Question 1

Which of the following is a critical element associated with using a particular type of middleman?

Accepted Answer

A)  Knowledge of the culture of the target market 
B)  Number of employees 
C)  Mode of transportation for moving goods 
D)  Influence over the target market 
E)  Cash-flow patterns 
A)  Knowledge of the culture of the target market 
B)  Number of employees 
C)  Mode of transportation for moving goods 
D)  Influence over the target market 
E)  Cash-flow patterns E

Question 2

Who are frequently criticized for not representing the best interests of a manufacturer?

Accepted Answer

A)  Global wholesalers 
B)  Trading companies 
C)  Consumers 
D)  Merchant middlemen 
E)  Brokers 
A)  Global wholesalers 
B)  Trading companies 
C)  Consumers 
D)  Merchant middlemen 
E)  Brokers D

Question 3

In the context of distribution structures, one of Walmart's strengths is its ability to influence foreign governments.

Accepted Answer

A) True 
 B)False  False

Question 4

In the traditional distribution structure, independent agencies that provide facilitating functions are nonexistent or underdeveloped.

Accepted Answer

A) True 
 B)False

Question 5

Companies with marketing facilities or contacts in different countries with excess distribution capacity or a desire for a broader product line sometimes take on additional lines for international distribution. The formal name for such activities is _____.

Accepted Answer

A)  skimming 
B)  backhauling 
C)  complementary marketing 
D)  export marketing 
E)  demand shifting 
A)  skimming 
B)  backhauling 
C)  complementary marketing 
D)  export marketing 
E)  demand shifting

Question 6

Which of the following statements is true of the Japanese market?

Accepted Answer

A)  The costs of Japanese consumer goods are among the lowest in the world. 
B)  Manufacturers are independent of wholesalers for a multitude of services to other members of the distribution network. 
C)  The Japanese distribution structure supports long-term dealer-supplier relationships. 
D)  Japanese law favors the establishment of large retail stores. 
E)  Japanese consumers favor price over personal service. 
A)  The costs of Japanese consumer goods are among the lowest in the world. 
B)  Manufacturers are independent of wholesalers for a multitude of services to other members of the distribution network. 
C)  The Japanese distribution structure supports long-term dealer-supplier relationships. 
D)  Japanese law favors the establishment of large retail stores. 
E)  Japanese consumers favor price over personal service.

Question 7

As traditional channel structures are changing, importers and retailers are also becoming involved in new product development.

Accepted Answer

A) True 
 B)False

Question 8

Agent middlemen work on commission and do not take title to the merchandise.

Accepted Answer

A) True 
 B)False

Question 9

A distinguishing characteristic of the Japanese distribution channel system is that it is controlled by a few small retailers found in the country.

Accepted Answer

A) True 
 B)False

Question 10

General Motors, _____, and DaimlerChrysler have created a single online site called Covisint for purchasing automotive parts from suppliers.

Accepted Answer

A)  Toyota Motor Corporation 
B)  Honda Motor Company 
C)  Ford Motor Company 
D)  Nissan Motor Company 
E)  Tata Motors 
A)  Toyota Motor Corporation 
B)  Honda Motor Company 
C)  Ford Motor Company 
D)  Nissan Motor Company 
E)  Tata Motors

Question 11

Which of the following is true of a physical distribution system?

Accepted Answer

A)  It involves only the physical movement of goods. 
B)  It is a total systems approach to the management of the distribution process. 
C)  It includes decisions involving an activity that has no impact on the cost and efficiency of one or all others. 
D)  It excludes the interdependence of the costs of each activity. 
E)  It includes transportation mode, inventory quantities, and packing. 
A)  It involves only the physical movement of goods. 
B)  It is a total systems approach to the management of the distribution process. 
C)  It includes decisions involving an activity that has no impact on the cost and efficiency of one or all others. 
D)  It excludes the interdependence of the costs of each activity. 
E)  It includes transportation mode, inventory quantities, and packing.

Question 12

In the context of the use of the Internet in international marketing channels, technically, e-commerce is a form of _____ selling.

Accepted Answer

A)  direct 
B)  parallel 
C)  dual 
D)  mass 
E)  targeted 
A)  direct 
B)  parallel 
C)  dual 
D)  mass 
E)  targeted

Question 13

Which of the following is the reason why global retailers like IKEA, Costco, Sears Roebuck, and Walmart are becoming major domestic middlemen for international markets?

Accepted Answer

A)  They maintain their core marketing approaches while localizing the array of products, promotions, and other peripheral aspects of their operations. 
B)  They work under the names of the manufacturers and function as low-cost, independent marketing departments with direct responsibility to the parent firms. 
C)  They have minimum investment costs as they do not commit to investing in company personnel. 
D)  They serve as the producer's export department but have a short-term relationship, cover only one or two markets, and operate on a straight commission basis. 
E)  They offer reduction of export costs, demand expansion through promotion, trade barrier reduction, and improvement of trade terms through bilateral bargaining. 
A)  They maintain their core marketing approaches while localizing the array of products, promotions, and other peripheral aspects of their operations. 
B)  They work under the names of the manufacturers and function as low-cost, independent marketing departments with direct responsibility to the parent firms. 
C)  They have minimum investment costs as they do not commit to investing in company personnel. 
D)  They serve as the producer's export department but have a short-term relationship, cover only one or two markets, and operate on a straight commission basis. 
E)  They offer reduction of export costs, demand expansion through promotion, trade barrier reduction, and improvement of trade terms through bilateral bargaining.

Question 14

Which of the following statements is true of a traditional distribution structure?

Accepted Answer

A)  The distribution system is national in scope. 
B)  The relationship between the importer and any middleman is similar to that found in a mass-marketing system. 
C)  The idea of a channel as a chain of intermediaries performing specific activities and each selling to a smaller unit beneath it until the chain reaches the ultimate consumer is common. 
D)  Independent agencies providing functions such as advertising, marketing research, and financing are part of this distribution structure. 
E)  The marketing system develops around the philosophy of selling a limited supply of goods at high prices to a small number of affluent customers. 
A)  The distribution system is national in scope. 
B)  The relationship between the importer and any middleman is similar to that found in a mass-marketing system. 
C)  The idea of a channel as a chain of intermediaries performing specific activities and each selling to a smaller unit beneath it until the chain reaches the ultimate consumer is common. 
D)  Independent agencies providing functions such as advertising, marketing research, and financing are part of this distribution structure. 
E)  The marketing system develops around the philosophy of selling a limited supply of goods at high prices to a small number of affluent customers.

Question 15

What is a foreign sales corporation?

Accepted Answer

A foreign sales corporation (FSC) is a s

Question 16

In the context of distribution patterns, wholesaling shows a greater diversity in its structure than does retailing.

Accepted Answer

A) True 
 B)False

Question 17

Which of the following actions should be taken to begin the search for prospective middlemen?

Accepted Answer

A)  Short-listing the middlemen 
B)  Studying the target market 
C)  Evaluating the available financial resources 
D)  Designing the sales force required 
E)  Understanding the mission of the manufacturing firm 
A)  Short-listing the middlemen 
B)  Studying the target market 
C)  Evaluating the available financial resources 
D)  Designing the sales force required 
E)  Understanding the mission of the manufacturing firm

Question 18

In the context of the types of domestic middlemen, the WTO in 2003 ruled _____ to be in violation of international trade rules, thus starting a major trade dispute with the European Union.

Accepted Answer

A)  foreign sales corporations 
B)  direct marketing partnerships 
C)  trading companies 
D)  export promotion companies 
E)  Webb-Pomerene export associations 
A)  foreign sales corporations 
B)  direct marketing partnerships 
C)  trading companies 
D)  export promotion companies 
E)  Webb-Pomerene export associations

Question 19

Which of the following countries has the largest number of retailers?

Accepted Answer

A)  United States 
B)  Argentina 
C)  China 
D)  Brazil 
E)  Japan 
A)  United States 
B)  Argentina 
C)  China 
D)  Brazil 
E)  Japan

Question 20

What is secondary wholesaling?

Accepted Answer

Control over the system and control over

Which of the following is a critical element associated with using a particular type of middleman?

Who are frequently criticized for not representing the best interests of a manufacturer?

In the context of distribution structures, one of Walmart's strengths is its ability to influence foreign governments.

In the traditional distribution structure, independent agencies that provide facilitating functions are nonexistent or underdeveloped.

Companies with marketing facilities or contacts in different countries with excess distribution capacity or a desire for a broader product line sometimes take on additional lines for international distribution. The formal name for such activities is _____.

Which of the following statements is true of the Japanese market?

As traditional channel structures are changing, importers and retailers are also becoming involved in new product development.

Agent middlemen work on commission and do not take title to the merchandise.

A distinguishing characteristic of the Japanese distribution channel system is that it is controlled by a few small retailers found in the country.

General Motors, _____, and DaimlerChrysler have created a single online site called Covisint for purchasing automotive parts from suppliers.

Which of the following is true of a physical distribution system?

In the context of the use of the Internet in international marketing channels, technically, e-commerce is a form of _____ selling.

Which of the following is the reason why global retailers like IKEA, Costco, Sears Roebuck, and Walmart are becoming major domestic middlemen for international markets?

Which of the following statements is true of a traditional distribution structure?

What is a foreign sales corporation?

In the context of distribution patterns, wholesaling shows a greater diversity in its structure than does retailing.

Which of the following actions should be taken to begin the search for prospective middlemen?

In the context of the types of domestic middlemen, the WTO in 2003 ruled _____ to be in violation of international trade rules, thus starting a major trade dispute with the European Union.

Which of the following countries has the largest number of retailers?

What is secondary wholesaling?

The Scope and Challenge of International Marketing

The Dynamic Environment of International Trade

History and Geography: The Foundations of Culture

Cultural Dynamics in Assessing Global Markets

Culture, Management Style, and Business Systems

The Political Environment: a Critical Concern

The International Legal Environment: Playing by the Rules

Developing a Global Vision Through Marketing Research

Economic Development and the Americas

Europe, Africa, and the Middle East

The Asia Pacific Region

Global Marketing Management: Planning and Organization

Products and Services for Consumers

Products and Services for Businesses

Integrated Marketing Communications and International Advertising

Personal Selling and Sales Management

Pricing for International Markets

Inventive Negotiations With International Customers, Partners, and Regulators

Filters

Exam 15: International Marketing Channels

Which of the following is a critical element associated with using a particular type of middleman?

Who are frequently criticized for not representing the best interests of a manufacturer?

In the context of distribution structures, one of Walmart's strengths is its ability to influence foreign governments.

In the traditional distribution structure, independent agencies that provide facilitating functions are nonexistent or underdeveloped.

Companies with marketing facilities or contacts in different countries with excess distribution capacity or a desire for a broader product line sometimes take on additional lines for international distribution. The formal name for such activities is _____.

Which of the following statements is true of the Japanese market?

As traditional channel structures are changing, importers and retailers are also becoming involved in new product development.

Agent middlemen work on commission and do not take title to the merchandise.

A distinguishing characteristic of the Japanese distribution channel system is that it is controlled by a few small retailers found in the country.

General Motors, _____, and DaimlerChrysler have created a single online site called Covisint for purchasing automotive parts from suppliers.

Which of the following is true of a physical distribution system?

In the context of the use of the Internet in international marketing channels, technically, e-commerce is a form of _____ selling.

Which of the following is the reason why global retailers like IKEA, Costco, Sears Roebuck, and Walmart are becoming major domestic middlemen for international markets?

Which of the following statements is true of a traditional distribution structure?

What is a foreign sales corporation?

In the context of distribution patterns, wholesaling shows a greater diversity in its structure than does retailing.

Which of the following actions should be taken to begin the search for prospective middlemen?

In the context of the types of domestic middlemen, the WTO in 2003 ruled _____ to be in violation of international trade rules, thus starting a major trade dispute with the European Union.

Which of the following countries has the largest number of retailers?

What is secondary wholesaling?

The Scope and Challenge of International Marketing

The Dynamic Environment of International Trade

History and Geography: The Foundations of Culture

Cultural Dynamics in Assessing Global Markets

Culture, Management Style, and Business Systems

The Political Environment: a Critical Concern

The International Legal Environment: Playing by the Rules

Developing a Global Vision Through Marketing Research

Economic Development and the Americas

Europe, Africa, and the Middle East

The Asia Pacific Region

Global Marketing Management: Planning and Organization

Products and Services for Consumers

Products and Services for Businesses

Integrated Marketing Communications and International Advertising

Personal Selling and Sales Management

Pricing for International Markets

Inventive Negotiations With International Customers, Partners, and Regulators

Filters