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CHAPTER 9

Total questions: 85

Worksheet time: 43mins

Name
Class
Date
1.
In _________ marketing channels, manufacturers struggle between what is ideal and what is practical
a)
designing
b)
managing
c)
evaluating
d)
operating
2.
Which of the following is NOT a typical supply chain member?
a)
resellers
b)
customers
c)
intermediaries
d)
government agencies
e)
raw material suppliers
3.
________ the manufacturer or service provider is the set of firms that supply the raw materials, components, parts, information, finances, and expertise needed to create a product or service.
a)
Downstream from
b)
Upstream from
c)
Separated from
d)
Congruous to
e)
Parallel with
4.
When suppliers, distributors, and customers partner with each other to improve the performance of the entire system, they are participating in a ________
a)
value delivery network
b)
channel of distribution
c)
supply chain
d)
demand chain
e)
all of the above
5.
Most producers today sell their goods to ________.
a)
final users
b)
final users and marketing members
c)
intermediaries
d)
the government at various levels
e)
competitors
6.
A company's channel decisions directly affect every ________.
a)
channel member
b)
marketing decision
c)
customer's choices
d)
competitor's actions
7.
From the economic system's point of view, the role of marketing intermediaries is to transform the assortment of products made by producers into the assortment of products wanted by ________.
a)
channel members
b)
distributors
c)
consumers
d)
manufacturers
8.
Intermediaries play an important role in matching ________
a)
dealer with customer
b)
supply and demand
c)
product to region
d)
manufacturer to product
9.
To a producer of goods, a greater number of channel levels means ________ and greater channel complexity.
a)
less distance between producer and end consumer
b)
less control
c)
more potential ideas
d)
higher taxes
10.
________ conflict, which occurs between different levels of the same channel, is more common than ________ conflict, which occurs among firms at the same level of the channel
a)
Horizontal; vertical
b)
Vertical; horizontal
c)
Wholesaler; retailer
d)
Contractual; corporate
e)
Corporate; franchise
11.
Historically, conventional channels have lacked the leadership to ________.
a)
assign channel member roles and attain efficiency
b)
attain efficiency and assign member roles
c)
assign member roles and manage conflict
d)
set standard pricing and promotions
e)
set standard pricing and packaging
12.
A conventional distribution channel consists of one or more ________ producers, wholesalers, and retailers
a)
product-related
b)
independent
c)
contract
d)
merchant
13.
A channel consisting of one or more independent producers, wholesalers, or retailers that seek to maximize their own profits even at the expense of profits for the channel as a whole is a(n) ________.
a)
vertical marketing system
b)
conventional distribution channel
c)
independent channel allocation
d)
corporate VMS
14.
An advantage of a vertical marketing system (VMS) is that it acts as a ________ system
a)
unified
b)
more efficient
c)
modern
d)
customer-driven
15.
A corporate VMS has the advantage of controlling the entire distribution chain under ________.
a)
a profit-maximizing strategic plan
b)
single ownership
c)
mass distribution
d)
a few intermediaries
16.
In a ________, two or more companies at one level join together to develop a new marketing opportunity.
a)
franchise
b)
horizontal marketing system
c)
corporate VMS
d)
multichannel distribution system
17.
Hybrid marketing systems are also called ________.
a)
dual distribution systems
b)
multichannel distribution systems
c)
administered franchises
d)
horizontal multichannel systems
18.
As marketing manager for Globe Imports and Exports, you want to start reaping the benefits of a multichannel distribution system. You will likely enjoy all of the following EXCEPT which one?
a)
expanded sales
b)
expanded market coverage
c)
selling at a higher gross margin
d)
opportunities to tailor products and services to the needs of diverse segments
19.
The major disadvantage of a multichannel system is that it is harder to control and it can generate ________.
a)
channel conflict
b)
less net profit
c)
fewer domestic sales
d)
inefficiencies
20.
Due in a large part to advances in technology, ________ is a major trend whereby product and service producers are bypassing intermediaries and going directly to final buyers, or radically new types of channel intermediaries are emerging to displace traditional ones.
a)
the vertical marketing system
b)
the corporate marketing system
c)
disintermediation
d)
the corporate merge
21.
In many industries, traditional intermediaries are dropping by the wayside because of changes in ________ and the growth of ________ marketing
a)
federal laws; business-to-business
b)
state and local laws; target
c)
technology; direct and online
d)
channel design; retail
22.
Designing a channel system calls for analyzing consumer needs, setting channel objectives, ________ and evaluation.
a)
establishing a budget
b)
identifying major channel alternatives
c)
seeking regulatory approval
d)
seeking legal advice
23.
Which of the following should be the first step in designing a marketing channel?
a)
identifying channel objectives
b)
identifying what consumers want from the channel
c)
analyzing channel alternatives
d)
evaluating intermediaries
24.
To increase a channel's service level, it must provide a greater assortment of products, more add-on services, and ________.
a)
lower prices
b)
more efficiency
c)
faster delivery
d)
follow-up
25.
Which type of product might require a more direct marketing channel to avoid delays and too much handling?
a)
lower-priced products
b)
perishable products
c)
high-priced products
d)
products in their maturity stage
26.
When determining the number of channel members to use at each level, three strategies are available: intensive, exclusive, and ________ distribution.
a)
multichannel
b)
selective
c)
international
d)
direct
27.
Sometimes a producer chooses only a few dealers in a territory to distribute its products or services. Generally these dealers are given a right to ________ distribution.
a)
exclusive
b)
intensive
c)
selective
d)
administrative
28.
Which type of distribution is used when the producer wants more than one, but fewer than all, of the intermediaries who are willing to carry its products?
a)
exclusive
b)
intensive
c)
selective
d)
administrative
29.
It is common for international marketers to ________ their channel strategies for each country.
a)
extend
b)
adapt
c)
restrict
d)
eliminate
30.
Marketing channel management calls for selecting, managing, ________, and evaluating channel members over time.
a)
reducing conflict
b)
reducing waste
c)
motivating
d)
prunning
31.
A company should think of its intermediaries as both its ________ and ________.
a)
competitors; partners
b)
customers; partners
c)
competitors; marketers
d)
customers; employees
32.
The goal of marketing logistics should be to provide a ________ level of customer service at the least cost.
a)
maximum
b)
targeted
c)
moderate
d)
minimum
33.
Which of the following transportation modes is used for digital products?
a)
trucks
b)
rail
c)
the Internet
d)
air
34.
In choosing a transportation mode for a product, shippers must balance the considerations of speed, dependability, cost, and ________.
a)
weight
b)
customer choice
c)
availability
d)
distance
35.
Companies manage their supply chains through ________
a)
skilled operators
b)
information
c)
the Internet
d)
transportation modes
36.
Lancaster Box Company wants to provide better customer service while trimming distribution costs through teamwork, both inside the company and among all the marketing channel organizations. Lancaster Box is thinking of ________.
a)
integrated logistics management
b)
supply chain management
c)
customer relationship management
d)
horizontal marketing system
e)
disintermediation
37.
What is the goal of integrated supply chain management?
a)
to reduce costs
b)
to increase services with minimal cost through teamwork
c)
to harmonize all of the company's logistics decisions
d)
to reduce conflict and increase cooperation among channel members
e)
all of the above
38.
Today, a growing number of firms now outsource some or all of their logistics to ________
a)
cross-functional teams
b)
disintermediaries
c)
channel members
d)
third-party logistics providers
e)
competitors
39.
In designing its marketing channel, Chairs for Every Occasion has moved from a make-and-sell view of its business, which focused on productive inputs and factory capacity as a starting point for marketing planning, to a sense-and respond view, which begins instead with the needs of target customers. With this new view, Chairs for Every Occasion is developing its ________
a)
supply chain
b)
wholesaler chain
c)
demand chain
d)
logistics
40.
Steve's Physco Skates sells its products to Wal-Mart, who then sells them to the consumer. This is an example of a(n) ________
a)
direct marketing channel
b)
producer channel
c)
indirect marketing channel
d)
retailer channel
41.
Joanie Calvert is experiencing a disagreement with intermediaries in the channel over who should do what and for what rewards. Joanie is experiencing ________.
a)
channel delusion
b)
channel conflict
c)
channel disintermediation
d)
channel dismanagement
42.
When two Taco Bell restaurants have a disagreement over who should be able to sell in quantity at a discount to the local high school band, they are in a ________ conflict
a)
vertical
b)
problematic
c)
horizontal
d)
no-win
e)
functional
43.
Staples Office Supply opened an online store that created competition with many of its dealers. The corporate office created a ________ conflict
a)
vertical
b)
problematic
c)
horizontal
d)
no-win
44.
Which of the following is an example of horizontal channel conflict?
a)
A. managers of two separate Holiday Inns disagreeing over what constitutes poor service
b)
B. United Airlines competing with Northwest Airlines for customers
c)
C. disgruntled factory workers complaining about a small pay raise
d)
D. the BMW dealership in Fort Wayne complaining that the BMW dealership in Indianapolis is situated too close
e)
A and D
45.
Which of the following is an example of a multichannel distribution system?
a)
Wal-Mart locating to several countries
b)
J. C. Penney's catalog and retail store sales
c)
Avon's door-to-door distribution
d)
a hotel providing guest privileges at a health spa across the street
46.
Blockbuster offers DVD rentals through its Total Access online rental service and through its bricks-and-mortar stores. This is an example of a(n)________
a)
contractual VMS
b)
horizontal marketing system
c)
conventional distribution channel
d)
multichannel distribution system
47.
When Netflix began delivering DVDs directly to customers through the mail instead of using a brick-and-mortar system, Netflix was following the trend of ________
a)
indirect marketing
b)
disintermediation
c)
a franchise system
d)
exclusive distribution
48.
Chewing gum is stocked in many outlets in the same market or community; in fact, it is placed in as many outlets as possible. This is an example of ________ distribution.
a)
exclusive
b)
intensive
c)
selective
d)
multichannel
49.
Which product(s) will most likely be intensively distributed?
a)
Olympus digital cameras
b)
BMW cars
c)
Coca Cola
d)
Guess blue jeans
50.
Tiffany & Co jewelry can only be found in a limited number of intermediaries. This is an example of ________ distribution.
a)
exclusive
b)
intensive
c)
quality
d)
high-end
51.
Grayville Rock and Gravel, located in a seaport town, sells rock, gravel, and sand to local markets. It has just been awarded a contract with a company 500 miles down the coast. Management should consider switching from truck to ________ transport.
a)
water
b)
rail
c)
air
d)
pipeline
52.

Jewels for the Rich and Famous sells very exclusive jewelry with a minimum price of

$25,000 to customers around the world. Speed of delivery to distant markets is a must.

Management should consider using ________ as its main carrier.

a)

rail

b)

truck

c)

ải

d)

water

e)

the Internet

53.

All of the institutions in a channel are connected by various flows. These include physical

flow, flow of ownership, payment flow, information flow, and ________ flow

a)

promotion

b)

acquisition

c)

customer

d)

return-product

54.

In marketing terms, we say that the number of intermediary levels indicates the ________ of

a channel.

a)

depth

b)

length

c)

complexity

d)

width

55.

large no-frills stores located outside the town center

a)

outlet stores

b)

online stores

c)

chain stores

d)

hypermarket

56.

stores selling through the internet

a)

online stores

b)

mail-order stores

c)

convenience stores

d)

outlet stores

57.

 independently-owned shops licensed to trade under the same name

a)

franchises

b)

online stores

c)

retails

d)

chain stores

58.

shops located in the center of town

a)

high-street shops

b)

chain stores

c)

outlet stores

d)

convenience

59.

shops run by a single company with multiple locations around the country

a)

chain stores

b)

outlet stores

c)

mail-order stores

d)

convenience stores

60.

very large stores that sells groceries, clothes and  many other products

a)

hypermarkets

b)

convenience stores

c)

mail-order stores

d)

outlet stores

61.

stores selling through a catalogue posted to customers

a)

 mail-order stores

b)

Outlet stores

c)

 Chain stores

d)

Online stores

62.

small, independently owned stores selling essential products

a)

convenience stores

b)

outlet stores

c)

chain stores

d)

hypermarkets

63.

Channel level is:

a)

A layer of intermediaries that performs some work in bringing the product and its ownership closer to the final buỷe

b)

number of intermediaries in a level

c)

a marketing channel has no intermediaries level

d)

A set of interdependent organization that help make a product or service available for use or consumption by the consumer or business user

64.

Air freight transportation

a)

A business specializing in transportation of goods by sea, typically using container vessels (large ships designed to transport goods) based at container ports.

b)

The business of moving large quantities of goods by air.

c)

A company specializing in moving goods by lorry.

d)

Transporting materials and goods by mixing two or more modes of transportation.

65.

Courier service:

a)

A business specializing in rapid delivery of small items, usually by van or motorbike.

b)

Person who works for a courier company delivering small items by motorbike.

c)

Transporting materials and goods by mixing two or more modes of transportation.

d)

A company specializing in moving goods by lorry.

66.

Integrated logistics management

a)

To maximize the performance of the entire distribution system, this logistics philosophy highlight teamwork both inside the company and among all the marketing channel members.

b)

The process of planning, implementing, and controlling the physical flow of materials, final goods, and related information from points of origin to points of consumption to meet customer requirements at a profit.

c)

Managing upstream and downstream value-added flows of materials, final goods, and related information among suppliers, the company, resellers, and end-users.

d)

A separate logistics provider that operates any or all of the functions required to bring its client's product to market.

67.

Marketing logistics (physical distribution)

a)

The process of planning, implementing, and controlling the physical flow of materials, final goods, and related information from points of origin to points of consumption to meet customer requirements at a profit.

b)

To maximize the performance of the entire distribution system, this logistics philosophy highlight teamwork both inside the company and among all the marketing channel members.

c)

A separate logistics provider that operates any or all of the functions required to bring its client's product to market.

d)

Transporting materials and goods by mixing two or more modes of transportation.

68.

Multimodal transportation

a)

Transporting materials and goods by mixing two or more modes of transportation.

b)

The business of moving large quantities of goods by air.

c)

Transporting materials and goods by mixing two or more modes of transportation by road and by sea.

d)

Transporting materials and goods by mixing two or more modes of transportation by air and by pipeline

69.

Road haulage contractor

a)

A company specializing in moving goods by lorry.

b)

The business of moving large quantities of goods by air.

c)

A business specializing in transportation of goods by sea, typically using container vessels (large ships designed to transport goods) based at container ports.

d)

A business specializing in rapid delivery of small items, usually by van or motorbike.

70.

Shipping line

a)

A business specializing in transportation of goods by sea, typically using container vessels (large ships designed to transport goods) based at container ports.

b)

A business specializing in rapid delivery of small items, usually by van or motorbike.

c)

A company specializing in moving goods by lorry.

d)

The business of moving large quantities of goods by air.

71.

Supply chain management

a)

The process of planning, implementing, and controlling the physical flow of materials, final goods, and related information from points of origin to points of consumption to meet customer requirements at a profit

b)

Managing upstream and downstream value-added flows of materials, final goods, and related information among suppliers, the company, resellers, and end-users.

c)

A business specializing in transportation of goods by sea, typically using container vessels (large ships designed to transport goods) based at container ports.

d)

To maximize the performance of the entire distribution system, this logistics philosophy highlight teamwork both inside the company and among all the marketing channel members.

72.

Third-party logistics

a)

A separate logistics provider that operates any or all of the functions required to bring its client's product to market.

b)

A business specializing in rapid delivery of small items, usually by van or motorbike.

c)

The business of moving large quantities of goods by air.

d)

Transporting materials and goods by mixing two or more modes of transportation.

73.

Rail freight operator

a)

A company specializing in moving goods by lorry.

b)

The business of moving large quantities of goods by air.

c)

A business specializing in transportation of goods by sea, typically using container vessels (large ships designed to transport goods) based at container ports.

d)

A company that transports heavy goods and raw materials by train.

74.

Marketing _____ addresses not only outbound logistics

but also inbound logistics and reverse logistics.

a)

Supply

b)

Logistic

c)

Logistics management

d)

Air freight transportation

75.

Today, some companies are outsourcing their logistics functions to ___ providers to save costs, increase efficiency, and gain faster and more effective access to global markets

a)

Third-party logistics

b)

Shippers

c)

Multimodal transportation

d)

Supply chain management

76.

Oracle's ___ software solutions help companies to gain sustainable advantage and drive innovation by transforming their traditional supply chains into integrated value chains.

a)

Supply chain management

b)

Supply

c)

Third-party logistics (3PL)

d)

Multimodal transportation

77.

Airfreight rates are much higher than rail or truck rates, but ___ is ideal when speed is needed or distant markets have to be reached.

a)

Air freight transportation

b)

Rail

c)

Logistic

d)

road hauloge contractor

78.

Numerous logistics companies provide single-source ___ shippers that provides flexibility, convenience and cost efficiency.

a)

Logistic

b)

Supply

c)

Air freight transportation

d)

Multimodal transportation

79.

  1. The success of each channel member depends on the performance of the entire ______

chain.

a)

supply

b)

marketing

c)

shipping

80.

______ now also use multimodal transportation which provides advantages that no single mode can deliver.

a)

shippers

b)

supply chain

c)

rail

81.

  1. The cost of water transportation is very low for _______ bulky, low-value, nonperishable products such as sand, coal, grain, oil, and metallic ores.

a)

shipping

b)

internets

c)

ship

d)

trains

82.

  1. In recent years, railroads have increased their customer services by designing new equipment to handle special categories of goods, providing flatcars for carrying truck trailers by ______

a)

rail

b)

trucks

c)

multimodal transportation

d)

supply chain management

83.

______ are highly flexible in their routing and time

schedules, and they can usually offer faster service than railroads.

a)

trucks

b)

air freight transportation

c)

water transportation

84.

The

The _____ carries digital products from producer to

customer via satellite, cable, phone wire, or wireless signal.

a)

Internet

b)

supply chain management

c)

physical

d)

train

85.

Integrated _______ requires the company's various

departments work closely together to maximize its own logistics performance.

a)

logistics management

b)

multimodal transportation

c)

supply chain management

d)

marketing

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