Question 1

Channel power is the ability to alter channel members' behavior so they take actions they would not have taken otherwise.

Accepted Answer

A) True 
 B)False

Question 2

Which marketing channel is associated with the highest value added per sale?

Accepted Answer

A)  retail stores 
B)  sales force 
C)  distributors 
D)  Internet 
E)  telemarketing 
A)  retail stores 
B)  sales force 
C)  distributors 
D)  Internet 
E)  telemarketing

Question 3

Using the push strategy is most appropriate when ________.

Accepted Answer

A)  consumers are able to perceive differences between brands 
B)  the product being sold is an impulse item 
C)  there is high brand loyalty for the product 
D)  the product is a high involvement purchase 
E)  consumers choose the brand before they go to the store 
A)  consumers are able to perceive differences between brands 
B)  the product being sold is an impulse item 
C)  there is high brand loyalty for the product 
D)  the product is a high involvement purchase 
E)  consumers choose the brand before they go to the store

Question 4

Which of the following terms refers to the add-on services,such as credit,delivery,installation,and repairs,provided by a marketing channel?

Accepted Answer

A)  service backup 
B)  product accessories 
C)  external products 
D)  product variety 
E)  service extensions 
A)  service backup 
B)  product accessories 
C)  external products 
D)  product variety 
E)  service extensions

Question 5

Consumer surveys suggest that one of the most significant inhibitors of online shopping is the absence of ________.

Accepted Answer

A)  pleasurable experiences 
B)  competitive prices 
C)  adequate technical information 
D)  after-sales service 
E)  facilities to compare offerings 
A)  pleasurable experiences 
B)  competitive prices 
C)  adequate technical information 
D)  after-sales service 
E)  facilities to compare offerings

Question 6

A manufacturer wants to achieve rapid market penetration through a low-price policy.However,its dealers prefer to work with high margins and pursue short-run profitability.The major reason for this conflict is ________.

Accepted Answer

A)  goal incompatibility 
B)  unclear roles 
C)  ambiguous rights 
D)  differences in perception 
E)  dependence on the manufacturer 
A)  goal incompatibility 
B)  unclear roles 
C)  ambiguous rights 
D)  differences in perception 
E)  dependence on the manufacturer

Question 7

Which of the following allows a firm to maintain control over the service level and obtain more dedicated and knowledgeable selling?

Accepted Answer

A)  selective distribution 
B)  intensive distribution 
C)  push strategy 
D)  exclusive distribution 
E)  pull strategy 
A)  selective distribution 
B)  intensive distribution 
C)  push strategy 
D)  exclusive distribution 
E)  pull strategy

Question 8

A(n)________ VMS consists of independent firms at different levels of production and distribution,integrating their programs on a contractual basis to obtain more economies or sales impact than they could achieve alone.

Accepted Answer

A)  administered 
B)  contractual 
C)  corporate 
D)  regulated 
E)  referent 
A)  administered 
B)  contractual 
C)  corporate 
D)  regulated 
E)  referent

Question 9

JSE Securities Exchange is the largest stock exchange in Africa.The JSE provides a market where securities can be traded freely under a regulated procedure.The company acts as an intermediary between the traders.JSE is an example of a(n)________.

Accepted Answer

A)  internal broker 
B)  infomediary 
C)  customer community 
D)  market maker 
E)  third party arbitrator 
A)  internal broker 
B)  infomediary 
C)  customer community 
D)  market maker 
E)  third party arbitrator

Question 10

Orion Airlines is an American airline that provides domestic and international air transport services.Explain the five service outputs provided by marketing channels with reference to Orion.

Accepted Answer

Lot size - Customers may be allowed to b

Question 11

Exclusive dealing arrangements are mainly used by companies looking for an edge in markets increasingly driven by ________.

Accepted Answer

A)  price 
B)  efficiency 
C)  product variety 
D)  add-on services 
E)  spatial convenience 
A)  price 
B)  efficiency 
C)  product variety 
D)  add-on services 
E)  spatial convenience

Question 12

What is the major difference between a conventional marketing channel and a vertical marketing system (VMS)?

Accepted Answer

A)  Elements in a conventional marketing channel act as separate businesses whereas the elements in a VMS act as a unified system. 
B)  A VMS has many intermediaries whereas a conventional marketing channel has a limited number of intermediaries. 
C)  A VMS is characterized by an independent producer whereas a conventional marketing channel is characterized by multiple producers. 
D)  A conventional marketing channel has elements such as retailers and wholesalers whereas these elements are not present in a VMS. 
E)  Producers have complete control over the other members in a conventional marketing channel whereas this control is minimal in a VMS. 
A)  Elements in a conventional marketing channel act as separate businesses whereas the elements in a VMS act as a unified system. 
B)  A VMS has many intermediaries whereas a conventional marketing channel has a limited number of intermediaries. 
C)  A VMS is characterized by an independent producer whereas a conventional marketing channel is characterized by multiple producers. 
D)  A conventional marketing channel has elements such as retailers and wholesalers whereas these elements are not present in a VMS. 
E)  Producers have complete control over the other members in a conventional marketing channel whereas this control is minimal in a VMS.

Question 13

The first step in global channel planning is to get close to customers.

Accepted Answer

A) True 
 B)False

Question 14

What is a vertical marketing system (VMS)? What are the various types of VMSs?

Accepted Answer

A vertical marketing system includes the

Question 15

Marketing channel functions such as storage and movement and communications constitute a backward flow of activities.

Accepted Answer

A) True 
 B)False

Question 16

Exxon Consulting,works as an agent on behalf of business consumers to collect information on various industrial products.When faced with buying decisions,businesses can approach Exxon to obtain detailed information on the various options available to them.The company earns revenue by selling such information to various customers.Marten Consulting can be called a(n)________.

Accepted Answer

A)  infomediary 
B)  market maker 
C)  customer community 
D)  third party arbitrator 
E)  informant 
A)  infomediary 
B)  market maker 
C)  customer community 
D)  third party arbitrator 
E)  informant

Question 17

Which of the following entities in the marketing channel is a merchant?

Accepted Answer

A)  wholesalers 
B)  brokers 
C)  sales agents 
D)  warehouses 
E)  advertising agencies 
A)  wholesalers 
B)  brokers 
C)  sales agents 
D)  warehouses 
E)  advertising agencies

Question 18

Which of the following is a major advantage of adding more channels for selling?

Accepted Answer

A)  It helps the company increase its market coverage. 
B)  It helps the company reduce its fixed costs. 
C)  It reduces the likelihood of channel conflict. 
D)  It is the best strategy for selling low-involvement consumer products. 
E)  It results in economies of scale. 
A)  It helps the company increase its market coverage. 
B)  It helps the company reduce its fixed costs. 
C)  It reduces the likelihood of channel conflict. 
D)  It is the best strategy for selling low-involvement consumer products. 
E)  It results in economies of scale.

Question 19

Explain the three distribution strategies based on the number of intermediaries.

Accepted Answer

Exclusive distribution: This strategy fo

Question 20

A large retail chain in the United States decides to expand its operations by adding an online site for e-commerce.This is called a(n)________ company.

Accepted Answer

A)  B2B 
B)  brick-and-mortar 
C)  m-commerce 
D)  pure-click 
E)  brick-and-click 
A)  B2B 
B)  brick-and-mortar 
C)  m-commerce 
D)  pure-click 
E)  brick-and-click

Channel power is the ability to alter channel members' behavior so they take actions they would not have taken otherwise.

Which marketing channel is associated with the highest value added per sale?

Using the push strategy is most appropriate when ________.

Which of the following terms refers to the add-on services,such as credit,delivery,installation,and repairs,provided by a marketing channel?

Consumer surveys suggest that one of the most significant inhibitors of online shopping is the absence of ________.

A manufacturer wants to achieve rapid market penetration through a low-price policy.However,its dealers prefer to work with high margins and pursue short-run profitability.The major reason for this conflict is ________.

Which of the following allows a firm to maintain control over the service level and obtain more dedicated and knowledgeable selling?

A(n)________ VMS consists of independent firms at different levels of production and distribution,integrating their programs on a contractual basis to obtain more economies or sales impact than they could achieve alone.

JSE Securities Exchange is the largest stock exchange in Africa.The JSE provides a market where securities can be traded freely under a regulated procedure.The company acts as an intermediary between the traders.JSE is an example of a(n)________.

Orion Airlines is an American airline that provides domestic and international air transport services.Explain the five service outputs provided by marketing channels with reference to Orion.

Exclusive dealing arrangements are mainly used by companies looking for an edge in markets increasingly driven by ________.

What is the major difference between a conventional marketing channel and a vertical marketing system (VMS)?

The first step in global channel planning is to get close to customers.

What is a vertical marketing system (VMS)? What are the various types of VMSs?

Marketing channel functions such as storage and movement and communications constitute a backward flow of activities.

Which of the following entities in the marketing channel is a merchant?

Which of the following is a major advantage of adding more channels for selling?

Explain the three distribution strategies based on the number of intermediaries.

A large retail chain in the United States decides to expand its operations by adding an online site for e-commerce.This is called a(n)________ company.

Defining Marketing for the 21st Century

Developing Marketing Strategies and Plans

Collecting Information and Forecasting Demand

Creating Long-term Loyalty Relationships

Analyzing Consumer Markets

Analyzing Business Markets

Identifying Market Segments and Targets

Creating Brand Equity

Crafting the Brand Positioning and Competing Effectively

Setting Product Strategy

Designing and Managing Services

Developing Pricing Strategies and Programs

Managing Retailing, Wholesaling, and Logistics

Designing and Managing Integrated Marketing Communications

Managing Mass Communications: Advertising, Sales Promotions, Events and Experiences, and Public Relations

Managing Personal Communications: Direct and Interactive Marketing, Word of Mouth, and Personal Selling

Managing Marketing in the Global Economy

Filters

Exam 13: Designing and Managing Integrated Marketing Channels

Channel power is the ability to alter channel members' behavior so they take actions they would not have taken otherwise.

Which marketing channel is associated with the highest value added per sale?

Using the push strategy is most appropriate when ________.

Which of the following terms refers to the add-on services,such as credit,delivery,installation,and repairs,provided by a marketing channel?

Consumer surveys suggest that one of the most significant inhibitors of online shopping is the absence of ________.

A manufacturer wants to achieve rapid market penetration through a low-price policy.However,its dealers prefer to work with high margins and pursue short-run profitability.The major reason for this conflict is ________.

Which of the following allows a firm to maintain control over the service level and obtain more dedicated and knowledgeable selling?

A(n)________ VMS consists of independent firms at different levels of production and distribution,integrating their programs on a contractual basis to obtain more economies or sales impact than they could achieve alone.

JSE Securities Exchange is the largest stock exchange in Africa.The JSE provides a market where securities can be traded freely under a regulated procedure.The company acts as an intermediary between the traders.JSE is an example of a(n)________.

Orion Airlines is an American airline that provides domestic and international air transport services.Explain the five service outputs provided by marketing channels with reference to Orion.

Exclusive dealing arrangements are mainly used by companies looking for an edge in markets increasingly driven by ________.

What is the major difference between a conventional marketing channel and a vertical marketing system (VMS)?

The first step in global channel planning is to get close to customers.

What is a vertical marketing system (VMS)? What are the various types of VMSs?

Marketing channel functions such as storage and movement and communications constitute a backward flow of activities.

Which of the following entities in the marketing channel is a merchant?

Which of the following is a major advantage of adding more channels for selling?

Explain the three distribution strategies based on the number of intermediaries.

A large retail chain in the United States decides to expand its operations by adding an online site for e-commerce.This is called a(n)________ company.

Defining Marketing for the 21st Century

Developing Marketing Strategies and Plans

Collecting Information and Forecasting Demand

Creating Long-term Loyalty Relationships

Analyzing Consumer Markets

Analyzing Business Markets

Identifying Market Segments and Targets

Creating Brand Equity

Crafting the Brand Positioning and Competing Effectively

Setting Product Strategy

Designing and Managing Services

Developing Pricing Strategies and Programs

Managing Retailing, Wholesaling, and Logistics

Designing and Managing Integrated Marketing Communications

Managing Mass Communications: Advertising, Sales Promotions, Events and Experiences, and Public Relations

Managing Personal Communications: Direct and Interactive Marketing, Word of Mouth, and Personal Selling

Managing Marketing in the Global Economy

Filters