Q1

When is a pull strategy appropriate?

A when there is low brand loyalty

B when consumers are able to perceive differences between brands

C when it is a low involvement purchase

D when brand choice is made in the store

E when the product is an impulse item

Q2

Using the push strategy is most appropriate when____

A there is high brand loyalty for the product

B the product is a high involvement purchase

C consumers are able to perceive differences between brands

D the product being sold is an impulse item

E consumers choose the brand before they go to the store

Q3

A computer manufacturing company allows customers to shop in their preferred

way. For example, they can gather information online or in the store; they can place

orders online or by phone or purchase in a store. They can have orders delivered to

their home or arrange to pick them up from a convenient retail location. Which of

the following terms best represents this practice?

A push strategy

B online personalization

C internal marketing

D mass customization

E omnichannel marketing

Q4

Which of the following is the most accurate description of a value network?

A. An arrangement whereby an organization transforms inputs into finished goods

B. a communication network that allows an organization to transfer information to

end-customers

C. a system of partnerships and alliances that a firm creates to source, augment,

and deliver its offerings

D. a system of organizations and resources involved in moving a product from supplier to customer

E. a network that allows an organization to take the finished products to the end-Users

Q5

Companies should first think about the target market and then design the supply

chain backward from that point. This strategy is called ______planning.

A. materials

B. demand chain

C. external channel

D. resource

E. strategic business

Q6

Which of the following is an example of a zero-level channel?

A. A manufacturer takes online orders from customers and ships the products to

them.

B. A large company forms alliances with smaller companies to increase sales

coverage.

C. An organization uses a combination of direct salespeople and sales agencies to

increase sales.

D. A manufacturer sells its products through wholesalers and retailers.

E. A manufacturer sells its products through chains of supermarkets and other

large sellers.

Q7

In many cases, retailers hold greater_____than manufacturers, so manufacturers

need to know retail buyers' acceptance criteria.

A. conditions of sale

B. motivation

C. channel power

D. channel design

E. territorial rights

Q8

A producer must modify its channel design and arrangements if _____

A. consumer buying patterns change

B. the competition in the market stabilizes

C. the market size remains unchanged for a particular period

D. the product is in the growth stage of its life cycle

E. the firm's profits stabilize

Q9

Alcart Solutions is a large distributor of Aldor phones in Canada. The company

distributes products to various retailers in the New Brunswick province. Recently

Aldor received several complaints from its retailers that their orders are not delivered

on time. This is an example of ____ conflict.

A. vertical

B. intermediate

C. multichannel

D. parallel

E. horizontal

Q10

Which of the following is NOT a standard that producers would use to evaluate

intermediaries' performance?

A. cooperation in promotional programs

B. customer delivery time

C. sales-quota attainment

D. average inventory levels

E. modification of channel design