question

In practice, conflict is usually spotted

answer

after it is ell developed and obvious

question

The feasibility and applicability of the various approaches for resolving channel conflict will

answer

Vary for different kinds of channel under different sets of circumstances

question

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

answer

communication difficulties

question

Clayton computer systems is a value added retailer that promotes its products as the very latest in technology. Hardware and software producers with a reputation for being on the leading edge will be in a good position to use _______ power with clayton

answer

referent

question

with regard to channel conflict and channel efficiency

answer

channel conflict is usually expected to have a negative effect

question

_______ is defined as when a channel member exerts control or influence over the behavior of another channel member

answer

marketing channel power

question

Two retailers are fighting for the right to represent a major manufacturer in New York. The conflict between these two retailers is probably caused by

answer

allocation of scarce resources

question

Conflict between burger king and its franchisees has occurred because

answer

burger king franchisees were force to set low prices for some menu items

question

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:

answer

Reward power

question

In order to get retailers to display its products a manufacturer has to have its salespeople go to the retailers' stores, set up the displays and instruct them in how to utilize the displays. In this example

answer

Extra input is needed to achieve the distribution objective.

question

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

answer

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

question

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

answer

consumer demand for products

question

the relationship between channel conflict and channel performance is expressed in terms of

answer

channel efficiency

question

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

answer

A focus on object center behavior

question

One study by Etgar found that in channels with relatively small local dealers, power employed by manufacturers based on economic rewards or coercion provided a degree of control over channel members ________ power based on legitimacy, expertise or reference

answer

Higher than

question

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

answer

Cooperation

question

Which of the following statements about role is not true

answer

roles in the marketing channel stay constant over time

question

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

answer

high levels of reward

question

In their communications channel members often omit or distort information

answer

to protect promotional plans from being leaked to the competition

question

Competition is different than conflict because

answer

In competition the parties do no try to impede each other's goal attainment

question

The marketing channel should be viewed as

answer

An inter- organizational social system

question

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

answer

All of the above

question

A study found that in a franchised channel avoidance of using coercive power resulted in all of the following except

answer

franchisees were more likely to file class action suits

question

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

answer

Expert power

question

Conflict in the marketing channel is usually referred to as behavior that is

answer

goal impeding

question

with regard to channel conflict it is true that

answer

the channel manager must make a conscious effort to detect channel conflict

question

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

answer

legitimate power

question

A recent study of marketing channels in China found

answer

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

question

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

answer

Decision domain disagreements

question

Which of the following statements regarding appraising the effects of conflict on the channel is true

answer

At present most channel managers use a linear scale measuring conflict intensity and frequency

question

The social systems perspective of marketing channels is appropriate because

answer

a solely economic approach is not adequate for understanding channels

question

Two retailers are fight for the right to represent a major manufacturer in New York. The conflict between these two retailers is probably caused by

answer

allocation of scarce resources

question

Which of the following statements about role is not true

answer

roles in the marketing channel stay constant over time

question

When an evaluation of key areas of the relationship of a channel member with other members takes place an _______ has been used

answer

marketing channel audit

question

to reduce communication difficulties with small independent retailers channel managers in large manufacturing firms should

answer

Learn whether the goals of smaller channel members are very different from his/her own firm's goals

question

_______ is defined as when a channel member exerts control of influence over the behavior of another channel member

answer

marketing channel power

question

The feasibility and applicability of the various approach for resolving channel conflict will

answer

vary for different kinds of channels under different sets of circumstances

question

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

answer

Perceptual differences

question

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

answer

The higher is the level of channel efficiency

question

In resolving channel conflict the channel manager should

answer

consider a peace conference to jointly solve the problem

question

four fundamental behavioral process relevant to the marketing channel are

answer

Power, conflict, role, and communication.

question

when considering the use of power in international channels, U.S. channel managers know that

answer

Cultural differences can affect how channel members perceive the use of various power bases

question

The vehicle for all interaction among channel members is

answer

communication

question

the test defines role as

answer

a set of prescriptions defining what the behavior of a position member should be

question

Larger retailers tend to have _________ power over their smaller manufacturers or suppliers

answer

high levels of reward

question

All of the following are advantages of using arbitration for resolving channel conflict except

answer

it lessens secrecy

question

Which of the following generalizations about conflict is not true

answer

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

question

Sylvan Learning Center's ad stressing its pride in being the world leader in supplementary education is an example of

answer

referent power

question

according to the text the concept of role is of use to the channel manager because it

answer

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

question

Hoover's "All Aboard" marketing campaign in trade magazines portrayed in the text was based largely on _______

answer

coercive

question

A study found in a franchised channel avoidance of using coercive power resulted in all of the following except

answer

franchisees were more limey to file class action suits

question

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

answer

communication diffulties

question

more congruent roles should lead to

answer

more cooperative and efficient channels

question

which of the following is not likely to cause communications problems based on perceptual differences

answer

corporate goals

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