Chapter 4 & 9 – Flashcards

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question
In the case of the franchiser Alpha Graphics discussed in the text, the main cause of the conflict with franchisees probably stemmed from:
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Communication difficulties.
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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:
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Legitimate power.
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More congruent roles should lead to:
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More cooperative and efficient channels.
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Webster's phases in the development of a partnership arrangement include:
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A statement of each partner's specific tasks and role in the partnership.
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Distribution programming may be defined as:
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A comprehensive program for the promotion of a product through the channel.
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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:
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Programmed merchandising agreement.
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A typical Programmed Merchandising Agreement contains all of the following major categories except:
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Capital requirement plan.
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Which of the following is not typically mentioned as an advantage of distributor advisory councils?
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They enable channel members to engage in price maintenance.
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The relationships between Procter & Gamble and Wal-Mart, Black & Decker and its distributors, and Rust-Oleum and its distributors all are examples of:
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Strategic alliances.
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A partnership in the context of marketing channels is __________ legal partnership.
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not related to a
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Before the channel manager can successfully motivate the channel members, he or she must:
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Attempt to learn about channel member needs and problems.
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All of the following are direct-flow information media in a channel communication system except:
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Trade journals.
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Typically, the larger the producer or manufacturer, the higher the __________ power bases available to it.
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reward and coercive
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Large retailers tend to have ________ power over their smaller manufacturers or suppliers.
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high levels of reward
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Which of the following generalizations about conflict is not true?
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Studies have found that leadership styles do not have an impact in creating conflict.
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Which of the following is not an issue that needs to be addressed in e-alliances?
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Gathering information about alliance members' operations
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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:
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Reward power.
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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:
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Perceptual differences.
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Clayton Products, Inc. is considering establishing a Distributor Advisory Council. It can expect that this council will provide all of the following advantages except:
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Be quite simple to set up and require little ongoing management.
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The term securing the cooperation of channel members suggests that:
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Administrative actions by the channel manager are necessary to develop channel member cooperation.
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Which of the following is not an input to achieving distribution objectives?
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Consumer demand for products
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Distribution programming is the __________ form of channel member support.
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most comprehensive
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SEA Publishing and Kate's Bookstores are embroiled in conflict over who should establish retail prices. The conflict likely is the result of:
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Decision domain disagreements.
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Ethan Allen Interiors Inc., cited in the text, best illustrates the _____________ approach to motivating channel members.
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distribution programming approach
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Conflict in marketing channels is often caused by all of the following except:
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A focus on object centered behavior.
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The relationship between channel conflict and channel performance is expressed in terms of:
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Channel efficiency.
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In order to select the right power bases to use, the channel manager needs to know:
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All of the above.
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The greater the degree of optimization in carrying out a distribution objective:
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The higher is the level of channel efficiency.
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In resolving channel conflict, the channel manager should:
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Consider a "peace conference" to jointly solve the problem.
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A recent study of marketing channels in China found:
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That Chinese beer distributors had similar perceptions of power as their western counterparts.
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The vehicle for all interactions among channel members is:
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Communications.
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With regard to coercive power, available evidence suggests that:
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The use of coercive power is likely to lead to a higher incidence of conflict in the channel.
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The Cisco Systems' example cited in the textbook showed that Cisco:
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Used training and certification of dealers to lead in the channel.
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According to the text, the concept of role is of use to the channel manager because it:
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Provides him/her with insight into the constraints under which channel members operate.
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According to the text, research studies dealing with channel members conducted by the manufacturer are:
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Relatively rare.
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Virtually all of the policy options for developing a distribution programming arrangement can be categorized into the following three major groups:
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Price concessions, financial assistance, and protection.
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Which of the following is not one of McVey's propositions about the behavior of intermediaries?
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The intermediary is a link in a chain forged by the manufacturer.
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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.
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marketing objectives
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Which of the following is not one of the methods suggested for learning about channel member needs and problems?
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Channel inspection tours
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A distribution programming approach to motivating channel members means:
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A comprehensive set of policies for the promotion of product through the channel.
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Which of the following is not a useful approach to resolving channel conflict?
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The use of an authoritarian leadership style by the channel manager.
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Conflict between Burger King and its franchisees has occurred because:
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Burger King franchisees were forced to set low prices for some menu items.
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Wal-Mart stays in touch with Procter & Gamble by all of the following except:
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Daily meetings between managers of both companies.
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___________ is the term used to describe strategic alliances that are formed as a part of an Internet strategy.
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E-alliances
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_____________ 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.
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Goal incompatibilities
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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:
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Expert power.
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The partnership approach as applied to the marketing channel means a:
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Supportive relationship between channel members based on a careful delineation of their mutual roles in the channel.
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Competition is different than conflict because:
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In competition the parties do not try to impede each other's goal attainment.
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The underlying theme of the relationship among channel members presented in the text stresses:
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Cooperation
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The underlying basis of all attempts to provide leadership in the channel is:
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Power
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