Question 1

Which of the following would be a source of vertical conflict?

Accepted Answer

Microsoft providing more prominent point-of-purchase locations for one laptop brand over another can create conflict between the manufacturers of the two brands. This is an example of vertical conflict as it involves conflict between different levels of the same channel of distribution.

Question 2

A firm becomes a channel captain because it is the channel member with the ability to influence the behavior of other members. Influence can take four forms, one of which is

Accepted Answer

A firm becomes a channel captain because of economic influence. This means that the firm has the ability to control or influence the behavior of other channel members through its financial power or market position. This can include factors such as size, market share, brand recognition, and access to resources that give the firm an advantage over its competitors.

Question 3

All the following sources produce channel conflict EXCEPT:

Accepted Answer

Using vendor-managed inventory, where the manufacturer manages the inventory levels of the retailer, can actually reduce channel conflict as it ensures that there is enough inventory to meet demand and reduces the risk of stockouts.

Question 4

Two sources of horizontal conflict are common. It may occur when __________.

Accepted Answer

The answer of Two sources of horizontal conflict are common....

Question 5

A channel captain refers to

Accepted Answer

A channel captain is a member of the distribution channel who coordinates, directs, and supports other channel members. They are responsible for managing the relationships within the channel and ensuring that all members are working towards a common goal. The other options either don't accurately describe what a channel captain is or are too broad in their descriptions.

Question 6

The two types of channel conflict are

Accepted Answer

The two types of channel conflict are horizontal and vertical. Horizontal conflict arises between firms at the same level of the channel, such as two retailers competing for the same customers. Vertical conflict arises between firms at different levels of the channel, such as a manufacturer and a retailer disagreeing over pricing or promotion.

Question 7

Channel conflict that arises when one member bypasses another member and sells or buys products direct is referred to as __________.

Accepted Answer

Disintermediation occurs when a member of the distribution channel bypasses another member and sells or buys products directly. This can create channel conflict and is considered a form of vertical integration.

Question 8

Conflict occurring between intermediaries at the same level in a marketing channel, such as between two or more retailers that carry the same manufacturer's brands, is referred to as __________.

Accepted Answer

Horizontal conflict refers to conflict between intermediaries at the same level in a marketing channel. The other options are not relevant to this type of conflict.

Question 9

Goodyear Tire dealers became irate when Goodyear Tire Company decided to sell its brands through Sears, Walmart, and Sam's Club. Many switched to competing tire makers. This is an example of __________.

Accepted Answer

The answer of Goodyear Tire dealers became irate when Goodyear...

Question 10

A firm becomes a channel captain because it is the channel member with the ability to influence the behavior of other members. Influence can take four forms, one of which is

Accepted Answer

Expertise is a key factor in being able to influence other members in a channel. A firm with expertise, whether it's in manufacturing, marketing, or logistics, can use this knowledge to establish power and control over other members in the channel. The other choices listed do not necessarily confer a competitive advantage in establishing channel leadership.

Question 11

Two sources of horizontal conflict are common. It may occur when __________.

Accepted Answer

The answer of Two sources of horizontal conflict are common....

Question 12

Which of the following types of vertical marketing systems is the LEAST likely to experience channel conflict?

Accepted Answer

In a corporate vertical marketing system, a single company owns multiple levels of the distribution channel, reducing the likelihood of channel conflict as there is unified control and decision-making.

Question 13

While Maytag appliances have the leading brand name, its sales are third in the industry. One of the things the company has done to spur sales is to create a website where potential customers can find the answers to the questions they ask during the appliance purchase process. Although Maytag considered using a __________ strategy by directing customers to Maytag appliance stores it owns, the firm decided against it and simply provides the names and addresses of all the retailers (Sears, Home Depot, etc.) that carry Maytag appliances.

Accepted Answer

The answer of While Maytag appliances have the leading brand...

Question 14

Horizontal conflict refers to conflict that occurs between

Accepted Answer

Horizontal conflict occurs between two members of the same level of a marketing channel, such as two retailers within the same geographic area competing for the same customers.

Question 15

Channel conflict refers to

Accepted Answer

Channel conflict refers to disagreements or disputes between different channel members, such as retailers, wholesalers, and manufacturers, over issues such as distribution territory, pricing, and promotion. These conflicts can arise when one member feels that another member's actions are preventing them from achieving their goals, such as sales growth or profitability. Conflicts can harm relationships, decrease sales and profits, and damage a company's overall brand image.

Question 16

Disintermediation refers to channel conflict that arises when

Accepted Answer

Disintermediation occurs when a channel member bypasses another member and sells or buys products directly, without going through the traditional distribution channel. This can cause channel conflict when other members feel left out or lose their role in the distribution chain.

Question 17

A channel member (producer, wholesaler, or retailer) who coordinates, directs, and supports other channel members is referred to as a __________.

Accepted Answer

A channel captain is a channel member who takes on a leadership role by coordinating, directing, and supporting other channel members. They act as a intermediary between producers, wholesalers, and retailers to ensure that the overall channel strategy is executed effectively.

Question 18

Conflict that occurs between two different levels in a marketing channel is referred to as

Accepted Answer

Vertical conflict refers to the disagreement, dispute or conflict between two or more levels of a marketing channel, such as between manufacturers and wholesalers or between wholesalers and retailers. Lateral conflict occurs between two firms at the same level, while horizontal conflict usually refers to competition between firms at the same level in the channel. Distributor conflict and contractual conflict do not accurately describe this type of conflict between different levels in the channel.

Question 19

A firm becomes a channel captain because it is the channel member with the ability to influence the behavior of other members. Influence can take four forms, one of which is

Accepted Answer

The answer of A firm becomes a channel captain because...

Question 20

Vertical conflict refers to conflict that occurs between

Accepted Answer

Vertical conflict occurs between two different levels in a marketing channel, such as between a manufacturer and a retailer or between a wholesaler and a retailer. It often arises due to disagreements over pricing, promotions, or distribution issues.

Quiz 12: Managing Marketing Channels and Supply Chains

Which of the following would be a source of vertical conflict?

A firm becomes a channel captain because it is the channel member with the ability to influence the behavior of other members. Influence can take four forms, one of which is

All the following sources produce channel conflict EXCEPT:

Two sources of horizontal conflict are common. It may occur when __________.

A channel captain refers to

The two types of channel conflict are

Channel conflict that arises when one member bypasses another member and sells or buys products direct is referred to as __________.

Conflict occurring between intermediaries at the same level in a marketing channel, such as between two or more retailers that carry the same manufacturer's brands, is referred to as __________.

Goodyear Tire dealers became irate when Goodyear Tire Company decided to sell its brands through Sears, Walmart, and Sam's Club. Many switched to competing tire makers. This is an example of __________.

A firm becomes a channel captain because it is the channel member with the ability to influence the behavior of other members. Influence can take four forms, one of which is

Two sources of horizontal conflict are common. It may occur when __________.

Which of the following types of vertical marketing systems is the LEAST likely to experience channel conflict?

Horizontal conflict refers to conflict that occurs between

Channel conflict refers to

Disintermediation refers to channel conflict that arises when

A channel member (producer, wholesaler, or retailer) who coordinates, directs, and supports other channel members is referred to as a __________.

Conflict that occurs between two different levels in a marketing channel is referred to as

A firm becomes a channel captain because it is the channel member with the ability to influence the behavior of other members. Influence can take four forms, one of which is

Vertical conflict refers to conflict that occurs between