Marketing: Chapter 12

Channel​ members' performance should be evaluated against standards which include all of the following except​ __________. A. channel management B. sales quotas C. customer delivery time D. treatment of damaged and lost goods E. average inventory levels

a. channel management

Companies today are placing greater emphasis on logistics for several​ reasons, which include all of the following except​ __________. A. limited product variety has created problems for logistics management B. improvements in information technology have created opportunities which did not exist before C. companies can gain a powerful competitive advantage by using improved logistics to give customers better service or lower prices D. logistics affects the environment and a​ firm's environmental sustainability efforts E. improved logistics can yield tremendous cost savings to both a company and its customers

a. limited product variety has created problems for logistics management

The​ company, suppliers,​ distributors, and customers who open "partnerclose" with one another to improve the performance of the entire system make up the​ __________. A. value delivery network B. supply chain network C. downstream network D. upstream network E. marketing channel network

a. value delivery network

Some sellers require that dealers not handle​ competitor's products. This strategy is called​ __________. A. intensive distribution B. exclusive dealing C. a tying agreement D. full-line forcing E. exclusive distribution

b. exclusive dealing

From the​ producer's point of​ view, a greater number of levels of marketing channel means​ __________. A. less control and less channel complexity B. less control and greater channel complexity C. no control and no channel complexity D. more control and greater channel complexity E. no control and greater channel complexity

b. less control and greater channel complexity

Companies now use​ __________ and supply chain management software to help​ recruit, train,​ organize, manage,​ motivate, and evaluate channel partners. A. customer relationship management B. partner relationship management C. logistics D. distribution centers E. channel management

b. partner relationship management

Firms producing consumer​ electronics, furniture, and home appliance brands typically distribute their products​ __________. A. intensively B. selectively C. through value added resellers D. exclusively E. through franchises

b. selectively

Distribution channels are more than simple collections of firms tied together by various flows. Which of the following statements is NOT a characteristic of distribution​ channels? A. A marketing channel consists of firms that have partnered for their common good. B. Some channels consist of formal interactions guided by strong organizational structures. C. Channel systems stand​ still, restricting formation of new intermediary systems. D. They are complex behavioral systems in which people and companies interact to accomplish​ individual, company, and channel goals. E. Some channel systems consist of only informal interactions among loosely organized firms.

c. Channel systems stand still, restricting formation of new intermediary systems

In​ 2001, Apple opened its first Apple stores in the United States. These stores were owned and operated by Apple. This is an example of which type of vertical marketing system​ (VMS)? A. Conventional B. Administered C. Corporate D. Contractual E. Franchise

c. Corporate

Which of the following statements regarding marketing logistics is​ correct? A. It is important for companies to improve logistics even though logistics are not a source of competitive advantage. B. Sustainability is not relevant to marketing channel logistics and the supply chain. C. The goal of marketing logistics should be to provide a targeted level of customer service at the least cost. D. The goal of marketing logistics is to maximize sales. E. Marketing logistics handle only outbound logistics.

c. The goal of marketing logistics should be to provide a targeted level of customer service at the least cost

Due to changes in​ technology, a recent trend is for product or service producers to cut out intermediaries and go directly to final buyers. This is one form of​ __________. A. channel dissolution B. a vertical marketing system C. disintermediation D. channel distress E. disengagement

c. disintermediation

The franchise organization is the most common type of​ __________ VMS​ (vertical marketing​ system). A. administered B. horizontal C. corporate D. contractual E. conventional

d. contractual

Historically, __________ have lacked leadership and​ power, often resulting in damaging conflict and poor performance. A. contractual vertical marketing systems B. vertical marketing systems C. administered vertical marketing systems D. conventional distribution channels E. corporate vertical marketing systems

d. conventional distribution channels

​A(n) ​ __________ has no intermediary levels. A. manufacturer-sponsored wholesaler franchise system B. conventional distribution channel C. indirect marketing channel D. direct marketing channel E. manufacturer-sponsored retailer franchise system

d. direct marketing channel

Which of the following statements regarding a​ just-in-time logistics system is​ correct? A. Just-in-time logistics systems allow producers and retailer to carry large amounts of inventory. B. Just-in-time logistics systems ensure that new stock arrives at least one week before it is needed. C. Just-in-time logistics systems greatly increase​ inventory-carrying and​ inventory-handling costs. D. Just-in-time logistics systems eliminate the need for forecasting. E. Just-in-time logistics systems allow producers and retailers to carry small inventories to last for only a few days of operations.

e. Just-in-time logistics systems allow producers and retailers to carry small inventories to last for only a few days of operations.

Which of the following is a reason that producers use marketing channels and channel​ intermediaries? A. Using channel intermediaries increases the number of contacts with customers. B. Marketing channel decisions require only a​ short-term commitment. C. The reduced costs of using channel intermediaries offsets the inefficiencies of marketing channels. D. Using marketing channels allows producers to retain full control over how and to whom they sell their products. E. Marketing channel members are able to transform the assortments of products made by producers into the assortments wanted by consumers.

e. Marketing channel members are able to transform the assortments of products made by producers into the assortments wanted by customers

In making products and services available to​ consumers, channel members add value. Key functions performed by the marketing channels include all of the following except​ __________. A. promotion B. matching C. distribution of information D. negotiation E. pricing

e. pricing

Which of the following statements regarding marketing channel design is​ correct? A. Channel alternatives should be evaluated against​ economic, control, and adaptability criteria. B. In global​ markets, channel systems are the same in different countries. C. It is important to let the responsibilities of channel members evolve as their relationship develops. D. Marketers should always maximize the number of intermediaries used in a channel. E. Channel objectives should be set in terms of profitability.

a. Channel alternatives should be evaluated against economic, control, and adaptability criteria