Industrial Marketing Test Questions
Course Introduction
Industrial Marketing focuses on the unique concepts, strategies, and practices involved in marketing goods and services to organizations, rather than individual consumers. The course explores the complexities of industrial markets, including organizational buying behavior, relationship management, segmentation, and the development of long-term strategic partnerships between businesses. It covers topics such as B2B product development, pricing strategies, distribution channels, industrial branding, and digital transformation in industrial sectors. Students will also analyze case studies to understand the decision-making processes within organizations and develop skills for effective communication and negotiation in a business-to-business context.
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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Chapter 1: Marketing Channel Concepts
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50 Verified Questions
50 Flashcards
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Sample Questions
Q1) When considering the flows in the marketing channel for lawn tractors,product flows __________ and negotiation flows __________.
A) Down the channel; down the channel
B) Down the channel; up the channel
C) Down the channel; both up and down
D) Up the channel; down the channel
E) Up the channel; both up and down
Answer: C
Q2) Marketing channel management should be considered:
A) The premier strategic planning area of the firm.
B) An important part of logistics management.
C) A special tactical phase of marketing management.
D) A major strategic area of marketing management.
E) A component of operations management.
Answer: D
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Chapter 2: The Channel Participants
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51 Verified Questions
51 Flashcards
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Sample Questions
Q1) Agents,brokers,and commission merchants generally:
A) take title to products.
B) do not take title to products.
C) are listed as "limited function wholesalers" in the Census of Wholesale Trade.
D) are really the same thing as merchant wholesalers.
E) operate a very narrow range of products or services.
Answer: B
Q2) Between 1948 and 2002 for retail establishments:
A) Average sales and numbers of stores increased.
B) Average sales increased and the number of stores decreased.
C) Average sales decreased and the number of stores decreased.
D) Average sales decreased and the number of stores increased.
E) Total sales increased and the number of stores increased.
Answer: B
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4
Chapter 3: The Environment of Marketing Channels
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63 Verified Questions
63 Flashcards
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Sample Questions
Q1) The Japanese distribution system that links together manufacturers,wholesalers and retail sales outlets is called:
A) Trading companies
B) Export management companies.
C) Category killers.
D) Keiretsu.
E) Merchant Wholesaler.
Answer: D
Q2) The real interest rate is:
A) The same as the nominal rate.
B) About twice the nominal rate.
C) Higher when inflation is higher.
D) The nominal rate of interest minus the inflation rate.
E) The nominal rate of interest plus the inflation rate.
Answer: D
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5
Chapter 4: Behavioral Processes in Marketing Channels
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Sample Questions
Q1) A wholesaler and retailer have become embroiled in conflict over attempts by the wholesaler's sales force to help the retailer display its products.The retailer views this sales force as a nuisance that interferes with customer service.There seems to be a problem of:
A) Expectational differences.
B) Goal incompatibilities.
C) Resource scarcities.
D) Role incongruencies.
E) Perceptual differences.
Q2) Conflict between Burger King and its franchisees has occurred because:
A) Increases in Burger King's product line.
B) Burger King raising fees it charges its franchisees.
C) Greater push by Burger King to use online web sites to market its burgers.
D) Burger King franchisees were forced to set low prices for some menu items.
E) Burger King forced improvements of franchisee profit margins.
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Chapter 5: Strategy in Marketing Channels
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44 Flashcards
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Sample Questions
Q1) When Mattel sells Barbie's younger sister,Kelly,only at Target stores,Mattel is engaging in:
A) A long-term placement strategy.
B) Channel member selection strategy.
C) Exclusive placement strategy.
D) Target market selection strategy.
E) Intermediary selection strategy.
Q2) After the channel has been designed,the channel manager still has to address fundamental strategic questions regarding all of the following except:
A) The closeness of the relationship with the channel members.
B) How to motivate channel member cooperation.
C) How to use the marketing mix.
D) The intensity of distribution.
E) How channel members can cooperate in achieving the manufacturer's objectives.
Q3) Competitive advantages gained through distribution tend to be:
A) Short-lived.
B) Long-lived.
C) Less costly to develop.
D) Much more difficult to develop than product advantages.
E) Almost always more expensive to develop.
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Chapter 6: Designing Marketing Channels
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Sample Questions
Q1) Which of the following is not one of the basic phases of the paradigm of the channel design decision?
A) Evaluating the variables affecting channel structure
B) Choosing the "best" channel structure
C) Recognizing the need for a channel design decision
D) Developing specialization and division of labor
E) Setting and coordinating distribution objectives
Q2) In marketing channels,the term "reengineering" refers to:
A) A change in an intermediary's product assortment.
B) Appointment of a new channel manager.
C) Modification of an existing channel.
D) Selecting new intermediaries to replace current ones.
E) Completely redesigning the marketing mix and selecting new channel managers.
Q3) Which of the following is not one of the market behavior variables?
A) How customers buy
B) When customers buy
C) Where customers buy
D) What customers buy
E) Who does the buying
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Chapter 7: Selecting the Channel Members
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Sample Questions
Q1) The trade magazine advertisement for Snyder's pretzel manufacturer offers _______ as an inducement to prospective channel members.
A) advertising support
B) fair dealing practices
C) the quality and variety of its product line
D) strong partnership agreements
E) management assistance
Q2) In general,the most specific source of information on prospective channel members in a particular industry is:
A) The National Retail Federation.
B) The appropriate trade association.
C) The National Association of Wholesale Distributors.
D) Industrial Distribution magazine.
E) The Census of Wholesale Trade and the Census of Retail Trade.
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Chapter 8: Target Markets and Channel Design Strategy
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Sample Questions
Q1) Consumers willing to travel somewhat further to gain access to a store with special services are exhibiting:
A) Price sensitivity.
B) Trade-off behavior.
C) Niche market response.
D) Convenience minimization behavior.
E) Service elasticity.
Q2) Generally,as the channel structure grows longer and the degree of control exercised by the manufacturer:
A) Increases.
B) Decreases.
C) Remains essentially the same.
D) Increases dramatically.
E) Requires a shift to exclusive distribution.
Q3) In terms of market geography,the channel manager's responsibilities are to:
A) Delineate the geographic location of target markets.
B) Measure, track and forecast geographical changes.
C) Achieve high customer service in all locations.
D) Identify where customers make their purchases.
E) Identify costs in high density and low density regions.
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Chapter 9: Motivating the Channel Members
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Sample Questions
Q1) In general,a good cooperative program has all of the following components except:
A) It is simple.
B) It conveys a sense of mutual benefit.
C) It is straightforward.
D) It provides incentives to channel members.
E) It does not need to include retail channel members.
Q2) Some producers use outside marketing research firms to learn about channel members' needs and wants because:
A) the use of outside parties generally is less expensive.
B) outside parties generally do the job much more quickly.
C) a higher degree of objectivity is likely.
D) channel members will be provide more complete answers if an outside party is conducting a survey.
E) the internal marketing research department members tend to focus on other types of projects.
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11
Chapter 10: Product Issues in Channel Management
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Sample Questions
Q1) Treating post-sales service as an afterthought is a shortcoming in:
A) Profit management.
B) Channel management.
C) Logistics management.
D) Customer service management.
E) Training management.
Q2) During the growth stage of the product life cycle,two overriding issues for channel management are:
A) Providing for adequate product availability and considering changes in channel structure.
B) Monitoring competitive products and dropping poorly performing channel members.
C) Providing heavy promotional support and changing the channel structure.
D) Monitoring competitive products and providing for adequate product availability.
E) Educating channel members and evaluating their performance.
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Chapter 11: Pricing Issues in Channel Management
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Sample Questions
Q1) Of all the elements in the marketing mix,channel members at the wholesale and retail levels view __________ as being most in their domain.
A) advertising
B) sales promotion
C) physical distribution
D) product development
E) pricing
Q2) If a powerful manufacturer,an industry leader with exceptionally strong brand loyalty from final customers,offers channel members margins they perceive to be inadequate,the channel members are likely to do all of the following except:
A) Immediately drop the product from their product line.
B) Promote their own private-label brands.
C) Seek out other suppliers.
D) Establish a private label brand.
E) Tolerate the situation, but only in the short run.
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13
Chapter 12: Promotion through the Marketing Channel
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39 Flashcards
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Sample Questions
Q1) ________ are payments made by manufacturers to encourage channel members to display and stock new products.
A) Selling aids
B) Promotional fees
C) Ad discounts
D) Slotting allowances
E) Marketing certificates
Q2) Cooperative advertising dollars are also called:
A) Ad fares.
B) Detail fees.
C) Case allowances.
D) Trade fees.
E) Special allowances.
Q3) Which of the following is not an example of in-store promotion?
A) Trunk shows
B) Celebrity store appearances
C) Food samplings
D) Cooking demonstrations
E) Cardboard cutouts
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Page 14
Chapter 13: Logistics and Channel Management
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Sample Questions
Q1) An evaluation of whether a proposed logistics program meets the channel members' service standards requires that the channel manager:
A) Have a clear understanding of the objectives of the proposed logistics service program.
B) Be an expert in the area of logistics.
C) Be intimately involved in the technical aspects of the design of the logistics program.
D) Be able to develop and analyze a good survey.
E) Understand the service needs of channel members.
Q2) The modern view of logistics is that:
A) The major emphasis should be placed on effective and efficient transportation.
B) The various activities involved should be managed as an integrated system.
C) Channel decisions and logistics decisions are the same.
D) It is the most important component of the marketing mix.
E) Just-in-time inventory resolves logistics problems.
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15
Chapter 14: Evaluating Channel Member Performance
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Sample Questions
Q1) All of the following are appropriate methods to evaluate channel member performance in the context of the channel member's competition except:
A) Existing intermediaries in the same trade area.
B) Expected growth rates of the industry.
C) New intermediaries in the same trading area.
D) Other product lines carried by the channel member.
E) The support of the channel member for the manufacturer's products.
Q2) Which of the following is not a factor affecting the scope and frequency of channel member evaluations?
A) The level of expertise of the channel managers
B) Relative importance of channel members
C) Degree of manufacturer's control over the channel members
D) Nature of the product
E) Number of channel members
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Chapter 15: Electronic Marketing Channels
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34 Flashcards
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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) The electronic marketing channels provide the channel manager an opportunity for:
A) Increasing costs.
B) Increasing customer contact.
C) Improving evaluation procedures.
D) Great efficiency and flexibility.
E) Streamlining communications with channel members.
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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Page 17
Chapter 16: Franchise Marketing Channels
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Sample Questions
Q1) As it pertains to the motivation of franchisees,which statement is generally false?
A) Communications between franchisors and franchisees is one-way, performance data that flows from the franchisee to the franchisor.
B) Communications between franchisors and franchisees is two-way, performance data that flows from the franchisee to the franchisor, and information about franchisee needs and problems that flows back to the franchisor
C) The franchisor needs to be aware of the limits of his/her response to franchisee needs imposed by the franchise agreement.
D) Franchisors have limited flexibility to respond to each franchisee issue and problem owing to the nature of the franchise agreement.
E) The franchisor's responses are constrained by the programmed business format and the franchise agreement.
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18
Chapter 17: Marketing Channels for Services
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39 Flashcards
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Sample Questions
Q1) The involvement of customers in the production of services is usually:
A) Totally absent.
B) The same for product production.
C) Much less than their involvement in product production.
D) Greater than their involvement in product production.
E) Requires input from customers at the development stage.
Q2) Which of the following is not a flow that is necessary for many services to move through marketing channels?
A) Information
B) Negotiation
C) Product
D) Promotion
E) Knowledge
Q3) Service sector firms employ more than __________ out of every five private sector workers in the U.S.
A) 1
B) 2
C) 3
D) 4
E) 5
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Chapter 18: International Channel Perspectives
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Sample Questions
Q1) According to the environmental classification scheme used in the text,foreign government regulations that limit the type of stores selling certain products should be classified as in the:
A) Sociocultural environment.
B) Economic environment.
C) Competitive environment.
D) Global environment.
E) Legal environment.
Q2) U.S.firms competing in foreign markets are __________ the anti-collusion provisions of the U.S.trade laws.
A) rarely prosecuted for violating B) exempted from C) severely restricted by D) somewhat restricted by E) U.S. trade law does not apply here.
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