Question 1

Neiman-Marcus is a retailer that many small manufacturers would like to be associated with.A product placement in Neiman-Marcus will increase the prestige of a smaller brand.The source of Neiman-Marcus's power is its

Accepted Answer

Neiman-Marcus's power comes from its sought-after identification with a particular channel member, specifically as an upscale retailer. Being associated with Neiman-Marcus can increase the prestige of a smaller brand, which is why many small manufacturers would like to have a product placement there.

Question 2

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 the lead in coordinating, directing, and supporting other members of the channel. They are responsible for ensuring that products move smoothly through the channel and that each member is fulfilling their responsibilities. The other options (A, B, D, and E) are not commonly used terms for describing a channel member's role.

Question 3

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

Influence can take four forms: expertise, resource control, coercion, and leadership. Of these four, expertise is most likely the reason a firm becomes a channel captain. The firm has specialized knowledge or resources that other members of the channel do not have, making it an important and influential member of the channel.

Question 4

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 5

All the following sources produce channel conflict EXCEPT:

Accepted Answer

Vendor-managed inventory is a strategy where a supplier or manufacturer takes responsibility for managing the inventory of their products at the retail level. While this can create some logistical challenges, it is not typically viewed as a source of channel conflict. The other options listed are all examples of situations that can create conflicts between different members of a distribution channel.

Question 6

American Hospital Supply helps its customers (hospitals)manage inventory and streamline order processing for hundreds of medical supplies.The source of American Hospital Supply's power is its

Accepted Answer

American Hospital Supply's power lies in their expertise in managing inventory and streamlining order processing for medical supplies.

Question 7

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 8

Walmart is a channel captain because of its strong image,number of outlets,and purchasing volume.The source of Walmart's power is its

Accepted Answer

Walmart's power as a channel captain stems from its economic influence, which comes from its strong image, vast number of outlets, and high purchasing volume. These factors give Walmart significant bargaining power over its suppliers and other channel members.

Question 9

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

Economic influence is the most relevant and common form of influence that enables a member to become the channel captain. This includes the ability to control resources such as finances, technology, or information that can affect other channel members' behavior. The other options presented, such as stakeholder position, familial ties, longevity in the industry, or geographic proximity, could have some impact on the firm's position within the channel, but they are not sufficient reasons to become a channel captain.

Question 10

Vertical conflict refers to conflict that occurs between

Accepted Answer

Vertical conflict refers to the conflict between different levels in a marketing channel. This includes conflicts between manufacturers and wholesalers or between wholesalers and retailers.

Question 11

Those activities that focus on getting the right amount of the right products to the right place at the right time at the lowest possible cost are referred to as

Accepted Answer

The description given in the question matches the definition of logistics. Therefore, the correct answer is E. Strategic distribution may refer to a broader approach to distribution planning, whereas distribution management may focus on the overall management of distribution channels. Tactical marketing planning is a different concept that involves developing specific marketing strategies and tactics to achieve marketing goals. Value chain optimization involves optimizing the entire value chain of a company, whereas logistics is a specific part of the value chain that deals with the movement and storage of goods. Therefore, E is the best choice.

Question 12

Sports Port,a motorcycle and fishing boat retailer located in a small northern Minnesota town,was the world's largest dealer for Crestliner fishing boats.In order to meet the demand of his many customers,the owner of Sports Port works with a wide variety of channel members,ranging from the manufacturer of the boats to trucking firms,other retailers,and even detailers (firms that clean,polish,and wax boats).Such a diverse channel of distribution often resulted in channel conflict.However,due to his strong consumer following,the owner of Sports Port had the power to resolve disputes between channel members.The owner of Sports Port serves as the __________ in the channel of distribution.

Accepted Answer

The owner of Sports Port serves as the channel captain because they work with a wide variety of channel members and have the power to resolve disputes between them. They also have a strong consumer following, which gives them the ability to coordinate and direct the activities of the channel members.

Question 13

Bombardier is the leading marketer of corporate jets.Its brand name is well known and respected in the corporate jet market.The aircraft company relies on outside suppliers for design support and to share development costs and market risks,but Bombardier is considered the leader in determining design and marketing of its planes.For its newest plane,Bombardier has about 30 prime suppliers-about 10 of those have been involved since the initial design phase.Bombardier is an example of a __________.

Accepted Answer

The answer of Bombardier is the leading marketer of corporate...

Question 14

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 15

Horizontal conflict refers to conflict that occurs between

Accepted Answer

Horizontal conflict refers to conflict that occurs between two members of the same level of a marketing channel. This could be between two retailers, two wholesalers, or two manufacturers who are both targeting the same customer group.

Question 16

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

Accepted Answer

Microsoft is giving preferential treatment to HP over Sony, which can create vertical conflict between those two manufacturers.

Question 17

A channel captain refers to

Accepted Answer

A channel captain is a channel member who takes on a leadership role by coordinating, directing, and supporting other members of the distribution channel. This role involves taking responsibility for the success of the channel as a whole and working to align the goals and activities of all members towards a common purpose.

Question 18

Disintermediation refers to channel conflict that arises when

Accepted Answer

Disintermediation occurs when a channel member bypasses another member and sells or buys products direct. This can cause channel conflict as the bypassed member may feel excluded or cut out of the process. This can also disrupt the overall flow of the distribution chain.

Question 19

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

Accepted Answer

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

Question 20

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 occurs between intermediaries at the same level in a marketing channel, such as between two or more retailers that carry the same manufacturer's brands.

Quiz 12: Managing Marketing Channels and Supply Chains

Neiman-Marcus is a retailer that many small manufacturers would like to be associated with.A product placement in Neiman-Marcus will increase the prestige of a smaller brand.The source of Neiman-Marcus's power is its

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

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:

American Hospital Supply helps its customers (hospitals) manage inventory and streamline order processing for hundreds of medical supplies.The source of American Hospital Supply's power is its

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

Walmart is a channel captain because of its strong image,number of outlets,and purchasing volume.The source of Walmart's power is its

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

Those activities that focus on getting the right amount of the right products to the right place at the right time at the lowest possible cost are referred to as

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

Horizontal conflict refers to conflict that occurs between

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

A channel captain refers to

Disintermediation refers to channel conflict that arises when

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

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 __________.