PSYC 515 FINAL TEST PAPER QUESTIONS AND
SOLUTIONS 2026 GRADED A+ SUCCESS FILE
▶ Supply chain Answer: Consists of all parties involved, directly or
indirectly, in obtaining raw materials or a product
The upstream partners that a company has to deal with are its suppliers
▶ Supply Chain Management Answer: managing upstream and
downstream value-added flows of materials, final goods, and related
information among suppliers, the company, resellers, and final consumers
▶ Channel members Answer: The downstream partners that help a
company reach consumers; they provide the way to channel merchandise
to the customer.
▶ Intensive Distribution Strategy Answer: Used for widely distributed
products in drugstores, supermarkets, discount stores, and convenience
stores.
It is used for simple, inexpensive, easily transported products like snack
food, shampoo, and newspapers.
Usually goes with heavy promotion, lower prices, and average or lower
quality products
▶ Pull Strategy Answer: Used to promote directly to end consumers in
order to pull the goods from the manufacturer to the consumer.
▶ Selective Distribution Strategy Answer: Used for less widely distributed
products. It is usually used for complex and/or expensive products that
require assistance like cars, computers, and appliances.
▶ Push Strategy Answer: Used to provide incentives to the distribution
partners to help push the goods through the supply chain and into the
hands of the buying consumer. The manufacturer has more control due to
fewer relationships to manage.
, ▶ Exclusive Distribution Strategy Answer: Used for the extreme case of
selectivity. Manufacturers have the most control and it may become
monopolistic.
Exclusive distribution usually goes with exclusive promotional efforts,
higher prices, and higher quality products.
▶ Push and Pull Strategy Answer: Refer to whether the manufacturer
targets consumers or channel partners with its marketing communications.
Customers pull goods through the channel, while intermediaries push the
goods to consumers from the manufacturer. Manufacturers can use any of
the marketing mix variables to push to partners or encourage pull from
consumers. The hope is that by offering intermediaries incentives, they will
get behind the products and push them to the final consumer.
▶ Push oriented activities Answer: Include advertisements to partners,
selective distribution, sales force incentives, price discounts, quantity
discounts, financing typically directed at the intermediary, and allowances
for marketing activities.
▶ Pull oriented activities Answer: Include consumer-directed advertising,
wide distribution, coupons, rebates, loyalty points, price discounts, quantity
discounts, and free samples. Some activities can be both push and pull
strategies.
▶ Types of channel conflict Answer: 1. Horizontal conflict is among
partners at the same level.
2. Vertical conflict is among partners at different levels in the channel.
3. Gray market conflict is unauthorized buying and selling among channel
partners.
4. Corporate vertical marketing systems, in which all channel members are
owned by/contracted to one company, provides control of conflict.
5. Channel power/leadership allows control of conflict by domination of the
channel by one partner.
SOLUTIONS 2026 GRADED A+ SUCCESS FILE
▶ Supply chain Answer: Consists of all parties involved, directly or
indirectly, in obtaining raw materials or a product
The upstream partners that a company has to deal with are its suppliers
▶ Supply Chain Management Answer: managing upstream and
downstream value-added flows of materials, final goods, and related
information among suppliers, the company, resellers, and final consumers
▶ Channel members Answer: The downstream partners that help a
company reach consumers; they provide the way to channel merchandise
to the customer.
▶ Intensive Distribution Strategy Answer: Used for widely distributed
products in drugstores, supermarkets, discount stores, and convenience
stores.
It is used for simple, inexpensive, easily transported products like snack
food, shampoo, and newspapers.
Usually goes with heavy promotion, lower prices, and average or lower
quality products
▶ Pull Strategy Answer: Used to promote directly to end consumers in
order to pull the goods from the manufacturer to the consumer.
▶ Selective Distribution Strategy Answer: Used for less widely distributed
products. It is usually used for complex and/or expensive products that
require assistance like cars, computers, and appliances.
▶ Push Strategy Answer: Used to provide incentives to the distribution
partners to help push the goods through the supply chain and into the
hands of the buying consumer. The manufacturer has more control due to
fewer relationships to manage.
, ▶ Exclusive Distribution Strategy Answer: Used for the extreme case of
selectivity. Manufacturers have the most control and it may become
monopolistic.
Exclusive distribution usually goes with exclusive promotional efforts,
higher prices, and higher quality products.
▶ Push and Pull Strategy Answer: Refer to whether the manufacturer
targets consumers or channel partners with its marketing communications.
Customers pull goods through the channel, while intermediaries push the
goods to consumers from the manufacturer. Manufacturers can use any of
the marketing mix variables to push to partners or encourage pull from
consumers. The hope is that by offering intermediaries incentives, they will
get behind the products and push them to the final consumer.
▶ Push oriented activities Answer: Include advertisements to partners,
selective distribution, sales force incentives, price discounts, quantity
discounts, financing typically directed at the intermediary, and allowances
for marketing activities.
▶ Pull oriented activities Answer: Include consumer-directed advertising,
wide distribution, coupons, rebates, loyalty points, price discounts, quantity
discounts, and free samples. Some activities can be both push and pull
strategies.
▶ Types of channel conflict Answer: 1. Horizontal conflict is among
partners at the same level.
2. Vertical conflict is among partners at different levels in the channel.
3. Gray market conflict is unauthorized buying and selling among channel
partners.
4. Corporate vertical marketing systems, in which all channel members are
owned by/contracted to one company, provides control of conflict.
5. Channel power/leadership allows control of conflict by domination of the
channel by one partner.
