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management leadership

Questions and Answers of Management Leadership

In what way is demand-based pricing more realistic than markup pricing?
Why would a firm use competition-based pricing?
What are the five major categories of pricing strategies? Give at least two examples of specific strategies that fall into each category.
Under what conditions would a business most likely decide to employ one of the differential pricing strategies?
Identify and describe the main types of discounts that are used in the pricing of business products.
Tiny car, tiny price tag, tiny gasoline bill. The Smart Car, made by Daimler’s Mercedes Car Group in Hambach, France, first appeared on U.S. roads in 2008, just as prices at the gas pump were
More than 20 years after Costco opened its first warehouse club store in Seattle, Washington, the company’s philosophy can still be summed up as “pile ’em high, price ’em low.” Costco
Which distribution channels would producers of services be most likely to use? Why?
Many producers sell to consumers both directly and through middlemen. How can such a producer justify competing with its own middlemen?
In what situations might a producer use agents or commission merchants rather than its own sales offices or branches?
If a middleman is eliminated from a marketing channel, under what conditions will costs decrease? Under what conditions will costs increase? Will the middleman’s functions be eliminated? Explain.
Which types of retail outlets are best suited to intensive distribution? To selective distribution? To exclusive distribution? Explain your answer in each case.
How are the various physical distribution functions related to each other? To the other elements of the marketing mix?
During the recent economic downturn, Target felt the financial pinch as customers pinched pennies. “The customer is very cash-strapped right now and in some ways, our greatest strength has become
In what ways is a channel of distribution different from the path taken by a product during physical distribution?
What are the most common marketing channels for consumer products? For industrial products?
What are the three general approaches to market coverage? What types of products is each used for?
What is a vertical marketing system? Identify examples of the three types of VMSs.
List the services performed by wholesalers. For whom is each service performed?
What is the basic difference between a merchant wholesaler and an agent?
Identify three kinds of full-service wholesalers. What factors are used to classify wholesalers into one of these categories?
Distinguish between (a) Commission merchants and agents. (b) Manufacturers’ sales branches and manufacturers’ sales offices.
What is the basic difference between wholesalers and retailers?
What is the difference between a department store and a discount store with regard to selling orientation and philosophy?
How do (a) Convenience stores. (b) Traditional specialty stores. (c) Category killers compete with other retail outlets?
What can nonstore retailers offer their customers that in-store retailers cannot?
Compare and contrast community shopping centers and regional shopping centers.
What is physical distribution? Which major functions does it include?
What activities besides storage are included in warehousing?
List the primary modes of transportation and cite at least one advantage of each.
Netflix was launched about twelve years ago. Netflix was originally nothing more than an online version of a traditional video rental store. Customers could visit the Netflix website and choose which
Eighty-four-year-old Gert Boyle is “one tough mother.” Not only is she the chairperson of the board for Columbia Sportswear, but she is also its spokeswoman. Gert assumed control of Columbia
Discuss the pros and cons of comparative advertising from the viewpoint of (a) The advertiser. (b) The advertiser’s competitors. (c) The target market.
A number of companies have shifted a portion of their promotion dollars from advertising to trade sales promotion methods? Why?
Why would a producer offer refunds or cents-off coupons rather than simply lowering the price of its products?
How can public-relations efforts aimed at the general public help an organization?
Why do firms use event sponsorship?
What kind of promotion mix might be used to extend the life of a product that has entered the declining stage of its product life cycle?
Despite high-profile contests run by Heinz, PepsiCo, and dozens of other companies, consumer-generated commercials are still a novelty. When a marketer invites consumers to send in homemade ads, the
What is integrated marketing communications, and why is it becoming increasingly accepted?
Identify and describe the major ingredients of a promotion mix.
What is the major role of promotion?
How are selective-demand, institutional, and primary-demand advertising different from one another? Give an example of each.
List the four major print media, and give an advantage and a disadvantage of each.
Which types of firms use radio, television, and the Internet?
Outline the main steps involved in developing an advertising campaign.
Identify and give examples of the three major types of salespersons.
Explain how each step in the personal-selling process leads to the next step.
What are the major tasks involved in managing a sales force?
What are the major differences between consumer and trade sales promotion methods? Give examples of each.
What is cooperative advertising? What sorts of firms use it?
What is the difference between publicity and public relations? What is the purpose of each?
Why is promotion particularly effective in positioning a product? In stabilizing or increasing sales?
What factors determine the specific promotion mix that a firm should use?
Round, flat, seeded, plain, crowned with cheese, or cut into croutons, bagels form the basis of every menu item at Finagle A Bagel. “So many other shops will just grab onto whatever is hot,
Since their dismal beginnings in 1896 when they played near a swamp (earning the name Mud Hens in honor of the coots inhabiting the marshy land), the Triple-A Toledo Mud Hens have become one of the
It is 1984, and you are the assistant to the president. He has asked you to design a growth plan for the next decade. What are your recommendations? Take care to avoid the pitfalls that actually
Discuss why brand extension may not always work.Brand extension can be a particularly effective use of branding. It is a strategy of applying an established brand name to new products. As a result,
Do you think the problems in Borden’s acquisition strategy stemmed from a fl aw in the basic concept or in the execution? Support your position.
Is primary-demand advertising ever advisable for a mature product? If so, under what circumstances?
Prince is a strong regional pasta brand in the Northeast. What would it take to convert this into a national brand? Should Borden have attempted this?
Should Borden have made a strong effort to create a presence in the private brand market? Why or why not?
Critics have decried the lack of focus of Borden. What does this mean? How can the criticisms best be resolved?
“After firing D’Amato, the board one month later adopted virtually the same restructuring plan he had proposed. What an injustice!” Discuss.
How much of a price premium do you think national brands ought to command over private brands? Justify your position.
You are a member of the board of governors of United Way. Allegations have surfaced about the lavish life style of the highly regarded Aramony. Most of the board, being corporate executives, see
What is your position regarding the compensation and perks of an Aramony, relative to the many times greater compensations of for-profit executives? How could CEO compensation be curbed?At the time
How can a nonprofit organization be absolutely assured that moneys are not being misspent and that there are no ripoffs?Product-oriented firms ought to be concerned and protective of their public
Do you think a more representative and active board will prevent a similar scenario for United Way in the future? Why or why not?In the past, most boards of directors have tended to be rubber stamps,
How do you think Aramony’s misuse of his position could have been prevented? What controls and accountability would you recommend? How would you persuade the Board to be more socially responsible?
How do you feel, as a potential or actual giver to United Way campaigns, about Aramony’s “high living”? Would these allegations affect your gift giving?
What prescriptions do you have for thwarting arrogance in nonprofit and/or governmental organizations? Be as specific as you can, and support your recommendations.
How do you personally feel about the coercion that some organizations exert for their employees to contribute substantially to the United Way? What implications, if any, do you see as emerging from
“Since there is no bottom-line evaluation for performance, nonprofits have no incentives to control costs and prudently evaluate expenditures.” Discuss.
How would you feel, as a large contributor to a charity, about its spending $10 million for advertising? Discuss your rationale for this attitude.
Do you think the action taken by UWA after Aramony was the best way to salvage the public image? Why or why not? What else might have been done?
Could the “child labor” of girl scout cookie marketing be better handled? If so, how?
Debate this issue: No nonprofit organization can ever attain the efficiency of a business firm that always has the bottom line to be concerned about.
You are one of Chrysler’s biggest suppliers of certain parts. You are shocked at the decree by the new management of Chrysler that you must cut your prices by 5 percent immediately, and another 10
Do you see any dangers with rebates from the manufacturer’s viewpoint? As a consumer, would you prefer a rebate to a price reduction, or does it make any difference?A rebate is a promise by a
Do you think a typical committee or group has more synergy than the same individuals working alone? Why or why not?Synergy results from creating a whole that is greater than the sum of its parts, and
Could the early problems of the merger have been avoided? What are your recommendations?
Do you think the culture problems could have been largely avoided in this merger? How?
Dieter Zetsche was sent from Stuttgart headquarters to fix all-American Chrysler after the disastrous year 2000. On his first day in Detroit, he fired the head of sales and marketing. Discuss the
Do you think good times can ever be lasting in the auto industry? Why or why not?
Do you think Chrysler can again be a viable entity in the U.S. auto industry? Nardelli had a reputation for alienating employees at Home Depot. Do you think this will be a serious problem in his
Be a Devil’s Advocate (one who argues a contrary position). You have been asked by several concerned board members to argue against the avid “Newellizing” policy of John McDonough at the next
You are one of the three divisional presidents fired by McDonough in the first two months of the merger. Describe your feelings and your action plan at this point. (If you want to make some
You are a vice president of Rubbermaid, reporting to Wolfgang Schmitt in 1995. The first serious complaints have surfaced from Wal-Mart concerning unacceptable delivery problems. Schmitt has ordered
Do you think a big manufacturer, such as Coca-Cola, can be coerced by a big retailer? Why or why not? What might determine the extent of retailer coercion? Can a manufacturer coerce a retailer?Giant
Evaluate this statement: “Good customer service doesn’t do you much good, but poor customer service can kill you.”Missionary or supporting salespeople do not normally try to secure orders. They
What went wrong with the Rubbermaid acquisition? Why couldn’t it be corrected?
“Periodic evaluations of personnel and departments aimed at pruning ‘deadwood’ cause far too much harm to the organization. Such ‘axing’ evaluations should themselves be pruned.” Argue
Now present your most persuasive arguments for axing evaluations.
How do you account for Rubbermaid’s inability to improve its delivery service to Wal-Mart? What factors do you see as contributing to this on-going deficiency?
Do you think Newell acted too hastily in discharging Schmitt and other top executives so soon after the merger? Why or why not?
Do you think Wal-Mart and the other large retailers are going too far in their demands on their suppliers? Where would you draw the line?
Stanley Gault’s strategy of trying to introduce a new product every day was lauded as the mark of a successful firm permeated by innovative thinking. Do you agree?
Why do you think Galli’s swarm teams that were so successful with the power tools of Black & Decker did not apparently improve the operations of Newell Rubbermaid?
As the staff assistant to the president of Euro Disney, you already believe before the grand opening that the plans to use a skimming pricing strategy and to emphasize luxury hotel accommodations is

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