Question 1

Jared,a channel manager with T&H Enterprises,participated in a personnel exchange with a T&H channel member.Which of the following did Jared LEAST likely do during the personnel exchange?

Accepted Answer

A)   devise conflict resolutions
B)   gain valuable job training
C)   disclose proprietary information
D)   interact with his channel counterparts
E)   develop professional relationships in the channel

Question 2

Discuss the characteristics of three different conflict resolution styles.

Accepted Answer

A relatively passive channel member like...

Question 3

What risk does a supplier most likely take by using multiple channels?

Accepted Answer

A)   decreasing domain conflicts among channel members
B)   demotivating downstream channel members
C)   increasing product line depth and expenses
D)   minimizing market coverage
E)   decreasing primary demand

Question 4

Which issue would most likely be addressed by agency theory?

Accepted Answer

A)   goal conflict
B)   domain sources
C)   channel miscommunication
D)   institutionalized mechanisms
E)   product market subdimensions

Question 5

ABC Manufacturing is experiencing channel conflict with one of its main retailers,EZ-Tools.ABC is focused on improving manufacturing processes,while EZ-Tools is focused on meeting customer needs and demands.What is the most likely source of conflict between these two firms?

Accepted Answer

A)   different perceptions of reality
B)   unclear market subdimensions
C)   conflicting communication styles
D)   unique marketing strategies
E)   clashing financial goals

Question 6

In order for economic incentives to resolve conflicts,they must be used in conjunction with ________.

Accepted Answer

A)   straight commissions
B)   vertical integration
C)   technological support
D)   effective communication
E)   cooptation activities

Question 7

In alliance channels,flexibility,information exchange,and solidarity are best known as ________.

Accepted Answer

A)   mutual reciprocation techniques
B)   conflict resolution styles
C)   noncoercive tactics
D)   relational norms
E)   channel domains

Question 8

What is the most likely result of using a competition conflict resolution strategy?

Accepted Answer

A)   lengthening channel distribution
B)   improving channel solidarity
C)   enhancing cooperation
D)   increasing distrust
E)   lowering costs

Question 9

In order to provide high coverage and lower prices,Z-Mart,a national supercenter,sells digital cameras made by many manufacturers,including Sony,Nikon,and Panasonic.Nikon has recently accused Z-Mart of failing to meet its responsibilities.Which of the following most likely triggered this conflict?

Accepted Answer

A)   poor communication
B)   dual distribution
C)   multiple channels
D)   hybrid distribution
E)   intrachannel competition

Question 10

________ conflict takes place when negative emotions first arise,and organizational members begin to personalize their differences with other channel members.

Accepted Answer

A)   Functional
B)   Latent
C)   Affective
D)   Manifest
E)   Perceived

Question 11

Which type of channel conflict typically exists at a very low level in most marketing channels?

Accepted Answer

A)   functional
B)   latent
C)   affective
D)   manifest
E)   perceived

Question 12

What is gray marketing? What factors have contributed to the growth of gray markets?

Accepted Answer

Gray marketing is the sale of authorized...

Question 13

What information is needed to calculate an index of manifest conflict? What can be learned by this calculation?

Accepted Answer

There are four pieces of information tha...

Question 14

Which of the following is most likely a characteristic of balanced marketing channels?

Accepted Answer

A)   heavy reliance on noncoercive strategies
B)   high number of manifest conflicts
C)   reliance on gray marketing efforts
D)   total absence of disputes
E)   conflict of goals

Question 15

According to the text,a dealer that believes a supplier has engaged in destructive actions because of a changing market will most likely respond by ________.

Accepted Answer

A)   withdrawing from the relationship
B)   threaten to stop selling the line
C)   accepting the situation passively
D)   neglecting the supplier
E)   trying to fix the situation

Question 16

Which term refers to the sale of authorized,branded products through unauthorized distribution channels?

Accepted Answer

A)   niche marketing
B)   gray marketing
C)   black marketing
D)   differential pricing
E)   counterfeiting

Question 17

What is the LEAST likely result of functional conflict in a marketing channel system?

Accepted Answer

A)   equitable split of system resources
B)   balanced distribution of channel power
C)   standardized methods for handling conflict
D)   established outlets for expressing grievances
E)   infrequent communication between members

Question 18

Channel conflict is best described as ________.

Accepted Answer

A)   an unwanted state of opposition among organizations in a marketing channel
B)   costly actions that should be viewed negatively in a marketing channel system
C)   antagonistic situations that weaken relationships between marketing channel members
D)   a situation that involves a struggle against obstacles in the marketing channel environment
E)   behavior by a channel member that is in opposition to the wishes of its channel counterpart

Question 19

Arbitration and mediation are third-party mechanisms intended to prevent and resolve conflicts among channel members.

Accepted Answer

A) True 
 B)False

Question 20

How does a supplier LEAST likely benefit from multiple channels?

Accepted Answer

A)   building primary demand for a product category
B)   raising entry barriers to potential competitors
C)   providing better market coverage
D)   serving customers more efficiently
E)   increasing distribution intensity

Exam 11: Managing Channel Conflict

________ conflict takes place when negative emotions first arise,and organizational members begin to personalize their differences with other channel members.

Correct AnswerverifiedShow Answer

Which of the following is most likely a characteristic of balanced marketing channels?

Correct AnswerverifiedShow Answer

Which term refers to the sale of authorized,branded products through unauthorized distribution channels?

Correct AnswerverifiedShow Answer

What is gray marketing? What factors have contributed to the growth of gray markets?

Correct AnswerverifiedGray marketing is the sale of authorized...View AnswerShow Answer

How does a supplier LEAST likely benefit from multiple channels?

Correct AnswerverifiedShow Answer

In order to provide high coverage and lower prices,Z-Mart,a national supercenter,sells digital cameras made by many manufacturers,including Sony,Nikon,and Panasonic.Nikon has recently accused Z-Mart of failing to meet its responsibilities.Which of the following most likely triggered this conflict?

Correct AnswerverifiedShow Answer

What is the most likely result of using a competition conflict resolution strategy?

Correct AnswerverifiedShow Answer

Arbitration and mediation are third-party mechanisms intended to prevent and resolve conflicts among channel members.

Correct AnswerverifiedShow Answer

What risk does a supplier most likely take by using multiple channels?

Correct AnswerverifiedShow Answer

Which issue would most likely be addressed by agency theory?

Correct AnswerverifiedShow Answer

What information is needed to calculate an index of manifest conflict? What can be learned by this calculation?

Correct AnswerverifiedThere are four pieces of information tha...View AnswerShow Answer

Which type of channel conflict typically exists at a very low level in most marketing channels?

Correct AnswerverifiedShow Answer

Jared,a channel manager with T&H Enterprises,participated in a personnel exchange with a T&H channel member.Which of the following did Jared LEAST likely do during the personnel exchange?

Correct AnswerverifiedShow Answer

In alliance channels,flexibility,information exchange,and solidarity are best known as ________.

Correct AnswerverifiedShow Answer

What is the LEAST likely result of functional conflict in a marketing channel system?

Correct AnswerverifiedShow Answer

ABC Manufacturing is experiencing channel conflict with one of its main retailers,EZ-Tools.ABC is focused on improving manufacturing processes,while EZ-Tools is focused on meeting customer needs and demands.What is the most likely source of conflict between these two firms?

Correct AnswerverifiedShow Answer

Channel conflict is best described as ________.

Correct AnswerverifiedShow Answer

According to the text,a dealer that believes a supplier has engaged in destructive actions because of a changing market will most likely respond by ________.

Correct AnswerverifiedShow Answer

Discuss the characteristics of three different conflict resolution styles.

Correct AnswerverifiedA relatively passive channel member like...View AnswerShow Answer

In order for economic incentives to resolve conflicts,they must be used in conjunction with ________.

Correct AnswerverifiedShow Answer

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Gray marketing is the sale of authorized...
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There are four pieces of information tha...
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A relatively passive channel member like...
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