International Marketing Practice Questions
Course Introduction
International Marketing explores the strategies and practices businesses use to market goods and services across national borders. The course examines how global economic trends, cultural differences, legal and political environments, and technological advancements influence marketing decisions. Students will learn about international market research, entry modes, global branding, pricing strategies, communication campaigns, and distribution channels, with an emphasis on adapting marketing tactics to diverse international markets. Case studies and practical projects help develop insights into overcoming challenges and leveraging opportunities in the dynamic world of global marketing.
Recommended Textbook Marketing Channels A Management View 8th Edition by Bert Rosenbloom
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18 Chapters
801 Verified Questions
801 Flashcards
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Page 2
Chapter 1: Marketing Channel Concepts
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50 Flashcards
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Sample Questions
Q1) In developing and managing the ancillary structure versus the channel structure,the problems faced by the channel manager are:
A) Usually less difficult and complex.
B) Usually more difficult and complex.
C) Virtually the same in all respects.
D) Usually more important.
E) Complicated and time-consuming to solve.
Answer: A
Q2) According to the text,the technology that is likely to have the greatest impact on marketing channels is:
A) Television.
B) Automated warehousing.
C) The Internet.
D) Hand-held computers.
E) Cellular phones.
Answer: C
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3
Chapter 2: The Channel Participants
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51 Flashcards
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Sample Questions
Q1) Customer support provided by merchant wholesalers to manufacturers is often referred to as:
A) Retailers' services.
B) Manufacturers' services.
C) Value-added services.
D) Producers' services.
E) Genuine wholesale services.
Answer: C
Q2) Merchant wholesalers are particularly well suited for performing all of the following distribution tasks for their suppliers except:
A) Providing market coverage.
B) Providing low-cost sales contacts over a wide geographical area.
C) Providing low-cost warehousing and delivery.
D) Processing orders.
E) Serving as the firms' outside sales force.
Answer: E
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Chapter 3: The Environment of Marketing Channels
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Sample Questions
Q1) K&B Products,a producer of perfumes,prohibits its intermediaries from selling competitive perfume products.K&B is engaged in:
A) Selective distribution.
B) Full-line forcing.
C) Exclusive dealing.
D) Refusal to deal.
E) Pushing.
Answer: C
Q2) When the value of the U.S.dollar is high:
A) The price of U.S. products decreases relative to foreign products.
B) The price of U.S. products increases relative to foreign products.
C) It takes fewer foreign dollars to buy U.S. products.
D) U.S. products become more competitive in foreign markets.
E) It takes more U.S. dollars to buy foreign products.
Answer: B
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Chapter 4: Behavioral Processes in Marketing Channels
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Sample Questions
Q1) All of the following are advantages of using arbitration for resolving channel conflict except:
A) It lessens secrecy.
B) It is less expensive than litigation.
C) It confronts problems in their incipient stages.
D) It is relatively fast.
E) It often involves industry experts.
Q2) According to the text,the concept of role is of use to the channel manager because it:
A) Is based on expert power and therefore helps him/her to control channel member behavior.
B) Helps him/her to describe motives of channel members.
C) Provides him/her with insight into the constraints under which channel members operate.
D) Helps to better understand the power of 'megadealers'.
E) Provides insight into actions that lead to conflict.
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6
Chapter 5: Strategy in Marketing Channels
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Sample Questions
Q1) Which of the following is a false statement about Edward D.Jones and Company?
A) They have consciously decided to avoid Internet sales.
B) The company opens four new bricks and mortar offices per day.
C) Customers desire human contact.
D) Marketing channels of physical offices and "real-live" brokers are essential to the company's core mission.
E) The company maintains a pretax profit of 10% which is below the industry average.
Q2) To achieve distribution objectives,most firms will have to address all of the following except:
A) Role distribution plays in the firm's overall objectives and strategies.
B) Impact of distribution on operations planning.
C) Kinds of channel members should be selected to meet the firm's distribution objectives.
D) Evaluation of channel member performance.
E) Management of marketing channels to implement the firm's channel strategy.
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7
Chapter 6: Designing Marketing Channels
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Sample Questions
Q1) There are generally considered to be _______ reasons for making channel design decisions.
A) 10
B) 15
C) 18
D) 20
E) an indefinite number of
Q2) For a producer of computer-based training programs for businesses,all of the following should precipitate a channel design decision except:
A) Development of a new product for the government market.
B) Deleting one training program from the product line.
C) Deciding to sell the current product line in Canada.
D) Merging the firm with another company that manufactures products for the business market.
E) Identifying home-based business owners as a new target market.
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Chapter 7: Selecting the Channel Members
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36 Verified Questions
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Sample Questions
Q1) Securing the prospective channel members as actual channel members is usually the:
A) First step in the selection process.
B) Second step in the selection process.
C) Third step in the selection process.
D) Fourth step in the selection process.
E) Cannot be determined because it varies so much from case to case.
Q2) Typically,the producers and manufacturers receiving the highest number of inquiries from prospective channel members are:
A) Those listed in the Verified Directory of Manufacturers' Representatives.
B) Those who advertise most heavily.
C) Those who are generally considered to be the most prestigious in the industry.
D) Those who offer the largest trade discounts.
E) Those who presently have the fewest number of channel members.
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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) Manufacturers that experience wide seasonal demand variations should:
A) Include the willingness to buy off-season as a channel member selection criteria.
B) Expand internationally to smooth out the seasonal demand.
C) Alter production schedules to match buying schedules.
D) Produce in the off-season and hold inventory for the heavy selling season.
E) Have channel members carry all excess inventory.
Q2) In 2010,it is estimated that about ______ percent of the retail sales were made over the Internet.
A) 1
B) 4
C) 12
D) 17
E) 74
Q3) By 2010,consumer online sales reached approximately what level of sales?
A) about $1 billion
B) about $10 billion
C) about $50 billion
D) about $100 billion
E) under $175million
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Page 10
Chapter 9: Motivating the Channel Members
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Sample Questions
Q1) The most sophisticated approach to providing channel member support is the:
A) Cooperative approach.
B) Partnership approach.
C) strategic alliance approach.
D) distributor advisory council approach.
E) distribution programming approach.
Q2) Which of the following is not typically mentioned as an advantage of distributor advisory councils?
A) They enable channel members to engage in price maintenance.
B) They provide for face-to-face dialog.
C) They provide a vehicle for learning about channel member needs and problems.
D) They offer a "neutral" setting to discuss controversial issues.
E) They provide for representation from the manufacturer as well as channel members.
Q3) Wal-Mart stays in touch with Procter & Gamble by all of the following except:
A) Daily meetings between managers of both companies.
B) By having Procter & Gamble executives on-site at Wal-Mart's headquarters.
C) Through frequent communications about new products.
D) EDI.
E) Emphasizing close working relationships.
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Page 11
Chapter 10: Product Issues in Channel Management
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Sample Questions
Q1) Perhaps the best way for a manufacturer to find out how his products are selling relative to competitive products is:
A) Through sales analysis.
B) By performing consumer attitude research.
C) By monitoring the flow of products at the point of final sale.
D) By hiring A.C. Nielsen Co. to do television ratings.
E) To develop a consumer panel that is continuously monitored.
Q2) Channel members judge a product package based on how well it meets their __________ requirements.
A) stock and display
B) size
C) promotion
D) durability
E) recycling
Q3) Which of the following would not be considered a differentiated product?
A) Godiva Chocolates
B) Bic pens
C) Rolex watches
D) All-Clad pots and pans
E) Tommy Hilfiger products
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Chapter 11: Pricing Issues in Channel Management
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Sample Questions
Q1) If an item that had cost the retailer $7 sold at retail for $12.50,the gross margin percentage on selling price is:
A) 78.6%.
B) 56%.
C) 44%.
D) 21.4%.
E) 100%.
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 Verified Questions
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Sample Questions
Q1) Of the total expenditures by all manufacturers on promotion about __________ of every dollar spent goes for push type promotions.
A) 10%
B) 33%
C) 50%
D) 60%
E) 75%
Q2) Trade shows,if conducted properly,provide the manufacturer with an opportunity to strengthen its __________ power base.
A) coercive
B) reward
C) referent
D) legitimate
E) expert
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14
Chapter 13: Logistics and Channel Management
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Sample Questions
Q1) Which of the following is not an issue to consider in deciding on a mode of transportation?
A) Should the firm use its own carriers or common carriers?
B) What are the different rates available?
C) What specific transportation services are offered?
D) What modes of transportation are competitors using?
E) What mode is the least expensive?
Q2) Just-in-time inventory systems:
A) Are useful in manufacturing but not in channels of distribution.
B) Can be successful without supplier cooperation.
C) Can reduce inventory costs substantially.
D) Were developed by the American automotive industry.
E) Increases warehousing costs.
Q3) Which of the following is not characteristic of a supply chain management approach to logistics management?
A) Long-term relationships
B) Coordinated and focused leadership
C) Independent effort to manage inventory
D) Risks and rewards shared over long-term
E) Joint reduction on channel inventories
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Chapter 14: Evaluating Channel Member Performance
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Sample Questions
Q1) When a manufacturer thoroughly evaluates only those channel members whose sales figures are unusually out of line,it is using:
A) Marginal evaluation.
B) Evaluation by exception.
C) Comparative evaluation procedures.
D) Outlier evaluation.
E) High variance evaluation.
Q2) If a channel member fails to meet minimum performance standards,the channel manager should:
A) Terminate the channel member.
B) Analyze the channel member's needs and problems.
C) Put the channel member on probationary status with a specific deadline for improved performance.
D) Reduce the channel member's available discounts.
E) Increase the channel member's available discounts and other motivational programs.
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16
Chapter 15: Electronic Marketing Channels
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Sample Questions
Q1) Which of the following is not a product category that accounts for a significant portion of online consumer spending?
A) Personal computers
B) Furniture
C) Apparel
D) Books
E) Software
Q2) In order to help and encourage customers to purchase outfits on its Web site,Lands' End has created:
A) Online quantity discounts.
B) An extensive catalog of clothing items.
C) A free shipping return policy.
D) Interactive software.
E) My Virtual Model.
Q3) Which of the following companies is an example of disintermediation?
A) Online retailers like Amazon.com
B) Peapod Inc.
C) Conventional travel agents
D) Autobytel Corp.
E) Webvan
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Chapter 16: Franchise Marketing Channels
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Sample Questions
Q1) Three major reasons that explain why franchisors distribute via franchise channels are:
A) (1) reduce uncertainty; 2) obtain training; and 3) obtain assistance from franchisee.
B) (1) capital advantages, 2) potential to reduce distribution costs, and 3) possible high level of managerial motivation fostered by franchising.
C) (1) capital advantages, 2) obtain training; and 3) obtain assistance from franchisee
D) (1) capital advantages, 2) potential to reduce distribution costs, and 3) obtain assistance from franchisee.
E) (1) reduce uncertainty; 2) obtain training; and 3) possible high level of managerial motivation fostered by franchising.
Q2) Business format franchises are prevalent in which of the following businesses?
A) Automotive
B) Business services.
C) Lodging.
D) Real estate.
E) All of the above.
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Chapter 17: Marketing Channels for Services
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39 Verified Questions
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Sample Questions
Q1) Service providers,in effect,are:
A) Manufacturers.
B) Retailers.
C) Manufacturers and retailers combined.
D) Franchisors.
E) Franchisors and franchisees combined.
Q2) 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
Q3) Complete standardization of a service:
A) Is an effective way to make services more tangible.
B) Tends to decrease the perishability of the service.
C) Is easier for consumer services than for industrial services.
D) Is not possible.
E) Is not recommended.
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Chapter 18: International Channel Perspectives
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Sample Questions
Q1) When the manufacturer is involved in direct exporting:
A) It is unlikely that foreign distributors will be used.
B) An overseas marketing subsidiary must be established.
C) The firm gets directly involved in exporting.
D) The firm does not need to make market contacts.
E) The firm delegates all of the exporting tasks to others intermediaries.
Q2) Massive international advertising by well-known U.S.firms has proven to be of substantial benefit to:
A) Foreign firms selling competitive products.
B) Private label manufacturers.
C) Foreign distributors selling well-known U.S. products.
D) Foreign firms seeking to export their products to the U.S.
E) Small U.S. businesses competing in the same foreign market.
Q3) Behavioral dimensions in international marketing channels are:
A) Relatively straightforward in most international situations.
B) Associated mainly with resolving conflict situations.
C) Almost of equal concern as they are in domestic channels.
D) Based almost exclusively on power.
E) Important for the channel manager to understand.
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