marketing 3250 final

What are the four elements of a compensation plan for​ salespeople?

A fixed​ amount, a variable​ amount, expenses, and fringe benefits

Which of the following statements is true regarding​ costs? A. Average cost tends to decrease with accumulated production experience. B. Totals costs are the sum of​ long-run average costs and​ short-run average costs. C. Costs do not vary with different levels of production. D. Variable costs vary directly with the level of sales. E. Experience curve pricing is a low risk strategy.

A. Average cost tends to decrease with accumulated production experience.

Which of the following statements regarding marketing channel design is​ correct? A. Channel alternatives should be evaluated against​ economic, control, and adaptability criteria. B. Marketers should always maximize the number of intermediaries used in a channel. C. In global​ markets, channel systems are the same in different countries. D. Channel objectives should be set in terms of profitability. E. It is important to let the responsibilities of channel members evolve as their relationship develops.

A. Channel alternatives should be evaluated against​ economic, control, and adaptability criteria.

Which of the following is a reason that producers use marketing channels and channel​ intermediaries? A. Marketing channel members are able to transform the assortments of products made by producers into the assortments wanted by consumers. B. Using channel intermediaries increases the number of contacts with customers. C. Using marketing channels allows producers to retain full control over how and to whom they sell their products. D. The reduced costs of using channel intermediaries offsets the inefficiencies of marketing channels. E. Marketing channel decisions require only a​ short-term commitment.

A. Marketing channel members are able to transform the assortments of products made by producers into the assortments wanted by consumers.

Which of the following statements does NOT describe​ price? A. Price is the only element in the marketing mix that represents costs. B. Price is the sum of all the values that customers give up to gain the benefits of having or using a product or service. C. Prices can be changed quickly. D. Price remains one of the most important elements that determine a​ firm's market share and profitability. E. Price is one of the most flexible marketing mix elements.

A. Price is the only element in the marketing mix that represents costs.

Which of the following statements regarding the use of marketing​ information, customer relationship management​ (CRM), and analytics is​ correct? A. There are risks involved in using big data analytics and CRM. B. Marketing information is of great value even if it is not used for decision making. C. Technology alone can build profitable customer relationships. D. Marketing analytics is not used in customer relationship management. E. Social media information cannot be analyzed using marketing analytics.

A. There are risks involved in using big data analytics and CRM.

Which of the following is an advantage to using internal databases for​ information? A. They can be accessed quickly and cheaply. B. Internal information is in a form that is useful for making marketing decisions. C. Internal information is accurate and complete. D. Internal information sources are easy to manage. E. The information stored in internal databases is always current.

A. They can be accessed quickly and cheaply.

Market skimming prices are preferred in all of the following conditions except​ __________. A. an initial low price is set by the companies B. competitors should not be able to enter the market easily and undercut the high price C. enough buyers must want the product at that price D. the costs of producing a smaller volume cannot be so high that they cancel the advantage of charging more E. the​ product's quality and image must support its higher price

A. an initial low price is set by the companies

Which of the following statements regarding advertising in the new marketing communications model is​ correct? A. Advertisers are shifting toward digital media. B. Advertisers are using less targeted media to reach consumers. C. Advertisers are using more traditional mass media because costs have declined and audience size has increased. D. Advertising spending in​ magazines, radio, and newspapers has increased. E. Advertisers are spending more on television broadcast media.

A. Advertisers are shifting toward digital media.

Which of the following is an example of horizontal channel​ conflict? A. A consumer complaining to a retailer about the service they received. B. A Ford dealer complaining that another Ford dealer is advertising in their territory. C. A retailer complaining about receiving damaged goods from a wholesaler. D. A consumer complaining to a producer about the quality of a product. E. A retailer complaining about a​ producer's pricing.

B. A Ford dealer complaining that another Ford dealer is advertising in their territory.

Which of the following statements is true concerning new product pricing​ strategies? A. A​ market-penetration strategy should be used if the market is not highly price sensitive. B. For a​ market-skimming strategy to be​ successful, the costs of producing a smaller volume cannot be so high that they cancel the advantage of charging more. C. When using a​ market-skimming strategy, marketers do not need to focus on the​ product's quality and image. D. If competitors can easily enter the​ market, a​ market-skimming strategy should be used. E. For a​ market-penetration strategy to​ work, production and distribution costs must increase as sales volume increases.

B. For a​ market-skimming strategy to be​ successful, the costs of producing a smaller volume cannot be so high that they cancel the advantage of charging more.

Which of the following statements about advertising is​ correct? A. Over​ time, advertising has changed very little. B. In addition to​ businesses, advertising is used by many types of organizations. C. Advertising began in the early​ 1800's. D. Advertising is synonymous with public relations. E. Advertising is not useful for persuading an audience.

B. In addition to​ businesses, advertising is used by many types of organizations.

Which of the following statements about retailer marketing decisions is​ correct? A. Retailers do not differentiate themselves on their service mix. B. Many retailers identify three critical factors for retail​ success: location,​ location, and location. C. Most retailers seek either high markups on higher volume or low markups on lower volume. D. Retailers do not have to segment and target their markets. E. Stores do not need to differentiate and position themselves.

B. Many retailers identify three critical factors for retail​ success: location,​ location, and location.

Which of the following statements is true regarding​ salespeople? A. Salespeople are not well educated. B. The best salespeople are the ones who work closely with customers for mutual gain. C. Salespeople do not play a role in solving customer problems. D. Most salespeople lack common sense and social skills. E. Salespeople must be fast talkers.

B. The best salespeople are the ones who work closely with customers for mutual gain.

Which of the following statements regarding competitive marketing intelligence is​ correct? A. Companies should not be concerned about​ competitor's accessing publicly available information about them. B. The goal of competitive marketing intelligence is to improve strategic decision making. C. Marketing intermediaries are not a good source of competitive marketing intelligenc D. Monitoring a​ competitor's website is unethical. E. Marketing intelligence information is not available from the U.S. government.

B. The goal of competitive marketing intelligence is to improve strategic decision making.

Most companies manage their international activities by first​ __________. A. adapting product and services B. organizing an export department C. creating an international division D. becoming a global organization E. developing communication channel

B. organizing an export department

The marketing research industry is considering several options for responding to intrusion and privacy​ issues, which includes all of the following except​ __________. A. providing value in exchange B. sharing information widely C. ​"your opinion​ counts" initiatives D. ​"respondent bill of​ rights" initiatives E. appointing a privacy officer

B. sharing information widely

Which of the following statements about setting an advertising budget is​ correct? A. Mature brands usually require higher advertising budgets as a ratio to sales. B. New products typically need relatively large advertising budgets to build awareness and to gain consumer trial. C. Undifferentiated brands do not require advertising to set them apart. D. When a product is clearly​ differentiated, advertising is not used in the promotion mix. E. Brands in a market with many competitors and high advertising clutter usually require less advertising.

B. New products typically need relatively large advertising budgets to build awareness and to gain consumer trial.

Despite its potential​ strengths, public relations are occasionally described as a marketing stepchild because of all of the following reasons except​ __________. A. the PR department is often located at corporate headquarters B. PR practitioners consider their job as simply communication C. the PR practitioners are interested in customer engagement and relationships D. the PR department is handled by third party E. the PR practitioners are not interested in brand building

B. PR practitioners consider their job as simply communication

Which of the following would represent a niche online social networking site?

Birdpost

Which of the following statements regarding a​ just-in-time logistics system is​ correct? A. ​Just-in-time logistics systems allow producers and retailer to carry large amounts of inventory. B. ​Just-in-time logistics systems greatly increase​ inventory-carrying and​ inventory-handling costs. C. ​Just-in-time logistics systems allow producers and retailers to carry small inventories to last for only a few days of operations. D. ​Just-in-time logistics systems ensure that new stock arrives at least one week before it is needed. E. ​Just-in-time logistics systems eliminate the need for forecasting.

C. ​Just-in-time logistics systems allow producers and retailers to carry small inventories to last for only a few days of operations.

In making products and services available to​ consumers, channel members add value. Key functions performed by the marketing channels include all of the following except​ __________. A. matching B. promotion C. pricing D. distribution of information E. negotiation

C. pricing

What are the two key links in a whole channel view of international​ distribution?

Channels between nations and channels within nations

Why should companies use mobile marketing​ responsibly?

Companies risk angering already​ ad-weary consumers.

Which of the following correctly identifies the three major pricing strategies used by​ marketers?

Customer value-based pricing, cost-based​ pricing, and​ competition-based pricing

Which of the following statements about price is correct?

Customers have put increasing pricing pressures on many companies.

Which of the following statements is true regarding initiating price cuts?

Cutting prices in an industry with excess capacity may lead to price wars.

Which of the following statements about marketing information systems​ (MIS) is​ correct? A. An MIS begins and ends with information collectors. B. Marketing information systems provide information only to a​ company's internal users. C. An MIS is focused on internal data and ignores the marketing environment. D. A good MIS must balance what users would like to have against what they really need and what is feasible to offer. E. A good MIS gives managers all the information they ask for.

D. A good MIS must balance what users would like to have against what they really need and what is feasible to offer.

Which of the following best reflects the role of retailing in the distribution​ channel? A. All the activities involved in selling goods over the Internet B. All the activities involved in breaking down large volumes of goods for resale to retailers C. All the activities involved in selling raw materials to manufacturers D. All the activities involved in selling products or services directly to final consumers for their​ personal, nonbusiness use E. All the activities involved when consumers sell to other consumers on auction websites

D. All the activities involved in selling products or services directly to final consumers for their​ personal, nonbusiness use

Which of the following is an objective for business​ promotions? A. Urging​ short-term customer buying B. Getting retailers to buy ahead C. Getting more support for the sales force D. Generating business leads E. Getting more shelf space from retailers

D. Generating business leads

Which of the following statements does not apply to the description of​ prices? A. Price is the amount of money charged for a product or a service. B. ​Historically, price has been the major factor affecting buyer choice. C. Pricing is the​ number-one problem facing many marketing executives. D. In recent decades price factors have gained increasing importance. E. Price remains one of the most important elements that determine a​ firm's market share.

D. In recent decades price factors have gained increasing importance.

Which of the following statements about information and customer insights is​ correct? A. Customer insights have little impact on building customer relationships. B. To gain useful customer​ insights, more​ data is better data. C. Customer insights are useful but do not give companies a competitive advantage. D. Information to gain customer insights comes from a wide variety of sources. E. Customer insights are relatively easy to obtain.

D. Information to gain customer insights comes from a wide variety of sources.

MIS begins and ends with information users. Which of the following statements is not an advantage of​ MIS? A. MIS interacts with the information users to assess information needs. B. MIS interacts with the marketing environment to develop needed information. C. MIS helps users to analyze and use the information to develop customer insights. D. MIS may provide information to external​ partners, such as​ suppliers, resellers, or marketing services agencies. E. MIS helps users in making management decisions.

D. MIS may provide information to external​ partners, such as​ suppliers, resellers, or marketing services agencies.

Which of the following statements discussing big data is not​ true? A. Companies that effectively tap the available glut of data can gain​ rich, customer insights. B. Big data provides a lot more information than the managers can digest. C. Companies can gain timely customer information. D. Marketers can access and easily sift through the data once it is available. E. Data can be collected from​ blogs, tweets, and social media.

D. Marketers can access and easily sift through the data once it is available.

Which of the following statements regarding retailer pricing decisions is​ correct? A. ​High-low pricing is a strategy used by wholesalers when they sell to retailers. B. All retailers use some type of price promotions. C. Everyday low pricing is a strategy that has proven to be ineffective. D. Most retailers seek either high markups on lower volume or low markups on higher volume. E. Competition and economic factors do not influence retail pricing decisions.

D. Most retailers seek either high markups on lower volume or low markups on higher volume.

Which of the following statements about online research is​ correct? A. It is more expensive to conduct online research than using​ mail, phone, or personal interviews. B. Online research is only feasible for large companies. C. The Internet is especially well suited to qualitative research. D. Online surveys generally have higher response rates than those conducted by mail or phone. E. Experiments cannot be conducted online.

D. Online surveys generally have higher response rates than those conducted by mail or phone.

Which of the following statements regarding segmented pricing is​ correct? A. Segmented pricing is not used to price different versions of a product. B. For segmented pricing to be​ effective, the segments should have the same degree of demand. C. Perceived value does not have to be considered when using segmented pricing. D. Segmented pricing practices can cause consumer resentment. E. Different locations are not used as a basis for segmented pricing.

D. Segmented pricing practices can cause consumer resentment.

During a sales​ presentation, which of the following would best fit a relationship marketing​ approach? A. Convince the customer of the​ product's superiority. B. Focus the presentation on​ glad-handing. C. ​Razzle-dazzle the customer. D. Tell a value story. E. Use​ hard-sell tactics.

D. Tell a value story.

which of the following statements regarding the changing communications landscape is​ correct? A. The digital age has had little impact on marketing communications. B. More than​ ever, consumers are relying on marketers for information. C. In terms of​ communication, today's consumers are less empowered. D. The dominance of​ television, magazines,​ newspapers, and other traditional mass media is declining. E. Marketers today are shifting their efforts to mass marketing.

D. The dominance of​ television, magazines,​ newspapers, and other traditional mass media is declining.

Which of the following is not a step in an effective sales management​ process? A. Selecting B. Training C. Supervising D. Prospecting E. Compensating

D. Prospecting

Which of the following statements about public relations is​ correct? A. Public relations cannot be used to engage consumers. B. Public relations captures a major portion of the overall marketing budget. C. Public relations is used only to promote products. D. The lines between advertising and public relations are becoming more and more blurred. E. The impact of public relations on public awareness comes at a much higher cost than advertising.

D. Public relations captures a major portion of the overall marketing budget.

Which of the following statements does not reflect the role of salespersons within a​ company? A. Salespeople represent customers to the company. B. Salespeople act as​ "champions" of​ customers' interests and managing the buyerdash seller relationship. C. Salespeople learn about customer needs and work with other marketing and nonmarketing people in the company to develop greater customer value. D. The concept of​ salesperson-owned loyalty describes the loyalty that salespersons have toward the company. E. Salespeople relay customer concerns about company products and actions back inside to those who can handle them.

D. The concept of​ salesperson-owned loyalty describes the loyalty that salespersons have toward the company.

What is the first step in marketing research​ process?

Define the problem

What is the first step in the media selection​ process?

Determining​ reach, frequency,​ impact, and engagement

Direct mail is well suited for which of the​ following?

Direct, one-to-one communications

Which of the following statements regarding green retailing is​ correct? A. The only current green retailing initiative is to offer environmentally friendly products. B. Green retailing takes place at the store and does not extend to other channel members. C. Retailers today are hesitant to adopt environmentally sustainable practices. D. Green retailing initiatives hurt the bottom line by increasing costs. E. Green retailing initiatives extend to helping consumers be more environmentally responsible.

E. Green retailing initiatives extend to helping consumers be more environmentally responsible.

Which of the following statements regarding customer value-based pricing is​ correct? A. Customer value-based strategy begins with determining product costs. B. Using this​ strategy, marketers must convince buyers that the​ product's value at that price justifies its purchase. C. Using this​ strategy, marketers first design the product and marketing​ program, then set the price. D. This strategy is seldom used because buyers rarely consider perceived value when evaluating a​ product's price. E. In using this​ strategy, companies often find it hard to measure the value customers attach to their product.

E. In using this​ strategy, companies often find it hard to measure the value customers attach to their product.

According to the text, what can be the ultimate direct marketing medium, assuming it is used correctly?

Email

Which of the following statements is true regarding pricing in global markets?

For most companies, their foreign prices probably will be higher than their domestic prices for comparable products.

What are the two economic factors that reflect a​ country's attractiveness as a​ market?

Industrial structure and income distribution

What are the four types of joint venture entry​ strategies?

Licensing, contract​ manufacturing, management​ contracting, and joint ownership

A discount store​ (for example,​ Target, Kohl's, or​ Walmart) sells standard merchandise at lower prices. To do​ this, discount stores accept which of the following two​ conditions?

Lower margins and selling higher volume

​__________ have shifted the balance of power between retailers and producers.

Megaretailers

__________ are the largest single group of wholesalers.

Merchant wholesalers

Which type of market consists of many buyers and sellers trading over a range of prices rather than a single market​ price?

Monopolistic competition

​__________ retailing refers to the creation of a seamless​ cross-channel buying experience.

Omni-channel

Which of the following correctly identifies forms of digital direct​ marketing?

Online​ marketing, social media​ marketing, and mobile marketing

Which of the following best describes a marketing information system (MIS)?

People and procedures that are used to manage information to generate and validate actionable customer and market insights

​__________ is a type of identity theft that uses deceptive emails and fraudulent online sites.

Phishing

Which factor sets the floor on setting a​ product's price?

Product costs

Which of the following statements regarding conducting marketing research in a foreign country is correct?

Reaching respondents in other parts of the world is more difficult than it is in the United States.

What is target costing?

Setting a price and then setting costs that will ensure that the price is met

Which organization was designed to reassess trade barriers, establish new rules for international trade, impose international trade sanctions, and mediate global trade disputes?

The World Trade Organization (WTO)

Which of the following statements regarding marketing logistics is correct?

The goal of marketing logistics should be to provide a targeted level of customer service at the least cost.

How is price determined using​ cost-plus pricing?

The price is set by adding a standard​ mark-up to the cost of the product.

A​ country's attractiveness depends on the​ product, geographical​ factors, income and​ population, political​ climate, and other considerations. These factors relate to the importance of which of the following​ decisions?

The types of countries to enter

What is the purpose of the​ Robinson-Patman Act?

To prevent unfair price discrimination

Which wholesaler channel function helps reduce inventory holding​ costs?

Warehousing

What are the four major functions of logistics?

Warehousing, inventory management, transportation, and logistics information management

Walmart has a lot of power and exerts strong influence on the suppliers they buy from. This channel power is an example of​ a(n) __________ vertical marketing system​ (VMS).

administered

A company wishes to reach a large number of geographically dispersed buyers at a low cost per exposure. Which element of the promotional mix should the company​ use?

advertising

Any paid form of nonpersonal presentation and promotion of​ ideas, goods, or services by an identified sponsor is considered​ __________.

advertising

Which promotional tool is any paid form of nonpersonal presentation and promotion of​ ideas, goods, or services by an identified​ sponsor?

advertising

What does the process of designing marketing channels start with?

analyzing consumer needs

One of the challenges of social media marketing is that social media​ __________.

are largely user controlled

On a break-even chart, the break-even volume is located __________.

at the intersection of total revenue and total costs

Which of the following is the correct order of the six buyer-readiness stages?

awareness, knowledge, liking, preference, conviction, and purchase

Nations that have too little hard currency to pay for their purchases from other countries will often use which method of international​ trade?

barter

Which of the following is a potential disadvantage to using blogs for marketing?

blogs are a user controlled medium

Many company websites are now designed to do more than just sell product. These​ websites, known as​ __________ websites, attempt to build closer customer relationships and generate engagement with and between the brand and its customers.

brand community

It is common to see product placements--- embedding brands as props within other​ programming, such as TV shows or movies. Product placements are a form of​ __________.

branded entertainment

A sales contest is considered a part of​ __________.

business promotions

Netflix recruits​ "Grammasters," influencers who have large Instagram followings. They travel around the world taking photos and creating videos. This is an example of using​ __________ as a personal communication channel.

buzz marketing

​__________ involves cultivating opinion leaders and getting them to spread information about a product or a service to others in their communities.

buzz marketing

Companies that make products that must be used along with a main product are using​ __________.

captive-product pricing

Recently, superstores that are actually giant specialty​ stores, such as Petco and Home​ Depot, have seen tremendous growth. These types of superstores are called​ __________.

category killers

The aim of​ transaction-oriented marketing is to help salespeople​ __________

close a specific sale

When a company directly or indirectly compares its brand with one or more other brands in an​ advertisement, they are using​ __________.

comparative

When companies set their promotion budgets to match​ competitor's outlays, they are using the​ __________ method.

competitive-parity

Many marketers today create, inspire, and share brand messages and conversations with customers across a mix of communication channels. In this regard they view themselves as __________.

content marketing managers

Which of the following tools can be used as both consumer and trade promotions?

contests, premiums, and displays

In​ __________ the company makes agreements with manufacturers in the foreign market to produce its product or provide its service.

contract manufacturing

The franchise organization is the most common type of​ __________ VMS​ (vertical marketing​ system).

contractual

Historically, __________ have lacked leadership and​ power, often resulting in damaging conflict and poor performance.

conventional distribution channels

In​ 2001, Apple opened its first Apple stores in the United States. These stores were owned and operated by Apple. This is an example of which type of vertical marketing system​ (VMS)?

corporate

In selecting a media​ vehicle, media planners need to determine the cost of the​ vehicle's reach. To measure​ this, they use a method known as​ __________.

cost per 1,000

Procter & Gamble organizes its sales reps into teams, and each team is assigned to a major account (such as Safeway or Walmart). Which type of sales force structure is P&G using in this example?

customer

​__________ uses​ buyers' perceptions of value as the key to pricing.

customer value-based pricing

Which factor sets the ceiling on setting a product's price?

customer's value perceptions

One form of __________ is when movie theaters charge one price for adults and a different price for senior citizens.

customer-segment pricing

The concept of​ salesperson-owned loyalty means that​ __________.

customers become loyal to salespeople as well as the companies they represent

Some companies still treat sales and marketing as separate functions. One effect this can have is to​ __________.

damage customer relationships

__________ occurs when retailers set an artificially high "regular price" and then advertise a "sale price" which is actually close to their everyday price.

deceptive pricing

Survey research is the approach best suited for gathering​ __________.

descriptive research

After defining the problem and objectives, what is the next step in the marketing research process?

develop the research plan

The fastest growing form of marketing is​ __________.

direct and digital marketing

​__________ involves engaging directly with carefully targeted individual consumers and customer communities to both obtain an immediate response and build lasting customer relationships.

direct and digital marketing

Which market entry strategy has the greatest amount of​ commitment, risk,​ control, and profit​ potential?

direct investment

Priceline.com sells its services through​ __________.

direct marketing as a supplementary channel

A ​ __________ has no intermediary levels.

direct marketing channel

Basic price adjustments known as __________ are used to reward customers for certain responses.

discounts and allowances

Promotional pricing tactics include​ __________.

discounts, special-event​ pricing, and limited time offers

One primary PR responsibility is to create content that __________.

draws consumers to a brand

Buyers have increased their use of direct and digital marketing because they are​ __________.

easy, convenient, and private

In the content of a​ message, marketers often use​ __________ appeals such as​ joy, love,​ humor, fear, and guilt.

emotional

In the communication​ process, putting thought into symbolic form is called​ _______

encoding

Delta Faucet partnered with Warrior​ Dash, which sponsored several 5k mud run races around the country over the summer. At each​ event, Delta built a huge custom shower​ station, complete with 184 Delta​ showerheads, where​ mud-soaked competitors could meet and wash off after the race. This is an example of which type of​ promotion?

event marketing

Some sellers require that dealers not handle​ competitor's products. This strategy is called​ __________.

exclusive dealing

L.L. Bean has turned its flagship store into a​ full-fledged outdoor adventure​ center, which is an example of​ __________.

experiential retailing

L.L.Bean has turned its flagship store and campus in​ Freeport, Maine into a​ full-fledged outdoor adventure center.​ There, customers can​ hike, kayak, or go seal watching at nearby Cisco Bay. This is an example of​ __________.

experiential retailing

What are the three types of research objectives?

exploratory, descriptive, and causal

Companies can allow key customers and​ value-network members to access​ account, product, and other data through​ __________.

extranets

Companies setup​ __________ which allow key customers and​ value-network members to access​ product, account, and other data anytime they need to.

extranets

__________ is a practice whereby a producer agrees to sell a brand to a dealer only if the dealer agrees to sell some or all of the rest of its line.

fill-line forcing

Defining the problem and research objectives is the​ __________ step in the marketing research process.

first

Tiffany and Neiman Marcus are classified as​ __________ retailers.

full-service

In which form of international organization are country managers responsible for salespeople, sales branches, distributors, and licensees in their respective countries?

geographical organizations

The strategy of​ __________ means that the firm attempts to offer the right combination of quality and good service at a fair price.

good-value pricing

Free trade zones can be described as​ __________.

groups of nations organized to work toward common goals in the regulation of international trade

Retailers such as​ Macy's and JC Penney charge higher prices on an everyday​ basis, but run frequent promotions to lower prices temporarily on selected items. This is an example of​ __________.

high-low pricing

Much of Pinterest's success is due to how they used marketing information to __________.

identify a unique customer insight

Which of the following is true regarding the price-demand relationship?

if demand is elastic, sellers will consider lowering their price

What are the three main types of off-price retailers?

independents, factory outlets, and warehouse clubs

Which of the following correctly identifies what direct and digital marketing offer sellers?

inexpensive, efficient, and fast

Which type of advertising is heavily used for new product category​ introductions?

informative

The concept of​ __________ recognizes that providing better customer service and trimming distribution costs require teamwork.

integrated logistics management

As marketers adopt richer but more fragmented media and promotion mixes to reach their diverse​ markets, they risk creating a communications hodgepodge for consumers. To prevent​ this, companies have adopted the concept of​ __________.

integrated marketing communities (IM)

Social media is ideal for starting and participating in customer conversations and listening to customer feedback. This is because social media is​ __________.

interactive

In complex selling situations, personal selling can be very effective because it is __________.

interpersonal

Using marketing information to gain customer insights is of little value unless​ __________.

it is used to make better marketing decisions

Assume a competitor has cut prices and a company determines they should respond. Effective actions that the company could initiate include​ __________.

launch a low-price fighter brand

Which joint venturing method typically involves fees and royalty payments?

licensing

When Apple Computer Company introduced their​ iPhone, they priced the new product at​ $599, considerably higher than either their iPod or competing cellular phones. Apple Computer was pursuing​ a(n) __________ pricing strategy.

market-skimming

One drawback to viral marketing is that​ __________.

marketers cannot control where users pass along the message

To learn more about the relationships and patterns contained in the vast amounts of data they collect, marketers use __________.

marketing analytics

One key function of channel members is​ __________, which involves shaping offers to meet the​ buyer's needs, including activities such as​ manufacturing, grading,​ assembling, and packaging.

matching

Which of the following would be best suited for marketers to engage customers anywhere and at any time during the buying and relationship-building processes?

mobile marketing

Indian government regulation requires foreign retailers in India to buy 30 percent of the merchandise they sell from local small businesses. This obstacle in global marketing is an example of setting​ __________ by host countries.

non tariff trade barriers

One barrier to international trade is when a country imposes biases against​ bids, restrictive product​ standards, or excessive​ host-country regulations or enforcement. These actions represent​ __________.

nontariff trade barriers

Retailing today requires​ __________, which means creating a seamless​ cross-channel buying experience that integrates​ in-store, online, and mobile shopping.

omni-channel retailing

The hottest growth area for the retailer Home Depot in the U.S. market has been attributed to​ __________.

online sales

Companies now use​ __________ and supply chain management software to help​ recruit, train,​ organize, manage,​ motivate, and evaluate channel partners.

partner relationship management

To avoid being intrusive and​ annoying, most legitimate email marketers practice​ __________, which means sending email pitches only to customers who​ "opt in."

permission based email marketing

Consumers may receive an​ email, supposedly from their bank or credit card​ company, saying that their​ account's security has been compromised. The sender asks them to log on to a provided web address and confirm their account and other personal information and then steals this private information. This is a fraudulent practice called​ __________.

phishing

One consumer promotion tool is __________, which are goods offered free or at a low cost as an incentive to buy a product.

premiums

Federal legislation on​ __________ states that sellers must set prices without talking to competitors.

price-fixing

Which of the following statements regarding catalog marketing is correct?

printed catalogs can drive online and mobile sales

Price is the only part of the marketing mix that​ __________.

produces revenue

Dunkin Donuts has added menu items that meet the unique taste buds of customers in local​ markets, for​ example, mango pudding donuts in China. This represents which global product​ strategy?

product adaptation

In South​ Korea, Dunkin' Donuts sells an olive oil and tapioca starch​ donut, called Chewisty. This is an example of​ __________ strategy.

product adaptation

Whirlpool washers and dryers are offered in many different models. Whirlpool will use​ __________ pricing to determine the price steps between the different models.

product line

Many personal care companies combine toothpaste with a toothbrush at a reduced price. This is an example of​ __________ pricing.

product-bundle

A soda pop company offers a discount to a grocer. In​ exchange, the grocer agrees to provide​ in-store advertising for the soda pop and additional​ sales-support. This is an example of​ __________.

promotional allowances

The first step in the personal selling process is​ __________.

prospecting

__________ identifies qualified potential customers and is the first step of the personal selling process.

prospecting

The public relations function of __________ is used to build and maintain national or local community relationships.

public affairs

Specific promotional tools used in __________ include press releases, sponsorships, events, and web pages.

public relations

__________ consists of activities designed to engage and build good relations with the company's various publics.

public relations

Competitive marketing intelligence uses __________ data sources

publicly available

In which type of market does no buyer or seller have much impact on setting the going market​ price?

pure competition

Under​ __________, the market consists of many buyers and sellers trading in a uniform commodity.

pure competition

John Deere does very little promoting of its lawn​ mowers, garden​ tractors, and other residential consumer products to final consumers.​ Instead, John​ Deere's sales force works with​ Lowe's, The Home​ Depot, and other channel members. This is an example of using​ __________for promotion.

push strategy

What are the two main research instruments used by marketing researchers in primary data collection?

questionnaires and mechanical devices

Techniques that can be used by sellers for avoiding​ customers' perception of price gouging includes all of the following except​ __________.

rationing products to customers

Digital marketing can link brands to important moments in customer's lives. This aspect of digital marketing is called __________.

real-time marketing

One study found that the best salespersons have four traits in common: intrinsic motivation, a disciplined work style, the ability to close a sale, and the ability to build relationships with customers. Knowing this would be most useful at which stage of sales force management?

recruiting and selecting salespeople

​__________ advertising is more suitable for mature products.

reminder

Increasingly, different types of retailers now sell the same products at the same prices to the same consumers. This trend is called __________.

retail convergence

__________ is the promotion mix tool that consists of​ short-term incentives to encourage the purchase or sale of a product or service.

sales promotion

Retailers need to differentiate and position their store and make decisions regarding their retail marketing mix. Before making those decisions, retailers must first __________.

segment and define their target market

In​ __________pricing, the company sells a product or service at two or more​ prices, even though the difference in prices is not based on differences in costs.

segmented

Firms producing consumer​ electronics, furniture, and home appliance brands typically distribute their products​ __________.

selectively

What are the four broad characteristics used to classify retail stores?

service, product lines, price, and organization

Marketing management must first​ __________ when developing an advertising program.

set advertising objectives

What is the first decision advertisers need to make when developing an advertising program?

setting advertising objectives

Once the company has set its​ structure, what is the next strategic decision it​ faces?

sizing the sales force

According to the​ text, what is the​ fastest-growing sales trend​ today?

social selling

​__________ and​ __________ are core PR strengths and that plays well into the use of​ online, mobile, and social media.

storytelling; engagement

Which type of industrial structure offers the fewest marketing opportunities?

subsistence economies

Helping salespeople to "work smart" by doing the right things in the right ways is the goal of​ __________, whereas getting them to work hard is the goal of​ __________.

supervision; motivation

​__________ reverses the usual process of first designing a new​ product, determining its​ cost, and then​ asking, "Can we sell it for​ that?"

target costing

When setting channel objectives, companies should state the objectives in terms of __________.

targeted levels of customer service

The length of a channel is determined by __________.

the number of intermediary levels

The reasons for considering public​ relations, which has a greater impact at a much lower cost than​ advertising, include​ __________.

the possibility of stories to be picked up by different media

In balancing standardization and​ adaptation, one common suggestion from international marketers is to​ __________.

think globally but act locally

What is the simplest way to enter a foreign market?

through exporting

One recent retailing trend resulting from economic conditions is​ __________.

tighter consumer spending

Advertising appeals should have three characteristics. These characteristics are​ __________.

to be​ meaningful, to be​ believable, and to be distinctive

Advertising objectives can be classified based on three primary purposes. What are the three purposes?

to inform, persuade, or remind

What is the intent of advertisement?

to make ads and brand content into something that people actually want to watch

​L'Oréal, a French origin​ firm, is considered​ a(n) __________.

truly global organization

A marketing website should be easy to use and visually appealing. To be​ effective, these websites must also be​ __________.

useful

The company, suppliers, distributors, and customers who "partner" with one another to improve the performance of the entire system make up the __________.

value delivery network

Luxury automobile manufacturers typically add quality, services, and other features to differentiate their offers and thus support their higher price. This is an example of __________.

value-added pricing

A recent study showed that more than​ two-thirds of advertisers are planning video ad campaigns that stretch across multiple viewing platforms. This is called​ __________.

video convergence

What is the digital version of word-of-mouth marketing?

viral marketing

One major objective of a market-penetration pricing strategy is to __________.

win a large market share

One form of influence that carries great weight, especially for products that are expensive, risky, or highly visible is __________.

word of mouth

Annual​ reports, brochures,​ articles, and company newsletters all represent which type of PR​ tool?

written materials

Many amusement parks charge a daily ticket or season pass charge plus additional fees for food and other​ in-park features. This is called​ __________.

​two-part pricing