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Cam 312-M Marketing Channels Question Paper

Cam 312-M Marketing Channels

Course:Bachelor Of Commerce

Institution: Kca University question papers

Exam Year:2009

1
UNIVERSITY EXAMINATIONS: 2009/2010
THIRD YEAR STAGE 1 EXAMINATION FOR THE DEGREE OF
BACHELOR OF COMMERCE
CAM 312-M MARKETING CHANNELS (EVENING CLASS)
DATE: DECEMBER 2009 TIME: 2 HOURS
INSTRUCTIONS: Answer ONE and Any other TWO Questions
QUESTION ONE
The Big Five domestic auto manufacturers – Mercedes Benz, Hammer and BMW – are linked with
independent dealers to form the Marketing channels (and therefore social system) for the distribution
in Kenya. All three manufacturers record revenues and profits upon delivery of cars to the dealers.
Hence large inventories on dealer lots show up as favorable revenue and profits results from the
manufacturers, so they relentlessly push dealers to order cars. But from the dealer’s perspective, these
high inventories are highly burdensome to finance when retail sales slow down.
a) Explain the main causes of conflict in the above channel? (10 Marks)
b) Discuss the appropriate methods of detecting channel conflict? (6 Marks)
c) Describe some behavioral problems that can ‘foul up’ effective communication in the channel?
(8 Marks)
d) Illustrate suitable measures to solve channel conflicts? (6 Marks)
2
QUESTION TWO
Drawing specific examples from African countries, discuss satisfactorily the factors that influence the
development of distribution in Africa? (20 Marks)
QUESTION THREE
a) What makes company features an important factor when selecting a distribution channel?
(8 Marks)
b) Differentiate between the Non- shop personal retailing and Non- shop Non – personal retailing?
(4 Marks)
c) Explain the functions that full service retailers offer to their customers? (8 Marks)
QUESTION FOUR
a) Bring out the concept of leadership and it’s shortcoming in motivating channel members?
(10 Marks)
b) Describe the major elements of the four approaches for finding about channel member needs?
(10 Marks)
QUESTION FIVE
a) Give a brief explanation of facilitating agencies and the common types of the same in channel
participants? (10 Marks)
b) Briefly describe each of the ten general criteria for selecting channel members that can be used
as a starting point for developing more specialized lists of channel member selection criteria.
(10 Marks)

Cam 312-M Marketing Channels Question Paper

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