CONFIDENTIAL BM/DEC 2013/MKT542/563/541/551 UNIVERSITI TEKNOLOGI MARA FINAL EXAMINATION COURSE CHANNELS MANAGEMENT COURSE CODE MKT542/563/541/551 EXAMINATION DECEMBER 2013 TIME 3 HOURS INSTRUCTIONS TO CANDIDATES 1 This question paper consists of six (6) questions. 2 ‘Answer only four (4) questions in the Answer Booklet. Start each answer on a new page. 3 Do not bring any material into the examination room unless permission is given by the invigitator. 4 Please check to make sure that this examination pack consists of: i) the Question Paper ji) an Answer Booklet — provided by the Faculty DO NOT TURN THIS PAGE UNTIL YOU ARE TOLD TO DO SO This examination paper consists of 3 printed pages (© Hak Cipta Universiti Teknologi MARA CONFIDENTIALCONFIDENTIAL 2 BM/DEC 2013/MKT542/563/541/551 QUESTION 4 a) Briefly explain the concept of breaking bulk and creating assortment in marketing channels. (10 marks) b) With examples, discuss any three (3) reasons why manufacturers decide on using intermediaries rather than distribute their products directly to the end users, (15 marks) QUESTION 2 a) Elaborate any two (2) characteristics of wholesaling. Provide a relevant example for each. (10 marks) b) Identify and explain any five (5) common types of retailers. Provide an example for each. (15 marks) QUESTION 3 a) Tohave the ‘best’ channel structure for distributing a product, the channel members have to make good channel design decisions. Explain the steps that the channel members need to take in the channel design process. (18 marks) b) _ Provide seven (7) situations that may push the channel manager to initiate the first step in the channel design. (7 marks) QUESTION 4 Understanding all stages of the Product Life Cycle (PLC) and the implications brought about by the situations of each stage is important for channel strategists. Briefly discuss the possible conditions at each stage and suggest actions that need to be taken by the channel strategists. (25 marks) (© Hak Cipta Universiti Teknologi MARA, CONFIDENTIALCONFIDENTIAL 3 BM/DEC 2013/MKT542/563/541/551 QUESTION 5 2) Marketing research and information systems are necessary for channel management because the utilization of information from these two sources can be used effectively for making better decisions and formulating channel srategies. Using relevant examples, elaborate any five (5) benefits of marketing research and information systems in channel management. (15 marks) b) Retailing can be described as ownership of retail outlets. With examples, elaborate the differences between independent retailers and chain retailers. (10 marks) QUESTION 6 ‘Najia is interested to start a business by using the franchising method. She would like to know further about franchising and asked you to explain to her. a) Asa channel management student, explain to her the three (3) broad types of franchise agreements that are commonly signed in Malaysia. (9 marks) b) Explain four (4) advantages and four (4) disadvantages of franchising, (16 marks) END OF QUESTION PAPER © Hak Cipta Universiti Teknologi MARA, CONFIDENTIAL