Marketing, 14e (Kerin)
1) Eddie Bauer has the distinction of being one of the first companies to fully implement a
“brick, click, and flip” strategy, which makes it a
A) cross-channel marketer.
B) multichannel marketer.
C) industrial marketer.
D) direct marketer.
E) remarketer.
2) Managing Eddie Bauer’s ________ is a complex task due to starkly different objectives:
efficiently keeping the products most desired by customers replenished and displayed on store
shelves for one channel, while providing wider product assortments and even customized
products shipped from a distribution center for another.
A) competitors
B) retail partners
C) supply chain
D) retail outlets
E) discounted merchandising arm
3) Individuals and firms involved in the process of making a product or service available for use
or consumption by consumers or industrial users are referred to as a
A) marketing channel.
B) parallel distribution.
C) retailer.
D) wholesaler.
E) distributor.
4) You probably own several pairs of shoes. Further, it is likely you purchased those shoes at
retail stores located in a shopping mall and not directly from the manufacturer. In fact, most
products are brought to you from a series of other individuals or firms known as a
A) marketing network.
B) distribution hierarchy.
C) marketing chain.
D) distribution matrix.
E) marketing channel.
5) A ________ can be compared to a pipeline through which water flows—making possible the
flow of products and services from a producer, through intermediaries, to a buyer.
A) marketing chain
B) marketing hierarchy
C) marketing agent
D) marketing channel
E) marketing network
6) Jay stops at the shopping mall to purchase a new pair of jeans from an H&M store. He is the
ultimate consumer in a pipeline from the producer through intermediaries, including the clothing
store. This pipeline is actually a
A) marketing tunnel.
B) consumer market.
C) marketing channel.
D) transactional conduit.
E) distribution matrix.
7) A middleman is
A) a person or firm whose sole responsibility is bringing a buyer to the last link in the
distribution chain.
B) a person or firm whose sole responsibility is to find distributors for a manufacturer’s products.
C) any intermediary between a manufacturer and end-user markets.
D) a person or firm that takes possession of a product and in some way alters it before passing it
on to ultimate consumers.
E) an intermediary that sells to ultimate consumers.
8) Any intermediary between a manufacturer and end-user markets can be called a
A) retailer.
B) middleman.
C) wholesaler.
D) broker.
E) distributor.
9) Jaffar (Jeff) Tabrizi is the owner and president of Tabrizi Oriental Rugs located in Toronto,
Canada. He personally shops the world over, handpicks, and orders authentic and beautiful
handmade rugs. He has them shipped to Canada, where he sells them through his brick-and-
mortar stores and his www.tabrizi.com website. In terms of the marketing channel, Tabrizi is
acting as a(n)
A) consumer.
B) agent.
C) wholesaler.
D) brokerage firm.
E) middleman.
10) Any intermediary with legal authority to act on behalf of the manufacturer is referred to as
a(n)
A) dealer.
B) agent.
C) retailer.
D) wholesaler.
E) distributor.
11) An agent is
A) any intermediary with legal authority to act on behalf of the manufacturer but that does not
take title to products.
B) independent firms or individuals whose principal function is to transport goods.
C) any intermediary that takes ownership of a manufacturer’s goods or services and then finds
multiple buyers for them.
D) a manufacturer’s paid representative and acting voice in initial sales transactions.
E) a manufacturing “matchmaker” that actively seeks out potential consumers and brings them to
retailers.
12) Several artists in Charleston, South Carolina, show and sell their work in an art gallery
downtown. The gallery is owned by an art lover who does not buy the paintings but displays the
work of various artists. She collects a percentage on each piece sold. In terms of the marketing
channel, the gallery is a(n)
A) ultimate consumer.
B) manufacturer.
C) wholesaler.
D) agent.
E) clearinghouse.
13) A wholesaler is
A) the independent firm or individual whose principal function is to bring buyers and sellers
together.
B) any intermediary that takes ownership of a manufacturer’s products or services and then finds
multiple buyers for those products or services.
C) an intermediary that sells to other intermediaries, usually to retailers in consumer markets.
D) an intermediary that sells to consumers.
E) a manufacturing “matchmaker” that actively seeks out potential consumers and brings them to
retailers.
14) An intermediary that sells to other intermediaries, usually to retailers in consumer markets, is
referred to as a(n)
A) broker.
B) agent.
C) retailer.
D) distributor.
E) wholesaler.
15) Establishments primarily engaged in selling grain and small farm products to retail feed
stores would be classified as
A) retailers.
B) brokers.
C) ultimate consumers.
D) wholesalers.
E) agents.
16) A retailer is
A) an intermediary that sells only to other intermediaries.
B) any intermediary between a manufacturer and industrial markets.
C) an intermediary that sells to other distributors.
D) an intermediary that takes possession of a product, alters it in some way, and then sells it to
the ultimate consumer.
E) an intermediary that sells to consumers.
17) A(n) ________ is an intermediary that sells to consumers.
A) agent
B) retailer
C) wholesaler
D) distributor
E) broker
18) Several artists in Charleston, South Carolina participate in an art fair to sell their paintings.
Each has a booth in downtown Charleston for two weekends in May so tourists and art lovers
can look at their paintings and buy the ones they like. Each artist works in his or her own booth
or hires help. In terms of the marketing channel, the booths at the art fair would be considered
A) ultimate consumers.
B) agents.
C) wholesalers.
D) retailers.
E) distributors.
19) Your best friend just bought a longboard at BC Surf & Sport. In terms of the marketing
channel, BC Surf & Sport is a(n)
A) ultimate consumer.
B) manufacturer.
C) wholesaler.
D) retailer.
E) distributor.
20) Distributor is
A) an imprecise term for intermediaries that perform a variety of distribution functions, including
selling, maintaining inventories, extending credit, and so on.
B) the term for an intermediary that sells only to manufacturers.
C) the term for an intermediary that takes possession of a product, alters it in some way, and then
sells it to the ultimate consumer.
D) the term for an intermediary that sells only to consumers.
E) the term for an intermediary that sells only to other intermediaries.
21) An imprecise term for intermediaries that perform a variety of functions, including selling,
maintaining inventories, extending credit, and so on, is
A) agents.
B) brokers.
C) retailers.
D) wholesalers.
E) distributors.
22) An even more imprecise term than distributor, ________ can mean the same as retailer,
wholesaler, and more.
A) broker
B) retailer
C) agent
D) dealer
E) wholesaler
23) Automakers such as Chrysler, Ford, and General Motors utilize ________ networks.
A) dealer
B) broker
C) retailer
D) distributor
E) wholesaler
24) Intermediaries perform three basic functions. In Figure 15-2 above, Box A represents a(n)
A) middleman function.
B) logistical function.
C) facilitating function.
D) operational function.
E) transactional function.
25) Intermediaries perform three basic functions. In Figure 15-2 above, B represents a(n)
A) middleman function.
B) logistical function.
C) facilitating function.
D) operational function.
E) transactional function.
26) Intermediaries perform three basic functions. In Figure 15-2 above, C represents a(n)
A) middleman function.
B) logistical function.
C) facilitating function.
D) operational function.
E) transactional function.
27) Intermediaries performing a transactional function in distribution are engaged in buying,
selling, and
A) storing.
B) financing.
C) transporting.
D) risk taking.
E) merchandising.
28) Risk taking as a transactional function refers to
A) unpredictable costs of transportation because of fuel prices.
B) product liability from poorly produced products that become defective.
C) the need to stock merchandise in anticipation of sales.
D) trying new promotional campaigns.
E) investments in new-product development.
29) In terms of distribution, when marketing channel members are engaged in buying, selling,
and risk taking, they are performing ________ functions.
A) logistical
B) merchandising
C) facilitating
D) implementation
E) transactional
30) A marketing channel intermediary that purchases merchandise for resale at retail outlets is
engaging in a(n) ________ function.
A) transactional
B) logistical
C) facilitating
D) risk-taking
E) assorting
31) Purchasing products for resale or acting as an agent for supply of a product would be an
example of a(n) ________ function.
A) logistical
B) facilitating
C) risk-taking
D) transactional
E) assorting
32) Logistical function activities include ________ products and services.
A) buying and selling
B) assorting, storing, sorting, and transporting
C) financing and grading
D) risk-taking
E) marketing information and research
33) When marketing channel members are engaged in assorting, storing, sorting, and
transporting products and services, they are performing ________ functions.
A) logistical
B) merchandising
C) facilitating
D) implementation
E) transactional
34) Creating product assortments from several sources to serve customers is an example of a
________ function.
A) transactional
B) facilitating
C) selling
D) logistical
E) risk-taking
35) Assembling and protecting products at a convenient location to offer better customer service
is an example of a ________ function.
A) transactional
B) facilitating
C) grading
D) risk-taking
E) logistical
36) Creating product assortments from several sources to serve customers is an example of a
________ function.
A) logistical
B) transactional
C) facilitating
D) transporting
E) grading
37) Physically moving a product to customers is an example of a ________ function performed
by channel intermediaries.
A) transactional
B) logistical
C) facilitating
D) selling
E) sorting
38) When Hunter went to the hardware store looking for gloves to wear while refinishing a table,
he bought one pair because that was all he needed. But when the hardware store purchased the
gloves, it purchased a case containing 100 pairs of identical gloves. Which logistical function did
the hardware store perform for Hunter and its other customers?
A) marketing
B) buying
C) sorting
D) assorting
E) risk-taking