marketing final

Though the percentages are not always the same, a general rule in business says that the large majority of a firm's revenues come from what percent of its customers? - 80 percent - 50 percent - 35 percent - 5 percent - 20 percent

20 percent

North Safety Products manufactures butyl gloves that offer permeation resistance to gas or water vapor for workers who use dangerous chemicals like ketones. The company has fixed costs of $12 million for its butyl glove production and unit variable costs of $3 per pair. If the company charges $7 per pair, how many pairs of gloves must it sell to break even? - 3,000,000 pairs - 400,000 pairs - 120,000 pairs - 1,000,000 pairs - 666,667 pairs

3,000,000 pairs

Though similarities outweigh differences in many shopping behaviors, ________ spend far more than Caucasians on boys' clothing, rental goods, smartphones, and audio equipment. - Arab Americans - African Americans - Asian Americans - Native Americans - Hispanics

African Americans

Which of these is an example of a single product with multiple market segments? - Twinings and Bigelow both market their own brands of Earl Grey tea. - Quaker Oats oatmeal sells both its hot cereals and cold cereals to people of all ages. - Reebok makes tennis shoes, running shoes, walking shoes, and Weeboks. - Botox is a drug marketed to some groups as a way to reduce signs of aging on the face, and to others as a treatment for migraines. - Reach Toothbrush is available in a soft, medium, and hard bristle for adults and kids.

Botox is a drug marketed to some groups as a way to reduce signs of aging on the face, and to others as a treatment for migraines.

Which of these is the best example of a specialty product? - Ferretti yacht - Dial hand soap - cash from an ATM - Roget's Thesaurus - Honda automobile

Ferretti yacht

The United States, China, and ________ are the leaders in global merchandise trade by a wide margin. - Japan - France - Germany - Brazil - India

Germany

CHAPTER TWO For-profit organizations pursue several different types of goals such as profit, sales, market share, and quality, among others. Which statement is most accurate? - If profits are acceptable, a company may elect to maintain or increase its sales even though profits may not be maximized. - Social responsibility and employee welfare goals are reserved for nonprofit organizations. - Selecting a market share goal is only meaningful if you first make profit a goal. - Customer satisfaction goals are known to increase costs and reduce profits. - A business firm should select only one business goal so it can maintain focus.

If profits are acceptable, a company may elect to maintain or increase its sales even though profits may not be maximized.

A population explosion is happening is some parts of the world, including which country? - Spain - Poland - Russia - Romania - India

India

CHAPTER ONE Vaping is growing in popularity among teens, and Congress raised the nationwide age to purchase tobacco and vaping devices from 18 to 21 to help curtail it. Which is the most important reason that vaping companies should not consider teens to be in the market for their products? - Teens acquire these products through the black market. - The teen market is already heavily targeted by companies with massive advertising budgets. - Most teens already do not have the ability to buy because of legal restrictions. - Vaping products do not satisfy any unmet needs for teens. - Marketers should only target adults, regardless of the product.

Most teens already do not have the ability to buy because of legal restrictions.

Which two demographic segmentation variables would firms use to segment organizational markets? - lifestyle and statistical area - zip code and income - global region and statistical area - usage rate and type of outlet - NAICS code and number of employees

NAICS code and number of employees

The USMCA is a renegotiation of the - World Trade Organization. - North American Free Trade Agreement. - CanAmerMex Union. - General Agreement on Tariffs and Trade Treaty. - Trilateral Economic Cooperation Accord.

North American Free Trade Agreement

All of these statements are true of corruption except which? - Stealing trades secrets is a form of corruption. - Corruption is unethical behavior. - Kickback and bribes are forms of corruption. - Corruption often involves a person entrusted with a position of authority acquiring a personal benefit. - Forms of corruption are most evident in industries experiencing intense competition and in countries in the earlier stages of economic development or facing economic and political turmoil.

Stealing trades secrets is a form of corruption.

The ________ decides on trade disputes between members across the world and issues binding decisions. - EU - WTO - NAFTA - FCPA - IMF

WTO

Which of these is an example of green marketing? - Xerox designed equipment that can be refurbished or recycled. - 3M created a new petrochemical-based fertilizer for trees. - Walmart issued a supplier requirement for cups made from polystyrene to save money. - Joe's Lawn Service is offering a special spring promotion. - McDonald's added apple snacks to its Happy Meals for children.

Xerox designed equipment that can be refurbished or recycled.

CHAPTER ONE Charlie volunteers at the local public library. He spends each Monday afternoon helping out, and he usually feels great about it because he contributes to his community. Is this an exchange? - Yes, because the library promotes itself as a free service. - No, because the library is a nonprofit organization. - No, because Charlie did not receive a tangible product, such as a "thank you" gift. - Yes, because volunteering is exchanged for something of value—a good feeling. - No, because no money was exchanged.

Yes, because volunteering is exchanged for something of value—a good feeling.

Central to integrated marketing communications is - the promotion of a product category as a means of building awareness. - explaining the degree of support available after the sale. - a consistent message across all audiences. - explaining the technical sophistication of a product. - gaining direct and immediate feedback

a consistent message across all audiences

All of these are examples of a price except which? - a discount - rent - interest - a wage - a premium

a discount

Research shows that ________ is the single most important factor for a new product to defeat competitive ones—having superior characteristics that deliver unique benefits to the user. - economical access to buyers - a complete market and product protocol - good execution of the marketing mix - market attractiveness - a distinctive point of difference

a distinctive point of difference

CHAPTER SIXTEEN For an inquiry test, - respondents are first shown an ad and then asked whether their previous exposure to it was through reading, viewing, or listening. - a question such as, "What ads do you remember seeing yesterday?" is asked of respondents without any other prompting. - additional product information, product samples, or premiums are offered to an ad's readers or viewers, and responses are tracked. - respondents are asked questions to measure changes in their attitudes after an advertising campaign. - studies such as controlled experiments and consumer purchase tests are performed.

a question such as, "What ads do you remember seeing yesterday?" is asked of respondents without any other prompting.additional product information, product samples, or premiums are offered to an ad's readers or viewers, and responses are tracked.

Which of these is the best example of noise in the communication process? - The same image was used in a series of magazine ads. - A radio advertisement used technical jargon. - A coupon resulted in losses when it was redeemed by consumers. - A salesperson asked many questions during her presentation to prospective buyers. - A message was repeated very frequently on radio and television.

a radio advertisement used technical jargon

CHAPTER ELEVEN During the coronavirus pandemic in 2020, demand for frozen pizza almost doubled without price changes for these products. Economists call this - a movement along a demand curve. - flexible demand. - inelastic demand. - proportional demand. - a shift in the demand curve

a shift in the demand curve

For the purchase of which item would extended problem solving most likely be used? - an Uber ride - a study abroad program - a yoga mat - ankle socks - a movie ticket

a study abroad program

Which of these is considered a durable good? - a toaster oven - an espresso - dryer sheets - insurance - an Uber ride

a toaster oven

In the hierarchy of effects, the final stage is known as - purchase. - loyalty. - introduction. - trial. - adoption.

adoption

Institutional advertisements are - any paid form of advertising that tells people what a product is, what it can do, and where it can be found. - advertisements that promote the advantages of one product class over another. - advertisements that build goodwill or an image for an organization rather than promote a specific good or service. - advertisements that reinforce previous knowledge of a product build goodwill or an image for an organization. - any paid form of nonpersonal communication about an organization, good, service, or idea by an identified sponsor.

advertisements that build goodwill or an image for an organization rather than promote a specific good or service.

All of these are consumer-oriented sales promotions except which? - allowances - coupons - contests - point-of-purchase displays - premiums

allowances

Three commonly used trade promotions are - cooperative advertising, merchandise allowances, and point-of-purchase displays. - allowances and discounts, consumer promotions, and training of distributor's salesforces. - allowances and discounts, cooperative advertising, and training of distributor's salesforces. - allowances and discounts, consumer promotions, and point-of-purchase displays. - coupons, rebates, and point-of-purchase displays.

allowances and discounts, cooperative advertising, and training of distributor's salesforces

Direct selling is likely to grow - in locations where there are established and effective distribution channels. - in locations that have excellent infrastructure. - among consumers who prefer a more social shopping experience. - in markets where convenience is relatively unimportant. - wherever consumers are knowledgeable shoppers.

among consumers who prefer a more social shopping experience

Marketers can identify key trends such as the popularity of personalized marketing, the increasing emphasis on reuse rather than disposal of products and resources, and the importance of visual search, artificial intelligence, and blockchain technologies by conducting ________ of the marketplace. - a threat assessment - an organizational inquiry - primary research - an environmental scan - a trend analysis

an environmental scan

Which product category accounts for over 20 percent of online retail sales today? - health and personal care - furniture and home furnishings - apparel and accessories - books, music, and video - automobiles and auto parts

apparel and accessories

Choice ________ refers to the use of choiceboard and personalization technologies to invite customers to engage in an electronic dialogue with marketers for the purpose of making informed choices. - assistance - customization - relevance - control - convenience

assisstance

The IMC ________ analyzes the internal communication network of the company, identifies key audiences, evaluates customer databases, assesses messages in media, and determines the expertise of company and agency personnel. - program - map - audit - flowchart - matrix

audit

HealthyYOU uses ________ to conveniently distribute healthy drinks, snacks, and entrees in offices, health clubs, hospitals, schools, and colleges. - retail pop-up shops - dedicated computer terminals for online retailing - television home shopping - automatic vending machines - direct mail, namely catalogs

automatic vending machines

Members of which generational cohort are retiring at a rate of 10,000 every 24 hours and will all be 65 or older by 2030? - baby boomers - Generation X - Generation Z - gray generation - millennials

baby boomers

IBM's first translation of its "Solution for a small planet" advertising message into Japanese resulted in something that was closer to "Answers that make people smaller." This problem may not have occurred had IBM used - cross-cultural analysis. - semiotics. - dumping. - back translation. - multidomestic strategies.

back translation

In the United States alone, $12 billion of products and services are traded every year without any money changing hands in a practice referred to as - yield management. - equity trade. - marking up. - trading down. - barter.

barter

The behavioral sciences inform the study of consumer ________, helping marketers understand customer choices and how to provide value to them. - routines - life cycles - search patterns - efficiency - behavior

behavior

Creating a consumer-brand connection is the final step in building - brand equity. - brand awareness. - generic branding. - private labelling. - patent protection.

brand equity

Successful and established brands often take on a(n) ________ because consumers choose brands that are consistent with their own or desired self-image. - value set - personal trademark - visible persona - brand personality - air of mystery

brand personality

A ________ visually shows that the total revenue curve and the total cost curve intersect at a point of zero profit. - cross tabulation - break-even chart - demand curve - Gantt chart - sales response function

break-even chart

The Foreign Corrupt Practices Act of 1977 made what practice illegal? - selling products at prices other than the manufacturer's suggested retail price in foreign countries - selling stolen identities to foreign governments - establishing trade groups that lower protectionist measures - using contacts in foreign countries to perform corporate espionage on competitors - bribing an official of a foreign government to obtain business in that country

bribing an official of a foreign government to obtain business in that country

Nike offers its Nike By You service which configures shoes to a customer's specific preferences for colors, soles, logos, and can even add initials and numbers. This is an example of - unsegmented marketing. - marketing synergy. - built-to-order manufacturing. - organizational synergy. - one-to-one marketing

build-to-order manufacturing

If a sustainable fashion designer buys the services of a website designer to be able to offer his clothing for sale online, the website services would be considered a ________ product. - fad - business - tangible - durable - harvest

business

Instances of insider trading in the financial industry, deceptive sales practices in insurance and banking, and bribery in defense industries are examples of ________ that have gone awry. - business cultures - trade ethics - societal norms - shared beliefs - corporate missions

business cultures

A benefit of performing a SWOT analysis and an environmental scan during the new-product strategy development process is that they - allow a firm to expand its objectives to include new ways of thinking. - narrow the task to a single product rather than a number of product concepts. - help identify which organizational members have an interest or stake in the product's success. - can help identify the strategic role the new product might serve in the firm's portfolio. - allow the firm to forecast potential sales and form their marketing budget based upon those projections.

can help identify the strategic role the new product might serve in the firm's portfolio

If a company's new products or new chain end up stealing customers and sales from the older, existing ones, it is known as - positioning. - aggregation. - cannibalization. - segmentation. - differentiation.

cannibalization

With a ________ approach in retailing, a manager is assigned the responsibility for selecting all products that consumers in a market segment might view as substitutes for each other, with the objective of maximizing sales and profits in this grouping. - merchandise scrambling - multichannel retailing - category management - shopper marketing - telemarketing

category management

To reduce mothers' concerns about ingredients in its mayonnaise, Hellmann's successfully communicated the product's high Omega 3 content, which is known to be essential to human health. This is an example of using which attitude change strategy? - adding new attributes to the product - changing the importance of attributes - encouraging the consumer to use stimulus discrimination - changing beliefs about the extent to which a brand has certain attributes - encouraging the consumer to use stimulus generalization

changing beliefs about the extent to which a brand has certain attributes

Which of these would be an example of a variable cost for a hotel like the Marriott Marquis Hotel, which caters to an upscale clientele? - the price charged for renting a ballroom in the hotel - the salary of the hotel manager - the rent for a parking garage used by employees - cleaning supplies and housekeeping wages - the average daily rate paid by women in targeted demographics staying at the hotel

cleaning supplies and housekeeping wages

________ often assist companies and their employees with ethical issues by formally addressing contributions to government officials and political parties, customer and supplier relations, conflicts of interest, and accurate recordkeeping. - Self-regulations - State and local laws - Mission statements - Legal handbooks - Codes of ethics

codes of ethics

________ is being used when you view a selection at Amazon.com and see "Customers who bought this (item) also bought. . . ." - Collaborative filtering - Electronic commerce - Multichannel marketing - Webrooming - Permission marketing

collaborative filtering

Chatbots are popular on retail websites and enhance which of the seven website design elements that marketers can use to produce an effective customer experience online? - communication - commercialization - connection - creativity - collaboration

communication

Hill's Science Diet markets high-quality dog and cat food. On its website is a link to its Community Connect web page, where pet owners can sign up for its Pet Chat e-newsletter, subscribe to its YouTube channel, and click on a link that goes to Hill's Facebook page, where they can find out the latest news about or comment on Hill's products. This is a description of a website with a strong ________ design element. - context - community - convenience - choice - connection

community

CHAPTER TWO A ________ is a unique strength relative to competitors that provides superior returns, often based on quality, time, cost, or innovation. - point of distinction - business portfolio - core competency - product differentiation - competitive advantage

competitive advantage

Which of these is considered a demand factor that will impact the demand curve for a product? - corporate tax rate - competitors' pricing - profit - sales volume - marketing metrics

competitors' pricing

Users of NYTimes.com can access the book review section of the website and link from there to Barnes & Noble to order a book or browse related titles. Here, NYTimes.com uses the ________ element of a website's design. - creativity - connection - content - communication - choiceboard

connection

________ are a marketer's product, service, or brand points of contact with a consumer from start to finish in the purchase decision process. - Buying centers - Consumer touchpoints - Pain points - Social networks - Consumer journey maps

consumer touchpoints

Gatorade would be considered which type of consumer product? - specialty - shopping - unsought - support - convenience

convenience

CHAPTER TWO ________ at IKEA include cost-consciousness, constant desire for renewal, and accepting and delegating responsibility. - Competencies - Missions - Core values - Strategies - Competitive advantages

core values

Supermarkets such as Kroger and Safeway frequently use standard markup pricing, which is a ________ pricing approach. - profit-oriented - demand-oriented - target-oriented - competition-oriented - cost-oriented

cost-oriented

Daimler AG agreed to sell 30 trucks to Romania in exchange for 150 Romanian-made Jeeps, which is an example of - trade equity. - countertrade. - rivalry conditions. - balance of trade. - gray marketing.

countertrade

Consumers that engage in showrooming and webrooming are considered ________ consumers. - browser - cross-channel - experimental - value conscious - conversion

cross-channel

CHAPTER ONE Trader Joe's doesn't authorize or sell its products online. According to a company spokesperson, "Part of the ________ is the value we are committed to providing customers, each and every time they shop our stores—great products of the highest quality at great prices." - societal marketing concept - customer experience - customer relationship management - evolution marketing strategy - consumer sustainability marketing strategy

customer experience

CHAPTER ONE A primary challenge for marketers in discovering the needs of prospective customers is that - this may alert competitors to new ideas before their launch. - customers are often difficult to persuade. - some of them may be difficult to develop into products. - customers may not know or be able to describe what they need and want - it is hard to establish relationships with consumers that have not already tried the products.

customers may not know or be able to describe what they need and want

One of the biggest problems an online retailer faces is - the slow growth of online purchasers from consumers living outside the United States. - customers' tendencies to get to the checkout and leave the website without concluding the purchase. - the failure to create "clicks to bricks" order fulfillment systems. - the difficulty of actually reaching a potential customer in the clutter-filled environment. - the lack of impulsive purchasing behavior that traditional retailers enjoy.

customers' tendencies to get to the checkout and leave the website without concluding the purchase

CHAPTER SIX The fact that American women use more cosmetics than American men while French men use twice as many cosmetics as French women is an example of differences in the nations' - cognitive attitudes. - cultural symbols. - social classes. - customs. - codes of ethics.

customs

CHAPTER TEN Harvesting is an option for a product in the ________ stage of its product life cycle. - growth - decline - maturity - diversification - contraction

decline

Colgate-Palmolive secured the endorsements of dentists to make the claim that Colgate Total toothpaste is the number-one recommended toothpaste by most dentists, a tactic that is most effective at - increasing cognitive dissonance. - speeding up cognitive learning. - decreasing perceived risk. - increasing experiential learning. - increasing stimulus generalization.

decreasing perceived risk

As consumer demand for Toyota cars increases, the company may increase its demand for paint spraying equipment, which is an example of - sequential demand. - primary demand. - derived demand. - secondary demand. - concurrent demand.

derived demand

Which of these occurs during the planning stage of the promotion decision process? - pretest the advertisement - state the mission - design the promotion - identify possible advertising or promotional firms - posttest the advertisement

design the promotion

CHAPTER TWO The marketing program part of the planning phase of the strategic marketing process includes which of these? - market segmentation - exploiting positive deviations - developing a mission statement - developing the budget - analyzing the competitors

developing the budget

Off-peak pricing refers to charging - different prices based on the different levels of service quality offered. - one price to first-time customers and reduced rates for repeat or loyal customers. - lower prices when demand is high and higher prices when demand is low to stabilize revenue and profits during fluctuations. - different prices to different customers based upon their ability to pay. - different prices during different times of the day or during different days of the week to reflect variations in demand for the service.

different prices during different times of the day or during different days of the week to reflect variations in demand for the service

Fitness trackers are in the growth stage of the product life cycle. A manufacturer selling one of these devices would most likely use advertising to - create selective distribution channels. - reposition fitness trackers. - remind buyers of the marketer's and its product's existence. - create product category awareness. - differentiate one brand of device from another.

differentiate one brand of device from another

Whole Foods uses its wholesome and organic selection of products, unique store design, and local ambience to avoid direct competition with large supermarket chains, which is an example of ________ positioning. - holistic - competitive - head-to-head - differentiation - niche

differentiation

Laggards are the last to adopt a new product according to which concept? - innovation adoption continuum - consumer decision process - offering adoption model - market-product life cycle - diffusion of innovation

diffusion of innovation

Expanding beyond their ________ roots, online mattress seller Casper Sleep and online clothing retailer Bonobos have opened physical showrooms that give shoppers an opportunity to experience their products. - marketplace - personal selling - digital native - virtual shopping - direct mail

digital native

As ad blocking and skipping tools have become more prevalent, many marketers using ________ are adding emphasis to direct "opt-in" approaches to reaching consumers. - choice boards - sales promotion - personal selling - publicity - direct marketing

direct marketing

CHAPTER NINE With its motion-control technology, the Nintendo Wii gaming system was the first that allowed players to interact with the game using body movements rather than through a controller. When it was introduced, the Wii was an example of a - brand extension. - precise protocol. - regular distribution. - continuous innovation. - discontinuous innovation.

discontinuous innovation

One argument for protectionism is that it - creates a more loyal and hardworking domestic workforce. - discourages dependency on other countries. - instills a sense of nationalism, which in turn protects economic stability. - strengthens the economy by encouraging a balance of trade. - lowers prices for domestic consumers.

discourages dependency on other countries

CHAPTER ONE To serve both buyers and sellers, marketing seeks to ________ the needs and wants of prospective customers and to satisfy them. - exchange - create - discover - communicate - deliver

discover

When you begin your first full-time job, you have a monthly income of $3,500. Your federal and state taxes are $1,000. You pay $600 in rent, have a $300 car payment, and spend $300 on food and $200 on clothes. The remaining $1,100 would be considered your - gross income. - disposable income. - discretionary income. - net income. - earned income after taxes.

discretionary income

CHAPTER TWO Gantt charts are useful for implementation of a marketing plan in that they - maintain secondary and backward-looking records in case problems are encountered. - initiate the evaluation phase of the strategic marketing process. - inform and assist the planning phase of the strategic marketing process. - distinguish tasks that must be done sequentially from those that can be done concurrently. - record streamlined meeting notes that even executives have time to read.

distinguish tasks that must be done sequentially from those that can be done concurrently.

CHAPTER TWO When its beer sales were flat, Budweiser became interested in entering the premixed cocktail segment by providing a product that would appeal to those who don't enjoy traditional beer. It launched Bud Light Lime-A-Rita, a margarita-flavored, beer-based cocktail, sold in cans and bottles and best served over ice. This is an example of - market penetration. - product penetration. - product innovation. - diversification. - market development.

diversification

Mexican officials claimed that U.S. apple growers were ________ when they appeared to be selling red and golden delicious apples in Mexico for less than the cost of producing them. This resulted in Mexico adding a tariff to these products. - back-channel marketing - dumping - microfinancing - parallel importing - countertrading

dumping

Uber and Lyft customers often complain about the practice of "surge" or "prime-time" pricing used by these companies during periods of peak demand. This is an example of a ________ pricing policy. - dynamic - discount - customer - promotional - competitive

dynamic

Ticketmaster has experimented with ________ to adjust the price of sports and concert tickets in response to demand. - value pricing - online pricing - seasonal pricing - dynamic pricing - timed pricing

dynamic pricing

Electronic hacking and illegal trespassing for the purposes of acquiring a competitor's proprietary information is considered - economic espionage. - competitive but fair business practice. - moral idealism. - utilitarianism. - bribery.

economic espionage

Loyalty programs are a sales promotion tool used to - increase trial and retaliate against competitors' actions. - generate store traffic and bulk purchasing. - minimize brand-switching behavior and incentivize recommendation. - encourage and reward repeat purchases. - maximize the consumer's attention and provide storage.

encourage and reward repeat purchases

CHAPTER ONE Benefits to society from effective marketing include - regulatory environments and consumer relationships. - enhanced competition and improved products. - enhanced competition and environmental protections. - a seller's market and environmental protections. - bundled products and consumer relationships.

enhanced competition and improved products.

CHAPTER ONE Government restrictions that might impact the expansion or contraction of businesses are an example of - market effects. - the intangible environment. - social responsibility. - time value of money. - environmental forces.

environmental forces

An important part of creating a market-product grid is to - identify company strengths and weaknesses. - compare, in two dimensions, a firm's position relative to its competitors. - plot the market growth rate and relative market share of a firm's offering. - estimate the size of the markets. - develop marketing actions for each market segment.

estimate the size of the markets

________ serve as guidelines on how to act rightly and justly when faced with moral dilemmas. - Safety officers - CEOs - Norms - Ethics - Personal rights

ethics

For the purchase of an airline ticket, a consumer may use ________ like time of day, percentage of on-time departure, brand, and price to choose between offerings. - value attributes - a cognitive cluster - a consideration set - evaluative criteria - selective features

evaluation criteria

CHAPTER TWO Comparing the results of the marketing program with the goals in the written plans to identify and act on deviations occurs during the - evaluation phase. - analysis phase. - launch phase. - implementation phase. - planning phase.

evaluation phase

Walmart and Home Depot emphasize consistently low prices and eliminate most markdowns with a strategy often called - benchmark pricing. - everyday low pricing. - transparent pricing. - customer-focused pricing. - value pricing.

everyday low pricing

Procter & Gamble recently lost $550 million on its operations in Russia due to devaluation of the Russian ruble, which is a risk associated with fluctuations in - purchasing power parity. - income growth. - exchange rates. - household income. - political instability.

exchange rates

Which of these is a criterion used to select a target market segment? - expected growth - creativity or novelty - difference of needs of buyers among segments - similarity of needs of potential buyers within a segment - potential of a marketing action to reach a segment

expected growth

CHAPTER FOUR Selective ________ occurs when people pay attention to messages that are consistent with their attitudes and beliefs and ignore messages that are inconsistent with them. - evaluation - exposure - acuity - comprehension - retention

exposure

A product life cycle curve that shows rapid sales on introduction and then an equally rapid decline occurs for which type of product? - fashion - primary - high-learning - fad - low-learning

fad

Some well-known message problems have occurred when U.S. companies have taken their messages to cultures with different ________, resulting in misinterpretations. - cultural values - fields of experience - channels of communication - feedback loops - lifestyles

fields of experience

The Upjohn Company first targeted men for its Rogaine topical solution, a drug to restore hair growth, but later marketed this product to women. In this example, the Upjohn Company is using which market modification strategy? - increasing use by existing customers - creating new use situations - finding new users - reacting to competitors' positions - modifying the product

finding new users

CHAPTER ONE A new KitchenAid refrigerator has a separate cooling system for the freezer, which lessens the humidity in the refrigeration section and reduces spoilage. The change adds to the refrigerator's ________ utility. - possession - time - form - place - market

form

Grocery stores like Kroger often have bakeries that offer customizable cake decorating, allowing customers to use personal photos that can be printed on edible frosting, thus providing ________ utility. - form - time - product - place - possession

form

Because consumers often do not pay close attention to advertising messages, some of which contain large amounts of relatively complex information, advertisers are concerned with - clutter. - CPM. - target markets. - ratings. - frequency.

frequency

Consumer products are classified based on the attributes used in making the purchase decision, the effort spent by the consumer, and the - demographics of the consumer. - amount of money the customer is willing to spend. - frequency of purchase. - number and type of product features. - number of competing products or product substitutes

frequency of purchase

When a consumer has evaluated alternatives in the purchase decision process and selected one, he still must determine when to buy and - whether internal search will be sufficient for his process. - from whom he will buy. - how he can create cognitive dissonance. - to whom he can complain if he is not satisfied. - whether to reveal his choice to others.

from whom he will buy

Children's Benadryl in liquid form comes packaged with a small cup marked with units for correct dispensing. This is an example of which type of benefit that packaging can provide? - communication benefits - functional benefits - perceptual benefits - financial benefits - usage benefits

functional benefits

CHAPTER TWO The marketing department is considered part of which organizational level? - strategic business unit level - functional level - Departments are not considered part of an organizational level, since their role is tactical. - corporate level - board of directors

functional level

CHAPTER THREE A notable cultural change in the United States in the past 30 years is towards - gender neutrality. - stability and tradition. - material comfort. - collectivism. - the belief in fate.

gender neutrality

People who live in urban areas are part of the target market for takeout via bicycle. This suggests that delivery services would most likely segment the market based on which consumer segmentation basis? - behavioral - geographic - psychographic - attitudinal - demographic

geographic

A(n) ________ market comes about when individuals buy products in a lower-priced country from a manufacturer's authorized retailer, ship them to higher-priced countries, and then sell them below the manufacturer's suggested retail price through unauthorized retailers. - transparent - mature - back-channel - anti-competitive - gray

gray

Streaming music subscriptions would most likely be in the ________ stage of the product life cycle. - commercialization - growth - expansion - maturity - introduction

growth

CHAPTER ONE Market segments are homogeneous in two ways: prospective buyers will respond similarly to marketing action and they - are in the same income bracket. - have common needs. - use traditional forms of media on a regular basis. - can be convinced to purchase the product. - are likely to be open to brand-switching.

have common needs

Two major types of product positioning are - holistic and segmentation. - competitive and consumer. - head-to-head and differentiation. - behavioral and psychological. - niche and perceptual.

head-to-head and differentiation

Continuous scheduling would most likely be used for advertising - snow tires. - pool accessories. - household cleaning products. - school uniforms. - baseball gloves.

household cleaning products

Positioning a product or brand effectively involves taking four steps, one of which is - identifying the important attributes for the product or brand class. - deciding which of your competitors would be the most effective partner in a corporate merger. - identifying market niches that were not previously discovered during the market segmentation process. - developing a new marketing program that outperforms your leading competitor's offering. - deciding whether to keep or delete a product group or item.

identifying the important attributes for the product or brand class

Larry has been scheduling fewer employees to work during the matinee hour at the movie theater he manages because it has been slow lately. He recognized a need to manage his - off-peak convenience. - selective demand. - intangibility. - idle production capacity. - inconsistency.

idle production capacity

CHAPTER TWO The second phase of the strategic marketing process is known as - evaluation. - implementation. - financial analysis. - the marketing program. - adaptation.

implementation

Organizations attempt to reduce ________, one of the unique elements of services, through standardization and training. - imperfection - intangibility - inconsistency - inseparability - inventory

inconsistency

A business goes to the trouble and expense of segmenting its markets when it expects that this extra effort will - provide the best quality products on the market. - stabilize market share. - increase sales, profit, and return on investment. - make the company appear to be socially responsible. - use fewer of the firm's resources.

increase sales, profit, and return on investment

Among types of retailing, the advantage of the ________ form of ownership is that the owner is the boss. - voluntary chain - independent retailer - corporate chain - contractual system - cooperative system

independent retailer

Among the strategies for entering a global market, ________ has the least amount of commitment and risk but will probably return the least profit. - licensing - indirect exporting - direct exporting - joint venture - direct investment

indirect exporting

________ demand exists when a 1 percent decrease in price produces less than a 1 percent increase in quantity demanded, thereby actually decreasing total revenue. - Inelastic - Inflexible - Elastic - Preditable - Flexible

inelastic

The College Board reports that since 2000, college tuition and fees have increased 190 percent (from $3,510 to $10,230) while family incomes have increased by just 2 percent, making college unaffordable for many. This is an example of a(n) ________ relationship. - inflationary - microeconomic - discretionary - recessionary - expectation

inflationary

What is the promotional objective of the introduction stage of the product life cycle? - compare - remind - phase out - persuade - inform

inform

________ marketing involves two-way buyer-seller electronic communication in which the buyer controls the kind and amount of information received from the seller. - Interactive - Suggestive - Dynamic - Transformational - Filter

interactive

Convection ovens for home use required consumers to learn a new way of cooking and alter familiar recipes used with conventional ovens. As a result, these ovens spent years in the ________ stage of the product life cycle. - introduction - launch - awareness - growth - commercialization

introduction

During the ________ stage of the product life cycle, sales grow slowly and profit is minimal. The lack of profit is often the result of large investment costs in product development. - commercialization - launch - introduction - growth - awareness

introduction

In the implementation stage of the promotion program, the promotion is pretested and then - it is carried out. - the media is selected. - the budget is set. - the appeal is selected. - the mission is stated.

it is carried out

A 16-count value pack of cherry-flavored Pop-Tarts toaster pastries is an example of a product - unit. - mix. - class. - line. - item.

item

A ________ may be desirable as a market entry strategy if one company does not have the necessary financial, physical, or managerial resources to enter a foreign market alone, or if the arrangement is required by the foreign government. - direct investment - tactical relationship - supply partnership - dumping exception - joint venture

joint venture

Four Seasons Hotels sell private residences in several of their properties and send direct mail to prospective residents asking them to request additional information on the telephone or through a website. In terms of direct marketing, this is known as - telemarketing. - lead generation. - direct orders. - paid search. - personal selling.

lead generation

Which of these is a psychological influence on the consumer behavior decision process? - temporal effects - reference groups - learning - promotion - culture

learning

A(n) ________ agency specializes in one aspect of the advertising process, such as providing creative services to develop the advertising copy. - full-service - consulting - image - limited-service - in-house

limited-service

CHAPTER TWO The outdoor brand The North Face intends to capture some of its competitors' business in Europe in the next few years, even amid the stagnant economic conditions there. The firm cites the active lifestyles there and the relatively low cost of entry for its backpacking and hiking sports gear, which attracts those planning a low-budget "staycation." The North Face most likely has a ________ goal. - market share - profit responsibility - social responsibility - unit sales - sales revenue

market share

Procter & Gamble (Pampers) and Kimberly-Clark (Huggies) cut their U.S. prices for disposable baby diapers to compete with one another amidst the continuing decline in the U.S. birthrate. Each company had a ________ objective. - legality - profitability - market share - social responsibility - survival

market share

________ is the stage of the product design process that involves exposing actual products to prospective consumers under realistic purchase conditions to see if they will buy. - Market testing - Commercialization - Idea generation - Development - Screening and evaluation

market testing

________ synergies often come at the expense of product synergies because a single customer segment will likely require a variety of products, each of which will have to be designed and manufactured. - Supplier - Marketing - Sustainability - Sales - Competitor

marketing

CHAPTER TWO Choosing which ________ to display on a marketing dashboard is critical for a busy manager, who can be overwhelmed with irrelevant data. - Gantt charts - marketing plans - planning gaps - marketing metrics - target markets

marketing metrics

CHAPTER TWO Identifying a target market and a program to reach it would be considered a(n) - marketing strategy. - business plan. - objective. - marketing tactic. - marketing plan.

marketing strategy

Advertising's role during the ________ of the product life cycle is to remind buyers of the product's existence. - introduction - stability - growth - maturity - decline

maturity

While nonprofit service organizations use them, public service announcements (PSAs) - are an ineffective form of advertising because social messages are not perceived as persuasive. - have a very limited reach and frequency. - may be limited in their effectiveness because their timing and location are controlled by others. - tie up a very large percentage of the advertising budget. - are boring and rarely well designed; consumers usually tune them out.

may be limited in their effectiveness because their timing and location are controlled by others

Wrinkle-free and stain-resistant clothing made possible by nanotechnology revolutionized the men's and women's apparel business and stimulated industry sales of casual pants, shirts, and blouses. Adding this technology to a clothing item is which method of managing the product life cycle? - modifying the product - catching a rising trend - finding new users - increasing the product's use - creating new use situations

modifying the product

Discount Fishing Tackle is a shop that carries a large selection of fishing rods and reels, bait, tackle boxes, waders, nets, and a few other fishing implements. Discount Fishing Tackle's breadth of product line would be described as ________ and its depth of product line would be described as ________. - narrow; shallow - broad; none - broad; deep - narrow; deep - broad; shallow

narrow; deep

CHAPTER ONE When the temperature outside drops below 30 degrees and you need to walk your dog, marketers might say you have a(n) ________ to put on a coat. - preference - mode - need - desire - orientation

need

Which form of media advertising has seen the sharpest decline in the United States over the last 15 years? - newspapers - television - radio - out of home - magazine

newspaper

In routine problem solving, the number of external information sources used is typically which of these? - none - a few - There is wide variation. - many - one

none

CHAPTER TWO Teach For America, a diverse network of leaders who confront educational inequity, is an example of a(n) - board of directors. - business firm. - government agency. - nonprofit organization. - industry.

nonprofit organization

CHAPTER FIFTEEN marketing manager for SOREL has a goal to improve sales for insulated winter boots by 8 percent in the coming year. He decided to run outdoor magazine ads for two months in the fall as well as create a social media campaign for Instagram in order to accomplish this. He priced the advertising he planned to use and set the budget accordingly, using which promotional budgeting technique? - objective and task budgeting - all you can afford budgeting - competitive parity budgeting - comparative budgeting - percentage of sales budgeting

objective and task budgeting

Apple offered its iPhone 11 for $699, under the presumption that consumers see the smartphone as priced at "something over $600" rather than "about $700." This is an application of what pricing strategy? - odd-even pricing - below-market pricing - target pricing - customary pricing - prestige pricing

odd-even pricing

T.J. Maxx and Ross Stores offer customers the sport of searching the racks for great deals on brand-name products. Both retailers use a(n) ________ retailing strategy. - cut-price - value-priced - off-price - low-price - customer-focused

off-price

The most popular forms of ________ advertising are paid search, display (banner) ads, classified ads, and video. - online - pioneering - television - outdoor - advocacy

online

Among ________, women and men shop on the Internet with equal frequency, and men tend to spend more per purchase transaction than women. - online consumers - bloggers - marketspace developers - web surfers - multichannel shoppers

online consumers

Mass selling is the - use of different images (such as on the cover of Sports Illustrated) to create a more intimate relationship between buyer and seller. - opposite of customized interaction, meaning a single message is delivered to the whole group of prospective buyers. - high-quantity sales of unique products based upon the needs and wants of individual consumers. - production and sales of a single item that contains no variation of product benefits. - translation of a company's message into multiple languages for use in advertising in different countries or regions.

opposite of customized interaction, meaning a single message is delivered to the whole group of prospective buyers

CHAPTER ONE The Air Force is slated to purchase 113 HH-60W aircraft from Lockheed Martin to replace its fleet of HH-60G Pave Hawk helicopters, which perform missions locating and rescuing downed pilots in hostile territory. Here, the Air Force is considered a(n) - organizational buyer. - ultimate consumer. - entrepreneur. - reseller. - marketing channel.

organizational buyer

Which of these is a potential problem when using fear appeals in advertising? - Fear appeals undercut the image of the product's perceived quality. - Many forms of media are hesitant to allow these ads to be shown because of liability concerns. - What adults find scary, children usually do not. - Overly threatening messages have a negative effect on the intention to adapt behavior. - Most frightening advertisements offend someone.

overly threatening messages have a negative effect on the intention to adapt behavior

The eight-second rule indicates that consumers will abandon their efforts on a website if ________ takes more than eight seconds. - price comparison - cookie installation - order processing - required data entry - page download

page download

________ is(are) one of seven Ps included in services marketing because of the inseparability in the creation and delivery of the customer service experience and the impact on customers' perceptions of the service experience. - People - Process - Physical environment - Promotion - Product

people

The seven Ps of services refer to an expanded marketing mix for services that includes the four Ps (product, price, place, and promotion) as well as - productivity, performance, and profitability. - personality, performance, and process. - personality, procedure, and performance. - people, physical environment, and process. - people, process, and productivity.

people, physical environment, and process

CHAPTER EIGHT A means of displaying or graphing in two dimensions the location of products or brands in the minds of consumers to enable a manager to see how consumers perceive competing products or brands, as well as its own product or brand, is referred to as a - market-product grid. - growth-share matrix. - perceptual map. - product differentiation chart. - research grid.

perceptual map

The solicitation of a consumer's consent to receive e-mail and advertising based on personal data supplied by the consumer is known as ________ marketing. - permission - personalization - suggestive - interactive - dynamic

permission

Which element of the promotional mix is characterized by a customized interaction that is extremely expensive but very persuasive and likely to yield immediate feedback? - publicity - sales promotion - personal selling - cause marketing - advertising

personal selling

________ advertising is used in a Volvo ad introducing its new Volvo XC40 to the target market. - Institutional - Reminder - Competitive - Pioneering - Reinforcement

pioneering

CHAPTER ONE The bike-sharing service ofo has 200 bicycles on Vineet's college campus. He has a subscription to the service so he can simply check out a bike at one of the "boxes" painted on the concrete sidewalks on campus and return it to any box at a later time. The service encourages appropriate behavior with the bikes through a point system. Providing bikes at boxes on campus would constitute which element of the marketing mix for ofo? - personalization - promotion - place - profit - process

place

CHAPTER TWO Decisions about channels and transportation for a product are a part of ________ in a marketing program. - profit - promotion - price - place - product

place

Portfolio tests refer to - presenting a panel of consumers with an ad for a limited period of time, then removing the ad and asking the respondents to recall as much pertinent information as possible. - presenting consumers with a sample of a product and several different advertisements for the product, then asking them to explain which one they think is most effective and why. - using electronic devices to measure viewer response or feelings after viewing an advertisement. - presenting a panel of consumers with an ad and asking for their reactions concerning the ad's effectiveness and appeal. - placing a test ad in a collection with several other ads, asking consumers to read through them, and then asking for their impressions of the ads.

placing a test ad in a collection with several other ads, asking consumers to read through them, and then asking for their impressions of the ads.

CHAPTER TWO The ________ phase of the strategic marketing process usually results in a(n) ________ that sets the direction for the marketing activities of an organization. - planning; marketing plan - planning; competitor analysis - implementation; target market - evaluation; financial statement - evaluation; annual report

planning; marketing plan

CHAPTER TWO An important ________ for Medtronic's Micra pacemaker is its unmatched small size, about the size of a vitamin capsule, which allows it to be implanted directly into the heart without invasive surgery or the need for electrical leads. - distinctive competency - point of difference - market segmentation - market analysis - organizational opportunity

point of difference

The furniture company delivered her new couch on Thursday and Jialin used it all weekend. Although she really liked the color and style, she didn't think it was very comfortable. At which stage of the purchase decision process is Jialin? - information search - problem recognition - routine problem solving - postpurchase behavior - alternative evaluation

postpurchase behavior

Proving ________ has been difficult and expensive because it must be shown that the accused firm explicitly attempted to destroy a competitor and the sales price was below the defendant's average cost. - odd-even pricing - vertical price fixing - horizontal price fixing - loss-leader pricing - predatory pricing

predatory pricing

McDonald's used a ________ in a promotional partnership with Nintendo during the release of the Nintendo Switch console. Collectible toys that portrayed one of eight Super Mario characters were given away free with the purchase of a Happy Meal. - premium - product placement - rebate - deal - coupon

premium

Important variables in the family life cycle are age, marital status, and - level of involvement. - presence of children. - gender. - level of resources. - primary motivation for purchases.

presence of children

CHAPTER ONE The 4 Ps of the marketing mix include place, price, promotion, and - personalization. - process. - product. - persuasion. - profit.

product

Maybelline's makeup is modified for local skin types and weather across the globe, including an Asia-specific mascara that doesn't run during the rainy season, which is an example of a ________ global marketing strategy. - product invention - product extension - product adaptation - promotion customization - communication adaptation

product adaptation

Sensodyne ProNamel toothpaste is formulated to re-harden acid-softened tooth enamel to increase protection for users' teeth, and this attribute sets it apart from competitors. Sensodyne's advertising promotes this product benefit and is an example of - product differentiation. - mass customization. - repositioning. - product integration. - segments of one and mass customization.

product differentiation

Kitchen World has put its offerings in store locations based upon the cooking activity—the way consumers prepare and present various meals. Everything for baking is in one spot, while food preparation utensils are in another, and table settings are in yet another. This strategy uses - product groupings. - lifestyle merchandising. - product clusters. - segment groupings. - psychographic merchandising.

product groupings

Whirlpool developed a colorful, compact, automatic clothes washer suitable for the living space specifically for households in developing countries with annual household incomes of $2,000. This is an example of what type of global product strategy? - product extension - product customization - product adaptation - product invention - product integration

product invention

Though it is less risky than the introduction of other types of new products and may add new customers, a ________ also has the twin dangers of increasing expenses and cannibalizing current products. - product line extension - radical invention - marketing scam - brand extension - relevant extension

product line extension

The person responsible for managing the marketing efforts for a close-knit family of products or brands is called the - brand manager or product promoter. - sales manager or director of marketing. - advertising manager or promotion manager. - product manager or brand manager. - marketing researcher or brand researcher

product manager or brand manager

A ________ is a full-scale operating model of the product or service. - development model - prototype - concept model - screener - line extension

prototype

The VALS system is a(n) ________ measure of consumers. - psychographic - brand loyalty - family life cycle - involvement level - attitude

psychographic

Cultural differences that cause resistance to new product adoption would be considered ________ barriers. - risk - psychological - value - emotional - usage

psychological

Billie Eilish and her brother/collaborator FINNEAS performing a new James Bond theme "No Time to Die" on an episode of The Tonight Show Starring Jimmy Fallon would be considered which element of the promotional mix? - public relations - direct marketing - sales promotion - personal selling - advertising

public relations

Special events, lobbying efforts, and press conferences are examples of ________ tools. - sales promotion - direct marketing - personal selling - public relations - advertising

public relations

Sophia used the Consumer Reports website to research an economical choice for a new washer and dryer for her apartment, and she trusted the information because the website was not affiliated with the sellers of these products. This is an example of which type of information source in the purchase decision process? - family source - public source - personal source - marketer-dominated source - consumer-controlled source

public source

Mohammed cracked the glass on his smartphone. He had hoped it was just the screen protector, but he saw that he really could not do much with his phone in that condition. Mohammed knew he'd need to get a new one; he had just begun the - usage buying sequence. - consumer purchase procedure. - purchase decision process. - stages of consumption. - VALS typology

purchase decision process

An Iowa corn farmer operates in which form of competition? - monopolistic competition - cross-market competition - pure competition - monopoly - oligopoly

pure competition

CHAPTER TWO Organizational ________ describes why an organization exists, what problems it wishes to solve, and who it wants to be to every person it touches through its work. - environment - structure - strategy - purpose - dynamic

purpose

Salespeople call on wholesalers to encourage orders and provide sales assistance as part of a ________ strategy. - hook - pull - push - multichannel - direct

push

If you buy fewer than 10 pairs of UVex Clear UVExtreme safety eyewear for your employees, the cost is $7.40. But if you buy 10 or more pairs in a single purchase, the price per pair is reduced to $6.85. This is an example of a - promotional allowance. - cash discount. - seasonal discount. - functional discount. - quantity discount.

quantity discount

Profit as calculated from the profit equation can be challenging to predict because the ________ varies with the chosen price and can impact the variable costs through production efficiencies. - taxation rate - allowance - quantity sold - fixed cost - markup

quantity sold

CHAPTER TWO In BCG's business portfolio analysis, ________ require large injections of cash just to maintain their market share, much less increase it. Thus, managers must choose the right ones to invest in and phase out the rest. - dogs - cash cows - lions - question marks - stars

question marks

There is a limit on Chinese dairy products sold in India, and in Italy there is a limit on sales of Japanese motorcycles, both of which would be considered Multiple Choice - fair trade exceptions. - tariffs. - quotas. - WTO taxes. - gray markets.

quotas

Which of these is a variable that could be used for demographic segmentation of consumer markets? - race or ethnicity - NAICS code - usage rate - personality - city size

race or ethnicity

A limited-service wholesaler that furnishes the shelves that display merchandise in retail stores, performs all channel functions, and sells on consignment to retailers is a - specialty merchandise wholesaler. - rack jobber. - manufacturer's representative. - cash and carry wholesaler. - broker.

rack jobber

The largest ________ in North America is the West Edmonton Mall in Alberta, Canada. It is home to more than 800 stores, the world's largest indoor amusement park, more than 100 restaurants, a movie complex, and two hotels, all of which attract 30 million visitors each year. - regional shopping center - anchor center - central business district - power center - strip mall

regional shopping center

________ consists of restrictions state and federal laws place on business with regard to the conduct of its activities. - Consumerism - Lobbying - Regulation - Litigation - Navigation

regulation

Cici started to use a tutor to improve her grades, and her exam scores increased markedly. Her improvements on tests resulted in her satisfaction with the tutor and would be considered which variable of the behavioral learning process? - cue - response - drive - reinforcement - discrimination

reinforcement

CHAPTER ONE Spotify uses data about musical preference to suggest new music to subscribers. This use of technology aids in Spotify's ________ efforts, in which the company can gain insights into how its products create value for customers. - strategic partnership - marketing program - market segmentation - stakeholder value - relationship marketing

relationship marketing

________ are people who tried the product, were satisfied, and bought again. - Early adopters - Loyal customers - Repeat purchasers - Consumers - Innovators

repeat purchasers

One of the disadvantages associated with outdoor advertising is that it - causes public concern over the environmental impact. - is very expensive. - has a perishable message. - requires short and simple messages. - has a poor image among consumers.

requires short and simple messages

CHAPTER ONE Amazon's AI assistant, Google's Duplex chatbot, and Alibaba's AliMe customer service bot are examples of how some companies can actually influence environmental forces through - injunctions and lawsuits. - world-class marketing research. - lowering its prices. - technological or competitive breakthroughs. - restructuring its organization for greater efficiency.

restructuring its organization for greater efficiency.

________ includes all activities involved in selling, renting, and providing products and services to ultimate consumers for personal, family, or household use. - Utility - Wholesaling - Retailing - Customer service - Direct selling

retailing

Henri sees a public service announcement from the CDC reminding everyone to get a flu shot this fall, and he goes to the student health center to get one. The CDC is attempting to appeal to consumers' ________ needs according to the Maslow hierarchy. - personal - social - physiological - safety - self-actualization

safety

The promotional mix consists of communication tools that include advertising, public relations, direct marketing, personal selling, and - online marketing. - social media. - multicultural marketing. - sales promotion. - target marketing.

sales promotion

The characters on the television show Empire making a Pepsi commercial is an example of which type of promotion? - personal selling - sales promotions - direct marketing - publicity - advertising

sales promotions

A snack food company experimented with the frequency of its advertising by working with a local cable provider. On the north end of the city, the frequency was high, while it was only moderate on the south end of town. The company then obtained the checkout scanner data from grocery stores in each part of town for comparison. This is a form of - jury test. - portfolio test. - sales test. - theater test. - experience test

sales test

National sales meetings sponsored by the manufacturer and field visits to a reseller's location to inform and motivate the salespeople to sell the products are considered forms of - salesforce training. - institutional advertising. - cooperative advertising. - consumer-oriented sales promotions. - public relations.

salesforce training

Traditionally, retail outlets carried related lines of goods. Today, however, ________, or offering several unrelated product lines in a single store, is common. - category formatting - supersizing - hypermarketing - mass merchandising - scrambled merchandising

scrambled merchandising

A market ________ consists of people who are relatively similar to each other in terms of their consumption behavior. - segment - pool - grouping - profile - identity

segment

Direct mail and catalogs improve marketing efficiency through ________, and they create customer value by providing a fast and convenient means of making a purchase. - reducing the number of items offered - segmentation and targeting - the marketing mix - just-in-time ordering techniques - mass merchandising strategies

segmentation and targeting

There are five steps involved in segmenting and targeting a market. What should a marketer do once she has developed a market-product grid and estimated the size of markets? - group both potential buyers and products to be sold - select target markets - identify market needs - position the product - execute marketing program actions

select target markets

Amazon is opening new cashierless convenience stores called AmazonGo—just walk in, pick up your product, and walk out. This would be considered a ________ retailer. - customized service - volume service - self-service - limited-service - full-service

self-service

Cherry sold her condo near campus when she graduated from law school and took a job in another city. She paid her realtor a percentage of the closing price for the home. The functions performed by the realtor included listing the home and marketing it to prospective buyers, which would be considered what type of product? - marketing object - service - market segment - goodware

service

Penetration pricing is - setting a low initial price on a new product to appeal immediately to the mass market. - setting prices a few dollars or cents above an even number to indicate quality. - charging different prices to different buyers for goods of like grade and quality. - setting a below-market price for the product or product class oriented on a subjective feel for competitors' prices or market price as the benchmark. - setting a high price so that quality- or status-conscious consumers will be attracted to the product and buy it.

setting a low initial price on a new product to appeal immediately to the mass market

Carlos tried out a new tablet at Office Depot, but then bought it online for about $20 less, even with shipping. He engaged in - online price comparison. - webrooming. - channel hopping. - showrooming. - multipurpose shopping.

showrooming

Potential buyers within a market segment should be - familiar with the product but not yet brand loyal customers. - previous customers of at least one of the company's products. - cannibalized from competitors' customers. - similar to one another in terms of the advertising media used. - able to provide significant product synergies.

similar to one another in terms of the advertising media used

In a ________ test market, participants are exposed to products and advertising and then given money and allowed to choose between buying the firm's product or the products of competitors. - controlled - standard - hyper - simulated - laboratory

simulated

When the Xbox One X video game console was introduced in 2018, it was priced about $100 more than Sony's PlayStation 4 Pro and $200 more than the Nintendo Switch, due in part to the patents for the new technology. This is an example of ________ pricing. - target profit - odd-even - loss-leader - at-market - skimming

skimming

________ responsibility can be broken into three categories: profit, societal, and stakeholder. - Green - Moral - Utilitarian - Social - Altruistic

social

Though communication is one of the reasons consumers engage in interactive marketing, it can take the form of junk e-mail called - viral marketing. - customerization. - blogs. - spam. - web communities.

spam

Car dealerships commonly measure website performance by tracking visits, visitor traffic, and ________, the amount of time per month visitors spend on their website. - stickiness - click-through rates - cookie acceptance rate - participation rate - click bait

stickiness

Using the same brand name for different products is an application of which concept from behavioral learning theory? - selective retention - stimulus generalization - affective formation - selective comprehension - stimulus discrimination

stimulus generalization

The retailing mix includes retail communication, retail pricing, and which two other elements? - sales per square foot and same store sales growth - location on the wheel of retailing and stage of the retail life cycle - employees and store policies - store location and merchandise - breadth of product line and depth of product line

store location and merchandise

________ commerce involves the payment of a fee to have products and services delivered on a recurring schedule. - Scheduled - Comparison - Channel - Periodic - Subscription

subscription

Stationery, paper clips, and brooms are a type of support product known as - derived products. - supplies. - durable goods. - installations. - components.

supplies

CHAPTER ONE Orbitwheels are a cross between a skateboard and pair of inline skates. Riders insert each foot in a large wheel that rotates sideways. Orbitwheels differ from a skateboard in that they are self-propelled by the rider's wave-like motion so the need to push off the ground every few feet to get moving is eliminated. The product has been popular among some kids, especially athletic teen boys. Athletic teen boys could be described as the ________ for Orbitwheels. - market aggregation - tangential market - target market - mass market - penetration market

target market

Tariffs protect domestic industries by - limiting the quantity of goods imported. - taxing imports to raise their prices. - encouraging foreign trade. - providing consumers with the most competitively priced goods. - equalizing production capacity with global demand.

taxing imports to raise their prices

CHAPTER THREE Google Nest Protect, an alarm system that sends alerts of smoke or carbon monoxide to your phone, is easily muted and has a "heads-up" warning before triggering its siren. It also self-tests and has a motion-activated path light. These innovations are an example of a(n) ________ force that could impact other industries. - regulatory - technologicalC - social - competitive - economic

technological

CHAPTER TWO ________ often triggers a business model change, as it has for Netflix and Uber. - Government regulation - Economic uncertainty - Rising employee wages - Technology innovation - Growth in the retail sector

technology innovation

Currently the FTC and industry leaders are discussing measures to curb robocalls, or the use of autodialers to deliver a prerecorded message, further impeding the use of - telemarketing. - hypermarkets. - vlogs. - pop-up stores. - television shopping programs.

telemarketing

Closed innovation is associated with which organizational inertia problem? - poor brand recognition - barriers to entry - the "NIH problem" - discontinuous innovation - groupthink

the "NIH problem"

According to ________, consumers have the right to choose and the right to be heard, among others. - the Consumer Bill of Rights - utilitarianism - the standard Code of Ethics - the Sherman Antitrust Act - sustainable development

the Consumer Bill of Rights

As a result of ________, Stanley Black & Decker, the maker of electrical hand tools, appliances, and other consumer products, now produces eight, not 20, motor sizes for the European market, resulting in production and marketing cost savings. - the WTO - the EU - NAFTA - the UNNATO

the EU

A North Face print ad shows a rock climber hanging underneath a treacherous overhang, with the tagline, "Never stop exploring." In terms of the communication process, the magazine in which the ad is placed would be considered - the fields of experience. - encoding. - feedback. - the source. - the channel of communication.

the channel of communication

Inseparability in services refers to the fact that - training and standardization of service delivery procedures cannot be accomplished. - there is too much idle production capacity. - there is no regulation of service industries in terms of basic standards of quality. - the consumer cannot distinguish the service provider from the service itself. - the quality of service provided by a firm is often inseparable from its image.

the consumer cannot distinguish the service provider from the service itself

As a situational influence, antecedent states include - the time of day. - the purpose of the purchase. - other people present. - the consumer's debit card balance. - the crowding in retail stores.

the consumer's debit card balance

Analytical insights discovered and used by Netflix, Google, Amazon, Dell, and eBay may have fueled their growth in - extranets. - the marketspace. - the Internet of Things. - intranets. - electronic commerce webs.

the marketspace

A Starch test uses which of these to score an advertisement? - the percentage of those are familiar with the product or brand - the percentage who plan to purchase the product after seeing the ad - the percentage that would recommend the product to a friend - the percentage that find the advertisement appealing - the percentage of those who remember seeing a specific ad

the percentage of those who remember seeing a specific ad

CHAPTER ONE Patagonia's Worn Wear program, which encourages its customers to repair, trade, and eventually recycle all of its products, is an application of - profit maximization. - organizational buying. - the societal marketing concept. - market segmentation. - environmental forces.

the societal marketing concept.

The Economic Espionage Act of 1996 made what practice illegal? - the theft of trade secrets by foreign entities - bribery of an official of a foreign government to obtain business in that country - selling products through unauthorized channels in foreign countries - use of contacts in foreign countries to perform corporate espionage on competitors - selling goods or services to the countries of Cuba or North Korea

the theft of trade secrets by foreign entities

Which of these is an example of a pretest? - attitude test - inquiry test - theater test - concept test - sales test

theater test

CHAPTER ONE When Jamal was looking to purchase a used Honda in the fall, he saw one with a "for sale" sign in the window near his school. Though he tried the number on the sign repeatedly, no one answered the phone and there was no way to leave a message. Marketing did not occur because - Jamal probably did not have a true need for this car. - whoever was selling the car had poor customer service. - there is a lot of competition in the used car market. - the car was too expensive for Jamal to afford. - there was no way for the parties to communicate.

there was no way for the parties to communicate.

CHAPTER TWO Brick-and-mortar retailers are noticing a change in how many consumers shop. Sometimes they visit a store and scan an item on their smartphones, only to find the same product at a less expensive online retailer like Amazon.com. This turns the store into nothing more than a showroom for products. A SWOT analysis of Best Buy's marketing environment should consider this change in consumer shopping behavior a(n) - risk. - opportunity. - threat. - strength. - weakness.

threat

Recreational Equipment, Inc., an outdoor gear marketer, reports that 35 percent of its orders are placed between 10:00 p.m. and 7:00 a.m., long after and before retail stores are open for business. This describes how interactive marketing can provide ________ utility. - time - form - possession - place - service

time

Which of these is not a pricing constraint? - trade allowances - cost of producing and marketing the product - competitors' prices - newness of the product or stage in its product life cycle - legal considerations

trade allowances

Apple and Samsung offer a reduction in the list price of their new smartphone models by offering a ________ for your current smartphone. - cash discount - promotional allowance - seasonal discount - trade-in allowance - quantity discount

trade-in allowance

A ________ identifies that a firm has legally registered its brand name or trade name so the firm has its exclusive use, thereby preventing others from using it. - logo - trademark - copyright - sales registry - patent

trademark

Not only do businesses see benefits from the protections of ________, consumers do as well; they allow consumers to correctly identify the products they want to purchase. - copyrights - trademarks - self-regulations - environmental scans - patents

trademarks

Dog food manufacturers, such as Ralston Purina, have begun offering super-premium foods based on "life-stage nutrition." The marketing strategy Ralston Purina is using is called - rebranding. - market modification. - product extension. - downsizing - trading up.

trading up

A global marketing strategy is employed by a(n) ________ firm. - dynamic - global - transnational - international - multinational

transnational

The form of ownership, the level of service, and the ________ are important ways that retail outlets can be classified. - type of merchandise line - length of marketing channel - retail positioning attributes - level of profitability - wheel of retailing

type of merchandise line

A manager is assessing whether a business decision is ethical. She believes that if the benefits of a choice exceed the costs, then the behavior is ethical. If not, then the behavior is unethical. Which personal moral philosophy is being used here? - cause marketing - social responsibility - green marketing - moral idealism - utilitarianism

utilitarianism

CHAPTER ONE Customer ________ is the unique combination of benefits received by targeted buyers that includes quality, convenience, on-time delivery, and both before-sale and after-sale service at a specific price. - behavior - value - orientation - awareness - satisfaction

value

CHAPTER ONE Marketing is defined as the activity, set of institutions, and processes for creating, communicating, delivering, and exchanging offerings that have ________ for customers, clients, partners, and society at large. - value - profit - satisfaction - experience - potential

value

CHAPTER THIRTEEN The retail positioning matrix positions retail outlets on two dimensions: breadth of product line and - retail ownership. - outlet size. - market characteristics. - store location. - value added.

value added

Value takes into account both benefits and price. If price is decreased but benefits remain the same, then - there will be pressure for further price cuts to maintain value. - price will eventually go up to maintain value. - value will decrease. - value will increase. - value remains the same.

value will increase

CHAPTER FOURTEEN Hotmail, one of the first companies to provide free, Internet-based e-mail, included this tagline in each e-mail sent: "Get Your Private, Free Email from MSN Hotmail." This is an example of - media bias. - webrooming. - cookies. - behavioral targeting. - viral marketing

viral marketing

The website allrecipes.com is a clearinghouse for recipes of all kinds, with users being able to post new ones as well as try and comment on the recipes of others. Members can get personalized recommendations and find ways to use ingredients they already have on hand. The allrecipes.com website would be considered a(n) - B2B exchange. - phishing site. - blog. - Web community. - online chat.

web community

As it advances on the ________, Boston Market has added pickup, delivery, and full-service catering to its original restaurant format, and it also provides Boston Market meal solutions through supermarket delis and Boston Market frozen meals in the frozen food sections of groceries. - retail life cycle - retail continuum - wheel of retailing - product life cycle - retail positioning matrix

wheel of retailing