Chapters 8, 9, 10, 11 and 12

Pricing a product at $399.99 instead of $400 to make the customer view the price as in the $300 range instead of the $400 range is an example of: a.) price lining b.) deception pricing c.) minimized pricing d.) red-line pricing e.) psychological pricing

e.) psychological pricing

_____ are distribution channel members that buy finished products from manufacturers and sell them to retailers. a.) Manufacturers b.) Wholesalers c.) Service providers d.) Market managers e.) Product managers

b.) wholesalers

The skills, knowledge, and abilities a person must have to fill a job are spelled out in a(n): a.) resume b.) skills requirement checklist c.) job specification d.) occupational checklist e.) task inventory

c.) job specification

According to _____, workers respond to attention from superiors, and they like their opinions to be valued. a.) Theory X b.) maintenance factors c.) the Hawthorne effect d.) scientific management e.) the equity theory

c.) the Hawthorne effect

The _____ style of management is based on a pessimistic view of human nature and assumes that the average person dislikes work, will try to avoid work, prefers to be directed, avoids responsibility, and wants security above all else. a.) Theory X b.) Theory Y c.) Theory Z d.) self-actualized e.) scientific

a.) Theory X

A few years ago, when Coca-Cola introduced Fruitopia beverage, it spent $30 million and set what it thought was achievable sales goals. Since its introduction, Fruitopia has not been able to achieve its sales goals and has lost money for Coke. According to the concept of _____, Coke should delete the product. a.) lean manufacturing b.) remove the fat c.) manufacturing consolidation d.) manufacturing compression e.) concentrated manufacturing

a.) lean manufacturing

_____ is the aspect of production control that involves specifying and controlling the time required for each step in the production process. a.) scheduling b.) time assignment c.) prioritization d.) routing e.) mapping

a.) scheduling

_____ uses a computer to design and test new products and modify existing ones. a.) computer-aided manufacturing b.) just-in-time design c.) flexible manufacturing system d.) computer-aided design e.) materials resource planning

d.) computer-aided design

The first step in performance planning and appraisal is to: a.) create an orientation program for employees b.) give every employee an aptitude test c.) determine which employees have seniority d.) establish performance standards e.) provide feedback to top management

d.) establish performance standards

Management's refusal to let workers enter a plant or building to work is a: a.) boycott b.) reverse strike c.) management strike d.) lockout e.) union-busting approach LEARNING OUTCOME: 9

d.) lockout

Katherine Cozzine is a talented violinist. She is also pragmatic. When she graduated from high school, she chose a college that would provide her a strong business foundation even though she would have preferred to major in music. Cozzine did not know that there are over 200 music-business programs in the U.S., which would have allowed her to continue her music and prepare for a career in the industry. To Cozzine the music-business programs were ______ products. a.) generic b.) specialty c.) shopping d.) unsought e.) service

d.) unsought

_____ is the process of negotiating labor agreements between union members and management. a.) aggregated b.) meditation c.) arbitration d.) conciliation e.) collective bargaining

e.) Collective Bargaining

Which of the following is an example of an advertising medium? a.) newspapers b.) television c.) magazines d.) direct mail e.) all of the above

e.) all of the above

There is a laboratory at the North Carolina Krispy Kreme doughnut plant where the mixture for the doughnut batter is produced and packaged in 50-pound bags. Researchers in the laboratory randomly procure bags of mix and check the mix for consistency, composition, texture, and taste. The laboratory's function is _____ control. a.) coordination b.) procedural c.) departmental d.) process e.) quality

e.) quality

When Maslow wrote, "A musician must make music, an artist must paint, a poet must write, if he is to be at peace with himself. What a man can be, he must be," he was more than likely referring to man's: a.) social needs b.) esteem needs c.) psychological needs d.) safety needs e.) self-actualization needs

e.) self-actualization needs

_____ is the process of planning and executing the conception, pricing, promotion, and distribution of ideas, goods, and services to create exchanges that satisfy individual and organizational objectives. a.) sales b.) marketing c.) exchange d.) production e.) advertising

marketing

_____ is the gap between what is and what is desired, and _____ is the gap between what is and what is required. a.) motivation; experience b.) a want; a need c.) a perquisite; a goal d.) experience; motivation e.) a need; a want

b.) A want; a need

Which of the following statements describes an advantage that personal selling has over other forms of promotion? a.) The sales message cannot be modified during the sales presentation. b.) Personal selling can and should be directed to everyone. c.) Personal selling costs can be adjusted by controlling the size of the sales force. d.) Personal selling is considerably less effective at creating a satisfied customer than other forms of promotion. e.) All of the above statements describe how personal selling is superior to other forms of promotion.

b.) Personal selling can and should be directed to everyone.

A company that reupholsters furniture in fabric and style selected by the owner of the piece of furniture is more than likely an example of a: a.) process manufacturer b.) job shop c.) closed shop d.) fixed-position layout e.) continuous production facility

b.) job shop

When Nike donated $25,000 to a low-income area to provide job training, it received free and positive _____ in the news media. a.) premiums b.) publicity c.) samplings d.) knowledge e.) advertisements

b.) publicity

A falling box injured Beatrice Hix while she was helping to unload a truckload of aquariums for her employer, a pet store operator. She is receiving pay for lost work time due to the work-related injury. _____ paid her for her lost work time. a.) Hix's Medicare insurance b.) Social Security c.) Worker's compensation d.) Unemployment compensation e.) Disability benefit

c.) Worker's compensation

Business products are classified into two categories. Large, expensive items with long life spans are called _____ products, and; smaller, less expensive items with short life spans are called _____ products. a.) amortized; itemized b.) special-use; general-use c.) installation; accessory d.) revenue; expense e.) capital; expense

e.) capital; expense

Companies that use blogs in their promotions use them because they: a.) get real-time input from customers and prospects b) can have a dialogue with their clients and prospects c.) can focus on specific marketing goals d.) create and maintain relationships e.) do all of these

e.) do all of these

A marketer that took the city and the climate into consideration as marketing variables would be concerned about _____ segmentation. a.) demographic b.) benefit c.) psychographic d.) volume e.) geographic

e.) geographic

Spring Airlines is a small budget airline that is based in China. Due to the unfamiliarity of this mode of transportation in China, Spring's employees are often attacked by unhappy customers who demand compensation for flight delays. According to Herzberg, these attacks by passengers would be an example of a _____ factor. a.) job satisfier b.) self-actualizing c.) motivating d.) employee-controlled e.) hygiene

e.) hygiene