MKTG Exam 2

Which of the following refers to a platform where a host or writer posts information or opinions on various topics and followers may respond? a. An application b. A social news site c. A bookmark d. A blogging site

A blogging site

Who among the following is responsible for online public relations and management of the brand over social media sites? a. An online community manager b. A social media analytic c. A brand analyst d. A brand manager

A brand manager

_____ involves creating and distributing relevant and targeted material to attract and engage an audience, with the goal of driving them to a desired action. a. Content marketing b. Social media monitoring c. Crowdsourcing d. Social bookmarking

Content marketing

Which of the following is the least-used method for collecting primary data? a. Focus group b. Telephone survey c. Controlled experiment d. Online survey

Controlled experiment

Which of the following is a type of nonprobability sample? a. Convenience sample b. Cluster sample c. Stratified sample d. Simple random sample

Convenience sample

References to the Internet's global reach have to do with its: a. ability to communicate with consumers located anywhere in the world. b. capacity to overcome cultural barriers between nations. c. power to insulate national economies from events occurring outside their borders. d. ability to use a single language, English, to communicate with world markets.

ability to communicate with consumers located anywhere in the world.

Once a search for suppliers is completed and the company makes the suppliers aware of its needs, the company will begin: a. obtaining feedback from its customers. b. notifying the distribution channels of the new product introduction. c. acquiring and analyzing proposals. d. selecting an order routine.

acquiring and analyzing proposals

Business markets differ from consumer markets in that, in business markets: a. the products sold are mostly standardized and fit broader market segments compared to consumer products. b. the distribution channels are longer as the product passes through a number of intermediate links. c. the buying process is less complex and involves fewer decision makers. d. advertising plays a much smaller role when compared to the consumer market.

advertising plays a much smaller role when compared to the consumer market.

The first stage in the eight-stage model of an organizational buying process involves: a. determining the characteristics and quantity of a needed good or service. b. searching for and qualifying potential sources. c. anticipating a problem, need, or opportunity and a general solution. d. establishing specifications for a needed good or service.

anticipating a problem, need, or opportunity and a general solution

A(n) _____ is a free or paid software download that links users to a wide range of goods and services, media and text content, social media platforms, search engines, and the like. a. QR code b. blog c. social media analytics tool d. app

app

An individual's reference group is most likely to influence his purchase decision while buying a(n) _____. a. external hard drive b. automobile c. frozen dinner d. latte

automobile

A(n) _____ role is seen when the partners independently make equal numbers of decisions regarding household purchases. a. syncratic b. husband-dominant c. autonomic d. wife-dominant

autonomic

Food manufacturers often set up tables in grocery stores where customers can sample featured products. The goal of this type of promotion is to specifically influence the _____ component of attitude. a. behavioral b. emotional c. cognitive d. affective

behavioral

The demand for computer microprocessor chips depends on the demand for personal computers. This is an example of a(n): a. joint demand. b. derived demand. c. volatile demand. d. inelastic demand.

derived demand.

Purchases that have substantial social or economic consequences: a. usually require relatively less investment of time and effort. b. represent routine purchases that pose little risk. c. require independent decision making. d. represent high-involvement purchase decisions.

represent high-involvement purchase decisions.

A stratified sample differs from a quota sample as in a stratified sample: a. researchers handpick participants from among selected segments or groups with certain characteristics. b. researchers select a sample of subgroups from which they draw respondents. c. researchers select participants from among readily available respondents. d. researchers select subsamples by a random process.

researchers select subsamples by a random process

Trade industries are a component of business markets that include: a. manufacturers. b. resellers. c. end users. d. services providers.

resellers.

The rate of revenues received for every dollar spent on an expense is known as _____. a. return on investment b. resource rent c. earnings per share d. return on equity

return on investment

Penelope is using data collected and published by a trade association in her marketing research study. The data used by Penelope can be regarded as _____. a. secondary data b. primary data c. raw data d. experimental data

secondary data

Which is the largest single source of statistical information on the sizes and characteristics of business markets? a. The North American Industry Classification System b. Business publications c. Auditing firms such as PricewaterhouseCoopers d. Federal government

Federal government

Which of the following is the most important source of secondary data in the United States? a. Chamber of Commerce b. Treasury Department c. Federal government d. Bureau of Labor Statistics

Federal government

Aaron Corporation is an insurance firm that provides a range of consumer directed health insurance products. The company has detailed personal information of its patients including their date of birth, email address, health related and occupation details, and address. Which of the following types of software can the company use to protect the consumer information from hackers? a. Spyware b. Shopbot c. Webtrends Analytics d. Firewall

Firewall

Which of the following methods used for conducting primary research gathers information by encouraging the participants to engage in a discussion on a predetermined topic? a. Trend analysis b. Delphi technique c. Focus group d. Interpretative research

Focus group

Which of the following products is typically a wife-dominant purchase? a. Apartment b. Auto Insurance c. Food Processor d. Furniture

Food Processor

Majority of the Hispanic population in the United States originate from _____. a. Brazil b. Peru c. Cuba d. Mexico

Mexico

Which of the following locations would be ideal for a U.S. firm hoping to nearshore its operations? a. Poland b. China c. India d. Mexico

Mexico

_____ are noncommercial Internet versions of forums where people post and read messages on specific topics. a. Cookies b. Podcasts c. JARs d. Newsgroups

Newsgroups

Which of the following is true of the Hispanic population in the United States? a. They have mostly descended from families who have lived in the United States for many generations. b. They tend to be younger than the typical Americans. c. They are a homogenous group. d. They are rising in proportion primarily because of their high birth rate.

They are rising in proportion primarily because of their high birth rate.

_____ is the largest metropolitan area in the world. a. New York b. Tokyo c. Mexico City d. London

Tokyo

The looking-glass self is defined as: a. the objective view of oneself. b. the way an individual thinks others see him or her. c. the way an individual views himself or herself. d. the ideal view one has of oneself.

the way an individual thinks others see him or her.

Psychographic segmentation divides a population into groups based on: a. their use of the product. b. their income and expenditure patterns. c. their geographic location. d. their attitudes, values and lifestyles.

their attitudes, values and lifestyles

Which of the following factors is most likely to have an influence on the choice between primary and secondary data? a. Data source b. Substitutability c. Availability d. Applicability

Applicability

Which of the following racial/ethnic minority groups is an attractive target for marketers because of their fastest-growing income? a. Hispanics b. Native Americans c. African Americans d. Asian Americans

Asian Americans

Which of the following components of B2B market includes all individuals and firms that acquire goods and services to support production of other goods and services? a. Stock exchanges b. Commercial markets c. Governmental organizations d. Financial institutions

Commercial markets

Which of the following is a major ethical issue faced by social media marketers during their marketing campaigns? a. Copyright infringement b. Consumer privacy c. Lack of funding d. Contractual concerns

Consumer privacy

Which of the following is the most commonly used quantitative forecasting technique? a. Trend analysis b. Exponential smoothing c. Test markets d. Survey of buyer intentions

Exponential smoothing

Which of the following is the largest racial/ethnic minority group in the United States? a. African Americans b. Native Americans c. Asian Americans d. Hispanics

Hispanics

Which of the following will be considered as an institutional buyer? a. The Federal Government b. Wholesalers c. Hospitals d. Department of Defense

Hospitals

Which of the following is a limitation of secondary data not found in primary data? a. It is more expensive to collect and analyze than primary data. b. It is not readily accessible for marketers. c. It may not be completely relevant to the specific needs of the marketer. d. It is usually in the form of raw data and hence not reliable.

It may not be completely relevant to the specific needs of the marketer.

Carlos, CEO of Fresh Foods, wants a qualitative forecasting technique that is quick, inexpensive, and can be effectively used to forecast sales in the short run and for new product development. Which of the following techniques will best suit his purpose? a. Delphi technique b. Survey of buyer intentions c. Test markets d. Jury of executive opinion

Jury of executive opinion

Which of the following inventory practices seeks to boost efficiency by cutting inventories to absolute minimum levels? a. Inventory bounce b. Just-in-time policy c. Stock obsolescence d. Perpetual inventory management

Just-in-time policy

Which of the following products is aimed at satisfying the esteem needs of people? a. Basic goods b. Cleaning products c. Auto safety features d. Luxury watch

Luxury watch

Which of the following factors sets the upper limit on demand generated by a particular market segment? a. Market potential of the segment under analysis b. Psychographic characteristics of the population in the segment c. Geographic dispersion of potential customers in the market segment d. Lifestyle characteristics of the population in the segment

Market potential of the segment under analysis

Which of the following serves as a source of internal data for a firm involved in marketing research? a. Syndicated service firm reports b. Marketing cost analysis c. Census data d. Business and trade magazines

Marketing cost analysis

Which of the following terms refers to the process of collecting and using information for marketing decision making? a. Market engineering b. Marketing research c. Market capitalization d. Marketing sampling

Marketing research

_____ are trade sector buyers employed by organizations to secure needed products at the best possible prices. a. Resellers b. Merchandisers c. Category advisors d. Influencers

Merchandisers

Which of the following statements is true regarding micromarketing? a. Micromarketing techniques are mostly used by mass marketers. b. Micromarketing is more narrowly focused than concentrated marketing. c. Micromarketing is also called undifferentiated marketing. d. Micromarketing involves producing a single product and marketing it in the same way to all potential customers.

Micromarketing is more narrowly focused than concentrated marketing.

_____ is an imbalance between a consumer's actual and desired states. a. Need b. Attitude c. Affect d. Equilibrium

Need

_____ refers to a first-time or unique purchase situation that requires considerable effort by decision makers. a. Straight rebuying b. New-task buying c. Primary buying d. Modified rebuying

New-task buying

Which of the following is the final step in the business buying process? a. Selecting an order routine b. Evaluating proposals and selecting suppliers c. Obtaining feedback and evaluating performance d. Acquiring and analyzing proposals

Obtaining feedback and evaluating performance

Which of the following can be categorized as a capital item purchased by organizational buyers? a. Office supplies b. Copy papers c. Production plant d. Machine lubricants

Production plant

Which of the following is a quantitative forecasting method? a. Jury of executive opinion b. Sales force composite technique c. Test market d. Delphi technique

Test market

McBurgers plans to introduce a new line of fish sandwiches to fifteen stores in eastern United States for a six-month period. If the product and promotional efforts behind it are successful, the company may launch them nationwide. What type of research is being conducted to determine potential success? a. Test marketing b. Exploratory research c. Stratified sampling d. Trend analysis

Test marketing

_____ is a marketing research technique that involves introducing a new product in a specific area and then measuring its degree of success. a. Trend analysis b. Concept testing c. Test marketing d. Exponential smoothing

Test marketing

A buying situation in which business purchasers are willing to reevaluate their available options is known as: a. a straight rebuy. b. a modified rebuy. c. new-task buying. d. value engineering.

a modified rebuy.

Adecco systems has a website service which allows the company to interact with its suppliers and share all types of data related to e-marketing. This innovative website can be regarded as: a. a marketing website. b. a private exchange. c. a corporate website. d. an electronic storefront.

a private exchange.

The VALS system will categorize consumers who are influenced by symbols of success as: a. action-motivated consumers. b. achievement-motivated consumers. c. principle-motivated consumers. d. self-expression motivated consumers.

achievement-motivated consumers

An advertisement that creates warm feelings of goodwill toward the advertiser and his products is altering the _____ component of attitude. a. tangible b. behavioral c. traditional d. affective

affective

A shift in cultural values away from accumulating material possessions to spending time with family and friends benefit those who market: a. expensive automobiles. b. luxury cars. c. amusement parks and picnic areas. d. children's designer clothes.

amusement parks and picnic areas.

ReadUp is a social media management software that allows its users to read free books available on the Internet and browse through various articles and international dailies for information. ReadUp can be regarded as a(n) _____. a. social news site b. blogging site c. online forum d. app

app

Snaptell allows shoppers to retrieve more information about products while shopping in brick-and-mortar stores. It is an example of a(n) _____. a. microblog b. social network c. app d. firewall

app

The tagline used by Walmart, "Save money. Live better" is an example of a positioning strategy that is based on _____. a. quality b. attributes c. product users d. competitors

competitor

American Express, a large firm with many financial products, recently introduced two new credit cards designed for very specific markets: The Knot, for engaged couples, and The Nest, for newlyweds. This is an example of _____ marketing. a. undifferentiated b. concentrated c. mass d. societal

concentrated

Goods and services purchased by the ultimate consumer for personal use are called _____ products. a. business b. primary c. consumer d. secondary

consumer

The _____ component of attitude specifically involves tendencies to act in a certain manner. a. cognitive b. affective c. behavioral d. intellectual

behavioral

Seth reads an online tour journal from his favorite musician. With the help of this journal, fans can post comments or occasionally ask questions to the musician. This online journal is an example of a(n): a. blog. b. social network. c. electronic bulletin board. d. newsgroup.

blog.

The single group within society that is most vulnerable to reference group influence is: a. the older consumer who feels somewhat left out of things. b. unmarried women, many of whom feel a need for stability in their lives. c. new immigrants who want to capture the American dream. d. children, who base most of their buying decisions on outside influences.

children, who base most of their buying decisions on outside influences

Praga is an automobile manufacturing company that makes cars. Praga buys steel, aluminum, paints, car engines and other necessary components from various suppliers around the world and assembles them together to make a final product. Praga belongs to the _____ component of the business-to-business market. a. commercial market b. trade industries c. institutions d. governmental organizations

commercial market

Online communities like Internet forums, newsgroups, and social networking sites take advantage of the _____ function of the Internet. a. entertainment b. communication c. information d. comparison

communication

Jason's Foods is a manufacturer of organic food products. The company is planning to market its products through social media sites and has developed effective strategies for the marketing campaign. The marketing team plans to use messages that focus on the health benefits of organic foods in order to generate greater awareness about its products and engage its target audience in the conversation. In doing so, the marketing team of Jason's Foods would be engaging in _____. a. social media monitoring b. content marketing c. behavioral targeting d. social bookmarking

content marketing

The function performed by the gatekeeper in the company buying center is to: a. inform potential suppliers about the required specifications of the product. b. select a supplier and implement the procedures for securing the goods and services. c. choose which goods and services will actually be bought. d. control the information that all buying center members will review.

control the information that all buying center members will review

"On the street" interviews conducted by a broadcaster with anyone who passes by are examples of _____ sampling. a. media b. convenience c. cluster d. stratified

convenience

Japanese automaker, Subaru, generates more than half of its sales in just four states (Alaska, Colorado, Maine, and Washington). These states constitute Subaru's: a. primary market. b. core region. c. secondary market. d. capital region.

core region

While developing a social media marketing campaign, marketers can make it easy for potential customers to participate in the conversation by: a. introducing a wide range of merchandise. b. offering attractive discounts on goods and services. c. creating a specific landing page for the marketing campaign. d. sending frequent mails and updates regarding goods and services to potential customers.

creating a specific landing page for the marketing campaign

As per RoperASW's psychographic consumer segments, the group that seeks education, technology, and knowledge, and where the male-female ratio is roughly equal is called _____. a. devouts b. altruists c. creatives d. strivers

creatives

The broadest environmental determinant of consumer behavior is: a. income or purchasing power. b. educational background. c. culture. d. social status.

culture

A retail chain that sells consumer electronics is developing a website in-house to sell its products online. The company has finalized name, appearance, and purpose of the website. The next step in the website development process is to: a. measure the effectiveness of the website. b. decide on the primary objective of the site. c. connect the site to the Internet by placing the required computer files on the server. d. determine and develop the content of the site.

determine and develop the content of the site

Big Martin Corporation uses its website to target customers and promote its products. Big Martin is engaged in: a. integrated marketing. b. Web services. c. e-marketing. d. online trading.

e-marketing

Specialized online services that center on a specific topic or area of interest, such as white water rafting or stamp collection, are known as: a. electronic bulletin boards. b. podcasts. c. blogs. d. social networks.

electronic bulletin boards

Marketers applying a positioning strategy want to: a. make their product look as much like the market leader as possible. b. emphasize a product's unique advantages and differentiate it from competitors' options. c. identify the different product attributes desired by different market segments. d. target only the loyal users of the product.

emphasize a product's unique advantages and differentiate it from competitors' options.

The process of encoding data for security purposes is called _____. a. authorization b. authentication c. encryption d. randomization

encryption

A manufacturer who produces glass for microwave oven doors, shower enclosures, and patio tabletops is likely to segment his business customers on the basis of: a. geographic locations. b. end-use application. c. demographic characteristics. d. psychographic characteristics.

end-use application

In order for SMM to succeed, the content of its messages must: a. attract venture capitalists. b. include a detailed analysis of competitors' media marketing plans. c. be simple. d. engage the target audience in the conversation.

engage the target audience in the conversation

Secure networks used for e-marketing and accessible through a firm's website by external customers, suppliers, or other authorized users for purposes of collaboration are called: a. cybernets. b. extranets. c. intranets. d. ethernets.

extranets.

The interpersonal influences on consumer behavior include a person's _____. a. attitudes b. perceptions c. family d. self-concept

family

To prevent intrusions, companies install combinations of hardware and software called _____ to keep unauthorized Net users from tapping into private corporate data. a. firewalls b. shopbots c. cookies d. podcasts

firewalls

A firm that divides its customers into homogeneous groups based on their locations is said to be practicing _____ segmentation. a. psychographic b. product-based c. geographic d. demographic

geographic

A _____ role is typically seen in purchase of products such as garden supplies and electronic equipments. a. wife-dominant b. syncratic c. husband-dominant d. autonomic

husband-dominant

A(n) _____ sets the stage for more in-depth research in a marketing research process by further clarifying what researchers need to test. It is a tentative explanation for a specific event. a. sales analysis b. informal investigation c. ethnographic study d. hypothesis

hypothesis

Institutions are a major component of the business market that: a. tend to have greater financial resources than industrial customers. b. consist of wholesalers and retailers, who sell the products they buy to final consumers. c. include wide variety of organizations that often have diverse buying practices. d. acquire products mainly to indirectly support the production of other goods and services.

include wide variety of organizations that often have diverse buying practices.

If the demand for a product stays almost constant throughout an industry regardless of the change in the price of the product, it can be said that the product is experiencing a(n) _____ demand. a. derived b. joint c. volatile d. inelastic

inelastic

Sharon is purchasing a food processor and has done an extensive research on all the models available in the market. She is convinced about a particular product and is trying to finalize a store from where to make the purchase. Sharon is in the _____ stage of consumer decision process. a. purchase decision and purchase act b. search c. postpurchase evaluation d. problem recognition

purchase decision and purchase act

Reference groups have a greater impact on the purchasing decision when the: a. consumer is already established as the opinion leader in the group. b. product is hard to recognize or see by the group. c. purchased product is a commonly used commodity. d. purchase is unique and conspicuous.

purchase is unique and conspicuous

The term _____ is used to describe dot-com retailers without traditional stores or catalogs. a. multichannel b. brick-and-mortar c. high-street d. pure-play

pure-play

Keith is a marketer for Olympus cameras. He arranged for an agreement with a search engine whereby Olympus would pay the search engine for listing its products among the top three results whenever a computer user ran a search for digital cameras. This is an example of: a. integrated marketing. b. active marketing. c. search marketing. d. interactive marketing.

search marketing.

In the VALS system, action-motivated consumers are those who: a. have a set of ideas and morals or principles they live by. b. are influenced by symbols of success. c. seek physical activity, variety, and adventure. d. have high energy level and are eager to buy products.

seek physical activity, variety, and adventure.

The segmentation of B2B marketplace based on how business purchasers will use the product is called: a. segmentation by purchasing category. b. segmentation by customer type. c. segmentation by end-use application. d. segmentation by demographic characteristics.

segmentation by end-use application

According to Maslow, an individual's desire to realize his full potential and find fulfillment by expressing his unique talents and capabilities can be regarded as his _____ needs. a. self-actualization b. physiological c. social d. esteem

self-actualization

The process of applying a series of rewards and reinforcements to permit more complex consumer behavior to evolve is known as ____. a. scaling b. screening c. shaping d. shadowing

shaping

Social media marketing differs from traditional marketing in that social media marketing: a. seeks to control the content and message received by the audience. b. focuses mainly on promoting the company outright, rather than building credibility among customers. c. covers all forms of media including print media and television commercials. d. solicits the audience's participation in the message.

solicits the audience's participation in the message

The relative position of an individual member in a group is called _____. a. dyad b. norm c. status d. stereotype

status

A probability sample constructed so that randomly selected subsamples of different groups are represented in the total sample is known as a(n) _____ sample. a. stratified b. convenience c. exclusive d. quota

stratified

As per the studies conducted by Roper, the segment of customers who value professional and material goals more than other groups is called: a. strivers. b. devouts. c. altruists. d. fun seekers.

strivers

By enabling the coordination of all promotional activities to produce a unified, customer-focused promotional message, e-marketing helps reach consumers through: a. personalization. b. interactive marketing. c. mass marketing. d. integrated marketing.

integrated marketing.

Kurt Lewin's theory of consumer behavior asserts that consumer behavior is a function of personal factors and their interaction with: a. perceptual forces. b. learning. c. innate attitudes. d. interpersonal influences.

interpersonal influences.

Jorge plans to buy a car and discusses the purchase with his parents. Their influence on his buying decision is considered: a. impersonal. b. interpersonal. c. personal. d. institutional.

interpersonal.

A newly married couple is looking to rent an apartment. This decision is most likely to be: a. syncratic. b. made by the husband. c. made by the wife as she will manage the household. d. autocratic.

syncratic

Modified rebuys resemble _____ in consumer markets. a. impulsive buying behavior b. limited problem solving c. extended problem solving d. routinized response behavior

limited problem solving

Entertainment Research Group specializes in rating movie theaters using input from moviegoers. Entertainment Research Group is an example of a: a. contract market research firm. b. computerized data supplier. c. full-service consulting firm. d. limited-service research supplier.

limited-service research supplier

The "empty nest" stage in the family lifecycle includes: a. young unmarried people. b. married couples whose children are living on their own. c. married couples with children in their growing years. d. newly married couples without children.

married couples whose children are living on their own

A person who is in charge of social media analytics is responsible for: a. implementing a company's entire social media program. b. managing external engagement with customers in social media channels. c. measuring the results of the social media marketing effort. d. developing the program necessary to build and assemble the features for social tools such as blogs and communities.

measuring the results of the social media marketing effort.

Marketers can attempt to shape the outcome of the post purchase evaluation by: a. helping consumers to identify potential problems or needs. b. offering personal assistance with any problem experienced with the product. c. attempting to convince consumers that a competing brand does not meet their criteria. d. trying to get consumers to expand their evoked sets to include their product.

offering personal assistance with any problem experienced with the product.

A(n) _____ is a social media platform where users post messages and hold conversations on specified topics. a. social news site b. online forum c. blogging site d. bookmarking site

online forum

Marketing research is most likely to be outsourced if the: a. outside provider is a government agency. b. firm wishes to integrate its core competency with its supplementary divisions. c. outside provider is likely to collect more reliable and accurate information. d. firm decides to expand its market base by introducing a new product or service.

outside provider is likely to collect more reliable and accurate information

Sandra is surfing the Web. After entering a popular site for attorneys, a separate window suddenly appears on the screen promoting a new line of legal software. This is an example of a _____ ad. a. banner b. pop-up c. search marketing d. preroll

pop-up

A(n) _____ is a separate window that appears on a user's screen with an advertising message. a. banner ad b. widget c. pop-up ad d. image ad

pop-up ad

In the context of the sampling process, the universe is also known as the _____. a. stratified group b. population c. cluster d. quota

population

Placing a product at a certain point or location within a market in the minds of prospective buyers is known as _____. a. positioning b. social referencing c. value engineering d. optimizing

positioning

The tagline used by Blue Jet cleaners, "Pay for Performance." is an example of a positioning strategy that is based on _____. a. product homogeneity b. product users c. price/quality d. competitors

price/quality

The information collected for the first time specifically for a marketing research study is called _____ data. a. qualitative b. primary c. processed d. secondary

primary

A _____ is an urbanized county or set of counties with social and economic ties to nearby areas. a. consolidated micropolitan statistical area b. primary metropolitan statistical area c. core based statistical area d. consolidated metropolitan statistical area

primary metropolitan statistical area

It is now possible to enter into legal contracts online, due to the development of: a. the electronic shopping cart. b. the electronic signature. c. cloud computing. d. data scrambling technology.

the electronic signature.

In an SMM plan, _____ refers to a paragraph or two that explains the who, what, when, where, how, and why of the plan, and gives compelling reasons why the plan should be adopted. a. the overview b. the executive summary c. the analysis of the competition d. the body of the plan

the executive summary

One of the reasons cited by the U.S. Department of Commerce for the trend toward smaller households is: a. young people's tendency to marry early. b. the increase in the number of same-sex couples. c. the low cost of living. d. the frequency of divorce.

the frequency of divorce

Engel's laws state that, as household income increases: a. the percentage of income spent on items such as recreation and education increases. b. the percentage of income spent for clothing and household operations increases. c. the percentage of income spent on medical and personal-care decreases. d. the percentage of income spent on food remains constant.

the percentage of income spent on items such as recreation and education increases.

Consumers are more likely to experience cognitive dissonance when: a. the purchase has been made at discount prices. b. the purchase decision has potential economic consequences. c. the purchased product has routine uses. d. the product company offers excellent after-sales service.

the purchase decision has potential economic consequences

The determination of whether pencils are consumer products or business products is based on: a. the purpose for which the pencils are purchased. b. the number of pencils purchased. c. the place where the pencils are purchased. d. the total price paid for the pencils.

the purpose for which the pencils are purchased

In the learning process, reinforcement is: a. the expected change in behavior that results from experience. b. the reduction in drive that results from a proper response. c. an individual's reaction to a set of cues. d. any strong stimulus that impels action.

the reduction in drive that results from a proper response

Five years ago, Joshua spent 28 percent of his $45,000 yearly income on his bachelor apartment. Today, Joshua is earning $60,000 annually. According to Engel's laws, the percentage of income he will spend on his new apartment will be: a. more than 70 percent. b. the same as it was back then -- about 28 percent. c. about 50 percent. d. less than 10 percent.

the same as it was back then -- about 28 percent.

The cohort effect describes: a. why members of the same psychographic group decide to vote the same way and have a lot of similarities in their choices. b. how Generation X uses its financial power to influence product trends, and gets closely followed by the marketers. c. the effect of demographic characteristics in analyzing purchase habits, product usage rates, and brand preference. d. the tendency of members of a generation to be influenced and bound together by events occurring during their key formative years.

the tendency of members of a generation to be influenced and bound together by events occurring during their key formative years.

Web-to-store shoppers are a group of consumers who: a. purchase an item online after having inquired about it by visiting a store. b. purchase the primary item on the Web and go to the store to buy accessories. c. use the Internet as a tool when shopping at brick-and-mortar retailers. d. promote online purchasing of products.

use the Internet as a tool when shopping at brick-and-mortar retailers.

The customers of a nationalized bank recently received emails from a fake ID asking them to make a phone call to a number mentioned in the mail and provide information regarding their account numbers, recent transactions and online passwords. The mail informed them that it was a check being conducted by the bank to update their personal information. This is an example of: a. phishing. b. search marketing. c. vishing. d. data mining.

vishing

The first step in creating an effective website is to: a. create an eye-catching home page. b. establish the layout of the website. c. determine the tools to be used and their graphical content. d. understand the purpose of the site.

understand the purpose of the site

Which of the following product purchases would most likely require a high-involvement decision? a. Shampoo b. Magazine subscription c. Car d. Hair dryer

Car

_____ are determined by occupation, income, education, family background, and residence location. a. Class rankings b. Opinion leaders c. Reference groups d. Subcultures

Class rankings

Jake is determining which customers should be included in a study sample. According to this information, Jack is in which stage of the marketing research process? a. Formulating a hypothesis b. Collecting data c. Creating a research design d. Defining a problem

Creating a research design

_____ is the process of searching through computerized information files to detect patterns that guide decision making. a. Sales forecasting b. Data mining c. Exploratory research d. Ethnographic research

Data mining

Which of the following buying center participants chooses a good or service, although another person may have the formal authority to complete the sale? a. Decider b. Gatekeeper c. Boundary spanner d. Influencer

Decider

Which of the following is a qualitative sales forecasting technique? a. Test markets b. Delphi technique c. Exponential smoothing d. Trend analysis

Delphi technique

Which of the following factors falls under the resource dimension of the VALS system? a. Social attitudes b. Primary motivation c. Eagerness to buy d. Political views

Eagerness to buy

Which of the following is a core value emphasized by the American culture? a. Collectivism b. High power distance c. Aversion to consumerism d. Efficiency

Efficiency

Which of the following terms refers to a company website that sells products to customers? a. Information kiosk b. Corporate website c. Online community d. Electronic storefront

Electronic storefront

Which of the following best describes the function of social media tools? a. Allowing users to build, integrate, or facilitate an online community b. Enabling users to communicate with each other online c. Acting as a home base for online communities d. Allowing marketers to track, measure, and interpret data related to users' social media marketing initiatives

Enabling users to communicate with each other online

"The Millennial Generation" is also known as _____. a. the Baby Boomers generation b. Generation Next c. Generation X d. the Tweens generation

Generation Next

The group born between 1968 and 1979, now generally in their early 30s to early 40s, often are referred to as _____. a. Baby boomers b. teenagers c. seniors d. Generation X

Generation X

How is online marketing different from e-marketing? a. Online marketing encompasses financial transactions in addition to promotion of sales, as opposed to e-marketing. b. Online marketing is applicable to both goods and services, while e-marketing is for goods alone. c. Online marketing is limited to interactive computer systems, while e-marketing encompasses technologies not involving computers. d. Online marketing is suited for geographically smaller regions, while e-marketing provides the benefits of a truly global reach.

Online marketing is limited to interactive computer systems, while e-marketing encompasses technologies not involving computers.

Electronic data interchanges, once limited by operating system incompatibility, have found new life due to: a. Web services using open-source XML. b. open-source operating systems. c. use of secure virtual private networks. d. uniform OS programming practices.

Web services using open-source XML.

_____ are tiny interactive applications that Internet users can copy and add to their own pages to play music, video, or slide shows. a. Widgets b. Interstitials c. Podcasts d. Plug-ins

Widgets

_____ roles are mostly seen in households with two wage earners while making purchase decisions. a. Syncratic b. Husband-dominated c. Wife-dominated d. Dictatorial

Wife-dominated

Which of the following the earliest method used for gathering marketing information? a. Written testimonials received from purchasers of a firm's products b. Email surveys conducted by research professionals c. Telephone surveys conducted to assess household preferences d. Delphi technique

Written testimonials received from purchasers of a firm's products

As per the psychographic profiles identified by Roper, customers who value duty and tradition are called _____. a. intimates b. altruists c. devouts d. fun seekers

devouts

Walmart is evaluating its performance records of the previous years that are stored in its database. In addition to this, the company is also evaluating its previous year invoices. This evaluation process carried out by firms is called _____. a. sales analysis b. financial iteration c. market capitalization d. interpretative research

sales analysis

Which of the following is the most essential requirement for developing the best strategies for a social media marketing campaign? a. An interactive media channel b. An innovative product c. A thorough understanding of the target audience d. A thorough analysis of the competitors' media presence

A thorough understanding of the target audience

Rigala.com is an online shopping store that sells a wide variety of products. The company saves the shipping information of customers when they place orders to save time during future purchases. The company sends an email to the customer after the purchase of the product and provides a tracking number that allows them to track their order. All these strategies have helped the company to increase the sale of their products online. Which of the following features of online shopping is attracting consumers to the website in the above scenario? a. Access and Convenience b. Competitive pricing c. Security d. Personalized service

Access and Convenience

Which of the following is a psychographic category created by the VALS system that categorizes consumers by characteristics that correlate with purchase behavior? a. Altruists b. Achievers c. Intimates d. Devouts

Achievers

_____ are goods and services purchased for use either directly or indirectly in the production of other goods and services for resale. a. Impulse goods b. Shopping goods c. Business products d. Unsought products

Business products

_____ e-marketing is the use of Internet for business transactions between organizations. a. Societal b. Differentiated c. Business-to-business d. Consumer centered

Business-to-business

Which of the following is the most popular web function? a. E-business b. Entertainment c. Communication d. Research

Communication

The Metrics Group is a firm that helps companies improve the performance of their websites. The firm rates the effectiveness of the website based on the percentage of website visitors making purchases through the site. Which of the following measures is being used by the firm while assessing the effectiveness of the websites? a. Click-through rate b. Brand awareness c. Conversion rate d. Customer engagement

Conversion rate

_____ are software used by online companies to automatically collect data from Internet browsers in order to track their customers' shopping and viewing habits. a. JARs b. Cookies c. Embedded systems d. Pop-ups

Cookies

The _____ is a qualitative sales forecasting method that gathers and redistributes several rounds of anonymous forecasts until the participants reach a consensus. a. survey of buyer intentions b. sales force composite c. Delphi technique d. exponential smoothing

Delphi technique

Which of the following is a qualitative forecasting technique that seeks opinions from experts outside the firm, like university researchers and scientists, rather than relying completely on company executives? a. Jury of executive opinion b. Exponential smoothing c. Delphi technique d. Sales force composite technique

Delphi technique

_____ defines consumer groups according to variables such as gender, age, income, occupation, education, sexual orientation, household size, and stage in the family lifecycle. a. Geographic segmentation b. End-use segmentation c. Product-based segmentation d. Demographic segmentation

Demographic segmentation

_____ describes the wide range of transactions taking place via Internet applications such as email and virtual shopping carts. a. Webonomics b. E-business c. Web servicing d. Digital transcription

E-business

_____ is a Web-based system that enables all types of organizations to improve the efficiency of their bidding and purchasing processes. a. Private exchange b. Electronic data interchange c. Extranet d. E-procurement

E-procurement

Which of the following is one of the top products sold online? a. Event tickets b. Food items c. Clothes d. Books

Event tickets

Which of the following is a unique feature of social media marketing? a. It is limited by geographical boundaries. b. It creates ways for customers to engage in conversations with each other and the organization. c. It seeks to control the content and message received by the audience. d. It mainly focuses on promoting the company outright rather than focusing on the audience.

It creates ways for customers to engage in conversations with each other and the organization

Which of the following is true about a social media marketing plan? a. It is never documented in writing. b. It identifies and describes methods for monitoring, measuring, and managing the SMM effort. c. It shares no common element with a traditional marketing plan. d. It precludes an analysis of the competition.

It identifies and describes methods for monitoring, measuring, and managing the SMM effort

Which of the following is true regarding leasing needed products from other organizations? a. It requires a high level of capital commitment. b. It increases the sunk costs incurred by a firm. c. It provides flexibility for a growing business allowing it to easily upgrade when needed. d. It makes it difficult for a firm to customize the product according to their needs.

It provides flexibility for a growing business allowing it to easily upgrade when needed.

Which of the following can be categorized under the cognitive component of an attitude? a. Buying behaviors b. Emotional reactions c. Knowledge of the product d. Value placed upon the product

Knowledge of the product

Which of the following is an example of a bookmarking site? a. PistonHeads.com, that allows users to share information related to automotive industry and also buy/sell cars. b. Linkswarm.com, that allows users to save, organize, and manage links to their favorite websites c. LiveJournal.com, that allows users to write articles on their experiences and favorite topics and share it with other users. d. NowPublic.com, that allows users to post news articles and videos.

Linkswarm.com, that allows users to save, organize, and manage links to their favorite websites

Virtue.com, a women's clothing brand that sells its products online intends to automatically collect data from Internet browsers to track the customer's preferences. These data will help the company to improve its website to provide better search results and also to target its ads well. Which of the following types of software can be used by the company to collect customer information? a. Firewall b. Spyware c. Shopbot d. RSS

Spyware

Which of the following is a low-involvement product? a. Cars b. Laptops c. Stationery d. Jewelry

Stationery

Which of the following is a probability sample? a. Stratified sample b. Quota sample c. Convenience sample d. Accidental sample

Stratified sample

A consumer goods company involved in marketing research is trying to obtain information regarding the target market's ability to purchase. Which of the following data sources can provide the relevant information to the company? a. the U.S. Governors' Handbook on Effective Buying Income. b. Country and City Data Book published by the federal government c. Thomson Gale's Encyclopedia of Associations. d. Survey of Buying Power and Media Markets published by Sales and marketing management

Survey of Buying Power and Media Markets published by Sales and marketing management

Which of the following qualitative forecasting techniques is useful in predicting short-term and intermediate sales for firms that serve selected customers? a. Delphi technique b. Survey of buyer intentions c. Trend analysis d. Sales force composite technique

Survey of buyer intentions

The U.S. database that combines features such as railroads, highways, and rivers with census data such as household income is called: a. AEGIS (American Exploratory Geographic Information Systems). b. PoLeCAT (Population Legally Counted and Typologized). c. TIGER (Topographically Integrated Geographic Encoding and Referencing). d. ZEBRA (Zoned Environment Business Report Activities).

TIGER (Topographically Integrated Geographic Encoding and Referencing).

Which of the following is a quantitative forecasting techniques that is frequently used by planners to assess consumer responses to new-product offerings? a. Survey of buyer intentions b. Exponential smoothing c. Test markets d. Sales force composite technique

Test markets

Which of the following is true of culture in the United States today? a. The basic core values in the American society have changed to collectivism and spirituality. b. The American culture still emphasizes the importance of family and home life despite changes in the family structures over the years. c. The marketing strategies that are successful in one state can be extended to other states as well due to lack of diversity among different American states. d. The U.S. culture is composed of relatively few subcultures compared to other developed nations.

The American culture still emphasizes the importance of family and home life despite changes in the family structures over the years.

MarkPro Solutions is developing a social media marketing plan for an automobile company in order to help it market its products through social networking sites. MarkPro Solutions has designed a marketing campaign, and is currently in the process of documenting the goals and strategies of the plan together with the implementation and monitoring methods. Which of the following sections of the SMM plan is being developed by MarkPro Solutions in the above scenario? a. The overview of the plan b. The competitive analysis c. The body of the plan d. The executive summary

The body of the plan

Which of the following is true of focus groups used by marketers to gather primary data? a. They elicit information from the customers through a question-and-answer format. b. They allow participants to respond at their leisure. c. They are typically used for measuring the success of a new product introduced in a specific area. d. They are valuable tool for exploratory research and development of new product ideas.

They are valuable tool for exploratory research and development of new product ideas

Which of the following is the reference book that can help marketers track down trade organizations that may have data pertinent to their company? a. The U.S. Government's Survey of Current Business. b. Who's Who in American Industry. c. Thomson Gale's Encyclopedia of Associations. d. Catalog of U.S Government Publications.

Thomson Gale's Encyclopedia of Associations

Which of the following is most likely to break through a person's perceptual screen? a. Unique packaging b. Black-and-white classified ad c. Simple message, simple background d. Fewer colors used in an ad

Unique packaging

When a business purchaser reorders a product that has performed satisfactorily in the past without assessing competing options, the buying situation is called: a. a straight rebuy. b. new-task buying. c. value engineering. d. a modified rebuy.

a straight rebuy

A _____ is a trade industry vendor who develops a comprehensive procurement plan for a retail buyer. a. category captain b. merchandiser c. boundary spanner d. gatekeeper

category captain

Sparks, a manufacturer of smartphones and tablets, is currently gathering information on demographics in order to pinpoint the audience for its social media marketing campaign. In other words, Sparks is collecting information on: a. the social media platforms and tools used by its competitors and their overall effectiveness. b. what potential customers need or want c. which of its products and social media will meet the needs and wants of a particular group of people. d. characteristics such as age, gender, geographic location, income, ethnicity, and marital status of a target group.

characteristics such as age, gender, geographic location, income, ethnicity, and marital status of a target group.

LuLuLemon Athletica, which specializes in athletic wear for women, recently launched a website featuring Ivivva, a new line of athletic and dance clothing for girls. Based on the information given in this example, LuLuLemon Athletica is using _____ segmentation to segment its markets. a. geographic b. psychographic c. demographic d. core based

demographic

Socioeconomic market segmentation is another name for _____ segmentation. a. product-related b. demographic c. psychographic d. geographic

demographic

The most common method of market segmentation is: a. product based segmentation. b. demographic segmentation. c. economic segmentation. d. psychographic segmentation.

demographic segmentation

The strategic process of creating, distributing, promoting, and pricing goods and services to a target market over the Internet or through digital tools is called: a. electronic marketing. b. online trading. c. digital servicing. d. Web economics.

electronic marketing

Simply-Fyde Shopping's website has an online catalog with the details of the products on offer. When customers pick their choices from the list, the items are automatically populated into a(n): a. online trading database. b. electronic shopping cart. c. point-of-sale system. d. Web browser.

electronic shopping cart.

Noe's Gifts is a gift and accessories retail chain. The company has a website that allows customers not only to buy products online, but also provides information regarding the various offers available, gifting ideas and other information related to the products. The website also provides an opportunity to the consumers to provide feedback on the products and services the company offers. This type of website used by a company to sell its products to consumers is called a(n): a. extranet. b. private exchange. c. electronic storefront. d. electronic exchange.

electronic storefront.

The introduction of a new brand into an array of familiar brands for which a consumer has previously set evaluative criteria may create the need for: a. limited problem solving. b. extended problem solving. c. routinized problem solving. d. intensive problem solving.

limited problem solving.

Places where more than half the population is a single racial or ethnic group other than non-Hispanic white are called as _____. a. minority counties b. majority-minority counties c. majority counties d. native-majority counties

majority-minority counties

Autonomic role in decision making differs from syncratic role as autonomic role: a. occurs when the husband makes most of the purchase decisions. b. occurs when the partners independently make equal number of purchase decisions. c. occurs when the wife is allowed to make certain purchase decisions independently. d. occurs when both the partners jointly make purchase decisions.

occurs when the partners independently make equal number of purchase decisions.

Starbucks marketing itself as "Premium coffee" is an example of a positioning strategy that is based on _____. a. product class b. product users c. product life cycle stage d. product homogeneity

product class

A _____ sample is a nonprobability sample divided to maintain the proportion of certain characteristics among different segments or groups seen in the population as a whole. a. simple random b. cluster c. quota d. convenience

quota

Peoples' perception of an object or event results from an interaction between their: a. likes and dislikes. b. emotions and thoughts. c. stimulus factors and individual factors. d. needs and wants.

stimulus factors and individual factors.

_____ are strip messages placed in high-visibility areas of frequently visited websites. a. Pop-up ads b. Banner ads c. Interstitial ads d. Engagement ads

Banner ads

Which of the following changes in the family lifecycle behavior is noted by researchers in the past decade? a. Young unmarried people buying new homes and expensive furnishings b. Newly married people cooking almost every meal at home instead of dining out c. "Boomerang" children returning home, sometimes with their own families d. Parents with a second or subsequent child buying new sets of cribs, changing tables, and so forth

"Boomerang" children returning home, sometimes with their own families

An accidental sample is also known as a _____ sample. a. simple random b. convenience c. stratified d. cluster

convenience

LifeCare, a group of hospitals, is looking to buy new medical equipments for its hospitals. The company decides to look for various options available in the market rather than buying from their usual supplier, as they wanted new sophisticated features in the products. This buying situation in which the purchaser is willing to reevaluate its available options is an example of _____. a. straight rebuy b. business process reengineering c. modified rebuy d. cross-docking

modified rebuy

Menhir Systems, an information technology company in Germany has moved its customer service and accounting operations to Austria to take advantage of the low labor costs. Also the closeness in geography and cultural values is an added advantage in choosing Austria for these operations. Menhir Systems is engaging in _____. a. nearshoring b. inshoring c. leasing d. sole sourcing

nearshoring

A company that chooses to focus its efforts on satisfying only one market segment for profit is using a(n) _____ strategy. a. niche marketing b. societal marketing c. undifferentiated marketing d. mass marketing

niche marketing

When groups establish values and behaviors they deem appropriate for their members, those values and behaviors are called group _____. a. cliques b. norms c. dyads d. shifts

norms

The evaluative criteria used by consumers in the decision-making process may be: a. set aside if the consumer finds a better means of making the purchase decision. b. used to identify alternative brands for consideration and possible purchase. c. invoked during the first stage of the consumer decision process. d. objective facts or subjective opinions about the alternatives.

objective facts or subjective opinions about the alternatives

Erica is a marketing researcher involved in improving retail store layouts. Erica would like to know the order in which the various types of products are purchased by the customers. Erica also wants to find out what type of assistance is required by the customers while purchasing products. The best method for Erica to collect this data would be by: a. observation. b. telephonic surveys. c. voluntary mail-back questionnaires. d. Delphi technique.

observation.

DigiSmart, a manufacturer of electronic goods in Canada, has moved its manufacturing operations to Costa Rica. This move has helped the company to reduce their production costs and also allowed them to focus on the product design and research activities that lead to new products. The movement of business in this case is an example of _____. a. leasing b. offshoring c. inshoring d. global integration

offshoring

Sharon Rice is part of a team that handles the social media marketing campaign of a company. She is responsible for managing external engagement with customers in social media channels such as Facebook, Twitter, and other blogging sites. Sharon can be regarded as a(n) _____. a. social media designer b. social media developer c. brand manager d. online community manager

online community manager

AlphaDevelopers.com is a website that provides a platform for users to post general information on mobile phones, tablets, and other electronic devices. The users can rate the devices and also answer queries from other users. AlphaDevelopers.com is an example of a(n) _____. a. blogging site b. social networking site c. social news site d. online forum

online forum

The practice of using outside vendors to provide goods and services that were formerly produced in-house is known as _____. a. outsourcing b. sole sourcing c. supply chain inversion d. leasing

outsourcing

Which of the following was one of the early online offerings? a. Food products b. Luxury clothing c. Airline tickets d. Financial services

Airline tickets

Which of the psychographic consumer segments identified by Roper, emphasizes social issues and societal well-being? a. Devouts b. Altruists c. Intimates d. Creatives

Altruists

Which of the following can be categorized as a social media tool? a. A social news site b. A social networking site c. An app d. An online forum

An app

Which of the following scenarios best illustrates reinforcement in purchasing decisions? a. A chef purchases mushrooms for a second time from a wholesaler, even though the first order was disappointing. b. An appliance distributor replaces a dishwasher free of charge and provides excellent after-sales service. c. A needle on the gas gauge signals a driver to pull into a gas station. d. The smell of hot dogs at a ballpark induces an obese man to order "a dog with everything on it."

An appliance distributor replaces a dishwasher free of charge and provides excellent after-sales service.

If 'B' represents consumer behavior, 'I' represents interpersonal influences, 'P' represents personal influences, and 'E' represents pressures exerted by outside environmental forces, Kurt Lewin's statement, rewritten to apply to consumer behavior, states that: a. B = f (I,P). b. P = f (B,P). c. B = (I,E). d. P = (I,E).

B = f (I,P).

Which of the following statements about B2C e-marketing is true? a. B2C e-business involves online sale of services as much as physical goods. b. B2C transactions account for most of the e-marketing activity. c. B2C e-marketing facilitates transactions between organizations. d. Service providers prefer the B2B model to B2C as there is not enough scope for service transactions in B2C e-business.

B2C e-business involves online sale of services as much as physical goods

_____are those born between 1946 and 1964 and are a popular segment to target because of their numbers and income levels. a. Baby boomers b. Generation X c. Generation Y d. Tweens

Baby boomers

Which of the following is the most common form of Internet advertising? a. Preroll video ad b. Pop-up ad c. Search marketing d. Banner ad

Banner ad

Which of the following social media platforms gives users a place to save, organize or manage links to websites or other Internet resources? a. Social news site b. Social networking site c. Bookmarking site d. Blogging site

Bookmarking site

Which of the following is most likely to help marketers to segment organizational buyers by purchase categories? a. Business process reengineering b. Value engineering c. Management by objectives d. Customer relationship management

Customer relationship management

_____ is a combination of strategies and tools that drives relationship programs, reorienting the entire organization to a concentrated focus on satisfying buyers. a. Data warehousing b. Business process reengineering c. Value engineering d. Customer relationship management

Customer relationship management

Delhaise, a leading service provider in hospitality industry, segments its business clients based on the services required by them, in order to meet their specific requirements. They modify their services based on the needs of the clients. Which of the following segmentation approaches is being employed by Delhaise? a. End-use application segmentation b. Customer-based segmentation c. Geographic segmentation d. Demographic segmentation

Customer-based segmentation

_____ is an accounting term that refers to charging a portion of a capital item's cost as a deduction against the company's annual revenue for purposes of determining its net income. a. Valuation b. Depreciation c. Accretion d. Depletion

Depreciation

Which stage of the organizational buying process involves establishing specifications for a needed product? a. Recognizing a need b. Describing characteristics of a needed product c. Qualifying potential vendors d. Selecting an order routine

Describing characteristics of a needed product

Which of the following is most likely to be the reason behind why business purchasers shift from straight rebuy to modified rebuy? a. In order to comply with the Sarbanes-Oxley Act b. In order to purchase a new product for the first time c. Change in the organizational hierarchy d. Deterioration in supplier service or delivery

Deterioration in supplier service or delivery

Which of the following phases in the development of a social media marketing campaign involves the selection of social media platforms and social media tools to be used to reach the target audience? a. Setting goals b. Developing strategies and choosing tactics c. Producing content d. Implementing the plan

Developing strategies and choosing tactics

Which of the following statements is true of differentiated marketing? a. A company practicing differentiated marketing attempts to satisfy everyone in the market with one standard product. b. As compared o undifferentiated marketing, differentiated marketing leads to lower inventory and promotional cost. c. Differentiated marketing approach can appeal to a small company that lacks the financial resources of its competitors. d. Differentiated marketing helps a company to diversify and reach new customers.

Differentiated marketing helps a company to diversify and reach new customers.

Which of the following measures is taken by Internet companies to indicate their promise to disclose how they collect personal data and what they do with the customer information? a. Installing software tools such as spyware when users log onto their websites b. Issuing third party cookies to anonymously track user activity c. Using behavioral targeting practices to improve customer privacy d. Displaying the TRUSTe logo on their websites

Displaying the TRUSTe logo on their websites

Which of the following stages of the organizational buying process involves comparing vendors' proposals? a. Searching for potential sources b. Acquiring and analyzing proposals c. Recognizing and determining the characteristics of a need d. Evaluating proposals and selecting suppliers

Evaluating proposals and selecting suppliers

Which of the following is most likely to be a logical starting point in identifying the marketing problem? a. Ascertaining the budget and logistical limits that the problem warrants b. Determining the computational scope of the problem c. Evaluating the firm's target market and marketing mix elements d. Simulating a market research based on formulated hypotheses

Evaluating the firm's target market and marketing mix elements

_____ is a quantitative forecasting technique that assigns weights to historical sales data, giving the greatest weight to the most recent data. a. Delphi technique b. Test Market c. Exponential smoothing d. Jury of executive opinion

Exponential smoothing

Trevor Miguel, a Mexican national, is relocating to America. He is in search of a house and is following up closely with the realtor and his agents. Trevor would be involved in which of the consumer problem-solving behaviors? a. Routinized response behavior b. Variety-seeking buying behavior c. Extended problem solving d. Limited problem solving

Extended problem solving

Which of the following buying behaviors in the consumer markets is similar to new-task buying in business markets? a. Impulsive buying behavior b. Limited problem solving c. Extended problem solving d. Routinized response behavior

Extended problem solving

_____ remains the most common method for conducting primary research outside the United States. a. Telephonic interviews b. Face-to-face interviewing c. Controlled experimentation d. Mail surveys

Face-to-face interviewing

CoreLogix Inc., has segmented the market as per product usage rates. They have also developed the relevant profile for each of their segments. What would be the next logical step for them in this process of segmentation? a. Commit resources in developing one or more segments b. Forecast market potential c. Forecast probable market share d. Design specific marketing strategy

Forecast market potential

Which of the following is one of the distinct characteristics that differentiates buying centers in foreign companies from those in the U.S. companies? a. In U.S. companies, the participants in the buying centers have more trouble identifying deciders than foreign marketers do. b. Foreign buying centers often include more participants than those involved in U.S. buying centers. c. U.S. buying centers have a more streamlined approach to organizational buying than foreign buying centers. d. Foreign buying centers usually involve separate individuals as gatekeeper and influencer, while U.S. firms usually have the same person performing the roles of influencer and gatekeeper.

Foreign buying centers often include more participants than those involved in U.S. buying centers.

_____ are computer systems that help marketers analyze marketing information by assembling, storing, manipulating, and displaying data by their location. a. Core based information systems b. Inertial navigation systems (INS) c. Geographic information systems (GIS) d. Advanced navigation assessment systems

Geographic information systems (GIS)

Which of the following terms refers to an advantage brought about by the advent of the Internet as a shopping medium by eliminating the geographic protections and limitations of local business and by giving smaller firms a wider audience? a. Personalization b. Digital tooling c. Interactivity d. Global reach

Global reach

Which of the following is one of the four major categories that define the business market? a. Stock exchanges b. Governmental organizations c. Labor unions d. Lobbying groups

Governmental organizations

The purchase of which of the following products will follow a syncratic pattern? a. Health insurance b. Shampoo c. Lawnmower d. Children's clothes

Health insurance

Which of the following service sectors was newly created by the NAICS to better reflect the economy of the 21st century? a. Healthcare and social assistance b. Finance, insurance, and real-estate services c. Public administration d. Wholesale and retail trade

Healthcare and social assistance

Once marketers answer the question of who they are trying to reach by targeting their audience, they ask a second vital question in social media marketing: a. "What is the goal of the campaign?" b. "How do we engage the audience in a conversation?" c. "How do we identify the needs or wants of our potential customers?" d. "How do we create content with the firm's goals and strategies in mind?"

How do we engage the audience in a conversation?"

Which of the following changes is seen as a result of a rise in households with only one person? a. Increase in apartment building developments b. Decrease in the average size of new cars c. Decrease in the marketing of vacations d. Increase in single-serve food products

Increase in single-serve food products

Which of the following can be regarded as external data? a. Sales force activity reports compiled by the sales manager b. Accounting data obtained from the financial statements c. Information obtained from a syndicated research service d. Product performance reviews made by the engineering department

Information obtained from a syndicated research service

Which of the following methods involves observing a customer or group of customers in their natural settings and then evaluating their behavior based on an understanding of social and cultural characteristics of that setting? a. Test marketing b. Interpretative research c. Controlled experiment d. Focus group

Interpretative research

TechnoMarket, a retailer of consumer electronics, has its branches worldwide in around 25 countries. The company is looking for a website that will allow it to communicate with its employees worldwide. The website should also enable the employees to access details regarding the new products, their functionality, and their availability in the store. Which of the following will best suit this purpose? a. Private exchange b. Extranet c. Electronic storefront d. Intranet

Intranet

Which of the following statements is true regarding online surveys? a. It allows researchers to establish rapport with the respondents and explain confusing or vague questions. b. It allows participants to respond at their leisure. c. It is a highly time consuming method. d. It is more intrusive than telephone surveys.

It allows participants to respond at their leisure.

Which of the following is a limitation of trend analysis? a. It is expensive and time consuming. b. It can communicate marketing plans to the competitors before the firm introduces a product to the total market. c. It is unable to make reliable forecasts during periods of steady growth and stable demand. d. It assumes that the future events will continue in the same manner as the past.

It assumes that the future events will continue in the same manner as the past.

Which of the following is true of B2B E-marketing? a. It cannot be used to provide detailed product descriptions. b. It can help slash order-processing expenses. c. It is a minor part of the e-business activity and typically involves less steps compared to consumer purchases. d. It is not a very attractive option for buying and selling as more errors occur when orders are placed over the Internet.

It can help slash order-processing expenses

Which of the following is true with regard to managing a social media marketing campaign? a. It does not require a flexible approach. b. It does not require familiarity with, or knowledge about the company's brand. c. It requires knowledge of the benefits and drawbacks of the different social media platforms. d. It is damaging for a firm involved in managing a potential social media crisis to be transparent.

It requires knowledge of the benefits and drawbacks of the different social media platforms.

Which of the following is true of secondary data used in marketing research? a. It is the data collected for a specific market study. b. It provides richer and more detailed information compared to primary data. c. It is usually collected and compiled by the investigator conducting the study. d. It requires less time and is less expensive to gather.

It requires less time and is less expensive to gather.

Which of the following is a possible disadvantage of outsourcing? a. It increases the expenses incurred by the company to remain competitive in the market. b. It compromises on the quality and speed of production. c. It slows down the company's efforts in bringing new products to market. d. It is not suitable for jobs such as human resources and accounting.

It slows down the company's efforts in bringing new products to market.

The system for grouping businesses that grew out of the NAFTA accord is known as the: a. Standard Industrial Classification System. b. Industrial Data Records System. c. International Organization for Standardization of Business. d. North American Industry Classification System.

North American Industry Classification System.

_____ involves movement of high-wage jobs from one country to lower-cost overseas locations. a. Insourcing b. Value engineering c. Offshoring d. Leasing

Offshoring

Which of the following is most likely to be a reason why consumers prefer shopping online? a. Only online purchases offer reduced rates to customers on branded credit cards. b. E-marketers offer better warranties on products compared to brick and mortar retailers. c. Products that are purchased online are delivered free of cost whereas brick and mortar stores charge customers for delivering goods to their door steps. d. Online stores allow customers to compare prices and features at their leisure.

Online stores allow customers to compare prices and features at their leisure

Which of the following data collection methods is considered as the best means for obtaining detailed information about consumers? a. Telephone interviews b. Focus groups c. Mail surveys d. Personal interviews

Personal interviews

Which of the following statements is true regarding the nature of the business market? a. Distribution channels for business products are significantly longer than those for consumer products. b. As compared to business markets, customer relationships in consumer markets tend to last for longer duration. c. Personal selling plays a bigger role in business markets than in consumer markets. d. As compared to consumer markets, purchase decisions in business markets are relatively simple because of relatively less number of decision makers.

Personal selling plays a bigger role in business markets than in consumer markets.

Which of the following segmentation approaches is most likely to help marketers quantify aspects of consumers' personalities and lifestyles to create goods and services for a target market? a. Psychographic segmentation b. Demographic segmentation c. Geographic segmentation d. Product-based segmentation

Psychographic segmentation

Which of the following statements is true regarding the influence of organizational factors on purchasing decisions? a. Centralized buying tends to emphasize short-term results. b. Personal selling skills and user preferences carry more weight in decentralized purchasing situations. c. Consolidating vendor relationships increases the company's overall expenses. d. Decentralized buying focuses more on long-term relationships with suppliers.

Personal selling skills and user preferences carry more weight in decentralized purchasing situations.

At which stage of the consumer decision-making process is cognitive dissonance most likely to occur? a. Search b. Evaluation c. Purchase decision and purchase act d. Post purchase evaluation

Post purchase evaluation

TecMag is a technology firm that builds computer systems and other related components. TecMag sources its raw materials from various manufacturing firms and is looking for a website that can help in effectively placing orders with the manufacturers online, and also in tracking the order. Which of the following websites can help TecMag accomplish this task efficiently? a. Social website b. Intranet c. Private exchange d. Corporate website

Private exchange

In which of the following steps of the consumer decision-making process does the marketer try to help prospective buyers identify and identify potential needs? a. Search b. Problem or opportunity recognition c. Evaluation of alternatives d. Postpurchase evaluation

Problem or opportunity recognition

Which of the following measures, when adopted, will help an online retailer to build customers' trust? a. Using third party cookies issued by Web servers b. Use of behavioral targeting to research customer preferences c. Installing spyware on Web browsers d. Prominently displaying a privacy policy

Prominently displaying a privacy policy

Which of the following is one of the industry categories created by the Standard Industrial Classification system? a. Health care and social assistance b. Professional, scientific, and technical services c. Information services d. Public administration

Public administration

Stinson's, a chain of luxury department stores, uses a unique two-dimensional code on pamphlets and brochures that can be read by mobile phones with cameras. These codes provide detailed information regarding the products available in the store along with their prices. Which of the following are being used by Stinson's in the above scenario? a. Apps b. Fact Tags c. QR codes d. Social networks

QR codes

In which of the following nonprobability samples, the participants that are to be included in the study are handpicked by the researchers? a. Cluster sample b. Quota Sample c. Stratified sample d. Simple random sample

Quota Sample

A firm has decided to purchase hybrid delivery vehicles in response to rising gasoline prices. Which step in the business buying process does this illustrate? a. Determining the characteristics of the needed product b. Recognizing a problem or opportunity c. Searching for qualified sources d. Evaluating proposals and selecting suppliers

Recognizing a problem or opportunity

Which of the following actions is shaped by the effective application of learning theory within the marketing strategy context? a. Repeat purchase behavior b. Impulse buying behavior c. Cognitive dissonance d. Domino effect

Repeat purchase behavior

Which of the following consumer problem-solving behaviors requires the least effort? a. Extended problem solving b. Limited problem solving c. Routinized response behavior d. Variety seeking buying behavior

Routinized response behavior

_____ is a technology that secures a website by encrypting information and providing authentication. a. SMTP b. HTTP c. SSL d. TCP/IP

SSL

Be Wise is an insurance firm that helps people save money for retirement and health purposes. It markets its health and life insurance products with a tag line "save for future." Be Wise is trying to address which of the following needs in the Maslow's hierarchy of needs? a. Esteem needs b. Safety needs c. Physiological needs d. Social needs

Safety needs

Helene made sure that her company car was equipped with OnStar devices in case she ever has car trouble or gets lost while traveling between appointments. Which level of Maslow's hierarchy of needs is Helene addressing? a. Social needs b. Safety needs c. Esteem needs d. Self-actualization needs

Safety needs

Which of the following forecasting techniques develops forecasts based on the belief that organization members closest to the marketplace offer the best insights concerning short-term future sales? a. Sales force composite technique b. Delphi technique c. Survey of buyer intentions d. Exponential smoothing technique

Sales force composite technique

_____ involves paying search engines, such as Google, a fee to make sure the company's listing appears toward the top of the search results. a. Search engine optimization b. Page ranking c. Search marketing d. Contextual advertising

Search marketing

Adam, a purchasing agent for an automobile manufacturer, is making a list of payroll services suppliers available in the market. In which stage of the organizational buying process is Adam? a. Recognizing a problem or opportunity b. Determining the characteristics and quantity of the needed service c. Describing the characteristics of the needed service d. Searching for and qualifying potential sources

Searching for and qualifying potential sources

Zardo, Inc. divides its customers into the following categories: manufacturers, retailers, government agencies, and not-for-profit institutions. Which of the following types of segmentations is being used by Zardo? a. Segmentation by end-use application b. Segmentation by customer type c. Segmentation by demographic characteristics d. Segmentation by purchase categories

Segmentation by customer type

Horch is the biggest manufacturer of consumer goods in Germany. The company segments its business customers into new and existing customer groups based on the stage of relationship between the company and the customer. This helps the company to develop different strategies for newly acquired customers and the existing customers, who are interested in making repeat purchases. Which of the following segmentation approaches is being used by Horch in the above scenario? a. Segmentation by customer type b. Segmentation by purchase categories c. Segmentation by end-use application d. Segmentation by demographic characteristics

Segmentation by purchase categories

Which of the following statements reflects Carla's interpersonal determinants concerning her purchase of an Apple computer? a. She believes you get what you pay for when purchasing products. b. She perceives that Apple offers the best customer service though her family and friends do not share this opinion. c. She makes purchases to satisfy the expectations of her family members who insist on buying Apple products. d. She identifies with the brand and periodically purchases new Apple products.

She makes purchases to satisfy the expectations of her family members who insist on buying Apple products

Which of the following tools help marketers trace, measure, and interpret data related to social media marketing initiatives? a. Social media platforms b. Social media analytics c. QR codes d. Apps

Social media analytics

Which of the following types of social media platforms allow their users to create an online profile of biographical data including photos and information such as employment, education, and relationship status, and to invite friends to join their circle? a. Social news sites b. Blogging sites c. Microblogs d. Social networking sites

Social networking sites

_____ are websites that provide virtual communities for people to share daily activities and increase their circle of online friends. a. Blogging sites b. Social networking sites c. Bookmarking sites d. Social news sites

Social networking sites

Topix.net is a website that allows people to comment on news articles and report on events occurring in their local communities. It also allows users to edit and rate the topics of their choice. Topix.net can be grouped under which of the following social media platforms? a. Social blogging sites b. Social networking sites c. Online forums d. Social news sites

Social news sites

Which of the following social media platforms allow users to report on the happenings in their communities and then vote on which postings get the most prominent display on the site? a. Blogging sites b. Online forums c. Social news sites d. Social networking sites

Social news sites

Which of the following products would be the best choice to be marketed using an undifferentiated marketing strategy? a. Luxury automobiles b. Healthy snack foods c. Table salt d. Imported wine

Table salt

Which of the following qualitative forecasting techniques is best suited for predicting long-run issues such as technological breakthroughs that could affect future sales? a. Survey of buyer intentions b. The Delphi technique c. Jury of executive opinion d. Sales force composite technique

The Delphi technique

Which of the following sections of a social media marketing plan covers the statements of goals and strategies, target audience, budget and the returns as well as the methods for monitoring, measuring, and managing the marketing campaign? a. The overview of the plan b. The executive summary c. The body of the plan d. The competitive analysis

The body of the plan

Which of the following is true of a buying center in an organization? a. The buying center is an integral part of a firm's formal organizational structure. b. The composition of the buying center remains the same for all purchase situations. c. The buying center includes everyone involved in any aspect of the buying process. d. It is a group of people in an organization who are responsible for developing new product concepts.

The buying center includes everyone involved in any aspect of the buying process.

Which of the following is the largest segment of the business market? a. Trade industries, which include retailers, wholesalers, and resellers b. The commercial market, which includes anyone who acquires products to support production of other goods and services c. Government organizations, including the military, state, and federal governments d. Institutions such as hospitals and churches

The commercial market, which includes anyone who acquires products to support production of other goods and services

The marketing team at Sienna Technologies has decided to use social media to market the firm's products, and is in the process of creating a social media marketing (SMM) plan. Currently, the marketing team at Sienna Technologies is preparing a report on the various social media platforms and tools being used by its primary competitors. In which of the following sections of the SMM plan is this most likely to be included? a. The executive summary b. The body of the plan c. The overview d. The competitive analysis

The competitive analysis

Which of the following is true of expense items purchased by organizational buyers? a. The cost of these products are charged against the income of the company in the year of purchase. b. The net income of these products is determined by charging a portion of their cost against the company's annual revenue. c. These items are long lived business assets that must be depreciated over time. d. All major expenses such as setting up new plants, equipments and machinery are included in this category.

The cost of these products are charged against the income of the company in the year of purchase.

Which of the following factors is considered by marketers while segmenting business markets by purchase categories? a. The precise way a business purchaser will use a product b. The complexity and precision of the requirements for goods and services c. The customer's transaction history d. The sales revenues of the customer's firm

The customer's transaction history

Which of the following is a basic requirement for effective market segmentation? a. The firm must avoid focusing on consumer-dependent variable, such as discretionary income, while conducting market segmentation. b. The market segment must present measurable purchasing power and size. c. The company must expand beyond its marketing capabilities to capture those market segments that have reached the maturity stage in the product life cycle. d. The company must target a large number of small market segments so that they can develop effective strategies to appeal to them.

The market segment must present measurable purchasing power and size.

Which of the following would fall under the category of personal determinants of consumer behavior? a. The culture in which a person is raised b. The needs and motives of the individual c. The subculture to which one belongs d. The reference groups that the individual looks up for guidance

The needs and motives of the individual

SunDay Holidays paid a fee to Google.com to display a link of their website when a user enters a keyword related to holidays or vacations. The link gets displayed on the right side of the search results page. This link is an example of: a. a sponsored link. b. an organic search. c. a home page. d. a natural search page.

a sponsored link

Channel conflicts can be defined as conflicts: a. over revenue sharing between manufacturers and their workers. b. among manufacturers, wholesalers, and retailers. c. among customers and marketers regarding data privacy and information security. d. between marketers and the government over legal issues.

among manufacturers, wholesalers, and retailers

Hootsuite is a social media management software that allows users to manage multiple social network profiles, keep track of brand mentions, and send regular updates to their Twitter account. Hootsuite is an example of a(n) _____ a. blogging site b. app c. microblog d. social networking site

app

The product-related segmentation of consumers based on the strength of their attachment and allegiance to their preferred products is called _____ segmentation. a. values and lifestyles b. business-to-business c. psychographic d. brand loyalty

brand loyalty

Job seekers can use social media to improve their job prospects in the market by: a. being active on most of the social media sites. b. including friends and family on their LinkedIn network. c. accepting all LinkedIn requests in order to widen their network. d. being proactive on LinkedIn and connecting with people who work for companies of interest.

being proactive on LinkedIn and connecting with people who work for companies of interest.

In Maslow's hierarchy of needs, _____ needs refer to the desire of a person to be accepted by people and groups important to that individual. a. self-actualization b. safety c. belongingness d. physiological

belongingness

Joining a local bowling league for social interaction is an attempt to meet _____ needs. a. self-actualization b. belongingness c. physiological d. safety

belongingness

A technology company that makes computers for professional use is trying to segment its customers. The company asked some professional computer users to evaluate the importance of various computer attributes that influence their purchase decisions and then used this data to segment the consumers based on similar response patterns. This is an example of segmentation by: a. brand loyalty. b. usage rates. c. expenditure pattern. d. benefits sought.

benefits sought.

A(n) _____ is an online journal for an individual or organization. a. blog b. social network c. bulletin board d. wiki

blog

Zac Rampton loves traveling. He maintains an online journal that contains descriptions of his travel experiences and also pictures of the places he visits. His journal is quite popular among people who are interested in traveling to unexplored destinations. Noticing the popularity of his posts, Zac was hired by a travel firm that wanted him to write engaging articles about its travel packages and other offerings in his online journal. Zac was hired as a _____. a. social media designer b. blogger c. social media developer d. microblogger

blogger

Odyssey is a website where the host regularly posts photos and articles on his favorite travel destinations and his experiences therein. Users of the site are allowed to respond or post comments on these articles. Odyssey is an example of a _____. a. blogging site b. social news site c. database d. bookmarking site

blogging site

Oneview is a social media platform that provides a space for its users to save, organize, and tag links of their favorite websites. The users can also share these links with other members of the platform. Oneview is an example of a _____. a. social networking site b. social news site c. blogging site d. bookmarking site

bookmarking site

A(n) _____ is a software program that allows online shoppers to compare the price of a particular product offered by several online retailers. a. electronic shopping cart b. extranet c. electronic storefront d. bot

bot

A frequent flyer program used by an airline is an example of _____. a. segmentation by benefits sought b. brand loyalty segmentation c. psychographic segmentation d. socioeconomic segmentation

brand loyalty segmentation

The overview of a social media marketing plan: a. briefly describes the overall market conditions, and the firm's current position in the social media. b. gives compelling reasons as to why the plan should be adopted by the firm. c. describes in detail the goals and strategies, the target audience, and the methods for implementing, monitoring, measuring, and managing the marketing campaign. d. examines competitor's presence in social media, including which platforms and tools they select and an evaluation of their overall effectiveness.

briefly describes the overall market conditions, and the firm's current position in the social media

In a B2B context, businesses use social media mainly to: a. share views and make final buying decisions. b. learn about new goods and services. c. connect with the general public. d. build relationships, including partnerships with other companies.

build relationships, including partnerships with other companies

The lumber that a carpenter purchases to make a table for a customer can be classified as a(n): a. impulse product. b. business product. c. consumer good. d. final product.

business product

When a product is used in the production of another good that is destined for resale, the product is considered as a(n): a. consumer product. b. business product. c. end product. d. used product.

business product

Iron ore and raw cotton are examples of: a. personal products. b. shopping products. c. impulse products. d. business products.

business products

Janelle works in the purchasing department of an apparel manufacturing company and has the formal authority to select a supplier. Janelle is a(n): a. buyer. b. influencer. c. gatekeeper. d. decider.

buyer

When a consumer begins to feel dissatisfied with a product or service recently purchased, the anxiety they feel is called: a. cognitive dissonance. b. functional fixedness. c. product revaluation. d. mental set.

cognitive dissonance.

Ford Motor Company surveyed 10,000 customers to analyze their needs and preferences in automobiles. At the end of the survey, respondents were asked to provide demographic information, including age. Responses concerning preferences were strikingly similar for each group within a specific five-year age range. This result is an example of the _____ effect. a. income b. life cycle c. cohort d. Hafner's

cohort

Edward is looking to purchase a laptop as he is not satisfied with the features of his old laptop. He gathers information from his coworkers about the new models available in the market with the desired features and lists down all the available options. The next step in Edward's decision-making process is to: a. continue looking for more options available in the market. b. identify the problem he is facing with his current computer. c. purchase the product from a trusted dealer recommended by his family. d. compare the prices and features of all the available brands in his list.

compare the prices and features of all the available brands in his list

The _____ of a social media marketing plan examines and evaluates the competitors' presence in social media, including the platforms and tools they select and their overall effectiveness. a. competitive analysis b. executive summary c. overview d. body

competitive analysis

A negotiation process wherein each marketer develops its offer, including a price that will satisfy the criteria determined by the customer's problem, need, or opportunity, is known as: a. competitive bidding. b. decentralized buying. c. collective underwriting. d. systems integration.

competitive bidding.

Julia is developing new promotional strategies for the services offered by her firm and is focusing on finding information about her firm's competitors. She is looking through published sources, as well as reviewing her competitors' advertising. According to this information, Julia is gathering _____. a. progressive information b. competitive intelligence c. situational data d. competitor forecast

competitive intelligence

Palmer Inc. recently changed its promotional strategies for marketing the products. The marketing team at Palmer has been asked to evaluate the target market and the marketing mix elements to find ways to improve the effectiveness of the marketing strategies. Since the firm already knows the purpose of its research, the next step in the marketing research process is to: a. create research design. b. collect data. c. formulate a hypothesis. d. conduct exploratory research.

conduct exploratory research.

Consumers rely on communities created by social media for their buying decisions mainly to: a. gather relevant information about the functional strategies of companies. b. gather relevant insights about the fluctuation in stock prices. c. conduct research and share information. d. build partnerships with companies.

conduct research and share information.

Mall intercepts are a means of obtaining detailed information about consumers by: a. recording the purchases made by a customer at a merchant outlet. b. conducting interviews inside retail shopping centers. c. tracking customer activity and purchases through video recording at shopping locations. d. handing out detailed questionnaires to customers to be mailed back to the researchers.

conducting interviews inside retail shopping centers

The Asch phenomenon states that individuals will: a. follow their personal influences more closely than any other influence. b. conform to majority rule, even if it contradicts their beliefs. c. purchase products that the majority deems unfit. d. avoid problem-solving behavior for all purchases.

conform to majority rule, even if it contradicts their beliefs.

Not-for-profit organizations use social media to: a. learn about new methods of production. b. connect with the general public, the business community, and each other. c. learn about new goods and services. d. lobby for political gains.

connect with the general public, the business community, and each other

An urban area that include two or more primary metropolitan statistical areas (PMSA) is called a _____. a. metropolitan statistical area (MSA) b. core based micropolitan region (CBMR) c. micropolitan statistical area (µSA) d. consolidated metropolitan statistical area (CMSA)

consolidated metropolitan statistical area (CMSA)

Kyle plans to buy new tires for a car that his family uses for camping trips. These tires are of the same type like those that are used on General Motors commercial trucks and can be purchased from Industrial Tire Company. The tires that Kyle will buy for his car can be classified as _____ products. a. business b. service c. MRO d. consumer

consumer

The post purchase evaluation of the consumer decision process attempts to measure the: a. selling success experienced by the vendor. b. follow-up effectiveness of the firm. c. consumer satisfaction with the purchase. d. advertising influence on the purchase.

consumer satisfaction with the purchase.

Walter Reed works for the marketing team at a mobile manufacturing company and is responsible for creating content and generating discussions on social media sites regarding the company's product releases and other lifestyle conversations. His responsibilities in the marketing team are similar to those of a _____. a. social media developer b. content programmer c. copywriter d. brand manager

content programmer

A(n) _____ is a scientific investigation in which a researcher manipulates a test group and compares the results with those of another group that did not receive the experimental manipulations. a. focus group b. controlled experiment c. interpretative research d. trend analysis

controlled experiment

A(n) _____ sample is a nonprobability sample selected from among readily available respondents. a. quota b. stratified c. convenience d. simple random

convenience

When the B2B market is segmented on the basis of product specifications issued by buyers, it is known as _____ segmentation. a. customer-based b. end-use application c. demographic d. purchase category

customer-based

Keith is searching through computerized information files of customers to detect patterns in product sales. Keith is engaged in the process of: a. short-run forecasting. b. ethnographic research. c. data mining. d. sales forecasting.

data mining

The identity of the _____ is the most difficult role for salespeople to pinpoint. a. user b. decider c. gatekeeper d. influencer

decider

If a company markets its breakfast cereal to children, it is using _____ segmentation to segment its markets. a. psychographic b. demographic c. end-use d. geographic

demographic

Abel building solutions, a steel manufacturing company that supplies steel to various construction companies, segments its customers based on the number of employees in the company and the sales revenue generated by it. This strategy is used by Abel to develop specific marketing plans for their customers. Abel is segmenting its customers on the basis of: a. demographic characteristics. b. service provided. c. buyer specifications. d. end-use application.

demographic characteristics.

When firms in business markets are grouped based on their sales revenues, they are said to be segmented by: a. customer type. b. purchase category. c. end-use application. d. demographic characteristics.

demographic characteristics.

The linkage between demand for a company's output and its purchases of resources such as machinery, components, supplies, and raw materials is referred to as a(n) _____. a. joint demand b. versatile demand c. inelastic demand d. derived demand

derived demand

While researching on the idea of opening his own health club, Tom learned that there are 11 million health club members in the United States, and 90 percent of them are between the ages of 18 and 49. They prefer to exercise with people of their own sex and majority of them are urban dwellers. During the process of market segmentation, this information is most likely to be used by Tom for: a. observational analysis. b. marketing research. c. forecasting total market potential. d. developing a market segment profile.

developing a market segment profile

A _____ marketing strategy focuses on producing several products and pricing, promoting, and distributing them with several marketing mixes designed to satisfy smaller segments. a. mass b. differentiated c. societal d. demographic

differentiated

Oscar Mayer, a marketer of a variety of meat products introduced Lunchables, a product specifically aimed at children. This is an example of: a. undifferentiated marketing. b. differentiated marketing. c. mass marketing. d. micromarketing.

differentiated marketing

Jack is a research specialist who has spent six months conducting a detailed study of customer attitudes and expectations. In writing the final report, Jack should remember to: a. include only the primary data collected as it is more specific for the current research. b. direct his report toward the management and not other researchers. c. elaborate on the technical details of the research methods in the introduction. d. present the results to all key executives in separate meetings.

direct his report toward the management and not other researchers.

Josh is interested in mountain biking and regularly visits a specialized online service that provides information on various topics related to mountain biking. Josh is most likely to be visiting a(n): a. corporate website. b. podcast. c. electronic bulletin board. d. electronic storefront.

electronic bulletin board.

Neuromarketing is defined as: a. using the Internet to view products on informational websites. b. selling products solely through the brick and mortar stores. c. eliciting emotions to motivate people toward a purchase. d. using data analysis techniques to project consumption data.

eliciting emotions to motivate people toward a purchase.

Texas Instruments produces electronic chips used in a variety of devices, from cell phones to hand calculators. The specifications of the chips change depending on the final product in which they are utilized. The company is most likely to segment its customers based on: a. end-use application. b. purchase category. c. psychographic characteristics. d. demographic characteristics.

end-use application.

Organizational buyers engage in multiple sourcing to: a. counter the possibility of increased buying power. b. reduce the time taken to process purchasing decisions. c. ensure that a single vendor's failure to deliver does not cause a shortage. d. bring down costs related to transportation and warehousing.

ensure that a single vendor's failure to deliver does not cause a shortage.

A company that manufactures frozen food items is employing the shaping process to get consumers to try its products. The free samples offered by the company along with discount coupons have been received well by the consumers. The next step in the shaping process is to: a. motivate the customers to make repeat purchases at moderate costs. b. entice the customers to buy the product at low prices with little financial risk. c. sell the product at moderate costs with no additional discount coupons. d. sell the product at its true price to the customers.

entice the customers to buy the product at low prices with little financial risk.

A motive is an inner state that directs a person to create: a. equilibrium between the actual and desired states. b. excitement in attaining the need satisfaction. c. equity between the cost and benefits of the need satisfaction. d. a sense of cognitive dissonance in the process of need satisfaction.

equilibrium between the actual and desired states

In interpretative research, the researcher first spends an extensive amount of time studying the culture, and for that reason, the studies often are called _____ studies. a. ethnographic b. exploratory research c. anthropological exploration d. socio-lingual

ethnographic

Product features that consumers consider while choosing among alternatives are known as the: a. evoked sets. b. evaluative criteria. c. heuristics. d. problem sets.

evaluative criteria.

The number of alternatives a consumer actually considers in making a purchase decision is referred to as the _____. a. evoked set b. postpurchase evaluation c. evaluative criteria d. problem space

evoked set

Target Inc., an online marketing company that designs marketing campaigns for firms, is developing a social media marketing plan for a consumer goods company. The development team has created the entire plan and is now trying to compile the salient features of the plan that cites the reasons for adopting it. The development team is writing the _____ of the marketing plan. a. executive summary b. overview c. analysis component d. body

executive summary

The process of discussing a marketing problem with informed sources both within and outside the firm and examining information from secondary sources is known as _____. a. situation analysis b. informal investigation c. exploratory research d. interpretative research

exploratory research

When a product is unique or difficult to categorize, the thought process involved in a purchase decision is known as: a. research analysis. b. extensive buying analysis. c. limited problem solving. d. extended problem solving.

extended problem solving

"Intimates" is a segment of consumers identified by Roper and it consists of those people who value: a. professional and material goals. b. family and personal relationships. c. duty and tradition. d. knowledge and education.

family and personal relationships.

Cultural differences are particularly important for: a. firms marketing internationally. b. local not-for-profit organizations. c. firms marketing to a specific target market in a single city. d. firms that are marketing to the same segment of consumers for years.

firms marketing internationally.

Segmentation by benefits sought is a product-related segmentation approach that: a. determines the marketer's effectiveness in satisfying the consumer. b. measures brand loyalty and consumer perception. c. re-evaluates customer reactions post-consumption. d. focuses on the attributes that people seek in a product.

focuses on the attributes that people seek in a product.

In the process of market segmentation, once the market potential of the segments has been estimated, the next step is to: a. develop a marketing mix. b. develop a relevant profile for each segment. c. forecast probable market share. d. seek strategies to enter the market.

forecast probable market share

After defining the problem and conducting an exploratory investigation, the next step in the marketing research process is to: a. create a research design. b. formulate a hypothesis. c. select the respondents for the study. d. gather primary and secondary data.

formulate a hypothesis

Kate believes the reason the sales of one of her company's products has fallen is due to a price increase. She cites sales from the previous year to the same customers as evidence of declining sales. Kate is: a. developing a research design. b. formulating a hypothesis. c. identifying a symptom. d. conducting exploratory research.

formulating a hypothesis.

A _____ helps the marketers in conducting marketing research by performing all the steps in the marketing research process. a. limited service research supplier b. customer relations managing firm c. full-service research supplier d. syndicated service

full-service research supplier

Douglas Knowles & Howe, a marketing research firm, contracts with clients to conduct complete marketing research projects, including telephone and online interviews. DK&H is a _____. a. syndicated service b. limited service c. full-service research supplier d. customer relationship management firm

full-service research supplier

During the search step of the consumer decision process, the consumer: a. realizes that it is time to make a change from the present situation. b. develops a set of evaluative criteria to guide the purchase decision. c. begins to notice favorable word-of-mouth communication about the product. d. gathers information about the attainment of a desired state of affairs.

gathers information about the attainment of a desired state of affairs

Dell Computer purchases parts and resources for its computers from multiple suppliers that are spread across the world. This practice is known as: a. offshoring. b. global sourcing. c. outsourcing. d. reciprocity.

global sourcing.

Compared to undifferentiated marketing, the firm that practices differentiated marketing may generally expect: a. less sales by segment. b. lower total production costs. c. greater promotional costs. d. lower inventory costs.

greater promotional costs.

The content for a social media marketing campaign is said to be effective if it: a. focuses on promoting the company outright. b. contains detailed information about competing product offerings in the market. c. has a strong brand focus. d. presents the SMM effort as a one-way conversation, much like traditional marketing.

has a strong brand focus

A micropolitan statistical area is an area that: a. includes a set a counties within an area of 1-million-plus population. b. has a urban center of 50,000 or more inhabitants. c. includes two or more primary metropolitan statistical areas. d. has at least one town of 10,000 to 49,999 people.

has at least one town of 10,000 to 49,999 people

While making purchasing decisions, consumers are likely to buy products they believe will move them closer to their _____ self. a. real b. neutral c. actual d. ideal

ideal

Before beginning the market segmentation process, a firm should: a. select target market segments. b. forecast total market potential. c. forecast market share. d. identify bases for segmenting markets.

identify bases for segmenting markets

Marketers can influence the outcome of the evaluation stage of the consumer purchase decision process by: a. attempting to convince consumers that certain attributes are more important than others in deciding which product to buy from among an array of them. b. identifying which evaluative criteria are important to the individual, and pointing out which brand best meets those criteria. c. trying to get the customer to reduce the size of the evoked set to exclude many of the choices. d. attempting to convince the consumer to spend more than what was budgeted for the purchase to acquire more features they might prefer.

identifying which evaluative criteria are important to the individual, and pointing out which brand best meets those criteria

The most important goal of a marketing website is to: a. give prospective employees the opportunity to apply for jobs online. b. provide financial information to investors. c. increase purchases by visitors. d. build relationships with customers.

increase purchases by visitors.

The corporate website of a company is established with an intention to: a. sell its goods and services directly to the consumers. b. increase the purchase of its products by consumers by engaging them in interactions. c. increase the visibility of the company and promote their offerings. d. provide a transaction gateway for goods and services.

increase the visibility of the company and promote their offerings

For those companies that do not intend to generate revenue from their website, online success is measured in terms of: a. the numbers of visitors who make repeat purchases. b. increased brand awareness and brand loyalty. c. the amount of time a customer spends on a website before making a purchase. d. the number of people who search information by visiting a store and then make online purchase.

increased brand awareness and brand loyalty

The demand for gold has remained the same in the market irrespective of the rise in the price, as there is no other replacement for the product. This type of demand experienced by gold is referred to as a(n) _____. a. joint demand b. inelastic demand c. versatile demand d. derived demand

inelastic demand

Cynthia and William enter Franklin's Electronics to buy a television set. They had previously planned to replace their 10-year-old color set with a new model of the same brand but are surprised by the array of brands the store offers, each having a special feature. They decide to take their time and look at every type of TV Franklin's has to offer. Cynthia and William are exhibiting _____ response behavior. a. routinized b. variety seeking c. extended d. limited

limited

Fred Wilson, a journalist working for a popular news channel, has a vast knowledge of electronic gadgets. His reviews of these products are highly regarded and trusted by others. Wilson also runs a weekly show on the channel called "The Technocrat", where he analyzes the latest high-tech gadgets. Much like his reviews, Wilson's show enjoys a wide viewership, and is believed to have a considerable impact on the buying decisions of the audience. Fred Wilson can be regarded as a(n) _____. a. influencer b. laggard c. innovator d. relationship manager

influencer

Best Health Labs is a company that provides medical diagnostics services. The company is focused on providing rapid diagnostic and healthcare services based on the philosophy of high quality, low price and superior flexibility. The marketing team coordinates all its promotional activities to convey a unified message to the customers regarding its philosophy of making medical diagnostics more affordable for people around the world. The strategy of the marketing team at Best Health Labs is called _____. a. right-time marketing b. integrated marketing c. interactive marketing d. personalized marketing

integrated marketing

Lehmann systems provides a space on its website for users to provide feedback on products and also to suggest new ideas and ideas for improvement. Customers can also subscribe for a newsletter sent by Lehmann systems which informs the customers about latest offers and sales. Lehmann systems is engaging in: a. social welfare marketing. b. interactive marketing. c. integrated marketing. d. search marketing.

interactive marketing

When customers control the amount and type of information received from a marketer through such channels as the Internet and virtual reality kiosks, they are engaged in: a. personalization. b. interactive marketing. c. integrated marketing. d. right-time marketing.

interactive marketing.

An undifferentiated marketing strategy: a. involves developing different marketing mixes for different segments. b. benefits from the control and efficiency of short production runs. c. is also known as a concentrated marketing strategy. d. is efficient from a production point of view.

is efficient from a production point of view

A social media marketing plan is important because: a. it helps companies to generate donations or other types of funding. b. it helps consumers to make final purchase decisions. c. it helps companies to have full control over the content and the message received by the audience. d. it documents in writing the company's goals and strategies for the SMM initiative.

it documents in writing the company's goals and strategies for the SMM initiative

The executive summary of a social media marketing plan is said to be effective if: a. it provides an expert view on the competitors' presence in the social media, including the platforms they choose and their overall effectiveness. b. it clearly describes the overall market conditions and the firm's current position in social media. c. it effectively defines the methods for monitoring, measuring, and managing the social media marketing efforts. d. it gives compelling reasons as to why the plan should be adopted by the firm.

it gives compelling reasons as to why the plan should be adopted by the firm.

Marketers focus their efforts on setting clear goals in the initial step of a social media marketing campaign because: a. it helps buyers make final purchase decisions. b. it helps everyone involved in the campaign to aim their efforts in the right direction. c. it is effective in engaging the target audience in a conversation. d. it helps marketers to have control over the content of the marketing message received by the audience.

it helps everyone involved in the campaign to aim their efforts in the right direction.

In order to receive quantity discounts on needed purchases, many institutions: a. tend to hoard products which are resold at lower prices. b. insist on equal treatment under the Robinson-Patman Act. c. join cooperative associations to pool purchases. d. implement customer relationship management.

join cooperative associations to pool purchases.

Cotton and polyester are used in the production of permanent press clothing. If the supply of cotton is reduced, there will be an immediate effect on the demand for polyester. This relationship represents a(n): a. derived demand. b. elastic demand. c. volatile demand. d. joint demand.

joint demand

In a marketing context, the immediate or expected change in consumer behavior that results from experience is called a _____. a. drive b. script c. perception d. learning

learning

When a business pays for the use of an equipment owned by an outside supplier for a specified period of time, the process is known as: a. outsourcing. b. supply inversion. c. leasing. d. nearshoring.

leasing.

A market researcher for a cable company is seeking to determine the number of households in a selected neighborhood that consist of four or more people. The most cost efficient way to collect this information would be to: a. look through the census information available on the Internet. b. use the services of a full service research supplier. c. conduct personal interviews with neighborhood leaders. d. search through the information provided by the local Chamber of Commerce.

look through the census information available on the Internet

While mail surveys are a common data collection method in developed countries, they are an unreliable means of gathering primary data in many foreign countries because of the: a. opinionated nature of target samples. b. reticence of people in presence of others. c. low literacy rates. d. lack of basic telecommunications infrastructure.

low literacy rates.

B2B e-marketing has been shown to: a. create price increases in the distribution component of the marketing mix. b. make it possible for marketers to find new markets and customers. c. lag behind B2C transactions in terms of volume and revenue generation. d. increase purchasing costs by nearly 25 percent.

make it possible for marketers to find new markets and customers.

The rules of engagement for social media are meant to: a. track, measure, and evaluate a firm's social media marketing initiatives. b. make the exchange between marketers and their target audience a positive one. c. protect the privacy of consumers by imposing laws and regulations on the company. d. explain to the employees why they should take certain steps or actions, or avoid them.

make the exchange between marketers and their target audience a positive one

The division of the total market into smaller, homogenous groups is called _____. a. customer aggregation b. market capitalization c. market segmentation d. brand segmentation

market segmentation

As part of his marketing research duties, Neal evaluates the expenses incurred by his company for selling, warehousing, advertising, and delivering the products. Neal is engaging in: a. exploratory sales review. b. interpretative research. c. business process reengineering. d. marketing cost analysis.

marketing cost analysis.

A(n) _____ takes a marketing information system a step further and allows managers to explore and connect such varying information as the state of the market, consumer behavior, sales forecasts, competitors' actions, and environmental changes. a. marketing segmentation system b. marketing decision support system c. market intelligence system d. exploratory research system

marketing decision support system

A _____ is a planned, computer-based system designed to provide decision makers with a continuous flow of information relevant to their areas of responsibility. a. business intelligence system b. critical response management system c. competitive intelligence system d. marketing information system

marketing information system

The marketing strategy that focuses on producing a single product and marketing it to all customers is called: a. concentrated marketing. b. micromarketing. c. mass marketing. d. differentiated marketing.

mass marketing

Undifferentiated marketing is also called _____. a. societal marketing b. micro marketing c. concentrated marketing d. mass marketing

mass marketing

The Fayetteville-Springdale-Rogers region of Arkansas has approximately 340,000 people. Fayetteville is an urban center and it alone has a population of 60,000. The Fayetteville-Springdale-Rogers region would be classified as a: a. consolidated metropolitan statistical area (CMSA). b. primary metropolitan region (PMR). c. metropolitan statistical area (MSA). d. micropolitan statistical area (µSA).

metropolitan statistical area (MSA).

A blog posting, such as a Tweet, that contains only a few words is called a(n) _____. a. moblog b. microblog c. splog d. edublog

microblog

Blunk is a service that allows users to send updates through posts that contain only a few words. These updates are sent to the users who have signed up to receive them. Blunk can be regarded as a(n) _____. a. blogging site b. social networking site c. microblog d. online forum

microblog

A firm that chooses to target potential customers by zip code, specific occupation, or even lifestyle is said to be practicing: a. mass marketing. b. hypermarketing. c. micromarketing. d. undifferentiated marketing.

micromarketing

Redline is a popular men's clothing brand in the United States. As a part of the firm's new online marketing campaign, the marketing team at Redline has been asked to prepare a synopsis of the overall market condition, including the current position of the firm on social media. The marketing team is most likely to document its findings in the _____ of the marketing plan. a. overview b. competitive analysis section c. body d. executive summary

overview

The term "Internet penetration" refers to the: a. the amount of time spent on the Internet by the people in a region. b. depth of information available on a subject on the Internet. c. percentage of Internet usage per individual for a given period. d. percentage of a region's population who use the Internet.

percentage of a region's population who use the Internet

The click-through rate is a measure of the: a. number of clicks performed by an average user when searching for information through a search engine. b. number of ads served up to a user on a search engine per query. c. percentage of people presented with a banner ad who click on it. d. number of Web pages viewed by a user after clicking through an ad.

percentage of people presented with a banner ad who click on it.

A basic measurement of website's effectiveness is the conversion rate, which is the: a. number of people who, having previously visited the site, return to it for additional visits. b. proportion of visitors who mark the website as a favorite. c. percentage of people presented with a banner ad who click on it. d. percentage of website visitors who make purchases.

percentage of website visitors who make purchases.

Rachel, an advertising executive, shops for clothing at a trendy store in town. The sales clerk shows her the latest styles in bright prints and bold colors. Although these are the styles worn at her office, she rejects them and purchases traditionally formal clothes in neutrals and black. Rachel's decision is most likely driven by _____ factors. a. impersonal b. interpersonal c. personal d. institutional

personal

An e-business vendor who creates products, such as clothing or computers, to the exact specifications of individual customers is practicing: a. personalization. b. interactive marketing. c. integrated marketing. d. right-time marketing.

personalization.

Fred purchased six paperbacks from books2u.com three months back. This week, when he logged on to books2u.com, the home page had his name and recommended 6 new books on his favorite topics. This is an instance of: a. information leak. b. breach of privacy. c. geotargeting. d. personalized marketing.

personalized marketing.

When you are welcomed back by your name to a website you've shopped at before and offered products suited specifically to your tastes and budget (based on your past purchase), you are being targeted by: a. personalized marketing. b. geotargeting. c. interstitial advertising. d. engagement ads.

personalized marketing.

The term _____ is used to describe a high-tech scam that uses authentic-looking email or pop-up messages to get unsuspecting victims to reveal personal information. a. e-tailing b. phishing c. data harvesting d. shoulder surfing

phishing

According to Maslow, _____ needs concern essential requirements for survival such as food, water, shelter, and clothing. a. self-actualization b. esteem c. physiological d. belongingness

physiological

Bristol-Myers Squibb, a large pharmaceutical company, has developed a campaign featuring Lance Armstrong promoting their development of cancer drugs. The campaign has a slogan, "Together We Can Prevail." This marketing strategy is being used by the company to satisfy ____ needs in the Maslow's hierarchy of needs. a. esteem b. safety c. self-actualization d. physiological

physiological

The purchase decisions for high-involvement products differ from those of low-involvement products as high-involvement purchase decisions: a. pose little risk to the consumer. b. require less time and less research on information. c. require limited problem solving and limited efforts for external searches. d. pose greater economic and social consequences.

pose greater economic and social consequences.

A consumer products company is analyzing data collected and published by trade associations and general business magazines. This data is best referred to as _____ data. a. primary b. private c. internal d. census

private

The General Services Administration (GSA) is a central management agency of the U.S. federal government that: a. validates the laws and regulations governing business sales transactions in the United States. b. regulates purchases taking place in the mining industry. c. procures goods and services and is responsible for property management and information resources management. d. regulates purchases taking place in the healthcare industry.

procures goods and services and is responsible for property management and information resources management.

The latest ad of Crest toothpaste says "Crest is a cavity fighter." This is an example of a positioning strategy based on: a. product price/quality. b. product homogeneity. c. product application. d. product users.

product application

The four basic determinants of a market-specific segmentation strategy include company resources, competitors' strategies, stage in the product lifecycle, and: a. product demand. b. product homogeneity. c. environmental constraints. d. organizational efficiencies.

product homogeneity

According to psychologist Kurt Lewin, understanding consumer behavior is facilitated by an understanding of the two key factors of: a. learning levels and group power. b. psychological makeup and inputs from others. c. attitudes and perception. d. reference groups and group norms.

psychological makeup and inputs from others

The organizational buying process has more steps than the consumer buying process, which can be attributed to: a. shorter durations of customer relationships formed in business markets. b. less standardized products sold in consumer markets. c. lack of interpersonal and environmental influences on consumer buying decisions. d. relatively complex buying process with greater number of decision makers in business markets.

relatively complex buying process with greater number of decision makers in business markets.

Efforts to restore worn-out products to like-new condition is called _____. a. reverse engineering b. merchandising c. remanufacturing d. over-engineering

remanufacturing

It is crucial for marketers to focus their marketing strategies on opinion leaders in a group as opinion leaders: a. limit their purchases to the products and services typical of the social class they belong to, rather than imitating the reference group. b. represent the only medium to carry information about products to general public. c. represent the trendsetters who purchase products before others in the group and then influence the buying decisions of other group members. d. possess the highest purchasing power in a group.

represent the trendsetters who purchase products before others in the group and then influence the buying decisions of other group members.

The organizational buying process differs from the consumer purchase process as the organizational buying process: a. involves few decision makers in making purchase decisions. b. is informal and less professional. c. requires a longer time frame because of complexity of the decisions. d. generally involves purchase of highly standardized products.

requires a longer time frame because of complexity of the decisions.

A _____ is a master plan created by a marketer for conducting market research. a. research cluster b. research hypothesis c. probability sample d. research design

research design

Most shoppers use Internet mainly to: a. check the availability of the products in the nearby store. b. research products online before buying them at a store. c. obtain information regarding the retailer selling the product. d. check the company's internal information before purchasing.

research products online before buying them at a store.

Travel Time is an online travel site that assists customers in booking their holidays. They make advance bookings for the customers, they also notify them about a reduction in air fares immediately so to that it can offer the lowest fare to the customers. It also helps the customers to check the status of their booking online. This type of marketing strategy employed by Travel Time is an example of: a. right-time marketing. b. integrated marketing. c. search marketing. d. real time marketing.

right-time marketing.

The 80/20 principle states that: a. market segmentation succeeds 80 percent of the time and fails the remaining 20 percent of the time. b. roughly 80 percent of total product sales come from 20 percent of customers. c. nearly 80 percent of the market segment is generally tapped within first 10 years of the introduction of the product, and 20 percent remains unreached. d. 80 percent of the market can be segmented, and 20 percent cannot.

roughly 80 percent of total product sales come from 20 percent of customers

An estimate of a firm's revenue for a specified future period is known as a _____. a. revenue cluster b. market cap c. sales forecast d. sales boundary

sales forecast

A group of people chosen from a defined population to be survey respondents or research participants is called a: a. population. b. segment. c. sample. d. community.

sample.

A consumer goods company segments its markets on the basis of purchase patterns of their customers. The company groups its consumers who regularly buy their product into heavy, moderate, and light users, and nonusers. This segmentation approach is an example of _____. a. segmentation by benefits sought b. geographic segmentation c. segmentation by usage rates d. distributive segmentation

segmentation by usage rates

Martin, a marketing manager, contributes toward community development and volunteers for various civic awareness programs. These activities help Martin in satisfying his _____ needs. a. physiological b. belongingness c. self-actualization d. safety

self-actualization

The revised VALS segmentation system categorizes consumers based on _____. a. religious affiliations b. political views c. self-motivation d. social values

self-motivation

Purchasing a firm's entire stock of an item from just one vendor is termed as: a. multiple sourcing. b. sole sourcing. c. outsourcing. d. inverted sourcing.

sole sourcing.

At specific mileage intervals, Capitol sends certificates to owners of their automobiles offering discounts on repair services through the dealerships. Each repair visit is overseen by a trained service representative and the completed repairs are followed up to ensure customer satisfaction. The attention given by the dealership is called _____. a. scaling b. screening c. shaping d. shadowing

shaping

A private exchange is a secure website used by companies to: a. improve the efficiency of their bidding and purchasing processes. b. share all types of data related to e-marketing with its suppliers. c. give financial information to its investors. d. share information with the employees in different locations.

share all types of data related to e-marketing with its suppliers

A positioning map: a. is used primarily by companies utilizing undifferentiated marketing strategies. b. can be used only for already successful products in the market. c. shows how consumers view a product relative to competitive products. d. outlines how to introduce a new product to the marketplace.

shows how consumers view a product relative to competitive products.

A(n) _____ is a probability sample in which every individual in the relevant universe has an equal opportunity of being selected. a. accidental sample b. convenience sample c. quota sample d. simple random sample

simple random sample

A young single person setting up an apartment for the first time is most likely to be a good prospect for: a. expensive furnishings. b. luxury cars, personalized gifts and power tools. c. small home appliances such as coffee makers and toasters. d. health care products and insurance policies.

small home appliances such as coffee makers and toasters.

Crowdtrail is a tool used by marketers to evaluate their social media presence by tracking and evaluating users' influence across various virtual communities. It provides information regarding the number of clicks on a company's website and also helps in measuring the total reach, frequency, engagement, and other factors. Crowdtrail is an example of a _____. a. social networking site b. bookmark c. blog d. social media analytics tool

social media analytics tool

Jonathan, who has experience in graphics designing, was hired by a firm to oversee the look and feel of its Facebook page. Jonathan was most likely hired as a _____. a. social media designer b. copywriter c. social media developer d. brand manager

social media designer

The individual who creates and oversees the look and feel of an online community, Facebook page, or other branded content for a particular company is called a(n) _____. a. online community manager b. social media designer c. content programmer d. blogger

social media designer

A _____ is generally responsible for generating programs necessary to build and assemble the features for social tools such as blogs and communities. a. social media developer b. social media specialist c. brand manager d. copywriter

social media developer

A person who oversees all of the company's social media functions, ranging from blogging copywriter to social media strategist is called a _____. a. content programmer b. social media marketing manager c. social media developer d. social media specialist

social media marketing manager

The marketing team at Neptune Networks has recently rolled out its social media marketing plan, and is trying to measure the impact of its campaign by tracking the social media platforms that were used for the purpose. The marketing team is using a few entry-level tools to track the blogs, the online communities, and also the firm's Facebook and Twitter accounts. This process of tracking and evaluating a firm's SMM initiatives is known as _____. a. content marketing b. social media monitoring c. digital marketing d. search marketing

social media monitoring

The process of tracking, measuring, and evaluating a firm's social media marketing initiatives is called _____. a. social media management b. content marketing c. social bookmarking d. social media monitoring

social media monitoring

The primary decision maker who runs a firm's social media program is called a(n) _____. a. content manager b. online community manager c. social media strategist d. social media designer

social media strategist

A(n) _____ is a software that enables users to communicate with each other online. a. bookmarking site b. social media analytics c. online forum d. social media tool

social media tool

Badoo is a global, multilingual, social media platform that provides an opportunity for its members to meet new people in their locality, share daily activities, and post opinions on different topics. Badoo is a type of _____. a. application b. social networking site c. bookmarking site d. blogging site

social networking site

Eons.com is a website for baby boomers that allows members to find friends, share experiences on various topics, and post photos and videos. It also provides information on health, fitness, retirement and insurance, and access to various special interest groups. Eons.com is an example of a _____. a. blogging site b. social news site c. social networking site d. microblog

social networking site

The role of an influencer in a buying center is to: a. inform potential suppliers about the required specifications of the product. b. select the supplier and implement the procedures for securing the good. c. supply information to guide the evaluation of alternatives. d. make the actual buying decision.

supply information to guide the evaluation of alternatives.

A _____ gathers input through mail-in questionnaires, online feedback, telephone polls, and personal interviews to determine the purchasing intentions of a representative group of present and potential customers. a. test market b. survey of buyer intentions c. sales force composite technique d. trend analysis

survey of buyer intentions

An organization that regularly provides a standardized set of data on a periodic basis to its subscribers is called a ______. a. full-service research supplier b. syndicated service c. supplier relationship management company d. market simulation firm

syndicated service

The centralization of the procurement function within an internal division or as a service of an external supplier is known as: a. supply chain inversion. b. inventory perpetuation. c. systems integration. d. merchandising.

systems integration.

According to experts, job applicants can further their chances of landing their first social media marketing job by: a. commenting actively on posts and links posted by other users on social media sites. b. widening their social network. c. taking online courses that teach social media marketing skills. d. connecting their LinkedIn accounts to personal blogs and Tweets.

taking online courses that teach social media marketing skills.

Some manufacturing companies prefer to sell only high-priced specialty products online because: a. the companies want their customers to use online banking rather than cash for the transaction. b. the customers are not able to purchase specialty items from store locations. c. the warehousing costs for specialty products can erode any profits to be made from their sales. d. the companies do not wish to enter into a direct competition with its wholesale and retail partners.

the companies do not wish to enter into a direct competition with its wholesale and retail partners

Businesses choose outsourcing as an alternative to making goods in-house or providing in-house services when: a. they want to reduce the amount of depreciation indicated on their books of account. b. proprietary technology has the potential to raise security concerns. c. conflicts arise between nonunion outside workers and in-house union employees. d. the company needs to reduce costs to remain competitive.

the company needs to reduce costs to remain competitive.

In the area of self-concept theory, the real self is: a. the self which has achieved self-actualization. b. the way the individual thinks other people see him or her. c. the individual's personal set of objectives to which he or she aspires. d. the objective view of the total person.

the objective view of the total person.

Firms conduct marketing cost analysis to determine: a. the appropriate levels of market capitalization. b. the current levels of corporate assets and liabilities. c. the profitability of certain customers, territories, or product lines. d. the marketing strategies of its competitors.

the profitability of certain customers, territories, or product lines.

Marketing to Asian American consumers is challenging as: a. they belong to multiple ethnic groups with their own language, religion, and value systems. b. they have a high acculturation rate. c. they are widely spread in different regions of the United States. d. they have considerably less disposable income compared to other minority groups.

they belong to multiple ethnic groups with their own language, religion, and value systems.

A major benefit of using test markets as a quantitative forecasting method is that: a. they provide realistic information on actual purchases rather than intent to buy. b. they are quick and inexpensive. c. they combine and average the outlooks of top executives from such areas as marketing, finance, and production. d. they solicit opinion from experts outside the firm such as academic researchers.

they provide realistic information on actual purchases rather than intent to buy

Employee unions generally view outsourcing as a: a. way to stay competitive and preserve jobs. b. bargaining tool for higher wages. c. threat to their jobs and means of livelihood. d. means of reducing the overhead costs on production processes.

threat to their jobs and means of livelihood.

The marketing website of a company differs from its corporate website as the marketing website is established: a. to increase the visibility of the company and promote its offerings. b. to provide financial information to investors. c. to increase the purchase of products by visitors by engaging them in interactions that will lead to purchase of the product. d. to provide a communication channel for consumers and other interested parties via email, blogs, and online forums.

to increase the purchase of products by visitors by engaging them in interactions that will lead to purchase of the product

The government category of the B2B market primarily buys products: a. to sell it to the final consumers. b. to provide some form of public benefit. c. to export them to other countries. d. to improve its resale value.

to provide some form of public benefit.

The total group of people that a researcher wants to study is called the: a. universe. b. sample. c. cluster. d. aggregate.

universe.

Survey methods used in marketing research for collecting primary data involve the: a. use of Delphi technique. b. review of sales data on customer purchase rates to estimate the future sales. c. analysis of historical census data. d. use of questionnaires to obtain demographic information of consumers.

use of questionnaires to obtain demographic information of consumers

Evaluating a supplier's performance in categories such as price, EDI capability, delivery times, and attention to special requests is known as: a. value analysis. b. customer relationship management. c. vendor analysis. d. task-based evaluation.

vendor analysis.

A _____ is a Web page anyone can edit, so that a reader can, in addition to asking questions or posting comments, actually make changes to the Web page. a. blog b. wiki c. tweet d. news feed

wiki