MKT exam 2

Paula has developed a successful business selling appliances to homebuilders

derived

Rick's company depend on sales of new cars. Rick's company faces __________ demand.

derived

__________ attributes are product or service features that are important to buyers and that are used to differentiate

determinant

Before going on his first business trip to China, Brad asked his Chinese-American friend to advise him on customs

cultural

To maximize efficiency, farmers send their eggs to a

distributor

While training for her new job as a pharmaceutical sales representative, Mallory spent several days shadowing an experienced company rep

culture

Exchange control refers to the regulation of a country's A. comparative inflation rate. B. countertrade exchange. C. quota rate of exchange. D. exchange tariffs. E. currency exchange rate.

currency exchange rate

In a modified rebuy situation, __________ are likely to have an advantage in getting the order

current vendors

Gross national income equals GDP a. plus gross domestic international investment. b. minus purchasing power parity. c. plus government spending on international trade. Incorrect d. plus the net investment income earned from abroad. e. minus net consumer spending.

d. plus the net investment income earned from abroad.

Maslow's hierarchy of needs includes physiological needs at the lowest level and self-actualization at the top. The three levels in between are

d. safety, love, and esteem.

Consumers shop while getting opinions from online friends.

d. social

Manufacturers would prefer to produce in a country with a trade __________, because it signals a greater opportunity to export products to more markets.

d. surplus

There is a saying, "Never go to the grocery store hungry." This saying suggests that a consumer's __________ state may adversely affect purchasing decisions.

d. temporal

Global marketers typically find distribution in developing countries is more complex because a. consumers in developing countries have very specific preferences. b. most consumers in developing countries live in densely populated cities. c. distribution is more heavily regulated in developing countries. Incorrect d. they must go through many types of distribution channels. e. the infrastructure is more advanced in most developing countries.

d. they must go through many types of distribution channels.

A buying center that makes its decisions by majority vote is a(n) __________ buying center.

democratic

Which of the BRIC countries has the highest illiteracy rate?

e. India

Stuart wanted to impress Janet with the perfect engagement ring

e. Learning.

Which of the following is currently a negative factor for foreign investment in Russia?

e. Russia is known for corruption, creating ethical dilemmas for firms

average income is $650 per month, because they have no debt and don't save money. Franz most likely lives in

e. Russia.

Why should marketers be aware of the BRIC countries? a. They represent almost half the the world's population. b. They have stable population growth, which makes them easier to study. c. They have had the most dramatic changes in culture and consumer buying patterns. Incorrect d. They are a microcosm of the rest of the world. e. They are likely to be the source of most market growth.

e. They are likely to be the source of most market growth

As part of efforts to stimulate economic development in Africa, the Gates Foundation announced that it would provide cellular phones to farmer cooperatives. The Gates Foundation recognized problems in __________ exist in many African markets. a. population b. distribution c. transportation Incorrect d. commerce e. communication

e. communication

Graham had developed an extremely successful advertising and promotion campaign for a client in the United States. The client wanted to roll out the same campaign to markets worldwide, but Graham cautioned against doing this, most likely because

e. differences in languages, customs, and culture might make the campaign meaningless and ineffective in some markets.

The client wanted to roll out the same campaign to markets worldwide, but Graham cautioned against doing this, most likely because

e. differences in languages, customs, and culture might make the campaign meaningless and ineffective in some markets.

Core Publishing Company learned that when selling overseas, local fulfillment can be more cost effective, and it can decrease delivery time and improve customer service. This is an example of a global _________ strategy. a. product Incorrect b. communication c. pricing d. promotion e. distribution

e. distribution

The Wall Street Journal provides a set of guidelines each year for purchasing a laptop computer

e. evaluative criteria.

Once consumers have recognized a need, they begin to search for ways to satisfy that need. The internal search is characterized by

e. examining personal memories and knowledge.

When firms pool their resources to enter a new market, they create a

e. joint venture.

Firms attempt to respond quickly to complaints, hoping to

e. minimize negative word of mouth and rumors.

The greater the discrepancy between a consumer's

e. needy state and desired state

Limited problem solving usually relies on

e. past experience more than on external information.

Tariffs, quotas, and currency exchange policies affect global

e. pricing strategies.

A __________ limits the quantity of imported merchandise, thus minimizing competition faced by domestic products. a. duty b. trading bloc c. trade agreement Incorrect d. tariff e. quota

e. quota

Chris is gathering information about the general economic environment in Nepal

e. real income

Global marketers are under constant pressure to shorten distribution channels to a. meet trade agreement guidelines. b. afford tariffs. c. improve promotion efficiency. Incorrect d. reduce trade deficits. e. reduce costs.

e. reduce costs.

Beverage firms sometimes hire attractive young people to sit at fashionable bars

e. reference group

Many Hollywood movie stars were among the first to buy electric and hybrid vehicles

e. reference groups

If some of the low-cost technology developed for this laptop found its way into laptops created for U.S. consumers, this would be an example of

e. reverse innovation.

Global businesses often find it particularly difficult to understand the __________ of a country's culture.

e. underlying values

When reviewing her firm's business buying process, Carla noticed a company requirement that it must have at least three qualified bids from suppliers for any purchase over $50,000

encourage the bidders to offer their best terms

USF Corporation received six proposals from qualified vendors. Next, USF will

evaluate the proposals and narrow the choice to a few suppliers

Consumers consider universal, retrieval, and evoked sets during which stage of the consumer decision process?

evaluation of alternatives

Culture affects A. how consumers decide to make their purchases. B. what consumers decide to purchase. C. when consumers decide to make their purchases. D. where consumers decide to make their purchases. E. every aspect of consumers' purchase decisions.

every aspect of consumer's purchase decisions

Marketers particularly want their brands and products to be in consumers'__________ sets.

evoked

Unlike a firm's mission statement or employee handbook, a firm's organizational culture often

exists as a set of unspoken guidelines

Postpurchase cognitive dissonance is especially likely for products that are

expensive, infrequently purchased, and associated with high levels of risk

Learning refers to a change in a person's thought process

experience

When the value of the dollar declines in relation to other currencies, it benefits U.S. marketers who A. export goods to other countries. B. import goods from other countries. C. engage in countertrade. D. enforce import quotas. E. outsource labor.

export goods to other countries

When a company decides to minimize risk and enter a global market by shipping its products to buyers in other countries, this is known as A. exporting. B. franchising. C. a strategic alliance. D. a joint venture. E. direct investment.

exporting

When entering a foreign market, the least risky strategy is A. franchising. B. exporting. C. joint venture. D. direct investment. E. strategic alliance.

exporting

Mary wants to sell her products in Europe, since they are doing well in the U.S. She does not have a lot of capital and is risk-averse, so she most likely would choose to begin with A. opening a franchise. B. exporting her products. C. a strategic alliance with another company. D. a joint venture with a local firm. E. direct investment in another country.

exporting her products

Jennifer's spending decisions are heavily influenced by her family, her peers, and her religious education. These influences on her spending decisions are all ________ influences

external social environment

Fordham3 Hardware is known for its consensus buying center culture. Recognizing this corporate culture, someone attempting to sell to Fordham3 Hardware should

facilitate the collective agreement of all members of the buying center

A consumer's external social environment includes

family, reference groups, and culture

Jordana is a travel agent. travel insurance, Jordana is trying to reduce her customers'__________ risk.

financial

Globalization refers to the process by which goods, services, capital, people, and ideas A. are onshored and offshored. B. flow across national borders. C. are integrated through IMF facilitation. D. form joint ventures. E. affect corporate culture.

flow across national borders

Many of the best-known American retailers, like Starbucks and McDonalds, have expanded globally using A. franchising. B. exporting. C. joint ventures. D. direct investment. E. strategic alliances.

franchising

Domestic firms developing a global entry strategy might consider franchising; however, the disadvantages need to be considered. Which of these is NOT a disadvantage of franchising? A. The franchisor has limited ability to ensure that foreign operations follow all the concepts and ideas that made the firm successful domestically. B. The franchisor might end up becoming a competitor. C. Franchising limits profit potential, since profits will have to be split with the franchisee. D. Franchising is the riskiest way to enter a foreign market. E. All of these are disadvantages a firm must consider.

franchising is the riskiest way to enter a foreign market

A key to successful marketing is determining how to meet the correct balance of __________ needs that best appeals to the firm's target markets.

functional and psychological

Kim is the sales representative for a major textbook publisher

gatekeeper

When a business buyer decides to change specifications such as quality or options associated with products purchased in the past, the buyer is engaged in

modified rebuy

Compared to the B2C process, the information search and alternative evaluation steps in the B2B process are

more formal and structured

need or want strong enough to cause the person to seek satisfaction.

motive

Both the B2B and B2C buying processes begin with

need recognition

Judy stays in touch with her customers, hoping to find out when they are going through

need recognition

Normally, BC bottling company attaches plastic labels to its bottles. However, a new company is launching a product

need recognition

Which step in the buying process is most likely to happen in a straight rebuy situation?

need recognition

Last semester, Henri bought his textbooks over the internet and saved a considerable amount of money.

limited problem solving

Hinsdale High School has recently decided to sponsor a rugby team. It is in the process of considering where to buy the uniforms. This is a ________ situation

new buy

In which buying situation is the buyer most likely to proceed through all six steps in the buying process?

new buy

Jenny was feeling frustrated. "What's taking them so long to make a decision?

new buy

Manitoba University is buying a distance learning system. Previously, the school had no distance learning technology

new buy

The __________ situation usually involves more members of a buying center and involves more time to complete than the other buying situations

new buy

The buying decision is likely to be most complex and take longest to complete in a(n) __________ B2B buying situation.

new buy

When Natasha took over as facilities manager for Burlington Furniture Manufacturing, she was shocked to

new buy

At the main campus of a large university, faculty always refer to each other as doctor, wear suits, and guard their academic domains against each other.

organizational culture

While no one in the firm has discussed it, Brad notices everyone else seems to dress more casually on Fridays during the summer

organizational culture

When considering global marketing opportunities in Bangladesh, Tom asked the question, "How will we get it there?" Tom is concerned about __________ capabilities in Bangladesh. A. production capacity B. pricing C. advertising D. infrastructure E. cultural

infrastructure

The president of the Northwoods University student body made a formal request to the IT department for additional computers in the main computer lab.

initiator

At many universities, education faculty members were among the first to ask for personal computers

initiators

Hospitals, schools, and religious organizations are examples of __________ buyers.

institutional

When Kelly began searching for a new car to replace her old, rusty one, she probably relied on __________ sources

internal and external

Ryan believes he is responsible for his actions, and he will conduct extensive searches before making a purchase

internal locus of control; external locus of control

During the RFP stage, B2B buyers

invite suppliers to bid on supplying what is requested

Marketers are particularly interested in postpurchase behavior because

involves actual rather than potential customers

After need recognition and product specification, many firms using the B2B buying process

issue a request for proposals from invited suppliers

Christopher bought Timberland boots because he felt they were perfect for his outdoor activities

lifestyle

In a(n) __________ situation, the buyer has purchased a similar product in the past but has decided to change some specifications.

modified rebuy

Global pricing strategies should be consistent with A. offshore distribution facilities. B. cost of materials. C. positioning strategies. D. domestic pricing. E. trade surplus guidelines.

positioning strategies

Which of the following details is/are included in the order specification stage of the B2B buying process?

prices and delivery dates

When Ford Motor Company decided to sell the Fiesta—in the same form and design—around the globe, instead of selling different versions in different countries, this was part of Ford's global ________ strategy. A. communication B. pricing C. distribution D. exchange E. product

product

After Hurricane Katrina, many states reevaluated their coastal area building requirements. These new building codes represented __________

product specifications

After need recognition, a business develops __________ that suppliers might use to develop their proposals.

product specifications

Geert Hofstede's cultural dimensions concept focuses on five dimensions of __________ in a country. A. symbols B. underlying values C. ceremonies D. dress E. visible artifacts

underlying values

__________ are the three types of attribute sets.

universal, retrieval, and evoked

Malcolm buys overrun clothing from factories around the South. He sells the clothes to discount retailers

reseller

What type of B2B organization is a retail store such as T.J. Maxx?

reseller

Unlike manufacturers, __________ buy products from other businesses but do not significantly alter the form of the products they buy before selling them.

resellers

As purchasing manager for Avalon Electronics, Carrie is required to submit a vendor performance analysis every three months

specify and weight performance factors and score the vendors

Not knowing the roles of key players in the buying process could cause a sales representative to

waste time and alienate people

B2B partners often connect to each other on the Internet through special __________ designed to facilitate information exchanges and transactions.

web portals

Laura has a nearly new economy car, but she wants a Ford Mustang because she thinks it would be exciting to own one

D. psychological

Derek bought a pickup truck to transport his equipment to fishing tournaments. He also bought a trailer for his lawn maintenance business

B2C and B2B, respectively

Core Publishing Company learned that when selling overseas, local fulfillment can be more cost effective, and it can decrease delivery time and improve customer service. This is an example of a global _________ strategy. a. product b. pricing c. distribution d. communication e. promotion

c. distribution

Elena is in the process of buying a new car.

c. evoked

According to purchasing power parity theory, if __________ is/are in equilibrium, products will cost the same in each country.

c. exchange rates

The term "trade deficit" refers to a. the sum of all goods and services handled in a country. b. a level of population growth that affects exports. c. higher levels of imports than exports. d. a country that exports more goods than it imports. e. an indicator of the quality of life in a country.

c. higher levels of imports than exports.

Steve wasn't sure what kind of salsa he wanted to get for his upcoming Super Bowl party

c. in-store demonstrations.

Generally, firms entering foreign markets begin with a. cultural output. b. direct investment. c. less risky strategies first. d. decentralized production. e. importing.

c. less risky strategies first.

Upscale men's and women's clothing stores like Nordstrom's, Neiman-Marcus

c. psychological

Unilever discovered that people in emerging economies could not afford to buy standard sizes of toothpaste or shampoo

c. reverse innovation.

A home security company will advertise

c. safety

Black Friday, as the day after Thanksgiving has come to be known in the U.S

c. setting high expectations

The traditional marketing strategy of selling umbrellas when it is raining

c. situational

André was afraid his new condominium would look shabby to his future in-laws, so he had it painted just before their visit

c. social

Manufacturers would prefer to produce in a country with a trade __________, because it signals a greater opportunity to export products to more markets.

c. surplus

Many states have laws regulating the prices businesses charge during emergencies like hurricanes

c. temporal

The greater the discrepancy between a consumer's needy state and the desired state, the greater

c. the consumer's need recognition will be

GDP is defined as

c. the market value of goods and services produced in a country in a year.

The three types of buying situations

call for different marketing and selling strategies

For which of the following purchases would consumers most likely engage in limited problem solving?

college courses

B2B buying decisions are often made by

committees

China has three main languages, and many more dialects. This presents a particular challenge to developing a global ________ strategy. A. communication B. product C. cultural D. distribution E. pricing

communication

In China, state control of media is high, so companies are challenged to find ways to get their message to customers. This demonstrates one of the difficulties in crafting a global ________ strategy. A. communication B. product C. cultural D. distribution E. pricing

communication

Which of these trade agreements represents the highest level of integration among participating nations? A. NAFTA B. EU C. GNI D. ASEAN E. CAFTA

EU

The most common measure of market potential of an economy is a country's A. GNI. B. GDP. C. PPP. D. CPI. E. APR.

GDP

Dawn flies regularly between Atlanta and Los Angeles.

a compensatory decision rule

Jonathan prefers shirts made with 100% cotton, but he will sometimes buy shirts with less cotton if they are less expensive

a compensatory decision rule

Jordana is buying a laptop computer to take on trips.

a noncompensatory decision rule

The RFP stage of the B2B buying process is NOT required for

a straight rebuy

Which of the following statements best describes global expansion through a strategic alliance? A. In a strategic alliance, a firm enters a new market and forms a new company with shared ownership, profits, and controls. B. A strategic alliance is a relationship in which two firms collaborate on a business opportunity, but do not invest in each other. C. In a strategic alliance, two firms enter into a franchise agreement. D. In a strategic alliance, a firm in one country sends products to a firm in another country. E. In a strategic alliance, a firm signs a trade agreement with a firm in another country.

a strategic alliance is a relationship in which two firms collaborate on a business opportunity, buy do not invest in each other

Suppose that Volkswagen is preparing an RFP for a hands-free phone connection for a new car model

a vendor analysis

Which country's government has recently made significant changes that will modernize the retail environment, such as allowing joint ventures and direct ownership in some cases?

a. India

Ford Motor Company decided to sell the Fiesta around the globe. Which of the following would be an example of glocalization of the Fiesta? a. The same product design and features in all countries, with variations in the promotional campaigns country by country. b. Variations in the product design and the promotional campaign country by country. Incorrect c. Variations in the product design country by country, with the same basic promotional campaign used in all countries. d. The same marketing mix for all of the four Ps used in all countries. e. The same product design and features, and the same basic promotional campaign, used in all countries.

a. The same product design and features in all countries, with variations in the promotional campaigns country by country.

Jerry thinks they are poorly made and have many mechanical problems. For Jaguar to sell Jerry a car, the company would need to change the __________ attitude

a. cognitive

Global segmentation, targeting, and positioning (STP) are more complicated than local STP, in part because

a. consumers may view their roles differently in different countries.

Cory is working on a global marketing assessment team looking out well into the future to help determine the most attractive market areas around the world. He is evaluating market sizes and growth rates. Based on population growth rates in different regions, he should consider that

a. countries with high purchasing power today may not continue to show the same growth in the future.

To attract and maintain habitual purchasers, marketers spend considerable effort

a. creating strong brands and store loyalty.

NCD will likely use __________ to expand into the Mexican market.

a. direct investment

The components of global market assessment include all of the following EXCEPT

a. ethnic analysis.

Thanh has to decide which college to attend. This is the most important, riskiest, and most expensive decision she has ever made

a. extended problem solving.

Which of the following is NOT an element of the factors affecting consumers' search processes?

a. functional versus psychological need

Changes in tariffs and quotas are

a. government actions that reduce competition from international firms.

buying their company's product with little thought or

a. habitual decision making

Most big box retailers regularly move products from one aisle to another

a. impulse purchases.

When Ben evaluated the commercial infrastructure in Mauritius, he considered the island's a. legal, banking, and regulatory systems. b. retailing capabilities. c. climate and culture. d. population control measures. e. per capita income estimates.

a. legal, banking, and regulatory systems.

Generally, firms entering foreign markets begin with a. less risky strategies first. b. importing. c. direct investment. d. cultural output. e. decentralized production.

a. less risky strategies first.

Generally, people buy one product or service instead of another because the

a. perceive it to be the better value for them.

The Big Mac Index is a novel measure of

a. purchasing power parity.

If some of the low-cost technology developed for this laptop found its way into laptops created for U.S. consumers, this would be an example of

a. reverse innovation.

One Laptop Per Child is a nonprofit initiative with the goal of making extremely low-cost laptops available to children in the developing world to help them learn skills, with the goal of helping them to learn skills needed in today's workforce. If some of the low-cost technology developed for this laptop found its way into laptops created for U.S. consumers, this would be an example of a. reverse innovation. b. glocalization. c. a strategic alliance. Incorrect d. franchising. e. purchasing power parity.

a. reverse innovation.

Joanna lives according to her own rules, unconcerned

a. self-actualization

In the consumer decision process, we decide how much time and effort to expend searching for information based partly on

a. the degree of perceived risk associated

GDP is defined as

a. the market value of goods and services produced in a country in a year.

Markham Publishing is known for its consultative buying center culture.

address the concerns of all the members of the buying center

When Leanne gave her presentation to the BigDeal buying center team, she treated each member's question seriously and gave equal time to addressing each except Beverly

alienated Beverly, the real decision maker

To determine the market potential for its particular product or service, a firm should use A. GDP data. B. unemployment data. C. purchasing power parity data. D. inflation data. E. as many metrics as it can obtain.

as many metrics as it can obtain

Bob Roberts founded Robertico, an equipment leasing company, three decades ago

autocratic

Which country has a large literate population, which has helped it move up to become the world's seventh largest economy? a. United States b. Brazil c. Russia d. India e. China

b. Brazil

Which of the following is a potential negative factor for foreign investment in China? a. China's standard of living has dropped over the past 30 years. b. China's population is aging rapidly. c. China has imported fewer goods from the U.S. each year for the past decade. Incorrect d. Chinese consumers are not interested in purchasing products from the U.S. e. China drastically restricts the goods it allows U.S. companies to export to China.

b. China's population is aging rapidly.

Which country's government has recently made significant changes that will modernize the retail environment, such as allowing joint ventures and direct ownership in some cases? a. Mexico b. India c. Russia d. Brazil e. China

b. India

The United States imports more goods from China than it exports to China. This is known as a. gross domestic product (GDP). b. a trade deficit. c. gross national income (GNI). d. an import imbalance. e. a trade surplus.

b. a trade deficit.

Celia's firm has developed a breakfast cereal targeted toward children. Rather than compete in the mature U.S. market, she has decided instead to introduce the product in Europe, where she feels it will be innovative. Her advertising agency urged caution because a. domestic advertising agencies cannot earn commissions on advertising they place overseas. b. advertising regulations differ in other countries, including advertising to children. c. print media are different in Europe, and it would be difficult to create a global campaign. Incorrect d. research indicates that European children do not eat breakfast as often as American children. e. literacy rates are significantly lower in Europe, and print ads would be ineffective.

b. advertising regulations differ in other countries, including advertising to children.

Celia's firm has developed a breakfast cereal targeted toward children. Rather than compete in the mature U.S. market, she has decided instead to introduce the product in Europe, where she feels it will be innovative. Her advertising agency urged caution because a. domestic advertising agencies cannot earn commissions on advertising they place overseas. b. advertising regulations differ in other countries, including advertising to children. c. literacy rates are significantly lower in Europe, and print ads would be ineffective. d. print media are different in Europe, and it would be difficult to create a global campaign. e. research indicates that European children do not eat breakfast as often as American children.

b. advertising regulations differ in other countries, including advertising to children.

Apple computer users tend to like the company and love its products. Apple has nurtured this __________ component of its customers' attitudes.

b. affective

Zappo's online shoe and clothing store has a unique way

b. conversion rate.

The shared meanings, beliefs, morals, values, and customs of a group of people constitute its

b. culture.

Core Publishing Company learned that when selling overseas, local fulfillment can be more cost effective, and it can decrease delivery time and improve customer service. This is an example of a global _________ strategy. a. pricing b. distribution c. promotion Incorrect d. product e. communication

b. distribution

The consumer's level of involvement can lead to two types of buying decisions: __________ and __________.

b. extended problem solving; limited problem solving

what term is used to refer to the firm that is granted the right to operate a business using the franchise name and business concept?

b. franchisee

When mountain climbers purchase clothing for scaling Mount Everest

b. functional

Before flying, Jaden researches the types of planes the airline

b. locus of control.

Economic measures like GDP and GNI do not fully account for a country's economic health because they only measure a. global expectations. Incorrect b. material output. c. international trade. d. purchasing power parity. e. poverty potential.

b. material output.

Economic measures like GDP and GNI do not fully account for a country's economic health because they only measure a. international trade. b. material output. c. poverty potential. Incorrect d. purchasing power parity. e. global expectations.

b. material output.

Limited problem solving usually relies on

b. past experience more than on external information.

American visitors to the Indonesian island of Bali

b. perceptions.

When Magda decided to buy a new computer, she considered all the brands she could recall seeing advertised

b. retrieval

Reginald greets his regular customers by name every morning when they come in for coffee

b. spread positive word of mouth.

Paula is about to open a new hardware store

b. store atmosphere

Which of the following global entry strategies is being used if a company collaborates with a competitor on a globally based opportunity for mutual benefit, but the competitors do not invest in each other? a. franchising b. strategic alliance c. joint venture d. equity partnership e. direct investment

b. strategic alliance

A trading bloc is a group of countries

b. that have established a formal agreement to manage trade activities.

Alex decides to make a donation to the Autism Research Institute

behavioral

When a business customer engages in a straight rebuy, the member of the buying center most likely to be involved in the purchase is the

buyer

Sometimes consumers have second thoughts after buying goods that are expensive

buyer's remorse

In most large organizations, several people are responsible for making a purchase decision

buying center

CA Technologies, a firm providing software and services to information technology departments, maintains a corporate blog. How can this blog help CA Technologies with B2B marketing?

by building brand awareness among potential customers

Jackie works as a sales rep for a company that produces and sells steel used in building construction

B2B

Which of these is NOT one of the BRIC countries? A. Bulgaria B. Russia C. India D. China E. These are all BRIC countries.

Bulgaria

Raycom Construction, After a vendor is chosen, Reginald will handle the paperwork and send out the purchase order

buyer

Which country has a rapidly aging population due to its one-child policy? A. Brazil B. Russia C. India D. China E. Japan

China

With a median age of 34.1 years, ________ is one of the most rapidly aging countries in the world. A. Russia B. China C. Brazil D. India E. Chile

China

The three components of an attitude are

cognitive, affective, and behavioral

Whether targeting consumers or resellers, marketers need to focus on

creating value for their customers

When Karen realized her dog had fleas, Karen had a

E. an unsatisfied need

By producing motorcycles that do more than get riders to their destinations and back, Harley Davidson is addressing consumer's ____________ needs.

E. functional and psychological

Which of the following is currently a negative factor for foreign investment in India? A. India's population is fairly old and aging fast. B. India's infrastructure for supply chain management is not up to date. C. India prevents foreign investors from entering into joint ventures. D. India has no shopping malls or other large commercial centers. E. India lacks a skilled workforce.

India's infrastructure for supply chain management is not up to date

Which statement about India's population is TRUE? A. With a median age of 61, India has one of the oldest populations in the world. B. India's young people mostly live in rural areas in large families. C. India's workforce is highly skilled, particularly in technology. D. India claims more than 25% of the world's population. E. Most Indian citizens shop in large retail outlets.

India's workforce is highly skilled, particularly in technology

After Sharon graduated from college, she found a steady and good-paying job, got married and began to raise a family

Maslow's hierarchy of needs

Which of the following trade agreements is designed to manage and promote trade activities for the United States, Canada, and Mexico? A. NAFTA B. EU C. CAFTA D. Mercosur E. ASEAN

NAFTA

Charlie is hoping to get a chance to bid on supplying key components to Ned's business. He is eager to move forward, but he must wait until

Ned develops a list of product specifications

When Brandon decided he needed a new car, he immediately called his old college roommate, who owns a BMW dealership

an external source

Global expansion often begins with A. franchising. B. an order from another country. C. joint ventures. D. direct investment. E. strategic alliances.

an order from another country

Olga is the sales rep for ATV Communication Systems

any experience with the product it wishes to purchase

In most cases, countries use tariffs to reduce foreign competition, but tariffs are also used A. to shorten supply chains. B. as a response to perceived unfair trade practices. C. to offer domestic discounts. D. to stimulate consumer demand. E. as a way to equalize quotas.

as a response to perceived unfair trade practices

process by which consumers select, organize, and interpret information.

c. Perception

Which country is projected to become Europe's largest online market in the next few years, with Internet users growing at a rate of 15 percent annually?

c. Russia

If you visit a Kentucky Fried Chicken restaurant in China, you will find congee on the menu. This is an example of which global product strategy?

c. Sell totally new products or services.

What do the BRIC countries have in common? a. They are the four countries known for the highest levels of bribery in business and government. b. They are Asian countries experiencing explosive population growth. c. They are experiencing significant levels of economic growth. d. They have suffered more than most other countries in the recent recession. e. They participate together in a trading bloc.

c. They are experiencing significant levels of economic growth.

The consumer buying process begins when

c. a consumer recognizes an unsatisfied need.

Andrea and Karl got married a year ago and are ready to move out of their apartment and into a new home

c. determinant attributes.

global entry strategies?

c. direct investment

Which of the following is NOT one of the four general types of organizational cultures?

capitalist

Which of the following is NOT one of Hofstede's cultural dimensions? A. power distance B. certainty assurance C. masculinity D. individualism E. time orientation

certainty assurance

Once a firm has done an analysis of the most viable markets for its products, then it must next A. determine the competition and develop strategies to overcome it. B. conduct an internal assessment of its capabilities. C. conduct an external analysis of the target market's economy, culture, and regulatory barriers. D. develop a product to meet the needs of those markets. E. achieve success with the product in its home market.

conduct an internal assessment of its capabilities

While consumers evaluate their decisions and sometimes experience postpurchase dissonance, business buyers

conduct vendor analysis

The customer Carlotta is calling on today has a(n) __________ buying center culture. This means that the decision process will involve reaching agreement among all members of the buying center.

consensus

The local skydiving team is buying new parachutes.

consultative

Business-to-business marketing involves buying and selling goods or services by all of the following EXCEPT

consumers

Which country has a large literate population, which has helped it move up to become the world's seventh largest economy? a. United States b. China c. Russia d. Brazil e. India

d. Brazil

Which of these trade agreements represents the highest level of integration among participating nations? a. GNI b. NAFTA c. ASEAN Incorrect d. EU e. CAFTA

d. EU

Which of these trade agreements represents the highest level of integration among participating nations? a. NAFTA b. GNI Incorrect c. CAFTA d. EU e. ASEAN

d. EU

In the 1970s and 1980s, __________ dominated the global marketplace because they could exploit their skills in production, materials management, and new product development.

d. Japanese firms

When shopping for a car, you notice a significant price gap between domestic and imported cars, with the imported cars being much more expensive. This could be the result of

d. a tariff.

Negative attitudes are typically difficult for marketers to change because

d. attitudes are learned and long lasting.

Marketers sometimes use Hofstede's cultural dimensions to design marketing campaigns

d. consistent with underlying cultural values in a country.

An online retailer needs to be able to measure how well its website converts purchase intentions into actual purchases

d. conversion rate.

To attract and maintain habitual purchasers, marketers spend considerable effort

d. creating strong brands and store loyalty.

Caroline had to adjust to __________ differences.

d. cultural

Global segmenting, targeting, and positioning are more complicated than domestic segmenting and positioning because of cultural nuances, significant subcultures within countries, and

d. differences in the way consumers see themselves and in the way they see products and services.

The components of global market assessment include all of the following EXCEPT a. economic analysis. b. infrastructure and technology analysis. c. sociocultural analysis. d. ethnic analysis. e. analysis of government actions.

d. ethnic analysis.

Natalie and her fiancée Dow are planning their wedding.

d. family, reference groups, and culture.

He does not want to take a lot of risk and he is willing to limit his control of international stores. Gerald will likely use a __________ strategy.

d. franchising

Gandolph's Tires sells the same tire globally, but it uses different advertisements based on the country and culture. This is an example of

d. globalization.

Marketers love consumers who engage in

d. habitual decision making

When Ben evaluated the commercial infrastructure in Mauritius, he considered the island's

d. legal, banking, and regulatory systems.

the way consumers spend their time and money to live.

d. lifestyle

Tomas, a bank employee, doesn't feel that his coworkers accept him. He decides to dress more casually, as they do, hoping to be accepted

d. love

There are approximately 1 billion people living in India.

d. physiological

Marketers often use principles and theories from sociology and psychology to better understand consumers' actions

develop basic strategies for dealing with their behavior

Brands can be extremely valuable domestically, but challenging internationally. Companies can help to overcome language difficulties in using brands by A. keeping the brand name the same in all languages, regardless of meanings, as long as the brand logo and symbol are displayed prominently. B. avoiding the use of the brand name in advertising and focusing on feature and benefits. C. translating advertising copy for the entire ad except the brand name. D. developing brand names that are meaningless in known languages. E. adhering to the UN Convention on Naming Rights.

developing brand names that are meaningless in known languages

Sydney's Emporium has 59 stores in the U.S. and wants to expand globally. Sydney's wants to achieve the highest possible returns, and is not concerned about pursuing a high-risk strategy as long as it maintains complete control over its stores. The best global entry strategy for Sydney's is most likely A. exporting. B. a strategic alliance. C. a joint venture. D. direct investment. E. franchising.

direct investment

Many health insurance policies require patients to call and get preapproval for tests or procedures

gatekeeper

The office policy and procedure states that any purchase requests that are $3,000 and over must be given to Ms. Reynolds

gatekeeper

Of the five strategies for entering new markets, direct investment creates the A. least investment cost. B. greatest potential risk. C. most franchisee control. D. best opportunity for strong strategic alliances. E. greatest coordination of efforts of global and local partners.

greatest potential risk

Consumers use and process different aspects of advertising or messages. __________ yields greater attention and deeper processing, and leads to strong attitudes and purchase intentions.

high involvement

Brenda was planning a small dinner party and had gone to a new specialty food store with coupons she'd found in the food section of the paper

in store promotion

Melanie is the director of human resources for a small manufacturing firm. She has a strong personal interest in

influencer

Raycom engineers will primarily play the __________ role in the company's buying center.

influencer

The Northwoods University IT department is planning to buy additional computers for the computer lab.

influencer

China, like many other countries, usually requires entering firms to create _________ when expanding into their markets, limiting outsiders' control of businesses. A. franchises B. export promotions C. joint ventures D. direct investments E. strategic alliances

joint ventures

During the early stages of globalization, in the 1950s and 1960s, _______________ were uniquely positioned in the global marketplace because they had the skills necessary to develop, promote, and market brand name consumer products. A. large U.S. firms B. Japanese electronics companies C. low-cost Chinese manufacturers D. European service companies E. Mideast oil producers

large U. S. firms

Which of the following is NOT one of the roles typically played by one of the members of a buying center?

leader

Tariffs protect domestic producers by A. making imported products more expensive. B. increasing brand recognition. C. reducing the cost of production. D. offering subsidies to exports. E. avoiding regulation.

making imported products more expensive

A(n) __________ situation in B2B marketing is similar to limited problem solving in the B2C process.

modified rebuy

Kimberly has just learned that Caribou Coffee is looking for a new source of commercial-grade coffee makers, one of the products she sells

modified buy

When Walmart considers reordering items for its stores

modified buy

Marketers fear negative word of mouth because when consumers are dissatisfied

often want to complain to many people

Frequently a B2B buyer will post its RFP

on its website

Franco, a former retailer, has been living in the United States for five years and wants to start a business. He does not have an existing firm or a product, and he doesn't have a lot of capital, but since he loves McDonald's food, he decides to A. open a McDonald's franchise. B. directly invest in McDonald's. C. export McDonald's products to other countries. D. form a strategic alliance with McDonald's. E. form a joint venture with McDonald's.

open a McDonald's franchise

While on vacation, Martha had her camera stolen

perceived benefit versus perceived cost of search

Every year before he puts his boat in the water, James has his mechanic put a new battery in the boat

performance

Barak is considering buying a hybrid car, but he's not sure that he believes the gas mileage estimates

performance risk

Kathy has naturally curly hair and has often been disappointed with the haircuts she has received

performance risk

Which of the following best describes a situation where your new car stalls in the middle of a busy intersection?

physiological risk

Many teenagers, both male and female, have clothes they purchased in the past that they would not be caught dead in today

postpurchase cognitive dissonance

Americans often equate bigger with better, and prefer larger cars, TV screens, homes, even meals

psychological

Marketers frequently design customer relationship management programs

retain loyal customers

When the floor rusted through on her old car, Kelly knew she had a problem

search for information about cars

Cultural nuances, subcultures, and consumers' different views of their roles in different countries can make __________ complicated. A. purchasing power parity B. segmentation, targeting, and positioning C. trading bloc coordination D. exchange control planning E. reducing trade surpluses

segmentation, targeting, and postitioning

Frieda has just received a major order from Northrop Corporation for her firm's hydraulic lift equipment. After reviewing the order information, Frieda will

send an acknowledgement that the order has been received

An organization's culture reflects the __________ that guide(s) its employees' behavior.

set of values, traditions, and customs

The shift of population from rural to urban areas in countries such as India helps global marketers by A. decreasing pollution. B. simplifying the supply chain needed to make goods and services available. C. increasing the human development index. D. decreasing competition for intellectual capital. E. increasing nonmaterial GDP output.

simplifying the supply chain needed to make goods and services available

factors, such as the purchase situation, often override or influence psychological and social issues influencing consumers' purchase decisions

situational

A(n) __________ occurs when the purchasing agent orders additional units of products that have previously been purchased.

straight rebuy

For B2B salespeople, usually the easiest sale is a(n) __________ situation.

straight rebuy

If a B2B customer is satisfied with an existing supplier, it will probably engage in a(n) __________ to purchase additional quantities of the item.

straight rebuy

In established businesses, a large proportion of B2B purchases fall into the __________ category.

straight rebuy

Phil put down the phone and told Alice, "I just love that customer.

straight rebuy

Yvonne uses her customer relationship management (CRM) system to predict when her business customers will need more of her company's packaging materials

straight rebuy

Most B2B buying situations can be categorized as new buys, modified rebuys, and

straight rebuys

Typically, B2B buyers ask potential suppliers to

submit formal proposals

Changes in _________ have been a driving force for growth in global markets for decades. A. infrastructure B. demographics C. population D. technology E. ethical standards

technology

In most countries, __________ is one of the largest purchasers of goods and services.

the central government

Peter wanted an unbiased source of information to help him decide what brand of appliances to buy

the consumer reports website

When Ford introduced its Figo in India, it was responding to A. increased competition in the small car market. B. India's movement away from small cars. C. the economic and social trends in India toward small cars. D. the new middle class in India who prefer status cars. E. an increased need for large trucks to accommodate the burgeoning construction trade in India.

the economic and social trends in India toward small cars

The most important consideration when a firm chooses a global product strategy should be A. opportunities for countertrade. B. the effectiveness of the marketing team. C. the needs of the target market. D. the provisions of GATT. E. WTO regulations.

the needs of the target market

The consumer decision process model represents

the steps that consumers go through before, during, and after making purchases

The chair of the board of the local Humane Society chose the bank where the organization keeps its money;

user

Kim is the sales representative for a major textbook publisher. The students are the __________ in the buying center.

users

Because they do so much driving while visiting doctors' offices and hospitals, pharmaceutical sales representatives are often given company cars to drive

users and influencers

The buying center for USF Corporation is in the process of discussing price, quality, and delivery schedules with potential suppliers.

vendor negotiation

Chris laughed at some of the cultural mistakes companies made in advertising and promotion in international trade while he was in school. Now he was trying to determine what had gone wrong with the campaign he had planned in Latin America for his company's product, and it didn't seem quite as amusing. He narrowed the issues down to sociocultural factors. He was looking at both __________ and __________. A. product uses; currency rates B. language; trading blocs and social structure C. potential tariffs; symbols D. visible artifacts; underlying values E. verbal communication; logistics

visible artifacts; underlying values

A __________ is a type of reseller, a business that buys

wholeseller

When Val sees the RFP issued by one of his customers, he is concerned that the company has changed its specifications

will probably not be an advantage in getting the new order

Which of the following best describes the direct investment global entry strategy? A. With direct investment, a firm maintains total ownership of its plants, operation facilities, and offices in a foreign country. B. Direct investment occurs when a firm enters a new market by pooling its resources with those of a local firm to form a new company in which ownership, control, and profits are shared. C. Direct investment refers to depositing payroll funds in a foreign bank. D. Direct investment designates the maximum quantity of a product that may be brought into a country during a specified time period.

with direct investment, a firm maintains total ownership of its plants, operation facilities, and offices in a foreign country

Firms typically repurchase office supplies (paper, ink cartridges, pens, etc.)

yes; the sales rep

Many developed countries are experiencing __________ population growth. A. slight B. zero or negative C. infinite D. moderate E. significant

zero or negative