marketing chapter 10
Companies now use ________ and supply chain management software to help recruit, train, organize, manage, motivate, and evaluate relationships with channel partners. A. partner relationship management B. logistics C. customer relationship management D. distribution E. channel management
A
Large retailers like Walmart have enormous channel control due to their size and power. Which type of channel arrangement does this represent? A. Corporate VMS B. Administered VMS C. Contractual VMS D. Franchise E. Conventional distribution channel
B
Producers of convenience products typically use ______ distribution. A. selective B. intensive C franchise D. direct E. exclusive
B
Under which type of system does the customer share real-time data on sales and current inventory levels with the supplier, and the supplier then takes full responsibility for managing inventories and deliveries? A. RFID B. Vendor-managed inventory C. Piggybacking D. Reverse logistics E. Just-in-time logistics
B
When setting channel objectives, companies should state the objectives in terms of ______. A. exclusive distribution arrangements B. targeted levels of customer service C. expected profitability D. competitor's objectives E. the length of the channel
B
When the company has defined its channel objectives, it should next identify its major channel alternatives in terms of the types of intermediaries, the number of intermediaries, and __________________. A. consumer needs B. the responsibilities of channel members C. economic criteria D. the profitability of the channel E. whether to use intensive or exclusive distribution
B
Which of the following describes a just-in-time logistics system? A. Just-in-time logistic systems eliminate the need for forecasting. B. Just-in-time logistics systems allow producers and retailers to carry small inventories to last for only a few days of operations. C. Just-in-time logistics systems greatly increase inventory-carrying and inventory-handling costs. D. Just-in-time logistics systems allow producers and retailers to carry large amounts of inventory. E. Just-in-time logistics systems ensure that new stock arrives at least one week before it is needed.
B
A(n) _____ is made up of one or more independent producers, wholesalers, retailers, and consumers. A. administered vertical marketing system B. conventional distribution channel C. franchise D. channel level E. corporate vertical marketing system
B
_______ involves reusing, recycling, refurbishing, or disposing of broken, unwanted, or excess products returned by consumers or resellers. A. Inbound logistics B. Reverse logistics C. Outbound logistics D. Inventory management E. Warehousing
B
A(n) _______ is made up of the company, suppliers, distributors, and, ultimately, customers who "partner" with each other to improve the performance of the entire system. A. channel level B. marketing channel C. value delivery network D. supply chain E. contact
C
One key function performed by channel members is ___________, or shaping offers to meet the buyer's needs, including activities such as manufacturing, grading, assembling, and packaging. A. contact B. negotiating C. matching D. promotion E. risk taking
C
Online marketers taking business from traditional brick-and-mortar retailers is an example of _____. A. franchising B. an administered VMS C. disintermediation D. vertical conflict E. horizontal conflict
C
Sherwin-Williams sells its paint and other branded products exclusively through company-owned retail stores. Sherwin-Williams has established a(n) _________. A. administered VMS B. vertical marketing system C. corporate VMS D. contractual VMS E. conventional distribution channel
C
The length of a channel is indicated by ___________. A. the number of retailers in the channel B. the number of wholesalers in the channel C. the number of intermediary levels D. the number of final consumers E. the number of producers
C
What is the most common type of a contractual VMS? A. A retailer B. A supplier C. A franchise D. A wholesaler E. A channel intermediary
C
Which of the following is a reason that producers use marketing channels and channel intermediaries? A. Marketing channel decisions only require a short-term commitment. B. The reduced costs of using channel intermediaries offsets the inefficiencies of marketing channels. C. Marketing channel members are able to transform the assortments of products made by producers into the assortments wanted by consumers. D. Using marketing channels allows producers to retain control over how and to whom they sell their products. E. Using channel intermediaries increases the number of contacts with customers.
C
Which of the following is an example of horizontal channel conflict? A. A consumer complaining to a producer about the quality of a product. B. A consumer complaining to a retailer about the service he received. C. A Ford dealer complaining that another Ford dealer is advertising in its territory. D. A retailer complaining about receiving damaged goods from a wholesaler. E. A retailer complaining about a producer's pricing.
C
Channels often involve long-term commitments and companies have many alternatives. What type of criteria should be used if the company wants to keep the channel flexible so that it can respond to environmental changes? A. Profitability criteria B. Control criteria C. Investment criteria D. Adaptability criteria E. Sales criteria
D
A(n)_______ is a layer of intermediaries that performs some work in bringing the product and its ownership closer to find the final buyer. A. supply chain B. marketing channel C. contact D. channel level E. value delivery network
D
Companies today see channel members as first-line customers and practice strong ________. A. discount pricing B. consumer advertising C. B2B selling D. trade promotions E. partner relationship management
E
What are the four major functions of logistics? A. Warehousing, inventory management, retailing, logistics information management B. Warehousing, inventory management, transportation, retailing C. Retailing, inventory management, transportation, and logistics information management D. Inventory management, transportation, shipping, warehousing E. Warehousing, inventory management, transportation, logistics information management
E
What is the first step in marketing channel design? A. Evaluating major channel alternatives. B. Identifying the types of intermediaries to use. C. Identifying the number of intermediaries to use. D. Setting channel objectives. E. Analyzing consumer needs.
E
Which channel partners in a company's supply chain are upstream from a manufacturer or producer? A. Business distributors B. Wholesalers C. Retailers D. Customers E. Suppliers.
E
Which technology could one day make the entire supply chain intelligent and automated? A. Just-in-time B. Vendor managed inventory C. Third party logistics D. Electronic data interchange E. Radio frequency identification
E
Full-line forcing is a practice whereby a producer agrees to sell a brand to a dealer only if the dealer agrees to sell some or all of the rest of its line. Which of the following statements is true regarding full-line forcing? A. It is only illegal in Europe. B. It is always legal. C. It is only legal in New York, California and Texas. D. It is always illegal. E. It may or may not be legal.
E