Chapter 12

8039 Words Dec 23rd, 2014 33 Pages
Principles of Marketing, 14e (Kotler)
Chapter 12 Marketing Channels: Delivering Customer Value

1) Which of the following is NOT a typical supply chain member?
A) resellers
B) customers
C) intermediaries
D) government agencies
E) raw materials supplier
Answer: D
Diff: 1 Page Ref: 340
Skill: Concept
Objective: 12-1

2) ________ the manufacturer or service provider is the set of firms that supply the raw materials, components, parts, information, finances, and expertise needed to create a product or service.
A) Downstream from
B) Upstream from
C) Disintermediated from
D) Horizontal to
E) Parallel with
Answer: B
Diff: 2 Page Ref: 340
Skill: Concept
Objective: 12-1

3) Another term for the supply chain that suggests a
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A) less distance between producer and end consumer
B) less control
C) fewer potential ideas
D) higher taxes
E) fewer channel partners
Answer: B
Diff: 2 Page Ref: 344
Skill: Concept
Objective: 12-1

16) Which of the following is an example of a complete business-to-business channel?
A) producer to retailer to consumer
B) producer to wholesaler to retailer to consumer
C) producer to sales branch
D) business distributor to business customer
E) producer to distributor to business customer
Answer: E
Diff: 2 Page Ref: 344
Skill: Concept
Objective: 12-1
17) All of the institutions in a channel are connected by flows, including physical flow, flow of ownership, payment flow, information flow, and ________ flow.
A) promotion
B) acquisition
C) customer
D) return product
E) by-product
Answer: A
Diff: 2 Page Ref: 344
Skill: Concept
Objective: 12-1

18) A distribution channel is more than a collection of firms connected by various flows; it is a(n) ________ in which people and companies interact to accomplish individual, company, and channel goals.
A) added value chain
B) complex behavioral system
C) corporate marketing system
D) vertical marketing system
E) multichannel system
Answer: B
Diff: 2 Page Ref: 344
Skill: Concept
Objective: 12-2

19) An advantage of a channel of distribution over

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