SOLVED

1)Â Relational governance, vertical quasi-integration, and strategic alliance are terms used to describe ________. A) licensing agreements B) organizational cultures C) logistical partnerships D) channel relationships E) multinational enterprises 2)Â Which statement about commitment in a channel relationship is most likely true? A) Commitment in a channel relationship can be easily observed and measured. B) A committed organization wants the relationship to continue indefinitely. C) True commitment requires only minor investments of time and money. D) Commitment is indicated by a cordial relationship with partners. E) Short-term channel relationships indicate strong commitment. 3)Â Which of the following statements would LEAST likely be made by the committed party in a channel relationship? A) We defend them when others criticize them. B) We are patient with their mistakes, even those that cause us trouble. C) We will dedicate whatever resources it takes to grow the business we do with them. D) We spend enough time with their people to work out problems and misunderstandings. E) We are continually looking for another organization as a business partner to add to this one. 4)Â In most longstanding channel relationships, commitment is best described as ________. A) symmetrical B) isolated C) asymmetrical D) partisan E) short-term 5)Â MDF Manufacturing wants to build a committed relationship with a distributor. How would MDF most likely benefit from a committed channel relationship? A) Reducing inventory holding costs B) Ensuring a stable supply of products C) Lowering entry barriers in the industry D) Enhancing understanding of the market E) Differentiating from other intermediaries 6)Â What benefit of a strong, committed channel relationship is shared by both upstream and downstream channel members? A) Guaranteeing market access B) Getting closer to customers and dealers C) Building profitable, competitive advantages D) Increasing stockouts while lowering expenses E) Providing new products quickly to global markets 7)Â Before building a channel relationship with downstream partners, a manufacturer should most likely ________. A) consolidate its wholesaling efforts B) respect the value of intermediaries C) engage in vertical integration D) develop financial incentives E) coordinate marketing efforts 8)Â Burton Manufacturing wants to motivate downstream channel members to represent Burton products in new and current markets, but the firm does not want to build strong channel relationships. How can Burton most likely accomplish this goal? A) Integrating vertically B) Exerting reward power C) Increasing internal sales D) Utilizing coercive power E) Outsourcing logistical efforts 9)Â How did John Deere benefit from having strong, committed relationships with its dealer network? A) The firm convinced dealers to service John Deer products sold by Home Depot. B) The firm transitioned dealers from homeowner sales to commercial farm sales. C) The firm persuaded dealers to promote Home Depot through their Web sites. D) The firm used reward power to convert local dealers into franchises. E) The firm demanded that small dealers consolidate in urban areas. 10)Â Why are more manufacturers most likely seeking committed relationships with wholesalers? A) The number of small, independent wholesalers is growing. B) Market information can only be gathered from wholesalers. C) The number of wholesalers is shrinking because of consolidation. D) Marketing efforts must be closely coordinated with global wholesalers. E