key limitation of Transaction Cost Analysis TCA)?

Channel design refers to all of the following except:

A major cause of the failure of many dot-com companies can be traced to:

Channel design strategy is __________ differential advantage.

The intermediary variables are:

Products that are in the introductory stage of the product life cycle often need heavy promotion.This tends to foster:

Which of the following heuristics about the relationship between a manufacturer's characteristics and channel design is false?

When developing alternative channel structures,the number of levels the channel manager considers may be limited by all of the following except:

A marketing strategy that focuses on carefully chosen target markets will most likely stress:

Which of the following does not engage in channel design?

For a producer of computer-based training programs for businesses,all of the following should precipitate a channel design decision except:

Aspinwall's approach to channel design:

The distribution objective must be congruent with:

According to the text,the most basic variable affecting channel design is:

Selective distribution is:

The total score arrived at in the weighted factor score approach represents:

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