practive

Question 1

The _____ is a strategic opportunity matrix that conceptualizes the decision choices between products (including services, so what we might call “offerings,” more generally) with markets (i.e., customer segments).
Group of answer choices

Ansoff’s Matrix

Competitive Advantages

BCG Portfolio Matrix

SWOT Analysis

Situation Analysis

Answer 1

ansoff

Question 2

Coca-Cola vending machines are found all over the world. The newest machines have an interactive screen that runs advertisements and allows users to obtain free photos of themselves and ringtones after they have bought a drink. Critics of these new vending machines are concerned that entertaining technology is being used to market sugary products. In terms of a SWOT analysis, this concern from outside critics would be an example of a(n):

threat.

advantage.

opportunity.

weakness.

strength.

Answer 2

threat

Question 3

Walmart can achieve a _____ using its relationships with suppliers to create an advantage that, ultimately, allows it to give customers low prices and good customer service.
Group of answer choices

marketing competitive advantage

niche competitive advantage

cost competitive advantage

synergistic competitive advantage

brand name strategy

Answer 3

cost competitive

Question 4

Arizona Tea, marketed by Vultaggio & Sons, took a basic drink and put it into unusual bottles with elaborate designs. The wide-mouthed, long-necked bottles are now considered to be trendsetters in the new age beverage industry, and customers often buy the tea just for the bottle. The success of Arizona Tea is based on:
Group of answer choices

supply-demand curves.

a product differentiation competitive advantage.

reengineering.

a heterogeneous marketing strategy.

a cost competitive advantage.

Answer 4

prodict

Question 5

Mojang Studio, creator of the very successful Minecraft game, has developed many other games you may not have heard of. Computer gaming companies often develop hundreds of games before gaining one successful game. It’s not always easy to spot the future success and this can result in potentially wasted funds. Mojang Studio released Minecraft Dungeons in 2020 as their latest product. Given that Minecraft Dungeons is in the high growth market of “sandbox” electronic games, but has yet to capture much relative market share, within which quadrant of the BCG matrix does their latest release lie?
Group of answer choices

Cash Cow

Dog

Question Mark

Star

Answer 5

question mark

Question 6

A salon
Group of answer choices

Weekly design and printing needs, purchase decisions may be made by a marketing professional

High-end design and inexpensive printing needs, purchase decisions made by owner

Simple printing needs, purchase decisions made by owner who is price sensitive

Large design pieces and expensive printing needs, purchase decisions must be approved by manufacturer

Answer 6

High-end design and inexpensive printing needs, purchase decisions made by owner

Question 7

An appliance repair shop
Group of answer choices

Weekly design and printing needs, purchase decisions may be made by a marketing professional

High-end design and inexpensive printing needs, purchase decisions made by owner

Simple printing needs, purchase decisions made by owner who is price sensitive

Large design pieces and expensive printing needs, purchase decisions must be approved by manufactur

Answer 7

imple printing needs, purchase decisions made by owner who is price sensitive

Question 8

A specialty retailer of imported furniture
Group of answer choices

Weekly design and printing needs, purchase decisions may be made by a marketing professional

High-end design and inexpensive printing needs, purchase decisions made by owner

Simple printing needs, purchase decisions made by owner who is price sensitive

Large design pieces and expensive printing needs, purchase decisions must be approved by manufacturer

Answer 8

High-end design and inexpensive printing needs, purchase decisions made by owner

Question 9

A local car dealer
Group of answer choices

Weekly design and printing needs, purchase decisions may be made by a marketing professional

High-end design and inexpensive printing needs, purchase decisions made by owner

Simple printing needs, purchase decisions made by owner who is price sensitive

Large design pieces and expensive printing needs, purchase decisions must be approved by manufacturer

Answer 9

Weekly design and printing needs, purchase decisions may be made by a marketing professional

Question 10

assume that as the marketing manager for Pottery Barn, you have identified seven possible segments in your efforts to determine whom the company should target with their direct mail catalogs. For each segment, check off if they are even viable for Pottery Barn to consider based on the criteria presented.

Households in select zip codes with > $50,000 annual income
Group of answer choices

Substantial

Actionable

Identifiable

Accessible

Answer 10

Identifiable

Question 11

Existing customers who have visited the store in the last six months
Group of answer choices

Substantial

Identifiable

Accessible

Actionable

Answer 11

Accessible

Question 12

Teens who shop at the Gap
Group of answer choices

Identifiable

Substantial

Accessible

Actionable

Answer 12

ubstantial, Identifiable, Accessible, Actionable

Question 13

pottery barn
All households within a 50-mile radius of the store location
Group of answer choices

Actionable

Identifiable

Substantial

Accessible

Answer 13

all

Question 14

pottery barn
Existing customers who have bought in the last twelve months
Group of answer choices

Identifiable

Substantial

Actionable

Accessible

Answer 14

orrect Answer: Substantial, Identifiable, Accessible, Actionable

Question 15

pottery barn
Ancient Greek History graduate students at private colleges in the Southeast U.S. who drink Dos Equis beer
Group of answer choices

Identifiable

Actionable

Substantial

Accessible

Answer 15

Correct Answer: hmmm… now, this group may not be so Substantial, Identifiable, Accessible, or Actionable, so I might put a no on all those

Question 16

pottery barn
High school graduates headed for college
Group of answer choices

Accessible

Actionable

Identifiable

Substantial

Answer 16

Substantial, Identifiable, Accessible, but maybe not so Actionable (although Pottery Teen takes aim at them/their parents)

Question 17

Why do marketers segment their markets and what are the basic criteria for doing so successfully?
Group of answer choices

Segments must be composed of people with different product needs.

Segments must be composed of people with different characteristics.

Segments must be large enough to warrant developing and maintaining a special marketing mix.

Segments must be divided according to the North American Industry Classification System.

Answer 17

Segments must be large enough to warrant developing and maintaining a special marketing mix.

Question 18

Why is targeting a specific group of customers usually more successful than trying to appeal to everyone?
Group of answer choices

Customer interests change

It takes less effort

It costs less

It will satisfy the segment’s specific needs

Answer 18

It will satisfy the segment’s specific needs

Question 19

A nationwide restaurant chain that varies its menu based on its location is an example of what kind of segmentation:
Group of answer choices

Demographic

Psychographic

Geographic

Benefits

Usage

Answer 19

Geographic

Question 20

Ride1Up is a maker of electric bikes in the U.S. If bike riding is closely associated with someone’s lifestyle (do they prefer to ride a bike to work, for errands, for leisure, and/or for exercise), on which segmentation bases category do they most likely decide what kind of bike styles to build and where to promote them?
Group of answer choices

Psychographic

Demographic

Firmagraphics

Geographic

Answer 20

Psychographic

Question 21

Procter & Gamble markets six different brands of laundry detergent, each targeting a different market segment. This is an example of a _________ targeting strategy.
Group of answer choices

niche

concentrated

multi-segment

undifferentiated

Answer 21

multi-segment

Question 22

Small firms or firms with a unique product may choose to focus on a single segment and pursue a(n) _________ targeting strategy.
Group of answer choices

positioning

undifferentiated

niche

mass marketing

Answer 22

niche

Question 23

Runners recovering from a foot bone injury:

Product Configuration

Minimal structure

More aggressive ankle protection and tread pattern, waterproof

More structured shoes with endorsement and sales

Answer 23

More structured shoes with endorsement and sales

Question 24

Which of the following is NOT identified as one of the factors that should influence the selection of segments for target markets?
Characteristics of the Segment
Characteristics of Collaborators
Characteristics of the Competition
Company Fit

Answer 24

Characteristics of Collaborators

Question 25

Runners recovering from a foot bone injury:

Distribution

Group of answer choices

Promoted through natural health magazines

Promoted through event sponsorship

Through sports physiologists, podiatrists, orthopedists

Answer 25

Through sports physiologists, podiatrists, orthopedists

Question 26

Runners wanting to experiment with “barefoot” running:

Product Configuration

Group of answer choices

More structured shoes with endorsement and sales

Minimal structure

More aggressive ankle protection and tread pattern, waterproof

Answer 26

Minimal structure

Question 27

Runners wanting to experiment with “barefoot” running:

Distribution

Group of answer choices

Through sports physiologists, podiatrists, orthopedists

Promoted through natural health magazines

Promoted through event sponsorship

Answer 27

Promoted through natural health magazines

Question 28

Runners wanting to experiment with “barefoot” running:

Price Points

Group of answer choices

Lower Price

High price

Answer 28

High price

Question 29

Runners competing in the “mudder” type races that involve obstacles and messy conditions:

Product Configuration

Group of answer choices

Minimal structure

More aggressive ankle protection and tread pattern, waterproof

More structured shoes with endorsement and sales

Answer 29

ore aggressive ankle protection and tread pattern, waterproof

Question 30

Runners competing in the “mudder” type races that involve obstacles and messy conditions:

Distribution

Group of answer choices

Promoted through event sponsorship

Promoted through natural health magazines

Through sports physiologists, podiatrists, orthopedists

Answer 30

Promoted through event sponsorship

Question 31

Runners competing in the “mudder” type races that involve obstacles and messy conditions:

Price Points

Group of answer choices

Lower Price

High price

Answer 31

High price

Question 32

When competing against other energy drinks like Red Bull and Monster, 5-Hour Energy is thinking through how to get its brand to occupy a clear, distinctive, and desirable place in its target customers’ minds. What problem is it trying to solve?
Group of answer choices

Promotion

Segmentation

Positioning

Competition

Targeting

Answer 32

Positioning

Question 33

For claims about the product, positioning statements should:
Group of answer choices

avoid any reference to points of similarity (parity) with competitor brands

focus on the single, most important value claim

focus only on the points of differentiation between this brand and others

cite all of the benefits that the brand offers

Answer 33

focus on the single, most important value claim

Question 34

When shopping for a smartphone, a consumer first compares prices to see which brand offers the lowest price. After also inspecting the product features of the various phones, however, she decides that the lowest-priced brand is not her choice. Instead, she selects the brand with the best features for her needs. This outcome is the result of the chosen brand’s unique value claim that is known as:
Group of answer choices

economic value

functional value

social value

experiential value

Answer 34

functional value

Question 35

ohn Deere & Co. is deciding whether to use a feature-based claim or a benefit-based claim for its new JD 750 tractor’s positioning. Which of the following is a benefit-based claim?
The first hydrostatic transmission
Improved maneuverability and flexibility
A fully automatic dual-path hydrostatic drive
The only 102-horsepower tractor in the market
Drive tracks’ design means they are capable of being driven independently of each other

Answer 35

Improved maneuverability and flexibility

Question 36

_______ refers to the shared brand stories and associations that accumulate and fill the brand markers (elements) with meaning.
Group of answer choices

Unique selling proposition

Brand extension

Brand element

Brand positioning

Brand culture

Answer 36

Brand culture

Question 37

Which of the following is NOT one of the steps in the Brand Resonance Pyramid?
Group of answer choices

Salience

Imagery

Performance

Equity

Judgements

Answer 37

Equity

Question 38

______ is a quantitative measurement of the total financial value of a brand, although a number of consulting firms have different approaches to determining the value using various quantitative and qualitative inputs.
Group of answer choices

Brand value

Brand resonance

Brand positioning

Brand culture

Brand salience

Answer 38

rand value

Question 39

Which of the following criteria for selecting brand elements is NOT considered to be a defensive criteria?
Group of answer choices

Protectable

Adaptable

Transferable

Appealing (likeable)

Answer 39

Appealing (likeable)

Question 40

When people make decisions about what to buy, what is it they are most often really buying?
Woman holding a book to be purchased
Group of answer choices

Products and services

Features of products and services

Benefits and values that products and services provide

Question 41

There are a number of versions of liquid detergents marketed under the Tide brand, including detergents with and without fabric softener, with and without bleach, with various pleasing smells, and fragrance-free formulations. These detergents are an example of Tide’s:

Tide liquid detergent bottles

Group of answer choices

product mix.

marketing mix.

product line.

mix consistency.

product equity.

Question 42

Saucony is considering adding a new item to its Hurricane line of running shoes to increase its product line depth. All options would be acceptable EXCEPT:
Group of answer choices

adding a new private-label product

adding a lower-priced item that is still capable of satisfying the needs of some customers

adding a higher-priced shoe with a higher performance level

inserting an item of a price and performance level that fills a gap between two existing items

Question 43

Which of the following choices is NOT a consideration for the depth of a product line?
Group of answer choices

Customer heterogeneity and requirements specification

Potential for cannibalization

The trialability of the product line.

The effect on overall brand equity

Question 44

Imagine that you are on the Taco Bell marketing team, and as Taco Bell prepares itself for developing the next iteration of their Doritos Loco Tacos product line, your team needs to identify the process used for past product launches to manage risks and increase the likelihood of success. Consider each stage from new-product strategy through commercialization.

New-product strategy
Group of answer choices

Collaborating with Frito-Lays technical teams

Reinvent the crunchy taco and traditional Mexican cuisine

Plans for new manufacturing lines to meet potential demand

Building a pilot plant, hiring and training new employees

All-day ideation sessions with employees pitching product concepts

Experimenting with recipes to adjust seasoning and structural integrity

Rounds of testing with consumers

Illustrations and edible mock-up

Prototype released to select cities

Question 45

Generating ideas
Group of answer choices

Experimenting with recipes to adjust seasoning and structural integrity

Building a pilot plant, hiring and training new employees

Plans for new manufacturing lines to meet potential demand

Collaborating with Frito-Lays technical teams

Prototype released to select cities

Reinvent the crunchy taco and traditional Mexican cuisine

All-day ideation sessions with employees pitching product concepts

Rounds of testing with consumers

Illustrations and edible mock-up`

Question 46

Screening ideas/concept testing
Group of answer choices

Illustrations and edible mock-up

Experimenting with recipes to adjust seasoning and structural integrity

Plans for new manufacturing lines to meet potential demand

Prototype released to select cities

Building a pilot plant, hiring and training new employees

Reinvent the crunchy taco and traditional Mexican cuisine

Collaborating with Frito-Lays technical teams

All-day ideation sessions with employees pitching product concepts

Rounds of testing with consumers`

Question 47

Business analysis
Group of answer choices

Plans for new manufacturing lines to meet potential demand

Reinvent the crunchy taco and traditional Mexican cuisine

All-day ideation sessions with employees pitching product concepts

Experimenting with recipes to adjust seasoning and structural integrity

Collaborating with Frito-Lays technical teams

Rounds of testing with consumers

Illustrations and edible mock-up

Building a pilot plant, hiring and training new employees

Prototype released to select cities

Question 48

Development
Group of answer choices

Rounds of testing with consumers

Reinvent the crunchy taco and traditional Mexican cuisine

Plans for new manufacturing lines to meet potential demand

Collaborating with Frito-Lays technical teams

Building a pilot plant, hiring and training new employees

Prototype released to select cities

Experimenting with recipes to adjust seasoning and structural integrity

All-day ideation sessions with employees pitching product concepts

Illustrations and edible mock-up

Question 49

Test marketing
Group of answer choices

Illustrations and edible mock-up

Plans for new manufacturing lines to meet potential demand

Experimenting with recipes to adjust seasoning and structural integrity

Building a pilot plant, hiring and training new employees

Rounds of testing with consumers

Collaborating with Frito-Lays technical teams

All-day ideation sessions with employees pitching product concepts

Prototype released to select cities

Reinvent the crunchy taco and traditional Mexican cuisine

Question 50

Commercialization
Group of answer choices

Collaborating with Frito-Lays technical teams

All-day ideation sessions with employees pitching product concepts

Experimenting with recipes to adjust seasoning and structural integrity

Reinvent the crunchy taco and traditional Mexican cuisine

Illustrations and edible mock-up

Building a pilot plant, hiring and training new employees

Plans for new manufacturing lines to meet potential demand

Rounds of testing with consumers

Prototype released to select cities

Question 51

he first stage of the new-product development process is:
Group of answer choices

establishing the new-product strategy

exploring opportunities

developing a business analysis

the building of a prototype

screening and concept testing

Question 52

During which stage of the process does the marketer lead the preliminary analysis and calculations for demand, cost, sales, and profitability?
Group of answer choices

The building of a prototype

Establishing the new-product strategy

Exploring opportunities

Screening and concept testing

Developing a business analysis

Question 53

_______ product goes beyond the expected product to include unexpected value-enhancing elements.
Group of answer choices

Augmented

Potential

Generic

Expected

Question 54

Imagine you work for a company that is introducing a new 3D TV into the marketplace. Your marketing team must determine how to achieve successful adoption of the product. Therefore, you must consider how marketing needs to be adapted to be successful on each side of the chasm. For each question below, choose all that apply.

nnovators & Early Adopters Approach
Highlight the features, such as:
Group of answer choices

How it can make sporting events more immersive

Auxiliary functions such as surround sound and ambient lighting

How the TV will create more family bonding time together

Screen resolution and brightness

3D technology used for the screen and glasses

How attractive it can look in your living space

Question 55

Imagine you work for a company that is introducing a new 3D TV into the marketplace. Your marketing team must determine how to achieve successful adoption of the product. Therefore, you must consider how marketing needs to be adapted to be successful on each side of the chasm. For each question below, choose all that apply.

Early Majority & Late Majority Customers Approach
Highlight the amount of content available, including:
Group of answer choices

Screen resolution and brightness

3D technology used for the screen and glasses

How the TV will create more family bonding time together

How attractive it can look in your living space

Auxiliary functions such as surround sound and ambient lighting

How it can make sporting events more immersive

Question 56

In the adopter categories, the final 16 percent to adopt are similar to innovators in that they do not rely on the norms of the group but are independent because they are bound to tradition. They tend to have the lowest socioeconomic status, are suspicious of new products, and are alienated from a rapidly advancing society. They are called:
Group of answer choices

late majority.

luddites.

laggards.

decliners.

generics.

Question 57

Which of the following is not one of the stages of the product lifecycle?
Group of answer choices

Decline stage

Growth stage

Introductory stage

Maturity stage

New product strategy stage

Question 58

All of the following are product characteristics influencing the rate of adoption EXCEPT:
Group of answer choices

distribution.

observability.

compatibility.

relative advantage.

complexi

Question 59

The “chasm” identified in the Technology Adoption Life Cycle concept exists between which two of the categories of product adopters?
Group of answer choices

Early Adopters and Early Majority

Innovators and Early Adopters

Late Majority and Laggards

Early Majority and Late Majority

Laggards and Innovators

Question 60

Services tend to exhibit more search qualities than do tangible goods.
Group of answer choices

True

False

Question 61

Which of the following is NOT one of the four unique elements to services?
Group of answer choices

Perishability

Intangibility

Inseparability

Heterogeneity

Incoherency

Question 62

The intentional efforts of a company to design, manage, and evolve its channel strategy in light of changes that arise in the competitive and customer environments is referred to as:
Group of answer choices

channel stewardship

channel distribution

channel retailing

channel mastering

channel enhancement

Question 63

Which of the following is not a channel option between a supplier (also known as the producer, assembler, or manufacturer/maker) and its customers when the supplier wants to leverage an intermediary to create an indirect channel?
Group of answer choices

Going directly to the end customer through its own sales and distribution system

All of these are channel options for a supplier that wants to leverage an intermediary to create an indirect channel

Going directly to a retailer

Going through a stocking distributor (wholesaler), which connects to a retailer

Going through an agent such as a broker (jobber), who then serves the retailer

Question 64

Which of the following statements is INCORRECT regarding concepts associated with the value chain?
Group of answer choices

A retailer performs channel functions such as displaying the merchandise, promoting the merchandise in its stores, and providing after-sales support where needed.

The piece of the value chain that looks back toward the sourcing of raw materials is referred to as the “supplier network.”

The piece of the value chain that looks forward toward the end customer is referred to as the “marketing channel.”

A distributor performs channel functions such as receiving bulk packages and breaking them down into smaller order sizes, putting together assortments, and shipping to the retailer(s).

Distribution channel concepts are relevant to B2C transactions, not B2B transactions.

Question 65

______ within the marketing channel can provide efficiencies and economies of scale as channel members take on tasks that best utilize their expertise or strategic relationships.
Group of answer choices

Overcoming temporal discrepancies

Overcoming quantity discrepancies

Addressing assortment issues

Decreasing the distance between producers and customers

Specialization or Division of labor

Question 66

Which function below is the LEAST likely to be one of a channel intermediary’s functions?
Group of answer choices

Granting credit to customers

Breaking bulk packs into smaller packs

Providing after-sales support where needed

Developing the brand’s national TV advertising campaign

Setting up product displays in stores

Answer 66

Developing the brand’s national TV advertising campaign

Question 67

One configuration of a marketing channel entails producers selling to consumers without any intermediaries in the channel. This is called a(n):
Group of answer choices

alternative channel.

limited distribution system.

direct channel.

indirect channel.

reciprocal channel.

Question 68

Which of the following is an analysis that the channel steward does NOT need to perform when mapping a channel value chain?
Group of answer choices

Customer Wants and Needs Analysis

Breakeven Analysis

Competitive Postures and Actions Analysis

Channel Power and Influence Analysis

Channel Capabilities and Cost Analysis

Question 69

You run a small company that has become quite successful selling graphic t-shirts to customers directly via your internet website. As your company has started to grow, you are now considering whether you should open up your own retail stores to continue to sell directly to customers or work with retail boutiques or retail chains to sell your products in their stores.

Will allow your company to establish closer relationships with customers.
Group of answer choices

Direct Channel

Indirect Channel

Question 70

You run a small company that has become quite successful selling graphic t-shirts to customers directly via your internet website. As your company has started to grow, you are now considering whether you should open up your own retail stores to continue to sell directly to customers or work with retail boutiques or retail chains to sell your products in their stores.

Will allow your company to reach a wider set of customers (more customers within a segment and/or more segments of customers).
Group of answer choices

Indirect Channel

Direct Channel

Question 71

You run a small company that has become quite successful selling graphic t-shirts to customers directly via your internet website. As your company has started to grow, you are now considering whether you should open up your own retail stores to continue to sell directly to customers or work with retail boutiques or retail chains to sell your products in their stores.

Will allow your company to achieve higher margins (profit per unit).
Group of answer choices

Direct Channel

Indirect Channel

Question 72

You run a small company that has become quite successful selling graphic t-shirts to customers directly via your internet website. As your company has started to grow, you are now considering whether you should open up your own retail stores to continue to sell directly to customers or work with retail boutiques or retail chains to sell your products in their stores.

Will allow your company to maintain more control over branding and product presentation
Group of answer choices

Direct Channel

Indirect Channel

Question 73

You run a small company that has become quite successful selling graphic t-shirts to customers directly via your internet website. As your company has started to grow, you are now considering whether you should open up your own retail stores to continue to sell directly to customers or work with retail boutiques or retail chains to sell your products in their stores.
Will allow your company to be perceived as equal quality and prestige as other well-established brands.
Group of answer choices

Indirect Channel

Direct Channel

Question 74

________ is a form of distribution aimed at having a product available in every outlet where target customers might want to buy it.
Group of answer choices

Aggregated

Cumulative

Exclusive

Intensive

Multiple

Answer 74

Intensive

Question 75

In deciding between an integrated versus an arm’s length approach to channel structure, trade-off considerations are important. Which trade-off below is NOT part of these considerations?
Group of answer choices

High control versus low control

High competition versus low competition

Higher costs versus lower cost

Lower channel coverage versus higher channel coverage

Answer 75

High competition versus low competition

Question 76

Burger King’s restaurants are independently owned, yet their managers adhere strictly to the policies laid out by the brand owner. This channel structure is called a(n):
Group of answer choices

integrated distribution network.

arm’s length distribution network.

multichannel distribution network.

franchised distribution network.

monobrand distribution network.

Answer 76

franchised distribution network.

Question 77

As a medium-sized grocery retailer, your marketing and merchandising teams find themselves at a constant disadvantage when negotiating with national vendors on product selection and prices. What steps can you take to change the nature of the social structure within the channel to create a more even footing in negotiations? Choose all that apply.

ake your selections by checking off the statement(s) below.
Group of answer choices

Work with competitors of the national vendor to create special pricing or promotional deals with the intent of punishing the national vendor.

Find ways to improve the business of the national vendor (e.g., create special events or promotions, product tie-ins) that other retailers may be unable or unwilling to do.

Work together with other medium-sized grocery retailers to agree to raise the prices on all the national vendor goods to discourage customers away from those products.

Refuse to sell the national vendors’ products.

Create, market, and grow a set of private-label branded products.

Find ways to increase brand loyalty among shoppers.

Develop partnerships with other brands and celebrities to create uniqueness in the marketplace and attract fans of those brands.

Question 78

horizontal channel conflict can arise for a variety of reasons. An example would be a toy manufacturer selling its toys through toy stores, discount stores, department stores, and even drugstores. Which factor cited below contributes to horizontal channel conflict?
Group of answer choices

Delayed availability of the product in competing channels

Special bundles offered only to toy specialty stores

Undifferentiated products and variable prices in the various channels

Vertical marketing systems

Answer 78

Undifferentiated products and variable prices in the various channels

Question 79

A channel steward uses power to influence, motivate, and manage channel partners. An example of a channel steward’s use of hard power is a:
Group of answer choices

supplier demanding that retailers use only the manufacturer’s suggested retail price.

manufacturer threatening to eliminate retailers who do not display its product.

franchisor suing a franchisee for breaking their contract.

brand’s unique product design.

Answer 79

brand’s unique product design.

Question 80

Soft power helps to build a constructive relationship among distribution channel members. One source of soft power is trust, which is:
Group of answer choices

a declaration of a channel steward’s future intention to maintain or enhance relationships with channel partners.

having confidence in another party’s integrity and reliability through their history of dealing with each other.

a pledge of continuity and a long-term view of performing value-adding activities in the channel.

willingness to make investments to achieve channel goals.

a supplier not requiring the use of contracts in its arrangements with distributors.

Answer 80

having confidence in another party’s integrity and reliability through their history of dealing with each other.