Name: 
 

International Marketing, 3rd ed. - Chapter 12


Multiple Choice
Identify the choice that best completes the statement or answers the question.
 

 1. 
Which one of the following factors do NOT determine which members of a firm are most directly involved in generating sales in an integrated distribution system?
a.
Strengths of suppliers
b.
Size of potential market
c.
Level of customers’ globalization
d.
Complexity of total product
e.
Hierarchical level of purchase decision maker
 

 2. 
____ distribution systems are not directly controlled by the organization.
a.
Powered
b.
Forced
c.
Integrated
d.
Company-bound
e.
Independent
 

 3. 
In domestic marketing, agents are often called manufacturers’
a.
merchandisers.
b.
merchants.
c.
representatives.
d.
re-sellers.
e.
distributors.
 

 4. 
Agents fully represent the company (also called the ____) in a particular market.
a.
principal
b.
partner
c.
supplier
d.
marketer
e.
delivering party
 

 5. 
In domestic marketing, merchants are commonly referred to as
a.
agents.
b.
distributors or wholesalers.
c.
principal.
d.
stakeholder.
e.
merchandisers.
 

 6. 
Merchants do
a.
not take title to the products being distributed, but they bear the economic risks.
b.
not take title to the goods, which they buy, handle and sell on their own account.
c.
take title to the goods, which they buy, handle and sell on their own account.
d.
take title to the goods, but they do not bear any economic risks.
e.
not take title to the products being distributed, nor do they bear any economic risks.
 

 7. 
Brokers and factors are
a.
integrated agents.
b.
independent agents.
c.
dependent agents.
d.
individual agents.
e.
company bound agents
 

 8. 
An individual or organization that is granted the right to conduct business under the franchiser’s trade name is called a
a.
franchising partner.
b.
franchising retailer.
c.
franchising licensee.
d.
franchisee.
e.
franchising dealer.
 

 9. 
The number of levels and types of intermediaries define the
a.
length of a distribution channel.
b.
width of a distribution channel.
c.
importance of a distribution channel.
d.
relation of a distribution channel.
e.
communication of a distribution channel.
 

 10. 
A brand that is owned by the reseller and not by the producing company
a.
has no particular name.
b.
is called reseller-brand.
c.
is called private-brand.
d.
is called reseller- label.
e.
is called private-label.
 

 11. 
The first step in searching for local intermediaries is to locate secondary sources of information. Which one of the following CANNOT be used for that purpose?
a.
Local industry journals
b.
Local trade magazines
c.
Trade directories
d.
Catalogs from exhibitions and trade fairs
e.
Production statistics
 

 12. 
It is advisable to choose intermediaries that handle
a.
complementary products
b.
additional products
c.
substitute products
d.
supplementary products
e.
out-sourced products
 

 13. 
People in the international marketer’s firm who specifically handle the relationships with major partners are called
a.
regional managers.
b.
major partner managers.
c.
key account managers.
d.
local distribution managers.
e.
sales managers.
 

 14. 
If a supplier takes over the management of an entire product category it is called
a.
multifunctional management.
b.
key account management.
c.
product line management.
d.
supply management.
e.
product category management.
 

 15. 
By which one of the following portfolios can the international marketer control part of the international channel member’s goal achievement and can clearly communicate some of its objectives?
a.
Market development/market coverage portfolio
b.
Product penetration/market coverage portfolio
c.
Product development /market coverage portfolio
d.
Product development /market penetration portfolio
e.
Market penetration/market coverage portfolio
 



 
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