Question 1

Which of the following is true of channel members?

Accepted Answer

A)   They act independent of each other.
B)   They play specialized roles in the channel.
C)   They are not accountable to other channel members.
D)   They play generalized and interchangeable roles in the distribution process.
E)   Their competence and cooperation don't affect the company's image or profits.

Question 2

Which of the following is most likely true of marketing channel decisions?

Accepted Answer

A)   They often involve long-term commitments to other firms.
B)   They have minimal influence on the prices of products offered to customers.
C)   They increase the amount of time a company spends connecting with customers.
D)   They increase the amount of effort a company puts in to distribute goods.
E)   They are easily altered, replaced, or discarded.

Question 3

Which of the following is true of the exclusive distribution strategy?

Accepted Answer

A)   It makes products available to everybody, everywhere.
B)   It is used primarily for convenience items.
C)   It helps promote a brand's luxury image.
D)   It gives producers no control over their products.
E)   It enlists all of the intermediaries willing to carry a company's products.

Question 4

________ VMS is a vertical marketing system that coordinates successive stages of production and distribution through the size and power of one of the parties.

Accepted Answer

A)   Contingent
B)   Aligned
C)   Corporate
D)   Contractual
E)   Administered

Question 5

________ are large and highly automated warehouses designed to receive goods from various plants and suppliers, take orders, fill them efficiently, and deliver goods to customers as quickly as possible.

Accepted Answer

A)   Loading docks
B)   Open warehouses
C)   Distribution centers
D)   Shipping platforms
E)   Product platforms

Question 6

Which of the following terms refers to the wholesalers and retailers that form a vital link between the firm and its customers?

Accepted Answer

A)   factory-supply networks
B)   downstream partners
C)   resource banks
D)   upstream partners
E)   supply channels

Question 7

Whitelight sells its toothpastes in many convenience stores across the country. This is an example of ________ distribution.

Accepted Answer

A)   exclusive
B)   selective
C)   hybrid
D)   intensive
E)   normal

Question 8

Which of the following is true of changes in the organization of distribution channels?

Accepted Answer

A)   Developing new channels seldom causes conflict with a company's established channels.
B)   To remain competitive, product and service producers must use fewer marketing channels.
C)   The growth of the Internet threatens many brick-and-mortar companies with disintermediation.
D)   Companies have fewer channel options today than they did in the past due to economic problems.
E)   Advances in technology have decreased the number of channels available to entrepreneurial firms.

Question 9

What factors should a firm consider when selecting intermediaries?

Accepted Answer

A company may want to evaluate...

Question 10

Reusing, recycling, refurbishing, or disposing of broken, unwanted, or excess products returned by consumers or resellers is known as ________.

Accepted Answer

A)   cross merchandising
B)   reverse logistics
C)   disintermediation
D)   diverse logistics
E)   inbound logistics

Question 11

Conflict that occurs between different levels of the same marketing channel is known as ________ conflict.

Accepted Answer

A)   horizontal
B)   vertical
C)   multitiered
D)   equilateral
E)   communal

Question 12

The management of two Panizza restaurants has an ongoing disagreement over the discount rate given to students from the local high school. This is an example of ________ conflict.

Accepted Answer

A)   intensive
B)   selective
C)   exclusive
D)   horizontal
E)   vertical

Question 13

Which of the following is an example of an indirect marketing channel?

Accepted Answer

A)   June Bride, which sells bridal gowns via its click-to-order online catalogs
B)   Farmer Brown, who delivers fresh milk from his dairy to customers every morning
C)   Wine & Dine, which sells its picnic baskets to select novelty stores across the country
D)   Lifebelt Insurance, which sells life insurance through its door-to-door salespeople
E)   Rhonda's Rental, which rents cars to people for the day

Question 14

A ________ is a layer of intermediaries that performs some work in bringing the product and its ownership closer to the final buyer.

Accepted Answer

A)   product platform
B)   channel level
C)   resource bank
D)   contact center
E)   customer franchise

Question 15

Producers motivate channel members using all of the following EXCEPT ________.

Accepted Answer

A)   using strict rules to force compliance with contract terms
B)   partner relationship management
C)   working to sell through the intermediaries
D)   persuading the intermediaries that they are first-line customers
E)   convincing channel members that each will enjoy greater success working together with a common goal

Question 16

What are the key functions that members of the marketing channel perform?

Accepted Answer

Members of the marketing channel help to...

Question 17

In a(n)  ________, two or more companies at one level join together to follow a new marketing opportunity.

Accepted Answer

A)   administered vertical marketing system
B)   horizontal marketing system
C)   corporate vertical marketing system
D)   hybrid distribution system
E)   conventional marketing system

Question 18

Refer to the scenario below to answer the following question(s) .
Giant Beanstalks is a company based in Maryland that processes and cans vegetables. It has contracts with several large farms in Riverdale, 80 miles away from the factory, that agree to sell their produce to Giant Beanstalks. The company's products are available to the public only through Greenleaf, a grocery chain with 38 stores in the country.
-Why do firms have difficulty accessing potential market areas in developing countries, such as China and India?

Accepted Answer

A)   inadequate distribution systems
B)   anti-globalization efforts
C)   highly centralized rural markets
D)   limited manpower
E)   high operating costs

Question 19

Logistics has grown in importance for all of the following reasons EXCEPT that ________.

Accepted Answer

A)   companies that become channel members want to continue to grow and expand.
B)   companies can gain a powerful competitive advantage by using improved logistics to give customers better service or lower prices.
C)   improved logistics can yield tremendous cost savings to both a company and its customers.
D)   more than almost any other marketing function, logistics affects the environment and a firm's environmental sustainability efforts.
E)   the explosion in product variety has created a need for improved logistics management.

Question 20

In designing the marketing channel, a company must balance customer needs and wants with ________.

Accepted Answer

A)   the need to make a profit
B)   the requirement to find channel members to fill all the steps
C)   the firm's position in the customers' minds
D)   the desire to be "the best" in all service areas
E)   the firm's resources and skills to provide all the desired services

Exam 12: Marketing Channels: Delivering Customer Value

Correct Answer
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Which of the following is true of changes in the organization of distribution channels?

Correct Answer
verified

In designing the marketing channel, a company must balance customer needs and wants with ________.

Correct Answer
verified

Producers motivate channel members using all of the following EXCEPT ________.

Correct Answer
verified

Which of the following is an example of an indirect marketing channel?

Correct Answer
verified

________ VMS is a vertical marketing system that coordinates successive stages of production and distribution through the size and power of one of the parties.

Correct Answer
verified

Logistics has grown in importance for all of the following reasons EXCEPT that ________.

Correct Answer
verified

The management of two Panizza restaurants has an ongoing disagreement over the discount rate given to students from the local high school. This is an example of ________ conflict.

Correct Answer
verified

What factors should a firm consider when selecting intermediaries?

Correct Answer
verified
A company may want to evaluate...
View Answer

________ are large and highly automated warehouses designed to receive goods from various plants and suppliers, take orders, fill them efficiently, and deliver goods to customers as quickly as possible.

Correct Answer
verified

Whitelight sells its toothpastes in many convenience stores across the country. This is an example of ________ distribution.

Correct Answer
verified

In a(n) ________, two or more companies at one level join together to follow a new marketing opportunity.

Correct Answer
verified

Which of the following is true of channel members?

Correct Answer
verified

A ________ is a layer of intermediaries that performs some work in bringing the product and its ownership closer to the final buyer.

Correct Answer
verified

Reusing, recycling, refurbishing, or disposing of broken, unwanted, or excess products returned by consumers or resellers is known as ________.

Correct Answer
verified

What are the key functions that members of the marketing channel perform?

Correct Answer
verified
Members of the marketing channel help to...
View Answer

Which of the following terms refers to the wholesalers and retailers that form a vital link between the firm and its customers?

Correct Answer
verified

Which of the following is true of the exclusive distribution strategy?

Correct Answer
verified

Which of the following is most likely true of marketing channel decisions?

Correct Answer
verified

Conflict that occurs between different levels of the same marketing channel is known as ________ conflict.

Correct Answer
verified

Exam 12: Marketing Channels: Delivering Customer Value

Correct AnswerverifiedShow Answer

Which of the following is true of changes in the organization of distribution channels?

Correct AnswerverifiedShow Answer

In designing the marketing channel, a company must balance customer needs and wants with ________.

Correct AnswerverifiedShow Answer

Producers motivate channel members using all of the following EXCEPT ________.

Correct AnswerverifiedShow Answer

Which of the following is an example of an indirect marketing channel?

Correct AnswerverifiedShow Answer

________ VMS is a vertical marketing system that coordinates successive stages of production and distribution through the size and power of one of the parties.

Correct AnswerverifiedShow Answer

Logistics has grown in importance for all of the following reasons EXCEPT that ________.

Correct AnswerverifiedShow Answer

The management of two Panizza restaurants has an ongoing disagreement over the discount rate given to students from the local high school. This is an example of ________ conflict.

Correct AnswerverifiedShow Answer

What factors should a firm consider when selecting intermediaries?

Correct AnswerverifiedA company may want to evaluate...View AnswerShow Answer

________ are large and highly automated warehouses designed to receive goods from various plants and suppliers, take orders, fill them efficiently, and deliver goods to customers as quickly as possible.

Correct AnswerverifiedShow Answer

Whitelight sells its toothpastes in many convenience stores across the country. This is an example of ________ distribution.

Correct AnswerverifiedShow Answer

In a(n) ________, two or more companies at one level join together to follow a new marketing opportunity.

Correct AnswerverifiedShow Answer

Which of the following is true of channel members?

Correct AnswerverifiedShow Answer

A ________ is a layer of intermediaries that performs some work in bringing the product and its ownership closer to the final buyer.

Correct AnswerverifiedShow Answer

Reusing, recycling, refurbishing, or disposing of broken, unwanted, or excess products returned by consumers or resellers is known as ________.

Correct AnswerverifiedShow Answer

What are the key functions that members of the marketing channel perform?

Correct AnswerverifiedMembers of the marketing channel help to...View AnswerShow Answer

Which of the following terms refers to the wholesalers and retailers that form a vital link between the firm and its customers?

Correct AnswerverifiedShow Answer

Which of the following is true of the exclusive distribution strategy?

Correct AnswerverifiedShow Answer

Which of the following is most likely true of marketing channel decisions?

Correct AnswerverifiedShow Answer

Conflict that occurs between different levels of the same marketing channel is known as ________ conflict.

Correct AnswerverifiedShow Answer

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A company may want to evaluate...
View Answer

Correct Answer
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Correct Answer
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Correct Answer
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Members of the marketing channel help to...
View Answer

Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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