Question 1

A small Canadian business has developed a new cleaning product. Explain what choosing the appropriate "marketing channels" will involve.

Accepted Answer

Marketing channels are sets of

Question 2

A leading manufacturer of watches maintains a set of very exclusive networks of retailers (exclusive distribution) that are authorized to sell its watches. This exclusivity ensures that the company can control the service level, distribution, and outputs offered by the retail stores doing business with them. Recently, however, there has been pressure on the company (by Wall Street investors) to expand its products to more and more retailers (intensive distribution) in order to increase sales. What are some of the dangers that the company might encounter when moving from one form of distribution to another?

Accepted Answer

The danger of moving from exclusive dist

Question 3

Explain why the marketing channel system is so important to a firm.

Accepted Answer

Decisions about the marketing channel sy

Question 4

Intermediaries normally achieve superior effectiveness and efficiency in making goods widely available and accessible to target markets.

Accepted Answer

A) True 
 B)False

Question 5

More sophisticated companies try to forge a long-term partnership with distributors.

Accepted Answer

A) True 
 B)False

Question 6

The largest of the B2B market maker is Alibaba. Which country is Alibaba homegrown?

Accepted Answer

A)  Russia 
B)  The US 
C)  Canada 
D)  India 
E)  China 
A)  Russia 
B)  The US 
C)  Canada 
D)  India 
E)  China

Question 7

There can be channel conflict, excessive cost, or insufficient demand if a channel fails to properly target the right customers with the right offerings.

Accepted Answer

A) True 
 B)False

Question 8

A zero-level channel consists of a manufacturer selling directly to one retailer.

Accepted Answer

A) True 
 B)False

Question 9

Which of the five types of power available to the producer to elicit cooperation from channel members involves offering intermediaries an extra benefit for performing specific functions?

Accepted Answer

A)  coercive 
B)  expert 
C)  legitimate 
D)  referent 
E)  reward 
A)  coercive 
B)  expert 
C)  legitimate 
D)  referent 
E)  reward

Question 10

Two or more unrelated companies put together resources or programs to exploit an emerging marketing opportunity it is called a

Accepted Answer

A)  horizontal marketing system. 
B)  financial marketing system. 
C)  vertical marketing system. 
D)  cross-marketing system. 
E)  coop marketing system. 
A)  horizontal marketing system. 
B)  financial marketing system. 
C)  vertical marketing system. 
D)  cross-marketing system. 
E)  coop marketing system.

Question 11

In rolling out your company's newest product, you decided to use manufacturers' representatives as your sales agents. Part of your ________ was to define the distributors' territories.

Accepted Answer

A)  conditions of sale 
B)  pricing policies 
C)  "trade-relations mix" 
D)  product specs 
E)  franchise agreements 
A)  conditions of sale 
B)  pricing policies 
C)  "trade-relations mix" 
D)  product specs 
E)  franchise agreements

Question 12

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 13

When Kodak coordinates successive stages of production and distribution and receives cooperation from major retailers in connection with displays, shelf space, promotions, and pricing policies due exclusively to Kodak's "market power" we call this

Accepted Answer

A)  administered VMS. 
B)  administered HMS. 
C)  contractual VMS. 
D)  corporate VMS. 
E)  conventional marketing channel. 
A)  administered VMS. 
B)  administered HMS. 
C)  contractual VMS. 
D)  corporate VMS. 
E)  conventional marketing channel.

Question 14

Today customers expect ________ to work smoothly. The ability to order the product online and pick it up at a convenient retail location is an example of this.

Accepted Answer

A)  habitual shopping 
B)  demand chain planning 
C)  channel integration 
D)  value networking 
E)  push strategy 
A)  habitual shopping 
B)  demand chain planning 
C)  channel integration 
D)  value networking 
E)  push strategy

Question 15

What are some of the advantages available to producers for using intermediaries?

Accepted Answer

Producers gain several advantages by usi

Question 16

Agents are those intermediaries that negotiate contracts or prices on the producer's behalf.

Accepted Answer

A) True 
 B)False

Question 17

Channel coordination occurs when channel members are brought together to advance the goals of the channel.

Accepted Answer

A) True 
 B)False

Question 18

As a marketing manager, for a national company that uses brokers as your field sales agents, you suggest to your senior management the creation of an "advisory team" composed of retailers, food brokers, sales managers, and inside marketing and management personnel. Your objective is to win support of the leaders of another organization by including them in planning discussions. You are advocating what type of conflict management resolution?

Accepted Answer

A)  mediation 
B)  co-optation 
C)  dependence 
D)  arbitration 
E)  diplomacy 
A)  mediation 
B)  co-optation 
C)  dependence 
D)  arbitration 
E)  diplomacy

Question 19

________ is an effort by one organization to win the support of the leaders of another organization by including them in advisory councils, board of directors, and the like.

Accepted Answer

A)  Diplomacy 
B)  Co-optation 
C)  Superordination 
D)  Arbitration 
E)  Mediation 
A)  Diplomacy 
B)  Co-optation 
C)  Superordination 
D)  Arbitration 
E)  Mediation

Question 20

________ means resorting to a neutral third party who is skilled in conciliating the two parties' interests.

Accepted Answer

A)  Arbitration 
B)  Mediation 
C)  Diplomacy 
D)  Negotiation 
E)  Co-optation 
A)  Arbitration 
B)  Mediation 
C)  Diplomacy 
D)  Negotiation 
E)  Co-optation

A small Canadian business has developed a new cleaning product. Explain what choosing the appropriate "marketing channels" will involve.

Explain why the marketing channel system is so important to a firm.

Intermediaries normally achieve superior effectiveness and efficiency in making goods widely available and accessible to target markets.

More sophisticated companies try to forge a long-term partnership with distributors.

The largest of the B2B market maker is Alibaba. Which country is Alibaba homegrown?

There can be channel conflict, excessive cost, or insufficient demand if a channel fails to properly target the right customers with the right offerings.

A zero-level channel consists of a manufacturer selling directly to one retailer.

Which of the five types of power available to the producer to elicit cooperation from channel members involves offering intermediaries an extra benefit for performing specific functions?

Two or more unrelated companies put together resources or programs to exploit an emerging marketing opportunity it is called a

In rolling out your company's newest product, you decided to use manufacturers' representatives as your sales agents. Part of your ________ was to define the distributors' territories.

Using the push strategy is most appropriate when ________.

When Kodak coordinates successive stages of production and distribution and receives cooperation from major retailers in connection with displays, shelf space, promotions, and pricing policies due exclusively to Kodak's "market power" we call this

Today customers expect ________ to work smoothly. The ability to order the product online and pick it up at a convenient retail location is an example of this.

What are some of the advantages available to producers for using intermediaries?

Agents are those intermediaries that negotiate contracts or prices on the producer's behalf.

Channel coordination occurs when channel members are brought together to advance the goals of the channel.

________ is an effort by one organization to win the support of the leaders of another organization by including them in advisory councils, board of directors, and the like.

________ means resorting to a neutral third party who is skilled in conciliating the two parties' interests.

Defining Marketing for the 21st Century

Developing Marketing Strategies and Plans

Collecting Information and Forecasting Demand

Conducting Marketing Research

Creating Long term Loyalty Relationships

Analyzing Consumer Markets

Analyzing Business Markets

Identifying Market Segments and Targets

Creating Brand Equity

Crafting the Brand Position

Competitive Dynamics

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

Introducing New Marketing Offerings

Tapping into Global Markets

Managing a Holistic Marketing Organization

Filters

Exam 15: Designing and Managing Integrated Marketing Channels

A small Canadian business has developed a new cleaning product. Explain what choosing the appropriate "marketing channels" will involve.

Explain why the marketing channel system is so important to a firm.

Intermediaries normally achieve superior effectiveness and efficiency in making goods widely available and accessible to target markets.

More sophisticated companies try to forge a long-term partnership with distributors.

The largest of the B2B market maker is Alibaba. Which country is Alibaba homegrown?

There can be channel conflict, excessive cost, or insufficient demand if a channel fails to properly target the right customers with the right offerings.

A zero-level channel consists of a manufacturer selling directly to one retailer.

Which of the five types of power available to the producer to elicit cooperation from channel members involves offering intermediaries an extra benefit for performing specific functions?

Two or more unrelated companies put together resources or programs to exploit an emerging marketing opportunity it is called a

In rolling out your company's newest product, you decided to use manufacturers' representatives as your sales agents. Part of your ________ was to define the distributors' territories.

Using the push strategy is most appropriate when ________.

When Kodak coordinates successive stages of production and distribution and receives cooperation from major retailers in connection with displays, shelf space, promotions, and pricing policies due exclusively to Kodak's "market power" we call this

Today customers expect ________ to work smoothly. The ability to order the product online and pick it up at a convenient retail location is an example of this.

What are some of the advantages available to producers for using intermediaries?

Agents are those intermediaries that negotiate contracts or prices on the producer's behalf.

Channel coordination occurs when channel members are brought together to advance the goals of the channel.

________ is an effort by one organization to win the support of the leaders of another organization by including them in advisory councils, board of directors, and the like.

________ means resorting to a neutral third party who is skilled in conciliating the two parties' interests.

Defining Marketing for the 21st Century

Developing Marketing Strategies and Plans

Collecting Information and Forecasting Demand

Conducting Marketing Research

Creating Long term Loyalty Relationships

Analyzing Consumer Markets

Analyzing Business Markets

Identifying Market Segments and Targets

Creating Brand Equity

Crafting the Brand Position

Competitive Dynamics

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

Introducing New Marketing Offerings

Tapping into Global Markets

Managing a Holistic Marketing Organization

Filters