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Question;Chapter 15;Designing and Managing Integrated;Marketing Channels;GENERAL;CONCEPT QUESTIONS;Multiple;Choice;1. Intermediaries who buy, take title to, and;resell the merchandise are called ________.;a. retailers;b. facilitators;c. marketers;d. agents;e. merchants;2. Companies that search for customers and may;negotiate on the producer?s behalf but do not take title to the goods are;called ________.;a. marketers;b. merchants;c. facilitators;d. agents;e. none of the above;3. Transportation companies, independent;warehouses, banks, and advertising agencies that assist in the distribution;process but neither take title to goods nor negotiate purchases or sales are;called ________.;a. marketers;b. facilitators;c. agents;d. merchants;e. none of the above;4. One of the chief roles of marketing;channels is to convert potential buyers into profitable ________.;a. sales;b. marketers;c. customers;d. orders;e. consumers;5. A marketing channel system is the;particular set of ________ employed by a firm. Decisions about the marketing;channel system are among the most critical facing a firm.;a. marketing channels;b. distribution/warehouse channels;c. finance channels;d. management channels;e. advertising channels;6. A ________ strategy involves the;manufacturer using its sales force and trade promotion money to induce;intermediaries to carry, promote, and sell the product to end users.;a. push;b. pull;c. promote;d. provide;e. none of the above;7. A ________ strategy creates consumer demand;through promotions and advertising as a way to induce intermediaries to carry;the product.;a. push;b. pull;c. promote;d. provide;e. none of the above;8. Today customers expect channel integration;to work smoothly. Which of the following is NOT one of the characteristics of channel integration?;a. The ability to order the product online and;pick it up at a retail location;b. The ability to return an online purchase at;the retail location;c. The right to receive discounts based on;total online and off-line purchases;d. Offering gift certificates that can be;redeemed online and off-line;e. None of the above are characteristics of;channel integration;9. Generally speaking, buyers fall into four;categories. Which of the following is NOT;one of these categories?;a. Habitual shoppers;b. High-value deal seekers;c. Low-involvement shoppers;d. Variety-loving shoppers;e. High-involvement shoppc;10. Shoppers who primarily seek stores that;suit people like themselves or members of groups they aspire to join are known;as ________.;a. price/value customers;b. affinity customers;c. service/quality customers;d. variety-loving shoppers;e. high-value deal seekers;11. A supply chain view of a firm sees markets;as destination points and amounts to a linear view of the flow. The company;should first think of the target market and then design the supply chain;backward from that point. This view is called ________.;a. value network;b. demand chain planning;c. demand retail planning;d. customer planning;e. none of the above;12. A value network includes a firm?s suppliers;and its suppliers? suppliers, and its immediate customers and their end;a. retailers;b. marketers;c. shoppers;d. customers;e. procedures;13. Through their contacts, experience;specialization, and scale of operation, intermediaries help firms _______ in;making goods widely available.;a. achieve superior products;b. achieve superior use of technology;c. achieve superior efficiency;d. achieve superior contacts;e. achieve superior distribution channels;14. A marketing channel overcomes the time;place, and ________ gaps that separate goods and services from those who need;or want them.;a. possession;b. retail;c. consumers;d. policies;e. buyers;Physical functions, title functions, and promotional functions are;example of ________ flow of activity from the company to the customer.;f. lateral;g. forward;h. backward;i.;sidewise;j.;none;of the above;15. The question regarding the various channel;functions is not whether or not they need to be performed but who is to perform;them. All channel functions have three things in common. Which of the following;is NOT one of these channel;functions?;a. They use up scarce resources.;b. They can often be performed better through;specialization.;c. They can be shifted among channel members.;d. They require substantial investments by the;producer.;e. None of the above;16. A ________ channel consists of a;manufacturer selling directly to the final customer.;a. three-level;b. two-level;c. zero-level;d. multiple-level;e. one-level;17. Designing a marketing channel system;involves analyzing customer needs, ________, identifying major channel;alternatives, and evaluating major channel alternatives.;a. establishing channel partners;b. establishing channel costs;c. establishing channel members;d. establishing channel budgets;e. establishing channel objectives;18. In designing the marketing channel, the;marketer must understand the service output levels desired by the target;customers. Channels produce five service outputs. Which of the following is NOT one of these outputs?;a. Product variety;b. ?Entertainment shopping experience?;c. Spatial convenience;d. Waiting and delivery time;e. Lot size;19. Channel objectives should be stated in;terms of ________ service output levels.;a. efficient;b. budgeted;c. targeted;d. affordable;e. none of the above;20. A channel alternative is described;by three elements: the types of available business intermediaries, the number;of intermediaries needed, and the ________.;a.;area of expertise of each;channel member;b. terms and responsibilities of each channel;member;c. quality of the channel member;organization;d. size of each channel member;e. depth of commitment of each channel member;21. Companies deciding on the number;of intermediaries to use at each channel level have three strategies available;to them. They can use exclusive distribution, ________ distribution, and;intensive distribution.;a. selective;b. extensive;c. self-selecting;d. competitive;e. collective;22. When the producer wants to;maintain control over the service level and outputs offered by the resellers;it most likely will use ________ distribution.;a. competitive;b. extensive;c. intensive;d. exclusive;e. selective;23. By granting ________, the producer hopes to;obtain more dedicated and knowledgeable selling.;a. selective distribution;b. intensive distribution;c. extensive distribution;d. random distribution;e. exclusive distribution;24. With ________, the company does not need to;worry about too many outlets, it can gain adequate market coverage with more;control and less cost that intensive distribution.;a. selective distributio;b. normal distribution;c. extensive distribution;d. random distribution;e. exclusive distribution;25. Manufacturers are constantly tempted to;move from exclusive or selective distribution to more intensive distribution in;order to ________.;a. increase coverage and sales;b. decrease coverage and sales;c. enter the market;d. leave the market;e. none of the above;26. ________ distribution consists of the;manufacturer placing his goods and services in as many outlets as possible.;a. Selective;b. Exclusive;c. Intensive;d. ?Shotgun?;e. Scattered;27. The main elements in the ?trade-relations;mix? are price policies, conditions of sale, ________, and specific services to;be performed by each party.;a. competitive policies;b. distribution policies;c. service policies;d. credit policies;e. territorial rights;28. Each channel alternative needs to be;evaluated against ________, control, and adaptive criteria.;a. economic;b. manufacturing;c. delivery;d. financial;e. timing issues;29. One of the control issues of using;a sales agency as a channel partner is that the sales agency is an independent;firm seeking to ________.;a. find new customers;b. increase sales;c. lower its costs and profits;d. maximize profits;e. none of the above;30. After a company has chosen a channel;alternative, individual intermediaries must be ________, trained, motivated;and evaluated.;a. selected;b. researched;c. compensated;d. induced;e. none of the above;31. It is important for the company to select;its channel members carefully because to the customers, the channels;the company.;a. are independent entrepreneurs of;b. distance themselves from;c. are not;d. are;e. look like;32. ________ can be defined as the ability to;alter channel members? behavior so that they take actions they would not have;taken otherwise.;a. Marketing;b. Superior products;c. Channel power;d. Channel relationships;e. Channel concerns;33. The five types of power available to the;producer to elicit cooperation from channel members includes all of the;following EXCEPT ________ power.;a. expert;b. position;c. coercive;d. referent;e. reward;34. In competitive markets with low entry;barriers, the optimal channel structure will inevitably ________ over time.;a. become cumbersome;b. harden;c. stay the same;d. increase;e. change;35. Regarding distribution systems, one of the;most difficult decision that a firm must make at some time involves;the channel strategy.;a. discontinuing;b. revising;c. decreasing members of;d. increasing;members of;e. scrapping;36. A conventional marketing channel comprises;a(n) ________, wholesaler(s), and retailer(s), each acting in his own;self-interest.;a. broker;b. manufacturing agent;c. manufacturing representative;d. merchant wholesaler;e. independent producer;37. A(n) ________ comprises the producer;wholesaler(s), and retailers(s) acting as a unified system.;a. corporate VMS;b. distributor relationship;c. vertical marketing system;d. distribution system;e. administered system;38. A(n) ________ consists of independent firms;at different levels of production and distribution integrating their programs;on a contractual basis to obtain more economies or sales impact than they could;achieve alone.;a. contractual VMS;b. distributor VMS;c. administered VMS;d. vertical marketing system;e. none of the above;39. Which of the following is a type of;contractual VMS?;a. Specialty stores;b. Franchise organizations;c. Kiosks stores;d. Catalog stores;e. None of the above;40. When two or more unrelated;companies put together resources or programs to exploit an emerging marketing;opportunity, it is called a ________.;a. coop marketing system;b. horizontal marketing system;c. financial marketing system;d. vertical marketing system;e. cross-marketing system;41. ________ occurs when a single firm uses two;or more marketing channels to reach one or more customer segments.;a. Multichannel marketing;b. Multimarket marketing;c. Diversified marketing;d. Integrated marketing;e. None of the above;42. By adding more channels, companies can gain;three important benefits. First, they can increase their market coverage;second, they can lower channel costs, and third, they can provide ________.;a. effective dollar costs/sale;b. increased exposure;c. increased volume of potential customers;d. increased volume of sales;e. more customized selling;43. ________ is generated when one channel;member?s actions prevent another channel from achieving its goal.;a. Channel power;b. Channel conflict;c. Channel coordination;d. Channel advertisement;e. None of the above;44. ________ involves conflict between members;at the same level within the channel.;a. Vertical channel conflict;b. Circular channel conflict;c. Multichannel conflict;d. Horizontal channel conflict;e. None of the above;45. ________ means conflict between different;levels within the same channel.;a. Vertical channel conflict;b. Circular channel conflict;c. Multichannel conflict;d. Horizontal channel conflict;e. None of the above;46. ________ exists when the manufacturer has;established two or more channels that sell to the same market.;a. Vertical channel conflict;b. Circular channel conflict;c. Multichannel conflict;d. Horizontal channel conflict;e. None of the above;47. ________ occurs when channel members are;brought together to advance the goals of the channel, as opposed to their own;potentially incompatible goals.;a. Channel coordination;b. Channel cooperation;c. Channel conflict;d. Channel advertisement;e. None of the above;48. Causes of channel conflict include all of;the following, EXCEPT________.;a. goal;incompatibility;b. differences in perception;c. dependency;d. unclear goals and rights;e. channel power usage;49. There are several mechanisms for effective;channel conflict management. These include the following, EXCEPT ________.;a. frequent vendor switching;b. superordinate goals;c. co-optation;d. diplomacy;e. mediation;50. ________ is an effort by one organization;to win the support of the leaders of another organization by including them in;advisory councils, board of directors, and the like.;a. Co-optation;b. Diplomacy;c. Superordinate goals;d. Mediation;e. Arbitration;51. ________ means resorting to a neutral third;party who is skilled in conciliating the two parties? interests.;a. Co-optation;b. Negotiation;c. Mediation;d. Arbitration;e. Diplomacy;52. Producers of strong brands;sometimes sell them to dealers only if the dealers will take some or all of the;rest of the line. This practice is called full-line forcing or ________.;a. EDLPs;b. laddering;c. tying agreements;d. reciprocal agreements;e. trade-offs;53. ________ describes the use of electronic;means and platforms to conduct a company?s business.;a. E-business;b. E-commerce;c. E-purchasing;d. E-marketing;e. None of the above

 

Paper#47286 | Written in 18-Jul-2015

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