MKG 410 Ch 4 bsu – Flashcards
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Sylvan Learning Center's ad stressing its pride in being the world leader in supplementary education is an example of
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Referent power
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More congruent roles should lead to
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More cooperative and efficient channels
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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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To reduce communications difficulties with small independent retailers, channel managers in large manufacturing firms should
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Learn whether the goals of smaller channel members are very different from his/her own firm's goals
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The marketing channel should be viewed as
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An interorganizational social system
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A well designed and managed marketing channel
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Will have mechanisms for dealing with conflict because it cannot be eliminated.
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With regard to channel conflict and channel efficiency
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Channel conflict is usually expected to have a negative effect
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Which of the following statements about role is not true
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Roles in the marketing channel stay constant over time
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The feasibility and applicability of the various approaches for resolving channel conflict will
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Vary for different kinds of channels under different sets of circumstances
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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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A study found that in a franchised channel, avoidance of using coercive power resulted in all of the following except
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Franchisees were more likely to file class action suits
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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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Hoover's "All Aboard" marketing campaign in trade magazines portrayed in the text was based largely on _________ power to attract channel members
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reward
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All of the following are advantages of using arbitration for resolving channel conflict except
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It lessens secrecy
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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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Which of the following is not likely to cause communications problems based on perceptual differences
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Corporate goals
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In practice, conflict is usually spotted
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After it is well developed and obvious
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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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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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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
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Allocation of scarce resources
