Question 1

The producer informs each channel member what its responsibilities are, and what the terms of business are.

Accepted Answer

A) True 
 B)False

Question 2

Which of the following companies uses a direct marketing channel?

Accepted Answer

A)   Fishhooks, a factory that manufactures fishing equipment that it ships to hobby stores worldwide
B)   Germfight, a factory that manufactures dental products that it distributes only to select department stores
C)   Apple Blossoms, a company that sells its cosmetics exclusively through Ray's Retail Store
D)   Holly Wreaths, a store that sells Christmas ornaments to customers via its online click-to-order catalogs
E)   Showdown, a clothing store that stocks merchandise from different international brandsF) B) and C)
G) A) and D)

Question 3

Which of the following is most likely a manufacturer-sponsored retailer franchise system?

Accepted Answer

A)   international fast food chains like McDonald's and Pizza Hut
B)   Starbucks outlets operating within Target stores
C)   Toyota and its network of independent franchised dealers
D)   licensed bottlers that bottle and sell soft drinks to retailers
E)   hotel chains like the Ritz Carlton and Shangri-LaF) All of the above
G) A) and D)

Question 4

Logistics has grown in importance for all of the following reasons EXCEPT that ________.

Accepted Answer

A)   companies that become channel members want to continue to grow and expand.
B)   companies can gain a powerful competitive advantage by using improved logistics to give customers better service or lower prices.
C)   improved logistics can yield tremendous cost savings to both a company and its customers.
D)   more than almost any other marketing function, logistics affects the environment and a firm's environmental sustainability efforts.
E)   the explosion in product variety has created a need for improved logistics management.F) A) and B)
G) All of the above

Question 5

A ________ VMS consists of independent firms at different levels of production and distribution who join together through formal agreements to obtain more economies or sales impact than each could achieve alone.

Accepted Answer

A)   corporate
B)   contingency
C)   contractual
D)   communal
E)   conventionalF) A) and B)
G) A) and C)

Question 6

Give an example of a multichannel distribution system.

Accepted Answer

John Deere sells its familiar green and ...

Question 7

Which of the following is a disadvantage of adding new channels in a multichannel distribution system?

Accepted Answer

A)   decreasing complexity of markets
B)   decreasing control over the system
C)   reducing opportunities for franchising
D)   lowering sales and market coverage
E)   minimizing publicity needsF) B) and E)
G) A) and B)

Question 8

What is horizontal conflict? Illustrate your answer with an example.

Accepted Answer

Horizontal conflict is conflict that occ...

Question 9

For which product would a company use an exclusive distribution strategy?

Accepted Answer

A)   luxury cars
B)   newspapers
C)   chewing gum
D)   dairy products
E)   soft drinksF) B) and C)
G) C) and E)

Question 10

How can a firm benefit from involvement in a contractual VMS?

Accepted Answer

A contractual VMS consists of independen...

Question 11

The ________ organization is the most common type of contractual relationship.

Accepted Answer

A)   franchise
B)   horizontal
C)   conventional
D)   multi-national
E)   entrepreneurialF) B) and C)
G) A) and C)

Question 12

It is more efficient for a company to keep the marketing channel functions-such as information gathering, promotion, contacting customers and matching their needs, negotiation, and physical distribution-in-house as they are most skilled at those functions.

Accepted Answer

A) True 
 B)False

Question 13

Ford and its network of independent franchised dealers is an example of a ________.

Accepted Answer

A)   manufacturer-sponsored retailer franchise system
B)   manufacturer-sponsored wholesaler franchise system
C)   service-firm-sponsored retailer franchise system
D)   service-firm-sponsored equity strategic alliance
E)   manufacturer-and-service-sponsored joint ventureF) A) and E)
G) A) and D)

Question 14

Describe the types of products that are selectively distributed and provide examples.

Accepted Answer

In selective distribution, more than one...

Question 15

________ are complex behavioral systems in which people and companies interact to accomplish individual, company, and channel goals.

Accepted Answer

A)   Customer relationship management systems
B)   Distribution channels
C)   Partner relationship systems
D)   Consumer bases
E)   Buying centersF) A) and D)
G) None of the above

Question 16

How can a firm benefit from participating in a horizontal marketing system?

Accepted Answer

Two or more companies at one level join ...

Question 17

Why are companies increasingly turning to third-party logistics providers (3PLs)?

Accepted Answer

A third-party logistics provider is an i...

Question 18

Producing a product or service and making it available to buyers requires building relationships not only with customers but also with key suppliers and resellers in the company's ________.

Accepted Answer

A)   upstream partnerships
B)   marketing channels
C)   inventory providers
D)   supply chain
E)   downstream partnershipsF) A) and D)
G) A) and B)

Question 19

Refer to the scenario below to answer the following question(s) .
Kimberly's Crown sells and designs jewelry. Despite the jewelry's popularity, products are available only through a few shopping stores across the country.
-Kimberly decides to alter its distribution strategy so that its jewelry is accessible to the public only through one distributor. The strategy they're considering is known as ________ distribution.

Accepted Answer

A)   elusive
B)   extensive
C)   exclusive
D)   selective
E)   electiveF) B) and E)
G) C) and D)

Question 20

In a(n)  ________ channel, the same member both produces and distributes a product or service to consumers.

Accepted Answer

A)   tiered
B)   direct
C)   platform
D)   vertical
E)   exclusiveF) B) and D)
G) A) and B)

Exam 12: Marketing Channels: Delivering Customer Value

A ________ VMS consists of independent firms at different levels of production and distribution who join together through formal agreements to obtain more economies or sales impact than each could achieve alone.

Correct Answer
verified

Which of the following companies uses a direct marketing channel?

Correct Answer
verified

________ are complex behavioral systems in which people and companies interact to accomplish individual, company, and channel goals.

Correct Answer
verified

Which of the following is a disadvantage of adding new channels in a multichannel distribution system?

Correct Answer
verified

Why are companies increasingly turning to third-party logistics providers (3PLs)?

Correct Answer
verified
A third-party logistics provider is an i...
View Answer

Producing a product or service and making it available to buyers requires building relationships not only with customers but also with key suppliers and resellers in the company's ________.

Correct Answer
verified

Give an example of a multichannel distribution system.

Correct Answer
verified
John Deere sells its familiar green and ...
View Answer

How can a firm benefit from involvement in a contractual VMS?

Correct Answer
verified
A contractual VMS consists of independen...
View Answer

What is horizontal conflict? Illustrate your answer with an example.

Correct Answer
verified
Horizontal conflict is conflict that occ...
View Answer

How can a firm benefit from participating in a horizontal marketing system?

Correct Answer
verified
Two or more companies at one level join ...
View Answer

The ________ organization is the most common type of contractual relationship.

Correct Answer
verified

Describe the types of products that are selectively distributed and provide examples.

Correct Answer
verified
In selective distribution, more than one...
View Answer

Correct Answer
verified

Ford and its network of independent franchised dealers is an example of a ________.

Correct Answer
verified

The producer informs each channel member what its responsibilities are, and what the terms of business are.

Correct Answer
verified

It is more efficient for a company to keep the marketing channel functions-such as information gathering, promotion, contacting customers and matching their needs, negotiation, and physical distribution-in-house as they are most skilled at those functions.

Correct Answer
verified

For which product would a company use an exclusive distribution strategy?

Correct Answer
verified

Logistics has grown in importance for all of the following reasons EXCEPT that ________.

Correct Answer
verified

Which of the following is most likely a manufacturer-sponsored retailer franchise system?

Correct Answer
verified

In a(n) ________ channel, the same member both produces and distributes a product or service to consumers.

Correct Answer
verified

Exam 12: Marketing Channels: Delivering Customer Value

A ________ VMS consists of independent firms at different levels of production and distribution who join together through formal agreements to obtain more economies or sales impact than each could achieve alone.

Correct AnswerverifiedShow Answer

Which of the following companies uses a direct marketing channel?

Correct AnswerverifiedShow Answer

________ are complex behavioral systems in which people and companies interact to accomplish individual, company, and channel goals.

Correct AnswerverifiedShow Answer

Which of the following is a disadvantage of adding new channels in a multichannel distribution system?

Correct AnswerverifiedShow Answer

Why are companies increasingly turning to third-party logistics providers (3PLs)?

Correct AnswerverifiedA third-party logistics provider is an i...View AnswerShow Answer

Producing a product or service and making it available to buyers requires building relationships not only with customers but also with key suppliers and resellers in the company's ________.

Correct AnswerverifiedShow Answer

Give an example of a multichannel distribution system.

Correct AnswerverifiedJohn Deere sells its familiar green and ...View AnswerShow Answer

How can a firm benefit from involvement in a contractual VMS?

Correct AnswerverifiedA contractual VMS consists of independen...View AnswerShow Answer

What is horizontal conflict? Illustrate your answer with an example.

Correct AnswerverifiedHorizontal conflict is conflict that occ...View AnswerShow Answer

How can a firm benefit from participating in a horizontal marketing system?

Correct AnswerverifiedTwo or more companies at one level join ...View AnswerShow Answer

The ________ organization is the most common type of contractual relationship.

Correct AnswerverifiedShow Answer

Describe the types of products that are selectively distributed and provide examples.

Correct AnswerverifiedIn selective distribution, more than one...View AnswerShow Answer

Correct AnswerverifiedShow Answer

Ford and its network of independent franchised dealers is an example of a ________.

Correct AnswerverifiedShow Answer

The producer informs each channel member what its responsibilities are, and what the terms of business are.

Correct AnswerverifiedShow Answer

It is more efficient for a company to keep the marketing channel functions-such as information gathering, promotion, contacting customers and matching their needs, negotiation, and physical distribution-in-house as they are most skilled at those functions.

Correct AnswerverifiedShow Answer

For which product would a company use an exclusive distribution strategy?

Correct AnswerverifiedShow Answer

Logistics has grown in importance for all of the following reasons EXCEPT that ________.

Correct AnswerverifiedShow Answer

Which of the following is most likely a manufacturer-sponsored retailer franchise system?

Correct AnswerverifiedShow Answer

In a(n) ________ channel, the same member both produces and distributes a product or service to consumers.

Correct AnswerverifiedShow Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
A third-party logistics provider is an i...
View Answer

Correct Answer
verified

Correct Answer
verified
John Deere sells its familiar green and ...
View Answer

Correct Answer
verified
A contractual VMS consists of independen...
View Answer

Correct Answer
verified
Horizontal conflict is conflict that occ...
View Answer

Correct Answer
verified
Two or more companies at one level join ...
View Answer

Correct Answer
verified

Correct Answer
verified
In selective distribution, more than one...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
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