Question 1

There are three variations of contractual systems: wholesaler-sponsored voluntary chains, franchising, and

Accepted Answer

A) service-oriented voluntary chains. 
B) channel-dominated voluntary chains. 
C) distributorship cooperatives. 
D) retailer-sponsored cooperatives. 
E) reseller franchising. 
A) service-oriented voluntary chains. 
B) channel-dominated voluntary chains. 
C) distributorship cooperatives. 
D) retailer-sponsored cooperatives. 
E) reseller franchising.

Question 2

Supply chain managers balance total logistics cost factors against customer service factors. Customer service factors include

Accepted Answer

A) reliability, flexibility, consistency, and dependability. 
B) time, dependability, communication, and convenience. 
C) consistency, responsiveness, durability, and communication. 
D) time, assurance, responsiveness, and dependability. 
E) convenience, flexibility, time, and value. 
A) reliability, flexibility, consistency, and dependability. 
B) time, dependability, communication, and convenience. 
C) consistency, responsiveness, durability, and communication. 
D) time, assurance, responsiveness, and dependability. 
E) convenience, flexibility, time, and value.

Question 3

Channel conflict that arises when one member bypasses another member and sells or buys products directly is referred to as

Accepted Answer

A) horizontal conflict. 
B) channel circumvention. 
C) lateral conflict. 
D) disintermediation. 
E) dual distribution. 
A) horizontal conflict. 
B) channel circumvention. 
C) lateral conflict. 
D) disintermediation. 
E) dual distribution.

Question 4

A(n) __________ is an intermediary that sells to other intermediaries.

Accepted Answer

A) agent 
B) wholesaler 
C) retailer 
D) manufacturer 
E) broker 
A) agent 
B) wholesaler 
C) retailer 
D) manufacturer 
E) broker

Question 5

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 6

A firm becomes a channel captain because it is the channel member with the ability to influence the behavior of other members. Influence can take four forms, one of which is

Accepted Answer

A) stakeholder position. 
B) familial ties to other channel members. 
C) longevity in the industry. 
D) identification with a particular channel member. 
E) geographic proximity to the manufacturing plant. 
A) stakeholder position. 
B) familial ties to other channel members. 
C) longevity in the industry. 
D) identification with a particular channel member. 
E) geographic proximity to the manufacturing plant.

Question 7

Dell has adopted __________ supply chain strategy to better serve its customers.

Accepted Answer

A) a responsive 
B) a reactionary 
C) an efficient 
D) a proficient 
E) an economical 
A) a responsive 
B) a reactionary 
C) an efficient 
D) a proficient 
E) an economical

Question 8

Another name for quick response systems is

Accepted Answer

A) order replenishment systems. 
B) customer logistics factors. 
C) minimum-inventory systems. 
D) web-based response systems. 
E) efficient consumer response systems. 
A) order replenishment systems. 
B) customer logistics factors. 
C) minimum-inventory systems. 
D) web-based response systems. 
E) efficient consumer response systems.

Question 9

Which of the following products or services must typically be provided by traditional and not by Internet marketing channels?

Accepted Answer

A) car rental reservations 
B) software 
C) medical surgery 
D) music 
E) education 
A) car rental reservations 
B) software 
C) medical surgery 
D) music 
E) education

Question 10

In logistics, a two-way link between buyer and supplier that helps in monitoring service and anticipating future needs is referred to as

Accepted Answer

A) inventory management. 
B) dependability. 
C) communication. 
D) reverse logistics. 
E) accountability. 
A) inventory management. 
B) dependability. 
C) communication. 
D) reverse logistics. 
E) accountability.

Question 11

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 12

Ace Hardware is a national __________ that allows its members, retailers of paint and hardware products, to concentrate their buying power through wholesalers and more importantly plan collaborative promotional and pricing activities.

Accepted Answer

A) service-sponsored retail system 
B) administered cooperative system 
C) retailer-sponsored cooperative 
D) manufacturer-sponsored cooperative 
E) wholesaler-sponsored voluntary chain 
A) service-sponsored retail system 
B) administered cooperative system 
C) retailer-sponsored cooperative 
D) manufacturer-sponsored cooperative 
E) wholesaler-sponsored voluntary chain

Question 13

In an episode of the Glee television series, members of the glee club sold home-baked cupcakes at school to raise money. The students selling their cupcakes without any intermediary would be an example of

Accepted Answer

A) a personalized distribution. 
B) a nonpermanent distribution. 
C) an informal channel of distribution. 
D) a direct channel of distribution. 
E) an indirect channel of distribution. 
A) a personalized distribution. 
B) a nonpermanent distribution. 
C) an informal channel of distribution. 
D) a direct channel of distribution. 
E) an indirect channel of distribution.

Question 14

Multichannel marketing seeks to integrate a firm's electronic and delivery channels. Catalogs can serve as shopping tools for online purchasing, and websites can help consumers do their homework before visiting a store. By blending different communication and delivery channels, multichannel marketing

Accepted Answer

A) can leverage the value-adding capabilities of different channels. 
B) creates greater elasticity of demand for a firm's products. 
C) creates greater inelasticity of demand for a firm's products. 
D) allows a firm to legally circumvent paying taxes on revenue generated by online sales. 
E) allows customers to avoid shipping and handling charges. 
A) can leverage the value-adding capabilities of different channels. 
B) creates greater elasticity of demand for a firm's products. 
C) creates greater inelasticity of demand for a firm's products. 
D) allows a firm to legally circumvent paying taxes on revenue generated by online sales. 
E) allows customers to avoid shipping and handling charges.

Question 15

Direct marketing channel refers to

Accepted Answer

A) the distribution of products and services directly from the manufacturer's production site to end users. 
B) the traditional chain of distribution from manufacturer to retailer to consumer. 
C) the use of agents that represent a single producer and are responsible for the entire marketing function of that producer. 
D) a method of distribution that allows consumers to buy products by interacting with various advertising media without a face-to-face meeting with a salesperson. 
E) a method of distribution that allows consumers to buy products through direct personal interaction with the manufacturer's representatives in order to provide more personalized service. 
A) the distribution of products and services directly from the manufacturer's production site to end users. 
B) the traditional chain of distribution from manufacturer to retailer to consumer. 
C) the use of agents that represent a single producer and are responsible for the entire marketing function of that producer. 
D) a method of distribution that allows consumers to buy products by interacting with various advertising media without a face-to-face meeting with a salesperson. 
E) a method of distribution that allows consumers to buy products through direct personal interaction with the manufacturer's representatives in order to provide more personalized service.

Question 16

Which statement regarding responsive supply chains is most accurate?

Accepted Answer

A) Responsive supply chains use slower modes of transportation but faster order processing. 
B) Responsive supply chains often rely on more expensive express transportation. 
C) Responsive supply chains always use the least expensive mode of transportation possible. 
D) Responsive supply chains rely on large inventory warehouses. 
E) Responsive supply chains achieve economies of scale by having all inventory stored and sorted at a central location. 
A) Responsive supply chains use slower modes of transportation but faster order processing. 
B) Responsive supply chains often rely on more expensive express transportation. 
C) Responsive supply chains always use the least expensive mode of transportation possible. 
D) Responsive supply chains rely on large inventory warehouses. 
E) Responsive supply chains achieve economies of scale by having all inventory stored and sorted at a central location.

Question 17

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 18

Bombardier is the leading marketer of corporate jets. Its brand name is well known and respected in the corporate jet market. The aircraft company relies on outside suppliers for design support and to share development costs and market risks, but Bombardier is considered the leader in determining design and marketing of its planes. For its newest plane, Bombardier has about 30 prime suppliers, and about 10 of those have been involved since the initial design phase. Bombardier is an example of a

Accepted Answer

A) product champion. 
B) channel general. 
C) channel director. 
D) channel coordinator. 
E) channel captain. 
A) product champion. 
B) channel general. 
C) channel director. 
D) channel coordinator. 
E) channel captain.

Question 19

In terms of target market coverage, density refers to the number of __________ in a geographical area.

Accepted Answer

A) target market customers 
B) competitors 
C) wholesalers 
D) retail stores 
E) stakeholders 
A) target market customers 
B) competitors 
C) wholesalers 
D) retail stores 
E) stakeholders

Question 20

Which is the most common form of distribution intensity used today?

Accepted Answer

A) selective distribution 
B) intensive distribution 
C) extensive distribution 
D) exclusive distribution 
E) concentrated distribution 
A) selective distribution 
B) intensive distribution 
C) extensive distribution 
D) exclusive distribution 
E) concentrated distribution

Exam 15: Managing Marketing Channels and Supply Chains

There are three variations of contractual systems: wholesaler-sponsored voluntary chains, franchising, and

Supply chain managers balance total logistics cost factors against customer service factors. Customer service factors include

Channel conflict that arises when one member bypasses another member and sells or buys products directly is referred to as

A(n) __________ is an intermediary that sells to other intermediaries.

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

A firm becomes a channel captain because it is the channel member with the ability to influence the behavior of other members. Influence can take four forms, one of which is

Dell has adopted __________ supply chain strategy to better serve its customers.

Another name for quick response systems is

Which of the following products or services must typically be provided by traditional and not by Internet marketing channels?

In logistics, a two-way link between buyer and supplier that helps in monitoring service and anticipating future needs is referred to as

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

Ace Hardware is a national __________ that allows its members, retailers of paint and hardware products, to concentrate their buying power through wholesalers and more importantly plan collaborative promotional and pricing activities.

In an episode of the Glee television series, members of the glee club sold home-baked cupcakes at school to raise money. The students selling their cupcakes without any intermediary would be an example of

Direct marketing channel refers to

Which statement regarding responsive supply chains is most accurate?

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

In terms of target market coverage, density refers to the number of __________ in a geographical area.

Which is the most common form of distribution intensity used today?

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

Financial Aspects of Marketing

Building an Effective Marketing Plan

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