Marketing Applications 4/5/6

One reason a channel of distribution that has strong leadership is often able to avoid conflict within the channel is because the leader can perform which action?

• Regulate change

• Develop friendships

• Provide training

• Authorize the demand for cooperation

Which is a true statement about channel-member relationships in the supply chain?

• Members can often reduce conflict by focusing on the common goal of customer satisfaction.

• Because the producers are the channel leaders, they usually have more negotiating power.

• Technological advancements have made interaction among channel members unnecessary.

• To minimize horizontal conflict, most wholesalers in the supply chain charge slotting fees.

A business that effectively coordinates channel management with marketing activities is more likely to provide which component?

• Attractive product displays

• Good customer service

• Free delivery

• Flexible credit terms

To maintain positive relationships, all distribution channel members must perform which activity?

• Limit ongoing communication

• Coordinate efforts

• Develop competing goals

• Have equal power

Which department would a marketing manager contact to make sure that enough products are on hand for an upcoming promotion?

• Shipping

• Purchasing

• Accounting

• Customer Service

One reason why it is important for a business to coordinate the distribution and promotion of a new product is to make sure that the product has which characteristic?

• Attractive to all customers

• Designed to appeal to a target market

• Competitively priced

• Available when customers want it

How can unique aspects of a product influence expected channels in which it will be sold?

• Customers refuse to buy a product if its unique aspects are sold through unexpected channels.

• Unique aspects of products specify which channels the product must be sold.

• Customers associate unique aspects of a product with its distribution to a few or to many locations.

• Specific distribution channels can only be used for specific unique aspects of a product.

Carlos considered the reliability ratings, gas-mileage savings, and warranty of a vehicle before deciding to purchase it. His motives were based on which factor or factors?

• His desire for status

• His loyalty to the brand

• Facts

• Intuition

Which is motivation for a customer's buying behavior that is based on loyalty?

• Recognition

• Security

• Patronage

• Utility

According to Maslow's Hierarchy of Needs Theory, buying behavior that involves the acquisition of goods and services to elevate a person's status or recognition is satisfying which type of need?

• Physiological

• Esteem

• Self-actualization

• Safety