Well-Positioned Channel - (A) Channel members support the strategy the manufacturer uses to gain differential advantage.
Post-Channel Design Strategic Question - (C) How to use the marketing mix.
Channel Design View - (B) One component in the firm’s attempt to gain differential advantage.
Competitive Advantage via Distribution - (B) Long-lived.
Distribution Intensity & Channel Relationship - (C) Looser.
Mass Market Distribution Strategy - (B) Broad coverage of the market.
Manufacturer Payment for Shelf Space - (E) Slotting allowance.
Corporate Level Planning Focus - (A) Communicating corporate guidelines, business definition, and mission.
Channel Member Performance Evaluation - (C) Provision for evaluation is made in the design and management of the channel.
Motivating Channel Members - (C) Are very diverse in approach.
False Statement About Channel & Marketing Strategy - (E) The marketing channel strategy focuses on product, price, and promotion.
Non-Essential Distribution Decision - (A) Which individual should be chosen as channel manager.
Target Market Focused Marketing Strategy - (D) Selective or exclusive distribution.
Basic Channel Design Variable - (A) The target market.
Distribution Objectives Setting - (D) With an eye toward objectives and policies of the firm.
Distant Manufacturers & Distribution Costs - (B) The use of intermediaries will decrease distribution costs.
Heuristics in Channel Design - (C) A rough reflection of fairly typical relationships among variables affecting channel structure.
Geographically Dispersed Markets - (D) The more difficult and expensive is distribution.
Intermediary Variables - (A) Size, expertise, and cost.
Effect of Shortening Channel - (A) Increase the amount of capital necessary for distribution.
Problem with Financial Approach to Channel Design - (B) Obtaining accurate estimates of future revenues and costs from alternative channel structures.
Weighted Factor Score Meaning - (C) A quantitative representation of management’s judgment on the merits of a particular channel alternative.
Definition of Intensity - (A) Refers to the number of intermediaries at each level of the marketing channel.
Markets Requiring More Intermediaries - (A) Markets requiring many contacts.
Preferred for Short Channels - (D) Firms that desire a high level of channel control.
Congruency of Distribution Objectives - (B) The other elements of the marketing mix.
Channel Design Strategy Focus - (B) As a means for gaining differential advantage.
Sources for Prospective Channel Members - (D) All of the above.
Market Coverage Criterion - (C) Market coverage.
Effect of Intensive Distribution on Selection - (B) Less emphasis is placed on selection.
Manufacturer’s Commitment to Channel Members - (D) Offering a management assistance program.
Best Way to Obtain Information on Potential Intermediaries - (B) Conducting surveys.
Channel Member Selection & Structure - (C) Is sometimes necessary even though the basic channel structure remains the same.
Trade Shows & Finding Channel Members - (D) Are generally useful sources for finding new channel members.
Manufacturers with Most Channel Inquiries - (B) Those who advertise most heavily.
Not a Good Inducement for Channel Members - (A) Friendly relationships.
Channel Member Selection Criteria - (D) A changing environment may require the firm to alter its emphasis.
Bucklin’s Distance & Lot Size Model - (B) More expensive.
Efficient Congestion Concept - (B) Increase the level of efficiency.
Most Complex Market Dimension - (D) Market behavior.
Distribution Task Least Promoted by Congestion - (D) Negotiations.
Shopping Goods Store Location Importance - (A) Less important than what.
Channel Structure & Manufacturer Control - (B) Decreases.
Definition of Market Size - (C) The number of buyers in a given market.
Managing Seasonal Demand Variations - (A) Include the willingness to buy off-season as a channel member selection criteria.
Four Subdimensions of Market Behavior - (C) How, when, and where the market buys, and who does the buying.
Industrial Buying Decision Participants - (C) Buying center.
Channel Manager’s Market Geography Responsibilities - (A) Delineate the geographic location of target markets.
Main Focus of Channel Design Strategy - (E) A competitive sustainable advantage.
Market Location Changes & Channel Manager Actions - (C) Modifications in channel structure may be needed.