Question 1

Professionally managed and centrally coordinated marketing channels designed to achieve channel economies and maximum marketing impact are referred to as __________.

Accepted Answer

A)  integrated marketing systems
B)  horizontal marketing systems
C)  vertical marketing systems
D)  functional marketing systems
E)  cooperative marketing systemsF) All of the above
G) B) and D)

Question 2

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 3

What is a channel captain? What is its function and how does it accomplish this?

Accepted Answer

Because channels consist of independent ...

Question 4

-Figure 12-3 above depicts the four most common marketing channels for consumer products and services. Y represents

Accepted Answer

A)  consumers.
B)  industrial users.
C)  wholesalers.
D)  agents or brokers.
E)  retailers.F) B) and D)
G) A) and E)

Question 5

An agent refers to

Accepted Answer

A)  any intermediary with legal authority to act on behalf of the manufacturer.
B)  independent firms or individuals whose principal function is to transport goods.
C)  any intermediary who takes ownership of a manufacturer's goods or services and then finds multiple buyers for them.
D)  a manufacturer's paid representative and acting voice in initial sales transactions.
E)  a manufacturing "matchmaker" who actively seeks out potential consumers and brings them to retailers.F) A) and E)
G) A) and C)

Question 6

Dell has adopted a(n)  __________ supply chain strategy to better serve its customers.

Accepted Answer

A)  responsive
B)  reactionary
C)  efficient
D)  proficient
E)  economicalF) A) and D)
G) C) and D)

Question 7

A distributor refers to

Accepted Answer

A)  an imprecise term for intermediaries who perform a variety of distribution functions, including selling, maintaining inventories, extending credit, and so on.
B)  an intermediary who sells only to manufacturers.
C)  an intermediary who takes possession of a product, alters it in some way, and then sells it to the ultimate consumer.
D)  an intermediary who sells only to consumers.
E)  an intermediary who sells only to other intermediaries.F) None of the above
G) A) and C)

Question 8

-A variety of terms are used for marketing intermediaries. According to Figure 12-1 above, C represents a(n)  __________.

Accepted Answer

A)  retailer
B)  dealer
C)  wholesaler
D)  distributor
E)  agent or brokerF) B) and C)
G) A) and D)

Question 9

Channels are typically designed to satisfy one or more of four consumer buying requirements. When a membership book club allows its members to use the Internet to notify the company whether they want to receive the next month's issue, the book club is appealing to which buyer requirement?

Accepted Answer

A)  information
B)  convenience
C)  variety
D)  pre- or post-sale services
E)  adaptabilityF) A) and D)
G) C) and D)

Question 10

Extending credit to customers would be an example of a __________ function performed by channel intermediaries.

Accepted Answer

A)  transactional
B)  logistical
C)  facilitating
D)  buying
E)  risk takingF) All of the above
G) B) and C)

Question 11

Which of the following statements best describes the difference between a corporate vertical marketing system and an administered vertical marketing system?

Accepted Answer

A)  Administered vertical marketing systems gain power through ownership while corporate vertical marketing systems gain power through contractual agreement.
B)  Administered vertical marketing systems gain power through the size and influence of one channel member and through ownership, rather than through contractual arrangement.
C)  Administered vertical marketing systems gain power through contractual agreements and ownership rather than through size.
D)  Administered vertical marketing systems are usually larger and more profitable than corporate vertical marketing systems.
E)  Administered vertical marketing systems achieve coordination in production and distribution through the size and influence of one channel member rather than through ownership.F) None of the above
G) All of the above

Question 12

Horizontal conflict refers to conflict that occurs between

Accepted Answer

A)  two different levels in a marketing channel.
B)  members of upper management who make the marketing channel decisions and lower management who must implement these decisions.
C)  two producers of the same product vying for the same distribution channel members.
D)  two members in the same level of a marketing channel.
E)  a firm's and its customers' goals.F) A) and C)
G) B) and E)

Question 13

Forward integration means

Accepted Answer

A)  a retailer owns a manufacturing operation.
B)  a wholesaler owns a manufacturing operation.
C)  retailers form a strategic channel alliance with manufacturers to purchase products at better prices since they are able to place much larger orders.
D)  a producer owns an intermediary at the next level down in the marketing channel.
E)  all links in the distribution chain own stock in the manufacturer's company.F) D) and E)
G) A) and B)

Question 14

Multichannel marketing is the blending of different __________ that are mutually reinforcing in attracting, retaining, and building relationships with consumers who shop and buy in traditional intermediaries and online.

Accepted Answer

A)  pricing channels
B)  distribution channels
C)  communication and delivery channels
D)  direct and indirect channels
E)  communication channelsF) All of the above
G) A) and C)

Question 15

The blending of different communication and delivery channels that are mutually reinforcing in attracting, retaining, and building relationships with consumers who shop and buy in traditional intermediaries and online is referred to as __________.

Accepted Answer

A)  direct marketing
B)  indirect marketing
C)  intensive marketing
D)  multichannel marketing
E)  electronic marketingF) A) and E)
G) B) and E)

Question 16

There are four types of franchising arrangements. List the systems and provide a brief description of each.

Accepted Answer

Franchising is a contractual arrangement...

Question 17

A marketing channel relies on __________ to make products available to consumers and industrial users.

Accepted Answer

A)  logistics
B)  strategic distribution
C)  strategic marketing planning
D)  supply chains
E)  value chain optimizationF) A) and B)
G) None of the above

Question 18

Because its customers desire rapid delivery and a wide variety of customizable products, Dell made a conscious decision to use a(n)  __________ supply chain to meet these requirements.

Accepted Answer

A)  integrated
B)  efficient
C)  harmonized
D)  responsive
E)  multi-tieredF) B) and D)
G) C) and E)

Question 19

Any intermediary between a manufacturer and end-user markets is referred to as a

Accepted Answer

A)  retailer.
B)  middleman.
C)  wholesaler.
D)  broker.
E)  distributor.F) B) and C)
G) A) and D)

Question 20

The type of vertical marketing system that achieves coordination at successive stages of production and distribution by the size and influence of one channel member rather than through ownership is referred to as a(n)  __________.

Accepted Answer

A)  corporate vertical marketing system
B)  integrated vertical marketing system
C)  contractual vertical marketing system
D)  administered vertical marketing system
E)  interactive vertical marketing systemF) C) and E)
G) All of the above

Exam 12: Managing Marketing Channels and Supply Chains

Horizontal conflict refers to conflict that occurs between

Correct AnswerverifiedShow Answer

Dell has adopted a(n) __________ supply chain strategy to better serve its customers.

Correct AnswerverifiedShow Answer

Channels are typically designed to satisfy one or more of four consumer buying requirements. When a membership book club allows its members to use the Internet to notify the company whether they want to receive the next month's issue, the book club is appealing to which buyer requirement?

Correct AnswerverifiedShow Answer

-A variety of terms are used for marketing intermediaries. According to Figure 12-1 above, C represents a(n) __________.

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What is a channel captain? What is its function and how does it accomplish this?

Correct AnswerverifiedBecause channels consist of independent ...View AnswerShow Answer

Any intermediary between a manufacturer and end-user markets is referred to as a

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedDual distribution occurs when a firm emp...View AnswerShow Answer

Multichannel marketing is the blending of different __________ that are mutually reinforcing in attracting, retaining, and building relationships with consumers who shop and buy in traditional intermediaries and online.

Correct AnswerverifiedShow Answer

An agent refers to

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-Figure 12-3 above depicts the four most common marketing channels for consumer products and services. Y represents

Correct AnswerverifiedShow Answer

Extending credit to customers would be an example of a __________ function performed by channel intermediaries.

Correct AnswerverifiedShow Answer

A marketing channel relies on __________ to make products available to consumers and industrial users.

Correct AnswerverifiedShow Answer

Forward integration means

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The type of vertical marketing system that achieves coordination at successive stages of production and distribution by the size and influence of one channel member rather than through ownership is referred to as a(n) __________.

Correct AnswerverifiedShow Answer

Professionally managed and centrally coordinated marketing channels designed to achieve channel economies and maximum marketing impact are referred to as __________.

Correct AnswerverifiedShow Answer

A distributor refers to

Correct AnswerverifiedShow Answer

Because its customers desire rapid delivery and a wide variety of customizable products, Dell made a conscious decision to use a(n) __________ supply chain to meet these requirements.

Correct AnswerverifiedShow Answer

Which of the following statements best describes the difference between a corporate vertical marketing system and an administered vertical marketing system?

Correct AnswerverifiedShow Answer

The blending of different communication and delivery channels that are mutually reinforcing in attracting, retaining, and building relationships with consumers who shop and buy in traditional intermediaries and online is referred to as __________.

Correct AnswerverifiedShow Answer

There are four types of franchising arrangements. List the systems and provide a brief description of each.

Correct AnswerverifiedFranchising is a contractual arrangement...View AnswerShow Answer

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Because channels consist of independent ...
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Dual distribution occurs when a firm emp...
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Franchising is a contractual arrangement...
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