Question 1

Pertaining to the release of movies,windowing is a practice by which movie producers stagger the release of movies for various distributors. Which of the following statements about windowing is false?

Accepted Answer

A)   Windowing was established to help the movie industry maximize total revenues.
B)   The practice essentially made movie theatres exclusive distributors for the first four months after a movie's release.
C)   Windowing greatly benefited movie theaters.
D)   Windowing greatly threatened movie theaters.
E)   Windowing may be replaced with new approach to distribution that shortened the time consumers can purchase movies.F) D) and E)
G) C) and D)

Question 2

The corporate level planning process is concerned with:

Accepted Answer

A)   Communicating corporate guidelines, business definition, and mission.
B)   Communicating business guidelines.
C)   Communicating the program definition.
D)   Integrating functional strategies.
E)   Developing a one-year plan and budget for departments.F) A) and B)
G) B) and D)

Question 3

If a manufacturer's products are "middle of the road" in quality and aimed at the mass market,its distribution strategy should stress:

Accepted Answer

A)   Exclusive distribution.
B)   Broad coverage of the market.
C)   Very selective distribution.
D)   Intensive or exclusive distribution.
E)   Regional distribution.F) A) and C)
G) B) and E)

Question 4

Infiniti's approach to selling cars,according to the company,stresses:

Accepted Answer

A)   Tradition but with more "class".
B)   Aims to communicate to its dealers that they must be the best and create high consumer expectations.
C)   Extensive use of the Internet.
D)   A strict one-price policy.
E)   elimination of dealer salespeople to move to a higher technological computer-based approach to car sales.F) A) and B)
G) A) and C)

Question 5

Caterpillar's CEO,Donald V.Fites,makes it clear that the biggest reason for Caterpillar's success has been:

Accepted Answer

A)   A great product.
B)   An emphasis on product differentiation.
C)   Competitive prices.
D)   Its system of distribution and product support.
E)   Its product development expertise.F) B) and E)
G) B) and D)

Question 6

The reputation a manufacturer acquires among channel members for furnishing products,services,financial returns,and systems that are in some way superior to those offered by competing manufacturers is referred to as:

Accepted Answer

A)   Channel position.
B)   Channel strength.
C)   Channel design.
D)   Channel superiority.
E)   Channel differentiation.F) B) and D)
G) B) and C)

Question 7

DPA stands for:

Accepted Answer

A)   Distribution price allocation.
B)   Distribution product advertising.
C)   Distribution portfolio analysis.
D)   Distribution production alternatives.
E)   Distribution promotion analysis.F) A) and E)
G) None of the above

Question 8

Which of the following statements regarding the marketing mix is true?

Accepted Answer

A)   When distribution is the most relevant marketing mix element, it is because power retailers are channel members.
B)   Distribution usually is the leading variable in the marketing mix unless the manufacturer owns and operates its own retailing operation.
C)   As the number of channel members expands, so does the importance of distribution in the marketing mix.
D)   The most emphasis should be placed on profits and placement in developing a marketing mix.
E)   Distribution can offer a more favorable basis for developing the competitive edge because it is not easily copied.F) D) and E)
G) C) and E)

Question 9

Channel strategy is best conducted:

Accepted Answer

A)   On an ad hoc basis.
B)   On a "cross that bridge when you come to it" basis.
C)   On a firefighting basis.
D)   By following a set of guiding principles basis.
E)   By developing personal relationships with other channel managers.F) C) and E)
G) B) and E)

Question 10

Which of the following statements regarding synergy through distribution is false?

Accepted Answer

A)   It is sometimes referred to as distribution partnerships.
B)   It is sometimes referred to as strategic alliances.
C)   It is sometimes referred to as e-commerce.
D)   It is sometimes referred to as networks.
E)   It is sometimes referred to as partnering.F) A) and B)
G) D) and E)

Question 11

Competitive advantages gained through distribution tend to be:

Accepted Answer

A)   Short-lived.
B)   Long-lived.
C)   Less costly to develop.
D)   Much more difficult to develop than product advantages.
E)   Almost always more expensive to develop.F) A) and E)
G) A) and D)

Question 12

Channel design should be viewed as:

Accepted Answer

A)   The most important element for gaining differential advantage.
B)   One component in the firm's attempt to gain differential advantage.
C)   The only real basis for gaining differential advantage.
D)   Of little consequence in gaining differential advantage.
E)   The second most important element behind pricing.F) A) and C)
G) B) and D)

Question 13

The principal lesson BMW learned from Michael Dell of Dell Computer is:

Accepted Answer

A)   Customers are looking for the lowest price.
B)   Highly standardized products sell best.
C)   Custom made distribution can attract customers.
D)   Customers who need no technical support will buy from BMW.
E)   Insecure customers who are afraid to venture into dealerships will buy from BMW.F) A) and C)
G) A) and E)

Question 14

Many manufacturers have neglected distribution because:

Accepted Answer

A)   Product, price and promotion are more difficult to control.
B)   Independent channel members can be difficult to control.
C)   It takes too long for distribution to impact market share.
D)   The decisions are difficult to make.
E)   It is hard to obtain the information.F) A) and D)
G) All of the above

Question 15

The tactics a channel manager can use to motivate channel members:

Accepted Answer

A)   Are most effective when they provide financial gains to the channel member.
B)   Are severely limited by law.
C)   Are very diverse in approach.
D)   Are best when they take a subtle approach.
E)   Are difficult to implement.F) A) and C)
G) A) and D)

Question 16

Channel strategy should guide channel design so as to help the firm attain:

Accepted Answer

A)   The most efficient channel.
B)   The lowest cost channel.
C)   Differential advantage.
D)   Increased profits.
E)   Power over other members of the channel.F) C) and D)
G) B) and C)

Question 17

The main reason WD-40 is in 75 percent of all U.S.households seems to be:

Accepted Answer

A)   Its efficient inbound logistics.
B)   Marketing and sales.
C)   Its retail distribution channels.
D)   Technology development.
E)   Procurement.F) B) and C)
G) D) and E)

Question 18

How much emphasis should be placed on each strategic variable of the marketing mix is:

Accepted Answer

A)   A question without a general answer.
B)   A direct function of the size of the firm.
C)   Almost always most critical in high-tech companies.
D)   A fairly clear-cut formula of Ts = f(P1,P2,P3,P4) .
E)   Dependent upon the firm's goals and objectives.F) All of the above
G) A) and B)

Question 19

______________ refers to a firm's attainment of an advantageous position in the market relative to competitors.

Accepted Answer

A)   Channel and placement strategy
B)   Differential advantage
C)   Respect
D)   Power
E)   Marketing strategyF) B) and C)
G) B) and D)

Question 20

A well-developed marketing channel comprised of the right channel members can create __________ between the manufacturer and channel members.

Accepted Answer

A)   synergy
B)   problems
C)   a legal partnership
D)   unforeseen obstacles
E)   conflictF) C) and D)
G) A) and B)

Exam 5: Strategy in Marketing Channels

Which of the following statements regarding the marketing mix is true?

Correct AnswerverifiedShow Answer

The reputation a manufacturer acquires among channel members for furnishing products,services,financial returns,and systems that are in some way superior to those offered by competing manufacturers is referred to as:

Correct AnswerverifiedShow Answer

If a manufacturer's products are "middle of the road" in quality and aimed at the mass market,its distribution strategy should stress:

Correct AnswerverifiedShow Answer

Pertaining to the release of movies,windowing is a practice by which movie producers stagger the release of movies for various distributors. Which of the following statements about windowing is false?

Correct AnswerverifiedShow Answer

Channel strategy is best conducted:

Correct AnswerverifiedShow Answer

The corporate level planning process is concerned with:

Correct AnswerverifiedShow Answer

The main reason WD-40 is in 75 percent of all U.S.households seems to be:

Correct AnswerverifiedShow Answer

Which of the following statements regarding synergy through distribution is false?

Correct AnswerverifiedShow Answer

DPA stands for:

Correct AnswerverifiedShow Answer

Channel strategy should guide channel design so as to help the firm attain:

Correct AnswerverifiedShow Answer

______________ refers to a firm's attainment of an advantageous position in the market relative to competitors.

Correct AnswerverifiedShow Answer

The principal lesson BMW learned from Michael Dell of Dell Computer is:

Correct AnswerverifiedShow Answer

Competitive advantages gained through distribution tend to be:

Correct AnswerverifiedShow Answer

Channel design should be viewed as:

Correct AnswerverifiedShow Answer

Many manufacturers have neglected distribution because:

Correct AnswerverifiedShow Answer

A well-developed marketing channel comprised of the right channel members can create __________ between the manufacturer and channel members.

Correct AnswerverifiedShow Answer

Caterpillar's CEO,Donald V.Fites,makes it clear that the biggest reason for Caterpillar's success has been:

Correct AnswerverifiedShow Answer

How much emphasis should be placed on each strategic variable of the marketing mix is:

Correct AnswerverifiedShow Answer

Infiniti's approach to selling cars,according to the company,stresses:

Correct AnswerverifiedShow Answer

The tactics a channel manager can use to motivate channel members:

Correct AnswerverifiedShow Answer

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