Channel Management Y4s2 Question Paper
Channel Management Y4s2
Course:Bachelor Of Commerce
Institution: Kabarak University question papers
Exam Year:2010
KABARAK UNIVERSITY
UNIVERSITY EXAMINATIONS
2009/2010 ACADEMIC YEAR
FOR THE DEGREE OF BACHELOR OF
COMMERCE
COURSE CODE: MKTG 421
COURSE TITLE: CHANNEL OF MANAGEMENT
STREAM: Y4S2
DAY: MONDAY
TIME: 2:00 – 4:00 P.M.
DATE: 22/03/2010
INSTRUCTIONS:
1. Answer question ONE and ANY OTHER TWO questions
QUESTION 1
a) Define a Marketing Channel. ( 3 marks)
b) Describe the marketing cannel as a social system. (5 marks)
c) Illustrate using a recent examples cite two situation indicating:
(i) Conflict. (3 marks)
(ii) Competition. (3 marks)
d) Discuss the six influence strategies that can be applied to convert latent power to
exercised power. (6 marks)
e) Channel selection is not a function of the manufacturer only. “discuss” (10 marks)
QUESTION 2
a) Illustrate the continuum Degree of vertical integration. (6 marks)
b) As a marketing manager, what reasons would you give to convince your organization to
let go of channel function to an outside party. (12 marks)
c) State two disadvantages of vertical integration. (2 marks)
QUESTION 3
a) Discuss the distribution task performed by merchant wholesalers. ( 12 marks)
b) Explain the six types of wholesales. (6 marks)
c) Define the term retailer. (2 marks)
QUESTION 4
a) Discuss the three market coverage policies. (9 marks)
b) Describe the aspect of “Role in the marketing channel”. (5 marks)
c) Outline five advantages of arbitration in dealing with channel conflict. ( 6 marks)
QUESTION 5
a) Discuss pegrams criteria for identifying prospective channel members. ( 10 marks)
b) Identify and discuss the resent changes that have taken place in distribution. ( 10 marks)
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