Question 1

IBM is one of the world's great business success stories because of its ability to reinvent itself to satisfy shifting customer needs in a(n)  __________ global marketplace.

Accepted Answer

A)  stagnant
B)  dynamic
C)  inert
D)  lethargic
E)  apatheticF) A) and B)
G) A) and E)

Question 2

There are three variations of contractual vertical marketing systems: wholesaler-sponsored voluntary chains, franchising, and __________.

Accepted Answer

A)  service-oriented voluntary chains
B)  channel-dominated voluntary chains
C)  distributorship cooperatives
D)  retailer-sponsored cooperatives
E)  reseller franchisingF) A) and D)
G) B) and E)

Question 3

An important feature of customer-driven supply chain management is its application of __________ that allows companies to share and operate systems for order processing, transportation scheduling, and inventory and facility management.

Accepted Answer

A)  wholesaler cooperatives
B)  mathematical and statistical models
C)  sophisticated information technology
D)  continuous inventory management
E)  standardized distribution protocolsF) B) and D)
G) B) and C)

Question 4

The density of distribution whereby a firm tries to place its products or services in as many outlets as possible is referred to as __________.

Accepted Answer

A)  intensive distribution
B)  extensive distribution
C)  selective distribution
D)  exclusive distribution
E)  concentrated distributionF) A) and B)
G) B) and C)

Question 5

Mail order selling, catalog sales, telemarketing, interactive media, and televised home shopping are all examples of

Accepted Answer

A)  direct marketing channels.
B)  indirect marketing channels.
C)  multimedia marketing channels.
D)  virtual marketing channels.
E)  personal selling.F) A) and E)
G) A) and D)

Question 6

A level of distribution density whereby only one retailer in a geographical area carries the firm's products is referred to as __________.

Accepted Answer

A)  intensive distribution
B)  extensive distribution
C)  selective distribution
D)  concentrated distribution
E)  exclusive distributionF) B) and E)
G) B) and C)

Question 7

Intermediaries perform facilitating function activities, which assist producers in making products and services more attractive to buyers. These activities include

Accepted Answer

A)  producing, assembling, and distributing.
B)  transportation and distribution.
C)  buying, selling, and risk taking.
D)  assorting, sorting, and storing.
E)  financing, grading, and providing marketing information and research.F) C) and D)
G) All of the above

Question 8

Which type of contractual vertical marketing system involves small independent retailers forming an organization that operates a wholesale facility cooperatively?

Accepted Answer

A)  retailer-sponsored cooperative
B)  service-sponsored retail system
C)  administered cooperative system
D)  manufacturer-sponsored cooperative
E)  wholesaler-sponsored voluntary chainF) B) and E)
G) C) and D)

Question 9

Jacob has developed a lawn care service that will revolutionize the lawn care industry. Jacob has limited operating capital and yet he still wants a wide distribution of his new product. Which of the following options would be the best choice for Jacob?

Accepted Answer

A)  He should develop an administered vertical marketing system.
B)  He should establish a corporate vertical marketing system.
C)  He should open up branch offices around the country to provide the exposure he needs.
D)  He should establish a wholesaler-sponsored voluntary chain.
E)  He should establish a service-sponsored retail franchise system.F) A) and B)
G) A) and E)

Question 10

Inventory management systems that are designed to make the process of reordering and receiving products as simple as possible are referred to as

Accepted Answer

A)  order replenishment systems.
B)  quick response systems.
C)  customer logistics factors.
D)  minimum-inventory systems.
E)  web-based response systems.F) B) and C)
G) A) and E)

Question 11

-Figure 12-9 above indicates that supply chain managers must balance total logistics cost factors against customer service factors. The four customer service factors (W, X, Y, and Z)  include all of the following EXCEPT:

Accepted Answer

A)  communication.
B)  dependability.
C)  convenience.
D)  return products handling.
E)  timeF) A) and E)
G) B) and C)

Question 12

For which of the following products would their respective manufacturers be most likely to use exclusive distribution?

Accepted Answer

A)  Timex watches, Hanes underwear, and Nike shoes
B)  Chanel perfume, Steinway pianos, and Baccarat crystal
C)  Oreos, Teddy Grahams, and Nilla Wafers
D)  paper clips, light bulbs, and file folders
E)  Lean Cuisine meals, Breyer's Ice Cream, and Coca-ColaF) A) and B)
G) C) and E)

Question 13

Two sources of horizontal conflict are common. It may occur when __________.

Accepted Answer

A)  a manufacturer increases its distribution coverage in a geographical area
B)  disagreements arise over how profit margins are distributed among channel members
C)  manufacturers believe wholesalers or retailers are not giving their products adequate attention
D)  a channel member bypasses another member and sells or buys products direct
E)  dual distribution causes conflict when similar types of retailers carry different brandsF) C) and D)
G) B) and C)

Question 14

The three major types of vertical marketing systems are administered, corporate, and __________.

Accepted Answer

A)  integrated
B)  cooperative
C)  delegated
D)  manufacturer-dominated
E)  contractualF) A) and E)
G) B) and E)

Question 15

An intermediary who sells to other intermediaries, usually to retailers in consumer markets, is referred to as a(n)  __________.

Accepted Answer

A)  broker
B)  agent
C)  retailer
D)  distributor
E)  wholesalerF) B) and E)
G) A) and B)

Question 16

List and briefly describe the four customer service factors that must be balanced in a logistics system.

Accepted Answer

The four customer service factors are as...

Question 17

Disintermediation refers to channel conflict that arises when

Accepted Answer

A)  a channel member severs relationships with other channel members to work for or with a competing manufacturer.
B)  channel conflicts are resolved by a third party.
C)  a channel member bypasses another member and sells or buys products direct.
D)  channel conflicts are resolved through a binding arbitration from a panel of representatives from all channel members involved.
E)  the entire distribution chain is eliminated, such as when a company sets up its own wholesaler and retailer network.F) All of the above
G) A) and D)

Question 18

A small electronics company has begun production of a small line of high-quality, professional studio-model components targeted at audiophiles who shop at thousands of specialty stores across the U.S. How should the small electronics company best distribute its new products?

Accepted Answer

A)  use its established indirect marketing channel
B)  distribute directly to mass market consumers
C)  distribute through agents who sell to specialty electronics stores that will feature the new line
D)  sell directly to specialty electronics stores that will feature the new line
E)  establish its own chain of electronics retail storesF) C) and D)
G) B) and D)

Question 19

There are four popular types of franchising: (1)  __________; (2)  manufacturer-sponsored wholesale franchise systems; (3)  service-sponsored retail franchise systems; and (4)  service-sponsored franchise systems.

Accepted Answer

A)  contractual-sponsored franchise systems
B)  wholesaler-sponsored franchise systems
C)  manufacturer-sponsored retail franchise systems
D)  horizontal-marketing franchise systems
E)  customer-oriented franchise systemsF) C) and D)
G) All of the above

Question 20

Within the context of a supply chain, __________ is the ability of a logistics system to satisfy users in terms of time, dependability, communication, and convenience.

Accepted Answer

A)  quick response
B)  customer service
C)  distribution management
D)  efficient consumer response
E)  lead timeF) C) and E)
G) B) and E)

Exam 12: Managing Marketing Channels and Supply Chains

Which type of contractual vertical marketing system involves small independent retailers forming an organization that operates a wholesale facility cooperatively?

Correct AnswerverifiedShow Answer

Intermediaries perform facilitating function activities, which assist producers in making products and services more attractive to buyers. These activities include

Correct AnswerverifiedShow Answer

For which of the following products would their respective manufacturers be most likely to use exclusive distribution?

Correct AnswerverifiedShow Answer

Inventory management systems that are designed to make the process of reordering and receiving products as simple as possible are referred to as

Correct AnswerverifiedShow Answer

There are four popular types of franchising: (1) __________; (2) manufacturer-sponsored wholesale franchise systems; (3) service-sponsored retail franchise systems; and (4) service-sponsored franchise systems.

Correct AnswerverifiedShow Answer

IBM is one of the world's great business success stories because of its ability to reinvent itself to satisfy shifting customer needs in a(n) __________ global marketplace.

Correct AnswerverifiedShow Answer

Within the context of a supply chain, __________ is the ability of a logistics system to satisfy users in terms of time, dependability, communication, and convenience.

Correct AnswerverifiedShow Answer

List and briefly describe the four customer service factors that must be balanced in a logistics system.

Correct AnswerverifiedThe four customer service factors are as...View AnswerShow Answer

An important feature of customer-driven supply chain management is its application of __________ that allows companies to share and operate systems for order processing, transportation scheduling, and inventory and facility management.

Correct AnswerverifiedShow Answer

Two sources of horizontal conflict are common. It may occur when __________.

Correct AnswerverifiedShow Answer

The density of distribution whereby a firm tries to place its products or services in as many outlets as possible is referred to as __________.

Correct AnswerverifiedShow Answer

Jacob has developed a lawn care service that will revolutionize the lawn care industry. Jacob has limited operating capital and yet he still wants a wide distribution of his new product. Which of the following options would be the best choice for Jacob?

Correct AnswerverifiedShow Answer

The three major types of vertical marketing systems are administered, corporate, and __________.

Correct AnswerverifiedShow Answer

A level of distribution density whereby only one retailer in a geographical area carries the firm's products is referred to as __________.

Correct AnswerverifiedShow Answer

Mail order selling, catalog sales, telemarketing, interactive media, and televised home shopping are all examples of

Correct AnswerverifiedShow Answer

There are three variations of contractual vertical marketing systems: wholesaler-sponsored voluntary chains, franchising, and __________.

Correct AnswerverifiedShow Answer

A small electronics company has begun production of a small line of high-quality, professional studio-model components targeted at audiophiles who shop at thousands of specialty stores across the U.S. How should the small electronics company best distribute its new products?

Correct AnswerverifiedShow Answer

Disintermediation refers to channel conflict that arises when

Correct AnswerverifiedShow Answer

-Figure 12-9 above indicates that supply chain managers must balance total logistics cost factors against customer service factors. The four customer service factors (W, X, Y, and Z) include all of the following EXCEPT:

Correct AnswerverifiedShow Answer

An intermediary who sells to other intermediaries, usually to retailers in consumer markets, is referred to as a(n) __________.

Correct AnswerverifiedShow Answer

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The four customer service factors are as...
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