Which of the following channel member benefits the least from a scan-verified trade promotion?
a. manufacturer
b. retailer
c. consumer
d. wholesaler
e. broker
Question 2Identify and explain the six tools of influence that were identified by Robert Cialdini.
Question 3Alan Manufacturing Company rewards retailers for selling increased quantities of their brands to shoppers. This reward is called _____.
a. push money
b. pay-for-performance
c. slotting allowances
d. account-specific marketing
e. bill-back allowances
Question 4Explain your cognitive, affective, and conative components for a food category such as oranges or pork. Explain how marketers could change the components.
Question 5Pay-for-performance is a form of trade allowance that rewards retailers for _____.
a. buying increased quantities of the manufacturer's brands
b. selling increased quantities of the manufacturer's brands to shoppers
c. giving the manufacturer's brands preferred shelf locations
d. featuring the manufacturer's brands in the retailer's advertisements
e. All of these are correct.
Question 6Consider the attitude formation equation, . According to the theory of reason action (TORA), if all outcomes were equally important to consumers in a particular situation, what term could be removed without any loss in explanation?
a. ABj
b. bij
c. ei
d. n
e. None of the terms could be removed.
Question 7Which of the following is NOT a reason that accounts for why many retailers resist manufacturers' EDLP pricing initiatives?
a. EDLP pricing takes some of the excitement out of retailing.
b. Some retailers that established distribution infrastructures necessary to practice forward buying have resisted EDLP.
c. There is some evidence that EDLP pricing benefits the manufacturers that price their products in this fashion more than it does the retailers that pay EDLP rather than high-low prices.
d. a and b only
e. a, b, and c
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