Chapter 12

Principles of Marketing, 14e (Kotler)
Chapter 12 Marketing Channels: Delivering Customer Value

1) Which of the following is NOT a typical supply chain member?
A) resellers
B) customers
C) intermediaries
D) government agencies
E) raw materials supplier
Answer: D
Diff: 1 Page Ref: 340
Skill: Concept
Objective: 12-1

2) ________ the manufacturer or service provider is the set of firms that supply the raw materials, components, parts, information, finances, and expertise needed to create a product or service.
A) Downstream from
B) Upstream from
C) Disintermediated from
D) Horizontal to
E) Parallel with
Answer: B
Diff: 2 Page Ref: 340
Skill: Concept
Objective: 12-1

3) Another term for the supply chain that suggests a sense and respond view of the market is ________.
A) supply and demand chain
B) demand chain
C) channel of distribution
D) distribution channel
E) physical distribution
Answer: B
Diff: 2 Page Ref: 340
Skill: Concept
Objective: 12-1

4) When suppliers, distributors, and customers partner with each other to improve the performance of the entire system, they are participating in a ________.
A) value delivery network
B) channel of distribution
C) supply chain
D) demand chain
E) conventional distribution channel
Answer: A
Diff: 1 Page Ref: 341
Skill: Concept
Objective: 12-1
5) Most producers today sell their goods directly to ________.
A) final users
B) final users and marketing members
C) intermediaries
D) warehouses
E) third-party logistics providers
Answer: C
Diff: 2 Page Ref: 341
Skill: Concept
Objective: 12-1

6) From the economic system's point of view, the role of marketing intermediaries is to transform the assortment of products made by producers into the assortment of products wanted by ________.
A) channel members
B) distributors
C) consumers
D) manufacturers
E) marketers
Answer: C
Diff: 2 Page Ref: 342
Skill: Concept
Objective: 12-1

7) Producers benefit from using intermediaries