A Computer Manufacturer Runs Training Programs for Its "Cooperating" Retailers

question 88

Multiple Choice

A computer manufacturer runs training programs for its "cooperating" retailers' salespeople, as well as providing newspaper advertising layouts, point-of-purchase materials, and sales manuals. This is an example of:

• A) an administered channel system.
• B) a contractual channel system.
• C) a traditional channel system.
• D) a vertically integrated corporate channel system.
• E) a franchising system.

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Definitions:

Public Agreement

The phenomenon where individuals conform to the majority view in public settings, regardless of their private beliefs.

Social Commitment

A personal investment or obligation towards a group, cause, or social relationship.

Norm Of Reciprocity

A social principle that suggests individuals should return favors and treat others as they have been treated, facilitating cooperation and social exchange.

Self-Perception Theory

The theory suggesting that individuals develop their attitudes and opinions by observing their own behavior and concluding what attitudes must have caused them.