Question 1

The managers who deploy form of hybrid channels,adaptive channels,view their distribution channels as webs of capabilities embedded in an extended enterprise.They realize that by sharing their resources and capabilities in novel ways,they can take advantage of profit-making opportunities that they could not exploit alone.

Accepted Answer

The statement accurately describes the perspective of managers who deploy hybrid channels and adaptive channels. They view their distribution channels as webs of capabilities and understand the value of sharing resources and capabilities to take advantage of new profit-making opportunities.

Question 2

One mechanism through which managers can achieve channel alignment under the threat of alignment is careful selection of honest and trustworthy partner firms,

Accepted Answer

The answer of One mechanism through which managers can achieve...

Question 3

To better reflect channel partner gives & gets,some progressive suppliers have migrated toward a functional allowance.Here,the supplier pays a reseller a set percent off the reseller buy price for performing specific tasks.

Accepted Answer

This statement is true. Some suppliers have shifted from traditional co-op funds or MDFs to functional allowances, where the supplier pays a reseller a percentage off the buy price for performing specific activities such as training or marketing. This approach benefits both the supplier and the partner as it aligns incentives and promotes mutually beneficial behavior.

Question 4

A supplier firm and reseller firm,practicing mutual self-interests,partner because their respective managements understand that by sharing complementary resources and capabilities,they are more likely to achieve their respective self-interests than if they act alone.

Accepted Answer

This statement accurately describes the concept of a strategic partnership between a supplier firm and a reseller firm. Both parties benefit from the collaboration and achieve their respective self-interests by sharing resources and capabilities.

Question 5

Scholars have identified six influence strategies for gaining and using power-information exchange,recommendations,promises,threats,legalistic pleas,and requests.

Accepted Answer

Scholars have indeed identified six influence strategies for gaining and using power: information exchange, recommendations, promises, threats, legalistic pleas, and requests.

Quiz 9: Sustaining Reseller Partnerships

One mechanism through which managers can achieve channel alignment under the threat of alignment is careful selection of honest and trustworthy partner firms,

To better reflect channel partner gives & gets,some progressive suppliers have migrated toward a functional allowance.Here,the supplier pays a reseller a set percent off the reseller buy price for performing specific tasks.

A supplier firm and reseller firm,practicing mutual self-interests,partner because their respective managements understand that by sharing complementary resources and capabilities,they are more likely to achieve their respective self-interests than if they act alone.

Scholars have identified six influence strategies for gaining and using power-information exchange,recommendations,promises,threats,legalistic pleas,and requests.