MKT 320F UNIT 7 EXAM QUESTIONS ANSWERED CORRECTLY LATEST UPDATE 2026
channel of distribution or marketing channel - Answers the venue that a company chooses for
moving its products or services out into the world
4 different way suppliers reach their customers - Answers 1. wholesaler, then to retailer
2. broker or jobber, then to retailer
3. directly to retailer
4. directly to consumer
decisions about channels are divided into 2 categories - Answers 1. design decisions = refer to the
structural aspects of the channel, like the four options to distribute
2. management decisions = include choices about determining incentives and profits and setting rules
that govern daily activities
Channel Design Decisions - Answers direct vs indirect
channel contracts
channel coverage
channel structure
channel management decisions - Answers channel influence
channel margins and incentives
channel performance
channel conflict
disruptions in the supply chain - Answers - social structures
- natural disasters
- pandemic
The intentional efforts of a company to design, manage, and evolve its channel strategy in light of
changes that arise in the competitive and customer environments is referred to as: - Answers channel
stewardship
Which of the following is not a channel option between a supplier (also known as the producer,
assembler, or manufacturer/maker) and its customers when the supplier wants to leverage an
intermediary to create an indirect channel? - Answers Going directly to the end customer through its
own sales and distribution system
Which of the following statements is INCORRECT regarding concepts associated with the value chain?
- Answers Distribution channel concepts are relevant to B2C transactions, not B2B transactions.
supply chain consists of - Answers supplier network and marketing channel
Channel Stewardship - Answers is the intentional set of activities the organization undertakes to
design, manage, and evolve its channel strategy to reflect the conditions and changes that arise in the
competitive and customer environments.
initial step in channel stewardship - Answers mapping out a given industry's channels and
understanding the 4 main forces that drive the short term and long term evolution of every
distribution channel in that industry
4 main forces influencing channel strategy - Answers 1. customer wants and needs
2. competitive postures and actions
3. channel capabilities and costs
4. channel power and influence
three disciplines of channel stewardship - Answers (1) mapping the industry channels to get an
overall view of the external forces at play, (2) building and updating the company's value chain at the
field level, and (3) aligning and influencing the roles of the various partners in the channel system and
altering their behavior when necessary to promote a high level of system performance.
______ within the marketing channel can provide efficiencies and economies of scale as channel
members take on tasks that best utilize their expertise or strategic relationships. - Answers
Specialization or Division of labor
Which function below is the LEAST likely to be one of a channel intermediary's functions? - Answers
Developing the brand's national TV advertising campaign
One configuration of a marketing channel entails producers selling to consumers without any
intermediaries in the channel. This is called a(n): - Answers direct channel
Which of the following is an analysis that the channel steward does NOT need to perform when
mapping a channel value chain? - Answers breakeven analysis
channel of distribution or marketing channel - Answers the venue that a company chooses for
moving its products or services out into the world
4 different way suppliers reach their customers - Answers 1. wholesaler, then to retailer
2. broker or jobber, then to retailer
3. directly to retailer
4. directly to consumer
decisions about channels are divided into 2 categories - Answers 1. design decisions = refer to the
structural aspects of the channel, like the four options to distribute
2. management decisions = include choices about determining incentives and profits and setting rules
that govern daily activities
Channel Design Decisions - Answers direct vs indirect
channel contracts
channel coverage
channel structure
channel management decisions - Answers channel influence
channel margins and incentives
channel performance
channel conflict
disruptions in the supply chain - Answers - social structures
- natural disasters
- pandemic
The intentional efforts of a company to design, manage, and evolve its channel strategy in light of
changes that arise in the competitive and customer environments is referred to as: - Answers channel
stewardship
Which of the following is not a channel option between a supplier (also known as the producer,
assembler, or manufacturer/maker) and its customers when the supplier wants to leverage an
intermediary to create an indirect channel? - Answers Going directly to the end customer through its
own sales and distribution system
Which of the following statements is INCORRECT regarding concepts associated with the value chain?
- Answers Distribution channel concepts are relevant to B2C transactions, not B2B transactions.
supply chain consists of - Answers supplier network and marketing channel
Channel Stewardship - Answers is the intentional set of activities the organization undertakes to
design, manage, and evolve its channel strategy to reflect the conditions and changes that arise in the
competitive and customer environments.
initial step in channel stewardship - Answers mapping out a given industry's channels and
understanding the 4 main forces that drive the short term and long term evolution of every
distribution channel in that industry
4 main forces influencing channel strategy - Answers 1. customer wants and needs
2. competitive postures and actions
3. channel capabilities and costs
4. channel power and influence
three disciplines of channel stewardship - Answers (1) mapping the industry channels to get an
overall view of the external forces at play, (2) building and updating the company's value chain at the
field level, and (3) aligning and influencing the roles of the various partners in the channel system and
altering their behavior when necessary to promote a high level of system performance.
______ within the marketing channel can provide efficiencies and economies of scale as channel
members take on tasks that best utilize their expertise or strategic relationships. - Answers
Specialization or Division of labor
Which function below is the LEAST likely to be one of a channel intermediary's functions? - Answers
Developing the brand's national TV advertising campaign
One configuration of a marketing channel entails producers selling to consumers without any
intermediaries in the channel. This is called a(n): - Answers direct channel
Which of the following is an analysis that the channel steward does NOT need to perform when
mapping a channel value chain? - Answers breakeven analysis
