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Marketing
Q:
CPW (Cereals Partners Worldwide) is a __________ designed from the start to be a global business. It joined the cereal manufacturing and marketing capability of General Mills with the distribution clout of Nestle.
A. dual distribution partnership
B. multichannel distribution system
C. cooperative distribution channel
D. strategic channel alliance
E. bilateral trade cooperative
Q:
An example of a(n) __________ is Kraft Foods using the distribution system of Ajinomoto, a major Japanese food company, to market its Maxwell House coffee in Japan.
A. direct marketing channel
B. industrial distribution system
C. dual distribution system
D. franchising operation
E. strategic channel alliance
Q:
Kraft Foods distributes Starbucks coffee in U.S. supermarkets and internationally. These firms are most likely using __________ strategy.
A. multi-channel distribution
B. a direct marketing channel
C. a cooperative distribution channel
D. a strategic channel alliance
E. a dual distribution agreement
Q:
Nestle and General Mills have __________ to distribute General Mills products like Cheerios in about 140 markets worldwide.
A. multichannel distribution relations
B. a direct marketing channel
C. a cooperative distribution channel
D. a strategic channel alliance
E. a dual distribution agreement
Q:
Which type of marketing channel arrangement is especially good for a firm to use in global marketing where the creation of marketing channel relationships is expensive and time consuming?
A. dual distribution
B. cooperative distribution
C. strategic channel alliance
D. global distribution alliance
E. multichannel distribution
Q:
Strategic channel alliances refer to
A. an arrangement whereby a firm reaches different buyers by employing two or more different types of channels for the same basic product.
B. a practice whereby one firm's marketing channel is used to sell another firm's products.
C. the blending of different communication and delivery channels that are mutually reinforcing in attracting, retaining, and building relationships with consumers who shop and buy in traditional intermediaries and online.
D. an arrangement whereby companies reduce distribution costs by sharing facilities, equipment, and transportation.
E. a practice whereby consumers can interact with various advertising media to buy products without a face-to-face meeting with a salesperson.
Q:
A practice whereby one firm's marketing channel is used to sell another firm's products is referred to as __________.
A. dual distribution
B. cooperative distribution
C. an integrated channel alliance
D. a multichannel venture
E. a strategic channel alliance
Q:
Rather than compete with large greeting card companies for shelf space in supermarkets, several smaller card companies place their cards in pack-and-ship stores where the customer can mail a card on the spur of the moment, and also sell them online. This would be an example of which type of marketing channel strategy?
A. a strategic channel alliance
B. multichannel distribution
C. parallel distribution
D. dual distribution
E. direct distribution
Q:
Pharmaceutical companies sell some of their products to hospitals and clinics directly. They also market other products to large retail chains like Walgreens that distribute them to their stores across the nation. In addition, they sell products to drug wholesalers that sell to the remaining independent drugstores in the U.S. What method of distribution best describes the method used by pharmaceutical companies in this example?
A. dual distribution
B. vertical distribution
C. horizontal distribution
D. direct distribution
E. exclusive distribution
Q:
In some instances, firms pair multiple channels with a multibrand strategy. The purpose of this strategy would be to __________ of the firm's family brand and differentiate its marketing channels.
A. create greater perceived value
B. maximize channel profits
C. minimize cannibalization
D. generate awareness
E. create a backup channel
Q:
Dual distribution refers to
A. a level of distribution density whereby a firm selects a few retailers in a specific geographical area to carry its products.
B. an arrangement whereby a firm reaches different buyers by employing two or more different types of channels for the same basic product.
C. the blending of different communication and delivery channels that are mutually reinforcing in attracting, retaining, and building relationships with consumers who shop and buy in traditional intermediaries and online.
D. professionally managed and centrally coordinated marketing channels designed to achieve channel economies and maximum marketing impact.
E. a practice whereby one firm's marketing channel is used to sell another firm's products.
Q:
An arrangement whereby a firm reaches different buyers by employing two or more different types of channels for the same basic product is referred to as __________.
A. a strategic channel alliance
B. multiple level selling
C. parallel distribution
D. dual distribution
E. recursive distribution
Q:
Multichannel marketing
A. creates greater elasticity of demand for its products.
B. can leverage the value-adding capabilities of different channels.
C. creates greater inelasticity of demand for its product.
D. allows firms to legally circumvent paying taxes on revenue generated by online sales.
E. allow customers to avoid shipping and handling charges.
Q:
__________ seeks to leverage the value-adding capabilities of both electronic marketing and traditional delivery. Catalogs can serve as shopping tools for online purchasing, and websites can help consumers do their homework before visiting a store.
A. Direct marketing
B. Indirect marketing
C. Intensive marketing
D. Multichannel marketing
E. Automated marketing
Q:
Multichannel marketing is the blending of different __________ that are mutually reinforcing in attracting, retaining, and building relationships with consumers who shop and buy in traditional intermediaries and online.
A. pricing channels
B. distribution channels
C. communication and delivery channels
D. direct and indirect channels
E. communication channels
Q:
The blending of different communication and delivery channels that are mutually reinforcing in attracting, retaining, and building relationships with consumers who shop and buy in traditional intermediaries and online is referred to as __________.
A. direct marketing
B. indirect marketing
C. intensive marketing
D. multichannel marketing
E. electronic marketing
Q:
When you order a sweater from an L.L. Bean mail-order catalog, what type of marketing channel are you and the company using?
A. cash and carry marketing channel
B. intensive distribution channel
C. selective distribution channel
D. indirect marketing channel
E. direct marketing channel
Q:
Mail order selling, catalog sales, telemarketing, interactive media, and televised home shopping are all examples of
A. direct marketing channels.
B. indirect marketing channels.
C. multimedia marketing channels.
D. virtual marketing channels.
E. personal selling.
Q:
Direct marketing channels refer to
A. the distribution of products and services directly from the manufacturer's production site to end-users.
B. the traditional chain of distribution from manufacturer to retailer to consumer.
C. the use of agents who represent a single producer and are responsible for the entire marketing function of that producer.
D. a method of distribution that allows consumers to buy products by interacting with various advertising media without a face-to-face meeting with a salesperson.
E. a method of distribution that allows consumers to buy products through direct personal interaction with the manufacturer's representatives in order to provide more personalized service.
Q:
Allowing consumers to buy products by interacting with various advertising media without a face-to-face meeting with a salesperson is referred to as a(n) __________.
A. indirect marketing channel
B. direct marketing channel
C. multimarketing channel
D. channel bypass marketing
E. personal selling
Q:
MachineTools.com sells grinders, boring mills, and engine lathes. Its website lists products from over 700 machinery manufacturers, 2,500 distributors of new equipment, and 650 dealers of used inventory for sale. MachineTools.com relies on a well-established channel of manufacturers, distributors, and machinery dealers to provide the merchandise that is sold through this
A. electronic government channel.
B. virtual marketing channel.
C. World Wide Web networks.
D. mediated channel.
E. Internet marketing channel.
Q:
Which of the following products or services must be provided by traditional and NOT by Internet marketing channels?
A. car rental reservations
B. software
C. healthcare
D. music
E. education
Q:
Employing the Internet to make products and services available for consumption or use by consumers or organizational buyers is referred to as __________.
A. electronic distribution channels
B. virtual marketing channels
C. World Wide Web networks
D. Internet marketing channels
E. Web 3.0 marketing channels
Q:
Internet marketing channels refer to
A. the employment of the Internet to make products and services available for consumption or use by consumers or organizational buyers.
B. a firm's computer driven inventory management through an entirely mechanized warehousing system.
C. intranet systems linking all aspects of production within a single firm.
D. information- and communication-based electronic exchange environment mostly occupied by sophisticated computer and telecommunication technologies and digitized offerings.
E. the name given to all Internet addresses that end in ".com" to indicate that these websites are commercial entities that distribute goods and services.
Q:
Figure 12-4
Figure 12-4 above depicts the four most common marketing channels for business products and services. Channel D would be an appropriate marketing channel for __________.
A. Cray supercomputers
B. Harkman electrical products
C. Boeing aircraft
D. Caterpillar tractors
E. Fastenal industrial fasteners
Q:
Figure 12-4
Figure 12-4 above depicts the four most common marketing channels for business products and services. Channel C would be an appropriate marketing channel for __________.
A. IBM mainframe computers
B. Caterpillar excavators
C. Marathon electrical motors
D. Stake industrial fasteners
E. Bombardier aircraft
Q:
Figure 12-4
Figure 12-4 above, depicts the four most common marketing channels for business products and services. Channel B would be an appropriate marketing channel for __________.
A. Cray supercomputers
B. GE magnetic resonance imaging (MRI) machines
C. John Deere excavators
D. Fastenal industrial fasteners
E. Marathon electrical motors
Q:
Figure 12-4
Figure 12-4 above depicts the four most common marketing channels for business products and services. Channel A would be an appropriate marketing channel for __________.
A. Boeing aircraft
B. Caterpillar lift trucks
C. John Deere tractors
D. Western Fence fencing systems
E. Marathon electrical motors
Q:
Figure 12-4
Figure 12-4 above depicts the four most common marketing channels for business products and services. Z represents
A. consumers.
B. industrial users.
C. dual distributors.
D. agents or brokers.
E. industrial distributors.
Q:
Figure 12-4
Figure 12-4 above depicts the four most common marketing channels for business products and services. Y represents
A. consumers.
B. industrial users.
C. dual distributors.
D. agents or brokers.
E. industrial distributors.
Q:
Figure 12-4
Figure 12-4 above depicts the four most common marketing channels for business products and services. X represents
A. consumers.
B. industrial users.
C. dual distributors.
D. agents or brokers.
E. industrial distributors.
Q:
International Products, a Burlington, New Jersey, firm that sells industrial cleansers and lubricants, wanted to sell its product to factories, hospitals, and labs in China, but it did not have the necessary expertise. As a result, International Products hired Asia Marketing & Management to sell, stock, and deliver a full assortment of products to the Chinese market. Asia Marketing & Management is an example of a(n) __________.
A. agent
B. wholesaler
C. global agent
D. retailer
E. industrial distributor
Q:
Industrial distributors perform functions that are most like which intermediary in the consumer products marketing channel?
A. manufacturers
B. retailers
C. agents
D. wholesalers
E. brokers
Q:
In a business marketing channel, an industrial distributor refers to
A. an intermediary that performs a variety of marketing channel functions involving selling, stocking, delivering a full product assortment, and financing.
B. an intermediary that maintains its own salesforce and performs all channel functions.
C. an intermediary that deals exclusively with the selling, stocking, and delivery of raw materials used by manufacturers in the production of its products.
D. an intermediary that deals with a single product line within a single industry.
E. an intermediary that performs functions involving selling, stocking, and delivery of industrial goods but is unable to provide financing due to the normally large expenditures.
Q:
In marketing channels for business products, an intermediary that performs a variety of marketing channel functions including selling, stocking, delivering a full product assortment, and financing is referred to as a(n) __________.
A. agent
B. industrial distributor
C. wholesaler
D. retailer
E. channel captain
Q:
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?
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 stores
Q:
Figure 12-3
The most indirect marketing channel is employed where many small manufacturers and many small retailers and other intermediaries are used to help coordinate a large supply of the product. This channel is represented in Channel D in Figure 12-3 above. Which of the following products would most likely be marketed using this kind of channel?
A. Aspen dental services
B. Toyota automobiles
C. Leslie pool supplies
D. Jaipur rugs made in India
E. Hershey's candy bars
Q:
Figure 12-3
Figure 12-3 above depicts four common marketing channels for consumer products and services that differ by the kind and number of intermediaries. Channel C would be an appropriate marketing channel for __________.
A. Hershey's candy
B. Toyota automobiles
C. State Farm car insurance
D. Aspen dental services
E. Ticketmaster tickets to a rock concert
Q:
Figure 12-3
Figure 12-3 above depicts four common marketing channels for consumer products and services that differ by the kind and number of intermediaries. Channel B would be an appropriate marketing channel for which of the following?
A. State Farm insurance services
B. Schwan direct-to-home food products
C. Toyota automobiles
D. John Deere construction machinery
E. Hershey's candy
Q:
Figure 12-3
Figure 12-3 above depicts four common marketing channels for consumer products and services that differ by the kind and number of intermediaries. Channel A would be an appropriate marketing channel for which of the following?
A. Toyota automobiles
B. Shane Company jewelry
C. John Deere construction machinery
D. Hershey's candy
E. State Farm insurance services
Q:
Figure 12-3
Figure 12-3 above depicts the four most common marketing channels for consumer products and services. Z represents
A. consumers.
B. industrial users.
C. wholesalers.
D. agents or brokers.
E. retailers.
Q:
Figure 12-3
Figure 12-3 above depicts the four most common marketing channels for consumer products and services. Y represents
A. consumers.
B. industrial users.
C. wholesalers.
D. agents or brokers.
E. retailers.
Q:
Figure 12-3
Figure 12-3 above depicts the four most common marketing channels for consumer products and services. X represents
A. consumers.
B. industrial users.
C. wholesalers.
D. agents or brokers.
E. retailers.
Q:
List and briefly describe the four customer service factors that must be balanced in a logistics system.
Q:
Figure 12-3
Figure 12-3 above depicts the four most common marketing channels for consumer products and services. W represents
A. consumers.
B. industrial users.
C. wholesalers.
D. agents or brokers.
E. retailers.
Q:
What are some specific cost trade-offs that can be made in a logistics system?
Q:
The most indirect channel for consumer products incorporates agents, wholesalers, and retailers and is most commonly used when there
A. are only a few large manufacturers but many small retailers.
B. are low-cost, low unit volume goods.
C. is too large an inventory to be carried by wholesalers.
D. are many small manufacturers and many small retailers.
E. are many manufacturers with a limited inventory competing for a small group of retailers.
Q:
What specific decision areas are associated with the flow of goods and together make up total logistics cost?
Q:
A commonly used indirect channel moves product from producer to retailer to consumer. This channel is used when
A. the cost of maintaining inventory is low.
B. the cost of inventory makes it too expensive to use a wholesaler.
C. there is little if any seasonal demand.
D. the risk lies solely with the manufacturer.
E. the retail outlets are regionally located.
Q:
What are the three steps used in choosing a supply chain that aligns with an organization's marketing strategy?
Q:
A commonly used indirect channel moves product from producer to retailer to consumer. This channel is used when
A. the retail outlets are regionally located.
B. the cost of maintaining inventory is low.
C. there is little if any seasonal demand.
D. the risk lies solely with the manufacturer.
E. the retailer is large and can buy in large quantities from a producer.
Q:
Briefly explain the differences between the terms supply chain management and the marketing channel.
Q:
Indirect channels for consumer products
A. occur when one firm's marketing channels are used to sell another firm's products.
B. include producers and end-users dealing directly with each other.
C. include intermediaries that are between the producer and consumer and perform numerous channel functions.
D. are arrangements whereby a firm reaches different buyers by employing two or more different types of channels for the same basic product.
E. occurs when a retailer sells its product in a store and on the Internet.
Q:
What is a channel captain? What is its function and how does it accomplish this?
Q:
A channel that includes intermediaries that are between the producer and consumers and perform numerous channel functions is referred to as a(n)
A. indirect channel.
B. direct channel.
C. multilevel channel.
D. full-service channel.
E. limited-service channel
Q:
Channels are typically designed to satisfy one or more of four consumer interests. What are they and why are they important?
Q:
In an episode of the Glee television series, members of the glee club sold home-baked cupcakes at school to raise money. Students selling the cupcakes that they made to others that would enjoy them would be an example of a(n)
A. personalized distribution.
B. direct channel of distribution.
C. non-permanent distribution.
D. informal channel of distribution.
E. indirect channel of distribution.
Q:
What are the three questions marketing executives consider when choosing a marketing channel and intermediaries?
Q:
Schwan's Sales Enterprises of Marshall, Minnesota, markets a full line of frozen foods in 49 states and parts of Canada using door-to-door salespeople who sell from its refrigerated trucks. This particular method of distribution is referred to as a(n)
A. indirect channel.
B. facilitated channel.
C. customer-service channel.
D. direct channel.
E. truck-jobber channel.
Q:
There are four types of franchising arrangements. List the systems and provide a brief description of each.
Q:
When Dell Computer sells made-to-order PCs to customers online via its website, it is an example of which type of marketing channel?
A. indirect channel
B. strategic channel alliance
C. consumer channel
D. dual distributive channel
E. direct channel
Q:
There are three types of contractual vertical marketing systems. List the systems and provide a brief description of each.
Q:
In a direct channel, all channel functions are performed by __________.
A. retailers
B. wholesalers
C. producers
D. brokers and agents
E. middlemen
Q:
List and define the three major types of vertical marketing systems.
Q:
A direct channel is when
A. producers and end-users deal with each other on a one-on-one basis.
B. the producer and consumer and perform numerous channel functions.
C. a firm reaches different buyers by employing two or more different types of channels for the same basic product.
D. an intermediary sells to other intermediaries, usually to retailers in consumer markets.
E. an agent or broker brings ultimate consumers to manufacturers.
Q:
Outside of the United States, you may see a Cheerios box that carries the Nestl name rather than the familiar General Mills brand name. Explain the channel that is being used and the importance of Cereal Partners Worldwide (CPW).
Q:
A(n) __________ exists when producers and ultimate consumers deal one-on-one with each other.
A. strategic channel alliance
B. direct channel
C. horizontal marketing exchange
D. indirect channel
E. dual distribution channel
Q:
Define and describe at least one similarity and one difference between dual distribution and a strategic channel alliance.
Q:
As the number of intermediaries between a producer and buyer increases, the channel is viewed as increasing in __________.
A. variety
B. scope
C. depth
D. scale
E. length
Q:
With respect to consumer product and service marketing channels, what are the key differences between a direct and an indirect channel?
Q:
An example of __________ utility involves intermediaries shipping goods to buyers of a product.
A. time
B. form
C. place
D. possession
E. transactional
Q:
What are the utilities created by marketing intermediaries? Describe each one.
Q:
A textile artist can buy fabric, thread, and batting, create an heirloom quilt, and then sell the finished work to customers in a kiosk decorated with some of the quilts produced to entice customers who shop at the local strip mall. By designing the quilts and kiosk with aesthetic value, the artist creates __________ utility.
A. application
B. possession
C. time
D. place
E. form
Q:
What are the functions performed by intermediaries?
Q:
Enhancing a product or service to make it more appealing to buyers is __________ utility.
A. time
B. place
C. possession
D. form
E. transactional
Q:
What is a marketing channel? Define each of the four types of marketing channels.
Q:
Having a product or service where consumers want it is __________ utility.
A. form
B. place
C. time
D. possession
E. location
Q:
Amazon uses supply chain and logistics management to
A. make sure that it maintains the authority that comes with being the channel captain.
B. avoid having to use quick response replenishment.
C. lessen the amount of communication that is necessary between it and its suppliers.
D. manage the flow of products from its suppliers to its distribution centers.
E. implement its market divestment strategies.
Q:
A snack vending machine located in a university building that students use between classes when hungry creates both __________ utility.
A. time and place
B. place and form
C. form and creation
D. possession and form
E. application and place
Q:
One of the sales growth strategies Amazon considered early on is (the) __________.
A. sales of books
B. sales of consulting services
C. sales of original paintings and wall art
D. selling Amazon's distribution centers
E. sales of greeting cards and invitations