Question 1

The greater the number of channel levels in a marketing channel, the ________.

Accepted Answer

A)   less distance between producer and end-consumer
B)   greater the channel complexity
C)   less time it takes for products to reach end-consumers
D)   greater the control producers have over the distribution of their products
E)   greater the control producers have over the demand of their products B

Question 2

A strategy of exclusive dealing is most likely considered legal if ________.

Accepted Answer

A)   the industry is newly developed
B)   both parties have large territories
C)   competition is not substantially lessened
D)   the dealer agrees to promote the competitor's products
E)   the dealer receives a steady source of supply and support C

Question 3

Which of the following does NOT apply to channel systems?

Accepted Answer

A)   Some channel systems consist of only informal interactions among loosely organized firms.
B)   Channel systems do not stand still; they evolve.
C)   Some channel systems are formal interactions guided by strong organizational structures.
D)   Intermediaries play interchangeable roles in the system.
E)   Different types of intermediaries develop and emerge.

Question 4

A view of the market that specifies that planning starts by identifying the needs of target customers, to which the company responds by organizing a chain of resources and activities with the goal of creating customer value is a(n)  ________ view.

Accepted Answer

A)   make-and-sell
B)   identify-and-target
C)   purchase-produce-and-consume
D)   market-and-profit
E)   sense-and-respond

Question 5

Movie Giants offers DVD rentals through its Web site. It also offers DVD rentals via Star City stores. This is an example of a(n) ________ distribution system.

Accepted Answer

A)   conventional
B)   inclusive
C)   intensive
D)   extensive
E)   multichannel

Question 6

________ are a specialized means of shipping petroleum, natural gas, and chemicals from sources to markets.

Accepted Answer

A)   Air tunnels
B)   Rail flatcars
C)   Steam ships
D)   Pipelines
E)   Airlines

Question 7

When KFC came into conflict with its franchisees over the brand's Unthink KFC repositioning, which emphasized grilled chicken over its traditional Kentucky fried chicken, KFC experienced ________ conflict.

Accepted Answer

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

Question 8

Which of the following companies uses a direct marketing channel?

Accepted Answer

A)   Fishhooks, a factory that manufactures fishing equipment that it ships to hobby stores worldwide
B)   Germfight, a factory that manufactures dental products that it distributes only to select department stores
C)   Apple Blossoms, a company that sells its cosmetics exclusively through Ray's Retail Store
D)   Holly Wreaths, a store that sells Christmas ornaments to customers via its online click-to-order catalogs
E)   Showdown, a clothing store that stocks merchandise from different international brands

Question 9

________ are complex behavioral systems in which people and companies interact to accomplish individual, company, and channel goals.

Accepted Answer

A)   Customer relationship management systems
B)   Distribution channels
C)   Partner relationship systems
D)   Consumer bases
E)   Buying centers

Question 10

Marketing logistics involves planning, implementing, and controlling the physical flow of goods, services, and related information from points of origin to points of consumption to meet customer requirements at a profit.

Accepted Answer

A) True 
 B)False  True

Question 11

The producer informs each channel member what its responsibilities are, and what the terms of business are.

Accepted Answer

A) True 
 B)False

Question 12

Which of the following is a conventional consumer marketing channel?

Accepted Answer

A)   producer to business distributor to end consumer
B)   producer to wholesaler to retailer to end consumer
C)   producer to end consumer to business customer
D)   producer to retailer
E)   producer to business distributor to business customer

Question 13

Distribution channel decisions frequently require long-term commitments between firms. A primary reason is that ________.

Accepted Answer

A)   advertising is not easy to change
B)   old products are difficult to discard and new products are difficult to introduce
C)   when they set up distribution through franchisees, independent dealers, or large retailers, they cannot readily replace these channels with company-owned stores or Internet sites if conditions change
D)   changing the manufacturing requirements is expensive and takes significant time
E)   management does not want to be constantly changing the method of selling and distributing its products

Question 14

In a(n)  ________, leadership is assumed not through common ownership or contractual ties but through the size and power of one or a few dominant channel members.

Accepted Answer

A)   horizontal marketing system
B)   administered VMS
C)   corporate VMS
D)   contractual VMS
E)   conventional VMS

Question 15

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.
-Which of the following is Giant Beanstalks' upstream partner?

Accepted Answer

A)   the management of Greenleaf
B)   the farmers of Riverdale
C)   the trucks that carry Giant Beanstalks' products to Greenleaf
D)   the end-consumers who buy the canned vegetables from Greenleaf
E)   the logistics division of Giant Beanstalk

Question 16

Which of the following is NOT a step in designing an effective marketing channel?

Accepted Answer

A)   evaluating the channel alternatives
B)   identifying major channel alternatives
C)   analyzing consumer needs
D)   determining pricing policy for channel members
E)   setting channel objectives

Question 17

A ________ VMS integrates successive stages of production and distribution under single ownership.

Accepted Answer

A)   contractual
B)   contingency
C)   corporate
D)   conventional
E)   communal

Question 18

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 19

The ________ organization is the most common type of contractual relationship.

Accepted Answer

A)   franchise
B)   horizontal
C)   conventional
D)   multi-national
E)   entrepreneurial

Question 20

In a direct marketing channel, the producer sells directly to the intermediaries, who in turn sell directly to the customers.

Accepted Answer

A) True 
 B)False

Exam 12: Marketing Channels: Delivering Customer Value

The greater the number of channel levels in a marketing channel, the ________.

Correct Answer
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B

A strategy of exclusive dealing is most likely considered legal if ________.

Correct Answer
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C

Which of the following does NOT apply to channel systems?

Correct Answer
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A view of the market that specifies that planning starts by identifying the needs of target customers, to which the company responds by organizing a chain of resources and activities with the goal of creating customer value is a(n) ________ view.

Correct Answer
verified

Movie Giants offers DVD rentals through its Web site. It also offers DVD rentals via Star City stores. This is an example of a(n) ________ distribution system.

Correct Answer
verified

________ are a specialized means of shipping petroleum, natural gas, and chemicals from sources to markets.

Correct Answer
verified

When KFC came into conflict with its franchisees over the brand's Unthink KFC repositioning, which emphasized grilled chicken over its traditional Kentucky fried chicken, KFC experienced ________ conflict.

Correct Answer
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Which of the following companies uses a direct marketing channel?

Correct Answer
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________ are complex behavioral systems in which people and companies interact to accomplish individual, company, and channel goals.

Correct Answer
verified

Marketing logistics involves planning, implementing, and controlling the physical flow of goods, services, and related information from points of origin to points of consumption to meet customer requirements at a profit.

Correct Answer
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True

The producer informs each channel member what its responsibilities are, and what the terms of business are.

Correct Answer
verified

Which of the following is a conventional consumer marketing channel?

Correct Answer
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Distribution channel decisions frequently require long-term commitments between firms. A primary reason is that ________.

Correct Answer
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In a(n) ________, leadership is assumed not through common ownership or contractual ties but through the size and power of one or a few dominant channel members.

Correct Answer
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Correct Answer
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Which of the following is NOT a step in designing an effective marketing channel?

Correct Answer
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A ________ VMS integrates successive stages of production and distribution under single ownership.

Correct Answer
verified

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

Correct Answer
verified

The ________ organization is the most common type of contractual relationship.

Correct Answer
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In a direct marketing channel, the producer sells directly to the intermediaries, who in turn sell directly to the customers.

Correct Answer
verified

Exam 12: Marketing Channels: Delivering Customer Value

The greater the number of channel levels in a marketing channel, the ________.

Correct AnswerverifiedB

A strategy of exclusive dealing is most likely considered legal if ________.

Correct AnswerverifiedC

Which of the following does NOT apply to channel systems?

Correct AnswerverifiedShow Answer

A view of the market that specifies that planning starts by identifying the needs of target customers, to which the company responds by organizing a chain of resources and activities with the goal of creating customer value is a(n) ________ view.

Correct AnswerverifiedShow Answer

Movie Giants offers DVD rentals through its Web site. It also offers DVD rentals via Star City stores. This is an example of a(n) ________ distribution system.

Correct AnswerverifiedShow Answer

________ are a specialized means of shipping petroleum, natural gas, and chemicals from sources to markets.

Correct AnswerverifiedShow Answer

When KFC came into conflict with its franchisees over the brand's Unthink KFC repositioning, which emphasized grilled chicken over its traditional Kentucky fried chicken, KFC experienced ________ conflict.

Correct AnswerverifiedShow Answer

Which of the following companies uses a direct marketing channel?

Correct AnswerverifiedShow Answer

________ are complex behavioral systems in which people and companies interact to accomplish individual, company, and channel goals.

Correct AnswerverifiedShow Answer

Marketing logistics involves planning, implementing, and controlling the physical flow of goods, services, and related information from points of origin to points of consumption to meet customer requirements at a profit.

Correct AnswerverifiedTrue

The producer informs each channel member what its responsibilities are, and what the terms of business are.

Correct AnswerverifiedShow Answer

Which of the following is a conventional consumer marketing channel?

Correct AnswerverifiedShow Answer

Distribution channel decisions frequently require long-term commitments between firms. A primary reason is that ________.

Correct AnswerverifiedShow Answer

In a(n) ________, leadership is assumed not through common ownership or contractual ties but through the size and power of one or a few dominant channel members.

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Which of the following is NOT a step in designing an effective marketing channel?

Correct AnswerverifiedShow Answer

A ________ VMS integrates successive stages of production and distribution under single ownership.

Correct AnswerverifiedShow Answer

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

Correct AnswerverifiedShow Answer

The ________ organization is the most common type of contractual relationship.

Correct AnswerverifiedShow Answer

In a direct marketing channel, the producer sells directly to the intermediaries, who in turn sell directly to the customers.

Correct AnswerverifiedShow Answer

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B

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C

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True

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