Question 1

Max Samuelson is a high-end fashion designer who markets his clothing lines through a limited number of highly reputable retailers.Max uses ________.

Accepted Answer

The answer of Max Samuelson is a high-end fashion designer...

Question 2

Caterpillar,the famous heavy equipment manufacturer,has a reputation for working in harmony with its worldwide distribution network of independent dealers.Caterpillar has shared its successes with its dealers and protected its dealers during difficult economic times.This is an example of ________.

Accepted Answer

The answer of Caterpillar,the famous heavy equipment manufacturer,has a reputation...

Question 3

In marketing terms,the ___________ of a channel is indicated by the number of intermediary levels.

Accepted Answer

The answer of In marketing terms,the ___________ of a channel...

Question 4

When determining the number of channel members to use at each level,three strategies are available: intensive,exclusive,and ________ distribution.

Accepted Answer

The answer of When determining the number of channel members...

Question 5

The ________ conflict occurs among firms at the same level of the channel.It is rarer than the _____________ conflict,which occurs between different levels of the same channel.

Accepted Answer

The answer of The ________ conflict occurs among firms at...

Question 6

In designing its marketing channel,Chairs for Every Occasion has moved from a make-and-sell view of its business,which focused on productive inputs and factory capacity as a starting point for marketing planning,to a sense-and respond view,which begins instead with the needs of target customers.With this new view,Chairs for Every Occasion is developing its ________.

Accepted Answer

The answer of In designing its marketing channel,Chairs for Every...

Question 7

When Sherwin Williams Paint Company has single ownership of integrated,successive stages of production and distribution,it has created a corporate VMS.

Accepted Answer

A) True 
 B)False

Question 8

Which of the following is an example of a manufacturer-sponsored retailer franchise system?

Accepted Answer

A) 	Fast-food restaurants, such as McDonald's and Burger King 
B) 	Starbucks operating within Target stores 
C) 	Ford and its network of independent franchised dealers 
D) 	Licensed bottlers that bottle and sell Coca-Cola to retailers 
E) 	Motels, such as Holiday Inn and Ramada Inn

Question 9

Channel members should be evaluated using all of the following criteria except __________.

Accepted Answer

The answer of Channel members should be evaluated using all...

Question 10

Joanie Calvert is experiencing a disagreement with intermediaries in the channel over who should do what and for what rewards.Joanie is experiencing ________.

Accepted Answer

The answer of Joanie Calvert is experiencing a disagreement with...

Question 11

The producer and intermediaries need to agree on the terms and responsibilities of each member,including price policies,conditions of sale,territorial rights,and specific services to be performed by each party.

Accepted Answer

A) True 
 B)False

Question 12

Most companies practise strong PRM to forge long-term relationships with channel members.What does PRM stand for?

Accepted Answer

A) 	Primary relationship management 
B) 	Potential relationship management 
C) 	Perennial relationship management 
D) 	Partner relationship management 
E) 	Personnel roster maintenance

Question 13

Companies using a VMS can integrate the entire distribution chain under ________.

Accepted Answer

The answer of Companies using a VMS can integrate the...

Question 14

Lancaster Box Company wants to provide better customer service while trimming distribution costs through teamwork,both inside the company and among all the marketing channel organizations.Lancaster Box is thinking of ________.

Accepted Answer

The answer of Lancaster Box Company wants to provide better...

Question 15

Chewing gum is stocked in many outlets in the same market or community; in fact,it is placed in as many outlets as possible.This is an example of ________ distribution.

Accepted Answer

The answer of Chewing gum is stocked in many outlets...

Question 16

To increase a channel's service level,it must provide a greater assortment of products,more add-on services,and ________.

Accepted Answer

The answer of To increase a channel's service level,it must...

Question 17

Conventional channels have lacked the leadership to ________.This is true from a historical perspective at least.

Accepted Answer

The answer of Conventional channels have lacked the leadership to...

Question 18

Many experts agree that marketing intermediaries need to change the assortment of products made by producers into the assortment of products wanted by ________.

Accepted Answer

The answer of Many experts agree that marketing intermediaries need...

Question 19

Tiffany & Co.jewellery can only be found in a limited number of intermediaries.This is an example of ________ distribution.

Accepted Answer

The answer of Tiffany & Co.jewellery can only be found...

Exam 12: Marketing Channels: Delivering Customer Value