Question 1

When conflict is chronic or acute, it can be resolved using ________, which means resorting to a neutral third party skilled in conciliating the two parties' interests.

Accepted Answer

A)  diplomacy 
B)  mediation 
C)  laddering 
D)  reciprocity 
E)  arbitration

Question 2

Delegating some of the selling functions to intermediaries' means loss of control over how and to whom the products are sold.

Accepted Answer

A) True 
 B)False

Question 3

Each channel member muct be treated with respect and given the opportunity to be profitable.

Accepted Answer

A) True 
 B)False

Question 4

Channel arrangements once constructed need not be modified over time.

Accepted Answer

A) True 
 B)False

Question 5

The ability of a shopper of laundry detergents to visit a grocery retailer and see a wide variety of brands, sizes, and units for purchase is an example of what elements of the channel service output?

Accepted Answer

The answer of The ability of a shopper of laundry...

Question 6

As the "channel manager" for your firm, you have been asked by senior managers to identify new distribution channels for the launch of a new product. Your presentation describes a channel alternative as having three sets of elements. What are the three elements that would be contained in your presentation?

Accepted Answer

The answer of As the "channel manager" for your firm,...

Question 7

When we talk about manufacturers' redemption centres, community groups, trash-collection specialists, recycling centres, and central-processing warehouses, we are talking about what kind of distribution channels?

Accepted Answer

The answer of When we talk about manufacturers' redemption centres,...

Question 8

The question regarding the various channel functions is not whether or not they need to be performed but who is to perform them. All channel functions have three things in common. Which of the following channel functions can result in lowered producer costs and prices?

Accepted Answer

A)  They use up scare resources. 
B)  They can often be performed better through specialization. 
C)  They provide for storage and transportation. 
D)  They can be shifted among channel members. 
E)  They aid in channel integration.

Question 9

Consumer surveys suggest that one of the most significant inhibitors of online shopping is the absence of ________.

Accepted Answer

A)  pleasurable experiences 
B)  competitive prices 
C)  adequate technical information 
D)  after-sales service 
E)  facilities to compare offerings

Question 10

When managing a hybrid channel, the channel manager must ensure that these different channels work seamlessly in the consumer's opinion. When the consumer can order a product online and pick it up at the nearby retail store or be able to return the Internet ordered product to the retail store, we state that the channel has

Accepted Answer

A)  channel strong core operations. 
B)  channel cooperation. 
C)  channel commiting to TQM. 
D)  channel integration. 
E)  channel synergy.

Question 11

Explain the differences between a vertical marketing system (VMS) and a conventional marketing system?

Accepted Answer

The answer of Explain the differences between a vertical marketing...

Question 12

All channel functions need not be performed for the channel to operate efficiently.

Accepted Answer

A) True 
 B)False

Question 13

HP may sell personal computers to large accounts through its own sales force, but its licensed dealers may also be trying to sell to large accounts. The major reason for this conflict is ________.

Accepted Answer

A)  goal incompatibility 
B)  differences in perception 
C)  dependence on the manufacturer 
D)  dual compensation 
E)  unclear roles and rights

Question 14

MEC enables its customers to do transactions either by phone, mail-order catalogue, Internet, or in person. This is an example of a company using what type of marketing channels?

Accepted Answer

The answer of MEC enables its customers to do transactions...

Question 15

A ________ strategy involves the manufacturer using its sales force and trade promotion money to induce intermediaries to carry, promote, and sell the product to end users.

Accepted Answer

A)  promote 
B)  provide 
C)  channel 
D)  pull 
E)  push

Question 16

A horizontal marketing system brings two related firms together to marshal the resources or programs necessary to provide an emerging marketing opportunity.

Accepted Answer

A) True 
 B)False

Question 17

A ________ consists of independent firms at different levels of production and distribution integrating their programs on a contractual basis to obtain more economies or sales impact than they could achieve alone.

Accepted Answer

A)  distributor VMS 
B)  conventional channel 
C)  contractual VMS 
D)  administered VMS 
E)  vertical marketing system

Question 18

Intermediaries who buy, take title to, and resell the merchandise are called

Accepted Answer

A)  agents. 
B)  retailers. 
C)  merchants. 
D)  facilitators. 
E)  marketers.

Question 19

Disputes between manufacturers and their distributors over the optimal advertising strategy is an example of which causes of channel conflict?

Accepted Answer

A)  differences in perception 
B)  dependency 
C)  goal incompatibility 
D)  unclear goals and rights 
E)  channel power usage

Question 20

Your product enjoys high brand loyalty and high involvement in the category. Your product has perceived differences that consumers recognize between brands. Your product is one of the few that its consumers choose before selecting the retail store/Web site to purchase the product. Which promotion strategy would hold the greatest opportunity for incremental sales for your product based upon the consumer criteria above?

Accepted Answer

A)  push 
B)  hybrid 
C)  branding 
D)  missionary 
E)  pull

Exam 15: Designing and Managing Integrated Marketing Channels

When conflict is chronic or acute, it can be resolved using ________, which means resorting to a neutral third party skilled in conciliating the two parties' interests.

Delegating some of the selling functions to intermediaries' means loss of control over how and to whom the products are sold.

Each channel member muct be treated with respect and given the opportunity to be profitable.

Channel arrangements once constructed need not be modified over time.

The ability of a shopper of laundry detergents to visit a grocery retailer and see a wide variety of brands, sizes, and units for purchase is an example of what elements of the channel service output?

When we talk about manufacturers' redemption centres, community groups, trash-collection specialists, recycling centres, and central-processing warehouses, we are talking about what kind of distribution channels?

The question regarding the various channel functions is not whether or not they need to be performed but who is to perform them. All channel functions have three things in common. Which of the following channel functions can result in lowered producer costs and prices?

Consumer surveys suggest that one of the most significant inhibitors of online shopping is the absence of ________.

Explain the differences between a vertical marketing system (VMS) and a conventional marketing system?

All channel functions need not be performed for the channel to operate efficiently.

HP may sell personal computers to large accounts through its own sales force, but its licensed dealers may also be trying to sell to large accounts. The major reason for this conflict is ________.

MEC enables its customers to do transactions either by phone, mail-order catalogue, Internet, or in person. This is an example of a company using what type of marketing channels?

A ________ strategy involves the manufacturer using its sales force and trade promotion money to induce intermediaries to carry, promote, and sell the product to end users.

A horizontal marketing system brings two related firms together to marshal the resources or programs necessary to provide an emerging marketing opportunity.

A ________ consists of independent firms at different levels of production and distribution integrating their programs on a contractual basis to obtain more economies or sales impact than they could achieve alone.

Intermediaries who buy, take title to, and resell the merchandise are called

Disputes between manufacturers and their distributors over the optimal advertising strategy is an example of which causes of channel conflict?