Question 1

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

Accepted Answer

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

Question 2

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

Accepted Answer

An allocation decision

Question 3

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

Accepted Answer

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

Question 4

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

Accepted Answer

Total control

Question 5

A sustainable competitive advantage is one that

Accepted Answer

is difficult for competitors to match

Question 6

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

Accepted Answer

Down the channel; both up and down

Question 7

Which of the following statements is false?

Accepted Answer

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

Question 8

For accounting firms and other producers of services:

Accepted Answer

Marketing channels often include agents or brokers.

Question 9

When Wal-Mart is performing negotiatory functions, it is involved in

Accepted Answer

Transferring title, selling, and buying

Question 10

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

Accepted Answer

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

Question 11

Relating to the term, channel manager, which of the following statements is false?

Accepted Answer

Most firms and organizations have a single designated position called channel manager.

Question 12

Marketing channel management should be considered:

Accepted Answer

A major strategic area of marketing management.

Question 13

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

Accepted Answer

Channel strategy.

Question 14

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

Accepted Answer

Of strategic importance in many cases.

Question 15

In general, basic decisions in channel strategy usually __________ operating decisions in logistics management.

Accepted Answer

Precede

Question 16

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

Accepted Answer

Intraorganizational management.

Question 17

A multi-channel strategy means:

Accepted Answer

A company reaches its customers through more than one channel.

Question 18

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

Accepted Answer

A channel manager.

Question 19

Channel management is concerned mainly with

Accepted Answer

The entire process of setting up and operating the contactual organization.

Question 20

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

Accepted Answer

Usually less difficult and complex.

Question 21

The concept of specialization and division of labor:

Accepted Answer

Is of equal importance in production and distribution.

Question 22

According to the text, the technology that is likely to have the greatest impact on marketing channels is:

Accepted Answer

The Internet.

Question 23

The channel manager is:

Accepted Answer

Anyone in the firm who makes marketing channel decisions.

Question 24

Consumers often view the marketing channel as simply:

Accepted Answer

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

Question 25

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

Accepted Answer

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

Question 26

Channel management should be viewed as:

Accepted Answer

One of the major strategic areas of marketing management.

Question 27

Which of the following is a true statement?

Accepted Answer

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

Question 28

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

Accepted Answer

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

Question 29

In contrast to the development of channel structure, when the channel manager develops ancillary structure, he or she is dealing with facilitating agencies that are:

Accepted Answer

Outside of the channel decision-making process.

Question 30

The channel manager should allocate the distribution task to:

Accepted Answer

Those firms that can perform them most efficiently.

Question 31

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:

Accepted Answer

15.

Question 32

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

Accepted Answer

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

Question 33

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

Accepted Answer

The negotiatory functions have taken place

Marketing Channels Chapter 1 – Flashcards

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