UNT MKTG3650 Final Exam Review

As Kaitlyn prepares the script for a radio commercial for her boutique, she is engaging in the ___ stage of the communication process a. Encoding b. Sourcing c. Decoding d. Sending e. Receiving

a. Encoding

Children often achieve ___ by observing parents and older siblings in purchase situations and then through their own purchase experiences a. Consumer socialization b. Personality c. Role identification d. Social class e. Attitude formation

a. Consumer socialization

During which stage of the product life cycle is pioneer advertising most appropriate? a. Introduction b. Growth c. Maturity d. Recession e. Decline

a. Introduction

Michael's, PetSmart, and Staples are all examples of ___ a. Discount stores b. Off-price retailers c. Category killers d. Traditional specialty retailers e. Superstores

c. Category killers

Convenience products typically use ___ a. Exclusive distribution b. Selective distribution c. Intensive distribution d. Smart marketing channels e. Digital distribution

c. Intensive distribution

More than half of the research of technology created is paid for by ___ a. Corporations b. State and local governments c. The Federal government d. Private investors e. Large universities

c. The Federal government

In the Gillette advertisement that claims, "Gillette, the best a man can get," Gillette is the communication ___ a. Receiver b. Transmitter c. Decoder d. Source e. Noise

d. Source

Cognitive, affective, and behavioral are the three major components of ___ a. Self-concept b. Motives c. Lifestyles d. Consumer socialization e. Attitudes

e. Attitudes

Heinz uses various techniques such as coupons, free samples, and consumer contests to encourage consumers to try its products. All of these marketing activities are considered ___ a. Trade sales promotion methods b. Consumer incentives c. Consumer sweepstakes d. Buying allowances e. Consumer sales promotion methods

e. Consumer sales promotion methods

An important goal of physical distribution is reducing the time it takes to complete ___ a. Inventory management b. Outsourcing evaluation c. Electronic data interchange d. Order processing e. Cycle time

e. Cycle time

The forces that other people exert on one's buying behavior are called social influences. These come from reference groups and opinion leaders, digital influences, social classes, culture and subcultures, roles, and ___ a. Ethnic heritage b. Personality c. Attitudes d. Perception e. Family

e. Family

Which of the following is not a public relations tool? a. Feature article b. Company magazine c. News release d. Annual report e. Product sample

e. Product sample

The ability to obtain digital information is referred to as ___ a. Accessibility b. Addressability c. Interactivity d. Connectivity e. Control

a. Accessibility

Slow feedback, high absolute-dollar outlay, and difficulty in measuring effects on sales are disadvantages of which promotion mix ingredient? a. Advertising b. Public relations c. Sales management d. Sales promotion e. Personal selling

a. Advertising

One of the fastest-growing areas in mobile technology is the creation of ___ that help consumers to access more information about businesses. a. Applications (apps) b. Widgets c. Cookies d. Speed dials e. Texts

a. Applications (apps)

Before the release of the newest iPhone by Apple Inc., an Apple juice brand used an actor dressed up like an apple to hold a sign encouraging those waiting in line to try its juice. The brand thought this would be a creative event that would spark an interest in Apple iPhone fans as they stood waiting in line with little else to do. This is an example of ___ a. Buzz marketing b. Viral marketing c. Electronic marketing d. Sales promotion e. Product placement

a. Buzz marketing

Carlos' knowledge of the correct gas mileage is an example of the ___ component of his attitude toward the Toyota, while Alicia's feelings about the children in the commercial being happy in the Toyota van were an example of the ___ component of her attitude. a. Cognitive; affective b. Cognitive; behavioral c. Affective; cognitive d. Affective; behavioral e. Behavioral; affective

a. Cognitive; affective

Your company is in the final stages of deciding whether to launch a new product that you have been testing for the last six months. While the CEO of your company is very optimistic about the potential for the product, he is a skeptic by nature. He has asked you to conduct one last round of market research that will give him greater confidence in the product's prospects. Which of the following types of marketing research should you conduct to satisfy the CEO's concerns? a. Conclusive research b. Exploratory research c. Secondary research d. Focus group research e. Descriptive research

a. Conclusive research

The first step in the strategic performance evaluation is to ___ a. Establish performance standards b. Evaluate actual performance c. Take corrective action d. Compare actual performance and standards e. Reduce the difference between actual and desired standards

a. Establish performance standards

John Deere, maker of large construction equipment in the United States, would like to better understand factors that would affect its ability to export its products to various countries. Which of the following forces determine how trade barriers affect John Deere's marketing efforts? a. Political and legal b. Economic c. Industrial and technological d. Technological and legal e. Economic and political

a. Political and legal

Swiss-based Nestle has taken a global approach to marketing its chocolate products. Which of the following is most easily standardized? a. Product b. Promotion c. Distribution d. Advertising e. Price

a. Product

Dial Soap's advertising slogan "Aren't you glad you use Dial? Don't you wish everybody did?" exemplifies the use of ___ advertising a. Reinforcement b. Offensive c. Comparative d. Institutional e. Defensive

a. Reinforcement

Which environmental factor is exemplified by the customer trend that consumers were no longer willing to wait 7 to 10 days for a "built-to-order" computer and led Dell to modify its business model to become a "make-to-stock" manufacturer? a. Sociocultural b. Competitive c. Technological d. Legal and regulatory e. Economic

a. Sociocultural

Lexus has designed its commercials to appeal to more affluent car drivers as its ___ a. Target audience b. Advertising objective c. Advertising platform d. Media plan e. Advertising message

a. Target audience

Telluride Ski Resort in Telluride, Colorado, is a world-class ski destination. Taylor is a newly-hired manager of digital media and electronic marketing for Telluride. Taylor remembers reading about a new trend in video marketing, using ___ to engage and create a community of customers. a. Blogs b. Amateur filmmakers c. Twitter announcements d. Advertising firms to develop videos e. Virtual realities

b. Amateur filmmakers

The result of an inventory stockout usually results in ___ a. An increase in inventory costs b. An increase in lost sales c. An increase in net profit d. An increase in loyal customers e. A decrease in prices

b. An increase in lost sales

Business decisions made in creating a marketing mix ___ a. Are unchangeable once they are agreed upon by management b. Are only as good as the organization's understanding of the needs of the target market c. Usually take place when a strategic window is open d. Must always be consistent with the firm's opportunities e. Are made before a target market is identified

b. Are only as good as the organization's understanding of the needs of the target market

What is the final step in establishing an implementation timetable? a. Identifying the activities to be performed b. Assigning responsibility for completing each activity c. Determining time required for completion d. Separating activities to be performed in sequence from those performed simultaneously e. Organizing activities in their proper order

b. Assigning responsibility for completing each activity

Sprint encourages customers to post reviews on its company website or Facebook page in the hopes of increasing the company's ___ a. Target market b. Credibility c. Market share d. Reach e. Image

b. Credibility

Verizon implements a program of texting its current customers to find out what changes they would like to see in the services provided. The firm is exhibiting characteristics associated with which of the following orientations? a. Production b. Market c. Development d. Social e. Sales

b. Market

Changing people's attitudes toward a firm and its marketing program is ___ a. Simple when advertisements are used b. Impossible, even if the firm uses advertisements c. A long, expensive, and difficult task that may require extensive promotional campaigns d. Unnecessary, since consumer attitudes are of little importance e. Rarely attempted through the use of marketing practice

c. A long, expensive, and difficult task that may require extensive promotional campaigns

Decreasing sales, increasing expenses, or decreasing profits ___ a. Should be carefully considered before collecting data b. Usually have no effect on the marketing research process c. Are examples of symptoms that point to larger problems d. Are important considerations in designing the research project e. Are to be expected during the marketing research process

c. Are examples of symptoms that point to larger problems

The successful marketer understands that the key to her success is the relationships her firm is able to develop with current customers and potential customers. Moreover, her goal is to achieve the full potential of each of these relationships for the benefit of the firm. This marketer clearly understands ___ a. That customers' needs, desires, and habits are homogeneous b. That data is of limited use in helping the firm understand the needs of customers c. That customer loyalty leads to increased long-term profitability for the firm d. That the only way for the firm to increase profits is to constantly acquire new customers e. That customer lifetime value includes only the value of what customers purchase from the firm

c. That customer loyalty leads to increased long-term profitability for the firm

A retailer is an organization that purchases products for the purpose of reselling them to ___ a. Other retail organizations b. The government c. Ultimate consumers d. Wholesalers e. Nonprofit organizations

c. Ultimate consumers

When a business has a relatively small number of customers, a preferred method of forecasting is ___ a. Regression analysis b. A market test c. The Delphi technique d. A customer forecasting survey e. Trend analysis

d. A customer forecasting survey

At very large firms, advertising campaigns are likely to be performed by a(n) ___, while in small firms advertising campaigns are more likely to fall under the responsibility of ___ a. Experienced individual; an advertising agency b. Advertising agency; advertising department c. Advertising agency; one or two individuals d. Advertising department; one or two individuals e. Experienced individual; an advertising department

d. Advertising department; one or two individuals

The three general types of media schedules are ___ a. Pulsing, beating, and continuous b. Short, medium, and long-term c. Morning, afternoon, and evening d. Pulsing, continuous, and flighting e. Light, heavy, and alternating

d. Pulsing, continuous, and flighting

In business markets, individuals or groups purchase products for one of three purposes. These purposes are ___ a. Resale, wholesale, and direct use b. Wholesale, direct use, and use in producing other products c. Resale, wholesale, and use in producing other products d. Resale, direct use in producing other products, and use in general daily operations e. Use in general daily operations, wholesale, and resale

d. Resale, direct use in producing other products, and use in general daily operations

Your firm manufactures motorcycles for the consumer market. You purchase raw materials to build the motorcycles from a variety of suppliers in the U.S. and abroad. The volume of your raw materials purchases is a function of the customer demand for your firm's motorcycles. Which of the following best describes the type of demand your firm has for these raw materials? a. Forecasted demand b. Elastic demand c. Customer-driven demand d. Joint demand e. Derived demand

e. Derived demand

After the advertising budget is determined, the next step in creating an advertisement campaign is ___ a. Creating the advertising message b. Creating the advertising platform c. Evaluating the advertising objectives d. Executing the campaign e. Developing the media plan

e. Developing the media plan

Higher prices can be used competitively to ___ a. Convey value b. Achieve higher market share c. Start a price war d. Achieve greater profits e. Establish a product's premium image

e. Establish a product's premium image

If Domino's uses digital media along with more traditional newspaper ads to create a more synchronized and consistent message for customers, it is most likely engaging in ___ a. Personal selling b. Communication feedback c. The entire promotion mix d. Public communications management e. Integrated marketing communications

e. Integrated marketing communications

What is one of the benefits of industry classification systems like NAICS? a. They are the only type of data needed for industry segmentation b. They can be applied to the whole world no matter which system is used c. They make it easy for business marketers to identify potential customers d. They allow for the classification of industries without any repetition e. They provide a consistent means of categorizing industries

e. They provide a consistent means of categorizing industries

Which of the following is a major goal of integrated marketing communications? a. To better coordinate the firm's supply chain b. To achieve a specific return on investment c. To dispute competitors' strengths d. To control the firm's marketing environment e. To send a consistent message to consumers

e. To send a consistent message to consumers

The trade agreement that links Mexico, Canada, and United States into one economic market is called which one of the following? a. European Union b. MERCOSUR c. Central American Free Trade Agreement d. APEC e. USMCA

e. USMCA

According to the text, physical distribution cost tradeoffs enable firms to ___ a. Resolve pricing conflicts among channel partners b. Minimize risk during test marketing of new products c. Reduce costs of all distribution functions simultaneously d. Resolve pricing conflicts within industry sectors e. Utilize resources for greatest cost-effectiveness

e. Utilize resources for greatest cost-effectiveness

Kevin works in the public relations department of his company. He sends a news release about a new product offering to several newspapers and television stations. Kevin knows from past experience that even when the media use his news releases, they often release the information at inopportune times. They will also sometimes cut out what Kevin believes are the most important points to make the news fit. However, Kevin accepts these disadvantages because free publicity offers the advantage of ___ a. Credibility b. Target market awareness c. Timeliness d. Accuracy e. Feasibility

a. Credibility

Johnson Floors sells all types of floor coverings to contractors and other businesses. It keeps a collection of information about all of its clients that can be easily accessed on the company's computer system. This collection of information is called a ___ a. Database b. Marketing information system c. Management information system d. Single-source data e. Marketing decision support system

a. Database

Your quarterly strategic planning meeting will be held next month. You will schedule all the brainstorming and discussion activities for the meeting in a sequence and structure consistent with the hierarchy of the traditional strategic planning process? a. 1: Develop the company's mission and goals; 2: Develop business unit strategies; 3: Complete a SWOT analysis for the company; 4: Develop functional area goals and objectives b. 1: Complete an economic environment analysis; 2: Develop the company's mission and goals; 3: Develop business unit strategies; 4: Complete a SWOT analysis for each business unit; 5: Develop functional area goals and objectives c. 1: Develop the company's mission and goals; 2: Develop business unit strategies; 3: Complete an economic environment analysis; 4: Develop functional area goals and objectives d. 1: Develop functional area goals and objectives; 2: Complete a SWOT analysis for the company; 3: Develop business unit strategies; 4: Develop the company's mission and goals e. 1: Complete a SWOT analysis for the company; 2: Develop the company's mission and goals; 3: Develop business unit strategies; 4: Develop functional area goals and objectives

a. 1: Develop the company's mission and goals; 2: Develop business unit strategies; 3: Complete a SWOT analysis for the company; 4: Develop functional area goals and objectives

When influencers fail to disclose a connection to a brand they promote, they may be charged with ___ a. Deceptive advertising b. Online fraud c. Identity theft d. Misappropriation of intellectual property e. Extortion

a. Deceptive advertising

___ uses the internet, mobile, and interactive channels to develop communication and exchanges with customers. a. Digital marketing b. Digital media c. Electronic marketing d. Digital electronics e. E-marketing

a. Digital marketing

When Dunkin Donuts decided to expand into the international markets of India, Japan, and Argentina, management realized that there would be significant differences in the standards of living, credit, buying power, and income distribution in those countries. Dunkin Donuts is currently examining the ___ forces in its environmental analysis a. Economic b. Cultural c. Ethical d. Technological e. Legal

a. Economic

Suppose that Garrison Distributing has been told that it cannot carry the beers made by Anheuser-Busch because it also carries the products of the competitor, Miller Brewing. Garrison is then told that it must drop the Miller brands in order to carry the Anheuser-Busch products. If this were true, Anheuser-Busch would be engaging in which of the following channel management practices? a. Exclusive dealing b. Multichannel distribution c. Tying contacts d. Refusal to deal e. Restricted sales territories

a. Exclusive dealing

Carson's little brother Colby joined the Boy Scouts recently. Carson notices that in addition to wearing the Boy Scout uniform, Colby has been better about keeping his everyday clothes neat and clean, has been searching online for camping gear, and has become interested in "green" products. Carson believes that the Boy Scouts are now a reference group for Colby because he ___ a. Has taken on many of the values, attitudes, or behaviors of group members b. Became a formal member of the group c. Became familiar with the group's activities d. Looked for information from members of the group regarding buying decisions e. Cannot control his involvement with the group

a. Has taken on many of the values, attitudes, or behaviors of group members

Panera is introducing some of its products into supermarkets, vending machines, college campuses, and other locations to increase its product availability and convenience. One reason Panera is doing so is to ___ a. Increase customer value b. Decrease customer benefits c. Decrease promotion expenses d. Increase distribution expenses e. Increase customer costs

a. Increase customer value

Marilyn went to Sam's Wholesale Club to shop for a party she was hosting on the weekend. She knew that she could buy larger quantities of food items than she normally did, and they would also be much less expensive. She checked everything off her list and proceeded to the checkout lines. Passing a display of fresh flowers, she thought, "Wouldn't those be nice for the party?" She selected one of the bouquets and placed it in her cart. Marilyn has most likely engaged in ___ when selecting the food for her party, and ___ when selecting the flowers. a. Limited decision making; impulse buying b. Routinized decision making; impulse buying c. Extended decision making; compulsive response behavior d. Limited decision making; cognitive dissonance e. Routinized decision making; compulsive response behavior

a. Limited decision making; impulse buying

The three most widely recognized types of consumer decision making are ___ a. Limited problem solving, extended problem solving, and routinized response behavior b. Extended problem solving, enduring problem solving, and situational decision making c. Planned problem solving, impulse buying, and limited decision making d. Internal problem solving, external problem solving, and situational behavior e. Responsive behavior, planned behavior, and impulse decision making

a. Limited problem solving, extended problem solving, and routinized response behavior

Buyers' actions are affected by one or more internal energizing forces geared toward satisfying needs, which are called ___ a. Motives b. Lifestyles c. Perceptions d. Attitudes e. Traits

a. Motives

The use of multiple distribution channels that complement organizations' brick-and-mortar stores with websites, catalogs, and apps where consumers can research products, read other buyers' reviews, and make actual purchases is known as ____ a. Multichannel retailing b. Dual retailing c. Multimedia retailing d. Dual distribution e. Multi-wholesaling

a. Multichannel retailing

The primary psychological influences on consumer behavior are ___ a. Perception, motives, learning, attitudes, personality, and lifestyles b. Attitudes, perception, retention, exposure, roles, and lifestyles c. Attitudes, perception, social class, culture, and learning d. Perception, motives, reference groups, social class, and personality e. Lifestyles, personality, perception, motives, attitudes, and culture

a. Perception, motives, learning, attitudes, personality, and lifestyles

The Transportation Division of the GE Corporation is located in a small city that has limited economic growth at this time. Due to the condition of the local school system, GE contributed $2 million to repair and revive it, stating that GE believed in education for the community. This action would imply that GE is in which level of the pyramid of social responsibility? a. Philanthropic b. Ethical c. Legal d. Economic e. Cost

a. Philanthropic

Jafrum, Inc. is a wholesale supplier of motorcycle accessories, clothing, and tools to various motorcycle retail stores around the country. Jafrum does not manufacture these items but sells them to other retailers and also sells its merchandise through its website. Larry Thompson is one of the salespeople for Jafrum, and is responsible for obtaining new customers, increasing sales to current customers, and visiting the retail stores throughout the country. Recently, he has been given the sales objective from Jafrum's management to increase sales dollars by 15% in the coming year by adding new customers. Larry's current compensation is based on a $1,000 per month draw, plus 5% of all sales over $100,000. His salary last year totaled $42,000. Management has given Larry the choice of going to a compensation plan where he will earn 15% of all sales, but no draw. Larry is developing his list of potential new retail customers by accessing the yellow pages online. Here he finds the contact information for every motorcycle store in the 48 contiguous states, and eliminates those who currently are his customers. Larry is involved in which step of the personal selling process? a. Prospecting b. Preapproach c. Overcoming objections d. Closing e. Following up

a. Prospecting

Jenny is the purchasing manager for the local public school system. Recently, the school received a large grant to make technology-related purchases to enable students to have better access to computers and utilize the internet. Jenny is working with the teachers, and they recently developed product specifications that are necessary or required for tablet or laptop computers. What is the next stage in the purchase decision process for Jenny and the teachers? a. Search and evaluate possible products and suppliers b. Problem recognition c. Select product/supplier and order products d. Evaluate product and supplier performance e. Information search

a. Search and evaluate possible products and suppliers

A firm is trying to determine whether it would be advantageous to adopt a new computer system with advanced software. It is investigating how this computer system will improve its own operational efficiency. It is also examining trends in the industry to determine the impact that adopting this computer system might have on customers and society at large. The firm is engaging in ___ a. Technology assessment b. Monopolistic competition c. Self-regulation d. Economic forecasting e. Environmental analysis

a. Technology assessment

Personal selling is changing in today's marketplace due to several factors. Which of the following is not a factor that impacts today's promotion through personal selling? a. The difficulty in keeping customers because they are fickle b. New technology provides up-to-date information in the field c. The way in which customers gain information about a company or product d. Social CRM allows companies to discover and engage customers e. Electronic sales presentations through social media technology

a. The difficulty in keeping customers because they are fickle

As input for a presentation that you are jointly authoring, one of your marketing analysts submitted the following summary of the characteristics of the four different types of market structures companies compete in: (Monopolistic Competition- Unlimited competitors- No barriers; Monopoly- Few competitors- Some barriers; Pure Competition- Many competitors- Few barriers; Oligopoly- One competitor- Many barriers). With respect to the classifications of number of competitors and barriers to entry, which one of the following statements is correct? a. The monopoly and oligopoly structures' classifications should be reversed b. The monopoly structure is properly classified c. The oligopoly structure is properly classified d. The monopolistic competition structure is properly classified e. The pure competition and oligopoly structures are properly classified

a. The monopoly and oligopoly structures' classifications should be reversed

___ are online marketplaces where buyers and sellers from around the world can exchange information, goods, services, ideas, and payments. a. Dealer websites b. B2B e-commerce sites c. Online auction sites d. Contracting sites e. B2C e-commerce sites

b. B2B e-commerce sites

The focus of personal selling is shifting from selling a specific product to ___ a. CRM selling b. Building long-term relationships with customers c. Enhancing the firm's image d. Team selling e. Social media selling

b. Building long-term relationships with customers

The director of marketing for 3M tapes tells the rest of the management team, "When it comes to our transparent packing tape unit, our strategy will be to use funds generated here to support our venture in the industrial bonding market." This strategy indicates that the packaging tape unit falls into which one of the following classifications? a. Question mark b. Cash cow c. Star d. Problem child e. Dog

b. Cash cow

Research designed to verify insights through an objective procedure to help marketers make decisions is called ___ research. a. Hypothetical b. Conclusive c. Secondary d. Primary e. Exploratory

b. Conclusive

Credit card companies maintain staff s of professionals whose primary responsibility is to monitor the activity on cardholders' accounts to spot potential fraudulent purchases or stolen cards. These staffs are employed to prevent which of the following? a. Consumer purchase complaints b. Consumer misbehavior c. Consumer misinformation d. Consumer purchase remorse e. Consumer purchase excess

b. Consumer misbehavior

Your company is planning to launch a new line of women's athletic apparel in the next six months. In order to create some enthusiasm in the market for your new products, you are working with an outside agency on the promotional ads that will run during some popular sporting events. Which of the following should be the primary objective for these promotional ads? a. Encourage product trial b. Create awareness c. Reward current customers d. Identify prospects e. Retain loyal customers

b. Create awareness

Lil Angels Kids Spa offers various treatments designed to appeal to the younger customer. Treatment options include manicures, pedicures, facials, tea parties, and dress up photos. Parents can even purchase a birthday party package. Currently, Lil Angels offers its services only to girls under the age of 14. Originally begun in Delaware, Lil Angels is considering opening its spa/salons in other parts of the country and is planning to expand its offerings to girls aged 14 to 17. The company realizes that some changes may be needed. For example, management wants to find out if the older girls will be interested in their birthday party and tea party services. In calculating the sales forecast for the next year, marketers at Lil Angels use data from the past five years in order to identify any trends that surface. Additionally, marketers want to find out what family variables relate to those sales. Which of the following variables should the marketers use in relating to sales? What type of forecast method will they be using to relate the variables to sales trends? a. Family life cycle; market tests b. Demographic; regression analysis c. Income; regression analysis d. Behavioristic; time series analysis e. Psychographic; time series analysis

b. Demographic; regression analysis

IKEA, a Swedish retailer of contemporary furniture, operates several stores in various Scandinavian countries, as well as in the United States and Canada. Which of the following describes IKEA's level of commitment to international marketing? a. Licensing b. Direct ownership c. Exporting d. A trading company e. A joint venture

b. Direct ownership

A marketing channel is defined as a group of individuals and organizations that ___. a. Consumes about one-half of every dollar spent on products in the United States b. Directs the flow of products from producers to customers c. Links producers to other marketing intermediaries d. Takes title to products and resells them e. Manages transportation and warehousing functions

b. Directs the flow of products from producers to customers

If a manager tries to form territories with equal sales potential, the territories will usually be unequal in geographic size; this will cause the salespeople with larger territories to ___ a. Develop larger income potentials b. Have to work longer and harder to generate a certain sales volume c. Work about the same amount, since potential is the same d. Have much larger sales than those salespeople with smaller territories e. Be limited to a smaller income potential

b. Have to work longer and harder to generate a certain sales volume

Jenny works for a company that sells rotisseries for chicken and other foods. She answers phone calls from customers who see ads in trade magazines and call to order the product. Jenny is considered a(n) a. Outside salesperson b. Inside salesperson c. Support person d. Missionary salesperson e. Trade salesperson

b. Inside salesperson

The kinds of products being sold and the availability of public transportation are both factors that influence a retailer's decision about ___ a. Store atmosphere b. Location c. Retail positioning d. Store image e. The wheel of retailing

b. Location

The i-House's reduction of energy use, renewable resources as materials, "pod" customization, reduction of construction waste, and tax abatement status is/are examples of reaction to which environmental forces? a. Political and sociocultural b. Political, economic, sociocultural, and technological c. Political, sociocultural, and economic d. Sociocultural and economic e. Political and economic

b. Political, economic, sociocultural, and technological

What is a potential disadvantage of direct selling? a. Commissions for salespeople are usually low b. Some customers view direct selling negatively c. Personal attention tends to be lacking d. Product demonstrations are difficult in this type of selling e. Consumers must go out of their way

b. Some customers view direct selling negatively

Which of the following offer the narrowest range of products? a. General-merchandise wholesalers b. Specialty-line wholesalers c. General-line wholesalers d. Limited-line wholesalers e. Limited-service wholesalers

b. Specialty-line wholesalers

Which of the following is true about the marketing environment? a. Changing marketing environment forces are always advantageous for marketers b. The effects of marketing environment forces can be difficult to predict c. Marketing environment forces usually do not impact one another d. Competitive marketing environment forces are the hardest to understand e. Good marketers are able to anticipate all marketing environment forces before they arise

b. The effects of marketing environment forces can be difficult to predict

You will give the keynote address at the annual meeting of the American Manufacturing Association. You realize most of the attendees think marketing is just advertising. So, you decide to start your keynote address by defining what marketing is in order to set the proper context for your speech. You define marketing as: a. The process of persuading or seeking to persuade a customer or organization to take a preferred course of action b. The process of creating, distributing, promoting, and pricing goods, services, and ideas to facilitate satisfying exchange relationships with customers c. The process of speaking or writing in support or defense of a firm's products or services d. The process or practice of calling public attention to a firm's goods and services through communications in print media, social media, or other forms of information distribution e. The process of proving that a product or service offered by an organization meets or exceeds customers' expectations

b. The process of creating, distributing, promoting, and pricing goods, services, and ideas to facilitate satisfying exchange relationships with customers

Stanley works at a large electronics firm. He needs a new type of software and sends in a purchasing request. The request gets approved. Greg works as a purchasing agent and is in charge of selecting the suppliers and negotiating the terms of purchase. However, before he does so he consults with Marcus, an engineer who works in IT and is highly familiar with the latest software. In this case, Stanley is the ___, Greg is the ___, and Marcus is the ___. a. Decider; influencer; gatekeeper b. User; buyer; influencer c. Influencer; buyer; user d. User; decider; gatekeeper e. Decider; gatekeeper; influencer

b. User; buyer; influencer

The three major types of reference groups are ___ a. Membership, aspirational, and advocacy b. Advocacy, avoidance, and approach c. Aspirational, dissociative, and membership d. Actual, implied, and desired e. Family, peer group, and media

c. Aspirational, dissociative, and membership

All companies have a responsibility to ___ so they can provide a return on investment to their owners and investors, create jobs for the community, and contribute goods and services to the economy. a. Obey their customers b. Pay employees more than minimum wage c. Be profitable d. Provide the largest selection possible e. Offer the lowest price

c. Be profitable

Chadwick's sends its customers booklets containing its product offerings and allows them to place orders on the telephone, through the mail, or online. Chadwick's is primarily a(n) a. Online retailer b. Direct seller c. Catalog marketer d. Direct-response marketer e. Specialty retailer

c. Catalog marketer

Rolls-Royce targets a very exclusive high-income market. Toyota, on the other hand, targets economy markets (Yaris), the environmentally-conscious market (Prius), and the higher-income market (Lexus). Rolls-Royce has adopted a ___ targeting strategy. Toyota has adopted a ___ targeting strategy. a. Undifferentiated; concentrated b. Concentrated; undifferentiated c. Concentrated; differentiated d. Differentiated; differentiated e. Undifferentiated; differentiated

c. Concentrated; differentiated

Which of the following issues is an ethical issue in marketing research? a. Staffing the marketing research team appropriately b. Rising cost of marketing research c. Confidentiality issues in marketing research d. Clogging consumers' email and mailboxes with promotional materials e. Using "big data" to sell products to consumers

c. Confidentiality issues in marketing research

When shopping for detergent, Zachary looks at Tide, Fresh Start, Persil, and All and chooses the one that is on sale. These four brands make up his ___ set a. Alternate b. Purchase c. Consideration d. Problem e. Imposed

c. Consideration

Milton Bradley/Parker Brothers are producers of many board games, such as Monopoly, Battleship, Yahtzee, and Clue. The company has posted online cash rewards for consumer reviews of their games. In doing so, Milton Bradley/Parker Brothers is striving to utilize ___ a. Electronic media b. A test market c. Consumer-generated marketing d. New concept viewing e. Fan pages

c. Consumer-generated marketing

To fully appreciate what an effective marketing concept means to the firm, the marketer must first understand that ___ is the major focus of the marketing concept. This in turn should enable the firm to ___. Ultimately, this all leads to ___. a. Employee satisfaction; earn long-term profits; positive labor relations b. Securing management; earn long-term profits; management continuity c. Customer satisfaction; earn long-term profits; increased shareholder value d. Regulatory compliance; earn long-term profits; reduced regulatory costs e. Selling products; earn long-term profits; organizational stability

c. Customer satisfaction; earn long-term profits; increased shareholder value

The main focus of a marketing information system is on ___ a. Gathering information on competitive activity b. The accurate maintenance of inventory levels c. Data storage and retrieval d. The coordination of external information sources e. Classifying data into the proper information categories

c. Data storage and retrieval

Consumer confidence is at a low during periods of ___ a. Recession b. Recovery c. Depression d. Lowdown e. Prosperity

c. Depression

Firestone is a manufacturer and marketer of tires for new passenger cars. In recent years, the company's business has declined because of the overall decrease in consumer demand for new cars. In this case, the demand for Firestone's tire products is said to be ___ since it depends on the demand for new cars. a. Inelastic b. Fluctuating c. Derived d. Elastic e. Nonderived

c. Derived

Volkswagen markets its Routan to large families, its R32 racecar to men, and its Jetta to young singles. What targeting approach is Volkswagen using? a. Undifferentiated b. Strategic c. Differentiated d. Concentrated e. Multisegmented

c. Differentiated

Brand name, product characteristics, packaging, and labeling are some of the ___ marketing mix variables to standardize for international markets. a. Most difficult b. Most urgent c. Easiest d. Most expensive e. Most culturally sensitive

c. Easiest

Which of the following refers to the strategic process of distributing, promoting, and pricing products, and discovering the desires of customers using digital media and digital marketing? a. Digital orientation b. Digital media c. Electronic marketing d. Digital electronics e. Electronic processing

c. Electronic marketing

In 2009 the Coca-Cola Company introduced the "Freestyle," a new freestanding soda dispenser where consumers can choose from over 120 different types of soda and customize their drinks. Freestylers would take the place of typical dispensers where there are only a few different types of soda brands available. In order to develop the new dispenser, Coca-Cola collected information on the soda-drinking habits of individuals in several different age groups, as well as information about new technologies for dispensing liquids from vending machines and the sales of its "fountain" syrup for national restaurant chains to use in their soda machines. Coca-Cola's collection of this information is an example of ___ while the assessment of its impact on the potential for the new "Freestyler" is an example of ___ a. An environmental force; environmental scanning b. Strategizing; environmental scanning c. Environmental scanning; environmental analysis d. Strategic management; environmental scanning e. Environmental analysis; environmental strategy

c. Environmental scanning; environmental analysis

The first stage in the development of any advertising campaign is ___ a. Creating the message b. Setting the budget c. Identifying the advertising target audience d. Defining the advertising objectives e. Creating the advertising platform

c. Identifying the advertising target audience

Lucy always wanted to live in downtown San Francisco. For 10 years she has worked as a manager at an investment banking firm, where she is well paid. However, the most affordable condo is still more than $1 million more than she wants to pay. Although Lucy has the money to purchase the condo, she cannot justify to herself paying so much money for one person- even for a condo in the middle of downtown San Francisco. Lucy ___ part of the market for condos in downtown San Francisco because she ___ to buy. a. Is; has the authority b. Is not; lacks the authority c. Is not; lacks the willingness d. Is; has the ability e. Is not; lacks the desire

c. Is not; lacks the willingness

Which of the following is not a characteristic that should be possessed by a marketing objective? a. It should be consistent with both business-unit and corporate strategies b. It should specify a time frame for its accomplishment c. It should be open ended in terms of time d. It should be measurable e. It should be expressed in clear, simple terms

c. It should be open ended in terms of time

The trade alliance that includes Brazil, Argentina, Chile, and other countries is known as ___ a. OPEC b. APEC c. MERCUSOR d. NAFTA e. The Common Market

c. MERCUSOR

Which of the following sales forecasting techniques would generally be most suitable for estimating sales of a new product? a. Regression methods b. Time series analysis c. Market tests d. Customer surveys e. Executive judgment

c. Market tests

Most business purchases can be classified as belonging to one of three types: a. Delinquent, repetitive, or delivered b. Repetitive, new-task, or modified rebuy c. Modified rebuy, new-task, or straight rebuy d. Delinquent, new-task, or reciprocal e. Rebuy, reciprocal, or delayed

c. Modified rebuy, new-task, or straight rebuy

The strategic location of products or product promotions within entertainment media content to reach the product's target market is known as product ___ a. Showcasing b. Display c. Placement d. Incorporation e. Endorsement

c. Placement

Bloomingdale's wants to learn about its consumers' attitudes toward online purchases. There are numerous studies that are available about consumers and online buying, but Bloomingdale's believes its customers might be different from the usual online consumer profile, so they decide to conduct their own study. If Bloomingdale's were to use the available data about consumer attitudes, it would be using ___ data; however, if Bloomingdale's does its own study it would collect ___ data. a. Descriptive; primary b. Experimental; descriptive c. Secondary; primary d. Primary; secondary e. Secondary; descriptive

c. Secondary; primary

Which of the following is not one of the major categories of consumer market segmentation variables? a. Demographic characteristics b. Geographic variables c. Situational variables d. Psychographic dimensions e. Behavioristic characteristics

c. Situational variables

The FTC can issue a cease-and-desist order, which is an injunction to ___ a. Pay for damages caused by negligence of the firm b. Close down the firm until further notice c. Stop doing whatever caused the complaint d. Appear before the courts e. Report to the FTC immediately

c. Stop doing whatever caused the complaint

By the turn of the twentieth century, the population of the United States had shifted to three large racial and ethnic groups. These groups are ___ a. Asians, African-Americans, and Caucasians b. African-Americans, Native American Indians, and Caucasians c. Hispanics, Native American Indians, and Caucasians d. African-Americans, Hispanics, and Caucasians e. Asians, African-Americans, and Hispanics

d. African-Americans, Hispanics, and Caucasians

The supply chain includes ___ a. Producers, wholesalers, and retailers b. Suppliers, producers, intermediaries, and customers c. Suppliers and suppliers' suppliers d. All entities that facilitate product distribution e. Buyers, sellers, marketing intermediaries, and agents

d. All entities that facilitate product distribution

High-volume data collected from social networks, RFID, retailer scanning, purchases, logistics, and production that marketers can use to discover unique insights and make more knowledgeable marketing decisions is best characterized as ___ a. Single-source data b. Sampling data c. Marketing analytics d. Big data e. Secondary data

d. Big data

Vinny, a sales representative, is returning from a week on the road. One of his activities this week is to develop ___, which are designed to identify the customers called on and to present detailed information about interaction with those clients. a. Sales invoices b. Feedback notices c. Expense reports d. Call reports e. Recall files

d. Call reports

A single leader who controls and organizes a marketing channel is called a ___. a. Channel champion b. Distribution leader c. Marketing maverick d. Channel captain e. Lead distributor

d. Channel captain

The public is becoming more aware of how marketers' activities affect the welfare of consumers and society. As a result, more firms are working to ___ a. Reduce the quality of their products in order to save money and provide less expensive products to their consumers b. Raise prices in order to increase their profits so that they can contribute to philanthropic causes c. Enact laws requiring companies to work toward the welfare of customers and society d. Create a responsible approach to developing long-term relationships with customers and society e. Reduce their profits by donating more time and money to improve social welfare and environmental conditions

d. Create a responsible approach to developing long-term relationships with customers and society

___ are more consumer-driven than traditional media a. Television commercials b. Radio spots c. Print ads d. Digital media e. Billboard advertisements

d. Digital media

Instacart is a service similar to Uber in that it uses an app and promotes the sharing economy concept. Consumers can use the app to contact independent contractors, who will travel to grocery stores and pick up groceries. They will then travel to the consumers' homes to deliver the groceries. Groceries are often marked up to account for the delivery, and customers often pay the drivers tips. However, they receive the benefit of not having to worry about grocery shopping. This service capitalizes on which variable of the e-marketing mix? a. Product b. Digital media c. Promotion d. Distribution e. Pricing

d. Distribution

The forces that affect foreign markets may differ dramatically from those affecting domestic markets. This makes a careful ___ a critical part of a successful international marketing strategy. a. Political analysis b. Regulatory analysis c. Social audit d. Environmental analysis e. Marketing analysis

d. Environmental analysis

You have spent the last 20 years of your career in various marketing channel management roles with a variety of companies. One of the things you have learned is that channel conflict can be very destructive to all members of the marketing channel. Which of the following actions would you take to ensure that channel conflict does not occur in your current role? a. Encourage each member of the channel to act in its self-interest b. Make sure the channel handles a diversified set of competing products c. Minimize the level of communication among members of the channel so conflicts do not get started d. Establish clearly-defined roles and responsibilities for each member of the channel e. Maintain loosely-defined roles and responsibilities for each member of the channel so each feels like they have independent decision-making ability

d. Establish clearly-defined roles and responsibilities for each member of the channel

The consumer buying decision process involves ___ stages. The first stage is ___, and the last stage is ___ a. Five; evaluation of alternatives; postpurchase evaluation b. Five; informative search; purchase c. Six; problem recognition; purchase d. Five; problem recognition; postpurchase evaluation e. Six; evaluation of alternatives; purchase

d. Five; problem recognition; postpurchase evaluation

Which of the following is an example of a trade sales promotion method? a. Frequent-user incentives b. Point-of-purchase displays c. Retailer coupons d. Free merchandise e. Money refunds

d. Free merchandise

Systems such as Acorn and PRIZM provide companies with lifestyle and demographic information about neighborhoods throughout the United States. This information is used to aid ___ a. Behavioristic segmentation b. Market density analysis c. Demographic segmentation d. Geodemographic segmentation e. Geographic segmentation

d. Geodemographic segmentation

Which type of business market tends to have the most complex buying procedures? a. Reseller b. Institutional c. Retailer d. Government e. Producer

d. Government

Laws, government regulations, and industry self-regulation ___ deceptive promotion a. Have done nothing to decrease b. Have caused an increase in c. Have eliminated all d. Have helped decrease e. Have created new forms of

d. Have helped decrease

Which of the following statements is true about team selling? a. It is not appropriate for expensive, complex, high-tech business products b. Teams typically consist of a sales rep and a marketing rep c. Teams do not include representatives from finance d. It is appropriate for expensive, complex, high-tech business products e. Teams usually include someone from human resources

d. It is appropriate for expensive, complex, high-tech business products

Hayden, a buyer for a medium-sized company, is assessing the value of competing software products for use in his firm. Which of the following would NOT be a customer benefit considered in his determination of this product's value? a. Ease of installation b. Speed of delivery c. Availability of training assistance d. Monetary price e. Availability of technical support

d. Monetary price

In a franchise agreement, which of the following is a franchisee not responsible for? a. Operation of the franchise b. Franchise fee c. Maintenance of location d. National advertising campaign e. Royalty and advertising fees

d. National advertising campaign

Miranda has a great idea for a new shoe store. When she first conceived of the idea, she believed her target market would be the entire shoe market. however, as she learned more about marketing, she realized that different types of consumers were looking for different types of footwear. She also learned that some segments of the population would be much more profitable than others. Miranda has used a number of variables to divide the market into different groups, including those that use shoes as a status symbol, those that use shoes for sports, and those who wear shoes simply because they are comfortable. At what stage of the target market selection process is Miranda currently? a. Step 5: Select specific target markets b. Step 1: Identify the appropriate targeting strategy c. Step 4: Evaluate relevant market segments d. Step 3: Develop market segment profiles e. Step 2: Determine which segmentation variables to use

d. Step 3: Develop market segment profiles

Nuhitzu believes it has the technological expertise to produce communication systems that will be leaders around the globe. Boston Electronics is widely regarded as having excellent management systems and superior marketing programs. To utilize these strengths, the two firms might form a(n) ___ to work together on a worldwide basis. a. Licensing agreement b. Export trading company c. Joint agreement d. Strategic alliance e. Multinational enterprise

d. Strategic alliance

The fact that Southwest Airlines has a history of being able to retain its employees is a(n) ___ in its SWOT analysis. This low turnover creates more knowledgeable and satisfied employees, a potential ___ a. Strength; market opportunity b. Threat; market opportunity c. Weakness; opportunity d. Strength; competitive advantage e. Opportunity; competitive advantage

d. Strength; competitive advantage

Harley-Davidson's Harley Owner's Group (HOG) helps to foster strong relationships between riders and their motorcycles, giving it a(n) ___ over other motorcycle manufacturers. a. Sustainable marketing advantage b. Uncontrollable competitive advantage c. Controllable advantage d. Sustainable competitive advantage e. Effective competitive advantage

d. Sustainable competitive advantage

Which of the following would be considered an institutional buyer? a. Walmart b. The Environmental Protection Agency c. Apple Inc. d. The United Way e. City of Greenville

d. The United Way

The step of the personal selling process in which a salesperson contacts a potential customer is called ___ a. Making the presentation b. Cold calling c. The preapproach d. The approach e. Prospecting

d. The approach

Which of the following lists the levels of involvement in global marketing from the lowest to the highest? a. Regional marketing, multinational marketing, limited exporting, domestic marketing, globalized marketing b. Limited exporting, domestic marketing, globalized marketing, multinational marketing, regional marketing c. Globalized marketing, multinational marketing, regional marketing, limited exporting d. Domestic marketing, globalized marketing, regional marketing, multinational marketing, limited exporting e. Domestic marketing, limited exporting, multinational marketing, regional marketing, globalized marketing

e. Domestic marketing, limited exporting, multinational marketing, regional marketing, globalized marketing

Old El Paso salsa believes that sales are increasing because consumers see salsa as a healthier alternative to more traditional dips and sauces. The company develops a research study to test this hypothesis. It designs an online survey and sends it to its customers to find out their reasons for purchasing salsa. Old El Paso is engaging in ___ research. a. Conclusive b. Hypothesis c. Descriptive d. Experimental e. Exploratory

e. Exploratory

Alps Ski Co is looking for new markets for both its brick-and-mortar retail stores and its catalog division. Alps Ski Co would most likely use a(n) ___ base for market segmentation of its stores and a(n) ___ base for market segmentation of its catalog division. a. Geographic; demographic b. Behavioristic; geographic c. Demographic; psychographic d. Environmental; demographic e. Geographic; behavioristic

e. Geographic; behavioristic

___ advertising supports organizational images, ideas, and political issues while ___ advertising touts the uses, features, and benefits of goods and services. a. Reminder; competitive b. Publicity; pioneer c. Institutional; reminder d. Advocacy; product e. Institutional; product

e. Institutional; product

___ involves developing and performing marketing activities across national boundaries a. Regional marketing b. Globalized marketing c. World marketing d. Customized marketing e. International marketing

e. International marketing

___ that can allow almost real-time measurement and evaluation should be embedded at the onset of a social media strategy a. Strategic performance indicators b. Hashtags c. Google Analytics d. Click-through rates e. Key performance indicators

e. Key performance indicators

Strategic planning requires ___ to facilitate the process of assessing opportunities or threats from competitors. a. Internet surveys b. International marketing c. Marketing analytics d. Consumer data e. Marketing research

e. Marketing research

An organization's business goals should be derived from its ___ a. Strategic business plan b. Marketing strategy c. Marketing plan d. Strategic plan e. Mission statement

e. Mission statement

The Internet has radically changed the way traditional marketing used the marketing mix to attract and retain customers. Now e-marketing strategies require the marketer to reexamine the characteristics of the four components of the marketing mix. With respect to e-marketing, which of the following statements about the four components of the marketing mix is true? a. The Internet is not a new distribution channel b. Price is the least flexible component of the marketing mix c. Distribution is the best application for digital media d. Digital media marketing only facilitates price competition e. Most traditional promotions can be enhanced by using digital media

e. Most traditional promotions can be enhanced by using digital media

A shopping center that contains stores owned by manufacturers who make a special effort not to conflict with traditional retailers is a(n) a. Strip mall b. Neighborhood shopping center c. Off-price mall d. Lifestyle shopping center e. Outlet shopping center

e. Outlet shopping center

The unification of Europe through the European Union (EU) ___ a. Produced the largest single market in the world b. Calls for greater customization of products and attention to regulations and restrictions of European countries c. Means that members of the EU have become more heterogeneous in their needs and wants d. Required the countries to be segmented into many different markets e. Permits virtually free trade among the member nations of the EU

e. Permits virtually free trade among the member nations of the EU

Organizations that sell products to industrial markets or a few wholesalers tend to focus their promotion efforts on ___ a. Advertising b. Word-of-mouth communication c. Public relations d. Sales promotion e. Personal selling

e. Personal selling

Eavin Singh makes an appointment to visit with a new dermatologist in town because of a recent bad sunburn. When he arrives at the dermatologist's office, Eavin notices a foul odor in the air, worn floor coverings, cluttered rooms that have paint peeling from the walls, and poor lighting. However, the other patients in the waiting room were talking about how much they liked the doctor. While Eavin viewed the dermatologist as competent, Eavin decided not to visit him again even though the dermatologist recommended a follow-up. Which situational influences are most likely to have affected Eavin's decision? a. Social surroundings b. Momentary mood c. Antecedent states d. Purchase reasons e. Physical surroundings

e. Physical surroundings

If a company's products require differentiation at the point of purchase, it will most likely use ___ a. Intensive distribution b. Extensive distribution c. Intermediate distribution d. Exclusive distribution e. Selective distribution

e. Selective distribution

___ do not engage in paid Internet advertising as much due to smaller budgets. a. Partnerships b. Government agencies c. Multinational corporations d. Nonprofit organizations e. Small businesses

e. Small businesses

Which of the following statements is incorrect? a. Business-unit strategy should be consistent with the corporate strategy b. Strategic planning begins at the corporate level and proceeds through business-unit and marketing levels c. Of the three levels of planning, corporate strategy is the broadest d. Marketing strategy should be consistent with both the business-unit and corporate strategies e. Strategic planning begins at the marketing level and proceeds through business-unit and corporate levels

e. Strategic planning begins at the marketing level and proceeds through business-unit and corporate levels

The group of people within a business who are involved in making business buying decisions is referred to as ___ a. The new-task team b. Negotiators c. Purchasing agents d. Deciders e. The buying center

e. The buying center

Which of the following is not an advantage of franchising for the franchisee? a. The franchisee can capitalize on the business experience of others b. When problems arise, the franchisee can obtain guidance and advice from the franchiser c. Franchised outlets are usually more successful than independently-owned businesses with respect to long-term survival d. The franchisee can participate in national promotional campaign sponsored by the franchiser e. The franchisee gives up a certain amount of control when participating in a franchise agreement

e. The franchisee gives up a certain amount of control when participating in a franchise agreement