Question 1

High-margin/low-turnover stores usually concentrate on fastmoving items and carry a relatively limited selection in each product category.

Accepted Answer

A) True 
 B)False

Question 2

Which of the following grants the right to use the company's name,trademarks,and technology?

Accepted Answer

A) Exporting 
B) Franchising 
C) Contract manufacturing 
D) Coproduction 
A) Exporting 
B) Franchising 
C) Contract manufacturing 
D) Coproduction

Question 3

List and explain the basic sources of power within a channel relationship.

Accepted Answer

The power of any firm within a distribut

Question 4

Which of the following is true of high-margin/low-turnover stores?

Accepted Answer

A) They usually concentrate on fast-moving items. 
B) They focus on standardized,prepackaged merchandise that helps lower personnel costs by reducing or eliminating in-store sales assistance. 
C) They carry a relatively limited selection in each product category. 
D) They emphasize prestigious national brands or exclusive goods unavailable elsewhere. 
A) They usually concentrate on fast-moving items. 
B) They focus on standardized,prepackaged merchandise that helps lower personnel costs by reducing or eliminating in-store sales assistance. 
C) They carry a relatively limited selection in each product category. 
D) They emphasize prestigious national brands or exclusive goods unavailable elsewhere.

Question 5

Middlemen are rarely relied on for accurate feedback of information about such things as sales trends,inventory levels,and competitors' actions.

Accepted Answer

A) True 
 B)False

Question 6

The greater the strategic importance of availability and the more intensive the desired retail coverage,the less likely wholesalers and/or agents are to be used.

Accepted Answer

A) True 
 B)False

Question 7

Describe three major ways of entering a foreign country.

Accepted Answer

There are three major ways of entering a

Question 8

One incentive used to increase personal selling effort in the channel is to:

Accepted Answer

A) increase promotional allowances. 
B) provide display racks and signs. 
C) ensure exclusive territories. 
D) institute push money. 
A) increase promotional allowances. 
B) provide display racks and signs. 
C) ensure exclusive territories. 
D) institute push money.

Question 9

The power of any firm within a distribution channel is inversely proportional to how dependent the other channel members are on that firm.

Accepted Answer

A) True 
 B)False

Question 10

Chestnut Ltd. ,a Canadian firm produces mobile phones,laptops,and music players.The final assembly of these instruments is done at a firm called Abstract Track,which is based in Germany.The contract between the two firms requires the German firm to have the instruments operating before they are released to Chestnut Ltd.Which of the following has been entered into between the two firms?

Accepted Answer

A) Licensing 
B) Coproduction 
C) Turnkey construction contract 
D) Franchising 
A) Licensing 
B) Coproduction 
C) Turnkey construction contract 
D) Franchising

Question 11

The theory of transaction cost analysis (TCA)argues that when substantial transaction specific assets are involved:

Accepted Answer

A) the cost of using independent channel members is lower than the cost of managing a company salesforce. 
B) the cost of using independent channel members is higher than the cost of managing a company salesforce. 
C) cost is not a consideration. 
D) cost should be evaluated for each individual transaction. 
A) the cost of using independent channel members is lower than the cost of managing a company salesforce. 
B) the cost of using independent channel members is higher than the cost of managing a company salesforce. 
C) cost is not a consideration. 
D) cost should be evaluated for each individual transaction.

Question 12

Intensive distribution uses the maximum possible number of retailers and is most appropriate for low-involvement,frequently purchased convenience goods.

Accepted Answer

A) True 
 B)False

Question 13

Goodlife supermarket charges Dolphin Inc. ,a candy manufacturer,$20,000 to "rent" shelf space for its new product in Goodlife.The fee paid by Dolphin Inc.is referred to as _____.

Accepted Answer

A) push money 
B) pull money 
C) slotting allowance 
D) odd pricing 
A) push money 
B) pull money 
C) slotting allowance 
D) odd pricing

Question 14

Channel power of member A is best defined as:

Accepted Answer

A) A's ability to get B to do what A wants. 
B) A's ability to get B to do something that B would not do if left alone. 
C) A's ability to reward B so B will do what A wants. 
D) A's ability to find what it wants independent of B's ability to deliver it. 
A) A's ability to get B to do what A wants. 
B) A's ability to get B to do something that B would not do if left alone. 
C) A's ability to reward B so B will do what A wants. 
D) A's ability to find what it wants independent of B's ability to deliver it.

Question 15

Agents do not take title to,or physical possession of,the goods they deal in.

Accepted Answer

A) True 
 B)False

Question 16

Which of the following has limited retail coverage and is an appropriate strategy for shopping goods?

Accepted Answer

A) Intensive distribution 
B) Exclusive distribution 
C) High-involvement product distribution 
D) Selective distribution 
A) Intensive distribution 
B) Exclusive distribution 
C) High-involvement product distribution 
D) Selective distribution

Question 17

Neil worked as an agent for an organization that produced ballet shoes,another that produced ballet tights,and other organizations that produced ballet tutus,ballet socks,and other ballet accessories.This implies that Neil is a _____.

Accepted Answer

A) broker. 
B) sales agent. 
C) full-service wholesaler. 
D) manufacturer's agent. 
A) broker. 
B) sales agent. 
C) full-service wholesaler. 
D) manufacturer's agent.

Question 18

As channel conflict is inevitable,the challenge is not to eliminate channel conflict but to manage it better.

Accepted Answer

A) True 
 B)False

Question 19

_____ stores usually concentrate on fast-moving items and carry a relatively limited selection in each product category.

Accepted Answer

A) Department 
B) High-turnover 
C) High-margin 
D) Specialty goods 
A) Department 
B) High-turnover 
C) High-margin 
D) Specialty goods

Question 20

Referent power stems from a perception that one channel member has special knowledge or expertise that can benefit other members of the system.

Accepted Answer

A) True 
 B)False

High-margin/low-turnover stores usually concentrate on fastmoving items and carry a relatively limited selection in each product category.

Which of the following grants the right to use the company's name,trademarks,and technology?

List and explain the basic sources of power within a channel relationship.

Which of the following is true of high-margin/low-turnover stores?

Middlemen are rarely relied on for accurate feedback of information about such things as sales trends,inventory levels,and competitors' actions.

The greater the strategic importance of availability and the more intensive the desired retail coverage,the less likely wholesalers and/or agents are to be used.

Describe three major ways of entering a foreign country.

One incentive used to increase personal selling effort in the channel is to:

The power of any firm within a distribution channel is inversely proportional to how dependent the other channel members are on that firm.

The theory of transaction cost analysis (TCA)argues that when substantial transaction specific assets are involved:

Intensive distribution uses the maximum possible number of retailers and is most appropriate for low-involvement,frequently purchased convenience goods.

Goodlife supermarket charges Dolphin Inc. ,a candy manufacturer,$20,000 to "rent" shelf space for its new product in Goodlife.The fee paid by Dolphin Inc.is referred to as _____.

Channel power of member A is best defined as:

Agents do not take title to,or physical possession of,the goods they deal in.

Which of the following has limited retail coverage and is an appropriate strategy for shopping goods?

Neil worked as an agent for an organization that produced ballet shoes,another that produced ballet tights,and other organizations that produced ballet tutus,ballet socks,and other ballet accessories.This implies that Neil is a _____.

As channel conflict is inevitable,the challenge is not to eliminate channel conflict but to manage it better.

_____ stores usually concentrate on fast-moving items and carry a relatively limited selection in each product category.

Referent power stems from a perception that one channel member has special knowledge or expertise that can benefit other members of the system.

The Marketing Management Process

The Marketing Implications of Corporate and Business Strategies

Understanding Market Opportunities

Understanding Consumer Buying Behavior

Understanding Organizational Markets and Buying Behavior

Measuring Market Opportunities: Forecasting and Market Knowledge

Targeting Attractive Market Segments

Differentiation and Brand Positioning

Business Strategies: a Foundation for Marketing Program Decisions

Product Decisions

Pricing Decisions

Integrated Promotion Decisions

Marketing Strategies for a Digitally Networked World

Strategies for New and Growing Markets

Strategies for Mature and Declining Markets

Organizing and Planning for Effective Implementation

Measuring and Delivering Marketing Performance

Filters

Exam 12: Distribution Channel Decisions

High-margin/low-turnover stores usually concentrate on fastmoving items and carry a relatively limited selection in each product category.

Which of the following grants the right to use the company's name,trademarks,and technology?

List and explain the basic sources of power within a channel relationship.

Which of the following is true of high-margin/low-turnover stores?

Middlemen are rarely relied on for accurate feedback of information about such things as sales trends,inventory levels,and competitors' actions.

The greater the strategic importance of availability and the more intensive the desired retail coverage,the less likely wholesalers and/or agents are to be used.

Describe three major ways of entering a foreign country.

One incentive used to increase personal selling effort in the channel is to:

The power of any firm within a distribution channel is inversely proportional to how dependent the other channel members are on that firm.

The theory of transaction cost analysis (TCA)argues that when substantial transaction specific assets are involved:

Intensive distribution uses the maximum possible number of retailers and is most appropriate for low-involvement,frequently purchased convenience goods.

Goodlife supermarket charges Dolphin Inc. ,a candy manufacturer,$20,000 to "rent" shelf space for its new product in Goodlife.The fee paid by Dolphin Inc.is referred to as _____.

Channel power of member A is best defined as:

Agents do not take title to,or physical possession of,the goods they deal in.

Which of the following has limited retail coverage and is an appropriate strategy for shopping goods?

Neil worked as an agent for an organization that produced ballet shoes,another that produced ballet tights,and other organizations that produced ballet tutus,ballet socks,and other ballet accessories.This implies that Neil is a _____.

As channel conflict is inevitable,the challenge is not to eliminate channel conflict but to manage it better.

_____ stores usually concentrate on fast-moving items and carry a relatively limited selection in each product category.

Referent power stems from a perception that one channel member has special knowledge or expertise that can benefit other members of the system.

The Marketing Management Process

The Marketing Implications of Corporate and Business Strategies

Understanding Market Opportunities

Understanding Consumer Buying Behavior

Understanding Organizational Markets and Buying Behavior

Measuring Market Opportunities: Forecasting and Market Knowledge

Targeting Attractive Market Segments

Differentiation and Brand Positioning

Business Strategies: a Foundation for Marketing Program Decisions

Product Decisions

Pricing Decisions

Integrated Promotion Decisions

Marketing Strategies for a Digitally Networked World

Strategies for New and Growing Markets

Strategies for Mature and Declining Markets

Organizing and Planning for Effective Implementation

Measuring and Delivering Marketing Performance

Filters