Question 1

are the three steps used in choosing a supply chain?

Accepted Answer

(1)Understand the customers,in

Question 2

choice of a supply chain follows from a clearly defined marketing strategy and involves three steps: (1)_________; (2)understand the supply chain; and (3)harmonize the supply chain with the marketing strategy.

Accepted Answer

A)  understand the environment 
B)  consider the legal consequences of partnering 
C)  understand the marketing strategy 
D)  understand the customer 
E)  understand the company's goals 
A)  understand the environment 
B)  consider the legal consequences of partnering 
C)  understand the marketing strategy 
D)  understand the customer 
E)  understand the company's goals

Question 3

retailer-sponsored cooperative refers to

Accepted Answer

A)  small, independent retailers forming an organization that operates a wholesale facility cooperatively. 
B)  a vertical marketing system that involves a contractual relationship between a wholesaler and small independent retailers to standardize and coordinate buying practices, merchandising programs, and inventory management. 
C)  an agreement among small, privately owned manufacturers to pool their resources by sharing installations, heavy equipment, and warehousing that they would be unable to afford on their own. 
D)  an agreement among retailers to pool their resources by purchasing services such as signage, snow removal, and trash removal that affects the physical space (mall, strip mall, main street, etc.) they all share. 
E)  small, independent retailers that pool their resources to purchase cooperative advertising. 
A)  small, independent retailers forming an organization that operates a wholesale facility cooperatively. 
B)  a vertical marketing system that involves a contractual relationship between a wholesaler and small independent retailers to standardize and coordinate buying practices, merchandising programs, and inventory management. 
C)  an agreement among small, privately owned manufacturers to pool their resources by sharing installations, heavy equipment, and warehousing that they would be unable to afford on their own. 
D)  an agreement among retailers to pool their resources by purchasing services such as signage, snow removal, and trash removal that affects the physical space (mall, strip mall, main street, etc.) they all share. 
E)  small, independent retailers that pool their resources to purchase cooperative advertising.

Question 4

most important consideration in choosing a marketing channel when buyers have limited knowledge or desire specific data about a product or service is to provide __________.

Accepted Answer

A)  postsale services 
B)  seller adaptability 
C)  information 
D)  convenience 
E)  presale services 
A)  postsale services 
B)  seller adaptability 
C)  information 
D)  convenience 
E)  presale services

Question 5

Which type of marketing channel arrangement is especially good for a firm to use in global marketing where the creation of marketing channel relationships is expensive and time consuming?

Accepted Answer

A)  dual distribution 
B)  cooperative distribution 
C)  strategic channel alliance 
D)  global distribution alliance 
E)  multichannel distribution 
A)  dual distribution 
B)  cooperative distribution 
C)  strategic channel alliance 
D)  global distribution alliance 
E)  multichannel distribution

Question 6

practice that involves unloading products from suppliers,sorting products for individual stores,and quickly reloading products on trucks that will deliver the products to specific stores is referred to as __________.

Accepted Answer

A)  just-in-time (JIT) delivery 
B)  intermodal distribution 
C)  immediate response system (ERS) 
D)  piggy-backing 
E)  cross-docking 
A)  just-in-time (JIT) delivery 
B)  intermodal distribution 
C)  immediate response system (ERS) 
D)  piggy-backing 
E)  cross-docking

Question 7

Apple retail stores have a Genius Bar staffed with highly trained personnel that can help customers with their purchases of iPads,iPhones,and other Apple products and services.Which buying requirement is Apple satisfying with its Genius Bar?

Accepted Answer

A)  context 
B)  information 
C)  variety 
D)  pre- and postsale services 
E)  adaptation 
A)  context 
B)  information 
C)  variety 
D)  pre- and postsale services 
E)  adaptation

Question 8

intermediary with legal authority to act on behalf of the manufacturer is referred to as a __________.

Accepted Answer

A)  dealer 
B)  agent 
C)  retailer 
D)  wholesaler 
E)  distributor 
A)  dealer 
B)  agent 
C)  retailer 
D)  wholesaler 
E)  distributor

Question 9

level of distribution density whereby a firm tries to place its products in a few retail outlets in a specific geographical area is referred to as __________.

Accepted Answer

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

Question 10

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 11

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

Accepted Answer

A)  The best supply chain is the one that is consistent with the needs of the customer segment being served and complements a company's marketing strategy. 
B)  The most common form of supply chain is the collaborative-response efficiency strategy. 
C)  In order for a supply chain to work effectively, key decisions should be made by a third-party logistics provider. 
D)  The longer the supply chain, the greater the economies of scale and the better the profit margin. 
E)  Supply chains should consider the needs of suppliers, provided those needs are consistent with marketing strategies. 
A)  The best supply chain is the one that is consistent with the needs of the customer segment being served and complements a company's marketing strategy. 
B)  The most common form of supply chain is the collaborative-response efficiency strategy. 
C)  In order for a supply chain to work effectively, key decisions should be made by a third-party logistics provider. 
D)  The longer the supply chain, the greater the economies of scale and the better the profit margin. 
E)  Supply chains should consider the needs of suppliers, provided those needs are consistent with marketing strategies.

Question 12

Which statement regarding efficient supply chains is most accurate?

Accepted Answer

A)  Efficient supply chains use common platforms and common components across several products. 
B)  Efficient supply chains rely on large geographically dispersed inventory warehouses. 
C)  Efficient supply chains traditionally use expensive, but faster, modes of transportation. 
D)  Efficient supply chains may limit their assembly and inventory storage facilities to a single location. 
E)  Efficient supply chains emphasize economies of scale by increasing the variety of system configurations offered. 
A)  Efficient supply chains use common platforms and common components across several products. 
B)  Efficient supply chains rely on large geographically dispersed inventory warehouses. 
C)  Efficient supply chains traditionally use expensive, but faster, modes of transportation. 
D)  Efficient supply chains may limit their assembly and inventory storage facilities to a single location. 
E)  Efficient supply chains emphasize economies of scale by increasing the variety of system configurations offered.

Question 13

Deere manufactures and distributes industrial and farm equipment.These types of equipment are considered to be specialty products.Which type of market coverage does John Deere likely use?

Accepted Answer

A)  intensive distribution 
B)  extensive distribution 
C)  selective distribution 
D)  exclusive distribution 
E)  private label distribution 
A)  intensive distribution 
B)  extensive distribution 
C)  selective distribution 
D)  exclusive distribution 
E)  private label distribution

Question 14

There are three variations of contractual systems: wholesaler-sponsored voluntary chains,retailer-sponsored cooperatives,and __________.

Accepted Answer

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

Question 15

Strategic channel alliances refer to

Accepted Answer

A)  an arrangement whereby a firm reaches different buyers by employing two or more different types of channels for the same basic product. 
B)  a practice whereby one firm's marketing channel is used to sell another firm's products. 
C)  the blending of different communication and delivery channels that are mutually reinforcing in attracting, retaining, and building relationships with consumers who shop and buy in traditional intermediaries and online. 
D)  an arrangement whereby companies reduce distribution costs by sharing facilities, equipment, and transportation. 
E)  a practice whereby consumers can interact with various advertising media to buy products without a face-to-face meeting with a salesperson. 
A)  an arrangement whereby a firm reaches different buyers by employing two or more different types of channels for the same basic product. 
B)  a practice whereby one firm's marketing channel is used to sell another firm's products. 
C)  the blending of different communication and delivery channels that are mutually reinforcing in attracting, retaining, and building relationships with consumers who shop and buy in traditional intermediaries and online. 
D)  an arrangement whereby companies reduce distribution costs by sharing facilities, equipment, and transportation. 
E)  a practice whereby consumers can interact with various advertising media to buy products without a face-to-face meeting with a salesperson.

Question 16

you order a sweater from an L.L.Bean mail-order catalog,what type of marketing channel are you and the company using?

Accepted Answer

A)  cash and carry marketing channel 
B)  intensive distribution channel 
C)  selective distribution channel 
D)  indirect marketing channel 
E)  direct marketing channel 
A)  cash and carry marketing channel 
B)  intensive distribution channel 
C)  selective distribution channel 
D)  indirect marketing channel 
E)  direct marketing channel

Question 17

marketing channels for business products,an intermediary that performs a variety of marketing channel functions including selling,stocking,delivering a full product assortment,and financing is referred to as a(n)___________.

Accepted Answer

A)  agent 
B)  industrial distributor 
C)  wholesaler 
D)  retailer 
E)  channel captain 
A)  agent 
B)  industrial distributor 
C)  wholesaler 
D)  retailer 
E)  channel captain

Question 18

Logistics refers to

Accepted Answer

A)  an inventory management system where the supplier determines the product amount and assortment a retailer needs and automatically delivers the appropriate items. 
B)  mathematical formulas and calculations used in determining product volume and demand in order to generate the greatest revenue at the lowest cost. 
C)  the sequence of firms that performs activities required to create and deliver a product or service to ultimate consumers or industrial users. 
D)  activities that focus on getting the right amount of the right products to the right place at the right time at the lowest possible cost. 
E)  a specialized intermediary in the distribution chain responsible for the coordination of all production schedules. 
A)  an inventory management system where the supplier determines the product amount and assortment a retailer needs and automatically delivers the appropriate items. 
B)  mathematical formulas and calculations used in determining product volume and demand in order to generate the greatest revenue at the lowest cost. 
C)  the sequence of firms that performs activities required to create and deliver a product or service to ultimate consumers or industrial users. 
D)  activities that focus on getting the right amount of the right products to the right place at the right time at the lowest possible cost. 
E)  a specialized intermediary in the distribution chain responsible for the coordination of all production schedules.

Question 19

Figure 15-4
-Figure 15-4 above depicts the four most common marketing channels for business products and services.Channel "D" would be an appropriate marketing channel for __________.

Accepted Answer

A)  supercomputers 
B)  electrical products 
C)  Boeing aircraft 
D)  Caterpillar tractors 
E)  industrial fasteners 
A)  supercomputers 
B)  electrical products 
C)  Boeing aircraft 
D)  Caterpillar tractors 
E)  industrial fasteners

Question 20

and define the three major types of vertical marketing systems.

Accepted Answer

A vertical marketing system is a profess

Exam 15: Managing Marketing Channels and Supply Chains

are the three steps used in choosing a supply chain?

choice of a supply chain follows from a clearly defined marketing strategy and involves three steps: (1)_________; (2)understand the supply chain; and (3)harmonize the supply chain with the marketing strategy.

retailer-sponsored cooperative refers to

most important consideration in choosing a marketing channel when buyers have limited knowledge or desire specific data about a product or service is to provide __________.

Which type of marketing channel arrangement is especially good for a firm to use in global marketing where the creation of marketing channel relationships is expensive and time consuming?

practice that involves unloading products from suppliers,sorting products for individual stores,and quickly reloading products on trucks that will deliver the products to specific stores is referred to as __________.

Apple retail stores have a Genius Bar staffed with highly trained personnel that can help customers with their purchases of iPads,iPhones,and other Apple products and services.Which buying requirement is Apple satisfying with its Genius Bar?

intermediary with legal authority to act on behalf of the manufacturer is referred to as a __________.

level of distribution density whereby a firm tries to place its products in a few retail outlets in a specific geographical area is referred to as __________.

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

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

Which statement regarding efficient supply chains is most accurate?

Deere manufactures and distributes industrial and farm equipment.These types of equipment are considered to be specialty products.Which type of market coverage does John Deere likely use?

There are three variations of contractual systems: wholesaler-sponsored voluntary chains,retailer-sponsored cooperatives,and __________.

Strategic channel alliances refer to

you order a sweater from an L.L.Bean mail-order catalog,what type of marketing channel are you and the company using?

marketing channels for business products,an intermediary that performs a variety of marketing channel functions including selling,stocking,delivering a full product assortment,and financing is referred to as a(n)___________.

Logistics refers to

Figure 15-4 -Figure 15-4 above depicts the four most common marketing channels for business products and services.Channel "D" would be an appropriate marketing channel for __________.

and define the three major types of vertical marketing systems.

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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