kotler - chapter12(5)

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71) Lancaster Box Company wants to provide better customer service while trimming distribution costs through teamwork, both inside the company and among all the marketing channel organizations. Lancaster Box is thinking of ________. A) integrated logistics management B) supply chain management

C) customer relationship management D) horizontal marketing system E) disintermediation Answer: A Diff: 2 Page Ref: 361 AACSB: Communication Skill: Concept Objective: 12-5

72) What is the goal of integrated supply chain management? A) to reduce costs

B) to increase services with minimal cost through teamwork C) to harmonize all of the company's logistics decisions

D) to reduce conflict and increase cooperation among channel members E) all of the above Answer: E Diff: 3 Page Ref: 361 AACSB: Communication Skill: Concept Objective: 12-5

73) Smart companies coordinate their logistics strategies and forge strong partnerships with

suppliers and customers to improve customer service and reduce channel costs through ________. A) cross-functional teams B) cross-company teams C) partnering

D) cross-functional, cross-company teams E) segregated departmentalization Answer: D Diff: 3 Page Ref: 362 AACSB: Communication Skill: Concept Objective: 12-5

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74) The success of each channel member depends on the performance of ________. A) key channel members B) the entire supply chain C) the channel captain D) the manufacturer E) the wholesaler Answer: B Diff: 2 Page Ref: 362 Skill: Concept Objective: 12-5

75) Today, a growing number of firms now outsource some or all of their logistics to ________. A) cross-functional teams B) disintermediaries C) channel members

D) third-party logistics providers E) competitors Answer: D Diff: 1 Page Ref: 362 Skill: Concept Objective: 12-5

76) In designing its marketing channel, Chairs for Every Occasion has moved from a

make-and-sell view of its business, which focused on productive inputs and factory capacity as a starting point for marketing planning, to a sense-and respond view, which begins instead with the needs of target customers. With this new view, Chairs for Every Occasion is developing its ________.

A) supply chain B) wholesaler chain C) demand chain D) logistics

E) vertical marketing system Answer: C Diff: 3 Page Ref: 338 AACSB: Reflective Thinking Skill: Application Objective: 12-1

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77) Proud Pets, a producer of clothing and accessories for pets, has recently partnered with a regional chain of pet stores. Which of the following would Proud Pets be LEAST likely to expect from its new channel member?

A) promoting its products through advertising

B) assembling and packaging its products for final sale C) distributing relevant marketing research information D) identifying raw materials and other productive inputs E) negotiating on its products' prices Answer: D Diff: 2 Page Ref: 340 AACSB: Reflective Thinking Skill: Application Objective: 12-1

78) Steve's Physco Skates sells its products to Wal-Mart, who then sells them to the consumer. This is an example of a(n) ________. A) direct marketing channel B) producer channel

C) indirect marketing channel D) retailer channel

E) corporate vertical marketing system Answer: C Diff: 1 Page Ref: 341 AACSB: Reflective Thinking Skill: Application Objective: 12-2

79) Joanie Calvert is experiencing a disagreement with intermediaries in the channel over who should do what and for what rewards. Joanie is experiencing ________. A) channel delusion B) channel conflict

C) channel disintermediation D) channel mismanagement E) channel intermediation Answer: B Diff: 1 Page Ref: 342 AACSB: Reflective Thinking Skill: Application Objective: 12-2

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80) When two Taco Bell restaurants have a disagreement over who should be able to sell in quantity at a discount to the local high school band, they are in a ________ conflict. A) vertical B) problematic C) no-win D) horizontal E) functional Answer: D Diff: 2 Page Ref: 342 AACSB: Reflective Thinking Skill: Application Objective: 12-2

81) Staples Office Supply opened an online store that created competition with many of its dealers. The corporate office created a ________ conflict. A) vertical B) problematic C) no-win D) horizontal E) intermediation Answer: A Diff: 2 Page Ref: 342 AACSB: Reflective Thinking Skill: Application Objective: 12-2

82) Which of the following is an example of horizontal channel conflict?

A) managers of two separate Holiday Inns disagreeing over what constitutes poor service B) United Airlines competing with Northwest Airlines for customers C) disgruntled factory workers complaining about a small pay raise

D) the BMW dealership in Fort Wayne complaining that the BMW dealership in Indianapolis is situated too close E) A and D Answer: E Diff: 3 Page Ref: 342 AACSB: Reflective Thinking Skill: Application Objective: 12-2

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83) Which of the following is an example of a manufacturer-sponsored retailer franchise system? A) fast-food restaurants such as McDonald's and Burger King B) Starbucks operating within Target stores

C) Ford and its network of independent franchised dealers D) licensed bottlers that bottle and sell Coca-Cola to retailers E) motels such as Holiday Inn and Ramada Inn Answer: C Diff: 3 Page Ref: 345 AACSB: Analytic Skills Skill: Application Objective: 12-2

84) When McDonald's offers its products inside of a Wal-Mart store, it is following a ________. A) conventional distribution channel B) corporate VMS C) contractual VMS D) administered VMS

E) horizontal marketing system Answer: C Diff: 3 Page Ref: 345 AACSB: Reflective Thinking Skill: Application Objective: 12-2

85) Which of the following is an example of a multichannel distribution system? A) Wal-Mart locating to several countries B) J. C. Penney's catalog and retail store sales C) Avon's door-to-door distribution

D) Starbuck's location inside of book stores

E) a hotel providing guest privileges at a health spa across the street Answer: B Diff: 2 Page Ref: 346 AACSB: Reflective Thinking Skill: Application Objective: 12-2

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