MKT 315 COMPLETE COURSE MKT 315 COMPLETE COURSE
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MKT 315 WK 2 Quiz 1 Chapters 1,2
MULTIPLE CHOICE
1. Which type of strategy did Walmart decide to use to compete with Amazon?
a. Heavy advertising
b. Price reduction
c. Establish kiosks in Walmart stores
d. Wholesale distribution
e. Mass distribution via its own online channel
2. Which of the following statements is false?
a. Consumer expectations have moved firms to add additional channels.
b. Both B2C and B2B businesses are increasing the number of channels they use to distribute their products
c. The flexibility to respond to consumers does not appear to be relevant to channel design.
d. Channels must be targeted to reach intended customer segments.
e. The increasing role of technology is helping to foster the use of multiple channels.
3. Which of the following is a true statement about Internet-based channels?
a. Walmart's channel model continues to rely on its 'brick and mortar' stores exclusively.
b. ‘Bricks and Mortar’ retailers that added online capabilities to traditional channels of distribution have had sluggish sales.
c. Online sales have become an established distribution channel for B2C but not B2B markets.
d. Internet-based channels have become a mainstream channel in the channel mixes of many firms.
e. The growth of E-commerce is beginning to slow.
4. A sustainable competitive advantage is one that
a. lasts at least five years.
b. is based on a superior product feature.
c. usually stresses a lower price.
d. is difficult for competitors to match.
e. stresses heavy promotional spending.
5. According to the text, the most promising avenue for gaining a sustainable competitive advantage today is through an emphasis on:
a. Pricing strategy.
b. Channel strategy.
c. Promotion strategy.
d. Product strategy.
e. Supply strategy.
6. Which of the following is not relevant to the definition of, channel?
a. External, meaning the channel exists outside the firm.
b. Internal, meaning the channel exists as part of the firm.
c. Contactual organization, referring to those firms involved in negotiatory functions.
d. Operates, suggesting involvement by management in the affairs of the channel.
e. Distribution objectives, meaning management has certain distribution goals in mind.
7. Relating to the term, channel manager, which of the following statements is false?
a. Most firms and organizations have a single designated position called channel manager.
b. Channel managers refer to anyone in a firm who is involved in the marketing channel decision making.
c. Depending on the type of firm, many different executives may be involved in making channel decisions.
d. In some franchise organizations the, manager of franchisee relations, sometimes plays an important role in channel decision making.
e. The term channel manager is used because it provides a sense of focus to the role of channel decision making
8. According to the text, the technology that is likely to have the greatest impact on marketing channels is:
a. Television.
b. Automated warehousing.
c. The Internet.
d. Hand-held computers.
e. Cellular phones.
9. According to the text, the confusion over the definition of the marketing channel stems mainly from which of the following causes?
a. Marketing channels are complex.
b. There are simply too many definitions of the marketing channel.
c. Too many “academic types” have become involved.
d. The differing perspectives or viewpoints used.
e. There are too many marketing channels for anyone to understand.
10. The text argues that the role of marketing channels in marketing management is:
a. An extremely important tactical issue.
b. The most important part of marketing management.
c. Of strategic importance in many cases.
d. Important mainly in the automobile business.
e. To offset problems in product strategy.
11. Consumers often view the marketing channel as simply:
a. Part of the manufacturer’s organization.
b. A group of parasites who are mainly responsible for the high prices at the supermarket.
c. A lot of middlemen standing between them and the producer of the product.
d. The flow of goods and services through the economy.
e. The path taken by the title to goods as it moves through agencies that take title or facilitate its transfer.
12. According to the view taken in the text, the marketing channel may be defined as:
a. the intra-organizational system for moving goods and services to their markets.
b. the external contactual organization that management operates to achieve its distribution objectives.
c. the path taken by goods or services as they flow from producer to final user.
d. all firms outside of the organization that are involved in performing marketing functions.
e. the infrastructure used to move goods from manufacturer to retailer.
13. When Wal-Mart is performing negotiatory functions, it is involved in
a. Transferring title, selling, and buying.
b. Buying, selling, and transportation.
c. Risk-taking, selling, and credit.
d. Selling and advertising.
e. Transferring title and providing storage.
14. A distinction is made between channel members and facilitating agencies because:
a. Sometimes academic hairsplitting is necessary.
b. The channel members are part of the interorganizational system, while the facilitating agencies are not.
c. The channel management problems are often different for channel members versus facilitating agencies.
d. The use of facilitating agencies is not a frequent occurrence for many firms.
e. Channel members and facilitating agencies have different levels of control in the movement of goods.
15. Management of the marketing channel frequently involves all of the following except:
a. Interorganizational management.
b. The setting of distribution objectives.
c. Operating the channel.
d. Interorganizational management.
e. Negotiating functions such as buying and selling.
16. When a firm finally invents the Star-Trek® Transporter, its marketing channel will come into existence only after:
a. The Transporter has been introduced to the market.
b. The negotiatory functions have taken place.
c. Target markets have been defined.
d. Shipping alternatives have been considered.
e. Facilitating agencies have been contacted.
17. Marketing channel management should be considered:
a. The premier strategic planning area of the firm.
b. An important part of logistics management.
c. A special tactical phase of marketing management.
d. A major strategic area of marketing management.
e. A component of operations management.
18. The channel manager is:
a. A quite common position today in many firms.
b. About equal to a product manager.
c. The marketing manager’s boss.
d. Almost always a staff position.
e. Anyone in the firm who makes marketing channel decisions.
19. Because the Sales Coordinator at Borden, Inc. makes channel decisions, he/she can be considered:
a. A distribution manager.
b. A logistics manager.
c. A channels specialist.
d. A channel manager.
e. A marketing specialist.
20. Channel management should be viewed as:
a. The fourth element of the marketing mix.
b. Being more important to the firm’s strategy than the marketing mix.
c. One of the major strategic areas of marketing management.
d. A subdivision of logistics.
e. An element of the distribution function.
21. Management should develop and operate the marketing channel in such a way as to:
a. Reduce costs to the lowest possible level.
b. Support and enhance the other strategic variables of the marketing mix.
c. Maximize sales to final users.
d. Provide the bulk of the promotional support needed by the firm.
e. Provide a unique service to customers.
22. The Coors Company has decided to focus on channel strategy as the key factor in achieving sustainable competitive advantage because:
a. In the beer market, product, price and promotion simply are not important strategic variables.
b. The relationship between a manufacturer and its channel members is not copied easily by competitors.
c. The beer market is growing so rapidly that manufacturers have difficulty securing enough distributors.
d. There is a high rate of new product success.
e. It is easy to maintain brand recognition.
23. Which of the following statements is true?
a. Channel management and distribution strategy are the two major components of logistics.
b. Logistics and distribution strategy are the two major components of channel management.
c. Logistics management is a production function, while channel management is a marketing function.
d. Channel management and logistics are the two major components of distribution strategy.
e. Logistics management must be formulated prior to developing a channel strategy.
24. Channel management is concerned mainly with
a. Providing for the physical availability of products.
b. Planning and overseeing the firm’s logistics activities.
c. The entire process of setting up and operating the contactual organization.
d. Developing the firm’s overall strategic marketing program.
e. Operating the firm’s entire marketing mix.
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MKT 315 WK 3 Quiz 2 Chapters 3,4
MULTIPLE CHOICE
1. For channel managers, which of the following is a variable in the external environment?
a. Interest rates
b. Emerging competitors
c. Birth rates
d. Inflation rates
e. All of the above
2. For the channel manager, the external environments can be ranked, from most important to least important, as:
a. Economic, competitive, sociocultural, technological, legal.
b. Legal, competitive, technological, economic, sociocultural.
c. Economic, legal, competitive, technological, sociocultural.
d. There is no single sequence for all industries at all times.
e. All are equally important.
3. The channel manager must analyze the external environment in terms of its impact on:
a. Target markets.
b. Facilitating agencies.
c. Intermediaries.
d. All channel participants.
e. Retailers and brokers.
4. Adam Page, channel manager at Wood Products, Inc., read in this morning’s paper that two large Midwest furniture retailing chains had merged. Page needs to recognize the potential impact of this change in the external environment on all of the following except:
a. Wood Products, Inc.
b. Public warehouses, trucking firms, and other Midwest facilitating agencies.
c. All Midwest furniture retailers.
d. Consumers.
e. The change in interest rates on business loans.
5. According to the text, the most pervasive and obvious environmental force affecting managers in all kinds of business and nonbusiness organizations has been:
a. Economic environment.
b. Sociocultural environment.
c. Competitive environment.
d. Legal environment.
e. Technological environment.
6. By the close of the 20th century, it was said about recessions that:
a. There would be more recessions in the future and they would be more severe than past recessions.
b. Information technology could be used to warn businesses of potential economic slowdowns and companies could make adjustments.
c. Although there would no longer be any recessions, the new economy would experience more depressions.
d. The business cycle of ‘boom’ and ‘bust’ would be more rapid.
e. Economic slowdowns could be diverted by increasing interest rates and decreasing inflation.
7. To deal with inflation and recession, channel managers should do all of the following except:
a. Take responsibility for helping intermediaries weather the situation.
b. Have contingency plans prepared to implement when economic conditions warrant.
c. Increase spending on advertising.
d. Use special trade promotions.
e. Increase production and inventory.
8. The “official” definition of a recession among professional economists is:
a. One quarter of decline in GDP.
b. Two consecutive quarters of decline in GDP.
c. Three consecutive quarters of decline in GDP.
d. Four consecutive quarters of decline in GDP.
e. Any three quarterly declines during a two-year period.
9. As consumer spending slows down in recessionary periods, marketing channels for ______usually feel the impact earliest.
a. consumer packaged goods
b. consumer durable goods
c. health services
d. tobacco and alcohol products
e. None of the above.
10. Which of the following is a false statement about the 2007-2008 recession?
a. Many consumers shifted to lower priced products and brands.
b. Consumer spending in multiple business categories.
c. Consumer spent less on the Internet.
d. Unemployment rates rose.
e. The business sector found that it had excess production capacity.
11. In a recession, intermediaries are at greatest risk if:
a. They cannot sell their heavy inventories.
b. They do not reduce prices to final consumers.
c. They do not increase promotional spending.
d. They do not expand their product lines.
e. They do not enhance information technology capabilities.
12. During recessionary periods, channel members at the wholesale and retail levels are likely to:
a. Try to increase their inventory levels.
b. Lose sales volume.
c. Broaden their product line.
d. Increase financial borrowing.
e. Improve product quality.
13. In inflationary times, channel members can expect consumer spending to:
a. Slow down.
b. Increase.
c. Be unpredictable.
d. Drop off for durable goods but remain fairly steady for non-durables.
e. Drop off for services but remain fairly steady for tangible products.
14. In inflationary times, intermediaries generally can be expected to:
a. Stock up on inventory at today’s prices.
b. Be enthusiastic about manufacturer’s new product introductions.
c. Pressure manufacturers for special deals.
d. Increase the product line.
e. Increase the amount of money borrowed from banks.
15. To help intermediaries through periods of high inflation, manufacturers can do all of the following except:
a. Increase pull promotion.
b. Emphasize lower-priced products in its product line.
c. Provide low cost financing for inventory purchases.
d. Decrease inventory turnover.
e. Provide faster order processing.
16. Deflation on a wide scale resulting in a decline in prices across a broad spectrum of goods and services:
a. Has been a characteristic of the 1990s economy.
b. Occurs about once each decade.
c. Almost always results from inflation.
d. Has not occurred in the U.S. since the 1930s.
e. Always follows periods of inflation.
17. Other economic issues of concern to channel members include all of the following except:
a. The federal budget deficit.
b. High interest rates.
c. The trade deficit.
d. National debt.
e. New companies entering the marketplace.
18. The real interest rate is:
a. The same as the nominal rate.
b. About twice the nominal rate.
c. Higher when inflation is higher.
d. The nominal rate of interest minus the inflation rate.
e. The nominal rate of interest plus the inflation rate.
19. When the value of the U.S. dollar is high:
a. The price of U.S. products decreases relative to foreign products.
b. The price of U.S. products increases relative to foreign products.
c. It takes fewer foreign dollars to buy U.S. products.
d. U.S. products become more competitive in foreign markets.
e. It takes more U.S. dollars to buy foreign products.
20. During periods of low inflation:
a. It is easier to pass price increases through the channel.
b. Manufacturers, wholesalers, and retailers rarely face built-in cost pressures.
c. It becomes more difficult to pass price increases through the channel.
d. Increasing prices to offset cost pressures is more feasible.
e. Members of the channel are less sensitive to higher prices.
21. During periods of low inflation, passing price increases through the channel:
a. Becomes more difficult.
b. Becomes less difficult.
c. Makes no difference.
d. Increases the length of the channel.
e. None of the above.
22. To cope with periods of slow economic growth, channel managers need to:
a. Increase productivity.
b. Expand product lines.
c. Increase sales personnel.
d. Decrease capital expenditures.
e. Decrease sales to foreign markets.
23. Competition between Kmart and Wal-Mart is an example of:
a. Horizontal competition.
b. Intertype competition.
c. Vertical competition.
d. Channel system competition.
e. Horizontal-vertical competition.
24. "Competition between an independent hardware store and the hardware department of a Sears store is an example of:
a. Vertical competition.
b. Channel system competition.
c. Horizontal competition.
d. Intertype competition.
e. Vertical marketing competition.
25. McDonald’s competition with Burger King is an example of:
a. Vertical competition.
b. Horizontal competition.
c. Intertype competition.
d. Vertical-intertype competition.
e. Vertical marketing system competition.
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MKT 315 WK 4 Assignment 1 - Retailer Marketing Channels
Select a retailer that you are interested in. Write a six to eight (6-8) page paper in which you:
1. Outline and describe the basic configurations, flows of products and information, and typical
participants in marketing channels.
2. Identify the three (3) most influential channel participants for the retailer that you selected.
3. Describe the role of marketing channels in the overall marketing strategy of the retailer you
chose.
4. Conduct an environmental scan for your particular retailer. Describe how each environmental
variable (demographic changes, economy, etc.) affects the marketing operation.
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MKT 315 WK 4 Quiz 3 Chapters 5,6
MULTIPLE CHOICE
1. Pertaining to the release of movies, windowing is a practice by which movie producers stagger the release of movies for various distributors. Which of the following statements about windowing is false?
a. Windowing was established to help the movie industry maximize total revenues.
b. The practice essentially made movie theatres exclusive distributors for the first four months after a movie's release.
c. Windowing greatly benefited movie theaters.
d. Windowing greatly threatened movie theaters.
e. Windowing may be replaced with new approach to distribution that shortened the time consumers can purchase movies.
2. Which of the following is a false statement about the relationship between channel strategy and marketing strategy?
a. Channel strategy is concerned with the place aspect of the marketing strategy.
b. Channel strategy is narrower in scope than the marketing strategy.
c. Channel strategy focuses on distribution objectives.
d. The channel strategy is important to the firm’s overall objectives.
e. The marketing channel strategy focuses on product, price, and promotion.
3. Channel strategy may be of more importance than the other strategic variables of the marketing mix and is also important to:
a. The operations strategy.
b. The development of the breadth of the product line.
c. The firm’s overall objectives and strategies.
d. The firm’s competitive position in the market place.
e. The level of profits the firm achieves.
4. Which of the following is not one of the basic distribution decisions that most firms must address?
a. Which individual should be chosen as channel manager
b. The role distribution should play in the firm’s overall objectives and strategies
c. The role distribution should play in the marketing mix
d. How the firm’s channels should be designed to achieve its distribution objectives
e. How channel member performance can be evaluated
5. The dynamic nature of channel management effectively mandates that to make distribution decisions, the channel manager:
a. Develop a “fire fighting” mentality to handle the almost constant change.
b. Utilize ad hoc committees to handle each unique situation as it arises.
c. Recognize that a large number and variety of channel members precludes developing effective guidelines for decision-making.
d. Formulate a marketing channel strategy.
e. Be reactive to changing market conditions.