Question

Question 1.1. Activities of channel management that requires getting channels to carry and sell the product are known as __________ activities.(Points : 1)

vertical

push

horizontal

pull

Question 2.2. A merchant establishment operated by a concern that is engaged primarily in buying, taking title to, usually storing and physically handling goods in large quantities, and reselling the goods (usually in smaller quantities. to retail or to industrial or business users is known as a(n): (Points : 1)

agent.

wholesaler.

facilitating agent.

broker.

Question 3.3. Identify the situation where channel members have significant bargaining power over the marketing manager. (Points : 1)

When the channel’s sales volume is low relative to the product’s total sales volume

When the product is well differentiated from competitors

When the channel poses a credible threat of backward integration

When the channel has high switching costs

Question 4.4. The sales force is rewarded on a commission basis. It wants to sell quantity and is willing to be flexible on price, whereas the organizations strategy is high quality, high price. Identify this source of conflict. (Points : 1)

Goal divergence

Domain dissensus

Differing perceptions of reality

Misuse of power

Question 5.5. When does a direct channel appear to be better than an indirect channel? (Points : 1)

When product customization is important

When one-stop shopping for many products is important

When availability is important

When after-sale service is important

Question 6.6. According to the text, channels of distribution must be treated like: (Points : 1)

partners of the organization.

customers.

competitors of the firm.

marketers of the firms products.

Question 7.7. Walmart used its investments in information technology to create direct links between its own warehouses and manufacturers, thereby eliminating the need for independent wholesalers in its system. This is an example of: (Points : 1)

reintermediation.

disintermediation.

hybrid system.

channel conflict.

Question 8.8. A retailer may not think that the manufacturer’s support in terms of cooperative advertising and training is sufficient while the manufacturer believes that it is offering the same level to that retailer as to others that have been successful. Identify this source of conflict.(Points : 1)

Goal divergence

Domain dissensus

Differing perceptions of reality

Misuse of power

Question 9.9. Wholesalers try to deliver products to customers in lot sizes that match their needs. Identify this channel function. (Points : 1)

Communications

Matching/customizing

Risk taking

Relationship management

Question 10.10. Identify the situation where indirect channels are more useful than direct channels. (Points : 1)

When product customization is important

When after-sale service is important

When purchase orders are large

When transportation and storage are complex

Question 11.11. The Hewlett-Packard salespeople in the Imaging Systems Division must be knowledgeable about the latest developments in ultrasound and other medical imaging technologies. These salespeople typically carry out: (Points : 1)

response selling.

trade selling.

missionary selling.

technical selling.

Question 12.12. Which of the following is likely to occur if a company has an insufficient number of territories? (Points : 1)

A salesperson would spend too much time traveling and not enough time selling.

It would lower a salesperson’s income.

Salespeople would fight over the geographic boundaries.

Territories would overlap.

Question 13.13. _________aming children.

viewed children as a tabula rasa or “blank slate.”

15 . One problem with government-funded child and family programs in the United States is that Correct Answer

there are no special interest groups who act as advocates for children’s causes.

no federal dollars have been allocated to child care.

most are aimed at handling problems after they have occurred rather than preventing problems before they occur.

no new policy initiatives have been developed to improve that status of children.

16 . The field of child development Correct Answer

focuses on all aspects of development from birth until adolescence.

focuses mainly on research topics that are only of scientific interest.

is interdisciplinary.

deals mainly with child-rearing practices.

17 . The most rapid period of development is Correct Answer

adolescence.

middle childhood.

infancy and toddlerhood.

the prenatal period.

18 . The normative approach to child study was developed by Correct Answer

Darwin.

Hall and Gesell.

Baldwin.

Binet and Simon.

19 . The poor rankings of American children on many childhood social indicators is particularly disturbing because Correct Answer

the United States is a collectivist society.

child development researchers in the United States lack involvement in policy development.

the United States is among the wealthiest nations and has the broadest knowledge base for intervening effectively in children’s lives.

the United States provides all families with universal health care and free or inexpensive child care.

20 . Unlike Piaget, Vygotsky Correct Answer

emphasized the role of bidirectional influences in development.

viewed cognitive development as a socially mediated process.

emphasized discontinuous change.

focused on development throughout the lifespan.

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