E-Commerce and Channel Management
Mock Exam
Course Introduction
This course explores the principles and practices of e-commerce, focusing on the strategies and technologies that drive digital business interactions and online marketplaces. Students will examine the development and management of electronic channels, including website architecture, online payment systems, digital marketing, and customer relationship management in a virtual environment. The course also covers multichannel and omnichannel approaches, analyzing how businesses integrate physical and digital channels to optimize customer experience and increase profitability. Through case studies and practical assignments, students gain insights into logistics, supply chain coordination, and current trends shaping the e-commerce landscape.
Recommended Textbook
Marketing Channels 8th Edition by Bert Rosenbloom
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18 Chapters
800 Verified Questions
800 Flashcards
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Chapter 1: Marketing Channel Concepts
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50 Verified Questions
50 Flashcards
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Sample Questions
Q1) Channel management is concerned mainly with
A)Providing for the physical availability of products.
B)Planning and overseeing the firm's logistics activities.
C)The entire process of setting up and operating the contactual organization.
D)Developing the firm's overall strategic marketing program.
E)Operating the firm's entire marketing mix.
Answer: C
Q2) Contactual efficiency viewed from the channel manager's perspective is:
A)The ratio of intermediaries to final customers.
B)The relationship between negotiation effort relative to achieving the distribution objective.
C)A relationship between negotiation efforts relative to specialization and division of labor.
D)The ratio of intermediaries to distribution tasks performed.
E)Cost savings in negotiating activities.
Answer: B
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3
Chapter 2: The Channel Participants
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51 Verified Questions
51 Flashcards
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Sample Questions
Q1) Several studies, including the Brown and Herring report, suggest the wholesaler's role in __________ will grow even more important to manufacturers.
A)providing sales contacts
B)holding inventory
C)order processing
D)breaking bulk
E)extending credit and financial assistance
Answer: A
Q2) Intermediaries' average costs curves for distribution tend to be __________ those of manufacturers.
A)Higher than
B)Lower than
C)The same as D)Longer than E)Shorter than
Answer: B
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Chapter 3: The Environment of Marketing Channels
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63 Verified Questions
63 Flashcards
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Sample Questions
Q1) McDonald's competition with Burger King is an example of:
A)Vertical competition.
B)Horizontal competition.
C)Intertype competition.
D)Vertical-intertype competition.
E)Vertical marketing system competition.
Answer: B
Q2) Which of the following is a false statement about the 2007-2008 recession?
A)Many consumers shifted to lower priced products and brands.
B)Consumer spending in multiple business categories.
C)Consumer spent less on the Internet.
D)Unemployment rates rose.
E)The business sector found that it had excess production capacity.
Answer: C
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Chapter 4: Behavioral Processes in Marketing Channels
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Sample Questions
Q1) Sylvan Learning Center's ad stressing its pride in being the world leader in supplementary education is an example of:
A)Expert power.
B)Reward power.
C)Referent power.
D)Coercive power.
E)Legitimate power.
Q2) The social systems perspective of marketing channels is appropriate because:
A)The managerial perspective is less important than previously thought.
B)Specialization and division of labor apply more than ever in the 1990s.
C)The legal environment requires it.
D)Technology changes have to be offset.
E)A solely economic approach is not adequate for understanding channels.
Q3) The greater the degree of optimization in carrying out a distribution objective:
A)The lower is the level of channel efficiency.
B)The higher is the level of channel efficiency.
C)The faster the distribution objective is achieved.
D)The lower is the level of conflict.
E)The higher is the level of conflict.
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Page 6
Chapter 5: Strategy in Marketing Channels
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44 Verified Questions
44 Flashcards
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Sample Questions
Q1) Which of the following statements regarding synergy through distribution is <b>false</b>?
A)It is sometimes referred to as distribution partnerships.
B)It is sometimes referred to as strategic alliances.
C)It is sometimes referred to as e-commerce.
D)It is sometimes referred to as networks.
E)It is sometimes referred to as partnering.
Q2) The channel manager should attempt to promote __________ among the elements of the marketing mix.
A)the lowest cost tradeoff
B)the highest level of synergy
C)the lowest level of overlap
D)the greatest degree of independence
E)the best case scenario
Q3) Volvo GM Heavy Truck Corporation cited in the text illustrates:
A)That aggressive pricing is key.
B)Customer service is key.
C)Heavy inventory carried by dealers is a must for good service.
D)That all too often customers are too spread out.
E)Keeping high levels of inventories is crucial to good customer service.
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Chapter 6: Designing Marketing Channels
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59 Verified Questions
59 Flashcards
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Sample Questions
Q1) As a dimension of channel structure, types of intermediaries really pertains to:
A)The classifications of the Census of Wholesale Trade and the Census of Retail Trade.
B)The basic types of distribution tasks performed.
C)Traditional industry terminology.
D)The leadership style of channel managers.
E)The many different retail outlets at which customers buy products.
Q2) A congruency check of a distribution objective means that:
A)All of the channel members have agreed on the distribution objective.
B)All phases of the channel design decision have been coordinated.
C)The distribution objective does not conflict with other objectives and policies of the firm.
D)The distribution objective will minimize channel conflict.
E)The distribution objective matches the objectives of the retailers who sell our product.
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8
Chapter 7: Selecting the Channel Members
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36 Verified Questions
36 Flashcards
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Sample Questions
Q1) In highly intensive distribution, the selection criteria for channel members:
A)Tend to be complex.
B)Amount to "Can they pay their bills?"
C)Focus on matching retailer image with product image.
D)Cannot be generalized.
E)Focuses on their efficiency in completing the distribution task.
Q2) As a general rule, the higher the level of selectivity of distribution:
A)The greater the emphasis on selection.
B)The less the emphasis on selection.
C)The lower the emphasis on finding prospective channel members.
D)The fewer the criteria used in selection.
E)The more crucial the need to place products in all appropriate outlets.
Q3) According to Pegram, the most frequently used criterion for judging the acceptability of prospective channel members is:
A)Distributor sales strength.
B)Distributors' product lines.
C)Reputation.
D)Credit and financial rating.
E)Market coverage.
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Page 9
Chapter 8: Target Markets and Channel Design Strategy
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43 Verified Questions
43 Flashcards
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Sample Questions
Q1) According to Bucklin's distance and lot size model, other things being equal, the greater the distance between a producer (manufacturer) and his markets, the higher the probability that a channel using intermediaries will be:
A)Less expensive.
B)More expensive.
C)Optimal.
D)Short in structure.
E)Intensively covered by intermediaries.
Q2) Which of the following is not a type of geographical area for which census data are available?
A)MSAs
B)PMSAs
C)MRCs
D)PIPs
E)CBDs
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10
Chapter 9: Motivating the Channel Members
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47 Flashcards
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Sample Questions
Q1) Clayton Products, Inc. is considering establishing a Distributor Advisory Council. It can expect that this council will provide all of the following advantages except:
A)Improve overall channel communications.
B)Provide a vehicle for identifying mutual needs and problems.
C)Be quite simple to set up and require little ongoing management.
D)Be part of Clayton's overall motivation program.
E)Provide for recognition of all channel members.
Q2) The first step in developing a distribution program is an analysis by the manufacturer of __________ and the level of support the manufacturer needs from channel members.
A)target market needs
B)reseller capabilities
C)financial goals
D)marketing objectives
E)the amount and location of display space
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11
Chapter 10: Product Issues in Channel Management
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39 Verified Questions
39 Flashcards
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Sample Questions
Q1) The success of a manufacturer's product strategies is:
A)Marginally related to channel management.
B)Totally dependent upon channel management.
C)Generally unrelated to channel management.
D)Often related to channel management.
E)A prerequisite to channel management.
Q2) K&B Manufacturing, in developing its new products, must recognize that its intermediaries will judge the acceptability of the new products based on:
A)The amount of real innovation in the product.
B)The cost of the new product relative to the cost of competitive products.
C)The product's profit potential in terms of meeting established margin structures.
D)The amount of advertising dollars offered to the intermediaries to support the new product.
E)The demand by customers.
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Chapter 11: Pricing Issues in Channel Management
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42 Flashcards
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Sample Questions
Q1) Which of the following is not a factor that should normally be included in developing pricing strategies?
A)Internal cost considerations
B)The target markets
C)Competition
D)Needs of channel members
E)Consumer income
Q2) When a channel member makes disparaging remarks about a product in order to sell a competitor's product, the channel member is engaging in:
A)The gray market.
B)Footballing.
C)Free riding.
D)Undercutting.
E)Unethical behavior.
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Chapter 12: Promotion Through the Marketing Channel
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39 Flashcards
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Sample Questions
Q1) The increasing emphasis on push promotions in recent years is attributed to:
A)New technologies being available.
B)The much lower cost of push promotions.
C)The dissatisfaction of consumers with pull promotions.
D)The increasing size and power of retailers and wholesalers.
E)Increasing expertise of advertising agencies in this type of promotion.
Q2) One of the main issues Proctor & Gamble (P&G) Company had with its Max Factor is:
A)Giant mass market U.S. retailers were not willing to give more shelf space to Max Factor products.
B)P&G's marketing team had failed to gain sufficient brand recognition.
C)Even though P&G threw millions of dollars in trade promotions, sales of the Max Factor brand continued to fall.
D)Foreign sales of Max Factor products were falling.
E)Offering big trade discounts to retailers simply did not work.
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Chapter 13: Logistics and Channel Management
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Sample Questions
Q1) The principle of having just enough inventory on hand to meet immediate production needs with no reserve stock is called:
A)The no-inventory system.
B)Physical distribution quality system.
C)The onesie transaction system.
D)Just-in-time system.
E)No stock-out system.
Q2) Logistics involves planning, implementing, and controlling the __________ of materials and final goods from points of origin to points of use to meet __________ at a __________.
A)transportation; inventory requirements; low cost
B)physical flows; customers needs; profit
C)inventory; order specifications; defined cost
D)shipment; inventory levels; profit
E)movement; production requirements; high level of efficiency
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15
Chapter 14: Evaluating Channel Member Performance
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41 Flashcards
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Sample Questions
Q1) A new criterion being considered useful in evaluating channel members is:
A)Channel member satisfaction.
B)Channel member economic satisfaction.
C)Channel member behavior.
D)Channel member psychological capability.
E)Channel member dedication.
Q2) In order to spot negative channel member attitudes before they affect performance, attitudes should be:
A)Evaluated when poor channel member sales are found.
B)Evaluated independently of sales data.
C)Given more weight than basic sales data.
D)Made the most important criterion of channel member performance.
E)Always evaluated whenever sales data are evaluated.
Q3) Separate performance evaluations measure channel member performance against one or more criteria when:
A)The number of channel members is very large.
B)Selective distribution is used.
C)Exclusive distribution is used.
D)The number of channel members is very small.
E)An overall picture of channel member performance is easy to obtain.
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Chapter 15: Electronic Marketing Channels
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34 Verified Questions
34 Flashcards
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Sample Questions
Q1) In the year 2009, online sales were ________ percent of retail sales.
A)0.7
B)1.0
C)8.0
D)12.5
E)15.5
Q2) Which of the following products cannot be delivered electronically via the Internet?
A)Music
B)Printed material
C)Airline tickets
D)Wine
E)Financial investments
Q3) The textbook concludes that __________ will definitely be far more common than __________ as a result of the Internet-based electronic marketing channels.
A)reintermediation; disintermediation
B)disintermediation; reintermediation
C)shorter channels; larger channels
D)longer channels; shorter channels
E)it is too soon to reach a conclusion.
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Page 17
Chapter 16: Franchise Marketing Channels
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29 Verified Questions
29 Flashcards
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Sample Questions
Q1) The franchise distribution system is composed of approximately _________ franchise business establishments that provide more than 11 million jobs.
A)900
B)9,000
C)90,000
D)900,000
E)9,000,000
Q2) As it pertains to the scope and importance of franchising, which of the following statements is most accurate?
A)The number of jobs provided by franchised businesses is slightly less than those provided by durable goods manufacturing.
B)Franchising and franchise channels continue to grow dramatically
C)While the number of franchises has grown, the number of kinds of franchises has remained constant
D)Franchising is an American business model that does not work well outside the U.S.
E)Franchising and franchising channels are not growing in other developed countries.
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18
Chapter 17: Marketing Channels for Services
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38 Verified Questions
38 Flashcards
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Sample Questions
Q1) The service sector of the U.S. economy is approximately:
A)The same size as the manufacturing sector.
B)One-and-one-half times the size of the manufacturing sector.
C)Three times as large as the manufacturing sector.
D)Twice the size of the manufacturing sector.
E)One-half the size of the manufacturing sector.
Q2) Priceline.com, Orbitz, and Hotwire are all examples of:
A)Commercial travel agencies.
B)Airline ticket services.
C)Software companies.
D)Internet-based travel services.
E)Vacation planning firms.
Q3) Which of the following is not an example of customer involvement in services?
A)a couple delivering their income and expense records to a tax accountant
B)a client stipulating her investment goals to a stock broker
C)a customer requesting "no pickles" on his hamburger
D)a customer choosing the red rather than the black motorcycle helmet
E)a customer identifying flight times and days to an airline ticket agent
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19
Chapter 18: International Channel Perspectives
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Sample Questions
Q1) By the late 1990s, the devaluation of many Asian currencies had made the U.S. dollar:
A)Weaker against the Asian currencies.
B)Stronger against the Asian currencies.
C)Little changed against the Asian currencies.
D)On a par with Asian currencies.
E)More easily convertible into Asian currencies.
Q2) When the dollar became weaker relative to the Euro, U.S. manufacturers:
A)Were concerned because their goods would become more expensive in European markets.
B)Were pleased because their goods would be cheaper in Europe.
C)Knew sales of their products would increase in Asia because prices would be lower to consumers.
D)Were concerned that sales in Mexico would decrease because the Euro was strong and this increased the price of goods.
E)Were unconcerned.
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