Chapter 4 MKT 410 – Flashcards
54 test answers
Unlock all answers in this set
Unlock answers 54question
with regard to channel conflict and channel efficiency
answer
channel conflict is usually expected to have a negative effect
Unlock the answer
question
_______ is defined as when a channel member exerts control or influence over the behavior of another channel member
answer
marketing channel power
Unlock the answer
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
Unlock the answer
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
Unlock the answer
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
Unlock the answer
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.
Unlock the answer
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
Unlock the answer
question
Which of the following is not an input to achieving distribution objectives
answer
consumer demand for products
Unlock the answer
question
the relationship between channel conflict and channel performance is expressed in terms of
answer
channel efficiency
Unlock the answer
question
Conflict in marketing channel is often caused by all of the following except:
answer
A focus on object center behavior
Unlock the answer
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
Unlock the answer
question
The underlying theme of the relationship among channel members presented in the text
answer
Cooperation
Unlock the answer
question
Which of the following statements about role is not true
answer
roles in the marketing channel stay constant over time
Unlock the answer
question
Large retailers tend to have _______ power over their smaller manufacturers or suppliers
answer
high levels of reward
Unlock the answer
question
In their communications channel members often omit or distort information
answer
to protect promotional plans from being leaked to the competition
Unlock the answer
question
Competition is different than conflict because
answer
In competition the parties do no try to impede each other's goal attainment
Unlock the answer
question
The marketing channel should be viewed as
answer
An inter- organizational social system
Unlock the answer
question
In order to select the right power bases to use the channel manager needs to know:
answer
All of the above
Unlock the answer
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
Unlock the answer
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
Unlock the answer
question
Conflict in the marketing channel is usually referred to as behavior that is
answer
goal impeding
Unlock the answer
question
with regard to channel conflict it is true that
answer
the channel manager must make a conscious effort to detect channel conflict
Unlock the answer
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
Unlock the answer
question
A recent study of marketing channels in China found
answer
That Chinese beer distributors had similar perceptions of power as their western counterparts
Unlock the answer
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
Unlock the answer
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
Unlock the answer
question
The social systems perspective of marketing channels is appropriate because
answer
a solely economic approach is not adequate for understanding channels
Unlock the answer
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
Unlock the answer
question
Which of the following statements about role is not true
answer
roles in the marketing channel stay constant over time
Unlock the answer
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
Unlock the answer
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
Unlock the answer
question
_______ is defined as when a channel member exerts control of influence over the behavior of another channel member
answer
marketing channel power
Unlock the answer
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
Unlock the answer
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
Unlock the answer
question
The greater the degree of optimization in carrying out a distribution objective
answer
The higher is the level of channel efficiency
Unlock the answer
question
In resolving channel conflict the channel manager should
answer
consider a peace conference to jointly solve the problem
Unlock the answer
question
four fundamental behavioral process relevant to the marketing channel are
answer
Power, conflict, role, and communication.
Unlock the answer
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
Unlock the answer
question
The vehicle for all interaction among channel members is
answer
communication
Unlock the answer
question
the test defines role as
answer
a set of prescriptions defining what the behavior of a position member should be
Unlock the answer
question
Larger retailers tend to have _________ power over their smaller manufacturers or suppliers
answer
high levels of reward
Unlock the answer
question
All of the following are advantages of using arbitration for resolving channel conflict except
answer
it lessens secrecy
Unlock the answer
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
Unlock the answer
question
Sylvan Learning Center's ad stressing its pride in being the world leader in supplementary education is an example of
answer
referent power
Unlock the answer
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
Unlock the answer
question
Hoover's "All Aboard" marketing campaign in trade magazines portrayed in the text was based largely on _______
answer
coercive
Unlock the answer
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
Unlock the answer
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
Unlock the answer
question
more congruent roles should lead to
answer
more cooperative and efficient channels
Unlock the answer
question
which of the following is not likely to cause communications problems based on perceptual differences
answer
corporate goals
Unlock the answer
