SOLVED

11) ________ power is based on the target’s perception that the influencer has special knowledge that is useful and that the target does not possess. A) Reward B) Coercive C) Expert D) Referent E) Legitimate 12) According to the text, what is the source of expertise power held by Farmacias Similares? A) monopoly of Mexico’s pharmaceutical firms B) control of Mexico’s health insurance system C) influence over Mexico’s public hospitals and clinics D) knowledge of Mexico’s drug market and regulations E) ownership of most new medication patents in Mexico 13) Farmacias Similares used its expertise power to ________. A) sell branded medications to the government B) import inexpensive, generic pharmaceuticals C) develop a profitable health clinic network D) sell safer versions of patented medications E) create new sources of pharmaceutical supplies 14) Mystery shoppers are most likely used by suppliers and retailers to ________. A) retaliate against coercion B) enforce legitimate power C) gain marketplace expertise D) identify employee strengths E) compare promotional efforts 15) How can a firm most likely retain its expert power in the long run? A) keep channel members informed about channel performance B) force channel partners to invest in specialized service outputs C) invest in learning about market trends, threats, and opportunities D) use mystery shoppers to monitor downstream channels E) encourage channel partners to utilize multiple suppliers 16) Which type of power comes from contracts, laws, and industry norms? A) reward B) coercive C) expert D) referent E) legitimate 17) What is the most common source of legal legitimate power in marketing channels? A) contracts B) utilities C) brands D) rewards E) values 18) What is the most likely basis of traditional legitimate authority? A) formal contracts B) external rewards C) legal traditions D) internal values E) public policies 19) How can a channel member most likely build legitimate power? A) developing channel partnerships based on common values B) selecting channel partners with unique operating methods C) choosing channel partners that are independent minded D) basing channel partnerships on subjective contracts E) requiring channel partners to pay royalties and fees 20) Which type of power stems from a channel member’s desire to identify with a prestigious organization? A) reward B) coercive C) expert D) referent E