Question 1

Lot size refers to the total number of units a channel can transmit from the manufacturer's place to the service outlet.

Accepted Answer

A) True 
 B)False

Question 2

A new firm typically starts as a local operation selling in a fairly circumscribed market by ________.

Accepted Answer

A)  finding and developing new intermediaries 
B)  using a few existing intermediaries 
C)  forming partnerships with the market leader 
D)  creating a special channel 
E)  forming partnerships with other firms 
A)  finding and developing new intermediaries 
B)  using a few existing intermediaries 
C)  forming partnerships with the market leader 
D)  creating a special channel 
E)  forming partnerships with other firms

Question 3

Differentiate between pure-click companies and brick-and-click companies.

Accepted Answer

Pure-click companies are those that have

Question 4

A group of small grocery shops forms a new business entity to buy products directly from manufacturers.The group buys products in bulk which are then distributed among members.This helps the shops obtain better profit margins.Which of the following types of vertical marketing systems can be observed here?

Accepted Answer

A)  contractual 
B)  corporate 
C)  administered 
D)  controlled 
E)  regulatory 
A)  contractual 
B)  corporate 
C)  administered 
D)  controlled 
E)  regulatory

Question 5

Which of the following channels is associated with the lowest cost per transaction?

Accepted Answer

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

Question 6

Unrelated companies put together resources or programs in horizontal marketing systems.

Accepted Answer

A) True 
 B)False

Question 7

Rotter Garder Inc.is a large-scale paint manufacturer and is known for its wide range of decorative paint products and industrial coatings.In addition to making paints,the company also owns and operates the retail stores which sell its products.This is an example of a(n)________ vertical marketing system.

Accepted Answer

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

Question 8

Co-optation is an effort by one organization to win the support of the leaders of another by ________.

Accepted Answer

A)  including them in advisory councils 
B)  engaging in mediation and arbitration 
C)  encouraging joint memberships in trade associations 
D)  encouraging employee exchanges 
E)  offering strategic justifications 
A)  including them in advisory councils 
B)  engaging in mediation and arbitration 
C)  encouraging joint memberships in trade associations 
D)  encouraging employee exchanges 
E)  offering strategic justifications

Question 9

A manufacturer is using legitimate power when it ________.

Accepted Answer

A)  requests a behavior that is warranted under the selling contract 
B)  threatens to withdraw a resource or terminate a relationship 
C)  offers intermediaries an extra benefit for performing specific acts or functions 
D)  makes the intermediaries sell more of a particular product by offering rewards 
E)  sells more products by making use of its reputation in the market 
A)  requests a behavior that is warranted under the selling contract 
B)  threatens to withdraw a resource or terminate a relationship 
C)  offers intermediaries an extra benefit for performing specific acts or functions 
D)  makes the intermediaries sell more of a particular product by offering rewards 
E)  sells more products by making use of its reputation in the market

Question 10

RX Corp.is a large manufacturer of electronic goods and sells its products through distributors and retailers.In order to keep pace with the growing use of the Internet,the company decides to start selling online.The company faces stiff opposition from its retailers as they believe that this will significantly reduce their profits.The company attempts to eliminate this resistance by offering its retailers commissions for processing and delivering orders received via the Web.This is an example of which of the following conflict resolution strategies?

Accepted Answer

A)  dual compensation 
B)  joint membership 
C)  arbitration 
D)  co-option 
E)  strategic pricing 
A)  dual compensation 
B)  joint membership 
C)  arbitration 
D)  co-option 
E)  strategic pricing

Question 11

________ channel conflict occurs between channel members at the same level.

Accepted Answer

A)  Horizontal 
B)  Vertical 
C)  Multichannel 
D)  Administrative 
E)  Contractual 
A)  Horizontal 
B)  Vertical 
C)  Multichannel 
D)  Administrative 
E)  Contractual

Question 12

In a retailer cooperative,________.

Accepted Answer

A)  profits are equally divided among members 
B)  members plan their advertising jointly 
C)  nonmembers cannot buy through the co-op 
D)  members rely on distribution programming 
E)  members standardize their selling practices 
A)  profits are equally divided among members 
B)  members plan their advertising jointly 
C)  nonmembers cannot buy through the co-op 
D)  members rely on distribution programming 
E)  members standardize their selling practices

Question 13

Add-on services such as credit,delivery,installation,and repairs provided by the marketing channel are referred to as service backup.

Accepted Answer

A) True 
 B)False

Question 14

Companies should first think of the target market and then design the supply chain backward from that point.This strategy is called demand chain planning.

Accepted Answer

A) True 
 B)False

Question 15

Distributors' territorial rights define the terms under which the producer will enfranchise other distributors.

Accepted Answer

A) True 
 B)False

Question 16

Electrobar,a European manufacturer of industrial kitchenware,sells to industrial canteens,restaurants,hotels,and so forth.The company provides a one-year warranty on all products and also allows customers to pay in installments-they pay fifty percent on delivery and the rest as equal installments.This refers to which element in the "trade-relations mix"?

Accepted Answer

A)  price policy 
B)  conditions of sale 
C)  distributors' territorial rights 
D)  exclusive dealings 
E)  mutual services and responsibilities 
A)  price policy 
B)  conditions of sale 
C)  distributors' territorial rights 
D)  exclusive dealings 
E)  mutual services and responsibilities

Question 17

________ are sets of interdependent organizations participating in the process of making a product or service available for use or consumption.

Accepted Answer

A)  Marketing channels 
B)  Interstitials 
C)  Communication channels 
D)  Sales territories 
E)  Marketing terrains 
A)  Marketing channels 
B)  Interstitials 
C)  Communication channels 
D)  Sales territories 
E)  Marketing terrains

Question 18

Which of the following covers payment terms and producer guarantees?

Accepted Answer

A)  conditions of sale 
B)  pricing policies 
C)  exclusive dealings 
D)  mutual services 
E)  territorial rights 
A)  conditions of sale 
B)  pricing policies 
C)  exclusive dealings 
D)  mutual services 
E)  territorial rights

Question 19

Which of the following entities is present in a zero-level marketing channel?

Accepted Answer

A)  consumers 
B)  retailers 
C)  brokers 
D)  jobbers 
E)  wholesalers 
A)  consumers 
B)  retailers 
C)  brokers 
D)  jobbers 
E)  wholesalers

Question 20

A pull strategy is particularly appropriate when there is low brand loyalty in a category,brand choice is made in the store,the product is an impulse item,and product benefits are well understood.

Accepted Answer

A) True 
 B)False

Lot size refers to the total number of units a channel can transmit from the manufacturer's place to the service outlet.

A new firm typically starts as a local operation selling in a fairly circumscribed market by ________.

Differentiate between pure-click companies and brick-and-click companies.

Which of the following channels is associated with the lowest cost per transaction?

Unrelated companies put together resources or programs in horizontal marketing systems.

Co-optation is an effort by one organization to win the support of the leaders of another by ________.

A manufacturer is using legitimate power when it ________.

________ channel conflict occurs between channel members at the same level.

In a retailer cooperative,________.

Add-on services such as credit,delivery,installation,and repairs provided by the marketing channel are referred to as service backup.

Companies should first think of the target market and then design the supply chain backward from that point.This strategy is called demand chain planning.

Distributors' territorial rights define the terms under which the producer will enfranchise other distributors.

________ are sets of interdependent organizations participating in the process of making a product or service available for use or consumption.

Which of the following covers payment terms and producer guarantees?

Which of the following entities is present in a zero-level marketing channel?

A pull strategy is particularly appropriate when there is low brand loyalty in a category,brand choice is made in the store,the product is an impulse item,and product benefits are well understood.

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

Lot size refers to the total number of units a channel can transmit from the manufacturer's place to the service outlet.

A new firm typically starts as a local operation selling in a fairly circumscribed market by ________.

Differentiate between pure-click companies and brick-and-click companies.

Which of the following channels is associated with the lowest cost per transaction?

Unrelated companies put together resources or programs in horizontal marketing systems.

Co-optation is an effort by one organization to win the support of the leaders of another by ________.

A manufacturer is using legitimate power when it ________.

________ channel conflict occurs between channel members at the same level.

In a retailer cooperative,________.

Add-on services such as credit,delivery,installation,and repairs provided by the marketing channel are referred to as service backup.

Companies should first think of the target market and then design the supply chain backward from that point.This strategy is called demand chain planning.

Distributors' territorial rights define the terms under which the producer will enfranchise other distributors.

________ are sets of interdependent organizations participating in the process of making a product or service available for use or consumption.

Which of the following covers payment terms and producer guarantees?

Which of the following entities is present in a zero-level marketing channel?

A pull strategy is particularly appropriate when there is low brand loyalty in a category,brand choice is made in the store,the product is an impulse item,and product benefits are well understood.

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