Question 1

"Gray" marketing channels assist brand name manufacturers in marketing their products more efficiently.

Accepted Answer

A) True 
 B)False

Question 2

In international contexts,channel governance is sometimes different from that found in the United States due to differing cultural dynamics.Use the Chinese concept of Guanxi to explain such differences and how multinational firms must react to them.

Accepted Answer

The answer of In international contexts,channel governance is sometimes different...

Question 3

Companies selling standardized items of moderate or low value to other businesses (not to consumers)often use:

Accepted Answer

A)  retailers 
B)  industrial distributors 
C)  wholesalers 
D)  bulk breakers 
E)  industrial resellers

Question 4

Define channel power,channel control,channel leadership,and channel partnering and explain how these four terms are related.

Accepted Answer

The answer of Define channel power,channel control,channel leadership,and channel partnering...

Question 5

Agents and brokers:

Accepted Answer

A)  have a great deal of control and risk invested in the goods 
B)  only represent manufacturers in sales situations 
C)  have a great deal of input on the terms of the sale 
D)  generally are on salary with the manufacturer 
E)  do not take title to merchandise

Question 6

Which of the following is the lack of all the items a customer needs to receive full satisfaction from a product or products?

Accepted Answer

A)  Discrepancy of assortment 
B)  Discrepancy of quantity 
C)  Spatial discrepancy 
D)  Temporal discrepancy 
E)  Discrepancy of possession

Question 7

R.H.Kurt & Son,Inc. ,distributes rifles for both hunting and target shooting,rifle barrels,triggers,cleaning equipment,and reloading equipment to sporting equipment retailers and many large discount stores.It carries products from 41 different manufacturers.The manufacturers whose products it carries are known for producing superior products and are leaders in their industries.In addition,Kurt is able to repair damaged rifles through its gunsmith service,which is available to all of its retailers.
-Refer to R.H.Kurt.When Kurt solicits an order from a sporting goods store,it engages in a _____ function.

Accepted Answer

A)  logistical 
B)  functional 
C)  facilitating 
D)  customerized 
E)  transactional

Question 8

Which level of distribution intensity is the most restrictive and entails establishing only one or a few dealers within a given geographic area?

Accepted Answer

A)  Selective 
B)  Intensive 
C)  Exclusive 
D)  Dual 
E)  Premium

Question 9

_____ distribution is achieved by screening dealers to eliminate all but a few in any single geographic area.Shopping goods and some specialty products that consumers are willing to search for are sold this way.

Accepted Answer

A)  Intensive 
B)  Selective 
C)  Exclusive 
D)  Dual 
E)  Controlled

Question 10

Which of the following statements about developing global marketing channels is FALSE?

Accepted Answer

A)  Channel structures and types abroad are generally similar to those found in the United States. 
B)  Developing effective marketing channels in emerging nations is complicated due to different retail format preferences. 
C)  The Internet has proved to be a way for pirates to circumvent authorized distribution channels. 
D)  Some countries enact economic policies that directly or indirectly regulate channel choices. 
E)  All of the above are false.

Question 11

_____ is the joint effort of all channel members to create a supply chain that serves customers and creates a competitive advantage.

Accepted Answer

A)  Selective partnering 
B)  Direct distribution 
C)  Channel partnering 
D)  Intensive integration 
E)  Closed channel distribution

Question 12

A worker who categorizes eggs into Grade AA,Grade A,and Grade B categories is engaging in the _____ process.

Accepted Answer

A)  sorting-out 
B)  accumulating 
C)  storing 
D)  downsizing 
E)  distributing

Question 13

YKK slide fasteners (zippers)are made in Macon,Georgia,yet manufactures all over the world use zippers to manufacture,clothes,luggage,shoes,and other items.Wholesalers around the world primarily help to overcome a(n)_____ discrepancy.

Accepted Answer

A)  creation 
B)  temporal 
C)  assortment 
D)  spatial 
E)  ownership

Question 14

Which of the following types of distribution channel relationships is considered to be temporary?

Accepted Answer

A)  Arm's-Length 
B)  Functional 
C)  Cooperative 
D)  Hierarchical 
E)  Integrated

Question 15

Johns Manville is the only manufacturer to offer a complete line of Formaldehyde-free fiber glass building insulation,which offers superior energy efficiency in hard-to-reach cathedral ceilings and flat roof cavities;plus it is an excellent sound control for interior floors.As the only manufacturer and patent-holder of this revolutionary insulation,Johns Manville has great power over its dealers.It is an example of a:

Accepted Answer

A)  channel authority 
B)  channel regulator 
C)  channel captain 
D)  channel gatekeeper 
E)  power broker

Question 16

Caterpillar,the manufacturer of tractors and other earthmoving equipment,has an extremely high market share,which means customers seek the dealers out regardless of where they are.There are approximately 50 Caterpillar dealers in the United States--one in each state.From this information,you can surmise that Caterpillar uses _____ distribution.

Accepted Answer

A)  selective 
B)  premium 
C)  intensive 
D)  exclusive 
E)  inclusive

Question 17

Integrated channel relationships tend to be more flexible than cooperative relationships.

Accepted Answer

A) True 
 B)False

Question 18

A marketing channel is a set of interdependent organizations that ease the transfer of ownership as products move from producer to business user or consumer.

Accepted Answer

A) True 
 B)False

Question 19

Selfridges is the second-largest department store in Great Britain.It works with House of Frasier,one of its competitors,to reduce operating costs by sharing channels of distribution to ship goods from 1,500 plus suppliers.Selfridges and House of Frasier are engaged in:

Accepted Answer

A)  vertical conflict 
B)  an integrated supply chain 
C)  a strategic channel alliance 
D)  an information-based distribution channel 
E)  a distribution cooperative

Question 20

Marketing channels make distribution simpler by reducing the number of transactions required to get products from manufacturers to consumers.This is called:

Accepted Answer

A)  forward integration 
B)  contact efficiency 
C)  elimination of temporal discrepancies 
D)  sorting 
E)  reciprocity

Exam 13: Marketing Channels

"Gray" marketing channels assist brand name manufacturers in marketing their products more efficiently.

In international contexts,channel governance is sometimes different from that found in the United States due to differing cultural dynamics.Use the Chinese concept of Guanxi to explain such differences and how multinational firms must react to them.

Companies selling standardized items of moderate or low value to other businesses (not to consumers) often use:

Define channel power,channel control,channel leadership,and channel partnering and explain how these four terms are related.

Agents and brokers:

Which of the following is the lack of all the items a customer needs to receive full satisfaction from a product or products?

Which level of distribution intensity is the most restrictive and entails establishing only one or a few dealers within a given geographic area?

_____ distribution is achieved by screening dealers to eliminate all but a few in any single geographic area.Shopping goods and some specialty products that consumers are willing to search for are sold this way.

Which of the following statements about developing global marketing channels is FALSE?

_____ is the joint effort of all channel members to create a supply chain that serves customers and creates a competitive advantage.

A worker who categorizes eggs into Grade AA,Grade A,and Grade B categories is engaging in the _____ process.

YKK slide fasteners (zippers) are made in Macon,Georgia,yet manufactures all over the world use zippers to manufacture,clothes,luggage,shoes,and other items.Wholesalers around the world primarily help to overcome a(n) _____ discrepancy.

Which of the following types of distribution channel relationships is considered to be temporary?

Integrated channel relationships tend to be more flexible than cooperative relationships.

A marketing channel is a set of interdependent organizations that ease the transfer of ownership as products move from producer to business user or consumer.

Selfridges is the second-largest department store in Great Britain.It works with House of Frasier,one of its competitors,to reduce operating costs by sharing channels of distribution to ship goods from 1,500 plus suppliers.Selfridges and House of Frasier are engaged in:

Marketing channels make distribution simpler by reducing the number of transactions required to get products from manufacturers to consumers.This is called: