Deck 9: Sustaining Reseller Partnerships

Question 1

The most readily available reseller diagnostics are_______.Suppliers evaluate four categories of expenses - customer communications,paperwork flows,physical distribution,and financial risk assumptions - to learn whether certain costs are under control and to contrast the efficiency of one channel versus another.

A)partner relationship management system
B)performance and activity reports
C)expense-to-revenue ratios
D)turns x earns

Answer 1

C

Question 2

Resellers _______ as technology evolves.A reseller may be able to put those new developments to use for customer firms in the form of new support services.

A)train and coach
B)provide superior service
C)innovate
D)enhance brand equity of supplier

Answer 2

C

Question 3

To ensure that superior value is delivered to customers,suppliers provide help in the form of _______ which includes courses,seminars,certification programs and building skills.

A)training and coaching
B)sales and marketing programs
C)operational and technical support
D)pricing support

Answer 3

A

Question 4

The _________ is designed to motivate resellers to buy in large quantities and store local inventory.

A)allowance
B)payment discount
C)quantity or volume discount
D)trade or functional discount

Question 5

A _______ is a business regimen that enhances the ability of a supplier firm,resellers,and third-party service providers to seamlessly integrate and synchronize their operations,selling,marketing,and servicing efforts.

A)partner relationship management system
B)performance and activity reports
C)expense-to-revenue ratios
D)turns x earns

Question 6

The ___________ reflects the fact that evolving marketplaces may dramatically and unexpectedly alter the goals and resources of channel partners.

A)law of legitimate cross-purposes
B)law of perpetual change
C)opportunism
D)alignment

Question 7

The _______ captures two critical performance dimensions for resellers: how quickly they are turning inventory and how much gross profit they make on these sales.

A)partner relationship management system
B)performance and activity reports
C)expense-to-revenue ratios
D)turns x earns

Question 8

Parker Hannifin Corporation supports resellers with _______ such as furnishing contact information on prospects to distributors and proposing strategies for cultivating new business from existing and potential accounts.These strategies include recommendations on how to customize offerings for local customers and cross-sell the full line of PH products.

A)training and coaching
B)sales and marketing programs
C)operational and technical support
D)pricing support

Question 9

________ refers to "self-interest seeking with guile.

A)Law of legitimate cross-purposes
B)Law of perpetual change
C)Opportunism
D)Alignment

Question 10

A(n)________ is the continuing process of aligning the mutual self interests and complementary resources of partner firms in stable marketplaces,responding adaptively to incremental marketplace changes,and transforming channels in the face of disruptive forces.

A)reseller partnership
B)sustaining reseller partnerships
C)alignment
D)mutual self-interest

Question 11

Suppliers offer resellers a ________ to encourage them to pay for goods immediately.

A)allowance
B)payment discount
C)quantity or volume discount
D)trade or functional discount

Question 12

Supplier firms can reduce the cost-to-serve customers for an entire marketing channel by maintaining and providing _______ in the form of inventory control,logistics,and customer service systems for other channel partners.

A)training and coaching
B)sales and marketing programs
C)operational and technical support
D)pricing support

Question 13

_______,is the overall level of disagreement in the working partnership determined by the frequency,intensity,and duration of disagreements.

A)Conflict
B)Law of perpetual change
C)Opportunism
D)Alignment

Question 14

To be sure that resellers _______,they are turning to techniques popularized by the quality movement.Central States Industrial Supply devised standard procedures for performing the firm's services and a quality management system.

A)train and coach
B)provide superior service
C)innovate
D)enhance brand equity of supplier

Question 15

A(n)________ captures the extent to which goal congruence exists among partner firms' self-interests and the degree to which complementary resources and capabilities enable the partner firms to capitalize on marketplace opportunities.

A)reseller partnership
B)sustaining reseller partnerships
C)alignment
D)transforming channels

Question 16

Trade associations and consulting firms commonly compile and publish industry averages of diagnostic measures in _______

A)partner relationship management system
B)performance and activity reports
C)expense-to-revenue ratios
D)turns x earns

Question 17

The _______ refers to the fact that supplier firms and reseller firms rely upon different profit models that are sometimes at odds with one another.

A)law of legitimate cross-purposes
B)law of perpetual change
C)opportunism
D)alignment

Question 18

A(n)________ refers to the extent to which there is mutual recognition and understanding that the success of each firm depends on the other firm,with each firm consequently taking actions so as to provide a coordinated effort focused on jointly satisfying the requirements of the customer marketplace.

A)reseller partnership
B)sustaining reseller partnership
C)alignment
D)mutual self-interests

Question 19

_________ captures the perceived continuity or growth in the relationship between two firms.It entails a desire to develop a stable relationship,and a willingness to make short-term sacrifices to maintain the relationship.

A)Law of perpetual change
B)Opportunism
C)Alignment
D)Commitment

Question 20

The ________,stated as a percent reduction from the suggested resale price,ideally covers the reseller's costs of performing assigned tasks and provides the reseller with a reasonable profit.

A)allowance
B)payment discount
C)quantity or volume discount
D)trade or functional discount

Question 21

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.

Question 22

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

Question 23

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.

Question 24

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.

Question 25

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