Ch. 9

Distribution programming may be defined as:

A comprehensive program for the promotion of a product through the channel

A distribution programming approach to motivating channel members means:

A comprehensive set of policies for the promotion of product through the channel

Some producers use outside marketing research firms to learn about channel members' needs and wants because:

A higher degree of objectivity is likely

A periodic gathering of data on how channel members perceive the manufacture's marketing program, its component parts, where the relationships are strong and weak, and what is expected of the manufacture to make the channel relationship viable and optimal, is known as:

A marketing channel audit

Webseter's phases in the development of a partnership arrangement include:

A statement of each partner's specific tasks and role in the partnershp

The term securing the cooperation of channel members suggests that:

Administrative actions by the channel manager are necessary to develop channel member cooperation

McVey's propositions imply that manufacturers:

Are unaware of or insensitive to the needs and problems of channel members

Before the channel manager can successfully motivate the channel members, he or she must:

Attempt to learn about channel member needs and problems

Which of the following is a false statement about marketing channel audits?

Audits aid manufacturers in determining what problems have already been solved

Clayton Products, Inc. is considering establishing a Distributor Advisory Council. It can expect that this council will provide all of the following advantages except:

Be quite simple to set p and require little ongoing management

A typical Programmed Merchandising Agreeement contains all of the following major categories except:

Capital Requirement Plan

Which of the following is not one of the methods suggested for learning about the channel member needs and problems?

Channel inspection tours

Which of the following represents a ranking of channel member support programs from the least comprehensive to the most comprehensive?

Cooperative, partnership, distribution programming

Typically, _______ pograms are on-again-off-again while ______ programs stress a continuing relationship.

Cooperative; Strategic Alliance

Which of the following area is not one found by research to be appropriate for study in a marketing channel audit?

Customer's satisfaction with new products being introduced

Wal-Mart stays in touch with Procter & Gamble by all for he following except:

Daily meetings between managers of both companies

Ethan Allen Interiors INc., cited in the text, best illustrates the _____ approach to motivating channel members.

Distribution Programming Approach

The most sophist acted approach to providing channel member support is the

Distribution programming approach

_______ is the term used to describe strategic alliances that are formed as a part of an Internet strategy.

E-Alliances

Anheuser-Busch's "100 percent share of mind" program is most consistent with beer distributors:

Following an exclusive dealing arrangement

Which of the following is not an issue that needs to be addressed in e-alliances?

Gathering information about alliance members' operations

With inter-firm relationships, channel members become strategically integrated because they:

Have an explicit and acknowledged stake in the other's sucess

In general, a good cooperative program has ll of the following components except:

It does not need to include retail channel members

The first set p in developing a distribution program is an analysis by the manufacturer of _____ and the level of support the manufacturer needs from channel members.

Marketing objectives

Distribution programming is the _____ form of channel member support.

Most comprehensive

When securing the cooperation of channel members, the channel manager is:

Motivating channel members

A partnership in the context of marketing channels is_____ legal partnership.

Not related to a

Marketing channel communications systems:

Often need to be supplemented by other approaches for learning channel members' needs and problems

The underlying basis of all attempts to provide leadership in the channel is:

Power

Virtually all of the policy options for developing a distribution programming arrangement can be categorized into the following three major groups:

Price Concessions, Financial Assistance, and Protection

In a marketing channel communication system, indirect-flow information media include all of the following except:

Product Catalogs

A detail statement covering the manufacturer's policies in most of the relevant areas of its relationship with channel members is referred to as a:

Programmed Merchandising Agreement

Consignment selling, liberal returns allowances, and rebate provisions are examples of _______ in a distribution programming arrangement.

Protective Provisions

According to the text, research studies dealing with channel members conducted by the manufacture are:

Relatively rare

Cooperative programs must be offered on a proportionally equal basis to all channel members in the same class or the violate the:

Robinson-Patman Act

The relationships between Procter & Gamble and Wal-Mart, Black&Decker and it distributors, and Rust-Oleum and its distributors all are examples of:

Strategic Alliances

The partnership approach is applied to the marketing channel means a:

Supportive relationship between channel members based on a careful delineation of their mutual roles in the channel

A basic tenet of virtually all programs of channel member support should be:

That they emphasize the specific needs and problems of the channel members

In the context of the marketing channel, control may be defined as:

The ability to predict events or to achieve a desired outcome

At the beginning stage of managing the marketing channel, it is assumed that:

The channel design decision process has already taken place

Which of the following is not one of McVey's propositions about the behavior of intermediaries?

The intermediary is a link in a chain forged by the manufacturer

Which of the following factors tend to limit the channel manager's attempt to gain total control of the channel?

The lack of central direction

In the context of marketing channel, leadership may be defined as:

The use of power to achieve control

Which of the following is not typically mentioned as an advantage of distributor advisory councils?

They enable channel members to engage in price maintenance

All of the following are direct-flow information media in a channel communication system except:

Trade Journals

All of the following are cooperative programs usually aimed at retailers except:

Training salespeople

The Cisco Systems' example cited in the textbook showed the Cisco:

Used training and certification of dealers to lead in the channel