Instructor Resource
Baack et al., International Marketing, 2e
SAGE Publishing, 2019
Test Bank
Chapter 13: International Marketing Channel Management
1. Which of the following is a marketing system that promotes the physical flow and ownership
of products and services from producer to consumer?
a. international distribution system
b. international logistics channel
c. global marketing sys tem
d. international marketing system
e. international marketing channel
2. The process by which products and services flow between international producers, companies
that act as intermediaries, and consumers is which of the following?
a. international distribution
b. international logistics channel
c. global marketing system
d. international marketing system
e. international marketing channels
3. Which set of activities focuses on bringing a product or supplies into a company?
a. intermediary activities
b. logistical activities
c. downstream activities
d. distribution activities
Instructor Resource
Baack et al., International Marketing, 2e
SAGE Publishing, 2019
e. upstream activities
4. Which set of activities concentrate on sending a product or supplies to another channel
member, usually for resale?
a. intermediary activities
b. logistical activities
c. downstream activities
d. distribution activities
e. upstream activities
5. International marketing channel decisions include all of the following EXCEPT ______.
a. distribution intensity
b. selection of distribution channels
c. managing distribution channels
d. physical distribution
e. distribution positioning
6. Which of the following is an international marketing strategy in which products are distributed
through as many wholesalers and retailers as possible in a particular market?
a. exclusive distribution
b. selective distribution
c. intensive distribution
d. extensive distribution
e. dual distribution
Instructor Resource
Baack et al., International Marketing, 2e
SAGE Publishing, 2019
7. When a company uses a strategy of using only a limited number of channel intermediaries in
the international program, they are using which of the following?
a. exclusive distribution
b. selective distribution
c. intensive distribution
d. extensive distribution
e. dual distribution
8. Which of the following is an international marketing strategy that focuses on offering products
through only one wholesaler or retailer in a particular market area?
a. exclusive distribution
b. selective distribution
c. intensive distribution
d. extensive distribution
e. dual distribution
9. French luxury-goods manufacturer, LVMH, markets products worldwide by utilizing what
kind of distribution strategy, emphasizing one retailer per market?
a. exclusive distribution
b. selective distribution
c. intensive distribution
d. extensive distribution
e. dual distribution
Instructor Resource
Baack et al., International Marketing, 2e
SAGE Publishing, 2019
10. Which of the following is factor that affects distribution decisions in foreign markets that is
not always a consideration in home country markets?
a. price
b. quality
c. competition
d. infrastructure
e. price stability
11. Convenience goods tend to be distributed using which form?
a. exclusive
b. extensive
c. selective
d. intensive
e. worldwide
12. What type of marketing system relies on direct selling of a product or service to consumers
or end users without the use of an intermediary?
a. international marketing system
b. direct marketing channel
c. indirect marketing channel
d. intermediary marketing channel
e. market-based channel
13. Which of the following strategies allows a firm greater control of the image of a brand?
a. direct marketing
Instructor Resource
Baack et al., International Marketing, 2e
SAGE Publishing, 2019
b. indirect marketing
c. market-based distribution
d. intermediary-based distribution
e. market-based channeling
14. When a company utilizes one or more intermediaries in a marketing channel, it is using
which of the following?
a. international marketing systems
b. direct marketing channels
c. indirect marketing channels
d. intermediary marketing channels
e. market-based channels
15. Which of the following types of middlemen do not take title or ownership of the products
that they handle?
a. merchant middlemen
b. agent middlemen
c. registered middlemen
d. caption middlemen
e. certified middlemen
16. Which of the following types of middlemen assume title and ownership of products that they
market?
a. merchant middlemen
b. agent middlemen
Instructor Resource
Baack et al., International Marketing, 2e
SAGE Publishing, 2019
c. registered middlemen
d. caption middlemen
e. certified middlemen
17. Which of the following types of middlemen purchase products from producers in one country
and sells them to established distribution system members in another country?
a. import middlemen
b. merchant importers
c. agent importers
d. import jobbers
e. certified middlemen
18. When a Japanese middleman company purchases towels from a company in England and
resells them, the Japanese company is a(n) ______.
a. import middleman
b. agent middleman
c. merchant middleman
d. trade middleman
e. related middleman
19. A French ticket company that represents tickets for a musical concert in Spain without ever
buying the seats is a(n) ______.
a. import middleman
b. service middleman
c. merchant middleman
Instructor Resource
Baack et al., International Marketing, 2e
SAGE Publishing, 2019
d. agent middleman
e. trade middleman
20. Which of the following provide shipping, documentation, customs clearance and brokerage,
consolidation, storage, and insurance for international marketers?
a. freight forwarders
b. transportation companies
c. customs brokers
d. import jobbers
e. certified middlemen
21. Which of the following are firms that specialize in moving products through various modes
of transportation?
a. freight forwarders
b. transportation companies
c. customs brokers
d. import jobbers
e. certified middlemen
22. Which of the following are firms that represent importers/exporters in dealings with customs,
including obtaining and submitting all documents for clearing merchandise through customs,
arranging inland transportation, and paying all charges related to these functions?
a. freight forwarders
b. transportation companies
c. customs brokers
Instructor Resource
Baack et al., International Marketing, 2e
SAGE Publishing, 2019
d. agent middlemen
e. certified middlemen
23. Which of the following terms refers to the number of intermediaries that a product goes
through before reaching the consumer?
a. channel length
b. channel width
c. channel stability
d. channel breadth
e. channel depth
24. Products that are intensively distributed internationally tend to have which types of
international marketing channels?
a. shorter
b. wider
c. longer
d. fewer
e. more
25. Products that are exclusively distributed internationally tend to have which type of
international marketing channels?
a. shorter
b. wider
c. longer
d. fewer
Instructor Resource
Baack et al., International Marketing, 2e
SAGE Publishing, 2019
e. more
26. Which of the following correctly describes how distribution channels are likely to evolve as
the global economy becomes increasingly integrated?
a. They will become less complex.
b. They will become less similar.
c. They will become increasingly complex.
d. They will become increasingly similar.
e. They will become obsolete.
27. Which of the following is NOT an international distribution system selection factor?
a. type of product
b. price
c. desired product position
d. perceptual map placement
e. target market
28. Which of the following is NOT a key element involved with managing international
distribution channels?
a. establishing international channel strategies
b. selecting intermediary arrangements
c. making channel arrangements and choosing channel partners
d. managing channel power
e. promoting market acceptance
Instructor Resource
Baack et al., International Marketing, 2e
SAGE Publishing, 2019
29. Which of the following means that a producer concentrates on stimulating consumer demand
through extensive advertising and consumer promotions?
a. push strategy
b. pull strategy
c. intermediary strategy
d. consumer-based strategy
e. promotions-based strategy
30. Which of the following means that a producer concentrates on providing intermediaries with
incentives that will lead them to cooperate in marketing a product?
a. push strategy
b. pull strategy
c. intermediary strategy
d. consumer-based strategy
e. promotions-based strategy
31. Which of the following strategies can overcome intermediary resistance to foreign products?
a. push
b. pull
c. intermediary
d. consumer based
e. promotion based
Instructor Resource
Baack et al., International Marketing, 2e
SAGE Publishing, 2019
32. Which of the following strategies can increase consumer demand by making an item seem
desirable?
a. push
b. pull
c. intermediary
d. consumer based
e. promotion based
33. What type of integration means that one member of a market channel merges with or
acquires another intermediary?
a. vertical
b. horizontal
c. intermediate
d. channel based
e. market based
34. What type of vertical integration involves manufacturers establishing wholesale distribution
systems or company-owned retail outlets?
a. forward
b. backward
c. integral
d. intermediate
e. market based
Instructor Resource
Baack et al., International Marketing, 2e
SAGE Publishing, 2019
35. What type of vertical integration occurs when a marketer develops or acquires its own
wholesale distribution system?
a. forward
b. backward
c. integral
d. intermediate
e. market based
36. Which of the following is legal but violates most all international marketing channel
agreements?
a. forward vertical integration arrangements
b. backward vertical integration arrangements
c. gray markets
d. decentralized integration arrangements
e. centralized integration arrangements
37. The practice of distributing products through distribution channels that were not authorized
by the marketer of the product is which of the following?
a. Gray marketing
b. forward integrating
c. backward integrating
d. import marketing
e. centralized integration
Instructor Resource
Baack et al., International Marketing, 2e
SAGE Publishing, 2019
38. International distributors begin to sell a product in either unauthorized countries or through
unauthorized retailers when they engage in which of the following?
a. forward integration
b. backward integration
c. import marketing
d. parallel importing
e. closed path importing
39. Which of the following consists of a binding contract that identifies all the tasks to be
performed by each channel member with regard to production, delivery, sorting, pricing, and
promotional support?
a. contractual channel arrangement
b. contractual distribution agreement
c. contractual logistics agreement
d. channel structure agreement
e. channel captain agreement
40. Which of the following are organizations with relationships that help move products from
producers to consumers?
a. agent middlemen
b. merchant middlemen
c. channel captains
d. channel partners
e. logistics systems