Chapter 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 channe

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

A marketing channel audit.

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

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

The term securing the cooperation of channel members suggests that:

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

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 up and require little ongoing management

A typical Programmed Merchandising Agreement 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 channel member needs and problems?

Channel inspection tours

Which of the following areas 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 of the following except:

Daily meetings between managers of both companies

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 success.

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

It does not need to include retail channel members.

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

Motivating channel members.

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 detailed 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.

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

Relatively rare.

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

Robinson-Patman Act

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

Strategic alliances.

The partnership approach as 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

In the context of the 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.

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

Tthe lack of central direction

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

Used training and certification of dealers to lead in the channel.

Typically, __________ programs are on-again/off-again while __________ programs stress a continuing relationship.

cooperative; strategic alliance

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

distribution programming approach

The most sophisticated approach to providing channel member support is the:

distribution programming approach.

The first step 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

A partnership in the context of marketing channels is __________ legal partnership.

not related to a