Question 1

A firm becomes a channel captain because it is the channel member with the ability to influence the behavior of other members. Influence can take four forms, one of which is

Accepted Answer

A)  stakeholder position.
B)  familial ties to other channel members.
C)  expertise.
D)  longevity in the industry.
E)  geographic proximity to the manufacturing plant.F) B) and D)
G) All of the above

Question 2

A channel member (producer, wholesaler, or retailer)  who coordinates, directs, and supports other channel members is referred to as a __________.

Accepted Answer

A)  channel champion
B)  channel general
C)  channel captain
D)  channel director
E)  channel coordinatorF) A) and D)
G) B) and D)

Question 3

Establishments primarily engaged in selling grain and small farm products to retail feed stores would be classified as

Accepted Answer

A)  retailers.
B)  brokers.
C)  ultimate consumers.
D)  wholesalers.
E)  agents.F) A) and B)
G) C) and E)

Question 4

Multichannel marketing

Accepted Answer

A)  creates greater elasticity of demand for its products.
B)  can leverage the value-adding capabilities of different channels.
C)  creates greater inelasticity of demand for its product.
D)  allows firms to legally circumvent paying taxes on revenue generated by online sales.
E)  allow customers to avoid shipping and handling charges.F) None of the above
G) C) and E)

Question 5

Apple now operates over 400 Apple Retail Stores around the world to sell its innovative products such as the iPhone and iPad. Apple uses __________.

Accepted Answer

A)  dual distribution
B)  backward integration
C)  forward integration
D)  horizontal integration
E)  strategic channel alliancesF) B) and E)
G) C) and E)

Question 6

Indirect channels for consumer products

Accepted Answer

A)  occur when one firm's marketing channels are used to sell another firm's products.
B)  include producers and end-users dealing directly with each other.
C)  include intermediaries that are between the producer and consumer and perform numerous channel functions.
D)  are arrangements whereby a firm reaches different buyers by employing two or more different types of channels for the same basic product.
E)  occurs when a retailer sells its product in a store and on the Internet.F) A) and D)
G) B) and E)

Question 7

At the end of a recent year, Solectron, a big Milpitas, California, electronics contractor, made half of its purchases under vendor-managed inventory programs. Solectron

Accepted Answer

A)  had its suppliers perform all materials handing activities.
B)  authorized its suppliers to eliminate as many wholesaling functions as possible from the supply chain.
C)  used a system in which its suppliers determined the product amount and assortment that should be in stock.
D)  authorized the use of distribution centers to provide quicker customer response times.
E)  balanced its total logistics cost by eliminating the convenience service factor.F) C) and D)
G) A) and D)

Question 8

There are three variations of contractual vertical marketing systems: wholesaler-sponsored voluntary chains, retailer-sponsored cooperatives, and __________.

Accepted Answer

A)  franchising
B)  service-oriented voluntary chains
C)  channel-dominated voluntary chains
D)  distributorship cooperatives
E)  reseller franchisingF) A) and B)
G) A) and C)

Question 9

In the automobile industry, the supply chain manager is responsible for translating __________ into actual orders and arranging for delivery dates.

Accepted Answer

A)  marketing goals
B)  customer requirements
C)  marketing information
D)  production requirements
E)  company goalsF) B) and E)
G) B) and C)

Question 10

Retailers and industrial distributors prefer exclusive distribution for two reasons. One is that __________.

Accepted Answer

A)  it provides a point of difference for a retailer or distributor
B)  it eliminates channel conflict
C)  it is usually chosen for convenience
D)  it has market coverage benefits
E)  it is the most common form of distribution intensityF) None of the above
G) A) and D)

Question 11

The four most popular types of franchise arrangements are

Accepted Answer

A)  service-sponsored franchise systems, service-sponsored retail franchise systems, manufacturer-sponsored wholesale franchise systems, and manufacturer-sponsored retail franchise systems.
B)  service-sponsored retail franchise systems, corporate vertical marketing systems, wholesaler-sponsored voluntary chains, and service-sponsored franchise systems.
C)  manufacturer-sponsored wholesale franchise systems, service-sponsored retail franchise systems, corporate vertical marketing systems, and wholesaler-sponsored voluntary chains.
D)  manufacturer-sponsored retail franchise systems, service-sponsored retail franchise systems, corporate vertical marketing systems, and wholesaler-sponsored voluntary chains.
E)  administered vertical marketing systems, service-sponsored retail franchise systems, corporate vertical marketing systems, and wholesaler-sponsored voluntary chains.F) A) and B)
G) B) and E)

Question 12

For logistics, the customer service concept suggests that firms should

Accepted Answer

A)  automate interactions with customers.
B)  maximize customer service levels.
C)  minimize customer service levels.
D)  minimize total logistics costs and let customer service follow.
E)  satisfy users in terms of time, dependability, communication, and convenienceF) A) and E)
G) A) and D)

Question 13

Supply chain managers balance total logistics cost factors against customer service factors. Customer service factors include

Accepted Answer

A)  reliability, flexibility, consistency, and dependability.
B)  time, dependability, communication, and convenience.
C)  consistency, responsiveness, durability, and communication.
D)  time, assurance, responsiveness, and dependability.
E)  convenience, flexibility, time, and valueF) A) and B)
G) A) and D)

Question 14

Conflict that occurs between two different levels in a marketing channel is referred to as

Accepted Answer

A)  lateral conflict.
B)  horizontal conflict.
C)  vertical conflict.
D)  distributor conflict.
E)  contractual conflict.F) C) and D)
G) None of the above

Question 15

Jeff Tabrizi is the owner of Tabrizi Oriental Rugs located in Toronto, Canada. He shops the world over, handpicks, and orders beautiful, authentic handmade rugs. He has them shipped to Canada, where he sells them through his brick-and-mortar stores and his www.tabrizi.com website. In terms of the marketing channel, Jeff is acting as a(n)  __________.

Accepted Answer

A)  consumer
B)  agent
C)  wholesaler
D)  brokerage firm
E)  middlemanF) None of the above
G) A) and C)

Question 16

IGA and Ben Franklin variety and craft stores are examples of

Accepted Answer

A)  service-sponsored retail systems.
B)  wholesaler-sponsored voluntary chains.
C)  retailer-sponsored cooperatives.
D)  administered cooperative systems.
E)  manufacturer-sponsored cooperatives.F) C) and D)
G) A) and E)

Question 17

__________ seeks to leverage the value-adding capabilities of both electronic marketing and traditional delivery. Catalogs can serve as shopping tools for online purchasing, and websites can help consumers do their homework before visiting a store.

Accepted Answer

A)  Direct marketing
B)  Indirect marketing
C)  Intensive marketing
D)  Multichannel marketing
E)  Automated marketingF) D) and E)
G) A) and C)

Question 18

-Which of the channels shown in the Channel Sales and Profit Marketing Dashboard above represents the MOST sales for a particular furniture manufacturer?

Accepted Answer

A)  independent furniture stores
B)  furniture store chains
C)  department store chains
D)  mass merchandisers
E)  warehouse clubsF) B) and E)
G) B) and C)

Question 19

Johnson Controls can receive an order for automobile seats from Ford and deliver the order four hours later, beginning with raw materials and ending with delivery of the finished seats to Ford. As used by Johnson Controls, logistics

Accepted Answer

A)  creates utilities for Ford.
B)  provides Ford with a cost-effective dual distribution system.
C)  increases the number of steps in the value proposition creation process.
D)  includes the role of Johnson controls as a channel captain.
E)  does not influence Ford's supply chain.F) C) and E)
G) A) and B)

Question 20

A contractual arrangement between a parent company and an individual or firm that allows the latter to operate a certain type of business under an established name and according to specific rules is referred to as __________.

Accepted Answer

A)  a corporate vertical marketing system
B)  a wholesaler sponsored voluntary chain
C)  a retailer-sponsored cooperative
D)  franchising
E)  an administered vertical marketing systemF) A) and D)
G) A) and E)

Exam 12: Managing Marketing Channels and Supply Chains

There are three variations of contractual vertical marketing systems: wholesaler-sponsored voluntary chains, retailer-sponsored cooperatives, and __________.

Correct Answer
verified

Retailers and industrial distributors prefer exclusive distribution for two reasons. One is that __________.

Correct Answer
verified

Correct Answer
verified

A firm becomes a channel captain because it is the channel member with the ability to influence the behavior of other members. Influence can take four forms, one of which is

Correct Answer
verified

__________ seeks to leverage the value-adding capabilities of both electronic marketing and traditional delivery. Catalogs can serve as shopping tools for online purchasing, and websites can help consumers do their homework before visiting a store.

Correct Answer
verified

At the end of a recent year, Solectron, a big Milpitas, California, electronics contractor, made half of its purchases under vendor-managed inventory programs. Solectron

Correct Answer
verified

A contractual arrangement between a parent company and an individual or firm that allows the latter to operate a certain type of business under an established name and according to specific rules is referred to as __________.

Correct Answer
verified

In the automobile industry, the supply chain manager is responsible for translating __________ into actual orders and arranging for delivery dates.

Correct Answer
verified

Supply chain managers balance total logistics cost factors against customer service factors. Customer service factors include

Correct Answer
verified

For logistics, the customer service concept suggests that firms should

Correct Answer
verified

IGA and Ben Franklin variety and craft stores are examples of

Correct Answer
verified

A channel member (producer, wholesaler, or retailer) who coordinates, directs, and supports other channel members is referred to as a __________.

Correct Answer
verified

Multichannel marketing

Correct Answer
verified

The four most popular types of franchise arrangements are

Correct Answer
verified

Indirect channels for consumer products

Correct Answer
verified

Conflict that occurs between two different levels in a marketing channel is referred to as

Correct Answer
verified

Apple now operates over 400 Apple Retail Stores around the world to sell its innovative products such as the iPhone and iPad. Apple uses __________.

Correct Answer
verified

Establishments primarily engaged in selling grain and small farm products to retail feed stores would be classified as

Correct Answer
verified

-Which of the channels shown in the Channel Sales and Profit Marketing Dashboard above represents the MOST sales for a particular furniture manufacturer?

Correct Answer
verified

Johnson Controls can receive an order for automobile seats from Ford and deliver the order four hours later, beginning with raw materials and ending with delivery of the finished seats to Ford. As used by Johnson Controls, logistics

Correct Answer
verified

Exam 12: Managing Marketing Channels and Supply Chains

There are three variations of contractual vertical marketing systems: wholesaler-sponsored voluntary chains, retailer-sponsored cooperatives, and __________.

Correct AnswerverifiedShow Answer

Retailers and industrial distributors prefer exclusive distribution for two reasons. One is that __________.

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

A firm becomes a channel captain because it is the channel member with the ability to influence the behavior of other members. Influence can take four forms, one of which is

Correct AnswerverifiedShow Answer

__________ seeks to leverage the value-adding capabilities of both electronic marketing and traditional delivery. Catalogs can serve as shopping tools for online purchasing, and websites can help consumers do their homework before visiting a store.

Correct AnswerverifiedShow Answer

At the end of a recent year, Solectron, a big Milpitas, California, electronics contractor, made half of its purchases under vendor-managed inventory programs. Solectron

Correct AnswerverifiedShow Answer

A contractual arrangement between a parent company and an individual or firm that allows the latter to operate a certain type of business under an established name and according to specific rules is referred to as __________.

Correct AnswerverifiedShow Answer

In the automobile industry, the supply chain manager is responsible for translating __________ into actual orders and arranging for delivery dates.

Correct AnswerverifiedShow Answer

Supply chain managers balance total logistics cost factors against customer service factors. Customer service factors include

Correct AnswerverifiedShow Answer

For logistics, the customer service concept suggests that firms should

Correct AnswerverifiedShow Answer

IGA and Ben Franklin variety and craft stores are examples of

Correct AnswerverifiedShow Answer

A channel member (producer, wholesaler, or retailer) who coordinates, directs, and supports other channel members is referred to as a __________.

Correct AnswerverifiedShow Answer

Multichannel marketing

Correct AnswerverifiedShow Answer

The four most popular types of franchise arrangements are

Correct AnswerverifiedShow Answer

Indirect channels for consumer products

Correct AnswerverifiedShow Answer

Conflict that occurs between two different levels in a marketing channel is referred to as

Correct AnswerverifiedShow Answer

Apple now operates over 400 Apple Retail Stores around the world to sell its innovative products such as the iPhone and iPad. Apple uses __________.

Correct AnswerverifiedShow Answer

Establishments primarily engaged in selling grain and small farm products to retail feed stores would be classified as

Correct AnswerverifiedShow Answer

-Which of the channels shown in the Channel Sales and Profit Marketing Dashboard above represents the MOST sales for a particular furniture manufacturer?

Correct AnswerverifiedShow Answer

Johnson Controls can receive an order for automobile seats from Ford and deliver the order four hours later, beginning with raw materials and ending with delivery of the finished seats to Ford. As used by Johnson Controls, logistics

Correct AnswerverifiedShow Answer

Correct Answer
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