Chapter 15:
Designing and Managing Integrated Marketing Channels

GENERAL CONCEPT QUESTIONS

Multiple Choice

1. Intermediaries who buy, take title to, and resell the merchandise are called ________.

2. Companies that search for customers and may negotiate on the producer’s behalf but do not take title to the goods are called ________.

3. Transportation companies, independent warehouses, banks, and advertising agencies that assist in the distribution process but neither take title to goods nor negotiate purchases or sales are called ________.

4. One of the chief roles of marketing channels is to convert potential buyers into profitable ________.
5. A marketing channel system is the particular set of ________ employed by a firm. …show more content…

33. ________ can be defined as the ability to alter channel members’ behavior so that they take actions they would not have taken otherwise.

34. The five types of power available to the producer to elicit cooperation from channel members includes all of the following EXCEPT ________ power.
35. In competitive markets with low entry barriers, the optimal channel structure will inevitably ________ over time.

36. Regarding distribution systems, one of the most difficult decision that a firm must make at some time involves ________ the channel strategy.

37. A conventional marketing channel comprises a(n) ________, wholesaler(s), and retailer(s), each acting in his own self-interest.

38. A(n) ________ comprises the producer, wholesaler(s), and retailers(s) acting as a unified system.

39. A(n) ________ consists of independent firms at different levels of production and distribution integrating their programs on a contractual basis to obtain more economies or sales impact than they could achieve alone.
40. Which of the following is a type of contractual VMS? a. Specialty stores b. Franchise organizations c. Kiosks stores d. Catalog stores e. None of the above

41. When two or more unrelated companies put together resources or programs to exploit an emerging marketing opportunity, it is called a ________.

42. ________ occurs