Question 1

Which statement about mediation is most likely true?

Accepted Answer

A)   A third party makes a binding decision.
B)   The mediator engages in extensive fact finding.
C)   Participants typically view the overall process as fair.
D)   Disputing parties have very little control of the outcome.
E)   Settlement rates are typically very low in business settings.

Question 2

According to research,what is the most likely result of constantly high levels of manifest conflict?

Accepted Answer

A)   more input from disputatious channel members
B)   reduced value and satisfaction from the channel
C)   increased levels of trust between channel members
D)   enhanced desires to improve channel performance
E)   decreased levels of perceived and latent conflict B

Question 3

All of the following are factors necessary to determine an index of manifest conflict EXCEPT the ________.

Accepted Answer

A)   number of issues
B)   intensity of disagreements
C)   importance of each issue
D)   frequency of disagreements
E)   validity of disagreements

Question 4

What is the most likely purpose of dealer councils?

Accepted Answer

A)   monitoring channel member flexibility and cooperation
B)   establishing standards for engaging in gray marketing activities
C)   identifying destructive actions taken by dealers towards suppliers
D)   facilitating communication between dealers and suppliers that are in conflict
E)   instituting an appeals process for suppliers that are in manifest conflicts with dealers D

Question 5

Cobalt Manufacturing,which uses multiple channels to sell electronic components,is experiencing channel conflict with retailers.How should Cobalt most likely address this problem?

Accepted Answer

A)   terminate retailers who use too many discounts
B)   develop different pricing schemes for every retailer
C)   supply differentiated product lines to different groups of retailers
D)   sell more products through e-commerce than brick-and-mortar retailers
E)   increase the use of social media in promoting the product line and brand name

Question 6

As with personal relationships,conflict within a marketing channel system is undesirable and a situation that should be avoided.

Accepted Answer

A) True 
 B)False

Question 7

Which conflict resolution style involves high assertiveness and low cooperativeness?

Accepted Answer

A)   problem-solving
B)   avoidance
C)   competition
D)   accommodation
E)   compromise

Question 8

Which type of channel conflict most likely arises as soon as a channel member recognizes any type of opposition?

Accepted Answer

A)   functional
B)   latent
C)   affective
D)   manifest
E)   perceived

Question 9

What action would most likely cause latent conflicts to disappear in a marketing channel?

Accepted Answer

A)   restructuring the channel
B)   engaging in differential pricing
C)   ignoring other channel members
D)   blocking channel member's initiatives
E)   working more closely with manufacturers

Question 10

Which term refers to using more than one route to get to the same market?

Accepted Answer

A)   cooptation
B)   domain growth
C)   multiple channels
D)   hybrid marketing
E)   intrachannel competition

Question 11

What are the characteristics of functional conflict in a marketing channel?

Accepted Answer

Functional conflict implies that members...

Question 12

Why has the use of multiple channels become increasingly common?

Accepted Answer

A)   Technological advances make it possible to manage complex channel structures.
B)   Downstream channel members are motivated to represent a supplier's products.
C)   More channels decrease market penetration levels and lower entry barriers.
D)   Interconnected markets make it more difficult to serve customers efficiently.
E)   Decreased competition has driven suppliers to shrink their channels.

Question 13

ABC Manufacturing is experiencing channel conflict with one of its main retailers,EZ-Tools.ABC is focused on improving manufacturing processes,while EZ-Tools is focused on meeting customer needs and demands.What would most likely improve the situation between the channel members?

Accepted Answer

A)   streamlined production efforts
B)   frequent communication
C)   intrachannel competition
D)   increased promotions
E)   intensive distribution

Question 14

Members of a channel characterized by functional conflict most likely work through their differences in order to improve channel performance.

Accepted Answer

A) True 
 B)False

Question 15

How do suppliers most likely benefit from gray markets?

Accepted Answer

A)   introduction of new product lines
B)   development of brand image
C)   formation of joint partnerships
D)   reduction of channel conflicts
E)   access to different segments

Question 16

Gray marketing is most common for ________.

Accepted Answer

A)   products that require service
B)   outsourced products
C)   manufacturing inputs
D)   mature products
E)   counterfeit goods

Question 17

According to the author,what is the most complex source of channel conflict?

Accepted Answer

A)   incompatible organizations
B)   perceptions of reality
C)   perceived domains
D)   competing goals
E)   resolution styles

Question 18

When using ________,conflicting parties are required by law to submit their dispute to a third party,whose decision is final and binding.

Accepted Answer

A)   cooptation
B)   mediation
C)   reciprocation
D)   voluntary arbitration
E)   compulsory arbitration

Question 19

Which passive conflict resolution style is most likely exhibited by a channel member that agrees to anything and minimizes information exchanges?

Accepted Answer

A)   problem-solving
B)   avoidance
C)   competition
D)   accommodation
E)   compromise

Question 20

A marketing channel is most likely experiencing manifest conflict when channel members ________.

Accepted Answer

A)   express personal outrage at their partners
B)   experience minimal frustration
C)   fail to recognize any problems
D)   block each other's initiatives
E)   feel unfairly treated D

Exam 11: Managing Channel Conflict

Which statement about mediation is most likely true?

Correct AnswerverifiedShow Answer

According to research,what is the most likely result of constantly high levels of manifest conflict?

Correct AnswerverifiedB

All of the following are factors necessary to determine an index of manifest conflict EXCEPT the ________.

Correct AnswerverifiedShow Answer

What is the most likely purpose of dealer councils?

Correct AnswerverifiedD

Cobalt Manufacturing,which uses multiple channels to sell electronic components,is experiencing channel conflict with retailers.How should Cobalt most likely address this problem?

Correct AnswerverifiedShow Answer

As with personal relationships,conflict within a marketing channel system is undesirable and a situation that should be avoided.

Correct AnswerverifiedShow Answer

Which conflict resolution style involves high assertiveness and low cooperativeness?

Correct AnswerverifiedShow Answer

Which type of channel conflict most likely arises as soon as a channel member recognizes any type of opposition?

Correct AnswerverifiedShow Answer

What action would most likely cause latent conflicts to disappear in a marketing channel?

Correct AnswerverifiedShow Answer

Which term refers to using more than one route to get to the same market?

Correct AnswerverifiedShow Answer

What are the characteristics of functional conflict in a marketing channel?

Correct AnswerverifiedFunctional conflict implies that members...View AnswerShow Answer

Why has the use of multiple channels become increasingly common?

Correct AnswerverifiedShow Answer

ABC Manufacturing is experiencing channel conflict with one of its main retailers,EZ-Tools.ABC is focused on improving manufacturing processes,while EZ-Tools is focused on meeting customer needs and demands.What would most likely improve the situation between the channel members?

Correct AnswerverifiedShow Answer

Members of a channel characterized by functional conflict most likely work through their differences in order to improve channel performance.

Correct AnswerverifiedShow Answer

How do suppliers most likely benefit from gray markets?

Correct AnswerverifiedShow Answer

Gray marketing is most common for ________.

Correct AnswerverifiedShow Answer

According to the author,what is the most complex source of channel conflict?

Correct AnswerverifiedShow Answer

When using ________,conflicting parties are required by law to submit their dispute to a third party,whose decision is final and binding.

Correct AnswerverifiedShow Answer

Which passive conflict resolution style is most likely exhibited by a channel member that agrees to anything and minimizes information exchanges?

Correct AnswerverifiedShow Answer

A marketing channel is most likely experiencing manifest conflict when channel members ________.

Correct AnswerverifiedD

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Functional conflict implies that members...
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D