Question 1

Selective distribution refers to

Accepted Answer

A)  the density of distribution whereby a firm tries to place its products or services in as many outlets as possible. 
B)  the distribution of products or services in markets where there are currently no other competitors. 
C)  the distribution of products or services where the producer owns the entire channel of distribution. 
D)  the density of distribution whereby a firm tries to place its products or services with only one retail outlet in a specified geographical area. 
E)  the density of distribution whereby a firm tries to place its products or services in a few retail outlets in a specific area. 
A)  the density of distribution whereby a firm tries to place its products or services in as many outlets as possible. 
B)  the distribution of products or services in markets where there are currently no other competitors. 
C)  the distribution of products or services where the producer owns the entire channel of distribution. 
D)  the density of distribution whereby a firm tries to place its products or services with only one retail outlet in a specified geographical area. 
E)  the density of distribution whereby a firm tries to place its products or services in a few retail outlets in a specific area.

Question 2

one channel member believes another channel member is engaged in behavior that prevents it from achieving its goals,it is referred to as __________.

Accepted Answer

A)  distributor dissension 
B)  marketing channel discord 
C)  partnership divergence 
D)  channel conflict 
E)  channel dissonance 
A)  distributor dissension 
B)  marketing channel discord 
C)  partnership divergence 
D)  channel conflict 
E)  channel dissonance

Question 3

Channel conflict that arises when one member bypasses another member and sells or buys product 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

output of a supply chain is the

Accepted Answer

A)  units of products delivered. 
B)  total generated revenue. 
C)  service delivered to customers. 
D)  total number of customers served. 
E)  total profits realized. 
A)  units of products delivered. 
B)  total generated revenue. 
C)  service delivered to customers. 
D)  total number of customers served. 
E)  total profits realized.

Question 5

the automobile industry,the __________ 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

Question 6

American Hospital Supply helps its customers (hospitals)manage inventory and streamline order processing for hundreds of medical supplies.The source of American Hospital Supply's power is its

Accepted Answer

A)  economic influence. 
B)  expertise. 
C)  identification with a particular channel member. 
D)  legitimate rights through contracts. 
E)  governmental contracts. 
A)  economic influence. 
B)  expertise. 
C)  identification with a particular channel member. 
D)  legitimate rights through contracts. 
E)  governmental contracts.

Question 7

Hewlett-Packard is taking a proactive role in reducing the amount of electronic merchandise dumped in landfills by using __________ to reclaim recyclable and reusable materials.

Accepted Answer

A)  reverse materials handling 
B)  reverse logistics 
C)  cause-related marketing 
D)  vendor-managed inventory 
E)  materials transformation 
A)  reverse materials handling 
B)  reverse logistics 
C)  cause-related marketing 
D)  vendor-managed inventory 
E)  materials transformation

Question 8

customer service concept suggests that firms should

Accepted Answer

A)  automate customer service. 
B)  maximize customer service levels. 
C)  minimize customer service levels. 
D)  minimize total logistics costs and let customer service follow. 
E)  provide superior customer service while controlling logistics costs. 
A)  automate customer service. 
B)  maximize customer service levels. 
C)  minimize customer service levels. 
D)  minimize total logistics costs and let customer service follow. 
E)  provide superior customer service while controlling logistics costs.

Question 9

contractual vertical marketing system refers to an arrangement whereby

Accepted Answer

A)  privately owned distributors and retailers integrate their efforts, on a contractual basis, to obtain greater functional economies and marketing impact than they could achieve alone. 
B)  independent production and distribution firms integrate their efforts, on a contractual basis, to obtain greater functional economies and marketing impact than they could achieve alone. 
C)  a manufacturer offers a limited number of franchise licenses to restrict the number of franchisees within a given geographical region. 
D)  a firm reaches different buyers by employing two or more different types of channels for the same basic product. 
E)  a firm formally designates by contract one channel member-whether producer, wholesaler, or retailer-to coordinate, direct, and support all other channel members. 
A)  privately owned distributors and retailers integrate their efforts, on a contractual basis, to obtain greater functional economies and marketing impact than they could achieve alone. 
B)  independent production and distribution firms integrate their efforts, on a contractual basis, to obtain greater functional economies and marketing impact than they could achieve alone. 
C)  a manufacturer offers a limited number of franchise licenses to restrict the number of franchisees within a given geographical region. 
D)  a firm reaches different buyers by employing two or more different types of channels for the same basic product. 
E)  a firm formally designates by contract one channel member-whether producer, wholesaler, or retailer-to coordinate, direct, and support all other channel members.

Question 10

Which of the following statements regarding corporate vertical marketing systems is most accurate?

Accepted Answer

A)  Corporate vertical marketing systems combine successive stages of production and distribution under shared ownership with all links in the marketing chain sharing title to the goods. 
B)  Corporate vertical marketing systems can incorporate both forward and backward integration. 
C)  Corporate vertical marketing systems increase distribution costs. 
D)  Corporate vertical marketing systems increase investment increases but decrease fixed costs. 
E)  Corporate vertical marketing systems are only effective with low-end consumer products. 
A)  Corporate vertical marketing systems combine successive stages of production and distribution under shared ownership with all links in the marketing chain sharing title to the goods. 
B)  Corporate vertical marketing systems can incorporate both forward and backward integration. 
C)  Corporate vertical marketing systems increase distribution costs. 
D)  Corporate vertical marketing systems increase investment increases but decrease fixed costs. 
E)  Corporate vertical marketing systems are only effective with low-end consumer products.

Question 11

respect to consumer product and service marketing channels,what are the key differences between a direct and an indirect channel?

Accepted Answer

A direct channel exists where a producer

Question 12

Goodyear Tire dealers became irate when Goodyear Tire Company decided to sell its brands through Sears,Walmart,and Sam's Clubs.Many switched to competing tire makers.This is an example of __________.

Accepted Answer

A)  corporate conflict 
B)  vertical conflict 
C)  horizontal conflict 
D)  administered conflict 
E)  contractual conflict 
A)  corporate conflict 
B)  vertical conflict 
C)  horizontal conflict 
D)  administered conflict 
E)  contractual conflict

Question 13

Often companies must choose between a responsive supply chain and an efficient supply chain.This decision is based on __________.

Accepted Answer

A)  the specific needs of customer segments 
B)  monetary considerations 
C)  supplier alternatives 
D)  the business mission 
E)  a lack of an appropriate channel captain 
A)  the specific needs of customer segments 
B)  monetary considerations 
C)  supplier alternatives 
D)  the business mission 
E)  a lack of an appropriate channel captain

Question 14

Order cycle time refers to

Accepted Answer

A)  the time between when an order is placed and when payment is received. 
B)  the time between the sale of the first production batch to the sale of the next production batch. 
C)  the cycle between one full warehouse shipment to the next full warehouse shipment. 
D)  the lag from ordering an item until it is received and ready for use or sale. 
E)  the average time between reorders by a given wholesaler or retailer in the marketing channel. 
A)  the time between when an order is placed and when payment is received. 
B)  the time between the sale of the first production batch to the sale of the next production batch. 
C)  the cycle between one full warehouse shipment to the next full warehouse shipment. 
D)  the lag from ordering an item until it is received and ready for use or sale. 
E)  the average time between reorders by a given wholesaler or retailer in the marketing channel.

Question 15

a producer owns an intermediary at the next level down in the marketing channel,it is referred to as __________.

Accepted Answer

A)  backward integration 
B)  forward integration 
C)  vertical integration 
D)  lateral integration 
E)  horizontal integration 
A)  backward integration 
B)  forward integration 
C)  vertical integration 
D)  lateral integration 
E)  horizontal integration

Question 16

Callaway markets its products through on- and off-course golf retailers and sporting goods retailers,and also has its own online store,which makes it a full-fledged

Accepted Answer

A)  cross channel marketer. 
B)  multichannel marketer. 
C)  industrial marketer. 
D)  direct marketer. 
E)  merchant marketer. 
A)  cross channel marketer. 
B)  multichannel marketer. 
C)  industrial marketer. 
D)  direct marketer. 
E)  merchant marketer.

Question 17

Procter & Gamble can obtain cooperation from supermarkets in terms of displaying,promoting,and pricing its products,given its broad assortment of brand-name products.Which type of vertical marketing system does Procter & Gamble represent?

Accepted Answer

A)  corporate vertical marketing system 
B)  integrated vertical marketing system 
C)  contractual vertical marketing system 
D)  administered vertical marketing system 
E)  forward integration vertical marketing system 
A)  corporate vertical marketing system 
B)  integrated vertical marketing system 
C)  contractual vertical marketing system 
D)  administered vertical marketing system 
E)  forward integration vertical marketing system

Question 18

Figure 15-2
-Intermediaries perform three basic functions.According to Figure 15-2 above,"C" represents a(n)__________.

Accepted Answer

A)  transactional function 
B)  facilitating function 
C)  middleman function 
D)  logistical function 
E)  operational function 
A)  transactional function 
B)  facilitating function 
C)  middleman function 
D)  logistical function 
E)  operational function

Question 19

channel member (producer,wholesaler,or retailer)who coordinates,directs,and supports other channel members is referred to as a __________.

Accepted Answer

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

Question 20

There are four popular types of franchising: (1)manufacturer-sponsored retail franchise systems; (2)manufacturer-sponsored wholesale franchise systems; (3)service-sponsored franchise systems; and (4)_________.

Accepted Answer

A)  service-sponsored retail franchise systems 
B)  wholesaler-sponsored franchise systems 
C)  horizontal-marketing franchise systems 
D)  contractual-sponsored franchise systems 
E)  customer-generated franchise systems 
A)  service-sponsored retail franchise systems 
B)  wholesaler-sponsored franchise systems 
C)  horizontal-marketing franchise systems 
D)  contractual-sponsored franchise systems 
E)  customer-generated franchise systems

Exam 15: Managing Marketing Channels and Supply Chains

Selective distribution refers to

one channel member believes another channel member is engaged in behavior that prevents it from achieving its goals,it is referred to as __________.

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

output of a supply chain is the

the automobile industry,the __________ manager is responsible for translating customer requirements into actual orders and arranging for delivery dates.

American Hospital Supply helps its customers (hospitals)manage inventory and streamline order processing for hundreds of medical supplies.The source of American Hospital Supply's power is its

Hewlett-Packard is taking a proactive role in reducing the amount of electronic merchandise dumped in landfills by using __________ to reclaim recyclable and reusable materials.

customer service concept suggests that firms should

contractual vertical marketing system refers to an arrangement whereby

Which of the following statements regarding corporate vertical marketing systems is most accurate?

respect to consumer product and service marketing channels,what are the key differences between a direct and an indirect channel?

Goodyear Tire dealers became irate when Goodyear Tire Company decided to sell its brands through Sears,Walmart,and Sam's Clubs.Many switched to competing tire makers.This is an example of __________.

Often companies must choose between a responsive supply chain and an efficient supply chain.This decision is based on __________.

Order cycle time refers to

a producer owns an intermediary at the next level down in the marketing channel,it is referred to as __________.

Callaway markets its products through on- and off-course golf retailers and sporting goods retailers,and also has its own online store,which makes it a full-fledged

Procter & Gamble can obtain cooperation from supermarkets in terms of displaying,promoting,and pricing its products,given its broad assortment of brand-name products.Which type of vertical marketing system does Procter & Gamble represent?

Figure 15-2 -Intermediaries perform three basic functions.According to Figure 15-2 above,"C" represents a(n)__________.

channel member (producer,wholesaler,or retailer)who coordinates,directs,and supports other channel members is referred to as a __________.

There are four popular types of franchising: (1)manufacturer-sponsored retail franchise systems; (2)manufacturer-sponsored wholesale franchise systems; (3)service-sponsored franchise systems; and (4)_________.

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 Multi-Channel Marketing

Pulling It All Together: The Strategic Marketing Process

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