Question 1

What solution did Andersen Consulting provide to the Moscow Bread Company to solve the problem of stale bread?

Accepted Answer

The answer of What solution did Andersen Consulting provide to...

Question 2

In exchange for a pledge to carry at least 40 different Procter & Gamble products, participating stores receive regular visits from P & G representatives who tidy and arrange display areas.This motivational program is referred to as:

Accepted Answer

This is referred to as the "golden store" program, where Procter & Gamble incentivizes stores to carry a variety of their products in exchange for special attention and service from P&G representatives.

Question 3

Peer-to-peer (p-to-p)marketing uses distribution channels through:

Accepted Answer

Peer-to-peer (p-to-p) marketing uses electronic commerce as the distribution channel, as it involves individuals sharing products, services or information directly with each other through online platforms or social media channels without the traditional intermediary structures of business-to-consumer or business-to-business marketing.

Question 4

Which of the following most accurately describes the relative length of consumer and industrial distribution channels?

Accepted Answer

Consumer channels often involve more intermediaries because products typically go through several layers of distribution (e.g., manufacturers, wholesalers, retailers) before reaching the end consumer. In contrast, industrial channels are usually shorter as they often involve direct sales from manufacturers to business users or fewer intermediaries.

Question 5

Coca-Cola Company's global marketing leadership position is based in part on its ability to put Coke "within an arm's reach of desire"; in other words, it is the ability to create:

Accepted Answer

The ability to put Coke "within an arm's reach of desire" indicates the creation of place utility, which means making the product easily accessible to consumers. Time utility refers to making the product available at the right time, form utility refers to enhancing the physical appearance of the product, and information utility refers to providing relevant information about the product to consumers. While all of these are important in marketing, the given statement specifically refers to place utility.

Question 6

Sales representatives in which Japanese industry cultivate close, long-term relations with customers by selling door-to-door?

Accepted Answer

The answer of Sales representatives in which Japanese industry cultivate...

Question 7

Marketing channels exist to create utility for customers.The major categories of channel utility include all of the following except:

Accepted Answer

Price utility is not a major category of channel utility. The major categories are place, information, form, and time utility. Price utility refers to the overall savings or value that a customer receives from purchasing a product or service.

Question 8

Which of the following does not qualify as a "category killer?"

Accepted Answer

Victoria's Secret specializes in lingerie and beauty products, which doesn't make it a category killer. Category killers dominate a particular segment of retail, often offering a wide selection and low prices that make it difficult for other retailers to compete in that category. IKEA (furniture), Home Depot (home improvement), Circuit City (electronics, though now defunct), and Toys "R" Us (toys) are examples of stores that have been considered category killers in their respective domains.

Question 9

eBay was a pioneer in a form of online marketing known as:

Accepted Answer

eBay was a pioneer in peer-to-peer (p-to-p) online marketing, allowing individuals to sell products directly to other individuals.

Question 10

Which European retailer proved unsuccessful in its cross-border initiatives on New York's fashionable Fifth Avenue?

Accepted Answer

Galeries Lafayette attempted to establish a flagship store on Fifth Avenue in New York City, but the venture proved unsuccessful and the store closed after only two years.

Question 11

By definition, ________ feature a narrow but deep merchandise mix and high levels of service.

Accepted Answer

Specialty retailers are defined by their narrow but deep merchandise mix, meaning they carry a limited range of products but offer a wide variety within that range. They also typically offer high levels of service, such as knowledgeable staff and personalized attention to customers. Department stores and supermarkets, on the other hand, typically have a broader merchandise mix and lower levels of service. Convenience stores prioritize convenience over merchandise selection and service, and discount stores prioritize low prices over service.

Question 12

Which of the following is an appropriate guideline for companies selecting independent distributors in international markets?

Accepted Answer

All the options provided are considered appropriate guidelines for companies when selecting independent distributors in international markets. Selecting distributors actively ensures a better match with the company's goals, looking for distributors capable of developing markets ensures growth, treating local distributors as long-term partners fosters loyalty and cooperation, and maintaining control over marketing strategy ensures consistency with the company's overall objectives.

Question 13

Wal-Mart's international division currently generates only 25% of company sales, but the world's biggest retailer is staking its claim in:

Accepted Answer

China is the best choice because it has the world's largest population and a rapidly growing middle class, providing a huge market for retailers like Wal-Mart. Additionally, Wal-Mart already has a significant presence in China, with 433 stores as of 2021.

Question 14

Some wine importers insist on shipping their wines in refrigerated containers to protect the wines from being damaged by high temperatures.Such importers are creating which kind of utility?

Accepted Answer

The importers are creating form utility, which refers to the process of adding value to products by transforming them into a more useful form. By shipping their wines in refrigerated containers, they are protecting the product from being damaged and ensuring that it arrives in a high-quality form. Place utility relates to making the product available in the right location, time utility refers to delivering the product at the right time, information utility refers to providing customers with information about the product, and worker utility refers to the value added by employees who contribute to the production process.

Question 15

Which of the following is not an appropriate guideline for companies selecting independent distributors in international markets?

Accepted Answer

Giving local distributors complete control over marketing strategy may not be an appropriate guideline as it could result in inconsistency in branding, messaging, and positioning of the product or service in the international market. Companies should collaborate with local distributors to develop marketing strategies that align with their overall marketing goals while also considering local market nuances and consumer behavior.

Question 16

Which of the following correctly characterizes the retailing strategy shared by Toys "R" Us and Virgin Megastores?

Accepted Answer

The answer of Which of the following correctly characterizes the...

Question 17

Which personal computer company began life as a b-to-b marketer and then began marketing direct to the home PC market?

Accepted Answer

Dell began as a business-to-business (B2B) marketer selling customized computer systems to customers such as government agencies and businesses. In the mid-1990s, however, Dell shifted its focus to selling directly to consumers through its website and phone sales. This direct-to-consumer model allowed Dell to offer lower prices and more customized systems, making it a popular choice for home PC buyers.

Question 18

Which of the following is the largest retailer in the world in terms of annual sales according to the top five global retailers, 2010?

Accepted Answer

According to the top five global retailers of 2010, Wal-Mart is the largest retailer in the world in terms of annual sales.

Question 19

The retail environment in developing countries presents challenges for marketing nonperishable items.In Mexico, Proctor & Gamble, Unilever, Colgate-Palmolive, and other global consumer product companies use ________ for their products:

Accepted Answer

Mom-and-pop stores are prevalent in developing countries like Mexico, where global consumer product companies often distribute their products due to the widespread presence and accessibility of these small, family-owned businesses.

Question 20

Which country has the biggest market for Amway?

Accepted Answer

According to Amway's 2019 Annual Report, China had the highest sales revenue of $8.4 billion, making it the largest market for Amway.

Quiz 12: Global Marketing Channels and Physical Distribution