Manufacturers usually listen to a retailer's statements about the introduction of new products because retailers are often more knowledgeable about how their consumers will react. Manufacturers understand that retailers possess what type of power in this example?
a. Legitimate
b. Expertise
c. Knowledge-based
d. Reward
e. Referent
Answer: B
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Retailing Chapter 5
- _____ occurs when the retailer trusts the supplier and the supplier trusts the retailer.
- ____ occurs when both retailer and supplier openly communicate their ideas, concerns, and plans.
- ____ exists when a high value is placed on the relationship between a supplier and retailer.
- ____ occurs when achieving the goals of either the supplier or the retailer would hamper the performance of the other.
- Prior to pulling its products out of Target, Tupperware made its products available in the giant retailer's stores. Independent Tupperware sales representatives complained that this had a "detrimental effect" on Tupperware parties. This was an example of:
- ____ occur when there is a disagreement about which member of the marketing channel should make decisions.
- The dominant behavior in successful supply chains is:
- The presence of legitimate power is most easily seen in:
- The three main sources of conflict between retailers and their suppliers are:
- ____ occurs when the retailer and supplier have different perceptions of reality.
- A customer visits Best Buy to learn about the different models, their features, and the usage of new digital cameras. This customer then leaves the store without purchasing the camera from Best Buy and makes the actual transaction on Amazon.com. This is an example of:
- Sun Fashions offered to display Shark Sportswear's new line of swimwear at the entrance of its store if Shark pays 50 percent of the advertising expenses for Sun Fashions' Spring/Summer Catalog. Sun Fashions is employing which type of power?
- ____ is power derived from one channel member's desire to identify with their channel partner.
- An example of coercive power is a manufacturer's:
- A(n) _____ is a type of contractual vertical marketing channel that is actually a form of licensing.
- Sylvan Learning, The UPS Store, AAMCO Transmissions, H&R Block, and Lawn Doctor are examples of what kind of vertical marketing channel?
- A(n)_______ vertical marketing channel exists when one of the members takes the initiative to manage the channel.
- The three concepts of interorganizational management that a retail executive needs to understand are dependency, _____, and conflict.
- What type of vertical marketing channel has a well established authority structure?
- An attempt by a wholesaler to preserve a market for its products by strengthening the retailers that it sells to is an example of what type of channel arrangement?
- TrueValue, Ace, and Handy Hardware are all examples of a(n):
- Identify the incorrect statement about the conventional marketing channel.
- Vertical marketing channels attempt to:
- Identify the correct statement about quick response (QR) systems.