Question 1

A channel captain is

Accepted Answer

A) a member of a distribution channel that takes control through hegemony (power is not assigned,but assumed). 
B) a channel member (producer,wholesaler,or retailer)that coordinates,directs,and supports other channel members. 
C) a channel team member known for expertise in cutting through red tape. 
D) a person responsible for implementing a firm's mission statement,linking all members of the marketing channel through a common goal. 
E) the person with greatest authority who represents his or her channel in the distribution chain. 
A) a member of a distribution channel that takes control through hegemony (power is not assigned,but assumed). 
B) a channel member (producer,wholesaler,or retailer)that coordinates,directs,and supports other channel members. 
C) a channel team member known for expertise in cutting through red tape. 
D) a person responsible for implementing a firm's mission statement,linking all members of the marketing channel through a common goal. 
E) the person with greatest authority who represents his or her channel in the distribution chain.

Question 2

A refusal to deal with existing channel members may be illegal under the

Accepted Answer

A) Robinson-Patman Act. 
B) Sherman Act. 
C) Federal Trade Commission Act. 
D) Consumer Goods Pricing Act. 
E) Clayton Act. 
A) Robinson-Patman Act. 
B) Sherman Act. 
C) Federal Trade Commission Act. 
D) Consumer Goods Pricing Act. 
E) Clayton Act.

Question 3

Intermediaries performing a transactional function in distribution are engaged in buying,selling,and

Accepted Answer

A) storing. 
B) financing. 
C) transporting. 
D) risk taking. 
E) merchandising. 
A) storing. 
B) financing. 
C) transporting. 
D) risk taking. 
E) merchandising.

Question 4

Logistics refers to

Accepted Answer

A) an inventory management system where the supplier determines the product amount and assortment a retailer needs and automatically delivers the appropriate items. 
B) mathematical formulas and calculations used in determining product volume and demand in order to generate the greatest revenue at the lowest cost. 
C) the sequence of firms that performs activities required to create and deliver a product or service to ultimate consumers or industrial users. 
D) activities that focus on getting the right amount of the right products to the right place at the right time at the lowest possible cost. 
E) a specialized intermediary in the distribution chain responsible for the coordination of all production schedules. 
A) an inventory management system where the supplier determines the product amount and assortment a retailer needs and automatically delivers the appropriate items. 
B) mathematical formulas and calculations used in determining product volume and demand in order to generate the greatest revenue at the lowest cost. 
C) the sequence of firms that performs activities required to create and deliver a product or service to ultimate consumers or industrial users. 
D) activities that focus on getting the right amount of the right products to the right place at the right time at the lowest possible cost. 
E) a specialized intermediary in the distribution chain responsible for the coordination of all production schedules.

Question 5

________ seeks to leverage the value-adding capabilities of both electronic marketing and traditional delivery.Catalogs can serve as shopping tools for online purchasing,and websites can help consumers do their homework before visiting a store.

Accepted Answer

A) Direct marketing 
B) Indirect marketing 
C) Intensive marketing 
D) Multichannel marketing 
E) Automated marketing 
A) Direct marketing 
B) Indirect marketing 
C) Intensive marketing 
D) Multichannel marketing 
E) Automated marketing

Question 6

Another name for order cycle time is

Accepted Answer

A) physical distribution sequence. 
B) total logistics cycle. 
C) replenishment time. 
D) logistical support time. 
E) billing cycle. 
A) physical distribution sequence. 
B) total logistics cycle. 
C) replenishment time. 
D) logistical support time. 
E) billing cycle.

Question 7

Buyers are interested in having numerous competing and complementary items from which to choose.The buyer requirement for ________ is satisfied through the breadth and depth of products and brands that intermediaries carry.

Accepted Answer

A) information 
B) convenience 
C) variety 
D) pre- or postsale services 
E) adaptability 
A) information 
B) convenience 
C) variety 
D) pre- or postsale services 
E) adaptability

Question 8

A small electronics company has begun production of a small line of high-quality,professional studio-model components targeted at audiophiles who shop at thousands of specialty stores across the United States.How should the small electronics company best distribute its new products?

Accepted Answer

A) Use its established indirect marketing channel. 
B) Distribute directly to mass market consumers. 
C) Distribute through agents that sell to specialty electronics stores that will feature the new line. 
D) Sell directly to specialty electronics stores that will feature the new line. 
E) Establish its own chain of electronics retail stores. 
A) Use its established indirect marketing channel. 
B) Distribute directly to mass market consumers. 
C) Distribute through agents that sell to specialty electronics stores that will feature the new line. 
D) Sell directly to specialty electronics stores that will feature the new line. 
E) Establish its own chain of electronics retail stores.

Question 9

The typical order cycle includes all of the following elements except which?

Accepted Answer

A) order processing 
B) transportation 
C) cross-docking 
D) documentation 
E) order transmittal 
A) order processing 
B) transportation 
C) cross-docking 
D) documentation 
E) order transmittal

Question 10

Physically moving a product to customers is an example of a ________ function performed by channel intermediaries.

Accepted Answer

A) transactional 
B) logistical 
C) facilitating 
D) selling 
E) sorting 
A) transactional 
B) logistical 
C) facilitating 
D) selling 
E) sorting

Question 11

Which of the following statements regarding supply chains is most accurate?

Accepted Answer

A) The most common form of supply chain is the collaborative-response efficiency strategy. 
B) In order for a supply chain to work effectively,key decisions should be made by a third-party logistics provider. 
C) The longer the supply chain,the greater the economies of scale and the better the profit margin. 
D) Supply chains should consider the needs of suppliers,provided those needs are consistent with marketing strategies. 
E) Supply chain managers often need to make trade-offs between efficiency and responsiveness. 
A) The most common form of supply chain is the collaborative-response efficiency strategy. 
B) In order for a supply chain to work effectively,key decisions should be made by a third-party logistics provider. 
C) The longer the supply chain,the greater the economies of scale and the better the profit margin. 
D) Supply chains should consider the needs of suppliers,provided those needs are consistent with marketing strategies. 
E) Supply chain managers often need to make trade-offs between efficiency and responsiveness.

Question 12

Vertical marketing systems are

Accepted Answer

A) professionally managed geographically dispersed marketing channels designed to achieve channel economies and maximize marketing impact. 
B) professionally managed and centrally coordinated marketing channels designed to achieve channel economies and maximum marketing impact. 
C) retailer-sponsored cooperatives where small,independent retailers form an organization that operates a wholesale facility cooperatively. 
D) professionally managed geographically dispersed marketing channels that are controlled through strategic channel alliances. 
E) channel partnerships that share responsibility for ordering and physically distributing each other's products. 
A) professionally managed geographically dispersed marketing channels designed to achieve channel economies and maximize marketing impact. 
B) professionally managed and centrally coordinated marketing channels designed to achieve channel economies and maximum marketing impact. 
C) retailer-sponsored cooperatives where small,independent retailers form an organization that operates a wholesale facility cooperatively. 
D) professionally managed geographically dispersed marketing channels that are controlled through strategic channel alliances. 
E) channel partnerships that share responsibility for ordering and physically distributing each other's products.

Question 13

During a recent year,Solectron,a California electronics contractor,made half of its purchases under vendor-managed inventory programs.Solectron

Accepted Answer

A) had its suppliers perform all materials handing activities. 
B) authorized its suppliers to eliminate as many wholesaling functions as possible from the supply chain. 
C) used a system in which its suppliers determined the product amount and assortment that should be in stock. 
D) authorized the use of distribution centers to provide quicker customer response times. 
E) balanced its total logistics cost by eliminating the convenience service factor. 
A) had its suppliers perform all materials handing activities. 
B) authorized its suppliers to eliminate as many wholesaling functions as possible from the supply chain. 
C) used a system in which its suppliers determined the product amount and assortment that should be in stock. 
D) authorized the use of distribution centers to provide quicker customer response times. 
E) balanced its total logistics cost by eliminating the convenience service factor.

Question 14

A commonly used indirect channel moves product from producer to retailer to consumer.This channel is used when

Accepted Answer

A) the retail outlets are regionally located. 
B) the cost of maintaining inventory is low. 
C) there is little if any seasonal demand. 
D) the risk lies solely with the manufacturer. 
E) the retailer is large and can buy in large quantities from a producer. 
A) the retail outlets are regionally located. 
B) the cost of maintaining inventory is low. 
C) there is little if any seasonal demand. 
D) the risk lies solely with the manufacturer. 
E) the retailer is large and can buy in large quantities from a producer.

Question 15

When marketing channel members are engaged in assorting,storing,sorting,and transporting products and services,they are performing ________ functions.

Accepted Answer

A) logistical 
B) merchandising 
C) facilitating 
D) implementation 
E) transactional 
A) logistical 
B) merchandising 
C) facilitating 
D) implementation 
E) transactional

Question 16

Kraft Foods distributes Starbucks coffee in U.S.supermarkets and internationally.These firms are most likely using ________ strategy.

Accepted Answer

A) multichannel distribution 
B) a direct marketing channel 
C) a cooperative distribution channel 
D) a strategic channel alliance 
E) a dual distribution agreement 
A) multichannel distribution 
B) a direct marketing channel 
C) a cooperative distribution channel 
D) a strategic channel alliance 
E) a dual distribution agreement

Question 17

Briefly explain the differences between supply chain management and a marketing channel.

Accepted Answer

Supply chain management is the integrati

Question 18

Mail-order selling,catalog sales,telemarketing,interactive media,and televised home shopping are all examples of

Accepted Answer

A) direct marketing channels. 
B) indirect marketing channels. 
C) multimedia marketing channels. 
D) virtual marketing channels. 
E) personal selling. 
A) direct marketing channels. 
B) indirect marketing channels. 
C) multimedia marketing channels. 
D) virtual marketing channels. 
E) personal selling.

Question 19

The Schwan's Company of Marshall,Minnesota,the largest direct-to-home provider of foods in the United States,uses route sales representatives who sell from refrigerated trucks.This particular method of distribution is referred to as a(n)

Accepted Answer

A) indirect channel. 
B) direct channel. 
C) facilitated channel. 
D) customer-service channel. 
E) truck-jobber channel. 
A) indirect channel. 
B) direct channel. 
C) facilitated channel. 
D) customer-service channel. 
E) truck-jobber channel.

Question 20

In the automobile industry,the carmaker's ________ manager is responsible for translating customer requirements into actual orders and arranging for delivery dates.

Accepted Answer

A) marketing 
B) information technology 
C) intermodal 
D) supply chain 
E) financial 
A) marketing 
B) information technology 
C) intermodal 
D) supply chain 
E) financial

Exam 15: Managing Marketing Channels and Supply Chains

A channel captain is

A refusal to deal with existing channel members may be illegal under the

Intermediaries performing a transactional function in distribution are engaged in buying,selling,and

Logistics refers to

________ seeks to leverage the value-adding capabilities of both electronic marketing and traditional delivery.Catalogs can serve as shopping tools for online purchasing,and websites can help consumers do their homework before visiting a store.

Another name for order cycle time is

Buyers are interested in having numerous competing and complementary items from which to choose.The buyer requirement for ________ is satisfied through the breadth and depth of products and brands that intermediaries carry.

A small electronics company has begun production of a small line of high-quality,professional studio-model components targeted at audiophiles who shop at thousands of specialty stores across the United States.How should the small electronics company best distribute its new products?

The typical order cycle includes all of the following elements except which?

Physically moving a product to customers is an example of a ________ function performed by channel intermediaries.

Which of the following statements regarding supply chains is most accurate?

Vertical marketing systems are

During a recent year,Solectron,a California electronics contractor,made half of its purchases under vendor-managed inventory programs.Solectron

A commonly used indirect channel moves product from producer to retailer to consumer.This channel is used when

When marketing channel members are engaged in assorting,storing,sorting,and transporting products and services,they are performing ________ functions.

Kraft Foods distributes Starbucks coffee in U.S.supermarkets and internationally.These firms are most likely using ________ strategy.

Briefly explain the differences between supply chain management and a marketing channel.

Mail-order selling,catalog sales,telemarketing,interactive media,and televised home shopping are all examples of

The Schwan's Company of Marshall,Minnesota,the largest direct-to-home provider of foods in the United States,uses route sales representatives who sell from refrigerated trucks.This particular method of distribution is referred to as a(n)

In the automobile industry,the carmaker's ________ manager is responsible for translating customer requirements into actual orders and arranging for delivery dates.

Creating Customer Relationships and Value Through Marketing

Developing Successful Organizational and Marketing Strategies

Scanning the Marketing Environment

Ethical and Social Responsibility for Sustainable Marketing

Understanding Consumer Behavior

Understanding Organizations As Customers

Understanding and Reaching Global Consumers and Markets

Marketing Research: From Customer Insights to Actions

Market Segmentation, targeting, and Positioning

Developing New Products and Services

Managing Successful Products, services, and Brands

Services Marketing

Building the Price Foundation

Arriving at the Final Price

Retailing and Wholesaling

Integrated Marketing Communications and Direct Marketing

Advertising,sales Promotion,and Public Relations

Using Social Media and Mobile Marketing to Connect With Consumers

Personal Selling and Sales Management

Implementing Interactive and Multichannel Marketing

Pulling It All Together: the Strategic Marketing Process

Writing Successful Marketing and Business Plans: Tips and Guidelines

Financial Statements and Ratios

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