Question 1

Which term refers to the rate and direction of change in commitment?

Accepted Answer

A)   Functional conflict
B)   Relationship velocity
C)   Relationship level
D)   Channel power
E)   Goal congruenceF) A) and E)
G) A) and D)

Question 2

What is a drawback of the stages-of-development idea of marketing channel relationships?

Accepted Answer

A)   Regression means that the relationship will completely fail.
B)   Commitment is the most important development stage.
C)   Relationship development is rarely linear and orderly.
D)   The concept fails to consider upstream motivations.
E)   Momentum must be maintained throughout channels.F) C) and D)
G) B) and E)

Question 3

How has technology contributed to the committed relationship between P&G and Wal-Mart? How do both firms benefit from the relationship?

Accepted Answer

P&G receives continuous data by satellit...

Question 4

Which of the following would LEAST likely increase continuity expectations in a channel relationship?

Accepted Answer

A)   Two-way communication
B)   Reputation for fair dealing
C)   Combined stakes
D)   Imbalanced power
E)   TrustF) C) and E)
G) A) and B)

Question 5

Why would a supplier most likely choose a channel partner with goal congruence?

Accepted Answer

A)   Distribution exclusivity
B)   Lower chance of conflict
C)   Expansion of social capital
D)   Knowledge of product market
E)   Reduced investment requirementsF) A) and D)
G) A) and E)

Question 6

Which of the following would LEAST likely produce noneconomic satisfaction in a channel relationship?

Accepted Answer

A)   Procedural fairness
B)   Coercive strategies
C)   Distributive fairness
D)   Information exchange
E)   Absence of dysfunctional conflictF) B) and E)
G) A) and C)

Question 7

In most longstanding channel relationships,commitment is best described as ________.

Accepted Answer

A)   symmetrical
B)   isolated
C)   asymmetrical
D)   partisan
E)   short-termF) B) and E)
G) B) and C)

Question 8

Company X and Company Z have enduring,substantial connections that cause the two firms to function according to their perceived single,shared interest.Which term best describes this situation?

Accepted Answer

A)   Relational channel partnership
B)   Functional arrangement
C)   Transactional relationship
D)   Global conglomeration
E)   Joint partnershipF) A) and E)
G) B) and C)

Question 9

Which term refers to the positive,affective response to the financial rewards generated by a channel relationship?

Accepted Answer

A)   Economic satisfaction
B)   Strong commitment
C)   Deep motivation
D)   Economic utility
E)   Intrinsic rewardF) A) and B)
G) A) and C)

Question 10

Studies indicate that economic satisfaction is closely connected to trust in a channel relationship,but noneconomic satisfaction has little impact.

Accepted Answer

A) True 
 B)False

Exam 12: Managing Channel Relationships

Which of the following would LEAST likely increase continuity expectations in a channel relationship?

Correct Answer
verified

Which term refers to the positive,affective response to the financial rewards generated by a channel relationship?

Correct Answer
verified

Company X and Company Z have enduring,substantial connections that cause the two firms to function according to their perceived single,shared interest.Which term best describes this situation?

Correct Answer
verified

Which term refers to the rate and direction of change in commitment?

Correct Answer
verified

What is a drawback of the stages-of-development idea of marketing channel relationships?

Correct Answer
verified

Why would a supplier most likely choose a channel partner with goal congruence?

Correct Answer
verified

Which of the following would LEAST likely produce noneconomic satisfaction in a channel relationship?

Correct Answer
verified

In most longstanding channel relationships,commitment is best described as ________.

Correct Answer
verified

How has technology contributed to the committed relationship between P&G and Wal-Mart? How do both firms benefit from the relationship?

Correct Answer
verified
P&G receives continuous data by satellit...
View Answer

Studies indicate that economic satisfaction is closely connected to trust in a channel relationship,but noneconomic satisfaction has little impact.

Correct Answer
verified

Exam 12: Managing Channel Relationships

Which of the following would LEAST likely increase continuity expectations in a channel relationship?

Correct AnswerverifiedShow Answer

Which term refers to the positive,affective response to the financial rewards generated by a channel relationship?

Correct AnswerverifiedShow Answer

Company X and Company Z have enduring,substantial connections that cause the two firms to function according to their perceived single,shared interest.Which term best describes this situation?

Correct AnswerverifiedShow Answer

Which term refers to the rate and direction of change in commitment?

Correct AnswerverifiedShow Answer

What is a drawback of the stages-of-development idea of marketing channel relationships?

Correct AnswerverifiedShow Answer

Why would a supplier most likely choose a channel partner with goal congruence?

Correct AnswerverifiedShow Answer

Which of the following would LEAST likely produce noneconomic satisfaction in a channel relationship?

Correct AnswerverifiedShow Answer

In most longstanding channel relationships,commitment is best described as ________.

Correct AnswerverifiedShow Answer

How has technology contributed to the committed relationship between P&G and Wal-Mart? How do both firms benefit from the relationship?

Correct AnswerverifiedP&G receives continuous data by satellit...View AnswerShow Answer

Studies indicate that economic satisfaction is closely connected to trust in a channel relationship,but noneconomic satisfaction has little impact.

Correct AnswerverifiedShow Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified
P&G receives continuous data by satellit...
View Answer

Correct Answer
verified