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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)

Channel Management Y4s2 Question Paper

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