Question 1

________ are companies that have launched a Web site without any previous existence as a firm.

Accepted Answer

A)  Dot-coms 
B)  Internet firms 
C)  Pure-click firms 
D)  Brick-click firms 
E)  None of the above 
A)  Dot-coms 
B)  Internet firms 
C)  Pure-click firms 
D)  Brick-click firms 
E)  None of the above C

Question 2

Today customers expect channel integration to work smoothly.Which of the following is NOT one of the characteristics of channel integration

Accepted Answer

A)  The ability to order the product online and pick it up at a retail location 
B)  The ability to return an online purchase at the retail location 
C)  The right to receive discounts based on total online and off-line purchases 
D)  Offering gift certificates that can be redeemed online and off-line 
E)  None of the above are characteristics of channel integration 
A)  The ability to order the product online and pick it up at a retail location 
B)  The ability to return an online purchase at the retail location 
C)  The right to receive discounts based on total online and off-line purchases 
D)  Offering gift certificates that can be redeemed online and off-line 
E)  None of the above are characteristics of channel integration D

Question 3

________ occurs when a single firm uses two or more marketing channels to reach one or more customer segments.

Accepted Answer

A)  Multichannel marketing 
B)  Multimarket marketing 
C)  Diversified marketing 
D)  Integrated marketing 
E)  None of the above 
A)  Multichannel marketing 
B)  Multimarket marketing 
C)  Diversified marketing 
D)  Integrated marketing 
E)  None of the above A

Question 4

When two or more unrelated companies put together resources or programs to exploit an emerging marketing opportunity,it is called a ________.

Accepted Answer

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

Question 5

A system of partnerships and alliances that a firm creates to source,augment,and deliver its offering is called a demand chain.

Accepted Answer

A) True 
 B)False

Question 6

Exclusive distribution involves the use of more than a few but less than all of the intermediaries that are willing to carry your product.

Accepted Answer

A) True 
 B)False

Question 7

Which of the following is a type of contractual VMS

Accepted Answer

A)  Specialty stores 
B)  Franchise organizations 
C)  Kiosks stores 
D)  Catalog stores 
E)  None of the above 
A)  Specialty stores 
B)  Franchise organizations 
C)  Kiosks stores 
D)  Catalog stores 
E)  None of the above

Question 8

The main elements in the "trade-relations mix" are price policies,conditions of sale,________,and specific services to be performed by each party.

Accepted Answer

A)  competitive policies 
B)  distribution policies 
C)  service policies 
D)  credit policies 
E)  territorial rights 
A)  competitive policies 
B)  distribution policies 
C)  service policies 
D)  credit policies 
E)  territorial rights

Question 9

All channel functions need not be performed for the channel to operate efficiently.

Accepted Answer

A) True 
 B)False

Question 10

A company selling exercise equipment may need to establish three channels of distribution-a sales channel,a delivery channel,and a ________.

Accepted Answer

A)  customer's channel 
B)  dealer channel 
C)  service channel 
D)  speed channel 
E)  direct channel 
A)  customer's channel 
B)  dealer channel 
C)  service channel 
D)  speed channel 
E)  direct channel

Question 11

Marketing channels are sets of interdependent organizations involved in the process of making a product or service available for use or consumption.

Accepted Answer

A) True 
 B)False

Question 12

The purpose of exclusive dealing,where the seller requires that dealers not handle competitors' products,is to substantially limit competition.This is legal as long as both parties enter into the agreement voluntarily.

Accepted Answer

A) True 
 B)False

Question 13

A manufacturer selling a physical product and related services might require three channels: a sales channel,a delivery channel,and a service channel.

Accepted Answer

A) True 
 B)False

Question 14

Why is a marketing channel system so important to the manufacturer

Accepted Answer

Channel members collectively earn margin

Question 15

The ability of a shopper of laundry detergents to visit a grocery retailer and see a wide variety of brands,sizes,and units for purchase is an example of what elements of the channel service output

Accepted Answer

This is an example o

Question 16

The most advanced supply-distributor arrangements for administering VMSs involve distribution programming.Explain the components of distribution programming.

Accepted Answer

Distribution programming can be defined

Question 17

The sales of your product are low compared to your competition.The decision facing you is whether to use a sales agency (brokers,manufacturers' representatives)or hire a field sales force.The fixed costs of engaging a sales agency are lower than those of establishing a company sales force,but costs rise faster through an agency.When figuring out sales and costs,the intersection of the costs between sales agencies and sales force (SB)means that ________.

Accepted Answer

A)  above SB means that the company's costs escalate 
B)  the sales agency is the better choice for any sales volume below this point 
C)  the sales force is the better choice for any sales volume below this point 
D)  the sales agency is the better choice for any sales volume above this point 
E)  both choices are equally good-choose the one that you are most comfortable with 
A)  above SB means that the company's costs escalate 
B)  the sales agency is the better choice for any sales volume below this point 
C)  the sales force is the better choice for any sales volume below this point 
D)  the sales agency is the better choice for any sales volume above this point 
E)  both choices are equally good-choose the one that you are most comfortable with

Question 18

Causes of channel conflict include all of the following,EXCEPT________.

Accepted Answer

A)  goal incompatibility 
B)  differences in perception 
C)  dependency 
D)  unclear goals and rights 
E)  channel power usage 
A)  goal incompatibility 
B)  differences in perception 
C)  dependency 
D)  unclear goals and rights 
E)  channel power usage

Question 19

When we talk about manufacturers' redemption centers,community groups,trash-collection specialists,recycling centers,and central processing warehouses,we are talking about what kind of distribution channels

Accepted Answer

In these cases,we are talking

Question 20

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 size and power ,we call this a(n)________.

Accepted Answer

A)  conventional marketing channel 
B)  administered VMS 
C)  corporate VMS 
D)  contractual VMS 
E)  none of the above 
A)  conventional marketing channel 
B)  administered VMS 
C)  corporate VMS 
D)  contractual VMS 
E)  none of the above

Exam 15: Designing and Managing Integrated Marketing

________ are companies that have launched a Web site without any previous existence as a firm.

Today customers expect channel integration to work smoothly.Which of the following is NOT one of the characteristics of channel integration

________ occurs when a single firm uses two or more marketing channels to reach one or more customer segments.

When two or more unrelated companies put together resources or programs to exploit an emerging marketing opportunity,it is called a ________.

A system of partnerships and alliances that a firm creates to source,augment,and deliver its offering is called a demand chain.

Exclusive distribution involves the use of more than a few but less than all of the intermediaries that are willing to carry your product.

Which of the following is a type of contractual VMS

The main elements in the "trade-relations mix" are price policies,conditions of sale,________,and specific services to be performed by each party.

All channel functions need not be performed for the channel to operate efficiently.

A company selling exercise equipment may need to establish three channels of distribution-a sales channel,a delivery channel,and a ________.

Marketing channels are sets of interdependent organizations involved in the process of making a product or service available for use or consumption.

The purpose of exclusive dealing,where the seller requires that dealers not handle competitors' products,is to substantially limit competition.This is legal as long as both parties enter into the agreement voluntarily.

A manufacturer selling a physical product and related services might require three channels: a sales channel,a delivery channel,and a service channel.

Why is a marketing channel system so important to the manufacturer

The ability of a shopper of laundry detergents to visit a grocery retailer and see a wide variety of brands,sizes,and units for purchase is an example of what elements of the channel service output

The most advanced supply-distributor arrangements for administering VMSs involve distribution programming.Explain the components of distribution programming.

Causes of channel conflict include all of the following,EXCEPT________.

When we talk about manufacturers' redemption centers,community groups,trash-collection specialists,recycling centers,and central processing warehouses,we are talking about what kind of distribution channels

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 size and power ,we call this a(n)________.

Defining Marketing for the 21st Century

Developing Marketing Strategies and Plans

Gathering Information and Scanning the Environment

Conducting Marketing Research and Forecasting Demand

Creating Customer Value, Satisfaction, and Loyalty

Analyzing Consumer Markets

Analyzing Business Markets

Identifying Market Segments and Targets

Creating Brand Equity

Crafting the Brand Positioning

Dealing with Competition

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:

Managing Personal Communications:

Introducing New Market Offerings

Tapping into Global Markets

Managing a Holistic Marketing Organization

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