chapter 8 and 10 b-b

59. Techniques for motivating individual channel members include all of the following except:

*d. better planning by the business marketer.

30. The need to employ more than one type of industrial channel of distribution arises as a result of:

*d. both a different target markets sought by the firm and different marketing tasks associated with different products produced by the firm.

72. Channel design involves

*d. both developing new channels and modifying existing channels.

58. When evaluating channel alternatives, if the feasible system lies between the ideal and existing system,

*d. both the existing system can be changed without sacrificing management goals and relaxing management constraints might produce even greater benefits.

48. A direct sales force is best used for:

*d. complex products.

46. Rapid product development offers a number of competitive advantages. Research indicates that the _____ strategy increased the speed of product development for products that had predictable designs and that were targeted for stable and mature markets.

*d. compressed

33. A feature-enhanced or cost-reduced Canon fax machine provides an example of which type of development project?

*d. derivative project

32. The type of development project that centers on incremental product enhancements (for example, new feature), incremental process improvements (for example, a lower-cost manufacturing process), or incremental changes in both dimensions is referred to as a:

*d. derivative project.

33. The industrial distributor:

*d.all of the answer choices, takes title to the product sold, occasionally does some assembly and manufacturing work, provides delivery.

55. The use of a product-family focus in planning should include which of the following?

*a. Close interfunctional working relationships.

53. Which of the following characteristics is true of induced strategic behavior?

*a. Communication is consistent with organizational flow.

64. _____ are generally small, independent businesses serving narrow geographic markets.

*a. Distributors

61. According to research, major drivers of a firm's new product performance include:

*a. Resource commitment.

42. Products that share a common platform but have different specific features and enhancements that are required for different sets of consumers constitute:

*a. a product family.

43. A benchmarking study sought to uncover the critical success factors that drive a firm's new product performance. The results indicate that successful firms:

*a. center development efforts on clearly-defined market and technology domains.

42. Industrial products that are complex, unique and made to order are more frequently sold through:

*a. direct channels.

28. The channel strategy that involves the utilization of one or more middlemen is referred to as:

*a. indirect distribution.

37. Concerning the compensation of manufacturers' representatives, the business marketer compensates them on the following basis:

*a. percentage commission.

34. Commercial development projects that create the design and components that are shared by a set of products are referred to as:

*a. platform projects.

57. A _____ targets demanding, high-end customers with better performance than what was previously available.

*a. sustaining innovation

56. Special insights into innovation management can come from examining the rate at which products are improving and customers can use the improvements. These insights are captured in:

*a. the disruption innovation model.

64. A firm that lead customers where they want to go before the customers actually know it themselves is employing:

*a. the lead user method.

30. In contrasting induced strategic behavior with autonomous strategic behavior, which of the following statements is incorrect?

*b. Autonomous behavior stems from the organization's existing concept of strategy while induced behavior will eventually be integrated into the firm's concept of strategy.

68. _____ is the dynamic process of developing new channels where none existed and modifying existing channels.

*b. Channel design

50. _____ cater to a broad array of industrial goods.

*b. General-line distributors

63. For a new-market strategy innovation strategy to work, which of the following requirements need to be met?

*b. Present customers need to go to an inconvenient location to use the product or service.

35. Generally, manufacturers' reps:

*b. are restricted to a limited geographical area.

36. Commercial development projects that establish new core products and new core processes that differ from those of previous generations are referred to as:

*b. breakthrough projects.

58. A _____ represents a product or service that is not as good as currently available alternatives, but that is typically simpler and less expensive.

*b. disruptive innovation

47. Speed is becoming an important strategic weapon, particularly in high-technology markets. Research indicates that the _____ strategy increased the speed of product development for markets characterized by rapidly evolving technology and unpredictable patterns of competition.

*b. experiential

49. This strategy for the new product development process views product development as a highly uncertain path and speed comes from multiple design iterations, extensive testing, and a powerful leader who can keep the product teams focused. This describes the _____ strategy.

*b. experiential

27. With respect to induced strategic behavior, please identify the incorrect statement. Induced strategic behavior:

*b. is generally observed in conjunction with major types of innovations for new markets.

66. In the classification of distributors, _____ focus on one line or on a few related lines.

*b. specialists

57. When evaluating channel alternatives, if the existing channel is about as good as it can be and if customer satisfaction is low:

*b. the fault is not with the channel design, it is with poor management.

45. The compensation provided to industrial channel members should reflect:

*b. the nature of the marketing tasks performed by the channel member.

59. For a low-end disruptive innovation strategy to work, which of the following requirements must be met?

*c. Both there needs to be customers at the low end of the market who are eager to purchase a "good enough" product for a lower price and the company must be able to create a business model to make profits at a discount price.

38. _____ involve the creation of the know-how and know-why of new materials and technologies that eventually translate into commercial development.

*c. Research and development projects

65. Which is NOT a determinant of new product success?

*c. Risk avoidance

70. When motivating channel members, the primary motivating device tends to be:

*c. compensation.

29. Within the context of autonomous strategic behavior, product championing refers to the process of:

*c. creating or adapting an idea for an innovation and actively creating momentum for the project.

55. The primary reason for using more than one type of intermediary for the same product is:

*c. different market segments require different channel structures.

27. The channel strategy that does not utilize any manufacturers' representatives, industrial distributors, or other kinds of middlemen is referred to as:

*c. direct distribution.

26. Concerning the management of product innovation, which of the following statements is incorrect? The successful management of product innovation:

*c. is properly characterized as a rational, deliberate, and analytical process.

31. The largest proportion of sales handled by industrial channel members is accounted for by:

*c. manufacturers' representatives and industrial distributors.

34. A distributor classification, the combination house:

*c. operates in both the industrial and consumer markets.

54. The manufacturer-rep channel is generally used when the:

*c. product is not standard, but is closer to made-to-order.

53. Manufacturer reps are most likely used:

*c. to eliminate significant overhead costs.

63. What percentage of U.S. Gross Domestic Product is sold through indirect distribution channels?

*d. 60%

60. Which of the following are tasks that are performed by channels of distribution?

*d. All of the answer choices, arranging financingstorage and transportation

65. Responsibilities for distributors include:

*d. All of the answer choices, making products available, repair, and providing service and technical advice

69. Channel length decreases:

*d. All of the answer choices, when the purchase becomes more significant, when market or industry concentration increases, when customer potential increases.

60. Examples of low-cost probes or experiments in product development include which of the following?

*d. All of the answer choices; Increase understanding of future customer needs by entering into strategic alliances with leading-edge customers, Conducting regular planning sessions on the future, Development of experimental products for new markets.

62. Important dimensions of the new product development process include:

*d. All of the answer choices; technical knowledge, predevelopment proficiency, market knowledge.

41. In specifying channel alternatives, which of the following issues is(are) involved?

*d. all of the answer choices, determining the levels to be included in the channel, determining the number of channel intermediaries at each level of the channel, determining the types of intermediaries to employ

41. Successful product innovators in the computer industry:

*d. all of the answer choices, emphasize real-time communication within new product development teams and across product teams, do not invest in any version of the future but, instead, use a variety of low-cost probes to create many options for the future, carefully manage the transition between current and future projects

46. Manufacturers who wish to strengthen the dependence that channel members have on them could:

*d. all of the answer choices, increase commissions, encourage channel members to carry the firm's full product line, increase promotion to enhance the profitability of channel members.

62. E-channels can be used by business marketing firms for:

*d. all of the answer choices, information platforms, transaction platforms, customer relationship management platforms.

49. The industrial distributor's primary responsibilities include:

*d. all of the answer choices, repair, contact, product availability.

71. Selecting the best channel of distribution to accomplish objectives can be difficult because:

*d. all of the answer choices, the alternatives are so numerous, marketing goals differ, and separate channels must often be used concurrently.

44. Successful companies employ a high quality new product development process. Among high performing firms:

*d. all of the answer choices, the new product process was flexible-certain stages could be skipped in line with the nature and risk of a particular project, tough project Go/Kill decision points are included in the process and the Kill option is actually used, market and technical assessments are conducted before projects move into the development phase.

32. Service provided by industrial distributors includes:

*d. all of the answer choices- repair credit maintenance

45. "Lead users" are characterized as important sources of new product ideas because they:

*d. all of the answer choices; have needs that will be general in the marketplace in the future, represent influential buying organizations, are consistent early adopters of new technologies.

52. New products ideas flow from:

*d. all of the answer choices; top management who know the company's strengths and weaknesses, salespersons who are close to customer needs, channel members.

40. Which of the following statements concerning the selection of industrial channel structures is(are) true?

*e. Both frequently, the manager has little flexibility in the selection because of trade, competitive, company, and environmental factors and competitors often have the better intermediaries "locked up."

31. Identify the correct statement(s) concerning differences between induced strategic behavior and autonomous strategic behavior:

*e. Both induced behavior will rely on the firm's current concept of strategy for its rationale while autonomous behavior necessitates active championing and autonomous behavior will appear haphazard in nature, when compared to induced behavior.

39. _____ involves activities in which the decision and execution of strategy actions approach convergence with each other in time.

*e. Improvisation

54. Which of the following is NOT a type of development project?

*e. Market capital.

28. Please identify the incorrect statement concerning autonomous strategic behavior. Autonomous strategic behavior:

*e. None of the answer choices.

44. Which of the following channels would give the business marketer the greatest amount of channel control?

*e. a channel consisting of manufacturers' reps

56. When evaluating alternative channels, the critical element is to compare both systems on the basis of:

*e. all of the answer choices, customer service, performance, structure, cost

47. Robert Morgan and Shelby Hunt suggest that relationship commitment and trust develop when:

*e. both firms share valuable information on expectations, markets, and performance and firms offer benefits and resources that are superior to what other partners could offer.

61. Use of a direct sales force is best for:

*e. both highly customized solutions and complex products.

36. Manufacturers' reps:

*e. both possess expert product knowledge and sell non-competing but complementary products.

39. The first step in the channel design process is to:

*e. define customer segments

29. The most appropriate channel of distribution for an industrial product is:

*e. dependent upon a host of product, company, market, and competitive conditions.