MKTG 351 Chapter 16 Test Bank
Slow feedback, high absolute-dollar outlay, and difficulty in measuring effects on sales are disadvantages of which promotion mix ingredient? Advertising Public relations Sales management Sales promotion Personal selling
Advertising
___________ links the purchase of an organization's products to support of philanthropic organizations favored by the target market. Promotion Cause-related marketing Charity-related promotion Selective demand promotion Charitable nonprofit marketing
Cause-related marketing
Deceptive promotional practices today are common because of a lack of regulation.
FALSE
During the nineteenth and early twentieth centuries, promotion was about as accurate as it is today.
FALSE
Encoding is the process by which a receiver takes the coded message received from the source and converts it into ideas and concepts.
FALSE
Feedback does not exist for mass communication.
FALSE
If a pull policy is used in promoting a product, the producer promotes the product only to the next marketing institution down the channel.
FALSE
If an organization is large and has a large promotional budget, it should utilize all four promotional methods.
FALSE
Which of the following industries is most likely to employ combative promotional efforts? Fast food Computer processors Tax-preparation services Television producers Automotive paints
Fast food
When Blue-ray disc players were first introduced to the market, what would the logical choice for promotion have been? Selective demand Pioneer promotion Comparative promotion Primary demand promotion Retention promotion
Pioneer promotion
_____ is a broad set of communication efforts used to create and maintain favorable relationships between a company and its stakeholders. Stakeholder management Personal selling Integrated marketing communications Sales promotion Public relations
Public relations
A breakfast cereal maker most likely will not use personal selling to promote its product.
TRUE
A business usually cannot operate at peak efficiency when sales fluctuate significantly.
TRUE
A communications channel is the vehicle used to transmit the coded message from the source to the receiver.
TRUE
A promotion mix is a blend of four possible ingredients, which are advertising, personal selling, public relations, and sales promotion.
TRUE
A small percentage of promotion efforts are fraudulent.
TRUE
A television advertisement that transmits several types of audio messages and visual materials may be ineffective.
TRUE
Advertising is a paid form of nonpersonal communication.
TRUE
Because we are exposed to so much promotion in our daily lives, and the purpose of promoting goods is to persuade people to buy them, a common criticism is that promotion encourages materialism.
TRUE
Certain types of promotion facilitate price competition.
TRUE
Communication is a sharing of meaning.
TRUE
Coupons are a form of sales promotion.
TRUE
Demand for a product category rather than for a specific brand is called primary demand.
TRUE
Effective promotional programs require management efforts such as planning, organization, implementation, and control.
TRUE
Firms that link the purchase of their product to philanthropic efforts practice cause-related marketing.
TRUE
If a company has very limited promotional resources, it is most likely to use mainly personal selling.
TRUE
If integrated marketing communications works as intended, customers should receive clear and consistent messages.
TRUE
Interference on one's television set during a commercial is an example of noise.
TRUE
Marketers usually decrease expenditures in advertising for products in the decline stage.
TRUE
Measuring the effect of advertising on sales is difficult.
TRUE
One positive aspect of promotion is that it informs consumers about product uses, features, benefits, prices, and locations where the products can be bought.
TRUE
One reason that promotion suffers from widespread criticism is that promotional efforts are highly visible and affect our everyday lives.
TRUE
Personal selling makes possible immediate feedback from consumers.
TRUE
Pioneer promotion neither emphasizes brand names nor compares brands.
TRUE
Product placement is a form of advertising that strategically locates products or product promotions within entertainment media to reach the product's target market(s).
TRUE
Promotion can assist salespeople in finding likely sales prospects.
TRUE
Rapid feedback enables communicators to quickly improve the effectiveness of their communication.
TRUE
While promotion does not create needs, it does capitalize on them.
TRUE
Companies tend to view promotion from many vantage points. Which of the following alternatives is most accurate? Promotion costs cause product costs to be higher. Promotion activities make up the bulk of marketing. The role of promotion is to stimulate product demand. Promotion should be directed toward numerous audiences. Most promotional efforts are performed through advertising.
The role of promotion is to stimulate product demand.
Which of the following are personal informal exchanges of communication that customers share with one another about products, brands, and companies? Guerilla communication Word-of-mouth communication Buzz marketing Viral marketing Conversational promotion
Word-of-mouth communication
The manufacturers of Whizz, a new laundry detergent, are developing their promotional plan for the first year. They know they want to use an integrated communications strategy and are considering the use of advertising through TV and magazines, coupons, public relations, sales promotion, and viral marketing. They are not sure when to use each of these methods however, and have asked for your advice. Since Whizz is a new product, which of the following promotional methods would you least recommend? magazine ads. viral marketing. television commercials. a price-reduction sales promotion. public relations.
a price-reduction sales promotion.
One of the biggest problems associated with ___________ as an element of promotion is the high absolute dollar outlay often required. personal selling advertising public relations sales promotion packaging
advertising
The use of a pull policy may require heavy expenditures for advertising and sales promotion. public relations and distribution. personal selling and public relations. distribution and advertising. sales promotion and personal selling.
advertising and sales promotion.
A paid form of nonpersonal communication about an organization and/or its products that is transmitted to a target audience through a mass medium is advertising. public relations. sales promotion. personal selling. campaigning.
advertising.
Cost efficiency, repetition, and adding product value are all potential benefits of public relations. advertising. personal selling. promotion. guerilla marketing.
advertising.
All of the following are examples of publicity-based public relations tools except press conferences. feature articles. news releases. annual reports. news stories.
annual reports.
Some critics, including consumer groups and government officials, suggest that certain products should not be promoted because they cost too much. are illegal. are potentially harmful. do not last. are not competitive.
are potentially harmful.
An attempt to create a trend or acceptance of a product through word-of-mouth communication is called guerilla marketing. viral marketing. buzz marketing. personal publicity. conversational promotion.
buzz marketing.
When introducing a new vehicle targeted to the under-30 population, Toyota used several different methods of communication. First, it did research in several large cities to find out who the opinion leaders were in that age group. By visiting the local nightlife, one or two people in each city were selected and given a new vehicle to drive for two weeks. They were told to share information about this new vehicle with their friends. After a few weeks, then a television campaign was launched with commercials introducing the new vehicle. Toyota also placed ads in magazines that were targeted to the under-30 age group, and used drive-by billboards in the large cities near the nightclub areas. Toyota's act of giving the opinion leaders a new vehicle for two weeks is best described as an example of advertising. personal selling. sales promotion. buzz marketing. push marketing.
buzz marketing.
Promotion tends to create needs. capitalize on existing needs. be overly focused on the self-actualization needs. overemphasize physiological and safety needs. avoid focusing on people's needs.
capitalize on existing needs.
When Yoplait Yogurt gives a portion of its profits to Breast Cancer Research, it is using promotion. integrated marketing communications. charity marketing. charitable promotion. cause-related marketing.
cause-related marketing.
Although a radio announcer can read several hundred words a minute, a one-minute advertising message should not exceed 150 words because most announcers cannot articulate words into understandable messages at faster rates. This illustrates the ___________ consideration in effective communication. transmission load feedback encoding noise channel capacity
channel capacity
Claire Nevsky is in charge of advertising for her company and has produced a 30-second television spot to promote one of the company's new products. One of her assistants just out of college believes that the commercial has too much visual and audio information packed into such a small amount of time. The assistant is specifically concerned about limits in the receiver's noise. coding process. encoding. channel capacity. feedback.
channel capacity.
Each communication channel has a limit on the volume of information it can handle effectively. This limit is called transmission load. feedback. encoding. noise. channel capacity.
channel capacity.
The Barrister's Deli decides to run advertisements for its lunch specials on a local FM radio station. Marketing research later reveals that the restaurant's target market listens primarily to satellite radio stations. This promotion program suffered from an error in the selection of shared symbols. targeted customers. communication channel. decoded meanings. noise minimizers.
communication channel.
A sharing of meaning defines promotion. information. noise. interference. communication.
communication.
The basic function of promotion is information. manipulation. communication. interpretation. image enhancement.
communication.
A commercial for a weight-loss program that explains that the customer pays only one dollar for every pound he or she wants to lose but specifies in fine print that the cost of meals is extra exemplifies ____________ advertising. unfair illegal deceptive push pull
deceptive
Primary demand is defined as demand for a product category. demand for a new product. consumer awareness of a product category. stimulating demand for any products. demand for a particular brand.
demand for a product category.
Communication can be viewed as a circular process because during feedback, the receiver can be viewed as the source of the message while the original source becomes the receiver. the message goes from encoding by the source to decoding by the receiver. during a personal selling situation, both verbal and nonverbal feedback can be very fast and immediate. channel capacity is determined by the least efficient component. the message goes from person to person.
during feedback, the receiver can be viewed as the source of the message while the original source becomes the receiver.
As Emily Jeffries prepares the script for a radio commercial for her boutique, she is engaging in the _______ stage of the communication process. encoding sourcing decoding sending receiving
encoding
Chris sees a television commercial for Arby's promoting its roast beef sandwiches at 5 for $5.95. Later that day he goes to the nearest Arby's for a roast beef feast, but is told that the special offer is not available at that location. Arby's seems to lack: communication. promotional efforts. integrated marketing communications. channel capacity. coordinated awareness.
integrated marketing communications.
During a one-minute television ad for Nike, the National Weather Service interrupts to announce a flash flood warning for surrounding counties. Such an occurrence is an example of ___________ in the communication process. encoding bad luck noise deflected transmission poor implementation
noise
Generally, promotion mixes for companies with extremely limited promotional budgets tend to concentrate on advertising. publicity. sales promotions. personal selling. distributor incentives.
personal selling.
To gain maximum benefit from promotional efforts, marketers must strive to become directly involved rather than indirectly involved. obtain information about the marketing environment through their MIS. realize the needs of their target market and try to meet them. properly plan, implement, coordinate, and control communications. use promotion during the growth stage of the product's life cycle.
properly plan, implement, coordinate, and control communications.
Brandon walks around behind purchasing agent Shannon Wise as she looks at the pamphlet describing Hyster's new conveyer system. Shannon stands up and walks to a table on the other side of her office. Brandon follows, but he does not understand the ___________ communication Shannon is sending. tactile proxemic kinesic verbal promotional
proxemic
The Sharper Image likes to use nonpersonal communication in news story form such as press releases for its new and improved products. This is an example of sales promotion. advertising. personal selling. publicity. kinesic communication.
publicity.
When Hershey Dark Chocolate Kisses were introduced, Hershey promoted directly to consumers and told them to ask for the product at their favorite stores. This is an example of a _________ policy. reseller promotional push customer promotional pull channel promotional
pull
A spokesperson for Mott's apple juice encourages television audiences to use its juice in the winter by serving it hot with a cinnamon stick. In this instance, Mott's is using promotion to stimulate primary demand. offset competitors' promotional efforts. facilitate reseller support. retain loyal customers. reduce sales fluctuations.
reduce sales fluctuations.
An advertisement from a ski lodge extolling the benefits of a summer getaway in the mountains uses promotion to combat competitive promotional efforts. stimulate demand. reduce sales fluctuations. encourage product trial. retain loyal customers.
reduce sales fluctuations.
Hunt's decided to put a much larger share of its promotion budget into ___________ because of the heavy reliance it will be placing on coupons in the second quarter. advertising sales promotion public relations telemarketing personal selling
sales promotion
The makers of Whizz have decided to go to several different colleges and have a contest for the dirtiest shirt. While at the colleges, they will set up several washing machines near the campus bookstore, demonstrating the power of Whizz to get these dirty shirts clean. Each contestant in the dirtiest shirt contest will receive a coupon for a free bottle of Whizz. The winner of the contest will receive a $50 gift card for the college bookstore. This method of promotion is an example of _____, and is used to stimulate _______ demand. viral advertising; primary sales promotion; selective sales promotion; primary product placement; selective product placement; primary
sales promotion; selective
In the Gillette advertisement that claims, "Gillette, the best a man can get," Gillette is the communication: receiver. transmitter. decoder. source. noise.
source.
The process of putting one's thoughts (meaning) into signs (symbols) is called decoding. noise. interference. transmission. the coding process.
the coding process.
OES Office Systems' use of fax machines to carry its advertising messages to its business customers is which component of the communication process? Communication channel Decoding process Encoding process Sharing of meaning Noise minimization
Communication channel
The use of heavy advertising in the promotion mix is least likely to occur in which product life cycle stage? Introduction Decline Maturity Growth Plateau
Decline
A marketer uses pioneer promotion in the introductory stage of the product life cycle, when there are many competitive brands.
FALSE
A news story about a product is an example of sales promotion.
FALSE
A reseller advertising a manufacturer's products is viewed as strong manufacturer support.
FALSE
Advertising is an inflexible promotional method.
FALSE
Advertising is one element of the promotion mix that is too expensive for small business firms.
FALSE
An organization's promotion mix is viewed as an unchanging part of the marketing mix.
FALSE
If a firm's promotional budget were extremely limited, for which of the following reasons would it be more likely to rely on personal selling as its main promotional tool? People are more likely to believe a human being than a print ad. TV and radio ads are not feasible for smaller companies. It can achieve more sales through business customers than through individual consumers. It is easier to measure a salesperson's effects on sales than advertising's effects on sales. The firm is charging a higher price to cover the expensive salaries of its salespeople.
It is easier to measure a salesperson's effects on sales than advertising's effects on sales.
Selective demand is demand for a certain brand.
TRUE
Which of the following target market characteristics are most important to consider before determining the promotion mix ingredients? The size, geographic distribution, and demographic characteristics The cultural diversity and population size The age, sex, religion, and race characteristics Existing product adoption categories Existing levels of price consciousness
The size, geographic distribution, and demographic characteristics
Promotional efforts designed to reduce the risk to consumers for using a product for the first time seek to stimulate demand. encourage product trial. create awareness. combat competitive promotional efforts. retain loyal customers.
encourage product trial.
A common form of tactile communication in U.S. business activities is hugging. kissing. handshaking. eye contact. head nodding.
handshaking.
Which of the following is the best example of the promotional objective of combating competitive promotional efforts? Joy advertises that its dish soap has more suds than Dawn, Sunlight, and other leading dish soaps. Joe Boxer and Kmart collaborate to promote Joe Boxer's lines of clothing and housewares. The Pork Council advertises pork as the "other white meat" and a healthier alternative to beef. After Ford promotes the towing capacity of its F-series trucks, DaimlerChrysler soon emphasizes the towing capacity of its Dodge trucks. Hyundai offers 10-year/100,000 mile warranties on its vehicles in order to give customers confidence in its brand name and automotive offerings.
After Ford promotes the towing capacity of its F-series trucks, DaimlerChrysler soon emphasizes the towing capacity of its Dodge trucks.
Channel capacity is determined by the most efficient component of the communication process.
FALSE
Viral marketing is an attempt to create a trend or acceptance of a product through word-of-mouth communications.
FALSE
When a firm uses mass communication, feedback is rapid.
FALSE
High-priced products usually depend heavily on which promotion mix ingredient? Advertising Personal selling Public relations Sales promotion Telemarketing
Personal selling
Kinesic communication is an element in which type of promotional method? Advertising Public relations Personal selling Packaging Sales promotion
Personal selling
Which promotion mix ingredient costs considerably more than advertising to reach just one person but can provide more immediate feedback? Publicity Sales management Sales promotion Personal selling Public relations
Personal selling
Newspaper ads for Blue Haven Pools offering discounted prices during October are examples of which of the following uses of promotion? Retaining loyal customers Promoting new product uses Making salespeople more effective Stimulating primary demand Reducing sales fluctuations
Reducing sales fluctuations
Public relations is a broad set of communication efforts used to create and maintain favorable relationships between the organizations and its stakeholders.
TRUE
For many consumers, the pages near the back of magazines with dozens of very small black and white advertisements exceed their channel capacity. threshold of awareness. decoding abilities. transmission limitations. noise limit.
channel capacity.
The vehicle through which the coded message is transmitted from the source to the receiver is called a(n) coder. decoder. encoder. relay channel. communication channel.
communication channel.
Often when a company introduces a new product or line extension, its promotion will focus on _____ in order to initiate the product-adoption process. creating awareness stimulating demand retaining loyal customers combating competitive promotional efforts identifying prospects
creating awareness
If children and teenagers are insisting on wearing expensive name-brand apparel, a criticism of promotion can be made that promotion forces people to spend too much. forces prices to go up. encourages materialism. creates needs. can be harmful.
encourages materialism.
Retro64 distributes free downloadable versions of its computer games for a short time. These efforts have a primary promotional objective of encouraging product trial. stimulating demand. identifying prospects. creating awareness. reducing sales fluctuations.
encouraging product trial.
In one corner of its magazine advertisement for office copiers, Epson places a small box asking for the names and addresses of individuals or companies seeking more information. Epson has included this box to facilitate ___________ for this communication. decoding feedback encoding perceptual attention noise reduction
feedback
The receiver's response to a message is ___________ for the source. feedback the communications channel noise channel capacity decoding
feedback
In order for customers to receive greater customization and service, they must be willing to: pay high prices for standard goods. give up all their rights to privacy. use the Internet for communication with companies. give information about themselves and their tastes. spend significant amounts of time to purchase products.
give information about themselves and their tastes.
As their meeting concludes, Jamal rises and thanks Gina for taking the time to come by and explain her firm's new line of industrial fasteners. A(n) ___________, which is a form of tactile communication, concludes the session. smile walk to the door handshake exchange of business cards pleasant good-bye
handshake
Effective management of integrated marketing communications is based upon: consumer attitudes towards promotion. information about customers. the communication process model. budgetary allowances. the firm's organizational structure.
information about customers.
Promotion helps consumers because it costs billions of dollars each year, which stimulates the U.S. economy. always stresses wholesome values, which benefits society. persuades consumers to make the right choices. informs consumers and places them in a position to specify the products that they seek. tends to be informative and not persuasive.
informs consumers and places them in a position to specify the products that they seek.
If a marketer of a perfume ad develops a commercial involving a man being attracted to a woman who wears a particular perfume, it is attempting to influence one's need for love and affection. safety. self-esteem. self-actualization. respect from others.
love and affection.
Promotion is communication that is managed. deceptive. persuasive. informal. product-related.
managed.
The message that a source originally encodes and the meaning a receiver ultimately decodes: contain circular feedback. may be different because of noise. are usually exactly the same. rarely are similar because of feedback. are collectively termed the communications channel.
may be different because of noise.
Sara Dickson is concerned about the effectiveness of Magnum, Inc.'s promotional messages, and is seeking an approach with immediate feedback. Sara is most likely to achieve this through television advertising. newspaper advertising. public relations. sales promotion. personal selling.
personal selling.
If promotion does not do its job of stimulating demand, then the price of the promoted product is likely to increase. price of the promoted product will remain reasonably stable. price of the promoted product will decrease. cost of promotion will decline. cost will remain about the same.
price of the promoted product is likely to increase.
By promoting the fact that "orange juice is not just for breakfast anymore," the Florida Orange Growers Association attempted to stimulate primary demand. secondary demand. competition. comparison of orange juices. demand elasticity.
primary demand.
Suppose that Toyota has decided to contract with the producer of the next James Bond 007 movie to use one of its new vehicles in a chase scene. This would best be an example of sales promotion. word-of-mouth promotion. product placement. viral marketing. publicity.
product placement.
When a salesperson varies the physical distance between himself and a customer he is using kinesic communication. personal selling. tactile communication. comfort relations. proxemic communication.
proxemic communication.
Communication through the use of brochures, annual reports, event sponsorships, and news stores is referred to as advertising. personal selling. sales promotion. publicity. public relations.
public relations.
Which of the following is not an integrated communications tactic used by Toyota? word-of-mouth communication advertising publicity personal selling sales promotion
publicity
Suppose Toyota also offered the dealership salespeople a trip to Hawaii for anyone who could sell ten of the new vehicles within the first month they were available? This tactic would be an example of _____ marketing, while the TV commercials described above would be an example of ________ marketing. pull; push personal selling; push pull; sales promotion push; pull personal selling; sales promotion
push; pull
During the decoding process, the: intensity of the transmission becomes stronger. receiver attempts to convert signs or symbols into concepts and ideas. source attempts to convert signs or symbols into concepts and ideas. source converts meaning into a series of signs or symbols that represent ideas or concepts. receiver filters noise from the feedback.
receiver attempts to convert signs or symbols into concepts and ideas.
The individual or group that decodes a coded message is called a: sender. receiver. source. decoder. receptor.
receiver.
Factors such as climate, seasons, and holidays tend to lead to the promotional objective of combating competitive promotional offers. facilitating reseller support. encouraging product trial. retaining loyal customers. reducing sales fluctuations.
reducing sales fluctuations.
Blockbuster offers its customers a Blockbuster Rewards Card that allows them to rent every sixth movie free and provides various discounts throughout the year. The primary promotional objective of programs such as this is encouraging product trial. retaining existing customers. stimulating demand. combating competitive promotional offers. reducing sales fluctuations.
retaining existing customers.
The cost of _____ is usually substantially lower than the cost of _____. stimulating primary demand; stimulating selective demand identifying prospects; encouraging product trial retaining existing customers; acquiring new customers comparative advertising; pioneer promotion personal selling; public relations
retaining existing customers; acquiring new customers
Sweepstakes, free samples, coupons, and rebates are examples of advertising. sales promotion techniques. publicity. personal selling techniques. packaging methods.
sales promotion techniques.
A consumer contest is an example of personal selling. sales promotion. advertising. indirect selling. public relations.
sales promotion.
The makers of Whizz considered a new promotional method for their product. A small box of Whizz was placed in the mailbox of college students as they came on campus in the fall. Along with the Whizz, the students received a coupon for $1.00 off their next purchase. They could receive another coupon for $3.00 off if they went online and emailed five friends at another college, telling them about Whizz. The friends could then go to a website and print a coupon for $2.00 off their next purchase. The sample boxes given to the college students are an example of ______, while the emails to the five friends are an example of _____. sales promotion; advertising sales promotion; personal selling publicity; sales promotion viral marketing; sales promotion sales promotion; viral marketing
sales promotion; viral marketing
If promotion is successful at stimulating demand, it will tend to increase prices.
FALSE
One truth about promotion is that it raises prices.
FALSE
Promotion of products tends to keep their prices high.
FALSE
Promotion that focuses on creating awareness is only important when introducing a new product to the market.
FALSE
Promotion to encourage trial use attempts to retain loyal customers.
FALSE
Proxemic communication is communication through touching.
FALSE
Public relations is a set of tools to be used primarily during crises.
FALSE
Public relations is nonpersonal communication in news story form about an organization, or its products, or both, transmitted through a mass medium at no charge.
FALSE
Sales promotion activity occurs more during peak selling periods than in off-peak selling periods.
FALSE
Tactile communication is communication through the movement of head, eyes, arms, hands, legs, or torso.
FALSE
The absolute dollar outlay for advertising is usually low.
FALSE
The promotional method most commonly used for highly personal items is personal selling.
FALSE
The receiver's response to the decoded message is called noise.
FALSE
When a push policy is used in promoting a particular product, the producer promotes the product directly to consumers.
FALSE
When encoding a message, the source should use signs or symbols that are new to the audience.
FALSE
While the specific communication vehicles employed in promotion have not changed, the fundamental role of promotion is changing.
FALSE
Word-of-mouth communication is not especially important when people are choosing restaurants and automotive, medical, and personal services such as hair care.
FALSE
Which is the best example of noise that originates with the receiver in the communication process? Sarah drives through a tunnel, and her radio signals become very weak. Maria has been studying English for two years and does not understand the symbolism being used in a commercial. Kevin simply tunes out pop-up ads on the Internet so that they don't even enter his awareness. Because of poor printing, Claire cannot read an advertisement in her local newspaper. A mother fails to hear a new commercial for diapers because her new baby is crying.
Kevin simply tunes out pop-up ads on the Internet so that they don't even enter his awareness.
During the introduction stage of the product life cycle, which type of promotion would a firm focus on? Reminder Competitive Comparative Pioneer Repetitive
Pioneer
Which of the following types of promotion informs potential customers about a product and what it is? Reminder Competitive Comparative Pioneer Repetitive
Pioneer
Frequently, Burger King restaurants offer 32-ounce glasses depicting currently popular movie characters free with the purchase of a large drink. This example illustrates Burger King's use of which one of the following elements of the promotion mix? Packaging Personal selling Sales promotion Public relations Telemarketing
Sales promotion
Procter & Gamble periodically sends out coupons and free samples of products like Downy fabric softener. This illustrates P&G's use of which of the following elements of the promotion mix? Advertising Personal selling Sales promotion Public relations Telemarketing
Sales promotion
Several forms of promotion can be used to complement personal selling efforts.
TRUE
Signs and symbols that can have more than one meaning should be avoided.
TRUE
Successful marketers that understand the significance of word-of-mouth communication seek out opinion leaders and try to encourage them to try their products in the hope they will spread favorable word about them.
TRUE
The capacity of a communication channel is determined by the least efficient component of the communication process.
TRUE
The geographic distribution of a firm's customers can affect the combination of promotional methods used.
TRUE
The phrase, purchase products, includes the acceptance of ideas and issues.
TRUE
The price of a product influences the promotion mix to be used by the producer.
TRUE
The role of promotion is to communicate.
TRUE
Today, technology is allowing marketers to be more precise in targeting individual customers.
TRUE
When a push policy is used in promotion of a particular product, the producer promotes the product only to the next channel member.
TRUE
When an individual goes out and buys a product after having seen or read an advertisement for it, feedback is occurring.
TRUE
When feedback occurs, the source becomes the receiver.
TRUE
In marketing communication terms, the speed of an Internet connection relates to decoding. feedback. encoding. noise. channel capacity.
channel capacity.
When Hamburger Helper introduced its Oven Varieties, it gave special offers to supermarkets to purchase the new product and supplemented these offers with consumer advertising. Hamburger Helper's primary objective is to facilitate reseller support. reduce sales fluctuations. combat competitive promotional efforts. encourage product trial. retain loyal customers.
facilitate reseller support.
Cooperative advertising efforts between manufacturers and retailers demonstrate the promotional objective of stimulating demand. reducing sales fluctuations. combating competitive promotional efforts. facilitating reseller support. retaining loyal customers.
facilitating reseller support.
The two main reasons for criticism of promotional activities are that promotion has some flaws, and it is deceptive. is deceptive, and it causes prices to rise. pervades our daily lives, and it creates needs in us. creates needs in us, and it encourages materialism. has some flaws, and it pervades our daily lives.
has some flaws, and it pervades our daily lives.
The basic promotional objective underlying a magazine advertisement with a direct-response information form that requests the reader to complete and mail the form to receive additional information is to retain loyal customers. facilitate reseller support. reduce sales fluctuations. stimulate primary demand. identify prospects.
identify prospects.
A direct-response information form found in a magazine advertisement that allows customers to send for more information has a primary objective of encouraging product trial. retaining loyal customers. stimulating demand. creating awareness. identifying prospects.
identifying prospects.
Bowflex uses infommercials to demonstrate its fitness products and encourage customers to call and receive a free video with more information about its products. This promotional effort is directed at creating awareness. encouraging product trial. identifying prospects. stimulating demand. retaining loyal customers.
identifying prospects.
Face-to-face communication such as product sampling and personal selling provides marketers with the highest quality feedback. nonverbal feedback only. verbal feedback only. instant feedback. highly coded feedback.
instant feedback.
If FedEx-Kinko's decided to outsource all of its marketing efforts to the MaxPro Company, which specializes in advertising, sales promotion activities, and public relations, FedEx-Kinko's would likely be striving to practice: one-stop shopping. more expertise. pioneer promotional efforts. competitive promotional programming. integrated marketing communications.
integrated marketing communications.
The coordination of promotion and other marketing efforts for maximum informational and persuasive impact defines: communication. integrated marketing communications. tactile communication. kinesic communication. proxemic communication.
integrated marketing communications.
Pioneer promotion is most likely to be used during the _____ stage of the product life cycle. maturity decline growth introduction presentation
introduction
Public relations should be used mostly to counteract any competitive promotions or negative publicity. is an element of promotion that should be handled on a continuous basis. should be used solely to respond to emergencies that could significantly damage the company's reputation. is paid communication that helps enhance a company's image by highlighting its philanthropic efforts. is generally not given much weight because the information is generated by the company itself.
is an element of promotion that should be handled on a continuous basis.
As they walk to the car, Erin Brandeis tells her sales representative, Joachin Perez, that they may need to modify the price structure they just presented to the prospect. Erin bases her statement on the way the prospect folded his arms when Joachin quoted him the prices on the new system. Joachin says he didn't notice. Erin recommends a book on ___________ communication to Joachin. tactile proxemic kinesic verbal signal
kinesic
Head nodding, winking, hand gestures, and arm motions are all forms of _________ communication. kinesic spacing proxemic touching tactile
kinesic
Channel capacity is determined by the most efficient component of the communication process. least efficient component of the communication process. source. receiver. meanings of the message.
least efficient component of the communication process.
When encoding the message, the source should use signs that have: new and exciting meanings. different meanings to different people. contemporary jargon. meanings that the target market will understand broad interpretations.
meanings that the target market will understand
Sonya is watching the six o'clock news as she prepares dinner. As commercial breaks come on, Sonya's dinner preparation would be considered a communication inhibitor. feedback. noise. decoding blocker. interference.
noise.
Selective demand is demand for a general type of product. particular brand. new product. competitor's product. service.
particular brand.
Organizations that sell products to industrial markets or a few wholesalers tend to focus their promotion efforts on advertising. word-of-mouth communication. public relations. sales promotion. personal selling.
personal selling.
Paid personal communication that seeks to inform customers and persuade them to purchase products in an exchange situation is personal promotion. advertising. personal selling. public relations. individual promotion.
personal selling.
If a pull policy is to be used in promoting a product, the firm promotes directly to consumers. promotes only to the next marketing institution down the marketing channel. promotes the product to retail stores only. promotes the product to wholesalers only. must also use the push policy to be effective.
promotes directly to consumers.
If the push policy is used in promoting a product, the firm promotes directly to consumers. promotes only to the next marketing institution down the marketing channel. promotes the product to wholesalers only. promotes the product to retailers only. will be assured of having an effective promotional mix.
promotes only to the next marketing institution down the marketing channel.
Advertising, personal selling, sales promotion, and public relations are called promotion mix ingredients. marketing mix components. characteristics of a product. advertising tools. nonpersonal communication.
promotion mix ingredients.
Promotion can help keep prices lower because demand for the product does not increase. promotion of prices intensifies price competition. promotion of prices leads to nonprice competition. promotion tends to reduce consumers' price sensitivity. promotion tends to stabilize a product's price elasticity of demand.
promotion of prices intensifies price competition.
Communication that builds and maintains favorable relationships by informing and persuading one or more audiences to view an organization more positively and to accept its product is the role of the vice president of sales. manipulation. promotion. information. sales promotion.
promotion.
Sierra is driving to work on I-95 and notices a billboard for new salads at Wendy's. She reads the message and sees the pictures of the new salads. In this case, Sierra is the _____ and Wendy's is the _____ of this communication. receiver; source audience; promoter decoder; coder communicatee; communicator feedback; noise
receiver; source
An activity and/or material that offers added value or incentive to resellers, salespeople, or consumers is advertising. personal selling. public relations. sales promotion. packaging.
sales promotion.
If the manufacturers of Whizz were to partner with Whirlpool to place a bottle of Whizz in each new washer that is purchased during the first year, this would be an example of advertising. sales promotion. viral marketing. packaging. publicity-based public relations.
sales promotion.
Marketers of highly seasonal products tend to have more irregular use of advertising. sales promotion. public relations. personal selling. marketing.
sales promotion.
When McDonald's uses the Monopoly game in which customers receive game pieces with each visit and try to assemble a set of properties to win prizes, McDonald's is utilizing sales promotion. advertising. guerilla marketing. personal selling. public relations.
sales promotion.
When a marketer makes an effort in promotion to point out the strengths and benefits of a specific brand, it is an attempt to build _________ demand. primary secondary selective economic competitive
selective
When Sears promotes the benefits and strengths of its Kenmore brand appliances, it is attempting to build primary demand. pioneer promotion. prospects. brand awareness. selective demand.
selective demand.
A person, group, or organization that has a meaning it intends and attempts to share with a receiver or an audience is a: communications channel. source. relay channel. decoder. sender.
source.
When a source converts meaning into a series of signs or symbols representing ideas or concept, the source is undergoing communication. the coding process. the decoding process. the conversion process. communications channel.
the coding process.
Andrea receives an e-mail from her sister-in-law that is actually a recommendation for a website with a demonstration of a new home hair-coloring system. She later discovers that her sister-in-law received a free trial kit for passing Andrea's and four other friends' e-mail addresses along to the marketer. This is known as viral marketing. buzz marketing. guerilla marketing. a word-of-mouth pyramid. personal advertising.
viral marketing.
If a manufacturer decides to use a push policy to promote its products, it is most likely to focus its efforts on retailers. wholesalers. ultimate consumers. other producers. institutional users.
wholesalers.