Marketing Final

A salesperson's fixed amount of pay is that person's bonus pay. hourly rate. base salary. quota. commission.

base salary.

Which is the most impersonal form of retailing? automated vending direct selling shop-at-home television networks purchases at a retail store online retailing

automated vending

What is the first stage in the consumer adoption process? trial awareness interest evaluation adoption

awareness

________ selling refers to the altering of sales behavior during a customer interaction or across customer interactions based on perceived information about the selling situation. Adaptive Advocacy Flexible Perception Positive

Adaptive

________ consists of a succinct description of the core target market to which a product is directed and a compelling picture of how the firm wants that core market to view the product. A perceptual map A positioning statement The 80/20 rule A BCG matrix A concept test

A positioning statement

In the context of the consumer adoption process, which statement is true of the evaluation stage? This is the final stage of the consumer adoption process. At this stage, the consumer buys and uses the product. At this stage, the consumer tests or uses the product to see if it meets requirements. This is the first stage of the consumer adoption process. At this stage, the consumer thinks about the product's value and whether to try it out.

At this stage, the consumer thinks about the product's value and whether to try it out.

ProtectIt, a mobile-case manufacturer, manufactured and sold 100,000 units of its latest Easy-On cases. ProtectIt plans on introducing more colors and designs in the following months. Bella, the owner of a large retail store, was one of ProtectIt's earliest customers. In which of the following situations can ProtectIt expect a straight rebuy from Bella? Bella did not like the colors and designs on the previous Easy-On covers. Bella was extremely pleased with the service of the online reseller. Bella was initially dissatisfied with the fitting of Easy-On covers. Bella has a few suggestions that could improve the Easy-On covers. Bella loves the feel of her device with the Easy-On cover on it.

Bella loves the feel of her device with the Easy-On cover on it.

Which statement is true of brand loyalty? It is a consumer's perception of a brand that develops independent of consumer satisfaction. Brand loyalty is the degree to which consumers can identify a brand under a variety of circumstances. Brand loyalty refers to consumers' steadfast allegiances to a brand, displayed through repeat purchases. Consumers who exhibit brand loyalty are typically more price sensitive than other consumers. Consumers who exhibit brand loyalty weaken the pricing power of a brand.

Brand loyalty refers to consumers' steadfast allegiances to a brand, displayed through repeat purchases.

Brantley is an apparel manufacturer whose products are carried only by two major retailers in the United States. In the context of SWOT analysis, which of the following can be classified as a weakness of Brantley in this scenario? One of the retailers tells Brantley that it will carry Brantley's products with its own brand name. Brantley's research and development department is on the verge of a major breakthrough and needs extra funding. A cargo truck carrying Brantley's shipment turned over on a highway and went up in flames. One of the retailers plans to start manufacturing its own brand of clothes. Brantley's manufacturing units use older technology that sometimes leads to backorders.

Brantley's manufacturing units use older technology that sometimes leads to backorders.

________ is a strategy and set of processes used for better managing an organization's relationships and interactions with customers and potential customers. JIT SPIN FAB CRM CLV

CRM

________ is used to understand the impact of independent variables on a particular dependent variable. Exploratory research Descriptive research Causal research Probability sampling Nonprobability sampling

Causal research

________ involves systematically gathering data about what strategies direct and indirect rivals are pursuing in terms of new product development and the marketing mix. Competitive intelligence Data mining Descriptive research Simple random sampling Scientific research

Competitive intelligence

________ refers to a ratio that compares the financial investments a company puts into gaining and keeping customers to the financial return on those investments. Customer equity Recency frequency value Share of customer Lifetime value Predictive value

Customer equity

________ refers to the perceived benefits, both monetary and nonmonetary, that customers receive from a product, compared with the cost associated with obtaining the product. Customer value Purchasing power Consumer confidence Customer service Customer relationship

Customer value

During the rainy season, people look to buy raincoats and umbrellas. Elements, an apparels manufacturer, caters to this need. Which action would represent the conversion of this need into a want? Elements produces umbrellas and raincoats in different sizes to cater to different ages. Elements produces umbrellas and raincoats under different brand names. Elements sells umbrellas and raincoats as bundled products. Elements introduces a line of see-through umbrellas that glow in the dark. Elements offers a discount on raincoats and umbrellas during summer.

Elements introduces a line of see-through umbrellas that glow in the dark.

Which statement is true of supply-chain management? Supply-chain management decisions rarely involve trade-offs, if any. Decisions in one area of the supply chain can have a negative impact on another area. Information only flows upstream in a supply chain. Integrating related companies does not facilitate coordination of activities across the supply chain. Distribution channels are extended beyond the supply chain to better communication.

Decisions in one area of the supply chain can have a negative impact on another area.

________ are general merchandise outlets that offer brand-name and private-label products at low prices. Discount stores

Discount stores

________ involves constantly updating prices to reflect changes in supply, demand, or market conditions. Break-even analysis Price bundling Price fixing Unbundling Dynamic pricing

Dynamic pricing

________ are moral standards expected by a society. Needs Ethics Exchanges Attitudes Laws

Ethics

Marketers using Buzzsumo are analyzing and monitoring which social media outlet? Snapchat Twitter LinkedIn Instagram Facebook

Facebook

Which social media platform is used the most by B2C marketers as a marketing tool? Facebook Instagram YouTube Twitter LinkedIn

Facebook

The ________ is a law passed in 1914 that seeks to prevent practices that may cause injury to customers, that cannot be reasonably avoided by customers, and that cannot be justified by other outcomes that may benefit the consumer or the idea of free competition. Federal Trade Commission Act Anti-Price Discrimination Act Advertising Act Wheeler-Lea Act Robinson-Patman Act

Federal Trade Commission Act

Which statement is true of gray markets? Gray markets raise the prices that customers must pay for goods. Gray markets have helped to shift the balance of power from customers to companies. Gray market goods can be a boon for consumers. Gray market exchanges have become more difficult than ever. Firms find it easy to track exactly how much of their products sell in the gray market.

Gray market goods can be a boon for consumers.

How is language an obstacle to global marketing research? In order to produce language-specific research materials, a local firm must be hired. The technology to deal with differences in languages doesn't exist. Having to translate materials and research responses can be costly and prone to errors. The use of mixed-gender focus groups may violate laws in some countries. It can be illegal to conduct marketing research in some countries.

Having to translate materials and research responses can be costly and prone to errors.

Barat, the marketing manager at Teelock Inc., is in the process of market positioning. He has finished analyzing competitors' positions. What should he do next? He should introduce the product to a new limited market. He should clearly define the firm's competitive advantage. He should conceive new product concepts. He should evaluate the feedback. He should determine if the business will be profitable.

He should clearly define the firm's competitive advantage.

Which statement is true of supply chains? Very few members of the supply chain are impacted by the flow of information. Intermediaries such as wholesalers and retailers are not a part of the marketing channel. Products and services move upstream in a supply chain. Information flows both upstream and downstream in a supply chain. Distribution channels are the pathway along which only information travels.

Information flows both upstream and downstream in a supply chain.

Which statement is true of packaging? It is a poor indicator of brand quality. It refers to all those elements of a brand that are not expressed in words. It is generally an over-appreciated marketing tool that does not deliver significant return on investment. It cannot be directly controlled by upscale firms. It can be used to reinforce brand image.

It can be used to reinforce brand image.

Metro FM and Star are radio stations in direct competition with each other. The target audience for both radio stations is the same, with most of the stations' income coming from commercials. Which of the following strategies can Star use to differentiate its services from Metro FM? It can offer content that is not available on Metro FM. It can hire talent from Metro FM to gain competitive advantage. It can partner with Metro FM to create a new radio station. It can offer its services via a different medium. It can forgo commercials.

It can offer content that is not available on Metro FM.

Which statement is true of brand extension? It is a process in which a firm develops new products within the same product category. It enables new products to profit from the recognition that a brand already enjoys. It is not a recommended strategy for companies that possess high brand equity. It must only be implemented when the firm is willing to risk cannibalization of existing products. It is a strategy in which product of two or more brands are merged into a new brand.

It enables new products to profit from the recognition that a brand already enjoys.

In the context of promotion mix budgeting strategies, which statement is true of the objective-and-task approach? It generally requires little time and judgment. It is typically considered the worst budgeting method. It takes a top-down approach to promotional budgeting. It estimates the cost of each task involved in promotion It fails to incorporate the strengths of the other budgeting methods.

It estimates the cost of each task involved in promotion.

Which statement characterizes market segmentation? It is the process of conceiving, testing, and launching a new product in the marketplace. It does not play an important role in the success of an organization. It helps firms design specific marketing strategies suited for specific market segments. It combines small groups of consumers into one large market with various needs. It helps a firm procure goods, services, or ideas from a third-party supplier.

It helps firms design specific marketing strategies suited for specific market segments.

Why should marketers distinguish between needs and wants? It guarantees the sale of products due to clear distinction of product functionality. It ensures that the customer is aware of whether a want or a need is being satisfied. It helps them provide products that fulfill customers' wants and satisfy their underlying needs. It helps marketers show customers that their wants are actually needs in disguise. It allows them to create different products for wants and needs which, are inherently different.

It helps them provide products that fulfill customers' wants and satisfy their underlying needs.

Which statement is true of customer satisfaction? A company's emphasis on customer satisfaction is a direct consequence of excessive competition. It is an attempt to satisfy customers, rather than just delight them. Customer satisfaction can increase brand loyalty, but not a firm's profitability. A company does not have to be customer oriented in order to build customer satisfaction. It is a state that is achieved when a firm meets the needs and expectations of customers.

It is a state that is achieved when a firm meets the needs and expectations of customers.

Which statement is true of observation? It is useful in determining the reason behind people's behaviors. The researcher can work with only one participant at a time. It is not useful in determining the reason behind people's behaviors. It employs multiple-choice questions, making it appropriate for gathering feedback from a large number of participants. It is a procedure undertaken to test a hypothesis.

It is not useful in determining the reason behind people's behaviors.

Which statement is true of markup pricing? It is one of the least used pricing tactics. It is the most difficult of the pricing tactics to implement. It involves pricing a product higher than competitors in order to promote an image of superior quality. It is estimated by adding a certain amount to the profit of a product to set the final price. It is not very effective at maximizing profits.

It is not very effective at maximizing profits.

Which statement is a useful guideline when making ethical decisions? Consider how an ethical decision will affect stakeholders rather than discussing it with them. It is possible to avoid ethical problems if the ethical issue is clearly identified. When dealing with ethical problems, protecting internal stakeholder interests should be the primary concern. The factual elements of a problem cannot be determined without the influence of personal bias. The first alternative available must be chosen when solving an ethical problem.

It is possible to avoid ethical problems if the ethical issue is clearly identified

Which is a function of the World Trade Organization? It guarantees the free trade of finances and goods between member nations. It sets currency exchange rates. It ensures that currency exchange rates maintain stability. It provides monetary assistance to countries that are in debt. It is the only international organization dealing with the rules of trade between nations.

It is the only international organization dealing with the rules of trade between nations.

What is an advantage of a pull strategy? It offers companies cost savings through economies of scale. It allows companies to plan production well in advance. It reduces inventory carrying costs and allows customization of products. It allows companies to offer quantity discounts to customers. The term "pull strategy" sounds more appealing to customers than "speculation strategy."

It reduces inventory carrying costs and allows customization of products.

How does a new good or service create value? It changes a customer's perception. It creates a need customers did not know they had. It satisfies a perceived marketplace demand. It minimizes the use of the 4 Ps. It utilizes all elements of the supply chain.

It satisfies a perceived marketplace demand.

Which statement best describes descriptive research? It seeks to discover new insights to help a company better understand a problem. It is used to understand the cause-and-effect relationships among variables. It usually involves face-to-face interaction between the person collecting the data and the person providing the data. It involves manipulating independent variables to see how they impact a dependent variable. It seeks to understand consumer behavior by answering the questions who, what, when, where, and how.

It seeks to understand consumer behavior by answering the questions who, what, when, where, and how.

LumiNight is an outdoor home lighting system. The company's sales have declined by 30 percent over the past year due to an increase in competition. LumiNight must now decide about its promotional budget. According to the objective-and-task method, what would the best strategy for LumiNight to follow? It should reduce promotional expenditures by 25 percent. It should allocate a specific percentage of a period's total sales for the promotional budget for that period. It should set their promotion budget based on what they believe they can afford. It should spend money on promotion only at the end of the fiscal year. It should define specific objectives, determine the tasks required, and estimate the cost of each task.

It should define specific objectives, determine the tasks required, and estimate the cost of each task.

Which statement is true of logistics? Logistics have no relation to the customer, quantity, and condition aspects of a product delivery. Logistics, although important, cannot add value to products moving through the supply chain. Logistics can be a source of competitive advantage if they are executed effectively. Logistics can be regarded as supply-chain management itself. Logistics have the least impact on the four Ps of the marketing mix amongst other supply chain components.

Logistics can be a source of competitive advantage if they are executed effectively.s.

Why is it important for companies to market globally? It is easier to sell products internationally than it is domestically. Most of the world's population lives outside the United States. The benefits of marketing globally always outweigh the costs. Compared to domestic marketing, it is less expensive to market globally.

Most of the world's population lives outside the United States.

________ is best defined as the dissemination of information, often by television, to a fairly small, select audience that is defined by its shared values, preferences, or demographic attributes. Blogging Narrowcasting Microblogging Direct marketing Sales promotion

Narrowcasting

Why is building brand equity essential for nonprofit organizations? Nonprofits do not sell products, but they provide intangible services instead. Nonprofits have similar organizational structures as for-profit organizations. Nonprofits have complex missions that are hard to achieve. Nonprofits, unlike for-profit organizations, cannot provide returns on contributions made by benefactors. Nonprofits use the same marketing tools as for-profit organizations.

Nonprofits have complex missions that are hard to achieve.

The higher percentage of U.S. exports to Canada and Mexico rather than to other individual countries can be attributed to the World Trade Organization. European Union. North American Free Trade Agreement. International Monetary Fund. Dominican Republic-Central America Free Trade Agreement.

North American Free Trade Agreement.

________ results in immediate feedback from the customer since a salesperson can observe the nonverbal communication of the customer. Personal selling Sales promotion Public relations Product placement Advertising

Personal selling

________ is a practice in which companies frequently come out with new models of a product that make existing models outdated. Diffusion Planned obsolescence Overengineering Mass customization Outsourcing

Planned obsolescence

________ is a pricing strategy that involves pricing a product higher than competitors to signal that it is of higher quality. Odd pricing Prestige pricing Markup pricing Break-even pricing Price bundling

Prestige pricing

Why do firms find primary data more valuable than secondary data? Primary data are less expensive to collect than secondary data. Primary data are collected to answer a specific research question. Primary data are readily available from operational reports. Primary data are collected by external agencies rather than employees. Primary data are more archival in nature than secondary data.

Primary data are collected to answer a specific research question.

Of all the risks that a company takes in new-product development, which is the most severe? Product fails to meet needs and wants of customers. Product takes sales from existing products. Target price is not accepted by the market. Competitors copy products and sell them at a lower price. Supplier cost savings are not achieved.

Product fails to meet needs and wants of customers.

________ is defined as nonpersonal communication focused on promoting positive relations between a firm and its stakeholders. Objections handling Relationship selling Public relations Personal selling Cold calling

Public relations

What is the relationship between purchasing power and inflation? Purchasing power increases with rising inflation. Purchasing power and inflation rise and fall together. Purchasing power decreases with rising inflation. Purchasing power decreases with decreasing inflation. Purchasing power and inflation are independent of each other.

Purchasing power decreases with rising inflation.

Quantum, a mobile phone-manufacturing company, decides to pursue a market development strategy to further its business prospects. In this situation, which of the following actions falls in line with Quantum's latest strategic direction? Quantum announces the creation of a new phone. Quantum expands its market by selling its phones to new customers in the Southwest. Quantum persuades its customers to buy its new line of accessories for their phones. Quantum tries to get existing customers to buy its new easy-to-use phones for their grandparents. Quantum tries to get existing customers to buy a new version of their mobile phones for their spouses.

Quantum expands its market by selling its phones to new customers in the Southwest.

________ allow consumers to recoup a specified amount of money after making a single purchase. Contests Sweepstakes Rebates Allowances Coupons

Rebates

________ refers to a strategy that focuses on building brand loyalty by attracting, maintaining, and enhancing customer associations. Product repositioning Franchising Market customization Private labeling Relationship marketing

Relationship marketing

What was the survey response of sales and marketing executives when asked if their salespeople have lied on a sales call? Most responded that their salespeople have never lied on a sales call. Most believe that virtually all of their sales force have lied on a sales call. Respondents think that more than half of their sales force have lied on a sales call. Respondents think that over three-quarters of their sales force have lied on a sales call. Most think that lying on a sales call happens only occasionally.

Respondents think that more than half of their sales force have lied on a sales call.

Lindsay regularly buys meat from Richmond Butchers. Richmond Butchers also sells meat to local restaurants such as Sundown Grill, where Lindsay and her husband, Rico, celebrated their wedding anniversary. Richmond Butchers sources its meat from Bar-G Ranch, owned by rancher Gustav and his family. In this scenario, who is the retailer? Bar-G Ranch Gustav Lindsay Richmond Butchers Rico

Richmond Butchers

Smith Brothers, a furniture manufacturer based in North Carolina, has tie-ups with raw material suppliers and shipping companies who provide Smith Brothers a uniform pricing option across the United States. Despite the cost of production and distribution being the same across the United States, Smith Brothers charges more for its products on the West Coast than in other parts of the United States. Which of the following acts prohibits this practice? Sherman Antitrust Act Robinson-Patman Act Wheeler-Lea Amendment Credit Card Accountability, Responsibility, and Disclosure Act Telephone Consumer Protection Act

Robinson-Patman Act

Rondo is a Brazilian car manufacturer with manufacturing plants all over the world, including the United States. In the context of SWOT analysis, which of the following can be classified as one of Rondo's strengths? One of Rondo's component suppliers has decided to start manufacturing cars. Rondo recently recruited two senior engineers from one of its major competitors. The auto industry all over the world is booming. The prices of fuel have dropped, encouraging customers to buy more cars. There is a recent increase in demand for hybrid cars in the United States.

Rondo recently recruited two senior engineers from one of its major competitors.

________ pertains to what a consumer's full potential is and the need to realize that potential. A lower esteem need Self-actualization A higher esteem need Belonging Attitude

Self-actualization

Which statement is true about various demographics in the United States? Male control over the majority of consumer spending makes men a target for marketers. Seniors have the greatest familiarity with and most use for digital communication. Male consumers now account for 85 percent of all consumer purchases in the United States. Younger people have more free time and disposable income to shop for products. Seniors are more likely to complain and require more attention than their younger counterparts.

Seniors are more likely to complain and require more attention than their younger counterparts.

Solo is a new restaurant chain in the United States. The chain has a strong online presence in the form of a website and on many review sites. Solo wants to capture its presence on blogs posted by customers. Solo can then post links to these blogs on its website, which will serve as testimonials. Which of the following tools should Solo use? Twitter Search Google Alerts Social Mention Hootsuite Impact UTM Parameters

Social Mention

________ is the process of thoughtfully defining a firm's objectives and developing a method for achieving those objectives. Stakeholder management Strategic planning Situation analysis Marketing strategy Diversification

Strategic planning

Which statement is true regarding the influence of technology on pricing? Marketers of online stores review their initial prices against the prices of traditional brick-and-mortar stores but not vice-versa. Customers are more confused about prices than ever before. The Internet has made it difficult for customers to compare prices of products. Technology has helped to shift the balance of power from companies to customers. Technology has eliminated antiquated pricing structures like mark-up pricing or demand pricing.

Technology has helped to shift the balance of power from companies to customers.

Which is a true statement regarding the business-to-business (B2B) purchasing process? The B2B purchasing process is often dictated by impulse buying behaviors. The B2B purchasing process is often far longer than the consumer decision-making process. The B2B purchasing process entails the procurement of low-involvement products exclusively. The B2B purchasing process follows Maslow's hierarchy of needs theory. The B2B purchasing process requires non-standardized purchasing procedures.

The B2B purchasing process is often far longer than the consumer decision-making process.

________ is the most commonly used psychographic segmentation tool that classifies adults into eight psychographic groups: Innovators, Thinkers, Believers, Achievers, Strivers, Experiencers, Makers, and Survivors. The eightfold framework The VALS framework A perceptual map The 80/20 rule The enterprise architecture framework

The VALS framework

What is the major difference between a nonprofit organization and a for-profit organization? Nonprofit organizations find it relatively easier to secure funds during an economic slowdown. The benefactors of nonprofit organizations do not receive any direct benefit, unlike customers. Funding is not an issue with nonprofits because of continuous support from benefactors. Nonprofits do not have to worry about external factors such as political or technological factors. Nonprofits are not subject to government regulations, unlike for-profit organizations.

The benefactors of nonprofit organizations do not receive any direct benefit, unlike customers

The perceived benefits that a consumer receives from a product compared to the cost associated with obtaining it is referred to as sales forecast. competitor index. consumer perception. customer value. ownership equity.

customer value.

Assuming that a kilo of corn sold for $1 in 2010 and $3 in 2018, which of the following can be inferred? The purchasing power of the consumers has decreased. The economy of the country is currently in recession. The level of consumer confidence in the country has decreased. The GDP has increased over the years. The inflation has decreased over the years.

The purchasing power of the consumers has decreased.

Why do marketers tend to target educated consumers? They have very low levels of disposable income. They mostly belong to generation Y, the wealthiest generation in U.S. history. They are more likely to comprehend an advertising message. They are hard to please and cannot be convinced easily. Their earnings are similar to those who are not educated.

They are more likely to comprehend an advertising message.

Which statement is characteristic of new-category entries? They are more risky than new-to-the-market products. This type of product lacks data on sales trends, competitor products and prices, and/or location of markets. They help a company open up a whole new set of customers. They represent something that has never been sold before. They are new to the market place, but not new to a company.

They help a company open up a whole new set of customers.

What did firms such as Ford do during the Great Depression when product sales decreased? They resorted to personal selling and advertising. They stressed the need to satisfy customers' wants. They employed company-wide policies to improve human resource acquisition. They focused on attracting, maintaining, and enhancing customer relationships. They scaled production capacities to flood the market with new products.

They resorted to personal selling and advertising.

The _____ authorizes the Federal Trade Commission to restrict unfair or deceptive acts. Robinson-Patman Act Telephone Consumer Protection Act Wheeler-Lea Amendment Sherman Antitrust Act Credit Card Accountability, Responsibility, and Disclosure Act

Wheeler-Lea Amendment

Which statement is true of customer service? Research shows that it takes less customer service effort to acquire new customers than to maintain existing ones. Customer service policies and strategies of companies are vastly different for B2B customers than they are for B2C customers. Customer service mainly comprises human methods of customer interaction rather than mechanical methods. It is practically impossible to track the effectiveness of customer service strategies. While bad customer service can distance customers, good customer service alone cannot keep customers happy.

While bad customer service can distance customers, good customer service alone cannot keep customers happy.

The name, term, symbol, design, or any combination of these that identifies and differentiates a firm's products is referred to as a brand. valuation. a product. a sales orientation. the marketing mix.

a brand.

Which scenario reflects the trial stage of the consumer adoption process? a consumer ordering a new customized desktop computer from an online retailer a consumer reading online reviews of a mobile phone a consumer test riding a bike at a sports equipment store to see if she likes it a consumer seeing an advertisement urging the audience to try a new high-speed Internet service free of cost a consumer buying an extended warranty on a product

a consumer test riding a bike at a sports equipment store to see if she likes it

A Sephora store located inside JCPenney or a bank branch located inside a grocery store are examples of omnichannel retailing. a leased department.Correct full-service retailing. scrambled merchandising. multichannel merchandising.

a leased department.

A visualization of performance metrics that allows marketers to see performance over time and across a range of measures can be obtained by the use of a metric manager. a marketing dashboard. a web host. a white paper. a wireframe.

a marketing dashboard.

Which buying situation is most likely to involve an extensive external information search? a new buy a low-involvement buy a straight rebuy an impulse buy a modified rebuy

a new buy

The customer relationship management process can be described as a perfectly linear process with clearly defined process flow. a method that is useful for gathering generalizable data rather than customer-specific information. a process that begins with understanding how customers interact with each other. a process that uses data mining to search for meaningful trends in vast amounts of data. a method in which the storage and retrieval of information is not necessary.

a process that uses data mining to search for meaningful trends in vast amounts of data.

Danley's, a chain of discount stores across the United States, has many store brands including Shotz, a line of sports shoes. Danley's is a popular brand among regular store customers and they vouch for its quality being as good as other top brands. Facing competition from other shoe brands, Danley's reduced the prices on Shotz products by 30 percent. While it sold an average of 800 units per day at a price of $30 per unit amounting to $24,000 before the discount, it sold 1,000 units per day amounting to $21,000 after the discount. In analyzing this scenario, it can be said that a reduction in pricing does not necessarily increase overall revenue earned from a product. pricing is typically the most difficult marketing mix element to change. a product that is priced higher is perceived to be of a higher quality. customers' positive perception of a brand does not always translate to more sales. competing on product quality generates more sales than competing on price.

a reduction in pricing does not necessarily increase overall revenue earned from a product.

Because they are independent retailers that have joined together to operate a central wholesale operation and conduct joint merchandising and promotion activities, NAPA auto parts stores can be classified as a voluntary chain. a business format franchise. an independent franchise. a corporate chain. a retail cooperative.

a retail cooperative.

Live Well manufactures vitamin-fortified juice. The company used to sell its product in glass jars, but it has recently switched to placing the product in vacuum-packed cartons, which weigh less. This product is an example of a product line extension. product diversification. a revamped product. a new-to-the-market product. a new-category entry.

a revamped product.

In the context of a SWOT analysis, what would be classified as an opportunity for a manufacturing firm? a technological breakthrough by its research and development department a rise in demand for products that the firm manufactures a renewed business contract with a supplier for raw materials an internal production technique that increases efficiency by 30 percent a lawsuit filed by an environmental outfit concerning environmental pollution

a rise in demand for products that the firm manufactures

Consumer learning typically begins with cues that discourage the use of a particular product. a response, which attempts to satisfy a need or want. a stimulus that encourages consumers to act to reduce a need or want. reinforcement that a particular product satisfies a need or want. knowing that a particular product exists.

a stimulus that encourages consumers to act to reduce a need or want.

Which scenario exemplifies a trade-off involved in a supply-chain management decision? a manufacturer producing products after receiving confirmed orders from a client an employee introducing a human error during production that causes flaws in a certain product a retailer agreeing to carry products that compete with store brands a store manager offering a volume discount on a product that cannot be produced at that price a company restricting the money tied up in inventory to be used in advertising

a store manager offering a volume discount on a product that cannot be produced at that price

Needs are states of felt deprivation that are shaped by personality, culture, and buying situation. cannot be satisfied by a process of exchange. do not fit well with basic human makeup. can be created solely by marketers. are created when customers lack something useful or desirable.

are created when customers lack something useful or desirable.

Stylish Chic is a fashion accessory store that carries jewelry, hats, scarves, purses, and bags. The overall selection of merchandise that Stylish Chic offers is referred to as its selection. catalog. depth. assortment. collection.

assortment.

In search engine marketing, where do paid listings appear? to the right of a user's email results page at the very top or to the upper right of a search-results page at the very top of a webpage as a pop-up window in a search results page in the middle of a search result listing

at the very top or to the upper right of a search-results page

As it pertains to transportation, ________ refers to a carrier's ability to provide service from the source of the shipment to its destination. accessibility reliability intermodality distribution logistics

accessibility

Columbia Properties is in the business of building homes. It has acquired land large enough to make 10 large and 10 medium-sized homes in the suburbs of Portland, Oregon. Columbia Properties has also made the required arrangements with prospective investors for financial capital. However, the local authorities are not permitting Columbia Properties to build the large houses due to certain permit issues. In this case, Columbia Properties is unable to serve its customer segments because they are not substantial. differentiable. actionable. accessible. measurable.

accessible.

Which of the following is a demographic variable used in segmentation? loyalty motivation age occasion consumer attitude

age

When customers look beyond their personal knowledge and experience to help them in buying something, they are engaging in self-actualization. business-to-business marketing. cognitive dissonance. an external information search. ritual consumption.

an external information search.

Heather, a 30-year-old fashion designer, is very finicky about the brands that she consumes as a customer. She believes in buying brands that she has previously used. When Heather walks into Millers, a drugstore, she is most likely to engage in ________ to buy toothpaste and shampoo. impulse buying sensory marketing an evaluation of alternatives an internal information search cognitive dissonance

an internal information search

Marketers should follow three major steps to decide how to best position their product. The first step is to analyze competitors' positions. introduce the product to a new limited market. clearly define the firm's competitive advantage. conceive new product concepts. determine if the business will be profitable.

analyze competitors' positions.

A store's color scheme, lighting, music selection and displays are all part of its category management. mapping. atmospherics. layout. merchandising.

atmospherics.

Business-to-business firms generally use three types of segmentation. What is one of them? motivation segmentation behavioral segmentation VALS segmentation lifestyle segmentation attitude segmentation

behavioral segmentation

The growth in information that inundates businesses each day and the complex tools used to analyze the data and derive meaningful insights is known as competitive intelligence. bee swarms. a decision support system. big data. snowball sampling.

big data.

Enliven, a beverage manufacturer, has a business strategy concentrated on developing environmentally friendly products. It uses green-colored packaging to indicate the eco-friendly component of its products. This helps Enliven's products to stand out and be recognized easily. This scenario exemplifies the use of brand marks. brand consciousness. brand loyalty. brand perception. brand equity.

brand marks.

Which pair of products can be regarded as substitute products? lamp and chair butter and margarine toothpaste and toothbrush television and books hot dog and ketchup

butter and margarine

A secondary data source would be data collected by observing customers in a store. from customer interviews. by an organization every day for its routine operations. by a focus group of customers. by employees through brainstorming sessions.

by an organization every day for its routine operations.

In what way can social media can help build a successful brand? by generating positive word-of-mouth communication about the brand across social networks by marketing to consumers via sales pitches across social networks by requiring consumers to click on banner ads before moving to a new webpage by allowing companies to highlight shortcomings of their competitors by eliminating the need for traditional forms of advertising or promotion

by generating positive word-of-mouth communication about the brand across social networks

Salespeople who emphasize customer advocacy should know that it reduces customer loyalty over time. can lead to greater frustration on the part of the customer. focuses on resolving problems quickly rather than focusing on what is best for the customer. does not help a firm improve its market offerings. can lead to strengthened interpersonal trust between the salesperson and the customer.

can lead to strengthened interpersonal trust between the salesperson and the customer.

Capitalizing on its high brand equity, Phonetastic, a manufacturer of cell phone accessories, introduces a new product, Retracto, which is a retractable cell phone charging cord. After the successful rollout and high sales of Retracto, the company soon discovers that the sales volume of its existing phone chargers have dropped significantly. Which phenomena does this scenario exemplify? rebranding market development market diversification cannibalization co-branding

cannibalization

As an international segmentation base, regional segmentation is used when a firm wants to completely localize its marketing mix. completely ignore local customs and culture. target the preferences of a segment within one country. identify a group of consumers with common needs that spans the entire globe. capitalize on the similarity in needs and wants extends across only the region.

capitalize on the similarity in needs and wants extends across only the region.

Grouping many items together in a printed piece or an online store is the retail sales technique known as catalog marketing. scrambled merchandising. atmospherics. visual merchandising. direct selling.

catalog marketing.

Andi is responsible for securing new distribution channel outlets. Andi is a(n) key-account seller. channel sales representative. delivery salesperson. missionary salesperson. order-taker.

channel sales representative.

To combat the ethical implications of gathering data on customers, many companies employ outside research firms. consumer watchdogs. marketing analytics. chief privacy officers. marketing research associates.

chief privacy officers.

For marketers, which group would be considered a "vulnerable" population? upper-income adults young professionals college graduates minority adults children

children

Nadine, the marketing manager at Prime Inc., is in the process of setting prices. She has finished analyzing the competitive price environment. According to the price-setting process, what should be Nadine's immediate next step? monitor and evaluate the effectiveness of the price define the pricing objectives choose a price evaluate demand determine the costs

choose a price

Garret's, an online apparel retailer, has a customer-oriented strategy. One of the firm's goals is to tailor its product information to individual customers. What method can Garret's use to do this? relationship surveys collaborative filtering geofencing empowerment clientelling

clientelling

A(n) ________ supply chain is a supply chain that maximizes value creation by recovering value from product or material returns. internal external closed-loop sustainable open-loop

closed-loop

While out to dinner, Olivia sees that escargot is offered on the menu. She remarks to her dining partner, "Yuck, escargot is snails—they are slimy and gross!" Oliva's thoughts on escargot reflect which component of attitudes? cognitive affective objective situational behavioral

cognitive

Shane recently bought a pair of snow skis, the MAC 10, from Cascade Products for $295. Within a month, Shane's friend, Felix, bought a brand-new pair of snow skis, the ICE 20, manufactured by Mountain Products, online at a reduced price of $175. Shane tried the ICE 20 skis and found them to be significantly better the MAC 10 skis he purchased. In this scenario, Shane is most likely to experience external information search. self-actualization. problem recognition. cognitive dissonance. criteria evaluation.

cognitive dissonance.

Once a company has created value, the next thing that the company must do is to deliver that value to potential customers. understand customers' perceptions of value. create a need for that value. gauge customer confidence in that value. communicate that value.

communicate that value.

What is the role of the promotion element in the marketing mix? making the value of a product affordable for customers creating the value of a product for prospective customers delivering the value of a product to customers communicating the value of a product to customers selling the value of a product to customers

communicating the value of a product to customers

While out shopping one day, Kylie and her friends visit a new restaurant in town called Tango. Kylie and her friends like the ambience, décor, as well as the food. Kylie is surprised when she finds out that the restaurant has been open for two years and neither her friends nor she knew of it until that day. At which of the following aspects of marketing has Tango failed? delivering value to customers creating value for potential customers communicating value to potential customers measuring the customers' perception of value catering to both needs and wants of customers

communicating value to potential customers

One of the advantages of using a push-pull strategy is that a firm can achieve cost savings in manufacturing and transporting products. companies can achieve economies of scale in purchasing, while engineering flexibility into manufacturing. inventory costs are lower when compared to a pure pull or pure push system. sales forecasts tend to be more accurate at a specific product level than at an aggregate level. a firm does not need to develop a robust distribution system as in a pure pull system.

companies can achieve economies of scale in purchasing, while engineering flexibility into manufacturing.

In the context of new-product characteristics that impact the adoption rate of a product, ________ refers to how well a new product fits into potential customers' needs, values, product knowledge, and past behaviors. trialability compatibility observability likability complexity

compatibility

Joint ventures work best when the partners' firms do not create a new entity. strategic goals diverge. competitive goals diverge. core business interests lie in different industries. proprietary skills are interchangeable.

competitive goals diverge.

The study of individuals, groups, or organizations and the processes they use to select, secure, use, and dispose of products, services, experiences, or ideas to satisfy needs is known as sensory marketing. psychological learning. consumer behavior. cognitive dissonance. consumption behavior.

consumer behavior.

If the economy of a country contracts and people lose jobs consumers tend to spend more money. consumer confidence decreases. the purchasing power of the population increases. inflation rises. the GDP per capita in the country remains constant.

consumer confidence decreases.

A product possesses a competitive advantage when it enjoys a superior position over competing products because competing products are manufactured in small numbers. the competing firms are pursuing different marketing strategies. the manufacturing firm is pursuing a product development strategy. consumers believe it has more value than other products in its category. the product is in the "question mark" product category of BCG matrix.

consumers believe it has more value than other products in its category.

The essence of ________ marketing is the belief that if businesses deliver valuable information to buyers, customers will reward them with their business and loyalty. website search engine digital brand content

content

The two approaches organizations use to categorize the size of its sales force are internal or external. cost-based or market-based. product-based or sales-based. geographic or demographic. primary or secondary.

cost-based or market-based.

Which promotion tool commonly involves problems due to misredemption practices? contests coupons rebates allowances loyalty programs

coupons

How the value of one country's currency changes in relation to the value of other currencies is the premise behind value exchange. value fluctuation. currency exchange. currency expectation. currency fluctuation.

currency fluctuation.

The two metrics used to evaluate a firm's profitability are customer profitability and sources of revenue. market share. marketing expenditures. gross margin. customer acquisition.

customer acquisition.

Maribel, a sales analyst at BuyMore.com, wants to capture and store consumer data to create and maintain customer profiles. Doing this would allow her to study the data to identify purchasing patterns and buying habits. This information could then be used by the marketing team to target marketing campaigns at specific segments of customers. What type of software should she use for this purpose? supply chain management software enterprise resource planning software existing visitor optimization software customer relationship management software inventory management software

customer relationship management software

An internal company way for generating innovative product ideas is through diffusion. prototyping. cloudsourcing. business analysis. design thinking.

design thinking.

Sam's Ski Shop advertised a popular line of skis stating that the skis were "originally priced at $625" and that they are now on sale for $249. However, the manufacturer's suggested retail price of the skis is only $515. Sam's Ski Shop could be accused of price fixing. deceptive pricing. unfair markup. predatory pricing. price discrimination.

deceptive pricing.

A recession occurs when a nation's GDP of the current year is less than that of the previous year. declines for two or more consecutive quarters. per capita is less than the estimated level of GDP per capita. increases in one quarter and decreases in the next. per capita is less than that of neighboring countries.

declines for two or more consecutive quarters.

What is the first step in the price-setting process? choose a price analyze the competitive price environment define the pricing objectives determine the costs evaluate demand

define the pricing objectives

A cereal manufacturer has different products for children and adults. It applies a different marketing strategy for each of these customer groups. Which segmentation base is the company using to divide its market in this case? geographic psychographic lifestyle behavioral demographic

demographic

Which action can be considered a product decision? determining the features of a product determining the price of a product determining the number of salespeople needed to sell a product determining the target market of the product determining the discount or introductory offers on a product

determining the features of a product

A pen manufacturing company has designed a range of new pens by segmenting its consumers on the basis of gender and age. The strategy is has turned out to be ineffective for the company. From the information provided, it can be derived that the marketers have failed to make their segments substantial. differentiable. measurable. accessible. actionable.

differentiable.

The process by which new products are likely to be adopted, the rate at which they will be adopted, and the process through which the products will spread into markets is termed redistribution. fragmentation. time to market. diffusion. disruptive technology.

diffusion.

The all-encompassing term that refers to the marketing of goods or services through the use of e-mail, websites, search engines and social media platforms is social media marketing. computed marketing. content marketing. technological marketing. digital marketing.

digital marketing.

Direct selling is also known as catalog marketing. direct retailing. online retailing. visual merchandising. opportunistic buying.

direct retailing.

Personal selling is more effective when the good or service is infrequently purchased. inexpensive. not customized. a repeat purchase. simple in design.

infrequently purchased.

A market penetration strategy focuses on selling existing goods and services to new customers. emphasizes selling more of existing goods and services to existing customers. revolves around discontinuing older products in favor of selling new products in new markets. involves creating new goods and services for existing markets. seeks to attract new customers by offering new products that are unrelated to the existing products produced by the organization.

emphasizes selling more of existing goods and services to existing customers.

One of the goals of social selling is to reduce technology costs. engage customers. eliminate competitive markets. better target customer groups. identify new products.

engage customers.

If a company wants to adapt its brand to the global market, a useful approach would be to use a common packaging presentation as a marketing tool across all countries to reinforce brand image. follow different brand strategies in different countries, considering that country preferences vary. adopt a diversified branding approach. ensure that the brand image remains the same from country to country. group nations according to geographic location to enable easy identification of consumer and brand preferences.

ensure that the brand image remains the same from country to country.

Lincoln's landlord has included a clause in the rental contract that makes it possible for him to increase Lincoln's monthly rent if taxes on the property go up. Which clause was included in the contract? elevator clause elastic demand clause tariffs clause escalator clause variable costs clause

escalator clause

A demand analysis is most likely to be conducted by a company seeking to gauge how well advertising and promotional campaigns are working. estimate how much of a product will sell over a given period of time. understand the viability of a product concept. understand the real customers' needs and not wants. establish the price of a new product.

establish the price of a new product.

One of the basic keys for a company to building good relationships with customers is to understand the key competencies of competitors and try to clone those competencies. avoid personal selling as a way to build relationships with customers. create products that meet customers' expectations at least 70 percent of the time. establish the ways in which it will provide more customer value than its competitors do. recognize the importance of treating all customers equally and adopting a one-size-fits-all approach.

establish the ways in which it will provide more customer value than its competitors do.

Opinion leaders are people who exert influence on consumer buying decisions by virtue of the knowledge that they possess. aspire to follow the footsteps of celebrities or popular social media personalities. express their views about a person or product in private. have children that greatly influence a household's purchase decisions. despite their lack of knowledge, are able to influence others.

exert influence on consumer buying decisions by virtue of the knowledge that they possess.

A firm with high brand equity decreases a firm's ability to create innovative products. discourages consumers to make repeat purchases of the same product. increases negative perceptions of product quality. decreases a firm's ability to succeed in a difficult competitive environment. facilitates the firm to expand into new markets.

facilitates the firm to expand into new markets.

Fuzzy Friends launched a line of miniature-sized stuffed animals which, became extremely popular within days of their release. Customers queued up to buy the stuffed animals and stores ran out of stock rapidly. However, in a few months, demand for the product started to decline and the company soon discontinued production of the line. Based on the product life cycle curve of the product, the product can be identified as a high-learning product. fad product. staple product. low-learning product. fashion product.

fad product.

Salespersons that cultivate existing accounts and current customer relationships to drive revenue growth and minimize churn are referred to as hunters. weeders. planters. farmers. gatherers.

farmers.

What is the term for a person's feeling of isolation and concern about missing out on what is occurring in the world around us? fear of missing out digital disengagement social isolation zero moment of truth call to action

fear of missing out

As it pertains to supply chains, what part of the supply chain only moves upstream? goods and services information manufacturers financial resources transportation to the end user

financial resources

Franchising is an attractive method of entering foreign markets because franchisees provide the knowledge and information required to run the business. franchisees have to adhere to the regulations of the franchisor's country. franchisees assume the majority of the capital costs and human resource issues. it increases the ease of direct oversight over the franchisee. franchisees can use and modify the technology and trademarks as they deem fit.

franchisees assume the majority of the capital costs and human resource issues.

About 40 consumers are participating in a focus group moderated by marketers. They are asked to list terms and phrases that occur to them when they hear the brand name, 'Mix Master.' The marketers of the brand use the consumers' responses to gain insight into what consumers think of the brand. This scenario is a typical example of quantitative feedback. ad hoc feedback. projective association. free association. audience optimization.

free association.

World Spice Salsa, a manufacturer of salsa, sells its product throughout the United States and all over the world. The company has developed region-specific salsas like Five Spice Salsa for its customers in China, saffron and cumin salsa for customers in India, and even red beans and rice salsa for its customers in New Orleans. World Spice Salsa has employed ________ segmentation in this case. demographic behavioral psychographic geographic lifestyle

geographic

Stride Inc. is an athletic shoe-making company in the United States. It successfully sells the same range of shoes in all its international outlets and specifically targets young people. This is an example of behavioral segmentation. global segmentation. demographic segmentation. regional segmentation. unique segmentation.

global segmentation.

What is the most common gauge of the overall expansion or contraction of an economy? gross domestic product income distribution recession inflation consumer confidence

gross domestic product

Which stage of the product life cycle is characterized by companies taking advantage of economies of scale? introduction growth decline maturity conception

growth

One of the biggest challenges involved with personal selling is the difficulty in targeting the right customers. having to implement technology into the sales process. having to secure a diverse sales force. trying to discourage relationship selling. having to deal with the high cost of sales calls.

having to deal with the high cost of sales calls.

The most frequently offered eye-tracking output is/are heat maps. EEG scans. neuromarketing. snowball samples. facial coding.

heat maps.

Using qualitative research for measuring brand equity will provide large samples that can be used to accurately gauge a firm's brand equity. involve the use of brand recall. deliver results that can be generalizable to a larger population. involve the use of brand recognition. help in identifying the sources of brand equity.

help in identifying the sources of brand equity.

One of the functions of the International Monetary Fund is to help member countries manage their debt by providing resources to them. ensure that member nations adhere to WTO agreements. help importers and exporters conduct their business in member countries. ensure that member countries adhere to trade agreements. reduce barriers to the free trade of goods and services between countries.

help member countries manage their debt by providing resources to them.

The term mass affluent is used to describe consumer segments that are primarily motivated by self-expression. households that are generally ignored by financial planning firms. slower-growing demographic segments in the United States. households that have between $100,000 and $250,000 in investible assets. consumer segments that are primarily motivated by ideals.

households that have between $100,000 and $250,000 in investible assets.

What is the first step in the customer relationship management process for a company? gathering specific customer information understanding customer interaction analyzing collected data for storing identifying current customers utilizing analysis to build customer relationships

identifying current customers

The ultimate goal of delivering superior customer service is to stabilize brand equity. increase bargaining power. maintain consistent market share. increase brand loyalty. increase pricing power.

increase brand loyalty.

A manager with a supply-chain orientation is most likely to agree that the sales team is the most important team in an organization. employees need special training to deal with customers. individual firms should integrate their activities to such a degree that they function as one organization. products will sell themselves if their quality is perceived as excellent by the customer. a firm can achieve economies of scale if it mass produces products in volumes much greater than what the sales forecast dictates.

individual firms should integrate their activities to such a degree that they function as one organization.

A key principle within marketing ethics, is the permission granted in the full knowledge of the likely consequences, otherwise known as customer advocacy. social listening. informed consent. earned media. share of voice.

informed consent.

What is the last stage in the new-product development process? determining the direction a company will take when developing a new product conceiving new-product concepts from which possible new products can be selected initially producing, distributing, and promoting a new product test marketing a product to see how well it sells prototyping and testing new-product ideas to determine likely consumer interest

initially producing, distributing, and promoting a new product

Min-ji, a young, successful manager, always buys the latest gadgets on the market. She takes pride in buying new technology products as soon as they are launched and shares thoughts about her purchases on her blog. Which type of adopter can Min-ji be categorized as? late majority early adopter laggard innovator early majority

innovator

To safeguard against a breach of security, CRM systems must install robust firewalls to prevent unauthorized access. use data hacking tools and data mining software. adopt phishing strategies to examine security. entrust data security to a third-party vendor. trade information more openly and avoid encrypting data.

install robust firewalls to prevent unauthorized access.

A(n) ________ strategy involves coordinating the various promotion mix elements to provide consumers with a clear and consistent message about a firm's products. distribution management integrated marketing communications marketing research informative advertising persuasive advertising

integrated marketing communications

Informative advertising is especially important during the ________ stage of the product life cycle as it helps to develop initial demand for a product. growth introductory decline maturity testing

introductory

Promotional strategies in the ________ stage of the product life cycle usually involve making customers aware of the product and its attributes. learning introductory growth decline maturity

introductory

Storage and handling expenses as well as property taxes and insurance are all examples of ________ costs. out-of-stock logistics purchasing inventory carrying selling

inventory carrying

A firm with a "cash cow" product is most likely to invest heavily in its production and marketing to create and communicate value. reallocate the marketing resources available for the cash cow product to products with more profit potential. have a large market share in an industry with high growth rates. invest just enough money to maintain strong sales. discontinue the product.

invest just enough money to maintain strong sales.

The mission statement of a firm is an action-oriented document or playbook that guides the analysis, implementation, and control of the firm's marketing strategy. requires the input, guidance, and review of employees throughout the various departments of the firm. is a concise affirmation of the firm's long-term purpose. should not influence the firm's strategic planning. is the primary strategic planning tool for directing and coordinating the marketing effort of a firm.

is a concise affirmation of the firm's long-term purpose.

Predatory pricing is considered illegal because it allows companies to charge different customers different prices for the same product. sets pricing based on collusion between companies. allows companies to continually change pricing based on changes in supply or demand. is considered an attempt to create a monopoly. involves intentionally misleading customers with price promotions.

is considered an attempt to create a monopoly.

An advantage of co-branding is that positive perceptions of one brand can neutralize negative perceptions of the other brand. it always leads to positive publicity for both brands. it allows a firm to leverage the equity of another brand to increase its own brand equity. new products introduced by one brand automatically increase sales for the other brand.

it allows a firm to leverage the equity of another brand to increase its own brand equity.

The metric that measures the percentage of the total number of items on an order that a firm shipped on time is line fill rate. perfect order rate. on-time delivery. dollar fill rate. item fill rate.

item fill rate.

A visual representation of the process a customer or prospect goes through to achieve a goal with a company is called category merchandising. omnichannel retailing. journey mapping. gamification. scrambled merchandising.

journey mapping.

Mel is 60 years old and is a welder. He prefers to buy the same brands he used as a young man and does not trust online retailers. What type of adopter can Mel be classified as? early adopter innovator laggard late majority early majority

laggard

In the analytics-based application known as ________, a company numerically rates its best prospective customers. equalized workload method lead scoring incremental productivity customer lifetime value CRM

lead scoring

A major risk associated with licensing is that the licensor has to adhere to regulations of the licensee's country. licensee is free to modify the licensor's proprietary technology. licensor may be inadvertently creating a future competitor in the form of the licensee. licensee might improve on the licensor's technology and ask the licensor to pay for it. licensor loses unique insight about its local consumers.

licensor may be inadvertently creating a future competitor in the form of the licensee.

Get-away Inc. is a vacation planning company. It provides various holiday packages, such as camping outdoors, adventure sports, island getaways, countryside wine tasting, cruises, and trekking, based on the vacation activities that its consumers prefer. Which of the following types of segmentation does this represent? demographic geographic behavioral lifestyle global

lifestyle

A person's activities, interests, and opinions are related to his or her beliefs. personality. motivation. values. lifestyle.

lifestyle.

Mark is the newly recruited operations manager at an online shoe store. He was recruited after the CEO noticed no significant improvement in sales figures despite the increase in marketing and promotions during the past three quarters. Mark's first task is to assess the profitability of existing and potential customers in the long run in order to maintain or increase services to those customers. What method of analysis will serve this purpose? cognitive dissonance analysis predictive modeling lifetime value analysis recency-frequency-monetary analysis customer segmentation analysis

lifetime value analysis

The majority of retailers would be classified as ________ retailers. limited service convenience full-service self-service

limited service

Charlene, the marketing manager of an e-commerce firm, wants to measure the percentage of orders shipped and completed in time based on stock keeping units. Which of the following metrics should Charlene use? dollar fill rate item fill rate order cycle rate line fill rate perfect order rate

line fill rate

Floor Magic has plans to develop a new carpet cleaner. It wants to reduce risks in the development of its new product. In order to help Floor Magic reduce the risk of new-product failure, the company should be confident and not worry about market trends. listen to the customer carefully. price its product lower than other similar products in the market. skip the first three stages of the new-product development process in order to quickly launch its new product. be determined not to fail under any circumstances.

listen to the customer carefully.

The process of broadcasting video footage in real-time is called engagement. live streaming. podcasting. content marketing. social listening.

live streaming.

Retail marketing strategy is based, in part, on which characteristic unique to the retail environment? increase in brick-and-mortar shopping over online shopping low average amount of a single sales transaction planned purchases based on extensive research lack of impulse purchases by consumers

low average amount of a single sales transaction

Luke is a promising young model. In future, he hopes to become as famous as his idol, Gunner. According to Maslow's hierarchy of needs, this need can be classified as a self-actualization need. physiological need. security need. lower esteem need. belonging need.

lower esteem need.

Right On is a leading retailer of clothing, footwear, and accessories. It has a chain of department stores across the United States. Right On offers its customers a Right Way Card to which points are added every time the customer's bill amount exceeds $100. These points can be accumulated and used for purchases at any of its locations. What promotion mix element is the retail company using? rebates coupons allowances contests loyalty programs

loyalty programs

Your company is in the process of launching a revolutionary high-tech robotic instrument for use in surgical applications. Knowing that other companies are also looking to tap into this market, what consideration will be most important for your company's product and can mean the difference between success and failure? making sure the product will be open to cannibalization increasing the product's position as a fad product reducing the product's potential to have a competitive advantage making sure the product is not disruptive technology making sure the time to market is quick

making sure the time to market is quick

A firm that uses a push supply-chain strategy is most likely to adapt to changing demand patterns, rather than depend on sales forecasts. manufacture products before it receives any orders for those products. produce small quantities of multiple goods at the same time. try and keep its inventory costs to the bare minimum. produce a limited number of products rather than risk high inventory costs.

manufacture products before it receives any orders for those products.

Be Healthy, a vitamin manufacturer, has divided its huge consumer base into smaller groups based on age: children, adults, and the elderly. This is an example of market segmentation. product positioning. product development. market targeting. distribution management.

market segmentation.

What tool would a company use if it wants to justify how its advertising dollars are being spent or how to utilize its collection of consumer data? logistics branding strategies marketing analytics a marketing mix social media

marketing analytics

A ________ is a system that assesses an organization's marketing information needs, develops the needed information, and helps decision makers use information to create and validate actionable customer insights. decision support system web application reporting application marketing information system data mining application

marketing information system

A ________ is an action-oriented document or playbook that guides the analysis, implementation, and control of the firm's marketing strategy. business record marketing plan market summary SWOT analysis marketing operation document

marketing plan

The primary strategic planning tool for directing and coordinating the marketing effort is the marketing concept. market summary. marketing mix. marketing plan. mission statement.

marketing plan.

Passive data collection is a technique used in neuromarketing. mobile marketing research. eye-tracking research. ethnographic research.Incorrect facial coding.

mobile marketing research.

Uniquely, a successful lotion manufacturer, sells luxury lotions exclusively for women under the brands Uniquely Lavish, Uniquely Luxurious, and Uniquely Glorious. It has now added Uniquely Dignified to target a specialized segment of urban men who are particular about their grooming practices. The introduction of Uniquely Dignified represents differentiated targeting. undifferentiated targeting. mass marketing. behavioral targeting. niche marketing.

niche marketing.

The formal or informal societal rules that specify or prohibit certain behaviors in specific situations are referred to as norms. morals. customs. culture. beliefs.

norms.

The owner of a home furnishings store has decided to price the three types of clocks it sells at $24.99, $49.99, and $69.99. From this information, we can say that the owner is pursuing a(n) ________ pricing strategy. reference price prestige odd markup

odd

Which method is an unethical way of obtaining competitive intelligence? offering money to competitors' employees in exchange for information scouring competitors' websites to know their latest moves negotiating with the competitor for their products' details calling a client to understand its relationship with a competitor attending competitors' conferences and trade shows

offering money to competitors' employees in exchange for information

The retailing practice of integrating customer experiences across the physical and online channels is referred to as omnichannel retailing. scrambled merchandising. full-service retailing. digital retailing. operational efficiency.

omnichannel retailing.

Darlene placed an order for a textbook from an online retailer on August 14 and received the book on August 18. This timeframe is referred to as the order fill rate. delivery cycle. processing time. order cycle. distribution cycle.

order cycle.

Which promotion mix element involves prospecting, presenting, closing, and follow-up? public relations sales promotion personal selling publicity advertising

personal selling

The two-way flow of communication between a buyer and a seller that is paid for by the seller and seeks to influence the buyer's purchase decision is referred to as sales promotion. personal selling. advertising. publicity. public relations.

personal selling.

Mr. Wilson is a professor of marketing at the local university. In the student orientation program, he addressed the first-year students regarding the advantages of taking marketing as a major course and how marketing would benefit the students personally. What type of advertising did Mr. Wilson use? personal advertising reminder advertising product placement persuasive advertising direct advertising

persuasive advertising

Which of the following exemplifies impulse buying in a supermarket? buying a reasonably priced necklace from the accessories section remembering to buy garbage bags while browsing the groceries sections picking up a bottle of wine to go with fish picking up a pack of gum while waiting in line at the checkout counter opting for a different brand of bread from the usual brand

picking up a pack of gum while waiting in line at the checkout counter

Comfort Scents, a manufacturer of scented products, has decided to sell a combination package of three fall-inspired candles: autumn breeze, falling leaves, and crackling fire. This package is priced marginally higher than the individual candles alone. Given this information, we can come to the conclusion that the marketers of Comfort Scents have applied the ________ strategy. price fixing odd pricing dynamic pricing prestige pricing price bundling

price bundling

Decisions regarding ________ are one of the most important strategic decisions a firm faces because this element reflects the value the product delivers to consumers as well as the value the product captures for the firm. customers pricing distribution promotion competition

pricing

AcheAway, a painkiller, is a low-cost product developed by Universal Pharmacy, a popular retail chain in the United States. It is sold exclusively in Universal's stores. In this case, AcheAway is an example of a ________ brand. private label captive category label manufacturer generic label

private label

A group of related products marketed by the same firm is known as a(n) product line. individual brand. product prototype. product screen. generic brand.

product line.

Refresh is a sports hydration drink. Its manufacturer is sponsoring a rugby match between the two most-popular local schools in Chicago. The rugby match will be shown on television and viewed by many. The company's logo will be shown as a banner on the TV announcers' broadcast table and the announcers will have Refresh drinks in front of them. What promotion technique is Refresh using in this case? personal selling sales promotion product placement direct marketing mobile advertising

product placement

Chill is an ice-cream manufacturer in a predominantly agrarian nation. Chill does not spend too much on marketing its products. Instead, it focuses on improving the processes through which it manufactures ice cream. Chill believes that the quality of the ice cream alone is enough to differentiate itself from other manufacturers and generate sales. In this scenario, Chill's marketing strategy is production oriented. relationship-marketing oriented. sales oriented. marketing-concept oriented. promotion oriented.

production oriented.

Indirect competition occurs when products provide alternative solutions to the same market. a pioneer faces competition from late entrants to an industry. customers do not prefer one product over another. multiple products compete for the same market. competition is not established between two companies in the same industry.

products provide alternative solutions to the same market.

The objective of strategic pricing is profitability. elasticity. yield management. sustainability. analysis.

profitability.

Which calculation correctly determines the profits of a firm? profits = (units sold + price) * costs profits = (units sold * price) + costs profits = (units sold / price) + costs profits = (units sold * price) − costs profits = (units sold / price) − costs

profits = (units sold * price) − costs

In an online survey, Urban Feel, an existing clothing brand, asked its consumers to compare the brand to a musician. The idea behind this is that the musician chosen by a consumer will reflect that consumer's perception of the brand. This kind of research exemplifies projective technique. ad hoc feedback. free association. subjective association. quantitative feedback.

projective technique.

What is the first step in the personal-selling process? the preapproach the approach gaining commitment prospecting and qualifying the presentation

prospecting and qualifying

A ________ is a mock-up of a good, often created individually with the materials a firm expects to use in the final product. first-mover high-learning product fad product prototype low-learning product

prototype

The mission statement of a firm should focus on as many goals as possible to ensure that all of the firm's plans are covered in the statement. defines the way external stakeholders communicate with the firm. should be framed based on the long-term marketing strategy of a firm. provides a shared purpose and motivation for the customers of the firm. provides a standard to ensure that the business never strays too far from its core goals and values.

provides a standard to ensure that the business never strays too far from its core goals and values.

Annual reports, speeches, blogs, and brochures are tools used in which promotional strategy? sales presentation sales promotion advertising personal selling public relations

public relations

What is owned media? publicity gained through editorial influence publicity gained through celebrity endorsements publicity gained through advertising publicity gained through grassroots actions publicity gained via a brand-controlled source

publicity gained via a brand-controlled source

Which of the following sales force activities is not included in sales force management? training compensation relocation motivation recruitment

relocation

Howie is a middle-level manager at an apparel manufacturing company. He is in charge of sourcing raw materials from suppliers. Howie posts details of the required materials on the firm's extranet portal, and suppliers respond to this with their bids. Howie selects the best offer and sends the supplier a confirmation for procuring the raw materials along with the expected date of delivery. This confirmation is referred to as a(n) purchase order. invoice. quote. tender. ticket.

purchase order.

Marketers are attracted to countries with a growing middle class because a nation's purchasing capability tends to increase as the proportion of middle-income households increases. rise in GDP is directly proportional to the rise in income of the middle class in the country. middle class has higher disposable income than the rest of the population. middle class will continue to splurge on products even during a recession. middle class is the least affected when there is inflation.

purchasing capability tends to increase as the proportion of middle-income households increases.

Companies that base their business on the marketing concept focus on a company-wide strategy rather than interdepartmental decisions with regard to the customer. focus on individual departments meeting their own objectives rather than the overall objectives. place profitability ahead of delivering value to customers. ensure that only the sales and marketing areas are customer oriented. put the customer in the center of their thinking in terms of strategy and operations.

put the customer in the center of their thinking in terms of strategy and operations.

The warehouse function that refers to moving goods to their temporary or semipermanent storage location and updating inventory records is called allocation. receiving. put-away. picking. shipping.

put-away.

Rashmi designs games for mobile operating systems such as iOS and Windows. The demand for games on mobile devices is high. Rashmi's latest game, Lucky Labyrinth, is yet to generate profitable sales despite receiving rave reviews. According to the BCG matrix, Lucky Labyrinth can be classified as a star. question mark. dog. danger. cash cow.

question mark.

Baby Blender, a blender used to liquify food for babies, wants to gauge the response of customers to the newest version of its product. In order to do so, the marketing team at Baby Blender restricts the respondents to mothers with children under the age of one. This scenario exemplifies quota sampling. descriptive research. causal research. snowball sampling. simple random sampling.

quota sampling.

Which marketing metric measures the percentage of the target market that has been exposed to a promotional message at least once during a specific time period? recall frequency reach Kred recognition

reach

The vast majority of consumers interact with firms on social media to ask questions about a product or service. receive discounts or special promotions. be entertained through pictures or videos. keep up-to-date on the firms' activities. learn about new products or services.

receive discounts or special promotions.

A country has a GDP of $23 million during the first quarter of 2019. During the next two quarters, it records a GDP of $21 million and $20.5 million, respectively. This trend can be classified as a(n) increase in purchasing power. recession. rise in consumer confidence. reduction in income distribution. inflation.

recession.

Brand ________ refers to the degree to which customers can identify a brand under a variety of circumstances. exposure equity recognition repositioning image

recognition

Policies related to sustainable sourcing include all of the following except eliminating hazardous materials in production. reducing waste. reducing unnecessary advertising. reducing energy usage. recycling materials and products.

reducing unnecessary advertising.

The prices that consumers consider reasonable and fair for a product are termed ________ prices. markup break-even reference survival inelastic

reference

Diego is a salesperson who has been in charge of the Homer Manufacturing account for years. He handles all of Homer's orders and quickly resolves any issues that may come up. On occasion, Diego takes some of the company employees out to dinner and has even given them tickets to local sporting events. Diego is involved in multilevel marketing. loyalty selling. relationship selling. publicity. public relations.

relationship selling.

The process of building a trusting relationship with a customer over a long period of time is referred to as public relations. integrated marketing communications. direct marketing. sales promotion. relationship selling.

relationship selling.

Marketers can transition certain high-involvement products to low-involvement products for satisfied customers by removing doubts about the efficacy of the products. reducing the price of the products. increasing the risks associated with buying the product. strategically placing the products at store entrances. branding them as low-involvement products.

removing doubts about the efficacy of the products.

The metric that measures a firm's ability and willingness to provide fast service, answer customer inquiries and resolve problems is perfect order rate. item fill rate. order cycle time. on-time delivery. responsiveness.

responsiveness.

Mountain Memories, located in Denver, Colorado, is a store that sells gift items and greeting cards to locals as well as tourists to the area. Mountain Memories can be classified as a(n) manufacturer. retailer. end-consumer. wholesaler. producer.

retailer.

A firm measures its effectiveness in using the resources it has allocated to its marketing effort by use of which tool? return on marketing investment profitability analysis resource analysis market share analysis revenue analysis

return on marketing investment

Delivery salespeople are also known as missionary salespeople. key-account sellers. route salespeople. territory salespeople. order takers.

route salespeople.

According to Maslow's hierarchy of needs, once their physiological needs have been satisfied, consumers' ________ take precedence. need for food self-actualization safety needs esteem needs need for belonging

safety needs

MAD, a mobile application developer, develops B4UBuy, an app that searches for retail coupons. Based on the demand estimated for the app during a free trial, the amount of usage, and the demographics of the users, MAD estimates that the app will sell 4,000 units over a period of three months. This scenario exemplifies demand analysis. product segmentation. sales tracking. advertising effectiveness. sales forecasting.

sales forecasting.

Marketers of a pet food company are distributing free samples of its newest line of dog treats. The company hopes that the strategy will result in an increase in sales if the sample is a hit. Which promotion mix element is the pet food company using in this case? personal selling public relations product placement sales promotion narrowcasting

sales promotion

Search marketing attempts to generate traffic from ________ through both paid and unpaid efforts. social media sites websites search engines web portals banner ads

search engines

Arctic Treats is an ice-cream shop. Its marketing strategy from the month of November to February is "buy one get one free." Which of the following best describes the strategy applied by Arctic Treats? markup pricing generous pricing even pricing seasonal discounts odd discounts

seasonal discounts

What is scrambled merchandising? displaying merchandise in stores in various locations to increase consumer spending selling goods and services that may be unrelated to each other and to the firm's original business. advertising goods and services over various channels: radio, television or print ads obtaining goods and services to sell from various manufacturers, producers or distributors selling goods and services over various outlets: in retail stores, over the Internet or on auction sites

selling goods and services that may be unrelated to each other and to the firm's original business.

Level of ________ refers to the amount of care and attention the retailer provides the consumer. reliability competence satisfaction service attention

service

A hair salon or a dry cleaner would be classified as a(n) omnichannel retailer. secondary retailer. service retailer. convenience retailer. self-service retailer.

service retailer.

The first step in the marketing research process involves developing a hypothesis. setting specific objectives for the research. choosing the type of research. using focus groups to create a research plan. exploring the data sources that can be used during research.

setting specific objectives for the research.

As a component of the marketing plan, the executive summary is the primary influence on a firm's overall marketing strategy. provides employees with a shared sense of ambition, direction, and opportunity. is a concise affirmation of the firm's long-term purpose. provides a standard to ensure that the business never strays too far from its core goals and values. should be completed after the rest of the marketing plan has been completed.

should be completed after the rest of the marketing plan has been completed.

In the SPIN selling framework, the letter "S" in the acronym stands for speak more than you listen sales messages selling-related knowledge salesperson advantages situation questions

situation questions

If the makers of Gold Medal flour wanted to have its product displayed on the shelves most seen by consumers in the grocery store, it could pay a ________ to the store to have preferential location on the store shelf. retailing fee placement payment merchandise allowance slotting allowance shelf stipend

slotting allowance

The process of identifying and assessing what is being said about a company, individual, product, or brand on the Internet is called social listening. sentiment analysis. voice of customer. content marketing. digital marketing.

social listening.

Which promotional tool is used in the advertising element of the promotion mix? social media coupon allowance rebate contest

social media

The term used to define Internet-based applications that enable users to create their own content and share it with others who access these sites is digital marketing. content marketing. branded content. expert content. social media.

social media.

Players is a chain of toy stores across the United States that specializes in selling board games. The chain decides to offer a limited-period volume discount on its products for online customers. As a result, Players sells all of its discounted products and receives orders for more products than what it has in its inventory. This scenario exemplifies what concept? closed-loop supply chain stockout put-away enterprise resource planning system just-in-time manufacturing

stockout

In order for market segmentation to be effective, market segments must be large enough for a firm to make a profit by serving them. This means that segments must be accessible. actionable. measurable. differentiable. substantial.

substantial.

It is absolutely essential that nonprofit organizations engage in marketing efforts because successful marketing helps attract membership and much-needed funds. nonprofit organizations, like for-profit organizations, lay off people during recessions. nonprofit organizations are among the major contributors to the U.S. economy. it helps these organizations develop products and services. it is the best way for nonprofit firms to increase its value for shareholders.

successful marketing helps attract membership and much-needed funds.

A firm that has a ________ orientation will consider upstream and downstream flows of goods, services, finances, and information across the supply chain as activities it would be involved in, even though they may be performed by other companies. production distribution marketing concept customer supply chain

supply chain

Alexis is only interested in buying products from companies who commit to preserving the world's natural resources for future generations. According to your text, this describes the principle of sustainability. onshoring. disintermediation. environmentalism. accessibility.

sustainability.

Tariffs are ________ on imports and exports between countries. bans discounts mark-ups license agreements taxes

taxes

Under a(n) ________ approach, the salesperson works with experts from across the extended firm to support new-customer acquisition and ongoing customer relationship management. benefits team selling prospecting adaptive selling social selling

team selling

Rashmi bought a kayak online, and after using it for a month, she went back to the site where she purchased it and submitted a product review. This is an example of ________ content. expert user-generated third-party secondary branded

user-generated

Telcon Enterprises is a firm that specializes in manufacturing automobile components. It uses software-controlled robots to help in the manufacturing process. Minute defects are detected by an inspection system that has infrared capabilities. The system can only be activated through a biometric login to which only permanent employees have access. In the event that the biometric system fails, employees can use their identity cards to activate the system. All the data from the manufacturing process including use of the inspection system, employees' details, and inventory details are stored and made accessible to supervisors and the management by a software program called Unite. In this scenario, what would best described as an enterprise resource planning system? identity cards the biometric login system the inspection system the software-controlled robots the Eclipse software program

the Eclipse software program

What can a firm measure during the post-transaction point in the customer communication process? the persistence of customers in tracking a product the accuracy and timeliness of the details of product availability fed back to a customer the shipment status of an order the order tracking details of an order the ability of the firm to answer questions concerning the use of the product

the ability of the firm to answer questions concerning the use of the product

The second moment of truth is the first three to five seconds after a shopper first encounters a product on a store shelf. the moment a customer uses a digital device to begin learning about a potential purchase. the actual experience a customer has with a product once the customer buys it and returns home. the point at which a consumer must return a product for a refund or exchange. the consumer's evaluation of a product after he or she has used it for a period of time.

the actual experience a customer has with a product once the customer buys it and returns home.

SuperBrite is a brand of toothpaste. In its earlier campaign, SuperBrite was advertised as an effective whitening toothpaste. However, due to declining sales, its parent company has decided to rethink its marketing strategy. In its new campaign, SuperBrite is still portrayed as whitening toothpaste, but it also features a research study where other familiar brands in the market fail to make the grade. In this campaign, SuperBrite has tried to reposition its attributes. the target market. the competition. its price. its application.

the competition.

In order to achieve long-term success in professional sales, all activities must be centered on profit. the customer. the product. promotion. the competition.

the customer.

What has contributed to the success of U.S. brands in the global market? the lack of good alternatives in other countries the distancing of U.S. brands from the Internet and the language used by it the insistence on maintaining consistent product packaging and product types in various countries the quick rebound of the European economy after the financial crisis in 2008 the emergence of social networking tools such as Facebook and Twitter

the emergence of social networking tools such as Facebook and Twitter

A target market can best be defined as a market segment in which there are many competitors offering the same products. the group of customers that has consistently stayed unresponsive to a firm's marketing efforts over several years. a market segment for which the future growth rate is very low. the demographic segment that a firm is unable to access. the group of customers toward which an organization has decided to direct its marketing efforts.

the group of customers toward which an organization has decided to direct its marketing efforts.

The term black market is best described as taking branded products and selling them through legal but unauthorized distribution channels. a company selling its exports to another country at a lower price than it sells the same product in its domestic market. the illegal buying and selling of products outside of sanctioned channels. the practice of charging different customers different prices for the same product. the process of two or more companies colluding to set a product's price.

the illegal buying and selling of products outside of sanctioned channels.

Which strategy caters to the sociocultural factor of busier families in America? the distribution of advertisements in multiple languages the creation of products that cater to a particular ethic group the creation of advertisements that engage users on an intellectual level the increase in cosmetics targeted at women the launch of online ticket-booking options

the launch of online ticket-booking options

Customer orientation is a key characteristic of the marketing concept. sales forecasting. a sales orientation. marketing analytics. a production orientation.

the marketing concept.

What part of the marketing plan lists the actions the firm must take to accomplish the marketing objectives of the firm? the control section the marketing strategy the situation analysis the executive summary the financial plan

the marketing strategy

A measurement instrument exhibits ________ if it measures what it is supposed to measure, and not something else. cohesiveness logic reliability validity accuracy

validity

The zero moment of truth refers to the moment a customer uses a digital device to begin learning about a potential purchase. the consumer's evaluation of a product after he or she has used it for a period of time. the first three to five seconds after a shopper first encounters a product on a store shelf. the actual experience a customer has with a product once he or she buys it and returns home. the point at which a consumer must return a product for a refund or exchange.

the moment a customer uses a digital device to begin learning about a potential purchase.

Maria is a construction equipment salesperson who is meeting with a prospect for the first time. Maria is a naturally genial person, and has already built up a good rapport with a prospective client. According to the personal-selling process, what should Maria prepare for next? a follow-up handling objections prospecting and qualifying the presentation closing the sale

the presentation

One of the advantages of quantitative research is that the results may be generalizable to a larger population. the response rates are usually high. it can be used to uncover details concerning the motivation of behaviors. the participants provide sensitive information very easily. it is very flexible in its approach.

the results may be generalizable to a larger population.

In codes issued to organizations by the North American Industry Classification System the fourth digit represents the sector designation. the first five digits represent the industry. the third digit represents the industry group. the first two digits reflect the subsector. the sixth digit can vary among NAFTA countries.

the sixth digit can vary among NAFTA countries.

What led to the development of the marketing concept strategy? the introduction of new media such as electronic mail the idea that a firm's success stems from the mass production of goods the creation of efficient production processes the optimization of manufacturing facilities the surplus of products in the market beginning in the early 1950s

the surplus of products in the market beginning in the early 1950s

A brand image can best be defined as the unique set of associations that target customers make with a brand. complete collection of trademarks that a firm applies to its services. the likelihood of consumers purchasing a product over competing products. the value that a firm derives from consumers' perceptions of its products. the elements of a brand that are always expressed in words.

the unique set of associations that target customers make with a brand.

Which is a recent trend in marketing research? the use of user-generated content in online research conducting research through surveys and observations hiring local marketing agencies in foreign countries the use of spreadsheets to track and manipulate data the use of manual analysis of information

the use of user-generated content in online research

Treyvon is an account manager at an inventory management firm. He wants to measure the dollar fill rate of some of his customers' orders. In order to complete this task, Treyvon should measure the value of goods shipped on time versus the total value of the order. the percentage of item stocking types versus the completed order shipped on time. the number of shipments delivered against the delivery dates. the number of orders that have been filed perfectly against the ones processed. the length of the order cycle over customer order placement dates.

the value of goods shipped on time versus the total value of the order.order placement dates.

Social media tools are particularly important for nonprofit marketers because of the greater reliability and flexibility of use provided by social media. their relatively growing stage of development. the wider reach of social media than other forms of media. their low cost relative to other traditional brand-building media. the greater success of social media campaigns when compared to other media campaigns

their low cost relative to other traditional brand-building media.

Search engines have two major functions: to provide search users with a ranked list of websites they've determined are the most relevant and to build a list of all online marketers. to provide a format for advertisers to promote their products. to provide companies with a ranked list of the most profitable ads. to build an index of all web content. to build a path for all website traffic.

to build an index of all web content.

An unplanned business district is a type of retail location where two or more stores are situated together or in close proximity. a group of architecturally unique business establishments are on a site that is centrally owned or managed. multiple retailers combine to form a shopping mall. freestanding retail outlets are located on either a highway or major road. freestanding businesses appear at random.

two or more stores are situated together or in close proximity.

What role within a retail organization involves developing layout plans and displays that improve sales by highlighting select items in a way that grabs shoppers' attention? store manager visual merchandiser inventory specialist logistics manager sales associate

visual merchandiser

The most common metric and the one that is the easiest to measure is sentiment. impressions. traffic. influence. volume.

volume.

Stores like Costco and Sam's club that charge shoppers an annual fee and offer merchandise in bulk quantities at ultra-low prices are classified as off-price clubs. discount clubs. convenience clubs. specialty clubs. warehouse clubs.

warehouse clubs.

In which situation should a firm pick a push strategy? when a firm has to produce small quantities of a product when customers want a short lead time when being cost competitive is not one of the firm's primary objectives when a firm cannot predict the demand for its products when a product needs to be highly customized

when customers want a short lead time

To help inform readers on a complex issue, a firm might use an authoritative guide called a content summary. digital summary. wireframe. white paper. web log.

white paper.

A Nielsen survey of 18- to 34-year-olds shows that when this group posts a question or complaint on social media, they expect an answer within 2 days. within 8 hours. within 2 hours. immediately. within 12 hours.

within 12 hours.

An aspirational reference group is one an individual would like to emulate. automatically belongs to based on some characteristic. actually belongs to. would not like to be like. has no chance of being a part of.

would like to emulate.