The Main Channel Management Issue in Product Line Expansion and Contraction

question 31

Multiple Choice

The main channel management issue in product line expansion and contraction strategies is:

• A) To balance trading up and trading down strategies.
• B) Trying to gain channel member support for reshaped product lines.
• C) Getting channel members to participate in product design.
• D) Convincing the channel members to accept a smaller product line.
• E) Speeding up shipments of the new product line so channel members will be able to sell it faster.

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Definitions:

Issue-by-issue Final Offer

A bargaining strategy where each issue is negotiated separately, and final offers are made for each issue rather than a collective final offer covering all points.

Arbitrator

A neutral third party chosen to settle a dispute or interpret contract terms between two other parties, typically outside the court system.

Whole Package

An all-encompassing term often used in negotiations or deals, referring to the total set of benefits, features, or offerings provided.

Narcotic Effect

A concept in psychology and sociology referring to the diminished response of an individual or group to a stimulus or event due to repeated exposure over time.