A. In a price negotiation, the number that each side will use to distinguish between a successful and an unsuccessful negotiation is called the: B. While following a competitor's lead in pricing is acceptable, there can be no signaling of prices to a competitor. This illegal practice, called _____, occurs when two or more competitors collaborate in setting prices. C. Which of the following statements best describes a channel that is effective? D. In the Mercedes dealer network, individual dealers are given the sole right to sell Mercedes vehicles within a defined geographic area. What type of distribution does Mercedes employ? E. Because the company was angered by the actions of its resellers, Acme Manufacturing decided to slow down deliveries and postpone product availability to these resellers. What type of power is Acme wielding? F. Hallmark is a good example of a company that uses _____ distribution as a means of offering two or more lines of the same merchandise through two or more outlets. G. When firms use a(n) _____ strategy, they focus their promotional efforts toward stimulating demand among final customers, who then exert pressure on the supply chain to carry the product. H. The most widely used method of setting the advertising budget and planning advertising expenditures is the _____ approach. I. In today's economy, personal selling has evolved to take on elements of customer service and marketing research. Why is this the case? J. Which sales force compensation system is best suited to situations where salespeople are responsible for pre- and post-sale service and sales managers want maximum control over selling expenses? K. One of the links between strategic planning and marketing implementation is interdependency, which refers to the fact that: L. Marketing implementation is often problematic, as marketing plans are usually devised by _____, while implementation is the responsibility of _____. M. In terms of marketing structure, what type of structure coordinates and manages all marketing activities and decisions from the top of the marketing hierarchy? N. Work activities that absorb inputs to create information and communication outputs that ensure the consistent day-to-day operation of the firm are referred to as: O. In times past, developing and implementing the "right" marketing strategy was all about _____. In today's economy, however, that emphasis has shifted to developing strategies that attract and retain customers over the long term.

P. With respect to competitive advantages, many see _____ as the most important resource or asset that an organization can possess, as it stems from the value generated by the trust, commitment, cooperation, and interdependence among relationship partners.

Q. When a firm begins to charge high fees for additional services to non-profitable customers, it has determined that the _____ of those customers is too low to warrant added efforts at maintaining a relationship with them.

R. What is the primary disadvantage associated with using financial incentives as a means of developing customer relationships?