Question 1

In the case of the franchiser Alpha Graphics discussed in the text, the main cause of the conflict with franchisees probably stemmed from:

Accepted Answer

Communication difficulties.

Question 2

Franchisors have the right to tell franchisees how to market products because of the franchise contract. In this case, franchisors are emphasizing the use of:

Accepted Answer

Legitimate power.

Question 3

More congruent roles should lead to:

Accepted Answer

More cooperative and efficient channels.

Question 4

Webster\'s phases in the development of a partnership arrangement include:

Accepted Answer

A statement of each partner\'s specific tasks and role in the partnership.

Question 5

Distribution programming may be defined as:

Accepted Answer

A comprehensive program for the promotion of a product through the channel.

Question 6

A detailed statement covering the manufacturer\'s policies in most of the relevant areas of its relationship with channel members is referred to as a:

Accepted Answer

Programmed merchandising agreement.

Question 7

A typical Programmed Merchandising Agreement contains all of the following major categories except:

Accepted Answer

Capital requirement plan.

Question 8

Which of the following is not typically mentioned as an advantage of distributor advisory councils?

Accepted Answer

They enable channel members to engage in price maintenance.

Question 9

The relationships between Procter & Gamble and Wal-Mart, Black & Decker and its distributors, and Rust-Oleum and its distributors all are examples of:

Accepted Answer

Strategic alliances.

Question 10

A partnership in the context of marketing channels is __________ legal partnership.

Accepted Answer

not related to a

Question 11

Before the channel manager can successfully motivate the channel members, he or she must:

Accepted Answer

Attempt to learn about channel member needs and problems.

Question 12

All of the following are direct-flow information media in a channel communication system except:

Accepted Answer

Trade journals.

Question 13

Typically, the larger the producer or manufacturer, the higher the __________ power bases available to it.

Accepted Answer

reward and coercive

Question 14

Large retailers tend to have ________ power over their smaller manufacturers or suppliers.

Accepted Answer

high levels of reward

Question 15

Which of the following generalizations about conflict is not true?

Accepted Answer

Studies have found that leadership styles do not have an impact in creating conflict.

Question 16

Which of the following is not an issue that needs to be addressed in e-alliances?

Accepted Answer

Gathering information about alliance members\' operations

Question 17

Retailers are often willing to adhere to the wishes of large manufacturers such as Procter & Gamble and General Foods because these companies sell brands of products that are in great demand by consumers. These large manufacturers are in a position to emphasize the use of:

Accepted Answer

Reward power.

Question 18

A wholesaler and retailer have become embroiled in conflict over attempts by the wholesaler\'s sales force to help the retailer display its products. The retailer views this sales force as a nuisance that interferes with customer service. There seems to be a problem of:

Accepted Answer

Perceptual differences.

Question 19

Clayton Products, Inc. is considering establishing a Distributor Advisory Council. It can expect that this council will provide all of the following advantages except:

Accepted Answer

Be quite simple to set up and require little ongoing management.

Question 20

The term securing the cooperation of channel members suggests that:

Accepted Answer

Administrative actions by the channel manager are necessary to develop channel member cooperation.

Question 21

Which of the following is not an input to achieving distribution objectives?

Accepted Answer

Consumer demand for products

Question 22

Distribution programming is the __________ form of channel member support.

Accepted Answer

most comprehensive

Question 23

SEA Publishing and Kate\'s Bookstores are embroiled in conflict over who should establish retail prices. The conflict likely is the result of:

Accepted Answer

Decision domain disagreements.

Question 24

Ethan Allen Interiors Inc., cited in the text, best illustrates the _____________ approach to motivating channel members.

Accepted Answer

distribution programming approach

Question 25

Conflict in marketing channels is often caused by all of the following except:

Accepted Answer

A focus on object centered behavior.

Question 26

The relationship between channel conflict and channel performance is expressed in terms of:

Accepted Answer

Channel efficiency.

Question 27

In order to select the right power bases to use, the channel manager needs to know:

Accepted Answer

All of the above.

Question 28

The greater the degree of optimization in carrying out a distribution objective:

Accepted Answer

The higher is the level of channel efficiency.

Question 29

In resolving channel conflict, the channel manager should:

Accepted Answer

Consider a \"peace conference\" to jointly solve the problem.

Question 30

A recent study of marketing channels in China found:

Accepted Answer

That Chinese beer distributors had similar perceptions of power as their western counterparts.

Question 31

The vehicle for all interactions among channel members is:

Accepted Answer

Communications.

Question 32

With regard to coercive power, available evidence suggests that:

Accepted Answer

The use of coercive power is likely to lead to a higher incidence of conflict in the channel.

Question 33

The Cisco Systems\' example cited in the textbook showed that Cisco:

Accepted Answer

Used training and certification of dealers to lead in the channel.

Question 34

According to the text, the concept of role is of use to the channel manager because it:

Accepted Answer

Provides him/her with insight into the constraints under which channel members operate.

Question 35

According to the text, research studies dealing with channel members conducted by the manufacturer are:

Accepted Answer

Relatively rare.

Question 36

Virtually all of the policy options for developing a distribution programming arrangement can be categorized into the following three major groups:

Accepted Answer

Price concessions, financial assistance, and protection.

Question 37

Which of the following is not one of McVey\'s propositions about the behavior of intermediaries?

Accepted Answer

The intermediary is a link in a chain forged by the manufacturer.

Question 38

The first step in developing a distribution program is an analysis by the manufacturer of __________ and the level of support the manufacturer needs from channel members.

Accepted Answer

marketing objectives

Question 39

Which of the following is not one of the methods suggested for learning about channel member needs and problems?

Accepted Answer

Channel inspection tours

Question 40

A distribution programming approach to motivating channel members means:

Accepted Answer

A comprehensive set of policies for the promotion of product through the channel.

Question 41

Which of the following is not a useful approach to resolving channel conflict?

Accepted Answer

The use of an authoritarian leadership style by the channel manager.

Question 42

Conflict between Burger King and its franchisees has occurred because:

Accepted Answer

Burger King franchisees were forced to set low prices for some menu items.

Question 43

Wal-Mart stays in touch with Procter & Gamble by all of the following except:

Accepted Answer

Daily meetings between managers of both companies.

Question 44

___________ is the term used to describe strategic alliances that are formed as a part of an Internet strategy.

Accepted Answer

E-alliances

Question 45

_____________ occur when publishers want to sell as much of their product as possible through Amazon.com and when Amazon.com wants to sell as much merchandise as possible from all sources.

Accepted Answer

Goal incompatibilities

Question 46

Many manufacturers will listen to retailers\' product demands because retailers are knowledgeable about consumer needs. Such retailers are in a good position to emphasize the use of:

Accepted Answer

Expert power.

Question 47

The partnership approach as applied to the marketing channel means a:

Accepted Answer

Supportive relationship between channel members based on a careful delineation of their mutual roles in the channel.

Question 48

Competition is different than conflict because:

Accepted Answer

In competition the parties do not try to impede each other\'s goal attainment.

Question 49

The underlying theme of the relationship among channel members presented in the text stresses:

Accepted Answer

Cooperation

Question 50

The underlying basis of all attempts to provide leadership in the channel is:

Accepted Answer

Power

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