question

Consumers often view the marketing channel as simply:

answer

A lot of middlemen standing between them and the producer of the product.

question

A distinction is made between channel members and facilitating agencies because

answer

The channel management problems are often different for channel members versus facilitating agencies.

question

Which type of strategy did Walmart decide to use to compete with Amazon?

answer

Mass distribution via its own online channel

question

A multi-channel strategy means

answer

A company reaches its customers through more than one channel.

question

The Coors Company has decided to focus on channel strategy as the key factor in achieving sustainable competitive advantage because

answer

The relationship between a manufacturer and its channel members is not copied easily by competitors.

question

Ten producers of garden tools all sell through one wholesaler to five retailers. The number of contacts needed for all of the manufacturers to contact all of the retailers is __________. If the wholesaler were eliminated from the channel, the number of contacts needed would be:

answer

15; 50

question

The five flows in marketing channels discussed in the text are

answer

Ownership, product, negotiation, promotion, information.

question

According to the view taken in the text, the marketing channel may be defined as:

answer

the external contactual organization that management operates to achieve its distribution objectives.

question

The channel structure depicted as M->W->R->C indicates:

answer

The channel manager has allocated distribution tasks to his/her own firm, wholesalers, retailers and consumers.

question

The concept of specialization and division of labor

answer

Is of equal importance in production and distribution.

question

When a firm finally invents the Star-Trek® Transporter, its marketing channel will come into existence only after:

answer

The negotiatory functions have taken place.

question

In order to reach its customers, Ralph Lauren apparel uses all of the following in its multi-channel strategy, except

answer

Catalogs.

question

The channel manager should allocate the distribution task to:

answer

Those firms that can perform them most efficiently

question

Which of the following is a true statement about Internet-based channels?

answer

Internet-based channels have become a mainstream channel in the channel mixes of many firms

question

The text argues that the role of marketing channels in marketing management is:

answer

Of strategic importance in many cases

question

Four heavy equipment producers decide to sell their forklifts directly to 12 warehouses. The number of contacts necessary is:

answer

48

question

Marketing channel management should be considered:

answer

A major strategic area of marketing management.

question

From the standpoint of the channel flows concept, only those parties who participate in the __________ flows are considered members of the marketing channel.

answer

Negotiation and ownership

question

For accounting firms and other producers of services

answer

Marketing channels often include agents or brokers.

question

A sustainable competitive advantage is one that

answer

is difficult for competitors to match.

question

Which of the following is a true statement?

answer

E-commerce technology that includes online sales is a common component in today's multi-channel structure.

question

According to the text, the confusion over the definition of the marketing channel stems mainly from which of the following causes?

answer

The differing perspectives or viewpoints used.

question

According to the text, the most promising avenue for gaining a sustainable competitive advantage today is through an emphasis on:

answer

Channel strategy.

question

Which of the following statements is false?

answer

The flexibility to respond to consumers does not appear to be relevant to channel design

question

In the development of channel strategy, the channel manager is faced with:

answer

An allocation decision

question

The channel manager should allocate the distribution task to

answer

Those firms that can perform them most efficiently

question

The only major difference between the specialization and division of labor principle as applied to a production versus a distribution situation is:

answer

Production tasks are often allocated intra-organizationally, while distribution tasks are frequently allocated inter-organizationally.

question

A hot tub manufacturer estimates it will take ten personal sales calls, each of which costs $250, and 25 phone calls, each costing $25, to get five retailers to carry its product. The measure of contactual efficiency in dollar terms is:

answer

$3,125.

question

In developing and managing the ancillary structure versus the channel structure, the problems faced by the channel manager are

answer

Usually less difficult and complex

question

When considering the flows in the marketing channel for lawn tractors, product flows __________ and negotiation flows __________.

answer

Down the channel; both up and down

question

Which of the following is not relevant to the definition of, channel?

answer

Internal, meaning the channel exists as part of the firm

question

The channel manager is:

answer

Anyone in the firm who makes marketing channel decisions.

question

The five flows discussed in the text

answer

Convey the dynamic nature of marketing channels

question

Using the concept of specialization and division of labor, a channel manager might engage in any of the following activities except:

answer

Allocate transportation of product to the retailer

question

Which of the following statements is true?

answer

Channel management and logistics are the two major components of distribution strategy.

question

A distinction is made between channel members and facilitating agencies because:

answer

The channel management problems are often different for channel members versus facilitating agencies.

question

Management should develop and operate the marketing channel in such a way as to:

answer

Support and enhance the other strategic variables of the marketing mix.

question

Management of the marketing channel frequently involves all of the following except:

answer

Interorganizational management.

question

The Internet and World Wide Web has connected millions of people and institutions and

answer

Is an important determinant in the use of intermediaries in marketing channels.

question

Which of the following is a true statement about Internet-based channels?

answer

Internet-based channels have become a mainstream channel in the channel mixes of many firms.

question

Ten manufacturers of wallpaper all sell through one wholesaler to five retailers. The number of contacts needed for all of the manufacturers to contact all of the retailers is:

answer

15.

question

In developing and managing the ancillary structure versus the channel structure, the problems faced by the channel manager are:

answer

Usually less difficult and complex.

question

Contactual efficiency viewed from the channel manager's perspective is:

answer

The relationship between negotiation effort relative to achieving the distribution objective

question

Channel management should be viewed as:

answer

One of the major strategic areas of marketing management.

question

Ideally, the channel manager would like to exercise __________ over which firms in the channel perform the distribution tasks.

answer

Total control

question

In the development of channel strategy, the channel manager is faced with:

answer

An allocation decision

question

Contactual efficiency viewed from the channel manager's perspective is:

answer

The relationship between negotiation effort relative to achieving the distribution objective.

question

Because the Sales Coordinator at Borden, Inc. makes channel decisions, he/she can be considered:

answer

A channel manager.

question

In the context of the channel flows concept, logistics involves

answer

Management of the product flow.

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