MKTG 3650 Exam 2

The ad (below) suggests that the advertiser probably employed which of the following competitive positioning strategies?

"Like and better than"

Generic Products

"No-name" product in plain package with stark lettering

Team Processes (elements)

* Common Plan and Purpose * Specific Goals * Team Efficacy * Team Identity * Team Cohesion * Mental Models * Conflict Levels * Social Loafing

Team Context What Factors Determine Whether Teams Are Successful?

-Adequate resources -Leadership and structure -Climate of trust -Performance evaluation and reward systems

Personality of members

-Big five personality model -high on conscientious and openness to perform better -agreeableness: moderate is ok

2 elements of effective teams

-Differ in form and structure -is team work preferable to individuals work

Producer's Brand (Manufacturer's Brands & National Brands) Disadvantage

-Offers lower profit margins for middlemen -Manufacturer maintains control; may withdraw at any time -Customers may go elsewhere for brand if do not stock

The Firm's primary purpose for segmenting larger markets into more homogeneous submarkets in which members share common consumption, demographic, psychographic, and attitudinal characteristics is that members of such segments tend to:

-Prefer similar products possessing similar product features, attributes, and benefits. -Respond similarly to a given promotional messages -React similarly to the same pricing strategies -Prefer to buy through the same distribution channels

Which of the following are commonly employed to profile market segments once they are created?

-Psychographics. -Mediagraphics. -Geographics.

Conflict Levels

-Relationship conflict -Task conflict

Specific Goals

-Successful teams translate their common purpose into specific, measurable, and realistic performance goals -Focus on getting results

Which of the following is true of "niches" as market segments?

-They are the smallest operational market segment. -Consumers in niches are more similar to one another in terms of purchase-related characteristics than. consumers in other market segments -Consumers within a given niche tend to response similarly to a given marketing program. -Niches tend to attract less competition than other types of market segments.

Abilities of members

-a team's performance is not merely the summation of its individual members abilities. - these abilities set limits on what members can do and how effectively they will perform on a team.

Effective Teams (elements)

-adequate resources -leadership and structure (who does what) -Climate of trust (leaders from members) -Performance evaluations and rewards

Team efficacy

-confidence in themselves -motivates them to work harder -Increase by: Greater abilities of team members

What can you do to encourage group cohesiveness?

1) Make the group smaller, 2) encourage agreements with group goals, 3) increase the time members spend together, 4) increase the group's status and the perceived difficulty of attaining membership, 5) stimulate competition with other groups, 6) give rewards to the group rather than to individual members, 7) physically isolate the group.

How might Whirlpool benefit if appliances it manufactured were sold at Sears under the Kenmore brand name?

1. It would allow Whirlpool to utilize its working capital more effectively. 2. It would allow Whirlpool to generate additional sales volume. 3. It would allow Whirlpool to use its production resources more effectively. 5. It would allow Whirlpool to increase plant capacity.

Self-managed Teams

10 to 15 people (self evaluating each other) take responsibilities of their former supervisors Planning and scheduling work assigning tasks to members making operation decisions take action on problems work with suppliers and customers

Problem Solving Team

5-10 hourly employees same department improving on quality, efficiency, and work environment (E.g. Merrill Lynch)

Groupshift

A change between a group's decision and an individual decision that a member within the group would make; the shift can be toward conservatism or greater risk but it generally is toward a more extreme version of the group's original position

Star Wars dolls, book bags, sweatshirts and posters seemed to become popular overnight. After about six months, you were able to buy Star Wars products at flea markets and garage sales for less than 25 percent of their original cost. Star Wars-related products exemplify:

A fad

Assume Kellogg's is planning to market a line of CD-ROM disks. Which of the following brand strategies would Kellogg's be LEAST likely to use?

A family brand with the Kellogg's name.

Which of the following are advantages of mass-marketing?

A large pool of potential customers exists Scale economies in production and marketing can potentially be obtained Scale economies, if achieved, can yield low prices Firms still can differentiate their brands from those of competitors via creative promotion ALL OF THE ABOVE

Vision (this is how charismatic leaders influence follower)

A long-term strategy for attaining a goal by linking the present with a better future for the organization

Consider the overall market for beverages in the US. This market consists of both alcoholic and non-alcoholic drinks. Within the alcoholic portion of the market there are a large range on different types of alcoholic drinks, including wines, beers, hard liquors, etc. In addition, each of these later alcoholic lines of beverages can be further subdivided into. For example, beers can be, as a minimum, divided into ales and lagers, with many subcategories within these broader groups. If one is seeking to enter the beer brewing business and is conducting an MOA, they might define the category of ales to be:

A macro-segment

Consider the overall market for beverages in the US. This market consists of both alcoholic and non-alcoholic drinks. Within the alcoholic portion of the market there are a large range on different types of alcoholic drinks, including wines, beers, hard liquors, etc. In addition, each of these later alcoholic lines of beverages can be further subdivided into. For example, beers can be, as a minimum, divided into ales and lagers, with many subcategories within these broader groups. If one is seeking to enter the beer brewing business and is conducting an MOA, within the category of ales exists the subcategory of English ales which might be considered:

A micro-segment or niche

Reference Groups

A person is aware of other members, defines themselves as a members or would like to be a members, and feels group members are significant to them.

What determines Status? Ability

A person's ability to contribute to a group's goals, they are critical to the group's success and tend to have high status.

Trust

A psychological state that exists when you agree to make yourself vulnerable to another because you have positive expectations about how things are going to turn out

Group Property 1: Role

A set of expected behavior patterns attributed to someone occupying a given position in a social unit

Group Property 3: Status

A socially defined position or tank given to groups or group members

Status Characteristics Theory

A theory that states that differences in status characteristics create status hierarchies within groups

Examine the image on the right. "speedy" best illustrates which of the following for the Alka Seltzer brand?

A trade character

Brand Mark is

A unique symbol that is part of a brand. The logo is normally incorporated into the brand mark.

QQ - 1. Which of the following statements best defines a work group?

A work group interacts primarily to share information, rather than to engage in work that requires joint effort

When an appraiser rates employees based on items on a continuum with the points reflecting actual behaviors on a given job, this type of evaluation is called ________. A) BARS B) critical incident C) graphic rating scale D) group order ranking E) assessment center evaluation

A) BARS

58) Your ________ determines the lowest value acceptable to you for a negotiated agreement.

A) BATNA

Charlie Woods started working for E-Z Freeze, a major frozen food company, as a college intern. Most recently, Charlie had held the position of VP Marketing. Now however, as a result of a change in corporate leadership, Charlie finds himself unemployed for the first time in decades. Looking for a new job has been an eye-opening experience for Charlie. He has been especially frustrated with his lack of success in getting even a call back for the applications he has completed online. Which of the following best describes why Charlie may not be getting the initial feedback he thinks he should be receiving? A) His online applications don't have the right keywords. B) His background checks have been negative. C) He is unwilling to relocate. D) He lacks cross-company experience. E) He lacks cultural diversity.

A) His online applications don't have the right keywords.

37) ________ is one way to achieve unfreezing of an organization's status quo.

A) Increasing the driving forces directing behavior away from the status quo

44) Which of the following statements is true regarding a matrix structure?

A) It breaks the unity-of-command concept.

51) Which of the following statements is true regarding distributive bargaining?

A) It operates under zero-sum conditions.

26) According to a 2011 survey, many workers in Qtopia Inc. are dissatisfied with their jobs. The survey revealed that most of the dissatisfied workers believe that they have very little control over their job assignments. Therefore, to increase workers' job satisfaction, Boris, a production manager, feels they need to only concentrate on changing the dissatisfied workers' beliefs regarding the degree of control they have over their job assignments. Which of the following, if true, would weaken the conclusion made by Boris?

A) Many dissatisfied workers feel that their wages are too low and working conditions are unsatisfactory.

34) Which of the following, if true, would strengthen the argument to use coercive techniques in this situation?

A) The company is on a tight deadline to complete a major project for an important client.

69) In which of the following situations is mediation most likely to be effective?

A) The conflict between the parties involved in mediation is at a moderate level.

Which of the following, if true, will weaken the company's decision? A) The majority of the company's employees have only a basic level of education. B) The company recently instituted a technical skills improvement program for shop floor employees. C) The existing shop floor employees have high potential and personal ambition to rise in their careers. D) Sirius Corp. just opened a new manufacturing facility in New Mexico. E) Several top performing entry level employees have received offers from rival companies.

A) The majority of the company's employees have only a basic level of education.

20) Anna's company needs to dramatically cut costs, speed decision making, and increase flexibility. Which of the following structural decisions will help her achieve the desired objectives?

A) increasing the span of control

Which approach to performance evaluation rank-orders employees from best to worst? A) individual ranking B) group order ranking C) paired comparison D) straight ranking E) associative ranking

A) individual ranking

56) The management has decided to try to find a win-win solution to help both parties resolve their differences. Management is attempting to engage in ________ bargaining.

A) integrative

Which of the following have/has proven to be a particularly good predictor for jobs that include cognitively complex tasks? A) intelligence tests B) integrity evaluations C) work sampling D) drug tests E) behavioral assessment

A) intelligence tests

Which of the following tends to have a disproportionate amount of influence on employee selection decisions? A) interview B) written test C) performance-simulation test D) work sampling method E) personality test

A) interview

43) You describe to your students a new committee within the university that brings together specialists from all different departments to develop a new interdisciplinary program. The structure of the committee best meets the definition of the ________ structure.

A) matrix

61) A(n) ________ model is generally synonymous with the bureaucracy in that it has highly standardized processes for work, high formalization, and more managerial hierarchy.

A) mechanistic

73) Megatron wants to bring in a neutral third party who will facilitate a negotiated solution by using reasoning, persuasion, suggesting alternatives, and the like. This person is known as a(n) ________.

A) mediator

In order to assess the management skills of the applicants, Scarlet should ________. A) use an assessment center B) verify the applicants' job histories C) conduct a medical test D) conduct a drug test E) conduct a behavioral assessment test

A) use an assessment center

18) A ________ is consistent with recent efforts by companies to reduce costs, cut overhead, speed up decision making, increase flexibility, get closer to customers, and empower employees.

A) wider span of control

Which performance evaluation method requires no complex forms or extensive training to complete? A) written essays B) critical incidents C) graphic rating scales D) behaviorally anchored rating scales E) assessment center rating

A) written essays

Group Property 2: Norms

Acceptable standards of behavior shared by their members that express what they ought and ought not to do under certain circumstances

44) ________ is a change process based on systematic collection of data and selection of a change action based on what the analyzed data indicate.

Action research

With respect to measuring consumers' lifestyles, the acronym AIO stands for:

Activities, Interests, Opinions

Producer's Brand (Manufacturer's Brands & National Brands) Advantage

Advantages to middlemen • Product is "pre-sold" to target customers • Stronger brand preferences, higher turnover rates • Producer must promote, maintain quality • Middlemen do not lose customers; brand loses

5) The key characteristic of organizational culture that addresses the degree to which people are competitive rather than easygoing is termed ________.

Aggressiveness

"Consistent delivery" for differentiating the services offered by a Firm involves:

All of the above

Which of the following are ways in which Firms seek to manage their services brand?

All of the above

During the introductory stage of a product's life cycle:

All of the above are true.

Brainstorming

An idea-generation process that specifically encourages ant and all alternatives while withholding any criticism of those alternatives Members freewheel as many alternatives they can think of Encourages members to think the unusual

An oil drilling platform maintained by BP in the Gulf of Mexico is best classified as:

An installation

Least Preferred Co-Worker Questionnaire

An instrument that purports to measure whether a person is task or relationship oriented

Psychological Contract

An unwritten agreement that exists between employees and employer Mutual expectation: what managers expect from workers and vice versa

Brand Identifier is

Any name, term, symbol, sign, design, or unifying combination of these that identifies one product from another competitive product.

Which of the following is least characteristic of installations?

Are 'used up' in daily operations

Jane is attending UNT on an ROTC scholarship. Her overwhelming desire is to become a fighter pilot. Jan has always identified with the values and norms exhibited by Air Force officers. In Jane's eyes, the Air Force is a(n):

Aspirational reference group

Resource Allocation Norms

Assignment of difficult jobs and distribution of resources like pay or equipment

A leader high in initiating structure is someone who......

Assigns group members to particular tasks, expects workers to maintain definite standards of performance, and emphasizes the meeting of deadlines

Consumer lifestyle characteristics are normally measured with a combination of measures that assess the following characteristics except __________.

Attitudes

Consumers hold beliefs about Harley-Davidson motorcycles related to the brand's country of origin, styling, performance, price, image, reliability, etc. Based on these beliefs on these dimensions, consumers then may form an overall favorable or unfavorable emotional response to the brand. These overall emotional responses are those consumers' ____________ toward the Harley-Davidson brand.

Attitudes

Jon is comparing alternative models of SUVs for potential purchase. As he compares these cars he is accumulating knowledge about their characteristics, features, performance, price, reliability. He is also forming favorable or unfavorable impressions of the SUVs. From a marketing perspective, these latter impression constitutes Jon's ___________ about the SUVs.

Attitudes

_________ are relatively enduring, consistent, deeply-held evaluations, feelings, and behavioral tendencies held toward objects, events, places, or experiences such as products, persons, ideas, places, or experiences.

Attitudes

Coke for its caffeine-free Diet Coke advertising that the "best things in life are free," meaning free of both sugar and caffeine. The implied positioning strategy is:

Attribute

There are a number of common sources of key "determinant dimensions" employed to help define positioning strategies include. Which of the following is not one of those sources?

Attributes employed during the perceptual mapping process

Substitutes

Attributes, such as experience and training, that can replace the need for a leader's support or ability to create structure

Individual Brands Advantages

Avoids confusion over image if products are very different. Target different market segments with similar products. Can encourage "variety seeking". No repercussion with new product failure.

The approach to evaluation that uses feedback from those who have daily contact with an employee (everyone from mailroom personnel to customers to bosses to peers) is termed ________. A) critical incidents B) 360-degree evaluation C) assessment center D) multiperson comparisons E) downward evaluation

B) 360-degree evaluation

Drug testing is controversial. Which of the following is an argument used against drug testing? A) The results of drug tests can be faked easily. B) Drug use is a private matter. C) Drug tests are costly. D) Drug tests are generally inaccurate. E) Drug tests are injurious to a person's health.

B) Drug use is a private matter.

39) Which of the following is the first step in Kotter's eight-step plan for implementing change?

B) Establish a sense of urgency by creating a compelling reason for why change is needed.

________ ranking requires the evaluator to place employees into a particular classification, such as top one-fifth or second one-fifth. A) Individual B) Group order C) Paired D) Fractional E) Percentile

B) Group order

21) Which of the following statements is true regarding the functions of culture in an organization?

B) It conveys a sense of identity for organization members.

21) Which of the following is a drawback of a narrow span of control?

B) It is more expensive

53) Who coined the term boundaryless organization?

B) Jack Welch

16) Which of the following statements, if true, would weaken the argument favoring increased span of control?

B) Performance reports from the last few years show that teams that were monitored closely had higher productivity.

10) Chain of command is a key element of an organization's structure. Which of the following key questions is addressed by this element?

B) To whom do individuals and groups report?

Companies in which of the following countries would emphasize formal performance evaluation systems more than informal systems? A) Argentina B) United States C) Chile D) India E) China

B) United States

2) Which of the following statements is true regarding work specialization?

B) Work specialization decreases the time spent in changing tasks.

31) Macy does not like a few of the standard operating procedures adapted for the new project. However, she discussed the items with the team and told them that she realized she was in the minority and that she would adapt the new procedures to maintain smooth operations within the team. This type of conflict-handling intention is called ________.

B) accommodating

Elaborate sets of performance-simulation tests specifically designed to evaluate a candidate's managerial potential are ________. A) less effective than work sampling B) administered in assessment centers C) similar to personality tests D) considered drawbacks of some management development programs E) likely to skew the results of behavioral samples

B) administered in assessment centers

Which of the following is most likely to be used for preliminary "rough cuts" to decide whether an applicant meets the basic qualifications for a job? A) drug test B) application form C) HR interview D) written test E) technical interview

B) application form

Which of the following is an on-the-job training method? A) live classroom lectures B) apprenticeships C) public seminars D) podcasts E) self-study programs

B) apprenticeships

74) The home buyer wants to bring in a third party who will have the authority to dictate an agreement. This person will be a(n) ________.

B) arbitrator

26) The conflict-handling intention of collaborating is ________.

B) assertive and cooperative

12) Which of the following terms refers to the rights inherent in a managerial position to give orders and expect them to be obeyed?

B) authority

44) The terms negotiation and ________ are used interchangeably.

B) bargaining

70) What are the key dimensions to any organization's environment?

B) complexity, volatility, and capacity

33) Which of the following conflict-handling intentions involves accepting a solution that provides incomplete satisfaction of both parties' concerns?

B) compromising

Which of the following terms refers to the actions that actively damage the organization, including stealing, behaving aggressively toward co-workers, and being late or absent? A) citizenship B) counterproductivity C) task orientation D) satisficing E) groupthink

B) counterproductivity

Which of the following evaluation methods focuses the evaluator's attention on those behaviors that are key to executing a job effectively? A) forced comparison B) critical incident C) graphic rating scale D) behaviorally anchored rating scale E) written essay

B) critical incident

60) During which phase of the negotiation process do the parties exchange their initial proposals or demands?

B) definition of ground rules

61) In a negotiation process, which of the following activities is most likely to be included in the definition of ground rules step?

B) determining time constraints, if any, applicable to negotiation

59) In a negotiation process, which of the following activities is most likely to be included in the preparation and planning step?

B) determining your best alternative to a negotiated agreement

Between the late 1960s and the mid-1980s, the use of written tests declined because they were characterized as ________. A) unprofessional B) discriminatory C) unreliable D) invalid E) mathematically flawed

B) discriminatory

54) As both sides agree that they are competing over a fixed amount of resources, each side feels that what one side wins, the other loses. Based on this information, we can say that the two sides are engaged in ________.

B) distributive bargaining

The concept of ________ can be applied to appraisals to increase the perception that employees are treated fairly. A) selective evaluation B) due process C) multiple raters D) selective retention E) counterproductivity

B) due process

12) Conflict between two people is called ________ conflict.

B) dyadic

Which of the following methods of performance evaluation allows for quantitative analysis and comparison? A) critical incident B) graphic rating scale C) assessment center evaluation D) written essay E) group order ranking

B) graphic rating scale

33) The selection process helps sustain the organization's culture by ________.

B) hiring candidates who fit well within the organization

46) All of the following are benefits of conflict in organizations except ________.

B) increased groupthink

19) A narrow span of control ________.

B) is expensive because it adds levels of management

37) The key concept that underlies all bureaucracies is ________.

B) standardization

17) Conditions that can create conflicts can be classified into three categories. Which of the following is one of these three categories that includes variables such as jurisdictional clarity, member-goal compatibility, and leadership styles?

B) structure

9) Cultures that tend to develop in large organizations to reflect common problems or experiences faced by the members in the same department or location are often called ________.

B) subculture

7) Conflict that relates to the content and goals of work is called ________ conflict.

B) task

46) A ________ organization is a small, core organization that outsources major business functions.

B) virtual

48) You are the CEO of Achilles Incorporation. You have decided to hire other organizations to perform many of the basic functions of your business. You have hired an accounting firm to keep your records, a recruiting firm to handle human resource functions, and a computer firm to handle all records. To keep costs down, you are looking for other areas in which to outsource operations. You have chosen to operate your business as a ________.

B) virtual organization

57) You have recently started your business with a small capital investment. Your business needs a very high degree of flexibility so that you can quickly respond to environmental changes and you are also interested in minimizing costs. Which of the following types of organizations is best suitable for your business?

B) virtual organization

A product's core benefits and physical characteristics comprise the ______________ level of product.

Basic

Which of the following is least characteristic of "niches" as market segments?

Because of their small sizes, it is tough to establish a differential advantage over competing brands.

Which of the following is the most likely reason the advertiser ran the Rollerblade ad below?

Because the brand is in danger of becoming 'generic' and the ad emphasizes the equity associated with brand ownership

Which of the following is the most likely reason the advertiser ran the Rollerblade ad below? "Whats in the name? Everything

Because the brand is in danger of becoming 'generic' and the ad emphasizes the equity associated with brand ownership ( This ad is meant to reinforce the idea that Rollerblade is one type of in-line skate -- it is a brand of in-line skate and should not be confused with the entire product category.

74) Excessive smoking, substance abuse, and sleep disorders are all examples of ________ symptoms of stress.

Behavioral

Jon is comparing alternative models of SUVs for potential purchase. As he compares these cars he is accumulating knowledge about their characteristics, features, performance, price, reliability. From a marketing perspective, this knowledge constitutes Jon's ___________ about the SUVs.

Beliefs

Shaping consumers' attitudes about new products generally requires that marketers first attempt to create positive __________ about these products.

Beliefs

____________ are descriptive thoughts that consumers have about objects, events, places, or experiences such as products, persons, ideas, places, or experiences. With respect to products, these thoughts are formed as consumers accumulate knowledge about products' characteristics and their performance.

Beliefs

Individual Brand Names. Each product item is branded separately; lives & dies on its own

Best when firm produces products that are very different & vary in quality. Procter &Gamble.

Are Charismatic Leaders Born or Made?

Both!

58) You decide to eliminate horizontal, vertical, and external barriers within your organization. You want to operate as a ________ organization.

Boundaryless

Being too quick to criticize new product ideas is considered to be one the biggest pitfalls of _______________ .

Brainstorming

The synaptic associations in a consumers mind that hold all the feelings, images, sensations, experiences, and other content representing a brand is called

Brand Schema

BIC introduced its line of disposable pens in 1959. It subsequently introduced line of disposable lighters and razors in the 1970s. BIC apparently used which branding strategy to launch these later products?

Brand extension

The idea is complex and beyond the understanding of most potential users

Brand name.

The part of the brand that consists of words, letters, and/or numbers that can be vocalized is called the:

Brand name.

Which of the following is not one of the recommended actions to foster increased creativity?

Build "associative barriers" to insulate the idea against competing points of view

69) Larry has an employee who is amazing at clearly seeing rules and enforcing them. He has recently promoted her to the lead position in quality assurance. Which method of creating a positive organizational culture is Larry utilizing?

Building on employee strengths

22) Which of the following tactics for overcoming resistance to change is most likely to be beneficial when employees' fear and anxiety are high?

Building support and commitment

Transformational leadership _______ ___ transactional leadership and produces levels of follower effort and performance beyond what transactional leaders alone can do.

Builds on (does not apply vice versa)

74) How can U.S. managers be culturally sensitive?

By listening more

8) Which of the following statements is true regarding an organization's culture?

C) A dominant culture expresses the core values shared by a majority of the organization's members.

25) ________ refers to the degree to which decision making is concentrated at a single point in the organization.

C) Centralization

1) ________ is defined as a process that begins when one party perceives another party has or is about to negatively affect something the first party cares about.

C) Conflict

41) John Kotter built on Lewin's three-step model to create a more detailed approach for implementing change. Which of the following steps in Kotter's eight-step plan for implementing change represents the unfreezing stage in Lewin's three-step model?

C) Create a new vision to direct the change and strategies for achieving the vision.

36) The division manager at Xperience Inc. wants to replace the SAP ERP currently used in his division with Epicor ERP as it costs 30 percent less to train new staff in Epicor ERP. But this leads to a conflict with the general manager, who insists that they can simply hire only people who already know how to use SAP ERP. Which of the following, if true, weakens the general manager's objection to the replacement of SAP ERP with Epicor ERP?

C) Experienced users of SAP ERP command much higher salaries than do prospective employees who have no experience in the use of any ERP.

43) Which of the following statements is true regarding random socialization?

C) In random socialization, new employees are left on their own to figure things out.

53) Which of the following statements is true regarding integrative bargaining?

C) Integrative bargaining focuses on long-term relationships.

Which of the following is an off-the-job training method? A) job rotation B) formal mentoring programs C) Internet courses D) job enlargement E) apprenticeship

C) Internet courses

35) Which of the following statements is true about the simple structure?

C) It becomes increasingly inadequate as an organization grows

Which of the following is not an ideal feature of a benefit program? A) It should be uniquely suited to the organizational culture. B) It should be sustainable in the long run. C) It should clearly outline expectations for conduct. D) It should reflect the values of the organization. E) It should demonstrate economic feasibility.

C) It should clearly outline expectations for conduct.

10) Jean works for Fahrenheit Publishing ,which is a publisher of scientific journals. The company is dominated by low risk taking and high attention to detail. Jean's department is committed to high team orientation and provides many team-building activities in which Jean and other department members work together and socialize. Which of the following statements best describes Jean's department?

C) Jean's department has developed a subculture.

37) According to a newly added office smoking regulation, only employees who have an enclosed office may smoke at their desks. This leads to a major conflict between various employees as virtually all employees with enclosed offices are higher-level managers and all other employees lack enclosed offices. Therefore, the lower-level employees who smoke argue that they should be offered enclosed offices. Which of the following, if true, strengthens the employees' argument?

C) The smoking regulations allow all employees who smoke an equal opportunity to do so, regardless of an employee's job level.

Which of the following statements is true concerning international selection practices? A) Structured interviews are popular in all countries. B) Beliefs about how one should conduct an interpersonal interview are consistent across countries. C) The use of educational qualifications in screening candidates seems to be a universal practice. D) Employee selection policies and practices do not require modification from one country to another. E) Individuals are typically much more effective at selecting candidates than groups.

C) The use of educational qualifications in screening candidates seems to be a universal practice.

24) In an organization, top managers make all the decisions and lower-level managers merely carry out their directives. This organization is most likely to be characterized by ________.

C) a high degree of centralization

3) Tescra Education is an educational publishing company that provides textbooks in the area of higher education. The company has been in business for almost 20 years now and has earned substantial profits during this period. Which of the following trends, if true, would drive the company to change its business strategy?

C) a need for learning environments where students feel safe to apply the knowledge they've acquired in the classroom to real-life situations

14) According to the principle of unity of command, ________.

C) an individual should be directly responsible to only one supervisor

3) For much of the first half of the twentieth century, managers viewed work specialization as ________.

C) an unending source of increased productivity

70) Which of the following methods of third-party negotiation always results in a settlement?

C) arbitration

27) Which of the following conflict-handling intentions is unassertive and uncooperative?

C) avoiding

29) Luke's cubicle neighbor Leia, though an understanding and great co-worker, talks loudly on the phone. Luke gets annoyed every time Leia's phone rings, but he has decided it's simply not worth the trouble to talk to her about it. Luke's conflict-handling intention is called ________.

C) avoiding

42) A collectivist Chinese manager is most likely to use which of the following techniques for conflict management?

C) avoiding

38) Which of the following is a conflict-stimulation technique?

C) bringing in outsiders

41) You extol the virtues and benefits of standardization. You are most likely to be promoting the ________.

C) bureaucracy

62) Bill is negotiating for the labor union. Today, he is presenting the evidence and papers that demonstrate the average wages in the area, the cost of healthcare for the average worker, and a pie graph demonstrating how these costs affect the new salary request. Which phase of the negotiation process is Bill currently in?

C) clarification and justification

32) Which of the following conflict-handling intentions is assertive and uncooperative?

C) competing

71) Liz is the lead editor for a small, city newspaper. One of her advertising sales representatives is pulling in a lot of restaurant clients. Liz realizes that the representative is quite knowledgeable about food and speaks quite elegantly when describing different dishes. She has begun discussing with the representative the possibility of collaborating with a writer to include a weekly restaurant review that includes the representative on the byline. After the first couple of reviews, the representative is able to increase ad sizes and sales. He is very happy with his new job diversification. Which aspect of creating a positive organizational culture is Liz utilizing?

C) emphasizing individual vitality and growth

49) The major advantage of a virtual organization is its ________.

C) flexibility

64) In a negotiation process, which of the following activities is included in the closure and implementation step?

C) formalizing the agreement that has been worked out

Which of the following is a form of background check? A) aptitude test B) offer letter C) letters of recommendation D) application form E) work-sample test

C) letters of recommendation

39) Which of the following types of organizational designs combines two forms of departmentalization, functional and product?

C) matrix structure

47) A virtual organization is also known as a(n) ________ organization.

C) modular

43) Which of the following terms best describes the process that occurs when two or more parties decide how to allocate scarce resources?

C) negotiation

57) Which of the following is the first step in the negotiation process?

C) preparation and planning

15) When your work group disagrees, the disagreements usually concern how the group's work should be accomplished. The type of conflict experienced by your group is known as a ________ conflict.

C) process

72) Organizations that promote a spiritual culture ________.

C) recognize that people seek to find meaning and purpose in their work

31) The clerical and editorial employees in a publishing house need to be at their desks by 8:00 AM and follow a set of precise procedures dictated by management. The jobs of these clerical and editorial employees ________.

C) score high on the degree of formalization

32) A ________ is characterized by a low degree of departmentalization, wide spans of control, authority centralized in a single person, and little formalization.

C) simple structure

49) In the case of a distributive bargaining, the ________ point indicates what a person would like to achieve out of the negotiation.

C) target

13) If you support the idea that conflict should be eliminated, you are supporting which of the following views of conflict?

C) the interactionist view

1) The term which is used to describe the degree to which tasks in an organization are subdivided into separate jobs is called ________.

C) work specialization

73) Which of the following terms refers to the recognition that people have an inner life that nourishes and is nourished by meaningful work that takes place in the context of community?

C) workplace spirituality

6) According to the interactionist view, ________ conflicts support the goals of the group and improve its performance.

C)functional

76) Harald is opening a manufacturing plant with a mechanistic and centralized structure. Employees from which of the following countries will be least comfortable with this type of a structure?

Canada

When Proctor and Gamble introduces a new flanker brand into any of its existing product lines they typically experience some lost sales for other brands in that line. These lost sales are called....

Cannibalization

71) Which of the following dimensions of an environment describes the degree to which the environment can support growth?

Capacity

With respect to the steps involved in enhancing your personal creativity, encouraging yourself to go after the toughest and most important problems is:

Capturing yourself

With respect to the steps involved in enhancing your personal creativity, ensuring that you record your ideas and not let them slip away is:

Capturing yourself

With respect to the steps involved in enhancing your personal creativity, ensuring the you record your ideas and not let them slip away is:

Capturing yourself

Which of the following are steps toward enhancing your own personal creativity?

Challenging yourself Capturing yourself Broadening yourself Einstein-ing yourself

8) ________ are persons who act as catalysts and assume the responsibility for managing refinement activities.

Change agents

Five Stage Model - Forming Stage

Characterized by a great deal of uncertainty about the group's purpose, structure, and leadership. "Test the Waters" to determine what behaviors are acceptable.

Coca Cola's failed introduction of New Coke was highly regarded as a failure of marketing research. The research that was conducted did not account for the emotional ties consumer have with brands based on previous consumption experiences. Which learning theory probably best explains how these associations are formed?

Classical Conditioning

Consumer advocacy groups fear that beer ads that continuously portray its consumption in 'festive' party settings may lead children to equate having fun with drinking. This fear is tied to a belief that children are more susceptible to the power of:

Classical conditioning

Typical advertisement for colognes, perfumes, liquors, and cigarettes attempt to link their brands to attractive lifestyle themes. The intention is to elicit a positive emotional response to the brand by virtue of the linkage. The advertiser probably is applying which learning theory discussed in class?

Classical conditioning

Typical advertisements for colognes, perfumes, liquors, and cigarettes attempt to link their brands to attractive life style themes. The intention is to elicit a positive emotional response to the brand by virtue of the linkage. The advertiser probably is applying which learning theory discussed in class?

Classical conditioning

Common plan and purpose

Clear sense of what needs to be done and how

Gatorade recently teamed up w tiger woods to market sports drink the branding strategy used in the add illustrates ____ and is considered to be an excellent strategy for extending the _____ stage of the PLC for some products .

Co branding maturity

Dutch Boy has teamed with Arm & Hammer to come up with Refresh, a wall paint that absorbs odors. This is an example of _______.

Co-branding

Example of informal group

Co-workers that regularly have lunch or coffee

7 ups uncola ads in the 70s promoting 7-up as an alternative to regular colas is an example of _____ positioning in action

Competitive

12) Which of the following resistances to change is overt and immediate?

Complaint

When expanding the Firm's product mix by adding new product lines the least risky approach is to ensure that these new lines are ___________ existing lines in the mix.

Consistent with

51) Which of the following is most likely to be a drawback of a virtual organization?

Constant flux and reorganization

The study of the range of factors that influence the decisions made by, and the buying behaviors of, final consumers as they acquire, consume, and dispose of products is referred to as:

Consumer behavior (CB)

Geographic segmentation bases are typically employed for some products because:

Consumer living in different geographic areas, for some products, may have similar wants and needs and other consumption related characteristics

Marketers seek to understand consumers' self-concepts because:

Consumers tend to buy products and engage in activities that move them closer to their ideal self-concepts.

Marketers are interested in understanding how personality affects consumers' consumption-related behaviors because:

Consumers' personality traits can impact their preferences for specific products and brands.

Apple's introduction of the iPhone 6 can be considered a _____________ .

Continuous innovation

Bush's Baked Beans recently decided to reposition itself to parents as a "vegetable" that kids will eat and love. In terms of NPD, this repositioning attempt is categorized as a(n) _____________.

Continuous innovation

By far the most common category of new products is the ___________.

Continuous innovations

Clothing manufacturer Van Heusen produces lines of it apparel specifically targeted to consumers who visit its factory outlet stores. These lines are slightly low in quality and sell at significantly lower price points. In terms of NPD, this repositioning attempt is categorized as _____________.

Continuous innovations

The better the leader-member relations, the more highly structured job, and the stronger the position power, the more _________ ____ _______ ___.

Control the leader has

For ______________ products, consumers engage in no to little information search and rarely actively compare brands. They will readily purchase substitute brands if their preferred brand is unavailable.

Convenience

In-store stimuli such as end-of-aisle displays, shelf coupons, or free samples are often enough to stimulate purchases of ____________ goods.

Convenience

Products purchased as 'routine decisions' are generally:

Convenience

The staple good is most closely associated with the ___________ category of products.

Convenience Goods

Products that tend to be purchased on impulse or to seek variety are:

Convenience goods

The 'staple good' is most closely associated with the _____________ category of products.

Convenience goods

Which of the following products is characterized by the requirement for 'intensive distribution.'

Convenience goods

________________ are purchased with little effort and include most products purchased in grocery stores, convenience stores, hardware stores, drug stores.

Convenience goods

26) If individuals resisting change are included in making change decisions in an attempt to gain their support, this approach is called ________.

Cooptation

28) "Buying off" the leaders of a resistance group by giving them a key role and seeking their advice not to find a better solution but to get their endorsement is an example of ________.

Cooptation

The 'level of product' that most closely represents the basic benefits provided by the product is called the:

Core Product Value

12) The primary or dominant values that are accepted throughout the organization are known as ________.

Core values

18) Aggressiveness, innovation, and risk taking are called the ________ of the culture at the Rogue Vogue Corp.

Core values

Market positioning as a component of the marketing management process involves:

Creating the desired image for the brand in the minds o the firm's customers

"Market positioning" as a component of the marketing management process involves:

Creating the desired image for the brand in the minds of the firm's customers

"Market positioning" as a component of the marketing management process involves:

Creating the desired image for the brand in the minds of the firm's customers.

According to the text, ___________ is the ability to produce things that are novel original and also useful or adaptive.

Creativity

1) An example of change in the nature of the workforce is an increase in ________.

Cultural diversity

Because they yield common behavioral patterns and are held in common by most members of the society, shared _________ often become the basis for segmenting consumer markets.

Cultural values

Diversity Pros

Culturally and demographically diverse groups may perform better and be more open-minded and creative over time if they can get over the initial conflicts- because of surface level diversity

___________ consists of the set or collection of values, beliefs, attitudes, norms, symbols, and customs that consumers share with or learn from others.

Culture

From a customer-oriented perspective, the ideal basis for segmenting a market is with:

CustCustomer's desired benefits or needsomer's desired benefits or needs

From a customer-oriented perspective, the ideal basis for segmenting a market is with:

Customer's desired benefits or needs.

________ involves evaluating one's performance against the performance of one or more others. A) BARS B) The critical incident method C) An assessment center evaluation D) Forced comparison E) Likert analysis

D) Forced comparison

11) Span of control is a key element of an organization's structure. Which of the following key questions is addressed by this element?

D) How many individuals can a manager efficiently and effectively direct?

________ training involves employees helping each other out at the workplace in an unplanned and unstructured environment. A) Formal B) Ethics C) Interpersonal D) Informal E) Classroom

D) Informal

52) Appreciative inquiry (AI) is an organizational development technique. Which of the following statements is true regarding appreciative inquiry?

D) It consists of four steps including discovery, dreaming, design, and destiny.

6) Which of the following statements best describes the difference between organizational culture and job satisfaction?

D) Organizational culture is descriptive, whereas job satisfaction is evaluative.

40) Which of the following is the last step in Kotter's eight-step plan for implementing change?

D) Reinforce the changes by demonstrating the relationship between new behaviors and organizational success.

67) Pam works for a corporation that recently fired three top managers who were caught using the company credit cards to lavishly furnish their offices and even purchase "office" furniture that was found in their personal homes. Which method of maintaining an ethical culture is Pam's company pursuing?

D) visibly punish unethical acts

67) Which of the following is most likely to be a characteristic of an organization pursuing an innovation strategy?

Decentralized control

When video games were first introduced, they were played on 16-bit game computers. As soon as the 32-bit machines were introduced, sales for the 16-bit games and players quickly fell. The 16-bit product category entered the _____ stage of its product life cycle.

Decline

During which step in the recommended procedure for developing brand positioning strategies will perceptual mapping be employed?

Determine position relative to competitors

45) The step in the action research process where information is gathered about problems, concerns, and needed changes is known as the ________ stage.

Diagnosis

When first introduced, products such as VCRs, PCs, automobiles, aircraft, and electricity were ____________.

Discontinuous innovations

____________ are new products that require customers to learn new things, acquire new experiences, and adapt their current consumption behaviors before they can be properly used.

Discontinuous innovations

____________ are usually based on new technologies, provide dramatically different solutions to existing consumption related problems, and require that consumers learn new ways of solving old problems.

Discontinuous innovations

Which of the following is not one of the recommended actions to foster increased creativity?

Discourage multiple perspectives from others because they are sources of distraction

53) Which of the following steps of the appreciative inquiry attempts to identify what people think are the organization's strengths?

Discovery

Jon refuses to wear his ball cap backwards or sideways because he does not want to be stereotyped as possessing the attitudinal and personality traits that he thinks are viewed negatively. Jon evidently view those who do wear ball caps in such a manners as a(an)_____________ .

Dissociative reference group

48) Karl is the labor union negotiator. Today, he is meeting with the top management to discuss the new five-year contract, including wages and benefits. This labor-management negotiation over wages is most likely to use ________ bargaining.

Distributive

__________ refers to an overall process whereby inventions are transformed into commercial products that can be sold profitably.

Diversification

47) ________ socialization tries to strip away certain characteristics of the recruit.

Divestiture

16) A culture that expresses the core values that are shared by a majority of the organization's members is known as a(n) ________ culture.

Dominant

17) The organizational culture of Rogue Vogue Corp. is an example of a(n) ________.

Dominant culture

63) ________ involves correcting errors by modifying the organization's objectives, policies, and standard routines.

Double loop learning

51) Which of the following is a step in the appreciative inquiry process?

Dreaming

Appearance Norm

Dress codes and unspoken rules about when to look busy

Today's smart phones are highly evolved extensions of the older communications and computer technologies. The core function and benefit of smart phones is still that they permit people to communicate with other people. Smart phones when initially introduced as a product category were ___________.

Dynamically continuous innovations

____________ generally arises when two or more product ideas are combined in such a way that customers face some re-learning with respect to the new product's functions and usage.

Dynamically continuous innovations

____________ innovations are significant improvements on their parent innovations, but not nearly as disruptive in terms of the amount of re-learning involved to adopt the innovation for personal use. Examples include notebook computers, DVRs, commercial and military jet aircraft, and digital photography.

Dynamically continuous innovations

67) Xanadu Industries manufactures and sells the same calipers as Utopia Industries. Employee wages account for 35 percent of the cost of manufacturing calipers at both Xanadu Industries and Utopia Industries. Xanadu Industries is seeking a competitive advantage over Utopia Industries. Richard, the manager put in charge of devising a strategy to meet this end, suggests lowering employee wages. This leads to a grave conflict between Richard and the labor union. Which of the following, if true, would suggest that the labor union will accept Richard's suggestion to lower the wages?

E) Many people who work for manufacturing plants live in areas in which the manufacturing plant is the only source of employment.

43) Which of the following steps in Kotter's eight-step plan for implementing change represents the refreezing stage in Lewin's three-step model?

E) Reinforce the changes by demonstrating the relationship between new behaviors and organizational success.

Marcel hates the annual review process he has to do for the employees in his department. Although he is fully aware of some of his employees' faults, he is reluctant to discuss them in person, and is only comfortable writing them in an unsigned report that his supervisor will review. Marcel's behavior demonstrates ________. A) provision of due process B) inflated assessment of employee performance C) organizational citizenship behavior D) managerial sincerity E) fear of confrontation

E) fear of confrontation

In which of the adopter categories will opinion leaders likely be found

Early adopters

In which of the adopter categories will opinion leaders most likely be found?

Early adopters

What is the most predictive trait of effective leadership?

Extraversion

Popular traits of leaders

Extraversion, conscientiousness, open-minded, and emotionally intelligent

Additives such as NutraSweet, a chemical sweetener, are combined with other ingredients to make food products. In the process, they lose their distinct identity. One can no longer tell NutraSweet from other ingredients used to make candy bars or soft drinks. NutraSweet is a:

Fabricating material

Products such as flour, chemical additives of various types, steel, and aluminum ingots are usually classified as:

Fabricating material

Cognitive dissonance is a state of anxiety that occurs only in the post-purchase stage of the buying decision process.

False

The number of lines in a firm's product mix is referred to 'depth.' True or false?

False

The pet rock illustrates a product whose life cycle possesses a distinct "s-shaped' pattern typical of fads. True or False?

False

Krups is famous for its state-of-the-art coffee maker, but the company also makes other small appliances, such as an ice cream maker. Each product bears the Krups name and carries on the Krups's reputation for high quality. Krups uses _____ branding.

Family

The advantages of brand extension as a strategy are most closely related to those of _______?

Family Branding

The advantage of brand extension as a strategy are most closely related to those of ________.

Family branding

Five Stage Model - Performing Stage

Fully functional structure and accepted ; group energy moved to performing the task at hand

Since California has legislated that the state's drivers must begin using alternative fuel vehicles, Ford Motor Company has introduced just for that state a full-size truck that runs on natural gas. This is an example of ________________ segmentation.

Geographical

Which of the following is not one of the recommended steps toward enhancing your own personal creativity?

Giving yourself

The adopter categories called the early majority and late majority are targeted beginning in which stage of the PLC?

Growth

A leader high in consideration......

Helps employees with personal problems, is friendly and approachable, treats all employees as equals, and expresses appreciation and support.

The managerial judgment-based approach to market segmentation in which managers employ as series of segmentation bases in sequence to achieve a workable segmentation scheme is called:

Hierarchical structures analysis

The nested segmentation process employed by Caterpiller to segment its markets is based on:

Hierarchical structures analysis

Self-managed teams (negatives)

High absenteeism and turn over rates

Status and Group Interaction- High Status Individuals

High status people tend to be more assertive group members - speak out more often, criticize more, state more commands, and interrupt others more often Status differences inhibit creativity

"Like the ad, like the product" is one theory offered for how _________ can result increased brand awareness and sales of some products.

Humor appeals

Although humor appeals for low involvement products (e.g. 'grocery store products') may yield some 'affect referral,' the primary learning theory responsible for generating brand name recall probably is:

Iconic rote learning

To reverse a downward trend in sales, Mazda introduced its MPV minivan. Mazda positioned its van as a cross between a standard minivan and a sport utility vehicle. Mazda knew that it needed to use a market segmentation strategy to correctly target the MPV. The first thing Mazda had to do when it segmented the automobile-buyer market was to:

Identify the current and potential needs of the market (assuming that a benefit segmentation base is desirable).

66) Organizations following a(n) ________ strategy try to both minimize risk and maximize opportunity for profit, moving into new products or new markets only after innovators have proven their viability.

Imitation

Which of the following is most likely to contribute to improved retention of information in memory?

Importance of information Repetition of the information Extent to which imagery is employed to implant the memory. Periodic reinforcement of the importance of the information.

Purchases for ____________are unplanned. Decisions to buy the product type and brand are made on the spur of the moment as consumers are ostensibly shopping for other products.

Impulse

13) Which of the following resistances to change is implicit?

Increased error

Many consumers continually rebuy the same brand but have little or no emotional commitment to the brand: The behavior represents represents purchasing due to _______.

Inertia

The decision-making role in the family unit that often initiates the family decision-making process, suggests alternatives to consider, as well as provide input to the final decision is the ____________ .

Influencer

44) Which of the following types of socialization involves putting the new employee directly into the job, with little or no special attention?

Informal socialization

Which of the following least characterizes the "routine decision" for products and brands?

Information search and brand evaluation are likely to be very extensive

Which of the following is not a role performed in the family decision-making process for products?

Initiator

56) Which of the following types of changes involves a new idea being applied to initiating or improving a product, process, or service?

Innovation

The transition of a product into the decline stages of its PLC is most likely a result of

Introduction of a new sub technology

The transition of a product into the decline stage of its PLC is most likely a result of:

Introduction of a new, substitute technology.

Chief Advantage of Nominal Group Technique

It permits a group meet formally but does not restrict independent thinking Outperform brainstorming groups

30) The ultimate source of an organization's culture is ________.

Its founders

79) Elaine is very good at what she does, but she is constantly stressed by internal deadlines assigned to co-workers, obligatory meetings, and time lost in unrelated idle cubicle chatter. Today, after a meeting with her supervisor, she has been given more responsibility for her work, is able to set her own deadlines, decline attendance to various department meetings, and telecommute two days a week. Elaine's boss is using which of the following organizational strategies to reduce her stress?

Job redesign

75) Which of the following types of jobs is least likely to create stress and reduce satisfaction?

Jobs that provide a high level of feedback

38) Who built on Lewin's three-step model to create a more detailed eight-step plan for implementing change?

John Kotter

Authentic Leadership

Know who they are, know what they believe in and value, and act on those values and beliefs openly and candidly People come to have faith in them

Consumers' daily patterns of living as measured by their activities, interests, and opinions is ____________ .

Lifestyle

When Excedrin introduced its new Excedrin Migraine into its product line of pain relievers, it is introducing what we call a:

Line extension.

The requirement that a new product (innovation) be reasonably easy to understand and use means that the new product possesses ____________ .

Low complexity

Neutralizers

Make it impossible for leader behavior to make any difference to follower outcomes - page 358

Create team players Selecting: Hiring Team Players

Make sure to fulfill their team roles as well as technical requirements. (Carmelo Anthony)

Procter and Gamble makes extensive use of 'individual branding' for items in most of its product lines. Which of the following is least likely to be an advantage of this strategy?

Makes it easier and cheaper to launch new products due to the common image associated with all P&G brands.

One of the advantages of using family branding is that the strategy:

Makes it less expensive to introduce new, related products.

Manufacturers of national brands generally will also produce products under private labels. This is done because:

Manufacturers of national brands often cannot sell all their output under their own brands. In order to keep their production lines at capacity, producers of national brands will take on private label contracts. Usually, however, contracts for private labels are awareded to independent producers that specialize in such brands.

___________ is the upper bound on sales for all Firms in a given industry of a product sold to a specific market in a specified period of time

Market Potential

The process of evaluating a series of market segements to determine which segment or segments the Firm should pursue is called:

Market targeting

Brand product life cycles generally are more erratic in shape and duration than are product category life cycles because:

Marketing managers are continually adjusting their marketing programs for brands as market and environmental conditions change

Once a Firm identifies relevant market segments within a larger, more heterogeneous market it then must determine which market segment or segments to pursue. This is the process of:

Marketing targeting

_____________ postulates that people move through a series of motivational states beginning with the most basic important needs before moving on to satisfy higher-level needs.

Maslow's Hierarchy of Needs

The large, heterogeneous market from which specific submarkets (market segments) are drawn is also called the:

Mass market. Total product-market.

From a consumer's point of view, branding:

Means getting comparable quality with each purchase.

From a consumer's point of view, branding:

Means getting comparable quality with each purchase. ( branding can, and usually does, dramatically increase promotion costs. The owner of the brand must promote and maintain the brand's reputation.

The category of variables used in profiling market segments that tells marketers the best places to put their communications about their products and brands is:

Mediagraphics

When marketers measure the types of communications and promotional media consumers prefer they are assessing their:

Mediagraphics

Five Stage Model - Storming Stage

Members accept the existence of the group but resist the constraints it imposes on individuality Intragroup Conflict - who controls group?

Interacting Groups

Members meet face-to-face and rely on both verbal and nonverbal interaction to communicate Often censor themselves and pressure individual members toward conformity of opinion

To effectively segment markets, several conditions must be met. Which is the exception?

Members of segments must be concentrated geographically to be actionable.

36) The process of socialization consists of three stages. Which of the following is one of these three stages?

Metamorphosis

Which of the following in least important for Firms seeking to manage their services brand?

Monitoring and responding to changes made by direct competitors.

_____________ presumes that underlying or unconscious reasons exist and influence consumer behavior. This form of research is designed to get at these "hidden" reason via the use of focus groups, observation methods, depth interviews, and ethnographic methods.

Motivation research

Once a need has been sufficiently aroused to direct the consumer to satisfy that need it is referred to as ______________.

Motive

36) Which of the following is one of the three steps in the Lewin's three-step change model?

Movement

Identification-Based Trust

Mutual understanding of each other's intentions and appreciation of the other's wants and desires

Organizations in the same industry usually perform similar business functions and face many of the same general production, marketing, personnel, or purchasing problems. These similarities make it possible to employ ____________ for segmenting such organizational markets.

NAICS

Distributor's Brands

Name is owned and advertised by intermediary • Jewel Peas. • Craftsman Tools. • Craftsman Tools.

A firm that wants to sustain its revenues should engage in new product development because:

New products are always more profitable

According to the characteristics of a good brand name is "Duncan Hines" a good name for cake mixes? Assume that you have never heard of this brand before.

No, because it suggests nothing about the product.

Which of the following is not a current trend in household composition in the US?

Number of single family households is increasing

Ingroup favoritism

Occurs when we see members of our ingroup as better than other people or people not in your group as all the same.

9) Which of the following reactions from employees is preferable as a response to change?

Open discussion

Because the primary focus of the Marketing Concept is essentially creating a satisfied customer base, the learning theory discussed in class that is most consistent with this philosophy is:

Operant (Instrumental) Conditioning

The Cleaning products portrayed in the picture on the right are best classified as

Operating supplies

The 'convenience goods of the industrial market' are:

Operating supplies.

69) Jerry is feeling very stressed because his boss expects a project to be delivered to the client within a very unreasonable deadline. Jerry has to work nights and weekends to make the deadline. Jerry is feeling stress due to a(n) ________ factor.

Organizational

Role Perception

Our view of how we're supposed to act in a given situation

31) You have decided to involve the sales personnel in planning for the change and in stocking appropriate new items to sell to gardeners. The method for overcoming resistance that you have chosen is ________.

Participation

When introducing a new product, if the Firm wishes to build market share rapidly during the introductory phase of the PLC, it probably should employ a _________ pricing strategy.

Penetration pricing

Characteristics of Social Identity Theory - Distinctiveness

People are more likely to notice identities that show how they are different from other groups.

Characteristics of Social Identity Theory - Status

People are most interested in linking themselves to high-status groups to define themselves and increase self-esteem.

Faultlines

Perceived divisions that split groups into two or more subgroups based on individual differences such as sex, race, age, work experience, and education

Arm and hammer has been particularly successful at brand extending because its distinctive ingredient (baking soda) contributes substantially to the brand's ___________ with its extension products.

Perceptual fit

_____________ is a useful tool for determining brand positions in consumers' perceptual space. The tool employs survey data in which a sample of consumers rate a number of brands on key attributes. A computer algorithm then is used to locate the brands relative to one another and to the rating attributes employed in the survey.

Perceptual mapping

7) A paper sales company designs and offers a new method of purchasing and shipping commercial quantities of paper through its Web site. The company used to do its business through its sales representative. This is an example of a(n) ________ change.

Planned

A product or brand ____________ is the mental representation of that product or brand in consumers' minds.

Position

The primary pricing strategy(ies) employed by Firms during the introductory stage of the PLC is (are):

Price skimming

With respect to the diffusion of innovations, the combined categories Early Majority and Late Majority are said to comprise the _____________ for a given product.

Primary market

Family, friends, and colleagues generally are members of ____________ .

Primary reference groups

Probably the single most important invention in history that changed the world forever was the ___________ .

Printing press

Sony Corporation conducted a series of consumer use tests in the 1990's in which consumers were given samples of its experimental digital camera. Participants were instructed to use the camera for all their picture-taking for the next 30 days. At the end of that time, participants were asked to a focus group session in which they were encouraged to elaborate on their usage experiences. Sony hoped that ideas for product modifications would emerge from the focus group that could be incorporated into the camera's final design. Sony was most likely employing which new product idea generation technique?

Problem analysis

Four types of teams

Problem-solving teams Self-managed work teams Cross-functional teams Virtual teams Multi Team System

49) Which of the following is an organizational development technique that involves an outsider assisting a manager to identify what to improve and how?

Process consultation

In terms of the product life cycle, the soft-drink market is basically a mature market. There are still many profitable small regional soft drinks, such as Big Red, Cheerwine, and Vernors. What type of product strategy would you expect these small bottlers to use?

Product differentiation

With respect to product mix terminology, a Firm's closely related product items in terms of characteristics and function are referred to as:

Product lines

The requirement that market segments be "large, measureable, and profitable" means requires that Firms be able to:

Profile the consumers within the segment in terms of their demographics, psychographics, attitudes, and other characteristics Be able to estimate the size of the market segment in terms of numbers of potential customers, market potentials, and sales potentials

Google has in place a set of procedures that generally guide future new product developmental efforts. These procedures summarize the roles of proposed new products in the Firm's existing product portfolio; establishes tentative revenue, market share, and profitability goals for the new product; and tentatively sets aside resources that may be needed to produce, promote, and distribute the new offering. These procedures are called the new product development ____________ .

Protocol

Mined products, forestry products, and agricultural products are typically classified as:

Raw materials

64) In order to make their firm a learning organization, managers should ________.

Redesign the organizational structure

The requirement that a new product (innovation) perform in a superior manner at fulfilling customers' needs than existing products means that the new product possesses higher ____________ .

Relative value

One of the difficulties with using family branding is that the strategy:

Requires a great emphasis on consistent quality.

Disadvantages to Middlemen

Responsible for quality, promotion.

58) Bart has a new idea for a way to cut costs in his department, but he is not willing to share his idea with his boss because the last department head that tried new cost cutting methods was recently fired because the new methods could not achieve expected results. Based on the example, how can Bart's company improve the culture to create innovation?

Reward both successes and failures

70) Patricia is a team leader. When looking at an e-mail from one of her team members, Patricia noticed that the e-mail was sent at nine-thirty in the evening. The next day she personally went to the employee's cubicle and told him how much she appreciated him staying late to get the project to the client on time. Which aspect of creating a positive organizational culture is Patricia utilizing?

Rewarding more than punishing

Marketers of products such as children's car seats, home security systems, and weapons for personal defense are targeting the ______________ level of Maslow's Hierarchy.

Safety

A single Firm's potential unit or dollar sales for a specific product to a specific target segment during a specified period of time is that Firm's:

Sales potential

Which of the follwing is not a category of variables commonly used to profile market segments once these segments are created?

Satisfaction indexes

Attribution Theory of Leadership

Says that leadership is merely people make about other individuals

Those characteristics that allow marketers to define market segments and distinguish one market segment from another are called:

Segmentation bases

To effectively segment markets, the following conditions must be met:

Segments should be "homogeneous within" and "heterogeneous between" Segments must be large enough to be profitable Segments must be accessible via communications and distribution channels Firms must have adequate resources to target these segments. ALL OF THE ABOVE

31) The ________ process helps candidates learn about the organization, and if employees perceive a conflict between their values and those of the organization, they can remove themselves from the applicant pool.

Selection

Demand for brands rather than for a product category is called:

Selective demand

Someone who alters the information he or she reads so that it will be consistent with his or her existing beliefs and attitudes is engaged in:

Selective distortion

When marketing managers attempt to identify the specific media viewed by customers in their target markets, they are explicitly recognizing the need to overcome which form of selective perception?

Selective exposure

Mentor

Senior employee who sponsors and supports a less-experiences employee, a protege

When marketers employ a series of rewards (e.g. multiple coupons delivered at different points in time) to systematically "walk" a consumer some desired behavior (e.g. purchasing a brand at full price), they are employing the instrument condition technique of ______________ .

Shaping

22) When formal authority and control systems are reduced, the ________ provided by a strong culture ensure(s) that everyone is pointed in the same direction.

Shared meaning

_______ generally include clothing, jewelry, automobiles, electronics, homes, major appliances, small appliances, recreational equipment, and gifts.

Shopping

62) ________ involves correcting errors using past routines and present policies.

Single loop learning

Example of formal group

Six members of an airline flight crew

2) Organizations are increasingly adjusting their processes and positioning their products as environment friendly and sustainable in order to increase their appeal to consumers. This is a response to changes in ________.

Social trends

Which of the following statements about the buying decision process used by consumers is true?

Some stages of the process may be skipped.

__________ are regularly purchased and consumed for basic lifestyle maintenance. Consumers typically restock staple goods when visiting supermarkets. These goods routinely end up on shopping lists.

Staple

____________ is information that is easily recalled or long-remembered. Such information often affects our daily existence and is, therefore, regularly accessed in memory. The resulting memory traces tend to be strong and long-lived.

Sticky informatio

56) ________ typically contain narratives about the organization's founders, rule breaking, and reactions to past mistakes.

Stories

62) Which of the following is most likely to be used by Ask Socrates Inc. to inform its new employees about its founders?

Stories

New product development (NPD) is essential because it leads to ___________.

Sustainable points of differentiation Sustainable competitive advantages

One of the difficulties with using family branding is that the strategy requires a great emphasis on consistent quality.

TRUE

The general purpose of the branding strategy called "over-branding" is to change a brand's name gradually over time.

TRUE

To reduce increasing selective attention for the advertising of lower-involvement products, advertisers should avoid:

TV ads that emphasis detailed information about products.

Candice is the marketing manager for a consumer goods Firm. Based on results from a market segmentation study, Candice has decided to segment the firm's market into 'usage rate' or 'consumption rate' segments. The results of the study identified a sizable 'heavy half' that Samantha decided to target because she has always assumed that the most profit potential exists with this segment. Samantha may be guilty of committing __________________ .

The Majority Fallacy.

Non-sanctioned Leadership

The ability to influence that arises outside the formal structure of the organization

When using the product-based approach to Hierarchical Structures analysis for segmenting markets managers usually start by identifying overall product-market in which the firm competes and working down to:

The branded product-market in which the Firm competes

Leader-Member Relations

The degree of confidence, trust, and respect member have in their leaders

23) Procedural fairness while implementing changes is especially important when ________.

The employees perceive the outcome as negative

Initiating Structure

The extent to which a leader is likely to define and structure their role and those of employees in the search for goal attainment

The 'core' component of the basic product is most closely associated with:

The fundamental benefits that the product delivers to buyers.

The 'core' product is most closely associated with:

The fundamental benefits that the product delivers to buyers.

The distinct lettering that identifies a brand is generally referred to as:

The logo or logotype

The distinct lettering that identifies a brand is generally referred to as:

The logo or logotype (this is also a component of the brand mark.)

Samantha is the marketing manager for a large consumer goods firm. Based on the results of a survey-based market segmentation study, Samantha has decided to segment the firm's market into 'usage rate' or 'consumption rate' segments. The results of the study identified a sizable 'heavy half' that Samantha decided to target because she has always assumed that the most profit potential exists with this segment. Samantha may be guilty of committing __________________ .

The majority facllacy

Ads and packaging for Vaseline always present the brand as Vaseline brand petroleum jelly because

The manufacturer hopes that by linking the brand name with a name for the product category, the Vaseline brand will be protected from becoming generic in use

Consider the overall market for beverages in the US. This market consists of both alcoholic and non-alcoholic drinks. Within the alcoholic portion of the market there are a large range on different types of alcoholic drinks, including wines, beers, hard liquors, etc. In addition, each of these later alcoholic lines of beverages can be further subdivided into. For example, beers can be, as a minimum, divided into ales and lagers, with many subcategories within these broader groups. If one is seeking to enter the beer brewing business and is conducting an MOA, they might define the entire beer market as:

The mass market or total product-market

The breadth or width of a firm's product mix refers to:

The number of product lines carried.

28) Culture is most likely to be a liability when ________.

The organizations environment is dynamic

What determines Status? Power

The power a person wields over others. Because they likely control the group's resources, people who control the outcomes tend to be perceived as high states

A mass-marketing strategy is most likely to work when:

The product being marketed is in the early stages of its product life cycle The product being sold is no easily differentiated from other brands of the same product Little competition exists from other brands Market segments exist but are too small to effectively target individually ALL OF THE ABOVE

Mass marketing (as contrasted with market segmentation) is most likely to be a viable strategy when:

The product is in the introductory stage of the life cycle. Few competitors exist, the product is rather undifferentiated, and consumers' wants & needs are rather basic or simple with respect to the product in question.

Which of the following is the most common reason why new product innovations fail?

The product possesses insufficient relative advantage for existing products

During the introductory stage of a product's life cycle:

The promotional program is designed to stimulate demand for the product category. There is very little direct competition. Costs are high. The profit curve is negative through most (perhaps all) of this stage.

Status and Stigmatization

The status of people with whom you are affiliated with affects other's view of you (Stigma by association) and results in negative opinions and evaluations of the person affiliated with the stigmatized person Opposite affect for individuals affiliated with high status person

QQ - 5. Which of the following is not a common characteristic of an effective team?

The team is the right size for the task—about 15-20 people

Social Loafing

The tendency for individuals to expend less effort when working collectively than alone.

Deviant Workplace Behavior (antisocial behavior or workplace incivility)

The voluntary behavior that violates significant organizational norms and, in doing so, threatens the well-being of the organization or its members

Role Expectations

The way others believe you should act in a given context

Because services are simultaneously produced and delivered, they cannot be separated from the persons who deliver them. The quality of the service and utility (value) delivered to customers result from the efforts of those who perform the service. This reflects which characteristic of services?

Their inseparability

Services are produced and delivered by the service provider—usually at the location where the service is consumed. This reflects which characteristic of services?

Their inseparability

Consumers cannot judge the quality of a service encounter prior to its actual delivery. As a result, consumers often seek out cues in the service-delivery environment in order to predict the level of service they can expect. This reflects which characteristic of services?

Their intangibility

Services cannot be stored. If unsold the service is lost. This reflects which characteristic of services?

Their perishability

Which of the following is not characteristic of services?

Their quality

Friskies a major producer of cat and dog foods, decided not to introduce its newly developed contraceptive dog food because of its concern that

There may be a negative repercussion on the friskies brand as a whole

the first 4 stages in the new product development process are particularly critical because

These stages deal with ideas and are the least expensive steps

The first four steps in the new product development process are particularly critical because:

These stages deal with ideas or 'concepts on paper' and are the least expensive steps.

Training: Creating Team Player

Through problem-solving, communication, negotiation, conflict-management, and coaching workshops.

With respect to the PLC, the x-axis most closely represents:

Time

Weaknesses in Group Decision Making

Time consuming, conformity pressures, can be dominated by one or a few members, and they suffer from ambiguous responsibility

76) Louise is overwhelmed with the new tasks that she has been assigned after the department merger. Each day, she arrives at work and makes a list of the new tasks, writes a number next to each one according to the urgency of completion, and schedules a time to complete each one. Although she's still stressed, Louise is able to get most of the work done and feels better at the end of the day. Louise is using ________ techniques to reduce her stress.

Time management

61) Idea champions display characteristics associated with ________ leadership.

Transformational

Last week Janet purchased her first bottle of Excedrin migraine. She wanted to see if the products pain-releiving benefits were any better than the brand she was using. Janet is most likely in the _______ stage of the new product adoption process

Trial

"Like the ad, like the product" is often used as the theoretical justification for using fear appeals in advertising.

True

George just bought a new car. He liked the speed that comes with a Camaro Z28, but he also liked the luxury of the Lexus. He purchased the Audi A6 because it seemed to combine some of the luxury of the Lexus and some of the speed of Camaro. Even after making his purchase, George wondered if he had missed something by not buying one of the other cars. George experienced post-purchase cognitive dissonance.

True

Mass marketing (as contrasted with market segmentation) is more likely to be a viable strategy when the firm anticipates that scale economies will lead to cost reductions and lower prices for customers.

True

There are many products sold that bear the Harley-Davidson brand, however Harley-Davidson does not manufacture these products. Instead, Harley-Davidson allows other manufacturers to use its brand name in return for royalties on the sales of these products. Harley-Davidson is apparently employing a brand licensing strategy.

True

the competitive positioning strategy in which marketers attempt to position away from the competition is most likely to be employed when the product is somewhat unique and is targeted to specialized niche market segments. True or False?

True

Group

Two or more individuals, interacting and interdependent, who have come together to achieve particular objectives.

6) An example of change in competition is ________.

U.S. manufactured Toyota vehicles

The Bayer PM ad (below) suggests that the advertiser probably employed which of the following positioning strategies?

USage occasion

Rural grocery stores often stock products geared to the average customer in its market area. Management assumes there are negligible differences in needs between customers. Consequently, an "average" range of products will appeal to the most people. The implied target market strategy is:

Undifferentiated targeting

_____________ assumes that no viable differences exist among market segments. Firms treat the market as comprising a single segment and employ a single marketing mix approach that appeals to a broader customer spectrum.

Undifferentiated targeting

According to the classification scheme in the text, the social class described as comprising 9% of the population and living just above the poverty level, but not on welfare is the ___________.

Upper-lower class

According to the classification scheme in the text, the social class described as comprising 9% of the population and living just above the poverty level, but not on welfare.is the ___________.

Upper-lower class

Bayer Aspirin promotes its Baer PM brand as "the only night-time aspirin that relieves pain and gently helps you sleep."

Usage Occasion

In the early 80s an highly ambiguous ad for Heineken Beer with the caption, "Come to think of it, I'll have a Heineken." The picture was of a cold bottle of Heineken with water dripping down its length. The positioning strategy suggested in this ad was ____________ postioning.

Usage Occasion

With respect to market segmentation, the 80-20 principle has been applied to segmenting markets based on:

Usage Rates

The 80-20 principle and the concept of the heavy half are most closely associated with the ___________ method of segmenting and positioning to target markets.

Usage rate

Virtual Teams

Using communication links such as wide-area network, videoconferencing, or e-mail. (Cons: less social rapport and direct interaction among members, leaving some feeling isolated.)

Consumers are buying _______________ goods when they switch between brands of convenience goods out of boredom or the desire to change. Purchases may have been preplanned in that consumers "knew" they were going to purchase a specific product or brand but changed their minds in-store, deciding to try something different.

Variety-seeking

Consumers may switch between different brands of some convenience goods out of boredom, just to change things up. These brand-switching behaviors are known as ______________. Purchases may have been preplanned in that consumers "knew" they were going to purchase a specific product or brand but changed their minds in-store, deciding to try something different.

Variety-seeking decisions

Harold, a student at the University of Texas, has been watching a number of other students using hover boards to get around campus. Harold was impressed with the apparent ease of use, relative speed, and maneuverability of the devices. Harold decided that he needed to look seriously into acquiring a hover board of his own. This example illustrates which type of learning?

Vicarious learning

___________ is learning by observing the behaviors of other people.

Vicarious learning

23) In ________ organizations, the lack of frequent face-to-face contact makes establishing a common set of norms very difficult.

Virtual

Role Conflict

When compliance with one role requirement may make it difficult to comply with another Two or more roles are contradictory

20) The ________ stage of the conflict process is important because it's where conflict issues tend to be defined.

cognition and personalization

When microwave ovens were introduced in the 1960s they were slow to be adopted. Although the ovens scored very high on relative advantage they were deemed to be inconsistent with the wife rule in the kitchen

compatibility

When video games were first introduced, they were played on 16-bit game computers. As soon as the 32-bit machines were introduced, sales for the 16-bit games and players quickly fell. The 16-bit product category entered the _____ stage of its product life cycle.

decline

The classification scheme for new products is based on

degree of consumer re-learning required for the new product

With respect to market targeting the strategy in which marketers target a number of different market segments each with a different marketing mix is called the _______

differential strategy

QQ - 4. The controller role in a team is responsible for ________.

examining details and enforcing rules

Probably the most difficult to manage level of 'brand' to manage is the:

extended or affective brand

The positioning strategy for diet coke when the cola was initially launched in the all of the following positioning points except

income

The transition of a product into the decline stage of its PLC is most likely a result of:

introduction of new technologu

How might Whirlpool benefit if appliances it manufactured were sold at Sears under the Kenmore brand name?

it would allow whirlpool to do all of the above

When Excedrin introduced its new Excedrin migraine into its product line of pain relievers it was introducing what we call a

line extension

Ford motor company purchases anti-freeze in bulk from DuPont Corporation. This anti-freeze is placed in the radiators of its new cars prior to their being shipped to the dealers. The anti-freeze is:

maufactured or componet part

The 'convenience goods of the industrial market' are:

operating supplies

Mental Models

organized mental representations of the key elemetns within a team's environment that team members share.

19) Stage II of the conflict process deals with the conflict being ________.

perceived and felt

The image below best illustrates a:

perceptual map

The company that is the first to introduce a new type of product to market often achieves a:

pioneer advantage

Sony corp. Conducted a series of consumer use test in the 1990s in which consumers were given samples of its experimental dig. cam. Participants were instructed to use the cam for all their pic taking for the next 30 days. At the end of that time participants were instructed to use the camer

problem analysis

All of the products offered for sale by a firm characterize its:

product mix

Servicemark

provides the same identifying function for services that a trademark provides for goods. It also can be legally protected by registration.

Task conflict

stimulate discussion, promote critical assessment of problems and options, and can lead to better team decisions.

Multiteam systems

systems in which different teams need to coordinate their efforts to produce a desired outcome. Interdependent on one another.

organizational demography

the degree to which members of a work unit share a common demographic attribute, such as age, sex, race, educational level, or length of service in an organization, and the impact of this attribute on turnover

The distinct lettering that identifies a brand is generally referred to as:

the logo or logotype

A Brand Name is

the verbal part of the brand i.e. the spoken part.

A _____ is a brand that is given legal protection because, under the law, it has been appropriated by one seller.

trademark

"Mass marketing" is most consistent with the production concept.

true

Assume Kellogg's is planning to produce and market a line of DVDs. Which of the following brand strategies would Kellogg's be LEAST likely to use?

• A family brand with the Kellogg's name.

According to Strutton and Thompson, which of the following levels do exist within a brand?

• Metaphysical brand characteristics

Tara Foods of Georgia produces a wide range of peanut butters and food extracts, but does not sell any of its output under its own brand name. Tara evidently produces __________ .

• Middlemen's brands

One of the difficulties with using family branding is that the strategy:

• Requires a great emphasis on consistent quality

36) Which of the following is a characteristic of a simple structure?

A) high centralization

22) The question of span of control determines ________.

B) the number of levels and managers in an organization

Which of the following is a forced comparison method of performance evaluation? A) written essays B) trait evaluations C) group order ranking D) critical incident method E) graphic rating scales

C) group order ranking

______________ have undergone extensive processing. In turn, these products are merged with other products as they are assembled into more complex final products. These products can always be identified as unique components of final products into which they are incorporated.

Component parts

Consumers typically buy ________ goods based on variety seeking, impulse, and inertia behavior

Convenience

18) Which of the following statements is true regarding conflict?

D) Diversity of goals among groups is a major source of conflict.

52) During a negotiation, making an initial offer leads to the ________ bias.

D) anchoring

10) Mike and Keith are on the same team; they work well with other people in the same team but don't get along with each other. This type of conflict can best be described as ________.

D) dyadic

Because data are easily collected, readily available in secondary sources, and often are highly correlated with consumer wants and needs, __________________ is the most commonly employed segmentation base used in marketing applications.

Demographic

5) Which of the following, if true, would most weaken the argument that Fony Corp. should upgrade its technology?

E) The technology which the company is considering adopting was recently developed and has not yet been successfully implemented in a real business context.

9) Which of the following is not true regarding gender differences in negotiations?

E) Women place a lower value on relationship outcomes than men.

30) A party who seeks to appease an opponent may be willing to place the opponent's interests above his or her own, sacrificing to maintain the relationship. We refer to this conflict-handling intention as ________.

E) accommodating

During a selection process, the ________ selection stage immediately follows the initial selection stage. A) cognitive B) associative C) analytic D) behavioral E) substantive

E) substantive

55) None of the parties involved in the dispute wants to reach a win-win agreement. They are each highly focused on their demands, which they would like to achieve, otherwise known as their ________ points.

E) target

13) The principle of ________ helps preserve the concept of an unbroken line of authority.

E) unity of command

Work-life conflicts became noticeable in the 1980s when ________. A) the rate of inflation started increasing B) baby boomers' parents began to age C) men started giving more importance to family time D) workloads became historically heavier E) women, with dependent children, started entering the workforce

E) women, with dependent children, started entering the workforce

21) Which tactic for overcoming resistance to change basically assumes that the source of resistance lies in misinformation?

Education and communication

Production-Oriented Leader

Emphasizes technical or task aspects of jobs, focusing on accomplishing a group's task.

40) If there is a basic conflict between the individual's expectations and the reality of working in an organization, the employee is most likely to be disillusioned and quit during the ________ stage of socialization.

Encounter

41) Higgins has recently joined a new law firm expecting to participate in exciting environmental law cases and cutting-edge research. After one month at the firm, he still hasn't been assigned a case and spends most of his time filing standardized appeals for title disputes with insurance companies. In which stage of the socialization process is Higgins?

Encounter

51) Your first day at work is a part of the ________ stage of socialization.

Encounter

52) When you begin to notice things that are not as you expected, you are in the ________ stage of socialization.

Encounter

What are the consequences of trust?

Encourages taking risks, information sharing, more effective groups, and it enhances productivity

Because many consumers see no differences between products at the basic level, proper management of the ___________ level of product allows the Firm to differentiate its product from those of competitors.

Enhanced product

61) Alcoa headquarters has few individual offices, even for senior executives. The space is essentially made up of cubicles, common areas, and meeting rooms. This informality conveys to employees that Alcoa values ________.

Equality

Which of the following is not one of the three steps in the market segmentation process described in the text?

Estimate demand in segments that have been identified.

Situational Leadership Theory

Focuses on the followers; successful leaders depends on selecting the right leadership style contingent on the followers' readiness, the extent to which they are willing and able to accomplish a specific task

Charismatic Leadership Theory

Followers attribute heroic or extraordinary leadership abilities when they observe certain behaviors, and tend to give these leaders power

15) A strong culture can act as a substitute for which of the following?

Formalization

Where do we get role perception?

From stimuli all around us - friends, books, films, tv - impression formed about doctors from watching greys anatomy

Effectiveness and Efficiency in Group Decision Making compared to individual decision making

Generally more accurate, slower, higher in creativity, more acceptable

Consumers in some European prefer to buy top-loading clothes washers, while consumers in other Europeon countries prefer front-loaders. In developing its strategy for marketing to these nations, LG had to implement a ____________ segmentation to make sure that its washers suited the tastes of the consumers in each of the European countries.

Geographic

Since Texas and a handful of other states have legislated incentives that encourage their states' drivers to buy alternative fuel vehicles, Ford Motor Company has introduced just for those states a full-size truck that runs on natural gas. This is an example of ________________ segmentation.

Geographic

Suppose a chain of hair salons decides to locate its stores only in the suburbs. This would be an example of the use of a _________ segmentation base.

Geographic

The classification scheme for consumer products presented in class divides these products into 3 basic categories defined by

How much effort is expended in the purchase process

68) A positive organizational culture emphasizes ________.

Individual vitality and growth

___________ means creating something that is new or unique.

Invention

As described by the product life cycle, the profit curve for most new products:

Is negative through most (perhaps all) of the introductory stage of the product life cycle

Most consumers know that they must exercise to get into better physical condition. But many worry about what they look like while exercising. Some consumers also may want to exercise at odd times of the day when most gyms are closed. Advertisers of home fitness equipment have taken particular advantage of these facts. They are, in part, probably using ________________ segmentation.

Life-style

The below ad (Marlboro) suggests that the advertiser probably employed which of the following positioning strategies?

Lifestyle

17) Which of the following is an example of an organizational source of resistance to change?

Limited focus of change

13) Which of the following is most likely to result from a strong organizational culture?

Low employee turnover

1) Manuel is a manager for a manufacturing company in which managers are expected to fully document all decisions and in which it is important to provide detailed data to support any recommendations. Also, out-of-the-box thinking is dissuaded. Which characteristic of organizational culture describes this aspect of Manuel's job?

Low risk taking

Procter and Gamble makes extensive use of 'individual branding' for items in most of its product lines. Which of the following is least likely to be an advantage of this strategy?

Makes it easier and cheaper to launch new products due to the common image associated with all P&G brands. This is the least likely benefit. The ability to launch new products more easily is usally a benefit associated with family branding, not multiple branding.

Member Preferences

Managers should consider individuals preferences along with abilities, personalities, and skills. -High performance teams people who prefer working as a part of a group.

Characteristics of Social Identity Theory - Uncertainty Reduction

Managers work to define and communicate an idealized identity for the new organization when it became clear employees were confused.

24) Using covert influence to overcome resistance to change is called ________.

Manipulation

64) Ask Socrates Inc. employees are allowed to dress informally. This is an example of a ________ through which organizational culture is transmitted.

Material symbol

Industry sales are growing, but the rate of growth has slowed dramatically. The number of competitors is increasing and individual firms are spending large sums in order to buy market share from one another. As a result of increased marketing costs, profits are eroding. Which stage of the product life cycle seems to be indicated?

Maturity

The adopter category called laggards is targeted beginning in which stage of the PLC?

Maturity

industry sales are growing, but the rate of growth has slowed dramatically. The number of competition is increasing and individual firms are spending large sums in order to buy market share from one another. AS a result of increased marketing costs, profits are eroding. Which stage of the product life cycle seems to be indicated

Maturity

42) During the socialization process, to work out any problems discovered during the encounter stage, the new member changes or goes through the ________ stage.

Metamorphosis

49) By the end of the ________ stage of socialization, the new members internalize and accept the norms of the organization and their work group, are confident in their competence, and feel trusted and valued by their peers.

Metamorphosis

54) When you start to accept the differences between your expectations and the reality of the organization, you move into the ________ stage of socialization.

Metamorphosis

The smallest operational market segment is referred to as a:

Micro-segment or niche

10) It is easiest for management to deal with resistance when it is ________.

Overt

37) Identify the correct order of stages in the socialization process.

Prearrival, encounter, metamorphosis

A firm that wants to sustain its revenues should engage in new product development because:

Products inevitably pass through a life cycle that culminates in the demise of the product

67) One of Carl's department employees was severely injured on the job. Carl has called in psychological counselors to talk to the other employees and scheduled a series of safety trainings for the department to be completed by the end of the week. He has also asked the HR personnel to talk to the department about the disability insurance that the company offers and make sure that his employees know what is available. Carl is using ________ to help cope with the stress caused by his employee's injury.

Resources

Nominal Group Technique

Restricts discussion or interpersonal communication during the decision-making process, individual are present but operate independently

48) Apprenticeship is an example of ________ socialization.

Serial

55) Your supervisor provides you a mentor to help you with your work and guide you. This shows that your supervisor is using a(n) ________ socialization technique.

Serial

_________ entail actions performed by people or machines that deliver desired values to customers.

Services

Punctuated-Equilibrium Model

Set of phases that temporary groups go through that involves transitions between inertia and activity- pg 247

Jill is a very deliberate buyer. She is very risk averse and is always careful to ensure that she makes the best decision possible for her precious dollars. Jill prefers to buy known brands because:

She knows what to expect in terms of quality and performance It saves her time and makes the decision process easier

Advertising themes for ____________ goods generally focus on status and prestige. Attempts at comparative advertising have little effect on changing consumers' attitudes toward their preferred brand because pre-existing attitudes toward preferred brands are simply too strong.

Specialty

Consumers typically possess very strong brand preferences for specialty goods. When such brand preferences exist, the consumer will accept no substitutes.

Specialty

14) Organizations have built-in mechanisms—like their selection processes and formalized regulations—to produce stability. When an organization is confronted with change, these mechanisms act as a counterbalance to sustain stability. Which of the following organizational sources of resistance to change is represented by these mechanisms?

Structural inertia

The "Bush Rats" commercial shown in class depicting the word 'rats' superimposed over 'the Gore prescription plan' is claimed to be an example of the use of __________.

Subliminal advertising

Path-Goal Theory

Suggests it's the leaders job to provide followers with information, support, or other resources necessary to achieve goals

Position Power

The degree of influence a leader has over power variables such as hiring, firing, discipline, promotions, and salary increases

Group Property 5: Cohesiveness

The degree to which members are attracted to each other and motivated to stay in the group

Task Structure

The degree to which the job assignments are procedurized

Which of the following statements is most correct when examining the diagram below?

The distances between brands (dots on the diagram) represent subjects' judgments about how similar or dissimilar brands are to one another.

With respect to usage rate segmentation schemes, the heavy consumption segment is normally called:Q

The heavy half

For many people, soft drinks are coffee substitutes; an alternative morning "wake-up" call. Recognizing this trend, Coke offered its local bottlers a canned advertising program titled "Coke in the Morning." The advertising was essentially employing ______________ positioning.

Usage occasion

Gatorade AM is targeted to consumers who desire an energy drink in the morning instead of traditional coffee or tea. Gatorade is clearly trying to increase consumption of its brand by targeting additional _____________ segments.

Usage occasion

The oil drilling platform depicted below is best classified as:

an instiallation

The 'level of product' that most closely represents the 'extra utility' provided by services such as credit, warrantees, delivery, post-sale service, etc. is called the:

enhanced product

When marketers select key elements of the physical, enhanced, and affective brand levels to emphasize in their promotions, they are attempting to structure the ______________ of the brand in consumer's minds.

• Position

: Positive brand equity allows firms to launch new products more easily.

• TRUE

According to the characteristics of a good brand name, is "Betty Crocker" a good name for cake mixes? Assume that you have never heard of this brand before.

• Yes, because it is not regional sounding.

Procter & Gamble produce and market Zest, Safeguard, Camay, and Lava brand bar soaps, among other personal care products. Zest is a refreshing "morning wake-up" soap. Safeguard is positioned as antibacterial. Camay is a gentle cleansing soap. Lava is for tough cleaning jobs. These different brands illustrate the use of:

• a multiple-brand strategy.

________ refers to actions that contribute to the psychological environment of the organization, such as helping others when not required. A) Citizenship B) Counterproductivity C) Satisficing D) Social loafing E) Groupthink

A) Citizenship

25) ________ is a conflict-handling technique in which the parties in a conflict each desire to satisfy fully the concerns of all parties.

A) Collaborating

15) Which of the following statements, if true, would support the argument favoring increased span of control?

A) Mike's team consists of highly experienced and skilled labor.

Which of the following statements regarding downsizing is true? A) Organizations that are able to demonstrate fairness are more likely to make the hoped-for gains from downsizing. B) Employees who have been laid off almost always feel badly about their previous employer. C) Employees who have been laid off are unlikely to return to the company if asked. D) It is generally in the best interests of the employee to challenge the decision. E) The initial screening process can be considered a failure.

A) Organizations that are able to demonstrate fairness are more likely to make the hoped-for gains from downsizing.

65) Which of the following is true regarding negotiation outcomes?

A) Overall agreeableness is weakly related to negotiation outcomes.

You are involved in training and development for your division at Dunder Mifflin Inc. You want to target some specific organizational problems through training. Your organization is situated in an urban area where many students do not finish high school. You will probably first have to address the skill category termed ________ skills. A) basic B) technical C) interpersonal D) problem-solving E) managerial

A) basic

Applicants describe how they handled specific problems and situations in previous jobs in a(n) ________ interview. A) behavioral structured B) audition-type C) performance-simulation D) problem-solving E) reflection

A) behavioral structured

54) A boundaryless organization strives to ________.

A) break down barriers between the company, its customers, and suppliers

9) The unbroken line of authority that extends from the top of the organization to the lowest echelon and clarifies who reports to whom is termed ________.

A) chain of command

Treating co-workers with respect, making constructive suggestions, and saying positive things about the workplace are a part of the ________ behavior that constitutes performance at work. A) citizenship B) counterproductivity C) social loafing D) deviant workplace E) satisficing

A) citizenship

24) When one person seeks to satisfy his or her own interests regardless of the impact on the other parties to the conflict, that person is using the conflict-handling intention of ________.

A) competing

40) The strength of product departmentalization in the matrix structure is that it facilitates ________.

A) coordination among specialties

47) ________ bargaining is negotiation that seeks to divide a fixed amount of goods or services.

A) distributive

34) Top management has a major impact on the organization's culture by ________.

A) establishing norms that filter down through the organization

55) During the design step of appreciative inquiry, participants ________.

A) find a common vision of how the organization will look in the future

28) ________ refers to the degree to which jobs within the organization are standardized.

A) formalization

3) According to the traditional view of conflict, all conflict is ________.

A) harmful and must be avoided

23) Assertiveness indicates the degree to which ________.

A) one party attempts to satisfy his or her own concerns

The behavioral structured interview is built on the assumption that ________. A) past behavior is the best predictor of future behavior B) technical knowledge and skills are the best predictor of job performance C) personality is the best predictor of job performance D) personality and mood are highly correlated E) technical knowledge and job performance are highly correlated

A) past behavior is the best predictor of future behavior

50) In case of distributive bargaining, the ________ point marks the lowest outcome that is acceptable—the point below which the party would break off negotiations rather than accept a less favorable settlement.

A) resistance

17) The ________ refers to the number of subordinates that a manager directs.

A) span of control

Which of the following is one of the techniques used by organizations to make their workplace more family-friendly? A) telecommuting B) job enlargement C) classroom training D) mentoring program E) job rotation

A) telecommuting

33) The simple structure is most widely practiced in small businesses in which ________.

A) the manager and owner are one and the same

13) If you support the idea that conflict should be eliminated, you are supporting which of the following views of conflict?

A) the traditional view

Ozu Tech offers employees 4 unpaid weeks sabbatical, or 3 to 6 partially paid weeks off for family-related reasons. This work-life initiative offered by Ozu Tech is a type of ________. A) time based strategy B) information based strategy C) money-based strategy D) direct service E) culture-change strategy

A) time based strategy

Which of the following is the least predictive set of criteria used to evaluate employees? A) traits B) task outcomes C) behaviors D) personality E) technical skills

A) traits

______________ includes most office equipment, such as printers, computers, copy machines, and office mailing equipment. These products are often expensed when purchased rather than being depreciated over time.

Accessory equipment

50) Rather than looking for problems, ________ seeks to identify the unique qualities and special strengths of an organization, which can then be built upon to improve performance.

Appreciative inquiry

Leader-Member Exchange Theory

Argues that, because of time pressures, leaders establish a special relationship with a small group of their followers

42) Which of the following steps in Kotter's eight-step plan for implementing change represents the movement stage in Lewin's three-step model?

B) Plan for, create, and reward short-term "wins" that propel the organization toward the new vision.

52) Blastkrieg, a chain of audio equipment stores, uses computerized inventory control and customer self-service to eliminate the category of sales clerks from its force of employees. After diversifying into computer electronics, it now plans to employ the same concept in selling desktop PCs and laptops. Which of the following is an assumption made in Blastkrieg's strategy?

B) Sales personnel are not required for selling computer electronics successfully.

46) Which of the following statements is true about formal socialization?

B) Specific orientation and training programs are examples of formal socialization.

You have just been appointed as director of your company's corporate training division. The CEO of your company has been displeased with your company's prior training programs, so you are tasked with rehauling the entire training division. You convene a meeting of all training division managers to decide on the types of training that the division will implement. One of your managers is a firm supporter of e-training programs for employees in your company's international offices. He touts the benefits of e-programs by stressing that ________. A) e-training approaches have been proven to result in higher levels of knowledge assimilation B) e-training is highly flexible and employees can complete the training at their convenience C) many employees find solitary learning to be highly motivating D) online learners are less susceptible to distractions E) e-programs are inexpensive to design and implement

B) e-training is highly flexible and employees can complete the training at their convenience

19) Selective information processing is a major source of resistance to change. It indicates that ________.

B) individuals hear what they want to hear and they ignore information that challenges the world they've created

68) A(n) ________ is a neutral third party who facilitates a negotiated solution by using reasoning, persuasion, and suggestions for alternatives.

B) mediator

62) A(n) ________ model is a structure that is flat, uses cross-hierarchical and cross-functional teams, has low formalization, possesses a comprehensive information network, and relies on participative decision making.

B) organic

5) According to the interactionist's perspective, a group that functions without conflict is ________.

B) prone to becoming static and apathetic

40) Conflict is dysfunctional when it ________.

B) reduces group cohesiveness

Most training is directed at upgrading and improving an employee's ________ skills. A) financial B) technical C) problem-solving D) interpersonal E) social

B) technical

Your organization has reduced layers, flattening the organization. Your employees now need to perform a wider variety of tasks. As a result, you need to provide employees with training to help develop their ________ skills. A) basic literacy B) technical C) interpersonal D) problem solving E) communication

B) technical

59) Company chants are used to ________.

B) transmit company culture to employees

Which of the following work-life initiatives is an example of a culture-change strategy? A) offering flexible benefits B) tying manager pay to employee satisfaction C) allowing job sharing D) providing fitness center E) providing counseling services

B) tying manager pay to employee satisfaction

54) During the dreaming step of appreciative inquiry, participants ________.

B) use information from the discovery phase to speculate on possible futures

Beano was an early entry into the market for products that reduce the gas generated by some food products. The initial communications approach was to communicate the benefits of the product i.e. what it would do. Marketers were attempting to structure consumers' __________ about Beano.

Beliefs

Mazda is a car manufacturer that has known some highs and lows during recent years. 1989 was one of its highest years. In that year it introduced the Miata, a two-seat convertible. The recession of the early 1990s and some problems with its U.S. marketing programs caused the company's sales to slide downward. Mazda's sales in 1995 were 24 percent lower than they had been the preceding year. In January 1996, sales were 18 percent lower than they had been in January 1995. Mazda hopes this trend will be reversed by its MPV minivan. Mazda has positioned its van as a cross between a standard minivan and a sport utility vehicle. What differentiates the MPV from the competition is its rear-wheel drive. One of the segments of the market that Mazda targeted was the group of automobile owners who want to be able to tow their boats and campers behind their minivans. Which segmentation base is implied?

Benefit

_________ positioning emphasizes the brand's ability to satisfy specific needs that customers may have.

Benefit

____________ positioning is typically used for products that are purchased for their form utility or functionality. Consumer non-durable goods such as toothpaste, soap, household cleaning supplies, canned goods, and personal care products are commonly positioned in this manner.

Benefit

Which of the following segmentation bases best illustrates how market segments were created in Russell Haley's toothpaste segmentation study which segmented toothpaste users into the categories of worriers, sensories, socialbles, and general?

Benefits

Which of the following segmentation bases best illustrates how market segments were created in the toothpaste and snack food studies presented in class?

Benefits

Which of the following segmentation bases is most consistent with the tenets of the marketing concept? In other words, if you are a strong advocate of the marketing concept, which of the following segmentation bases will be most consistent with your "philosophy of doing business?"

Benefits

Which of the following segmentation bases is most consistent with the tenets of the marketing concept? In other words, if you are a strong advocate of the marketing concept, which of the following segmentation bases will be most consistent with your "philosophy of doing business?"

Benefits

Gillette advertised its line of Mach 3 razors as suggests that the first triple-bladed razor. Which type of segmentation base is implied?

Benefits or product attributes

The following ad for Gillette suggests that the marketer probably employed which type of market segmentation base? (Gillette Mach 3 ad)

Benefits or product attributes

Management is in the _____________ stage of the new-product development process when it estimates market demand and prepares cost estimates for the new product.

Business analysis

4) Which of the following, if true, would most strengthen the argument that Fony Corp. should upgrade its technology?

C) Fony's main client account is at risk after the client had to recall nearly 2 million notebooks owing to defective batteries.

76) Which of the following statements is true regarding effects of national culture on organizational culture and ethical behavior within organization?

C) Generally, U.S. managers see bribery, nepotism, and favoring personal contacts as highly unethical.

Dunder Mifflin Inc. is considering implementing employee ethics training programs. Some members of senior management are opposed to these programs. Their opposition is most likely based on which of the following beliefs? A) Ethics training is very expensive. B) Ethics change from country to country. C) Individual value systems are fixed at an early age. D) Integrity cannot be taught by example. E) Ethics training does not help employees to recognize ethical dilemmas.

C) Individual value systems are fixed at an early age.

77) Which of the following statements is not true regarding organizational approaches to managing stress?C) Managers should consider decreasing employee involvement in decision making because evidence clearly shows that decreases in employee empowerment reduce psychological strain.

C) Managers should consider decreasing employee involvement in decision making because evidence clearly shows that decreases in employee empowerment reduce psychological strain.

66) Stratford Inc. is a company that hires culturally diverse people to perform Shakespearean plays for high school students. The company employs actors and actresses from all over the world. The actors and actresses have joined together to ask the company for higher salaries. The employees are struggling over deciding who will negotiate for them. Which of the following statements is true pertaining to the effect of individual differences on negotiations?

C) People who are highly interested in having positive relationships with other people are poor negotiators.

The government passes a new law requiring all companies to offer employees unpaid time off to care for their children. This would harm the economic competitiveness of the nation's businesses as companies must be free to set their own employment policies without mandated parental-leave regulations. Which of the following, if true, would weaken the argument? A) A parental-leave law will serve to strengthen the family as a social institution in this country. B) Most businesses in the country already offer employees some form of parental leave. C) Some of the countries with the most economically competitive businesses have strong parental-leave regulations. D) The proposed parental-leave law does not apply to small-scale industries. E) In most polls, a majority of citizens say they favor passage of a parental-leave law.

C) Some of the countries with the most economically competitive businesses have strong parental-leave regulations.

Scarlett has received authorization to add an assistant manager to her department. This person will be working closely with Scarlett and must have excellent interpersonal as well as technical skills. Scarlett wants to make certain that she maximizes the chance of choosing the correct individual and is trying to decide on the most appropriate selection device. Which of the following is most likely to be used by Scarlett during the initial selection stage to check if an applicant meets the basic qualifications for a job? A) assessment center B) drug test C) application form D) work-sample test E) integrity test

C) application form

55) Odysseus Corp. is attempting to flatten its organizational hierarchy. It is encouraging the use of cross-hierarchical teams, participative decision-making practices, and 360-degree performance appraisals. Based on this information, we can say that Odysseus Corp. is attempting to create a ________ organization.

C) boundaryless

75) The two parties eventually agree to ask Sam Spade, an attorney and trusted friend, to help them informally to solve their problem. Sam's role is that of a(n) ________.

C) conciliator

45) The two general approaches to negotiation are ________ bargaining and ________ bargaining.

C) distributive; integrative

63) Which of the following is typically a characteristic of an organic model of organization?

C) free flow of information

5) A plant manager organizes a plant by separating engineering, accounting, manufacturing, personnel, and purchasing into departments. The plant is departmentalized on the basis of ________.

C) function

Performance evaluations are used to ________. A) improve group cohesiveness B) define departmental structure C) help management make HR decisions D) identify how jobs are completed E) decrease conformity within organizations

C) help management make HR decisions

Biozone provides its employees career counseling, skills workshops, and networking sessions. This work-life initiative used by Biozone falls under the category of ________. A) direct services B) time based strategies C) information based strategies D) money-based strategies E) culture-change strategies

C) information based strategies

Stefan is looking for a job. Today he went to the Web site of Qriosity Inc., where he filled out an online application and attached a copy of his resume. In which part of the selection process is Stefan? A) physical selection B) job offer C) initial selection D) contingent selection E) substantive selection

C) initial selection

60) Which of the following can act as a common denominator to unite members of a given culture or subculture?

C) jargons and acronyms that are specific to the organization

59) Which of the following actions can extinguish risk taking and innovation?

C) rewarding for the absence of failures rather than for the presence of successes

Researchers now recognize three major types of behavior that constitute performance at work. Which of the following are these three major types of behavior? A) task performance, productivity, tenure B) productivity, efficiency, absenteeism C) task performance, citizenship, counterproductivity D) citizenship, counterproductivity, personality E) leadership, knowledge, efficiency

C) task performance, citizenship, counterproductivity

66) In which of the following climates do managers operate under the expectation that their decisions will positively affect the greatest number of stakeholders?

Caring

Which of the following best suggests the major distinction between classical conditioning and iconic rote learning as applied to advertising?

Classical conditioning is used to generate a direct affective response to the brand; iconic rote learning attempts to create top-of-mind awareness for the brand - an emotional response to the brand is not intended.

The role of perpetual fit when selecting a celebrity endorser for a brand is conceptually most similar to the role of perceptual fit with respect to"

Co-branding

29) The application of direct threats or force upon resisters is called ________.

Coercion

32) You have threatened to eliminate positions and even to close down the company if your sales personnel don't change their attitudes. The method for overcoming resistance that you have chosen is ________.

Coercion

Creating attitudes for new products generally requires attempting to first structure the consumer's:

Cognitions or beliefs for the object

George just bought a new car. He liked the speed that comes with a Camaro SS, but he also liked the luxury of the Lexus. He purchased the Honda Accord because it seemed to combine some of the luxury of the Lexus and some of the speed of Camaro. Even after making his purchase, George wondered if he had missed something by not buying one of the other cars. George experienced ______________

Cognitive dissonance

George just bought a new car. He liked the speed that comes with a Camaro SS, but he also liked the luxury of the Lexus. He purchased the Honda Accord because it seemed to combine some of the luxury of the Lexus and some of the speed of Camaro. Even after making his purchase, George wondered if he had missed something by not buying one of the other cars. George experienced ______________.

Cognitive dissonance

Madison is watching her weight. She felt post-purchase __________ when she realized that she could have ordered a cappuccino with only 70 calories instead of the iced mocha with 150 calories.

Cognitive dissonance

___________________ is a state of anxiety that often occurs in the post-purchase stage of the buying decision process.

Cognitive dissonance

____________ is the most complex form of learning and is the basis by which consumers gather and consciously evaluate information that is employed in making extended or complex decisions.

Cognitive learning

14) A strong culture should reduce employee turnover because it results in ________.

Cohesiveness and organizational commitment

Work Team Results

Collective Positive Individual and Mutual Complementary

When microwave ovens were introduced in the early 1960s, they were slow to be adopted. Although the ovens scored very high on relative advantage, they were deemed to be inconsistent with the wife's role in the kitchen and perceptions on how food should be prepared. Which of the following factors that influence how rapidly new products diffuse was most likely the culprit?'

Compatibility

Comparative ads that attempt to show consumers that their brand is somehow superior to brands of companies are employing ___________ position strategy

Competitive

Wendy's, in its classic "Where's the Beef" advertising campaign, emphasized the superior size of their burgers relative to McDonald's and Burger King. Making claims of direct superiority is the most common _____________ positioning strategy.

Competitive

______________ positioning entails using customers' existing perceptions of other brands as the basis from which to build and to eventually differentiate the Firm's brand image.

Competitive

75) Art-Is-Us claims to be a spiritual organization. Company employees are encouraged to show kindness toward others. Employees are treated with esteem and value and supported for their creativity and flexibility. While the organization values profits, its purpose is to spread the pleasure of art to as many people as possible. Which of the following is not one of the cultural characteristics commonly found in spiritual organizations?

Competitiveness

73) The ________ of an environment refers to the degree of heterogeneity and concentration among environmental elements

Complexity

Dupont's Quallofil is an insulating material used in multiple applications. One natural application is as the insulating material in sleeping bags. Quallofil is considered to be a:

Component part

When motor oil or anti-freeze is placed in automobile engines when they are manufactured, they are considered to be __________.

Component parts

Jeremy runs a SCUBA diving shop in Cozumel, Mexico. Jeremy has tailored his diving operation to serve serious divers preferring deeper diving profiles and longer dives. His marketing program is geared specifically to attract this type of diver. Jeremy is using which approach to target marketing?

Concentrated targeting

72) In third-party negotiations, a third party who provides an informal communication link between the negotiator and the opponent is known as a(n) ________.

Conciliator

Line extensions, flanker brands, and brand extensions are classified as:

Continuous innovations

Most private label products added to retailers' product portfolios are derived from existing brands already produced by other Firms. Such "new to the Firm" products are examples of __________.

Continuous innovations

The Chevrolet Camaro and Ford Mustang have undergone major redesigns in the last decade to improve sales, profits, market share, and brand image. In terms of NPD, these repositioning attempts are categorized as _____________.

Continuous innovations

As a mechanism for services differentiation, Bonded Inspections of Dallas specializes in non-destructive testing by using an array of innovative technologies in gamma ray, ultrasonic, magnetic particle, x-ray, and phased array penetrant systems wielded by a team of highly trained employees. Bonded clearly differentiates itself with:

Continuous service innovation

50) Which of the following statements is true regarding a virtual organization?

D) A virtual organization tends to have unclear roles, goals, and responsibilities.

38) Which of the following statements is true regarding a bureaucracy?

D) Bureaucracies can get by with less talented middle- and lower-level managers.

41) Which of the following statements is true regarding negotiation that takes place in a collectivist culture?

D) Compared to individualists, collectivists are less likely to see offers from their counterparts as unfair and to reject them.

24) Which of the following statements is true regarding the establishment of the organizational culture and its effects on the organization?

D) Culture acts as a control mechanism and guides the behavior of employees.

29) Rainbow Corp. hires a new secretary, Polonova, who differs from the vast majority of the company's employees in terms of her ethnicity. The company has a collectivist culture with a culturally diverse workforce and several policies to support the minorities. Yet, after a few weeks, she quits the company. Which of the following, if true, helps explain why she quit?

D) Polonova has a strong sense of personal ambition and independence.

Sirius Corp, an automobile manufacturer in Texas, has a number of vacancies at lower management levels, which is important for the company's future development, and wants to fill the positions from within the company itself rather than recruit externally. The company plans to e-mail the job specifications to all employees and post the jobs on the company Web site. Which of the following, if true, will strengthen the company's decision? A) The majority of the company employees have only a basic level of education. B) The company recently instituted a technical skills improvement program for shop floor employees. C) A top recruitment agency recently sent the company details of prospective college candidates. D) Several top performing entry level employees have received offers from rival companies. E) A majority of the company's employees are reaching the age of retirement.

D) Several top performing entry level employees have received offers from rival companies.

2) Conservationists have had a perpetual conflict with the government of the United States over the fast and rampant depletion of Earth's natural resources. They argue that the United States must reduce its consumption level significantly to rectify this problem. Which of the following, if true, would most strengthen the conservationists' argument?

D) The United States accounts for one-third of the total world resource consumption.

16) Matt works as a sales representative at Tandem Industries, which manufactures and sells bicycles. He's the best salesman on the floor, but he also receives the highest number of customer complaints for late deliveries. Which of the following, if true, best explains this situation?

D) The company keeps inventory levels low in order to reduce costs.

7) Porco Rosso, an aircraft manufacturer with a strong presence in the United States, is looking to expand its market overseas. The firm currently sells its aircraft to several airlines in the United Kingdom but now wants to establish manufacturing units there as well in order to acquire a bigger share in the European market. Hence, it plans to merge with QueenAir, a British aircraft manufacturer. Which of the following, if true, would weaken the company's decision to merge with QueenAir?

D) There is a striking difference in the organizational cultures of the two firms.

Formal performance appraisals are used more frequently in countries that ________. A) value status quo and rigidity B) are low in assertiveness C) are low in uncertainty avoidance D) are low in in-group collectivism E) have long-term orientation

D) are low in in-group collectivism

Which of the following is most likely to be an initial selection device? A) technical interview B) drug test C) written test D) background check E) work-sample test

D) background check

63) During which phase of the negotiation process do the parties have the actual discussion to hash out an agreement?

D) bargaining and problem solving

11) In a negotiation between a man and a woman, we would expect the woman to ________ than the man.

D) be more accommodating

34) In which stage of the conflict process does conflict become visible?

D) behavior

8) Wiper Inc., a parts supplier, has separate departments for government aircraft and contracts, large commercial aircraft clients, and small personal aircraft clients. This is an example of departmentalization on the basis of ________.

D) customer

60) ________ is a systematic effort to make an organization leaner by selling off business units, closing locations, or reducing staff.

D) downsizing

Which of the following is a common contingent selection method? A) IQ test B) interview C) interest inventory D) drug test E) work-sample test

D) drug test

Lewis is a sales representative for his company. He is attending a company training program about the types of expenses that are considered legal deductions for tax purposes and how to distinguish between personal expenses and business expenses. Lewis is attending training to improve his ________ skills. A) literacy B) problem-solving C) interpersonal D) ethical E) technical

D) ethical

Performance-simulation tests have higher ________, which measures whether applicants perceive the measures to be accurate. A) nominal validity B) nominal reasonability C) face cognitivity D) face validity E) face legitimacy

D) face validity

6) AgriProducers has customers all over the United States that need their soil and crops tested in their labs. The crops and soil are different in the various large areas of the nation, such as the West Coast and the Midwest. Which type of departmentalization would be best for AgriProducers?

D) geographic

Which of the following performance evaluation methods is often used in recommending students to graduate schools? A) written essays B) critical incident analysis C) BARS D) group order ranking E) graphic rating scales

D) group order ranking

4) According to the ________ view of conflict, conflict can be a positive force in a group and some conflict is absolutely necessary for a group to perform effectively.

D) interactionist

By training employees on how to be better listeners, organizations attempt to improve their ________ skills. A) ethical B) technical C) problem-solving D) interpersonal E) cultural

D) interpersonal

Assessment centers are typically used to evaluate a candidate's ________ potential. A) linguistic B) technical C) cognitive D) managerial E) analytical

D) managerial

22) The conflict-handling techniques are characterized by two dimensions, cooperativeness and assertiveness. Cooperativeness indicates the degree to which ________.

D) one party attempts to satisfy the other party's concerns

18) Limited focus of change is a major source of resistance to change that originates from an organizational source. It indicates that ________.

D) organizations consist of a number of interdependent subsystems and one can't be changed without affecting the others

You are introducing self-managed teams and implementing quality-management programs. It would be important to conduct training in ________ skills. A) basic literacy B) technical C) interpersonal D) problem-solving E) interdependence

D) problem-solving

7) Procter & Gamble has separate departments for Tide, Pampers, Charmin, and Pringles. This is an example of departmentalization by ________.

D) product

Written tests are used during the ________ stage of the selection process. A) cognitive B) associative C) analytic D) substantive E) initial

D) substantive

69) Which of the following terms refers to the way an organization transfers inputs into outputs?

D) technology

If a manager uses critical incidents as a method of performance evaluation, then ________. A) the employees generally receive poor ratings B) the evaluator's writing skills become the determining factor of the evaluation C) the employees are more likely to become motivated to achieve their goals D) the focus of the evaluation will center on key behaviors E) the cost of the evaluation is likely to be incredibly high for the organization

D) the focus of the evaluation will center on key behaviors

56) A boundaryless organization is most likely to ________.

D) use 360-degree performance appraisals

11) A(n) ________ resistance to change clouds the link between the change and the reaction to it and may surface weeks, months, or even years later.

Deferred

Which of the following is not a step in the recommended process for developing a brand positioning strategy?

Define the Firm's mission

Formal Group

Defined by the organization's structure, with designated work assignments establishing tasks

The classification scheme for new products is based on:

Degree of consumer learning or 're-learning' required for the new product.

The classification scheme for new products is based on

Degree of consumer re-learning required for the new product

Because data are easily collected, readily available in secondary sources, and often are highly correlated with consumer wants and needs, __________________ is the most commonly employed segmentation base used in marketing applications.

Demographic

32) Which of the following is not one of the five most prevalent climate categories making up the ethical dimensions of organization culture?

Dependence

Once new product ideas are screened to weed out poor promising ideas, the next step is to:

Develop the ideas into workable 'product concepts' for possible testing with consumers

In commoditized markets, the likelihood of price and market share wars can be reduced if Firms successfully ______________ their brands through their NPD efforts.

Differentiate

AquaWorld is a full service dive shop based at the Park Royal in Cozumel. Dive shop management knows that its clientele possess a diverse range of experience (or lack there of) in diving. Some clients need a lot of hand-holding, prefer to follow a guide while under water, and usually rent their equipment. In contrast the more experienced divers tend to prefer to venture out on their own and generally use their own equipment. AquaWorld has effectively created packages with appropriate pricing for both types of customer. Apparently, AquaWorld is using a ______________ strategy.

Differentiated targeting

Black & Decker produces a number of product lines of power tools. The Black & Decker line targets DIYS (Do It Your Self) consumers, the DeWalt line, a premium higher priced brand, is geared more to professional builders. Porter- Cable, a recent acquisition, is positioned similarly to Black & Decker. The Mac Tools brand targets professional automotive mechanics. Black & Decker treat each line and its associated customers as distinct target markets toward which they direct unique marketing programs. Black & Decker is employing a _____________ strategy.

Differentiated targeting

For an invention to become an innovation requires that the invention be capable of offering better solutions to recognized consumer problems.

Diffusion

The _________ of a new product is the process by which an innovation is spread through a social system over time

Diffusion

The rate at which new products are adopted by users throughout a particular market, population, nation, or global region is ____________.

Diffusion

Jon refuses to wear his ball cap backwards or sideways because he does not want to be stereotyped as possessing the attitudinal and personality traits that he thinks are viewed negatively. Jon evidently view those who do wear ball caps in such a manners as _____________ .

Dissociative reference group

29) Elena is the senior manager of a scientific operations team at a well-known clinical research organization. The organization delivers more than 4,000 solutions across more than 18 therapeutic areas. Being a perfectionist, Elena has reached her present position through hard work and dedication. Given that she has also worked effectively with teams in the past, she has recently been assigned to lead a team working on a new project which is critical to the company. Elena refuses to allocate any tasks to her team and decides to put in extra hours and weekends to complete the groundwork herself. Based on the information presented here, which of the following would best explain this contradiction?

E) Elena is reluctant to delegate work as she lacks confidence in her team's abilities.

35) A conflict-intensity continuum has "annihilatory conflict" at the upper end and "no conflict" at the lower end. In the context of this conflict-intensity continuum, which of the following statements is true of conflict intensities?

E) Functional conflicts are typically confined to the lower range of the conflict-intensity continuum

57) Which of the following statements is true regarding innovation in organizations?

E) Innovative organizations reward both successes and failures.

35) Which of the following, if true, would weaken the argument to use coercive techniques in this situation?

E) The company just finished its peak season, during which employees were required to work overtime and on weekends.

23) While observing the departments in his division, Gordon notices that some managers with wide spans of control seem to perform more effectively than other managers with similarly sized spans of control. Which of the following statements is most likely to be true regarding the high-performing managers?

E) The employees within their departments are highly skilled and very knowledgeable about their jobs.

Which of the following statements is most likely to be true regarding behavioral structured interviews? A) They are most useful when interviewing knowledge workers. B) They increase an interviewer's reliance on his or her "gut feelings." C) They are conducted in a similar manner as audition-type interviews. D) They are useful only for interviewing nonskilled workers. E) They increase the effectiveness of the interview technique.

E) They increase the effectiveness of the interview technique.

39) Which of the following conflict management techniques involves designating a critic to purposely argue against the majority positions held by the group?

E) appointing a devils advocate

65) An organizational culture most likely to shape high ethical standards among its members is one that ________.

E) balances the rights of multiple stakeholders

4) The basis by which jobs are grouped is called ________.

E) departmentalization

Which of the following is most likely to be the fastest growing training medium? A) job rotation B) live classroom lectures C) apprenticeships D) formal mentoring program E) e-training

E) e-training

45) Which one of the following problems is most likely to occur in a matrix structure?

E) employees receiving conflicting directives

53) Which of the following steps could your supervisor take to best help you develop a commitment to your new company?

E) encourage you to develop friendship ties within the organization

59) Which of the following is a method that companies can use to break down cultural barriers in the global market?

E) form strategic analysis

Jeeves Consulting requires a performance evaluation method that is less time consuming to develop and administer and allows for quantitative analysis and comparison. An appropriate evaluation technique for Jeeves Consulting would be ________. A) written essays B) trait evaluations C) forced comparisons D) 360-degree evaluations E) graphic rating scales

E) graphic rating scales

27) The more the lower-level personnel provide input or are actually given the discretion to make decisions, the ________ within that organization.

E) higher is the degree of decentralization

Due to the passage of the Americans with Disabilities Act, job applicants ________. A) can be subjected to a drug test only if they are being considered for senior-level management positions B) are never required to submit to a physical exam for a job C) cannot be subjected to a work-sample test after a contingent job offer D) cannot be subjected to behavioral assessment tests before a contingent offer E) may be required to undergo a medical examination after they receive a contingent offer

E) may be required to undergo a medical examination after they receive a contingent offer

Which of the following work-life initiatives is a direct service? A) elder care resources B) adoption assistance C) job sharing D) direct financial assistance E) onsite child care

E) onsite child care

4) Stability is one of the seven primary characteristics that capture the essence of an organization's culture. It indicates the degree to which ________.

E) organizational activities emphasize maintaining the status quo in contrast to growth

8) Conflicts related to how the work gets done are called ________ conflicts.

E) process

30) Publishing representatives who call on college professors to inform them of their company's new publications have a great deal of freedom in their jobs. They have only a general sales pitch, which they tailor as needed. Based on this information, we can say that the job of these publishing representatives ________.

E) scores low on the degree of formalization

34) Mark is the owner of a local shoe business. He has fifteen employees who report directly to him, he makes all the decisions regarding the type and quality of shoes, and he looks after the shop's finances. Which type of organizational structure does Mark have?

E) simple structure

42) You explain to your students the structure of a local grocery store situated in your neighborhood. The store employs two full-time employees, a salesperson and a cashier. The owner of the store acts as its manager and makes all the decisions. Which of the following organizational structures is being described by you?

E) simple structure

16) As a result of changing technology and unstable environment, your company is planning to undertake restructuring of the business. The employees in your company are worried about this upcoming change and many of them are anxious due to a fear that they will lose their jobs as a result of this change. But that is not the case. The company only wants to restructure its business units, and it is not planning to cut down on jobs. In such a situation, which of the following techniques is most likely to be used by your company to deal with the employees' resistance to change?

Education and communication

30) You have brought in the local extension agent to explain demographics and the changing nature of the area in which you live. The method for overcoming resistance that you have chosen is ________.

Education and communication

What does the path-goal theory imply?

Effective leaders clarify followers' paths to their work goals and make the journey easier by reducing roadblocks

Consumers are generally more concerned with time and place utility when making purchases for _____________ goods. These purchase conditions make consumers less price sensitive and willing to pay more to obtain the product when and where it is needed.

Emergency

____________ are products for which consumers use up and find they must restock the product quickly. Alternatively, a unique need might arise that requires immediate satisfaction, such as an umbrella on a rainy day.

Emergency

Employee-Oriented Leader

Emphasizes interpersonal relationships by taking a personal interest in employee's needs and accepts individual differences among them. More effective than production oriented

39) During the ________ stage, a new employee compares his or her expectations with the realities in the organization.

Encounter

The 'level of product' that most closely represents the 'extra utility' provided by services such as credit, warrantees, delivery, post-sale service, etc. is called the:

Enhanced product

68) Political uncertainties, economic uncertainties, and technological change are examples of the ________ factors of potential stress.

Environmental

Last week Janet purchased her first bottle of Excedrin Migraine. She wanted to see if the product s pain-relieving benefits were any better than the brand she was using. Janet is most likely in the ___________ stage of the new product adoption process.

Evaluation

Product categories most appropriate for segmenting consumers of those products into usage rate segments include:

Fast food, snacks, and beverages

"Like the ad, like the product" is one theory offered for how _________ can result increased brand awareness and sales of some products.

Fear appeals

15) Which of the following is an example of an individual source of resistance to change?

Fear of the unknown

Example of role expectations

Federal Judge - has propriety and dignity Football Coach- seen as aggressive, dynamic, and inspiring to his players

Which of the following least justifies the use of demographic segmentation bases the most widely employed of segmentation bases?

Few differences exist across different geographic areas for the relationships between key demographic traits and consumption behaviors.

The requirement that market segments be "actionable" includes all of the following except:

Firms can effectively differentiate their products from those of competitors in targeted segments.

Some firms find it attractive to target "niches" because:

Firms can gain a competitive advantage by 'specializing' on serving the more narrowly defined needs of customers in niches.

The requirement that market segments be "actionable" means that:

Firms have the financial resources to target the market segments desired Firms' employees possess the necessary skill sets to capture sales in the desired segments There exist adequate media channels to communicate with customers in targeted segments There exist proper distribution channels to move products into the hands of consumer in targeted segments ALL OF THE ABOVE

Cannibalization is most likely to be a problem with which of the following branding strategies?

Flanker branding When a new brand is introduced by a company into a product line in which it already has brand representation, the introduction will cannibalize some sales from its existing brands.).

Trait Theories of Leadership

Focus on personal qualities and characteristics that differentiate leaders from non-leaders

In 2013 approximately 60% of CAT's sales of heavy construction equipment came from international markets. CAT's global markets are divided into North America, Latin America, Asia-Pacific, Canada, and EAME (Europe, Africa, Middle East) classifications. These broader areas are further segmented into smaller locals to identify the best ways to compete against local and other global competitors. CAT is apparently employing a _______________ segmentation approach.

Geographic

Suppose a chain of hair salons which targets children decides to locate its stores only in the suburbs. This would be an example of the use of a _________ segmentation base.

Geographic

The French prefer to buy top-loading clothes washers. The rest of Europe uses front-loaders. In developing its strategy for marketing to these nations, Whirlpool had to use ____________ segmentation to make sure that its washers suited the tastes of the consumers in each of the European countries.

Geographic

Servant Leadership

Go beyond their self-interest and focus on opportunities to help followers grow and develop

Developing an NPD protocol is a major component of which stage in the NPD process?

Go-to-market strategy

Consistent with the ___________ most intangible services contain a product component, just as many tangible products contain a service component. There may be no such thing as either a pure service or pure product.

Goods-services continuum

Five Stage Model - Norming Stage

Group structure solidifies and the group has assimilated a common set of expectations of what defines correct member behavior Strong sense of group identity and commraderie

Strengths in Group Decision Making

Groups generate more complete info and knowledge, offer increased diversity of views, and leads to increased acceptance of a solution

Group Property 4: Size

Groups with a dozen or more members are good for gaining diverse input for fact-finding and for smaller groups of about 7 members are better at doing doing something important with that input

Cappio was the first canned ready-to-drink coffee on the market. It had to create the demand for the product category. As soon as demand for the product was shown to exist, Coke and Pepsi began promoting their own brands of canned, ready-to-drink coffee. During which stage of the product life cycle would you expect to see competitors like Coke and Pepsi entering the market for this product?

Growth

Developing selective demand for brands is a fundamental objective of the _______________ stage of the PLC.

Growth

During the _____ stage of the product life cycle, both sales and profits rise, numerous competitors enter the market, and sellers use promotional programs to stimulate demand for their brands.

Growth

Individual Brands Disadvantages

Harder to launch new products. Limited economies of scale in promotion. Cannibalization of sales.

20) Based on the information in the scenario, we can say that Rogue Vogue ________.

Has a strong culture

Coke insists that wait-staff in restaurants selling only Pepsi products ask patrons if Pepsi will be OK? when the customer requests a coke this is done primarily to:

Help prevent the Coke brand from being declared generic

68) Which of the following is most likely to be a characteristic of an organization pursuing a cost-minimization strategy?

High centralization

2) Danny's boss is apathetic as to whether Danny works at home, at the office, or from his beach house. All he cares about is that the project is completed on time, on budget, and with exemplary quality. Which characteristic of organizational culture describes this aspect of Danny's job?

High outcome orientation

Status and Norms - High status individuals

High status individuals are often given more freedom to deviate from norms and also are better able to resist conformity pressures May improve performance but only to a point

75) Some individuals want work that makes minimal intellectual demands and provides the security of routine; for them, ________ is a source of job satisfaction.

High work specialization

With respect to requirements for effectively segmenting markets, ________________ means that consumers within markets are similar to one another on key consumption-related characteristics.

Homogeneous within

Consumers within market segments should be more similar to one another on key consumption-related characteristics than they should be with consumers in other segments. This requirement for effectively segmenting markets is referred to as:

Homogeneous within, heterogeneous between

Any number of people living together in the same a single dwelling, even if members of different families, is termed a(n)_____________ .

Household

The classification scheme for consumer products divides these products into three basic categories defined by:

How much effort is expended in the purchase process

Jennifer is marketing manager for a major consumer goods Firm. She is interested in determining if market opportunity exists for the sales of a new brand of organic, gluten free line of ready-made dinners. Jennifer knows that the market for ready-made dinners is very large and heterogeneous and wants to more precisely pinpoint those customers within this market that are most likely to respond favorable to the new brand. Apparently, Jennifer is interested in:

How to best segment the ready-made dinner market

____________ involves learning the association between two or more concepts in the absence of conditioning.

Iconic rote learning

60) Brian's team just had a research breakthrough. They'll need several thousands of dollars to complete the project. Brian has called a series of meetings in which he's promoting the significance of the new discovery, explaining the economic benefits that will result from the final project, and answering questions. Brian is a(n) ________ within his company.

Idea champion

'Check sheets' and weighted point evaluation models are most likely to be employed in which stage of the new product development process?

Idea screening

The aspect of self-concept that captures how consumers prefer to see themselves is __________ .

Ideal private-self

Janet is very fashion-conscious. She only buys those brands that she thinks will enhance her image with her peers. From the perspective of a consumer behaviorist, Janet apparently is concerned with furthering her _________ .

Ideal social self-concept

The aspect of self-concept that captures how consumers want others to see them is __________ .

Ideal social-self

Mazda is a car manufacturer that has known some highs and lows during recent years. 1989 was one of its highest years. In that year it introduced the Miata, a two-seat convertible. The recession of the early 1990s and some problems with its U.S. marketing programs caused the company's sales to slide downward. Mazda's sales in 1995 were 24 percent lower than they had been the preceding year. In January 1996, sales were 18 percent lower than they had been in January 1995. Mazda hopes this trend will be reversed by its MPV minivan. Mazda has positioned its van as a cross between a standard minivan and a sport utility vehicle. What differentiates the MPV from the competition is its rear-wheel drive. When Mazda was trying to decide what type of vehicle was most likely to bring it out of its slump, it knew that it needed to use a market segmentation strategy. The first thing Mazda had to do when it segmented the automobile-buyer market was to:

Identify the current and potential needs of the market (assuming that a benefit segmentation base is desirable).

When Joe visited the campus bookstore to look for his marketing textbook, he walked by the magazine rack and saw the latest copy of Car and Driver. He bought the magazine without any further thought. Buying the magazine was an example of _______ buying

Impulse buying

Which answer is correct? Positive brand equity can:

Increase the "share of mind" space enjoyed by the branded product. Be used by firms to launch new products more easily. Charge higher prices and not lose market share.

Which of the following is an unlikely management strategy to use for a product in the decline stage of its product life cycle?

Increase the depth of the product line by adding new line extensions or flanker brands.

Diversity Cons

Increases group conflict which often lowers group morale and raises dropout rates Faultlines

Which of the following is least associated with the geographic roll-out of new products?

Incremental steps in the roll-out process are accompanied with changes in the marketing mix tailored to meet the requirements of each geographic market

Which of the following is not an advantage to mass-marketing?

Individual customers' wants and needs can be more directly targeted.

The use of the family lifecycle for segmenting markets for some products is particularly attractive because:

Individual stages in the lifecycle contain consumers with similar demographic characteristics and consumption preferences

Which of the following is not a likely way of segmenting organizational markets?

Industry (product) life cycle stage

Which of the following are likely ways of segmenting organizational markets?

Industry type by employing NAICS or SICs. Industry size assessed, for example, by number of employees. Technologies employed in Firms. Geographic locations. ALL OF THE ABOVE

65) A(n) ________ strategy emphasizes the introduction of major new products and services.

Innovation

The adopter category typically targeted first during the introductory stage of the PLC is:

Innovators

72) Volatility refers to the degree of ________ within an environment.

Instability

When a trucking company more trucks to haul goods for its customers or an airline company buys more jet-liners to ferry people from place to place they are purchasing ___________ .

Installations

________ consist of capital items, such as buildings, dams, and major production line equipment. These products are typically expensive, capitalized on balance sheets, depreciated over time, and contribute substantially to the Firm's scale of operations.

Installations.

27) A(n) ________ organization is an organization that takes on a life of its own, apart from its founders or members; it is valued for itself and not for the goods or services it produces.

Institutionalized

Consumer Convenience Goods are most closely associated with which type distribution strategy?

Intensive

21) ________ is the third stage in the conflict process and it intervenes between people's perceptions and their overt behavior.

Intention

The adopter categories called innovators and early adopters are targeted primarily during which stage of the PLC?

Introduction

What kind appeal does situational leadership theory have and why?

Intuitive because it acknowledges the importance of followers and builds on the logic that leaders can compensate for their limited ability and motivation

45) ________ socialization assumes that the newcomer's qualities and qualifications are the necessary ingredients for job success, so these qualities and qualifications are confirmed and supported.

Investiture

The gasoline-electric vehicle marketed by Honda apparently is viewed negatively by many Texans because it doesn't fit their expectations of power and performance. Apparently, the new Honda may be slow to diffuse in the market because:

Is difficult to sample on a 'trial' basis

The gas electric vehicle marketed by Honda apparently us viewed negatively by many Texans because it doesn't fit their expectations of power and performance. Apparently, the new Honda may be slow to diffuse in the Texas market because

It lacks value compatibility

The gasoline-electric vehicle marketed by Honda apparently is viewed negatively by many Texans because it doesn't fit their expectations of power and performance. Apparently, the new Honda may be slow to diffuse in the market because:

It lacks value compatibility

Which of the following best explains why the Kroger supermarket chain markets its own line of canned fruits and vegetables under the Kroger private label?

Kroger can sell its brands at prices below those of producers brands and still earn satisfactory profits

Which of the following best explains why the Kroger supermarket chain markets its own line of canned fruits and vegetables under the Kroger private label?

Kroger can sell its brands at prices below those of producers' brands and still earn satisfactory profits

33) Who developed a three-step model for change that included unfreezing, movement, and refreezing?

Kurt Lewin

Al works as a cement finisher for a parking lot repaving company. He is suspicious of innovation and innovators. He was one of the very last people in the small western city in which he lives to buy a microwave oven. When it comes to the adoption of microwave ovens, Al is the ________ category

Laggard

Al works as a cement finisher for a parking lot repaving company. He is suspicious of innovation and innovators. He was one of the very last people in the small Western city in which he lives to buy a microwave oven. When it comes to the adoption of microwave ovens, Al is in the _____ category.

Laggards

Customers in the __________ adopter category, on average, possess higher discretionary incomes, are often higher in social status, and more knowledgeable about new products. These adopters are more willing to take more consumption-related risks. Early adopters

Laggards

Transactional Leaders

Leaders who guide their followers toward established goals by clarifying role and task requirements

Tranformational Leaders

Leaders who inspire their followers to transcend their self-interests for the good of the organization Creative but encourage followers to be creative as well

Socialized Charismatic Leadership

Leadership that conveys other centered (not self-centered) values by leaders who model ethical conduct

The positioning strategy usually employed for products such as cigarettes which deliver no real benefits to consumers tend to focus on using ___________ dimensions.

Lifestyle

To get our bodies into better physical condition, we know we need to exercise, but many of us worry about what we look like while we're exercising. We also may want to exercise at odd times of the day when most gyms are closed. Advertisers of home fitness equipment have taken particular advantage of these facts. They are, in part, probably using ________________ segmentation. Select all that apply.

Lifestyle

When using __________ positioning, Firms attempt to develop associations between the brand and some desirable human state of existence by exploiting relationships that already exist in consumers' minds between the desirable state of existence and the consumer's ideal or actual self-concept.

Lifestyle

____________ positioning is most common for products such as expensive perfumes, colognes, designer clothes and jewelry, and cigarettes.

Lifestyle

Inventories of AIO-related questions on surveys are employed to identify groups of consumers with common AIO profiles. These groups typically can be treated by marketers as:

Lifestyle segments

The term AIO stands for a series of measures designed to assess consumers' ____________.

Lifestyles

25) Management of a company threatens to close a manufacturing plant in the company whose employees are resisting an across-the-board pay cut. But this threat is actually untrue. In this case, which of the following tactics of overcoming resistance to change is being used by the management?

Manipulation

27) Which tactic to overcome resistance to change is a relatively inexpensive way to gain the support of adversaries, but may backfire if the targets become aware of the tactic?

Manipulation

Ford motor company purchases anti-freeze in bulk from DuPont Corporation. This anti-freeze is placed in the radiators of its new cars prior to their being shipped to the dealers. The anti-freeze is:

Manufactured or component part

Manufacturers of national brands generally will also produce products under private labels. This is done because

Manufacturers of national brands often cannot sell all their output under their own brands

Manufacturers of national brands generally will also produce products under private labels. This is done because:

Manufacturers of national brands often cannot sell all their output under their own brands.

___________ can be viewed as the process of aggregating "similar" consumers or organizations based on similarities in their consumption, demographic, attitudinal, and psychographic characteristics.

Market segmentation

_______________ is the process of subdividing heterogenous consumer or organizational markets into more homogeneous submarkets.

Market segmentation

_______________ is the process of subdividing heterogenous consumer or organizational markets into more homogeneous submarkets in which members share common consumption, demographic, psychographic, and attitudinal characteristics.

Market segmentation more homogeneous submarkets in which members share common consumption, demographic, psychographic, and attitudinal characteristics.

Price competition between Firms is most likely with which of the following target marketing strategies?

Mass-marketing

Tara Foods of Georgia produces a wide range of Peanut Butters and other food extracts, but does not sell any of its output under its own brand name. Tara evidently produces _______.

Middlemen's brands

Frito Lay test marketed a new flavored potato chip fundamentally identical to Procter & Gamble's Pringles line of chips. Sales were disappointing as revenues were not even high enough to cover the product's costs. Frito Lay decided not to commercialize the product primarily because the were afraid the product would be a(n) _______________ ?

Miserable performer

Manufacturer's Brands

Name is owned and advertised by the manufacturer • Green Giant Peas • Black & Decker Tools • Whirlpool Appliances

Informal Group

Neither formally structured nor organizationally determined.

According to the characteristics of a good brand name, is "Duncan Hines" a good name for cake mixes? Assume that you have never heard of this brand before.

No, because it suggests nothing about the product. (The name really is not that good. It has only become a 'known brand' because it has been around for a long time. Consumers, from experience, can now associate the brand with a type of product and form expectations of performance. )

Utilities such as heating fuels, water, and electricity are all consumed in the Firm's daily operations and are repurchased, essentially, automatically. These products are considered to be:

Operating supply

Olivia is current president of the American Marketing Association student chapter at UNT. She is an extremely intelligent and outgoing leader. Other students in the marketing degree program at UNT look to her for advice a range of academic and professional issues. Olivia, apparently, is a(n) ___________.

Opinion leader

___________ are individuals who have a strong propensity to pass on both positive and negative word-of-mouth communications to other consumers.

Opinion leaders

25) ________ refers to the shared perceptions organizational members have about their organization and work environment.

Organizational climate

26) Grace works for a pet store where everyone is committed to the happiness of the animals. Often employees, bosses, and hourly workers alike come into the store "off the clock" and spend time training the animals. Everyone loves the store, the animals, and their jobs. This attitude of her co-workers inspires Grace to do her best. Based on this information, we can say that Grace is experiencing the effects of ________.

Organizational climate

46) ________ is a collection of change methods that seek to improve organizational effectiveness and employee well-being.

Organizational development

When Friskies bought the Alpo bran d they redesigned the Alpo package to feature the Friskies name along with Alpo. However the Alpo brand continued to receive the super-ordinate position on the label. This specific branding relationship is referred to as:

Over-branding

Which of the following best describes the primary distinction between component parts and fabricating materials?

Parts undergo little or no additional processing as they are combined into the larger product. The parts are always uniquely identifiable

Which of the following best describes the primary distinction between component parts and fabricating materials?

Parts undergo little or no additional processing as they are combined into the larger product. The parts are always uniquely identifiable.

Which of the following best reflects the relationship between self-concept and lifestyle from a marketing perspective?

People engage in life-style patterns that reflect elements of their actual and ideal self-concepts

Social Loafing

People engage in this by coasting on the group's effort when their particular contributions can't be identified. -Prevented by making members individually and jointly accountable.

3) Which of the following characteristics of an organization's culture indicates the degree to which management decisions take into consideration the effect of outcomes on employees within the organization?

People orientation

Characteristics of Social Identity Theory - Similarity

People who have the same values or characteristics as other members of their organization have higher levels of group identification i.e. Demographics

Status Inequity

Perceived inequity creates disequilibrium, which inspires various types of corrective behavior Hierarchical groups can lead to resentment among those lower in status Large differences are associated with poorer individual performance, lower health, and higher intentions to leave

The process of receiving, organizing and assigning meaning to information or stimuli detected by our five senses is called:

Perception

70) Family issues, economic problems, and personality characteristics are examples of the ________ factor of potential stress.

Personal

The term "psychographics" refers to consumers' __________

Personality Lifestyle

Apple computers have been characterized as "works of art" rather than just computers. Apple's focus on design aesthetics and functionality has proven a key ingredient to Apple's success. Apple is doing a great job of managing the ____________ level product

Physical

The 'level of product' that is associated with the product's brand name, features, style, inherent quality and reliability, and functionality is called the:

Physical product

73) Rudolf is dealing with impending layoffs at work. Yesterday, at a pharmacy, he measured his blood pressure and it was high. He also notices that when he thinks about the future, his heart rate accelerates. Rudolf is demonstrating ________ symptoms of stress.

Physiological

When marketers ____________ brands they are essentially creating personalities for brand that makes a statement to consumers about what the brand stands for with respect to such things as important attributes, benefits, and competing brands.

Position

Buyers can elevate their social status, or social class positions, by purchasing and displaying _____________ goods that "lesser" others can directly or indirectly observe, but probably cannot purchase for themselves.

Positional

______________ goods are things or experiences that are valuable largely because other people cannot have or enjoy them. Examples include expensive paintings, sculptures, very expensive fine wines, and extremely expensive stays in luxury.

Positional

____________ involves creating a personality for a brand that makes a statement to consumers about what the brand stands for with respect to such things as important attributes, benefits, and competing brands.

Positioning

47) The deemphasizing of hierarchical authority and control in organizational development is referred to as ________.

Power equalization

38) The ________ stage of the socialization process explicitly recognizes that each individual the organization comes across during the selection process has a set of values, attitudes, and expectations about both the work to be done and the organization.

Prearrival

50) The information that you receive during the interviewing and hiring process is a part of the ________ stage of employee socialization.

Prearrival

66) Which of the following stressors is likely to produce less strain than the other stressors?

Pressure to complete tasks

QQ -The supervisors of the production division of one of the branches of Georgia Mills have been informed of some irregularities noticed in inventory of raw materials by some trusted subordinates. To get a clearer picture, the supervisors had a quick meeting with the subordinates who reported the matter over lunch. The subordinates recommended rotating the schedule of employees who account for the incoming and used up stock so as to pinpoint the defaulting employee. The supervisors agreed that this was a good strategy but admitted that the matter must be escalated to the production manager before such a change can be implemented. They followed up this meeting with subsequent sessions to evaluate how the change worked. The supervisors and subordinates form a(n) ________ team in this scenario.

Problem-solving

In terms of the product life cycle, the soft-drink market is basically a mature market. There are still many profitable small regional soft drinks, such as Big Red, Cheerwine, and Vernors. What type of product strategy would you expect these small bottlers to use?

Product differentiation.

Colgate produces a wide range of toothpastes, mouthwashes, toothbrushes, and related oral care products. With respect to product mix terminology, each of these categories of products within Colgate's portfolio are considered to be a(n):

Product line

The Clorox Company, a manufacturer of bleach, has added a line of bleach-free disinfectant wipes for cleaning up spills and sticky fingers. With the addition of the Clorox disinfecting wipes, the firm has changed its:

Product mix width or breadth

Types of Deviant Workplace Behavior

Production - leaving early, intentionally working slowly, and wasting resources Property - sabotage, lying about hours worked, and stealing from the organization Political - showing favoritism, gossiping and spreading rumors, and blaming co-workers Personal Aggression - sexual harassment, verbal abuse, and stealing from co-workers

The step in the market segmentation process in which marketers employ a combination of demographic traits, mediagraphics, psychographics, and attitudes to characterize segment members is the ____________ stage.

Profiling market segments

The step(s) in the market segmentation process in which marketers employ a wide range of demographic traits, mediagraphics, psychographics, and attitudes typically is (are)(select all that apply):

Profiling market segments

Fielder Contingency Model

Proposes that effective group performance depends on the proper match between the leader's style and the degree to which the situation gives the leader control

Social Identity Theory

Proposes that people have emotional reactions to the failure or success of their group because their self-esteem gets tied into the group's performance i.e. your sports team wins or loses

Behavioral Theories of Leadership

Proposes that specific behaviors differentiate leaders from non-leaders We can train people to be leaders

Leader-Participation Model

Provides a set of rules to determine the form and amount of participative decision making in different situations

Performance Norm

Providing explicit cues about how hard members should work, what the level of output should be, how to get the job done, what level of tardiness id appropriate, and the like

With respect to the model of consumer behavior (Exhibit 7.1 in the text), such things as consumer motives, perception, and learning are captured under the ___________ factor.

Psychological

Which of the following is least representative of the installation as an organizational product?

Purchase decisions tend be solely the responsibility of purchasing agents.

74) Work specialization contributes to higher employee productivity, but at the price of ________.

Reduced job satisfaction

A ____________ consists of two or more individuals whose beliefs, attitudes, values, norms of behavior, or symbols are used by another person or persons as guides to behavior.

Reference group

Groupthink

Relates to norms; it describes situations in which group pressures for conformity deter the group from critically appraising unusual, minority, or unpopular views Dramatically hinders performance

Hismanal is a drug that will eliminate all of your seasonal allergy complaints without making you drowsy. In terms of currently available allergy remedies that do make many people drowsy, Hismanal has greater ______ for allergy sufferers, which should speed its diffusion rate.

Relative Advantage

Hismanal is a drug that will eliminate all of your seasonal allergy complaints without making you drowsy. In terms of currently available allergy remedies that do make many people drowsy. Hismanal has greater ______ for allergy suffers which should speed its diffusion rate

Relative Advantage

The Point of purchase advertising institute does a survey every few years geared to understanding consumer shopping behavior. Several film segments on POPAI's surveys were presented and discussed in class. Answer the following questions relevant to POPAIs survey.

Retail Supermarkets (Albertsons, Kroger)

64) Which of the following is typically a characteristic of the mechanistic model of organization?

Rigid departmentalization

63) The regular distribution of lollipops, toys, or treats every Friday is an example of a ________ that helps reinforce Ask Socrates' culture.

Ritual

58) Company chants are examples of ________.

Rituals

Ringelmann's Research

Rope Pulling: Total group performances increases with group size, but the addition of new members has diminishing returns on individual productivity

Lucas is marketing manager for Monster, a producer of energy drinks. A primary market segment targeted by Monster is the fitness market. Lucas estimates that the size of this market exceeds $6.3 billion per year. In addition, Lucas estimates that Monster can garner 12% of this market, or $.756 billion. The lower estimate of $.756 billion is ________.

Sales potential for Monster energy drinks

The principle of perception which explains best why most fear appeals are rather ineffective for convincing people to stop smoking is:

Selective interpretation (also called selective comprehension or selective distortion)

48) ________ is a method of changing behavior through unstructured group interaction.

Sensitivity training

Consumers usually actively seek information about alternative brands before making decisions for ____________. Generally, more time is spent comparing alternatives for this type of good than for any other.

Shopping

_____________ are those for which consumers compare alternative brands against one another or compare the same brands across multiple retail settings prior to making a purchase decision.

Shopping

71) Benny is stressed with the new corporate reorganization. He now reports to a foreign office that has usurped many of his responsibilities, including the contract labor for his projects. Therefore, he's working with new and less qualified contractors with whom he doesn't have a relationship. However, the managers of the other departments find themselves in the same boat, and every day they are able to laugh over lunch about their new managerial impotence. ________ is helping Benny handle his stress.

Social support

35) ________ is a process that helps new employees adapt to the prevailing organizational culture

Socialization

What determines Status? Personal Characteristics

Someone whose personal characteristics are positively valued by the group (good looks, intelligence, money, or a friendly personality) typically have higher status.

"Exclusive distribution" is most associated with the distribution of ____________ goods.

Specialty

In-store promotional stimuli, such as displays, shelf coupons, and point-of-purchase promotions are least likely to influence consumers' purchases of _____________ goods.

Specialty

_____________ goods are distributed on selective or even "exclusive" bases. A limited number of retail outlets, often only one or two, in a geographic area may be employed. Close, cooperative working relationships are developed with retailers in ways that are intended to mutually benefit producers and retailers.

Specialty

Candice insists buying only Revlon cosmetics. Rather than purchasing other brands when Revlon is not available. Candice will postpone her purchase or drive substantial distances to find her preferred brand. To Candice, Revlon is what marketers refer to as a

Specialty Product

Candice insists on buying only Revlon cosmetics. Rather than purchasing other brands when Revlon is not available, Candice will postpone her purchase or drive substantial distances to find her preferred brand. To Candice, Revlon is what marketers refer to as a (select the best answer):

Specialty good or product.

57) Bruce is new at Wayne Corp., but after a week he already knows that the founder of the corporation started the business in his garage with only $4,000 and one client. This information was most likely transmitted to Bruce by way of ________.

Stories

Which of the following is not one of the adopter categories responsible for the spread of innovations (new products)?

Stragglers

65) ________ is a dynamic condition in which an individual is confronted with an opportunity, demand, or resource related to what the individual desires and for which the outcome is perceived to be both uncertain and important.

Stress

Ongoing NPD programs in Firms are important for all of the following reasons except:

Strong NPD programs increases the Firm's ability to compete with lower prices in global markets.

20) After restructuring, your division has had trouble filling the open positions with appropriate candidates. The selection processes used by human resources have not yet adjusted to the new criteria required for the restructured job positions. This problem is an example of which kind of resistance to change?

Structural inertia

19) In addition to the organizational culture at Rogue Vogue Corp, the finance department emphasizes attention to detail. In this example, attention to detail is a part of the ________ of the organization.

Subculture

Smaller subgroups exist within broader cultures. These smaller groups share values with the broader culture but also demonstrate shared value systems within their subgroups that may be substantially different from those of the broader culture. These subgroups are called:

Subcultures

For an invention to become an innovation requires that the invention be capable of offering better solutions to recognized consumer problems.

TRUE

In the arena of new product development, the number of "inventions" exceeds the number of "innovations."

TRUE

Making yourself more creative involves "capturing yourself." This simply means recording your ideas rather than letting them slip away.

TRUE

Jeremy runs a SCUBA diving shop in Cozumel, Mexico. Jeremy has tailored his diving operation to serve serious divers preferring deeper diving profiles and longer dives. His marketing program is geared specifically to attract this type of diver which, apparently, is his:

Target market

Proctor and Gamble uses Flanker brands to:

Target slightly different market segments with its different brands.

Rewarding: Incentives to Good Team Player

Team members who train new colleagues, sharing information, helping resolve team conflicts, and mastering needed new skills.

Leadership

The ability to influence a group toward the achievement of a vision or set of goals. Not all leaders are managers and not all managers are leaders Organizations need strong leadership AND management for optimal effectiveness

Conformity

The adjustment of one's behavior to align with the norms of the group

Consideration

The extent to which a person's job relationships are characterized by mutual trust, respect for employee's ideas, and regard for their feelings More effective than initiating

Group Property 6: Diversity

The extent to which members of a group of similar to, or different from, one another.

Which of the following is not among those factors that identify the "best creative ideas?"

The idea emerged from known and trusted source or sources

Which of the following is not among those factors that identify the "best creative ideas?"

The idea is complex and beyond the understanding of most potential users

Lucas is marketing manager for Monster, a producer of energy drinks. A primary market segment targeted by Monster is the fitness market. Lucas estimates that the size of this market exceeds $6.3 billion per year. In addition, Lucas estimates that Monster can garner 12% of this market, or $.756 billion. The upper estimate of $6.3 billion is ________ .

The market potential for all energy drinks

The biggest potential drawback to the co-branding strategy is:

The risk of damaging a brand name if the cooperative endeavor fails. The possibility that the new co-branded product does not "fit" with the consumers' the image of either partnering brand.

According to the classification scheme in the text, the social class described as consisting of about .3% of the population, tending to live in exclusive neighborhoods, buys expensive goods, and often enjoys inherited wealth is ___________.

Upper-upper class

Gatorade is normally promoted as a sports drink for replenishing lost electrolytes after a hard workout. However, Gatorade has aired ads that position the brand for use at other times. Some Gatorade ads promote its use during cold and flu seasons as an aid in replenishing lost fluids due to illness. Gatorade is employing a ______________ positioning strategy.

Usage Occasion

Colorado Rocky Mountain Winery bottles a line of wines sold at a number of price points, based on the quality of the wine. Based on studies of its customer base, the winery knows that customers prefer different qualities of wines depending on when they are consumed. Its cheaper wines are targeted to casual consumption situations, while the more expensive wines are expected to be consumed on special happenings. Colorado Rocky Mountain Winery is apparently segmenting its customers based on:

Usage occasion

When marketers segment consumer markets into heavy, light, and moderate users of products they are employing a ____________ segmentation scheme.

Usage rate

With respect to the model of consumer behavior (Exhibit 7.1 in the text), the marketing activities factor influencing consumer decision making primarily involves:

Use of elements of the marketing mix to influence consumer decisions and behavior

How to be charismatic?

Use passion as a catalyst for generating enthusiasm, communicate with the whole body, use animated voices, reinforce your message with eye contact and enthusiastic expressions, use gestures, create bond with others, and bring out potential in other by tapping into their emotions

72) Risa has to work long hours and sometimes weekends, losing out on family time. Risa doesn't find her long hours overly stressful, but rather she sees it as her contribution to maintaining her family's equilibrium and well-being and bettering her children's future. In which country is Risa most likely employed?

Venezuela

78) Organizationally supported programs that focus on the employee's total physical and mental condition, such as helping them quit smoking or control alcohol use, are called ________ programs.

Wellness

11) ________ are indicators of a strong organizational culture.

Widely shared values

Social Arrangement Norms

With whom to eat lunch and whether to form friendships on and off the job

Five Stage Model - Adjourning Stage

Wrapping up the activities and preparing to disband

Relationship Oriented

You describe the person you are least able to work with in favorable terms (high LPC)

Task Oriented

You describe your least favorable co-worker in unfavorable terms (low LPC)

Which stage in the family lifecycle is associated with consumer who prefer sports cars, recreational products, entertainment, and fashion clothing?

Young singles

Which stage in the family lifecycle is associated with consumer who prefer sports cars, recreational products, entertainment, and fashion clothing? This is also the first stage in the lifecycle.

Young singles

Which stage in the family lifecycle is the fastest growing, on limited income, with preferences for smaller food portions, smaller and more efficient apartments, less expensive childcare, and time-saving appliances?

Young singles (or divorced) with children

Which of the following statements about lifestyle is true?

Your lifestyle tends to be a result of your desire to achieve a certain ideal self-concept. Consumers tend to be interested in and buy goods and services that reflect a preferred lifestyle. Lifestyle is more easily measured than is self-concept. Lifestyle is measured with "AIO" Inventories.

Tarzan dolls, bookbags, sweatshirts and posters seemed to become popular overnight. After about six months, you were able to buy Tarzan products at flea markets and garage sales for less than 25 percent of their original cost. Tarzan-related products exemplify:

a fad

Assume Kellogg's is planning to market a line of CD-ROM disks. Which of the following brand strategies would Kellogg's be LEAST likely to use?

a family brand with kelloggs name

Trademark

a legally protected brand name or brand mark. A registered trademark gives a marketer proprietary rights to a symbol or name.

Procter & Gamble markets Zest, Safeguard, Camay, and Lava brand bar soaps. Zest is a "get-you-started in the morning" soap. Safeguard is marketed as a germ-fighter. Camay cleans without drying or injuring the skin. Lava is for tough cleaning jobs. This illustrates the use of:

a multiple brand strategy

Procter & Gamble markets Zest, Safeguard, Camay, and Lava brand bar soaps. Zest is a "get-you-started in the morning" soap. Safeguard is marketed as a germ-fighter. Camay cleans without drying or injuring the skin. Lava is for tough cleaning jobs. This illustrates the use of:

a multiple-brand strategy.

Within the fitness market, dedicated bodybuilding clubs exist that amount to "sweat shops" serving the needs of amateur and professional bodybuilders. These clubs focus on traditional free weights with limited machines, support facilities, and services. This market represents:

a niche

Examine the image below. The image best illustrates which of the following?

a trade character

Frito lay test marketed a new flavored potato chip fundamentally identical to proctor and gambles pringles line of chips. Sales were disappointing as revenues were not even high enough to cover the products costs. Frito lay decided not to commercialize the product primarily because they were afraid the product would be an

absolute failure

The battery-powered hand drill in the picture is best classified as:

accessory equiptment

Middlemen's Brands Also called: Distributor's Brands Dealer's Brands Private Labels Store Brands

advantages to middlemen • Buy at lower prices. • Higher margins even with lower retail prices. • Dealer maintains control. • Supplier control. • Marketing mix control. • Market control.

As consumers age, the tend to move from one stage of the family life cycle to the next. Each stage of the life cycle can be treated as a different market segments because:

all of the above [consumers needs for different products and services generally change from one stage to the next, key consumption-related demographic, media graphic, and psycho graphic traits may change from one stage to the next, consumers incomes may change, consumption-related attitudes may change.

The ad (below) suggests that the advertiser probably employed which of the following positioning strategies?

attribute

Being too quick to criticize new product ideas is considered to be one of the biggest pitfalls pf __________

brainstorming

The part of the brand that consists of words, letters, and/or numbers that can be vocalized is called the:

brand name

The synaptic associations in a consumers mind that hold all the feelings, images, sensations, experiences and other content representating a brand is called

brand schema

Which of the following are characteristic of installations (select all that apply)?

end to be capitalized on balance sheets. Are relatively high cost items. Tend to be 'expensed' over time. Contribute signicantly to the scale of operations. Are 'used up' in daily operations.

Which of the following is least likely to contribute to the general increase in profits experienced by products that have entered the growth phase of the PLC?

fads

Krups is famous for its state-of-the-art coffee maker, but the company also makes other small appliances, such as an ice cream maker. Each product bears the Krups name and carries on the Krups's reputation for high quality. Krups uses _____ branding.

family

Cannibalization is most likely to be a problem with which of the following branding strategies?

flanker branding

Teams

flexible and responsive to change in an event. Better use of employee talent, quickly assemble, deploy, refocus, and disband. Facilitate participation in operating decisions.

Reasons for work groups/teams

generate ideas, pool resources, or coordinate logistics such as work schedule

Work Teams

generate positive synergy through coordinated effort. The sum of the teams output is greater than the individual's input.

Cappio was the first canned ready-to-drink coffee on the market. It had to create the demand for the product category. As soon as demand for the product was shown to exist, Coke and Pepsi began promoting their own brands of canned, ready-to-drink coffee. During which stage of the product life cycle would you expect to see such activity occurring?

growth

During the _____ stage of the product life cycle, both sales and profits rise, numerous competitors enter the market, and sellers use promotional programs to stimulate demand for their brands.

growth

Campbell s recently ran a series of ads on TV in which a variety of new recipes for its soups were featured. This strategy generally is employed for products that are at the ______ stages of the PLC.

growth and maturity

You are the brand manager for Tide (P&G brand) and are considering ways to revive lagging sales. Recognizing that your brand and the product category as a whole are 'mature,' you are examining several strategic options. Which of the following is least likely to be a viable alternative to accomplish your sales goals?

harvest the brand

71) What factor would most likely increase the negative impact of an arbitration session?

heavyhandness of the arbitrator

Team Composition

how a team should be staffed -abilities of members -personality of members -allocation of roles -diversity of members -size of teams -member preference

Check sheets and weighted point evaluation models are most likely to be employed in which stage of the new product development process

idea screening

Dial Company introduced liquid soap in 1988. Today competition in the industry is intense. The manufacturers of liquid soap are adopting a defensive positioning strategy and intensive product distribution. Their promotions appeal to brand loyalty. From this information, you know that liquid soap is in the _____ stage of its product life cycle.

maturity

Products like Campbell's soups have been around for decades. Now Campbell spends much of its advertising dollars on publishing recipes that use Campbell's soups as one of their main ingredients. This strategy suggests that Campbell's soup is in the _____ stage of its product life cycle.

maturity

A variety of variables are employed to profile market segments The variable most closely associated w identifying the range of advertising and other promotional materials preferred by target customers is called

media graphics

Allocation of roles

most able, experienced, and conscientious workers in the most central roles in a team -Managers must understand individuals strengths, select members with strengths in mind, and allocate assignments to fit a members style.

The breadth or width of a firm's product mix refers to:

number of product lines

What is the pleasure of seeing another group suffer or lose?

schadenfreude- the joy fans experience when a hated team loses

Work Group Results

share information neutral individual random and varied

Work Groups

share information and make decisions to help each other perform within his/her responsibility.

QQ - 3. According to the team effectiveness model, which of the following is a process variable that influences effectiveness of a team?

team efficacy

Cross-functional teams

team made up of individuals of the same job level, but different work areas that come together to accomplish a task Harley-Davidson Ex.

The biggest potential drawback to co-branding is:

the risk of damaging a brand name if the cooperative endeavor fails

The biggest potential drawback to co-branding is:

the risk of damaging a brand name if the cooperative endeavor fails (This would be a plus, not a disadvantage.)

Relationship conflict

those based on interpersonal incompatibility, tension, and animosity towards others-are almost always dysfunctional.

With respect to PLC the x axis most closely represents

time

With respect to the PLC, the x-axis most closely represents:

time

That aspect of a 'product' that is most responsible for creating 'brand image' is:

total product

28) The conflict-handling intention of accommodating is ________.

unassertive and cooperative

A market segmentation study of the fairy industry identified a number of different market segments for whole milk. However the ability to reach these different segments with differentiated marketing programs. The marketer in question probably should employ an ________ market targeting strategy

undifferentiated strategy

Positioning coffee as a think drink illustrates the use of which positioning strategy

usage occasion

The following ad (Bayer PM) suggests that the advertiser probably employed which of the following segmentation bases?

usage occasion

Team Processes

variables such as member commitment to a common purpose, est. of specific teams goals, team efficacy, a managed level of conflict, and minimized social loafing.

Alka-Seltzer recently brought back the animated character Speedy Alka-Seltzer as its spokesperson. "Speedy" best illustrates which of the following for the Alka-Seltzer brand?

• A trade character

When producers of beer brands, such as Coors Light, Bud Light, and Miller Lite depict their brands being consumed in festive party settings they are attempting to structure or manage the ________ level of brand.

• Affective

The failure of 'New Coke' illustrates the danger of ignoring the importance of the _______________ with respect to its contribution to the consumer's overall brand image.

• Affective brand

Which is the following product endorsers is not a traditional branding trade character?

• Bill Cosby

There are many products sold that bear the Harley-Davidson brand, however Harley-Davidson does not manufacture these products. Instead, Harley-Davidson allows other manufacturers to use its brand name in return for royalties on the sales of these products. Harley-Davidson is apparently employing a ______________ strategy.

• Brand Licensing

The totality of synaptic associations in a consumer's mind that hold all the feelings, images, sensations, experiences, and other content representing a brand is called:

• Brand Schema

BIC introduced its line of disposable pens in 1959. It subsequently introduced lines of disposable lighters and razors in the 1970s. BIC apparently used which branding strategy to launch these later products?

• Brand extension

Corrs the soft drink violated ___________ when it named its soft drink and used a logo font very similar to that of Coors beer.

• Brand trademark law and regulations

Which of the following is a major benefit of branding to marketers?

• Branding can aid in developing loyalty to the Firm's products. • Branding makes it easier to introduce new products. • Branding helps create barrier against successful imitation by competitors. • Branding makes it possible for Firms to charge higher prices

The general purpose of the branding strategy called "over-branding" is to:

• Change a brand's name gradually over time.

When new products are being introduced, marketers must structure or influence consumers' basic knowledge or understanding of the benefits delivered by the brand. Marketing managers therefore are focusing on structuring aspects of the ___________.

• Core values of the physical brand

Which of the following features are generally part of the affective brand?

• Emotions and higher level associations

When automotive dealers emphasize the quality of their friendly and expert service at dealerships, comfortable and clean waiting rooms at service facilities, liberal financing options, and no pressure sales, they are attempting to influence customers' perceptions of the _____________ level of brand.

• Enhanced

Which of the following is not correct? Good brand names should:

• Exploit verbal traps

The advantages of brand extension as a strategy are most closely related to those of _______.

• Family branding

When all or most of a firm's product mix features the same brand name, the branding strategy is called:

• Family branding

Keurig is famous for its state-of-the-art coffee maker, but the company also makes other small appliances, such as an ice cream maker. Each product bears the Keurig name and carries on the Keurig reputation for high quality. Keurig uses _____ branding.

• Family.

Cannibalization of sales is most likely greater with which of the following branding strategies?

• Flanker branding.

Which of the following firms engage extensively in brand licensing?

• Harley-Davidson

Coke insists that wait-staff in restaurants selling only Pepsi products ask patrons if "Pepsi will be OK?" when the customer requests a "Coke." This is done primarily to:

• Help prevent the 'Coke' brand from being declared 'generic.'

Distributors' brands are owned and primarily marketed (promoted) by:

• Intermediaries (middlemen)

How might Whirlpool benefit if appliances it manufactured were sold at Sears under the Kenmore brand name?

• It would allow Whirlpool to do all of the above.

Which of the following best explains why the Kroger supermarket chain markets its own line of canned fruits and vegetables under the Kroger private label?

• Kroger can sell its brands at prices below those of producers' brands and still earn satisfactory profits.

Firms are engaging in brand extension strategies when they:

• Launch new products bearing their family brand into a different product category.

When Excedrin introduced its new Excedrin Migraine into its product line of pain relievers, it was introducing what is called a:

• Line extension

When Excedrin introduced its new Excedrin Migraine into its product line of pain relievers, it was introducing a:

• Line extension.

Procter and Gamble makes extensive use of multiple branding for items in most of its product lines. Which of the following is least likely to be an advantage of this strategy?

• Makes it easier and cheaper to launch new products due to the common image associated with all P&G brands.

One of the advantages of using family branding is that the strategy:

• Makes it less expensive to introduce new, related products.

Manufacturers of national brands generally will also produce products under private labels. This is done because:

• Manufacturers of national brands often cannot sell all their output under their own brands.

Middlemen stock and sell producers' brands for all of the following reasons except:

• Margins tend to be higher than for private label brands.

From a consumer's point of view, branding:

• Means getting comparable quality with each purchase.

A major potential drawback to the co-branding strategy is the risk of damaging a brand name if the cooperative endeavor fails.

• TRUE

A brand's image (brand image) is primarily a function of:

• The core brand • The physical brand • The enhanced brand • The affective brand

Which industry first extensively employed the strategy known as "co-branding"?

• The credit card industry

The distinct lettering that identifies a brand is generally referred to as:

• The logo or logotype

Ads and packaging for Vaseline always present the brand as Vaseline brand petroleum jelly because

• The manufacturer hopes that by linking the brand name with a name for the product category, the Vaseline brand will be protected from becoming generic in use

Which answer is not correct: Brands tell customers:

• The price of a product

A _____ is any brand identifier that is given legal protection because, under the law, it has been developed and supported by one seller.

• Trademark

Modern branding, as we commonly know it today, actually began:

• With the American west, and ranches' horses and

The key element with _____________ is message repetition. Repetition is employed to create a link between a brand name and key benefits delivered by that brand, and to create top of mind awareness for the brand.

Iconic rote learning

An extensive purchasing decision for products or brands is associated with all of the following, except:

Entails fewer steps in the buying-decision process than does the routine decision

In which stage of the buying decision process would John be if he was trying to figure out the difference between an iced mocha, a cappuccino, and an espresso?

Evaluation of alternatives

For new products, marketers are best advised to focus first on:

Shaping consumers' beliefs about the product

Which of the following factors is most likely to heighten the consumer's level of post-purchase cognitive dissonance?

Higher consumer involvement with the purchased product category due to its high visibility to relevant social groups

Any number of people living together in the same single dwelling, even if members of different families, is termed a(n)_____________ .

Household

Which of the following is not characteristic of the family decision-making process for products?

Husbands are the primary decision-makers for household items, food, and appliances

____________ can be viewed as any change in beliefs, attitudes, and behavior resulting from personal experience, mental interpretations, or representations of these experiences, or through observing the experiences of other individuals.

Learning

Smaller subgroups exist within broader cultures. These smaller groups share values with the broader culture but also demonstrate shared value systems within their subgroups that may be substantially different from those of the broader culture. As a result, members of these subcultures may share common product and brand preferences. As a result, these subgroups, called subcultures, often can be treated by marketers as:

Market segments

Hierarchical rankings within a society defined, in part, by of income, education, occupation, and accumulated wealth are called __________ .

Social classes

According to the classification scheme in the text, the social class described as comprising 32% of the population, primarily white- and blue- collar workers who earn above average pay, and may have aspirations to improve the social class standing is the ___________.

Middle class

Self-confidence, extroversion or introversion, dominance, friendliness, sociability, adaptability, and assertiveness are considered to be common ___________ traits.

Personality

__________ is the unique and lasting psychological characteristics that lead consumers to respond in enduring and consistent ways to stimuli.

Personality

Marketers of healthcare products such as vitamins, adhesive strips, pain relievers, and astringents are targeting the ______________ level of Maslow's Hierarchy.

Physiological

The lower-most level in Maslow's Hierarchy consists of __________ needs which, according to Maslow, must be first met before consumers can move to higher-level needs.

Physiological

Products purchased by members of the upper classes in societies that send the message to others that "I can afford this (e.g. Cartier solid gold watch). Can you?" Such products are called:

Positional goods

Which of the following concepts is most closely associated with instrumental or operant conditioning?

Rewards and reinforcement

With respect to the model of consumer behavior (Exhibit 7.1 in the text), which of the following is not a step in the consumer decision making process?

Risk assessment

Sex appeals are very good at attracting attention, but can also be seen as offensive to some people. The tendency of people to take offense to such ads is an example of:

Selective interpretation

When consumers construe information in ways to allow it to fit with their existing beliefs and attitudes they are engaging in ______________.

Selective interpretation

Clothing, jewelry, automobiles, homes, furniture, alcoholic beverages, and fitness programs are targeting the ______________ level of Maslow's Hierarchy.

Self Esteem

The US Army used the slogan "Be All You Can Be" for many years in its ads targeted to potential recruits. The slogan targeted recruits' ____________ needs on Maslow's Hierarchy.

Self-Actualization

The top-most level in Maslow's Hierarchy tends to emerge as a driving force only after lower-level needs have been satisfied. This is the ____________ level.

Self-Actualization

______________ is the multi-dimensional construct that captures how consumers feel about and see themselves.

Self-concept

A consumer receives a free sample of a new personal body wash in the mail. The consumer uses the product and is satisfied. The consumer was also given a coupon worth $.50 along with the free sample. The consumer uses the coupon and buys the body wash a second time. Once more the consumer uses the product and is satisfied. A third purchase of the brand is stimulated with an in-store coupon. Again, the consumer is satisfied. On the next purchase of the body wash the consumer paid full price. This is an application of the instrumental conditioning paradigm called _____________ .

Shaping

With respect to the model of consumer behavior (Exhibit 7.1 in the text), the consumer decision making process is influenced by a series of factors. Which of the following is not one of those factors?

Technological factors

The major risk associated with the infamous Hillary Clinton campaign ad titled 'It's 3:00 a.m.' was:

The appeal could have actually directed votes away from both Clinton and Obama to their Republican opponent.

Salem cigarettes ran a series of advertisements in the 80's that initially employed the jingle: "You can take Salem out of the country, but you can't take the country out of Salem." In later ads, the copy employed in many outdoor ads (bill boards) and in other printed media was shortened to: "You can take Salem out of the country, but......" These latter ads were quite effective at gaining the consumer's attention. The psychological principle illustrated here is __________ .

The consumer's need for closure

Probably the single most important influence on consumer's consumption-related behaviors is ____________ .

The family unit

Listerine employed advertising in which consumers were shown using its product to overcome the 'fear' of social ostracism due to bad breath. Such fear appeals are likely to be ineffective because:

The fear appeal arouses little or no anxiety, meaning that consumers are not likely to cognitively elaborate on the negative effects of not using the product

There have been a number of TV and print ads depicting women using razors on facial hair to emphasize the safety and comfort of brands of men's razor. The imagery is an attempt to gain the viewer's attention. The copy generally goes something like "If its gentle enough for a woman..." The psychological principle being manipulated is _____________.

Use of "contrast"

As a component of culture, ________ are enduring beliefs that are shared by members of a society. These beliefs signify that certain behaviors are personally or socially preferred over other behaviors.

Values

When updating her status on Facebook, Jane noted that her BFF (best friend forever?) had just purchased a personal hair trimmer and was talking about the neat, clean job the trimmer did on unwanted facial hair. Jane thoroughly absorbed her BFF's comments and decided that she needed to look into the product for her own use. The type of learning illustrated with this example is ____________ .

Vicarious learning

There are many products sold that bear the Harley-Davidson brand, however Harley-Davidson does not manufacture these products. Instead, Harley-Davidson allows other manufacturers to use its brand name in return for royalties on the sales of these products. Harley-Davidson is apparently employing a brand licensing strategy.

• TRUE