Question 1

Define and describe at least one similarity and one difference between dual distribution and a strategic channel alliance.

Accepted Answer

Dual distribution occurs when a firm emp

Question 2

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,

Accepted Answer

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

Question 3

a direct channel,all channel functions are performed by __________.

Accepted Answer

A)  retailers 
B)  wholesalers 
C)  producers 
D)  brokers and agents 
E)  middlemen 
A)  retailers 
B)  wholesalers 
C)  producers 
D)  brokers and agents 
E)  middlemen

Question 4

Under the Clayton Act,__________ with existing channel members may be illegal.

Accepted Answer

A)  refusal to cooperate 
B)  refusal to deal 
C)  sharing proprietary information 
D)  horizontal integration 
E)  disintermediation 
A)  refusal to cooperate 
B)  refusal to deal 
C)  sharing proprietary information 
D)  horizontal integration 
E)  disintermediation

Question 5

Which of the following statements regarding supply chain customer service is most accurate?

Accepted Answer

A)  The output of a supply chain is measured in total units sold. 
B)  Customer service is seen not just as an expense but also as a means to increase customer satisfaction and sales. 
C)  The output of a supply chain is measured either in total units sold or total number of customers served. 
D)  A firm's goal should be to provide superior customer service regardless of logistics costs. 
E)  Customer service is the responsibility of marketing channel members and not the supplier network. 
A)  The output of a supply chain is measured in total units sold. 
B)  Customer service is seen not just as an expense but also as a means to increase customer satisfaction and sales. 
C)  The output of a supply chain is measured either in total units sold or total number of customers served. 
D)  A firm's goal should be to provide superior customer service regardless of logistics costs. 
E)  Customer service is the responsibility of marketing channel members and not the supplier network.

Question 6

Which buyer requirement would be most important in choosing a channel for a financial service for a consumer who is interested in setting up a retirement account?

Accepted Answer

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

Question 7

Dependability is the consistency of replenishment.This is important to all firms in a supply chain and to consumers.It can be broken into three elements: consistent lead time,safe delivery,and __________.

Accepted Answer

A)  complete delivery 
B)  honest and accurate pricing 
C)  quality products 
D)  product warranties 
E)  a well-informed delivery staff 
A)  complete delivery 
B)  honest and accurate pricing 
C)  quality products 
D)  product warranties 
E)  a well-informed delivery staff

Question 8

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)  expertise. 
D)  longevity in the industry. 
E)  geographic proximity to the manufacturing plant. 
A)  stakeholder position. 
B)  familial ties to other channel members. 
C)  expertise. 
D)  longevity in the industry. 
E)  geographic proximity to the manufacturing plant.

Question 9

Walmart can obtain cooperation from manufacturers in terms of product specifications,price levels,and promotional support,given its position as the world's largest retailer.Walmart is an example of a(n)

Accepted Answer

A)  service-sponsored retail system. 
B)  administered vertical marketing system. 
C)  retailer-sponsored cooperative. 
D)  administered cooperative system. 
E)  manufacturer-sponsored cooperative. 
A)  service-sponsored retail system. 
B)  administered vertical marketing system. 
C)  retailer-sponsored cooperative. 
D)  administered cooperative system. 
E)  manufacturer-sponsored cooperative.

Question 10

Which type of contractual vertical marketing system involves small independent retailers forming an organization that operates a wholesale facility cooperatively?

Accepted Answer

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

Question 11

Breath mints,bottled water,and nail clippers would most likely use which type of distribution density?

Accepted Answer

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

Question 12

Within the context of a supply chain,__________ is the ability of a logistics system to satisfy users in terms of time,dependability,communication,and convenience.

Accepted Answer

A)  quick response 
B)  customer service 
C)  distribution management 
D)  efficient consumer response 
E)  lead time 
A)  quick response 
B)  customer service 
C)  distribution management 
D)  efficient consumer response 
E)  lead time

Question 13

Channel conflict refers to

Accepted Answer

A)  disagreements over the trade discounts allotted to each level of the distribution chain by the Federal Trade Commission. 
B)  regulatory restrictions limiting the number of distributors that can sell a producer's products. 
C)  when one channel member believes another channel member is engaged in behavior that prevents it from achieving its goals. 
D)  when one distributor carries two competing brands. 
E)  when the producer doesn't allow other channel members to have input regarding product specifications or benefits. 
A)  disagreements over the trade discounts allotted to each level of the distribution chain by the Federal Trade Commission. 
B)  regulatory restrictions limiting the number of distributors that can sell a producer's products. 
C)  when one channel member believes another channel member is engaged in behavior that prevents it from achieving its goals. 
D)  when one distributor carries two competing brands. 
E)  when the producer doesn't allow other channel members to have input regarding product specifications or benefits.

Question 14

the end of a recent year,Solectron,a big Milpitas,California,electronics contractor,made half of its purchases under vendor-managed inventory programs.Solectron

Accepted Answer

A)  had its suppliers perform all materials handing activities. 
B)  authorized its suppliers to eliminate as many wholesaling functions as possible from the supply chain. 
C)  used a system in which its suppliers determined the product amount and assortment that should be in stock. 
D)  authorized the use of distribution centers to provide quicker customer response times. 
E)  balanced its total logistics cost by eliminating the convenience service factor. 
A)  had its suppliers perform all materials handing activities. 
B)  authorized its suppliers to eliminate as many wholesaling functions as possible from the supply chain. 
C)  used a system in which its suppliers determined the product amount and assortment that should be in stock. 
D)  authorized the use of distribution centers to provide quicker customer response times. 
E)  balanced its total logistics cost by eliminating the convenience service factor.

Question 15

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

Accepted Answer

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

Question 16

the automobile industry,many companies use a __________,whereby a manufacturer licenses dealers to sell its cars subject to various sales and service conditions.

Accepted Answer

A)  service-sponsored producer franchise system 
B)  service-sponsored retail franchise system 
C)  manufacturer-sponsored wholesale franchise system 
D)  manufacturer-sponsored retail franchise system 
E)  administered vertical marketing system 
A)  service-sponsored producer franchise system 
B)  service-sponsored retail franchise system 
C)  manufacturer-sponsored wholesale franchise system 
D)  manufacturer-sponsored retail franchise system 
E)  administered vertical marketing system

Question 17

Customer service refers to

Accepted Answer

A)  adhering to the belief that the customer is always right. 
B)  satisfying the customers' needs no matter what the price. 
C)  accepting full liability if a product fails to meet a customer's expectations. 
D)  the ability of logistics management to satisfy users in terms of time, dependability, communication, and convenience. 
E)  the ability of logistics management to satisfy users in terms of product, price, promotion, and place. 
A)  adhering to the belief that the customer is always right. 
B)  satisfying the customers' needs no matter what the price. 
C)  accepting full liability if a product fails to meet a customer's expectations. 
D)  the ability of logistics management to satisfy users in terms of time, dependability, communication, and convenience. 
E)  the ability of logistics management to satisfy users in terms of product, price, promotion, and place.

Question 18

Employing the Internet to make products and services available for consumption or use by consumers or industrial buyers is referred to as __________.

Accepted Answer

A)  Internet distribution channels 
B)  virtual marketing channels 
C)  World Wide Web channels 
D)  electronic marketing channels 
E)  extranet marketing channels 
A)  Internet distribution channels 
B)  virtual marketing channels 
C)  World Wide Web channels 
D)  electronic marketing channels 
E)  extranet marketing channels

Question 19

Figure 15-2
-Intermediaries performing a transactional function in distribution are engaged in buying,selling,and __________.

Accepted Answer

A)  storing 
B)  financing 
C)  transporting 
D)  risk taking 
E)  merchandising 
A)  storing 
B)  financing 
C)  transporting 
D)  risk taking 
E)  merchandising

Question 20

Figure 15-4
-Figure 15-4 above depicts the four most common marketing channels for business products and services."X" represents

Accepted Answer

A)  consumers. 
B)  industrial users. 
C)  dual distributors. 
D)  agents or brokers. 
E)  industrial distributors. 
A)  consumers. 
B)  industrial users. 
C)  dual distributors. 
D)  agents or brokers. 
E)  industrial distributors.

Exam 15: Managing Marketing Channels and Supply Chains

Define and describe at least one similarity and one difference between dual distribution and a strategic channel alliance.

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,

a direct channel,all channel functions are performed by __________.

Under the Clayton Act,__________ with existing channel members may be illegal.

Which of the following statements regarding supply chain customer service is most accurate?

Which buyer requirement would be most important in choosing a channel for a financial service for a consumer who is interested in setting up a retirement account?

Dependability is the consistency of replenishment.This is important to all firms in a supply chain and to consumers.It can be broken into three elements: consistent lead time,safe delivery,and __________.

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

Walmart can obtain cooperation from manufacturers in terms of product specifications,price levels,and promotional support,given its position as the world's largest retailer.Walmart is an example of a(n)

Which type of contractual vertical marketing system involves small independent retailers forming an organization that operates a wholesale facility cooperatively?

Breath mints,bottled water,and nail clippers would most likely use which type of distribution density?

Within the context of a supply chain,__________ is the ability of a logistics system to satisfy users in terms of time,dependability,communication,and convenience.

Channel conflict refers to

the end of a recent year,Solectron,a big Milpitas,California,electronics contractor,made half of its purchases under vendor-managed inventory programs.Solectron

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

the automobile industry,many companies use a __________,whereby a manufacturer licenses dealers to sell its cars subject to various sales and service conditions.

Customer service refers to

Employing the Internet to make products and services available for consumption or use by consumers or industrial buyers is referred to as __________.

Figure 15-2 -Intermediaries performing a transactional function in distribution are engaged in buying,selling,and __________.

Figure 15-4 -Figure 15-4 above depicts the four most common marketing channels for business products and services."X" represents

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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