Chapter 4 MKT 410

In practice, conflict is usually spotted
after it is ell developed and obvious
The feasibility and applicability of the various approaches for resolving channel conflict will
Vary for different kinds of channel under different sets of circumstances
In the case of the franchiser Alpha Graphics discussed in the text, the main cause of the conflict with franchisees probably stemmed from
communication difficulties
Clayton computer systems is a value added retailer that promotes its products as the very latest in technology. Hardware and software producers with a reputation for being on the leading edge will be in a good position to use _______ power with clayton
referent
with regard to channel conflict and channel efficiency
channel conflict is usually expected to have a negative effect
_______ is defined as when a channel member exerts control or influence over the behavior of another channel member
marketing channel power
Two retailers are fighting for the right to represent a major manufacturer in New York. The conflict between these two retailers is probably caused by
allocation of scarce resources
Conflict between burger king and its franchisees has occurred because
burger king franchisees were force to set low prices for some menu items
Retailers are often willing to adhere to the wishes of large manufacturers such as Procter & Gamble and General Foods because these companies sell brands of products that are in great demand by consumers. These large manufacturers are in a position to emphasize the use of:
Reward power
In order to get retailers to display its products a manufacturer has to have its salespeople go to the retailers’ stores, set up the displays and instruct them in how to utilize the displays. In this example
Extra input is needed to achieve the distribution objective.
According to the text the concept of role is of use to the channel manager because it
Provide him/her with insight into the constraints under which channel members operate
Which of the following is not an input to achieving distribution objectives
consumer demand for products
the relationship between channel conflict and channel performance is expressed in terms of
channel efficiency
Conflict in marketing channel is often caused by all of the following except:
A focus on object center behavior
One study by Etgar found that in channels with relatively small local dealers, power employed by manufacturers based on economic rewards or coercion provided a degree of control over channel members ________ power based on legitimacy, expertise or reference
Higher than
The underlying theme of the relationship among channel members presented in the text
Cooperation
Which of the following statements about role is not true
roles in the marketing channel stay constant over time
Large retailers tend to have _______ power over their smaller manufacturers or suppliers
high levels of reward
In their communications channel members often omit or distort information
to protect promotional plans from being leaked to the competition
Competition is different than conflict because
In competition the parties do no try to impede each other’s goal attainment
The marketing channel should be viewed as
An inter- organizational social system
In order to select the right power bases to use the channel manager needs to know:
All of the above
A study found that in a franchised channel avoidance of using coercive power resulted in all of the following except
franchisees were more likely to file class action suits
Many manufacturers will listen to retailers’ product demands because retailers are knowledgeable about consumer needs. Such retailers are in a good position to emphasize the use of
Expert power
Conflict in the marketing channel is usually referred to as behavior that is
goal impeding
with regard to channel conflict it is true that
the channel manager must make a conscious effort to detect channel conflict
Franchisors have the right to tell franchisees how to market products because of the franchise contract. In this case, franchisors are emphasizing the use of
legitimate power
A recent study of marketing channels in China found
That Chinese beer distributors had similar perceptions of power as their western counterparts
SEA publishing and Kate’s Bookstores are embroiled in conflict over who should establish retail prices. The conflict likely is the result of
Decision domain disagreements
Which of the following statements regarding appraising the effects of conflict on the channel is true
At present most channel managers use a linear scale measuring conflict intensity and frequency
The social systems perspective of marketing channels is appropriate because
a solely economic approach is not adequate for understanding channels
Two retailers are fight for the right to represent a major manufacturer in New York. The conflict between these two retailers is probably caused by
allocation of scarce resources
Which of the following statements about role is not true
roles in the marketing channel stay constant over time
When an evaluation of key areas of the relationship of a channel member with other members takes place an _______ has been used
marketing channel audit
to reduce communication difficulties with small independent retailers channel managers in large manufacturing firms should
Learn whether the goals of smaller channel members are very different from his/her own firm’s goals
_______ is defined as when a channel member exerts control of influence over the behavior of another channel member
marketing channel power
The feasibility and applicability of the various approach for resolving channel conflict will
vary for different kinds of channels under different sets of circumstances
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
Perceptual differences
The greater the degree of optimization in carrying out a distribution objective
The higher is the level of channel efficiency
In resolving channel conflict the channel manager should
consider a peace conference to jointly solve the problem
four fundamental behavioral process relevant to the marketing channel are
Power, conflict, role, and communication.
when considering the use of power in international channels, U.S. channel managers know that
Cultural differences can affect how channel members perceive the use of various power bases
The vehicle for all interaction among channel members is
communication
the test defines role as
a set of prescriptions defining what the behavior of a position member should be
Larger retailers tend to have _________ power over their smaller manufacturers or suppliers
high levels of reward
All of the following are advantages of using arbitration for resolving channel conflict except
it lessens secrecy
Which of the following generalizations about conflict is not true
Studies have found that leadership styles do not have an impact in creating conflict
Sylvan Learning Center’s ad stressing its pride in being the world leader in supplementary education is an example of
referent power
according to the text the concept of role is of use to the channel manager because it
provides him/her with insight into the constraints under which channel members operate
Hoover’s “All Aboard” marketing campaign in trade magazines portrayed in the text was based largely on _______
coercive
A study found in a franchised channel avoidance of using coercive power resulted in all of the following except
franchisees were more limey to file class action suits
in the case of the franchiser Alpha Graphic discussed in the text, the main cause of the conflict with franchisees probably stemmed from
communication diffulties
more congruent roles should lead to
more cooperative and efficient channels
which of the following is not likely to cause communications problems based on perceptual differences
corporate goals