Question 1

A marketing channel works most effectively when each channel member performs the tasks it does best.

Accepted Answer

A) True 
 B)False

Question 2

In contrast to distribution centers, storage warehouses are designed to move goods rather than just house them.

Accepted Answer

A) True 
 B)False

Question 3

Which of the following is an example of an indirect marketing channel?

Accepted Answer

A)  June Bride, which sells bridal gowns via its click-to-order online catalogs 
B)  Farmer Brown, who delivers fresh milk from his dairy to customers every morning 
C)  Wine & Dine, which sells its picnic baskets to select novelty stores across the country 
D)  Lifebelt Insurance, which sells life insurance through its door-to-door salespeople 
E)  Rhonda's Rental, which rents cars to people for the day 
A)  June Bride, which sells bridal gowns via its click-to-order online catalogs 
B)  Farmer Brown, who delivers fresh milk from his dairy to customers every morning 
C)  Wine & Dine, which sells its picnic baskets to select novelty stores across the country 
D)  Lifebelt Insurance, which sells life insurance through its door-to-door salespeople 
E)  Rhonda's Rental, which rents cars to people for the day

Question 4

________ are a specialized means of shipping petroleum, natural gas, and chemicals from sources to markets.

Accepted Answer

A)  Air tunnels 
B)  Rail flatcars 
C)  Steam ships 
D)  Pipelines 
E)  Airlines 
A)  Air tunnels 
B)  Rail flatcars 
C)  Steam ships 
D)  Pipelines 
E)  Airlines

Question 5

Distribution channel decisions frequently require long-term commitments between firms. A primary reason is that ________.

Accepted Answer

A)  advertising is not easy to change 
B)  old products are difficult to discard and new products are difficult to introduce 
C)  when they set up distribution through franchisees, independent dealers, or large retailers, they cannot readily replace these channels with company-owned stores or Internet sites if conditions change 
D)  changing the manufacturing requirements is expensive and takes significant time 
E)  management does not want to be constantly changing the method of selling and distributing its products 
A)  advertising is not easy to change 
B)  old products are difficult to discard and new products are difficult to introduce 
C)  when they set up distribution through franchisees, independent dealers, or large retailers, they cannot readily replace these channels with company-owned stores or Internet sites if conditions change 
D)  changing the manufacturing requirements is expensive and takes significant time 
E)  management does not want to be constantly changing the method of selling and distributing its products

Question 6

Which of the following does NOT apply to channel systems?

Accepted Answer

A)  Some channel systems consist of only informal interactions among loosely organized firms. 
B)  Channel systems do not stand still; they evolve. 
C)  Some channel systems are formal interactions guided by strong organizational structures. 
D)  Intermediaries play interchangeable roles in the system. 
E)  Different types of intermediaries develop and emerge. 
A)  Some channel systems consist of only informal interactions among loosely organized firms. 
B)  Channel systems do not stand still; they evolve. 
C)  Some channel systems are formal interactions guided by strong organizational structures. 
D)  Intermediaries play interchangeable roles in the system. 
E)  Different types of intermediaries develop and emerge.

Question 7

Producers of convenience products and common raw materials typically seek exclusive distribution, a strategy in which they stock their products in as many outlets as possible.

Accepted Answer

A) True 
 B)False

Question 8

Which of the following involves the producer agreeing not to sell to other dealers in a given area, or the buyer agreeing to sell only in its own region?

Accepted Answer

A)  closed loop marketing 
B)  uniform-delivery pricing 
C)  exclusive territorial agreement 
D)  cross merchandising 
E)  nationalized marketing 
A)  closed loop marketing 
B)  uniform-delivery pricing 
C)  exclusive territorial agreement 
D)  cross merchandising 
E)  nationalized marketing

Question 9

Why is the term value delivery network a more relevant expression to use than the terms supply chain or demand chain?

Accepted Answer

The term supply chain may be too limited

Question 10

Multichannel marketing occurs when a single firm sets up two or more marketing channels to reach one or more customer segments.

Accepted Answer

A) True 
 B)False

Question 11

________ play an important role in efficiently making products available to target markets in the needed varieties and quantities.

Accepted Answer

A)  Virtual banks 
B)  Intermediaries 
C)  Price consultants 
D)  Uniform-delivery networks 
E)  Upstream partners 
A)  Virtual banks 
B)  Intermediaries 
C)  Price consultants 
D)  Uniform-delivery networks 
E)  Upstream partners

Question 12

Each layer of marketing intermediaries that performs some work in bringing the product and its ownership closer to the final buyer is a channel level.

Accepted Answer

A) True 
 B)False

Question 13

With which of the following strategies would a company give only a limited number of dealers the right to distribute its products in their territories?

Accepted Answer

A)  exclusive distribution 
B)  extensive distribution 
C)  moderate distribution 
D)  primary distribution 
E)  intensive distribution 
A)  exclusive distribution 
B)  extensive distribution 
C)  moderate distribution 
D)  primary distribution 
E)  intensive distribution

Question 14

Which of the following is true of vertical marketing systems?

Accepted Answer

A)  Producers, wholesalers, and retailers act as a unified system. 
B)  Channel members have no control over each other. 
C)  Channel conflict is governed by informal mechanisms. 
D)  The system is dominated by the consumer. 
E)  Channel members work independently with no cooperation from other members. 
A)  Producers, wholesalers, and retailers act as a unified system. 
B)  Channel members have no control over each other. 
C)  Channel conflict is governed by informal mechanisms. 
D)  The system is dominated by the consumer. 
E)  Channel members work independently with no cooperation from other members.

Question 15

Electronic data interchange is the digital exchange of data between organizations, which primarily is transmitted via the Internet.

Accepted Answer

A) True 
 B)False

Question 16

Using ________, retailers can share real-time data on sales and current inventory levels with suppliers.

Accepted Answer

A)  automated storage and retrieval systems (ASRS) 
B)  vendor-managed inventory (VMI) systems 
C)  transportation management systems (TMS) 
D)  warehouse management systems (WMS) 
E)  distribution center management systems (DCMS) 
A)  automated storage and retrieval systems (ASRS) 
B)  vendor-managed inventory (VMI) systems 
C)  transportation management systems (TMS) 
D)  warehouse management systems (WMS) 
E)  distribution center management systems (DCMS)

Question 17

Vertical conflict occurs among firms at the same level of the channel.

Accepted Answer

A) True 
 B)False

Question 18

The term supply chain is considered limited because it ________.

Accepted Answer

A)  ignores the make-and-sell aspect of the market 
B)  suggests that planning begins with raw materials and factory capacity 
C)  takes a step-by-step, linear view of purchase-production-consumption activities 
D)  takes a sense-and-respond view of the market 
E)  suggests that planning starts with identifying the needs of target customers 
A)  ignores the make-and-sell aspect of the market 
B)  suggests that planning begins with raw materials and factory capacity 
C)  takes a step-by-step, linear view of purchase-production-consumption activities 
D)  takes a sense-and-respond view of the market 
E)  suggests that planning starts with identifying the needs of target customers

Question 19

Explain how companies select, motivate, and evaluate intermediaries or channel members.

Accepted Answer

When selecting intermediaries, the compa

Question 20

A strategy of exclusive dealing is most likely considered legal if ________.

Accepted Answer

A)  the industry is newly developed 
B)  both parties have large territories 
C)  competition is not substantially lessened 
D)  the dealer agrees to promote the competitor's products 
E)  the dealer receives a steady source of supply and support 
A)  the industry is newly developed 
B)  both parties have large territories 
C)  competition is not substantially lessened 
D)  the dealer agrees to promote the competitor's products 
E)  the dealer receives a steady source of supply and support

A marketing channel works most effectively when each channel member performs the tasks it does best.

In contrast to distribution centers, storage warehouses are designed to move goods rather than just house them.

Which of the following is an example of an indirect marketing channel?

________ are a specialized means of shipping petroleum, natural gas, and chemicals from sources to markets.

Distribution channel decisions frequently require long-term commitments between firms. A primary reason is that ________.

Which of the following does NOT apply to channel systems?

Producers of convenience products and common raw materials typically seek exclusive distribution, a strategy in which they stock their products in as many outlets as possible.

Which of the following involves the producer agreeing not to sell to other dealers in a given area, or the buyer agreeing to sell only in its own region?

Why is the term value delivery network a more relevant expression to use than the terms supply chain or demand chain?

Multichannel marketing occurs when a single firm sets up two or more marketing channels to reach one or more customer segments.

________ play an important role in efficiently making products available to target markets in the needed varieties and quantities.

Each layer of marketing intermediaries that performs some work in bringing the product and its ownership closer to the final buyer is a channel level.

With which of the following strategies would a company give only a limited number of dealers the right to distribute its products in their territories?

Which of the following is true of vertical marketing systems?

Electronic data interchange is the digital exchange of data between organizations, which primarily is transmitted via the Internet.

Using ________, retailers can share real-time data on sales and current inventory levels with suppliers.

Vertical conflict occurs among firms at the same level of the channel.

The term supply chain is considered limited because it ________.

Explain how companies select, motivate, and evaluate intermediaries or channel members.

A strategy of exclusive dealing is most likely considered legal if ________.

Marketing: Creating Customer Value and Engagement

Company and Marketing Strategy: Partnering to Build Customer Engagement, Value, and Relationships

Analyzing the Marketing Environment

Managing Marketing Information to Gain Customer Insights

Consumer Markets and Buyer Behavior

Business Markets and Business Buyer Behavior

Customer Value-Driven Marketing Strategy: Creating Value for Target Customers

Products, Services, and Brands: Building Customer Value

Developing New Products and Managing the Product Life Cycle

Pricing: Understanding and Capturing Customer Value

Pricing Strategies: Additional Considerations

Retailing and Wholesaling

Engaging Consumers and Communicating Customer Value: Integrated Marketing Communications Strategy

Advertising and Public Relations

Personal Selling and Sales Promotion

Direct, Online, Social Media, and Mobile Marketing

Creating Competitive Advantage

The Global Marketplace

Sustainable Marketing: Social Responsibility and Ethics

Filters

Exam 12: Marketing Channels: Delivering Customer Value

A marketing channel works most effectively when each channel member performs the tasks it does best.

In contrast to distribution centers, storage warehouses are designed to move goods rather than just house them.

Which of the following is an example of an indirect marketing channel?

________ are a specialized means of shipping petroleum, natural gas, and chemicals from sources to markets.

Distribution channel decisions frequently require long-term commitments between firms. A primary reason is that ________.

Which of the following does NOT apply to channel systems?

Producers of convenience products and common raw materials typically seek exclusive distribution, a strategy in which they stock their products in as many outlets as possible.

Which of the following involves the producer agreeing not to sell to other dealers in a given area, or the buyer agreeing to sell only in its own region?

Why is the term value delivery network a more relevant expression to use than the terms supply chain or demand chain?

Multichannel marketing occurs when a single firm sets up two or more marketing channels to reach one or more customer segments.

________ play an important role in efficiently making products available to target markets in the needed varieties and quantities.

Each layer of marketing intermediaries that performs some work in bringing the product and its ownership closer to the final buyer is a channel level.

With which of the following strategies would a company give only a limited number of dealers the right to distribute its products in their territories?

Which of the following is true of vertical marketing systems?

Electronic data interchange is the digital exchange of data between organizations, which primarily is transmitted via the Internet.

Using ________, retailers can share real-time data on sales and current inventory levels with suppliers.

Vertical conflict occurs among firms at the same level of the channel.

The term supply chain is considered limited because it ________.

Explain how companies select, motivate, and evaluate intermediaries or channel members.

A strategy of exclusive dealing is most likely considered legal if ________.

Marketing: Creating Customer Value and Engagement

Company and Marketing Strategy: Partnering to Build Customer Engagement, Value, and Relationships

Analyzing the Marketing Environment

Managing Marketing Information to Gain Customer Insights

Consumer Markets and Buyer Behavior

Business Markets and Business Buyer Behavior

Customer Value-Driven Marketing Strategy: Creating Value for Target Customers

Products, Services, and Brands: Building Customer Value

Developing New Products and Managing the Product Life Cycle

Pricing: Understanding and Capturing Customer Value

Pricing Strategies: Additional Considerations

Retailing and Wholesaling

Engaging Consumers and Communicating Customer Value: Integrated Marketing Communications Strategy

Advertising and Public Relations

Personal Selling and Sales Promotion

Direct, Online, Social Media, and Mobile Marketing

Creating Competitive Advantage

The Global Marketplace

Sustainable Marketing: Social Responsibility and Ethics

Filters