Marketing Channels & Distribution Exam 1 Ch. 1

question

Which term refers to a set of independent organizations involved in the process of making a product or service available for use or consumption?
answer

Marketing Channel
question

A Marketing channel strategy is a set of activities focused on designing and managing a marketing channel for the purpose of _________?
answer

Improving a firm’s sustainable competitive advantage
question

A _______ is a channel member that takes the primary role of establishing and maintaining channel links.
answer

Channel Captain
question

What should most likely be the goal of all marketing channel members?
answer

Satisfying end-users
question

Which statement is most likely true about a marketing channel system?
answer

Efficient marketing channels reduce distribution costs and increase customer satisfaction
question

What is the most likely outcome of an ineffective marketing channel strategy?
answer

Limited product reach
question

Sony produces televisions and computers and sells them through electronics stores. In a marketing channel, Sony would best be described as a _____?
answer

Manufacturer
question

ElectroInc produces cell phone accessories and sells them to firms such as Apple and Samsung. Apple and Samsung put their own brand names on ElectroInc products before selling them to end-users. Which term best describes ElectroInc?
answer

Private-label manufacturer
question

What risk does a branded manufacturer most likely face by allocating part of its production capacity to private-label products?
answer

Creating a future competitor
question

Manufacturers are LEAST likely to use intermediaries to:
answer

Manage production levels
question

What general term refers to middle channel members in the marketing channel?
answer

Intermediaries
question

Which of the following tasks would LEAST likely be conducted by a merchant wholesaler?
answer

Producing private-label goods
question

Audrey works as a manufacturers’ representative for an athletic shoe company. In her position, Audrey is most likely responsible for _____.
answer

Negotiating terms of trade with shoe retailers
question

Department stores, convenience stores, and warehouse clubs are best categorized as _______.
answer

Retail Intermediaries
question

According tot he text, what is a new trend taking place among retail intermediaries?
answer

Selling products and services to businesses
question

Comps-Tech is an information technology firm that handles customer orders and payments for a variety of online retailers. Comps-Tech is most likely a(n) ________.
answer

Specialized intermediary
question

Tanya recently purchased paper towels, sodas and frozen pizzas at Sam’s Club, a hypermarket. In the marketing channel system, Tanya is best described as a(n)_____.
answer

Downstream Channel Member
question

All of the following are sorting functions performed by intermediaries EXCEPT________.
answer

Matching buyer product needs to retailer stocks
question

How do intermediaries most likely create utility for end-users?
answer

Ensuring product availability and assortment
question

Valu-Mart wants to ensure that its stores are never under- or overstocked with certain products, such as paper towels, sodas, and cereal. Which tool would most likely help Valu-Mart solve this problem?
answer

CRP
question

Which term refers to reducing the use of intermediaries?
answer

Disintermediation
question

Which of the following is most likely an example of a firm engaging in disintermediation?
answer

Selling products directly online
question

The greatest number of contact lines most likely involves manufacturers selling products __________.
answer

Directly to retailers
question

Which term refers to activities such as physically distributing products, engaging in after-sales service, and handling customer payments?
answer

Channel Functions
question

Which channel function almost always moves forward from the producer to the consumer?
answer

Promotion
question

Which channel function almost always moves up the channel from the end-user to the producer?
answer

Payment
question

All of the following channel functions can move either upward or downward in the marketing channel EXCEPT __________.
answer

Ordering
question

Which of the following is most likely a true statement about channel functions?
answer

The performance of certain channel functions correlates with other channel functions correlates with other channel functions.
question

Which of the following is LEAST likely a carrying cost associated with a retailer taking title of a manufacturer’s products?
answer

Integration
question

Which channel function most likely plays a role in all value-added activities of a marketing channel system?
answer

Information Sharing
question

Which of the following most likely occurs in the first stage of the marketing channel strategy framework?
answer

Segmenting the market based on end-user’s needs
question

The benchmarking stage of the marketing channel strategy framework focuses on ________.
answer

Identifying best practices in well-developed systems
question

Which factor would LEAST likely be considered in the implementation stage of the marketing channel strategy framework?
answer

End-User Segmentation
question

Which term refers to splitting a market into groups of end-users?
answer

Segmentation
question

Which term refers to value-added services and products created by channel members and consumed by end-users?
answer

Service Outputs
question

Martin, a channel manager for an appliance manufacturer, needs to evaluate the importance of each channel function in terms of cost and value. Martin also needs to determine the proportion of each channel function performed by each channel member. Which of the following should Martin most likely use for this task?
answer

Efficiency Template
question

Which of the following indicates the proportional value added to the total channel’s performance by each channel member?
answer

Normative Profit Share
question

Katherine, a channel manager with a shoe manufacturer, recently learned that prices in the channel are higher than desired by end-users. Katherine most likely used a(n) ________ to determine this information.
answer

Gap analysis template
question

All of the following are key channel elements that must be managed to ensure that a channel system runs smoothly EXCEPT ________.
answer

Segments
question

Which of the following would be the best method for reducing channel conflict?
answer

Applying Channel Power
question

In the context of a marketing channel, the relationship with an end-user is considered finished once a product or service has been distributed.
answer

False
question

Channel captains are typically manufacturers of branded products.
answer

True
question

Since intermediaries usually increase costs for producers and lower value for consumers, a decentralized system of exchange is more efficient than a centralized network.
answer

False
question

Specialization increases channel efficiency, but it also requires close cooperation and coordination in channel operations.
answer

True
question

Channel logistics relates to processing and tracking factory goods throughout the marketing channel.
answer

True
question

Differentiate the 3 general types of intermediaries.
answer

Wholesale, retail, specialized Wholesale = (distributors, agents, and brokers), sells to channel members such as retailer but not directly to end-users Retail= (department stores, specialty stores, online, franchises), sell directly to end-users Specialized= (an advertising agency providing promotion), perform specific functions within channel, not associated with actually selling products
question

What are the nine universal channel functions? What direction does each function move? Why do some channel functions move in both directions?
answer

functions that move down: – physical possession – ownership – promotion functions that move up: – ordering – payment functions that move both: – negotiation – financing – risk – information sharing Some move both directions because they can benefit both the channel members in being more efficient as a channel to handle consumer demand, and help consumers express their demands in a way that the channel members can improve their ability to supply desired services

Get instant access to
all materials

Become a Member