Question 1

___________ is the term used to describe strategic alliances that are formed as a part of an Internet strategy.

Accepted Answer

A)  Electronic partnership 
B)  Internet partnership 
C)  Web alliances 
D)  E-alliances 
E)  B2B 
A)  Electronic partnership 
B)  Internet partnership 
C)  Web alliances 
D)  E-alliances 
E)  B2B

Question 2

Typically,__________ programs are on-again/off-again while __________ programs stress a continuing relationship.

Accepted Answer

A)  programmed merchandising; distribution programming 
B)  cooperative; strategic alliance 
C)  dealer partners; distribution partnerships 
D)  cooperative; dealer advisory 
E)  agent; joint venture 
A)  programmed merchandising; distribution programming 
B)  cooperative; strategic alliance 
C)  dealer partners; distribution partnerships 
D)  cooperative; dealer advisory 
E)  agent; joint venture

Question 3

The relationships between Procter & Gamble and Wal-Mart,Black & Decker and its distributors,and Rust-Oleum and its distributors all are examples of:

Accepted Answer

A)  Strategic alliances. 
B)  Distribution programming agreements. 
C)  Programmed merchandising agreements. 
D)  Exclusive "A" location agreements. 
E)  Long term partnerships. 
A)  Strategic alliances. 
B)  Distribution programming agreements. 
C)  Programmed merchandising agreements. 
D)  Exclusive "A" location agreements. 
E)  Long term partnerships.

Question 4

The Cisco Systems' example cited in the textbook showed that Cisco:

Accepted Answer

A)  Needed to get tougher with its "value-added channel resellers". 
B)  Needed to provide far more promotional incentives for dealers. 
C)  Needed dealers to carry more inventory in stock to better serve customers. 
D)  Had ineffective dealer motivation programs for years. 
E)  Used training and certification of dealers to lead in the channel. 
A)  Needed to get tougher with its "value-added channel resellers". 
B)  Needed to provide far more promotional incentives for dealers. 
C)  Needed dealers to carry more inventory in stock to better serve customers. 
D)  Had ineffective dealer motivation programs for years. 
E)  Used training and certification of dealers to lead in the channel.

Question 5

Consignment selling,liberal returns allowances,and rebate provisions are examples of __________ in a distribution programming arrangement.

Accepted Answer

A)  financial assistance 
B)  protective provisions 
C)  reciprocal arrangements 
D)  conflict-generating mechanisms 
E)  price concessions 
A)  financial assistance 
B)  protective provisions 
C)  reciprocal arrangements 
D)  conflict-generating mechanisms 
E)  price concessions

Question 6

A detailed statement covering the manufacturer's policies in most of the relevant areas of its relationship with channel members is referred to as a:

Accepted Answer

A)  Franchise contract. 
B)  Reciprocal trade deal. 
C)  Cooperative agreement. 
D)  Statement of channel member partnership. 
E)  Programmed merchandising agreement. 
A)  Franchise contract. 
B)  Reciprocal trade deal. 
C)  Cooperative agreement. 
D)  Statement of channel member partnership. 
E)  Programmed merchandising agreement.

Question 7

McVey's propositions imply that manufacturers:

Accepted Answer

A)  Need to better understand the role of all channel members. 
B)  Should always be looking for ways to motivate channel members. 
C)  Are unaware of or insensitive to the needs and problems of channel members. 
D)  Should confer with channel members prior to making any changes to the distribution process. 
E)  Do not adequately use the information and data provided by intermediaries. 
A)  Need to better understand the role of all channel members. 
B)  Should always be looking for ways to motivate channel members. 
C)  Are unaware of or insensitive to the needs and problems of channel members. 
D)  Should confer with channel members prior to making any changes to the distribution process. 
E)  Do not adequately use the information and data provided by intermediaries.

___________ is the term used to describe strategic alliances that are formed as a part of an Internet strategy.

Typically, programs are on-again/off-again while programs stress a continuing relationship.

The relationships between Procter & Gamble and Wal-Mart,Black & Decker and its distributors,and Rust-Oleum and its distributors all are examples of:

The Cisco Systems' example cited in the textbook showed that Cisco:

Consignment selling,liberal returns allowances,and rebate provisions are examples of __________ in a distribution programming arrangement.

A detailed statement covering the manufacturer's policies in most of the relevant areas of its relationship with channel members is referred to as a:

McVey's propositions imply that manufacturers:

Marketing Channel Concepts

The Channel Participants

The Environment of Marketing Channels

Behavioral Processes in Marketing Channels

Strategy in Marketing Channels

Designing Marketing Channels

Selecting the Channel Members

Target Markets and Channel Design Strategy

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 9: Motivating the Channel Members

___________ is the term used to describe strategic alliances that are formed as a part of an Internet strategy.

Typically,__________ programs are on-again/off-again while __________ programs stress a continuing relationship.

The relationships between Procter & Gamble and Wal-Mart,Black & Decker and its distributors,and Rust-Oleum and its distributors all are examples of:

The Cisco Systems' example cited in the textbook showed that Cisco:

Consignment selling,liberal returns allowances,and rebate provisions are examples of __________ in a distribution programming arrangement.

A detailed statement covering the manufacturer's policies in most of the relevant areas of its relationship with channel members is referred to as a:

McVey's propositions imply that manufacturers:

Marketing Channel Concepts

The Channel Participants

The Environment of Marketing Channels

Behavioral Processes in Marketing Channels

Strategy in Marketing Channels

Designing Marketing Channels

Selecting the Channel Members

Target Markets and Channel Design Strategy

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

Typically, programs are on-again/off-again while programs stress a continuing relationship.