CONFIDENTIAL BMIJUN 20141MKT542/563/541/551 UNIVERSITI TEKNOLOGI MARA FINAL EXAMINATION COURSE CHANNELS MANAGEMENT COURSE CODE (MKT542/563/541/551 EXAMINATION JUNE 2014 TIME 3 HOURS INSTRUCTIONS TO CANDIDATES 1 This question paper consists of six (6) questions, 2 ‘Answer 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 invigilator, 4 Please check to make sure that this examination pack consists of i) the Question Paper li) 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/JUN 2014/MKT542/563/541/551 QUESTION 1 When a marketing channel has been developed, a series of flows emerges. These flows links and tie channel members and other agencies together in distribution of products and services. Discuss with a proper diagram five (5) flows in marketing channels. Provide example for each flow. (25 marks) QUESTION 2 a) With the aid of examples, elaborate four (4) distribution tasks that are commonly perform by merchant wholesalers. (10 marks) b) The push and pull strategy are to facilitate the movement of products from producers to consumers and are to appeal manufacturers, distributors, retailers and consumers. Discuss three (3) types of pull promotion and three (3) push promotion strategies in marketing channels. (15 marks) QUESTION 3 Discuss five (5) product variables that would affect the channel structures. Provide relevant example for each (25 marks) QUESTION 4 a) Conflict can be destructive if not well managed. With examples, explain how conflict differs from competition (6 marks) b) Explain with example five (5) possible causes of channel conflicts and suggest two (2) possible ways to resolve them. (20 marks) (© Hak Cipta Universiti Teknologi MARA CONFIDENTIAL,CONFIDENTIAL, 3 BM/JUN 2014/MKT542/563/541/551 QUESTION 5 a) The increase demand for “halal” products has given big impact to the marketing channels. Discuss with examples three (3) factors how this issue can affect the distribution channels. (15 marks) b) A well managed firm could run successfully in the long term by knowing the performance of its employees. The same statement applies to the channel members’ performances as the success of the firm may also depends on it. Based on the statement above, explain with examples two (2) factors that affect the scope and frequency of channel members’ evaluation. (10 marks) QUESTION 6 Itis crucial for a company to select the best channel members. Discuss with examples, five (6) criteria used to select a prospective channel member. (25 marks) END OF QUESTION PAPER (© Hak Cipta Universiti Teknologi MARA CONFIDENTIAL