DECA STUDY GUIDE

Which of the following activities is an example of a pull promotional strategy: A. A dealer incentive C. A sales contest B. A merchandising allowance D. A humorous television advertisement

A humorous television advertisement

Which of the following is a legal example of exclusive dealing: A. A small manufacturer enters a new market. B. A wholesaler requires a tying agreement. C. A company has substantial market share. D. A business limits competition with closed territories.

A small manufacturer enters a new market

Which of the following data mining activities is a customer most likely to consider unethical: A. Reviewing customer complaints to develop safer products B. Analyzing all consumer purchases to predict future market trends C. Monitoring a customer's spending habits to prevent fraud and identity theft D. Analyzing a customer's search engine inquiries to market products to them

Analyzing a customer's search engine inquiries to market products to them

Which of the following statements about economic resources is true: A. As capital goods and human resources become limited, natural resources become limited. B. As natural and human resources become limited, capital goods become limited. C. As human resources become limited, natural resources and capital goods become limited. D. As capital goods and natural resources become limited, human resources become limited.

As natural and human resources become limited, capital goods become limited

If a judge determines that two individuals are not qualified to enter into a contract with one another, which basic contractual element is missing? A. Legality C. Agreement B. Consideration D. Capacity

Capacity

Which of the following is a key subject that should be covered by a situation analysis: A. Financial plans C. Product strategy B. Marketing objectives D. Collaborators

Collaborators

Which of the following is a true statement about the growth stage of the product life cycle: A. Sales increase very slowly. B. Costs go up. C. It's the longest-lasting stage of the product life cycle. D. Competitors arrive on the scene.

Competitors arrive on the scene

What is the first step you should take when streamlining work processes? A. Implement the improvements. B. Ask employees for input. C. Divide the work process into steps. D. Define an individual work process.

Define an individual work process

What pricing tactic might be considered questionable by some businesses? A. Providing a reference price B. Matching the prices of a competitor C. Marking up prices to earn a profit D. Developing a complex pricing structure

Developing a complex pricing structure

What is one reason why the overall unemployment rate understates the actual employment situation? A. The rate reflects regional differences. C. Underemployed people are listed. B. The rate is not seasonally adjusted. D. Discouraged workers are not included.

Discouraged workers are not included

Which of the following is one element of a situation analysis: A. Marketing planning B. Environmental scanning C. Sales positioning D. Organizational testing

Environmental scanning

When the Silvers purchased their new car, the dealership representative sold their contract to another company in exchange for cash. To what type of business would the dealership have sold the Silvers' contract? A. Commercial bank B. Savings and loan association C. Finance company D. Credit union

Finance company

Lauryn wants to start a business selling fresh, locally grown produce for a premium price out of the back of her truck. She is allowed to do so because of which of the following characteristics of private enterprise systems: A. Limited government control C. Freedom in the marketplace B. Private property D. The profit motive

Freedom in the marketplace

The final deliverable of your project is choosing a name for your company's new product. Which of the following tasks is most likely outside the project's scope: A. Seeing how potential names look in different fonts B. Generating potential names for future products C. Conducting a focus group to test potential names D. Brainstorming for names with members of the project team

Generating potential names for future products

Which of the following is a product strategy that marketers devise using available data: A. What level of customer service to provide B. Where to sell the product C. What advertisements to run D. How much to charge

How much to charge

Which of the following would be done first in an environmental scan: A. Identifying and analyzing important trends and issues B. Carrying out scanning activities C. Selecting trends and issues to act on D. Identifying participants and responsibilities

Identifying participants and responsibilities

What might result if a business's merchandising budget called for purchasing more goods than customers wanted? A. Surplus profit C. Increased costs B. Additional sales D. Expanded market

Increased costs

What is the term for higher levels of output resulting from putting more workers on the job? A. Return on revenue C. Return on input B. Increasing returns D. Marginal returns

Increasing returns

Which of the following best explains the relationship of intrinsic and extrinsic motivation in most developed countries: A. Intrinsic motivation and extrinsic motivation are equally effective. B. Extrinsic motivation is generally more effective than intrinsic motivation. C. Intrinsic motivation is generally more effective than extrinsic motivation. D. Extrinsic motivation and intrinsic motivation are not effective.

Intrinsic motivation is generally more effective than extrinsic motivation

Which of the following is an important question to ask when screening initial (raw) marketing data: A. Is the information complete? B. Does the information confirm our research hypothesis? C. Was the coding of this information done correctly? D. Why did survey respondents give the answers that they did?

Is the information complete?

. Which of the following measures of central tendency is the most influenced by outliers at the extremes of a data set: A. Median C. Mean B. Mode D. Range

Mean

Which of the following is a type of simple written report that usually is distributed to employees within a business: A. Newsletter B. Proposal C. Handbook D. Memorandum

Memorandum

What is a type of company promotional material that can be used as a source of information for selling? A. Newspaper advertisements C. Product labels B. Professional publications D. Trade magazines

Newspaper advertisements

Susan's father receives veterans' benefits, and her grandmother gets Social Security. Are these payments counted in GDP? A. No, these are transfer payments. B. Yes, these are government purchases. C. Yes, these funds are for personal consumption. D. No, the recipients produce goods and services.

No, these are transfer payments

Alexandria has been using Look-So-Good cosmetics for several years and would not consider changing brands. In fact, Alexandria likes the cosmetics so much that she has become an advocate for the cosmetic company. She tells everyone about the features and benefits of Look-So-Good products, and encourages them to try the cosmetics. What type of word-of-mouth marketing is Alexandria using? A. Mobile marketing C. Shill marketing B. Organic marketing D. Virtual marketing

Organic marketing

According to Maslow's Hierarchy of Needs, which of the following needs is satisfied when a person purchases products that meet his/her most basic needs: A. Esteem C. Safety B. Physiological D. Social

Physiological

Ryan goes to the grocery store every week and buys food to feed his family. Ryan's purchases are most likely driven by which need in Maslow's Hierarchy of Needs: A. Physiological C. Belonging B. Safety D. Self-actualization

Physiological

Which of the following is no longer the determining factor in customers' buying decisions for many products: A. Quality C. Price B. Return policies D. Customer service

Price

What type of business policy is most likely to attract customers to the business? A. Return B. Credit C. Delivery D. Product

Product

A local discount store mails weekly flyers to customers to inform them of upcoming sales. The discount store shares the cost of producing the flyers with the product manufacturers, who benefit from the increased product visibility. This is an example of which channel management task? A. Providing marketing information C. Negotiating with customers B. Promoting products D. Reducing discrepancies

Promoting products

Which of the following may result when products fail to meet government standards: A. Request for additional monies from consumers B. Deletion of labels from products C. Redesign of packaging D. Payments for advertisements to promote a product's problems

Redesign of packaging

Which of the following is true about a survey-sampling plan: A. Tends to have extremely low error rates B. Eliminates respondent bias C. Is more reliable than observation D. Represents a larger group

Represents a larger group

Which of the following individuals chooses goods for resale, surveys consumer trends, and rates past performance of products and vendors: A. Retail buyer C. Receiving manager B. Durable goods producer D. Industry researcher

Retail buyer

The marketers at Titan Trucking want to know how many customers have rented a truck for three or more days. Which type of marketing-research data will they likely use? A. Primary quantitative C. Primary qualitative B. Secondary external D. Secondary internal

Secondary internal

Which of the following is a brand personality: A. Serious, knowledgeable, and reliable B. We promise to provide the highest quality merchandise at the best possible price. C. Integrity, honesty, and authenticity D. Logos, images and graphics, and names

Serious, knowledgeable, and reliable

Shimon just finished writing a detailed report for his supervisor. Next, he plans to write an executive summary for the report. Which of the following is the most likely reason why Shimon completed the full report before starting on the executive summary: A. Shimon knows more about the report's contents now that it is done. B. Executive summaries tend to have much more detail than a full report. C. Executive summaries help guide the writer through writing the full report. D. Shimon knows that corporate executives will read the executive summary first.

Shimon knows more about the report's contents now that it is done

A university is considering changes to its business administration degree. To obtain feedback on the idea from students, the university selects a sample of business majors who are seniors. What type of sampling did the university use? A. Cluster C. Stratified random B. Proportionate D. Simple

Simple

Which of the following research designs would be best suited to determine the reach of an advertisement in a particular target market: A. Simulation B. Survey C. Test marketing D. Focus group

Survey

To promote its summer menu, Danielle's Cafe plans to email a $5.00-off coupon to its regular customers next Tuesday. The coupon will be valid from June 1 through June 15. What does use of the coupon represent? A. Strategy B. Goal C. Trend D. Tactic

Tactic

Which of the following elements is part of a business's external environment? A. Tax code B. Research and development C. Marketing D. Personnel

Tax code

What is likely to happen if a company has sunk costs associated with a poor decision? A. Employees' ethical practices will diminish over time. B. The company will forgo short-term benefits for long-term rewards. C. The company will look for proof to justify its decision. D. Employees will start seeking other employment.

The company will look for proof to justify its decision

When a business collects marketing information from its customers, what should it consider about its consumer-privacy laws? A. They apply only to children. B. They vary by jurisdiction. C. They relate to health care data. D. They are enforceable internationally.

They vary by jurisdiction

A company is facing negative returns. Which stage of production is the company in? A. Third B. Second C. Fourth D. First

Third

Which of the following is a purpose of the competitive bidding process: A. To attract product champions B. To increase competition for products C. To obtain lower prices from bidders D. To limit the number of vendors to pick from

To obtain lower prices from bidders

Why must a business be very careful about eliminating products? A. To prevent damaging the company's image B. To comply with government regulations C. To make higher prices acceptable D. To avoid the need for commercialization

To prevent damaging the company's image

What is a regulatory factor that affects promotion on an international level? A. Types of products being advertised B. Cost of media placement C. Culture of specific countries D. Price of comparable products

Types of products being advertised

Which of the following is the base currency in the exchange-rate quotation USD/EUR = 0.88: A. Euro C. U.S. dollar B. 1.12 D. 0.88

U.S. dollar

What is an economic factor that businesses might identify as a result of conducting an environmental scan? A. Unemployment rate C. Population shift B. Increased regulation D. Lifestyle adjustment

Unemployment rate

Which of the following questions is worded appropriately to ensure the researcher obtains valid responses? A. Where did you buy your computer equipment and software? B. What, if anything, did you like best about the last computer you purchased? C. What did you like best about your last computer purchase? D. Would you buy a computer at a store surrounded by other stores and lots of traffic?

What, if anything, did you like best about the last computer you purchased?

In which of the following situations is a call report a useful source of data: A. When a sales appointment does not result in a sale B. When a business has few customers C. When the overall economy is declining D. When a competitor releases a popular new product

When a sales appointment does not result in a sale

Which of the following is a decision a company might make during the decline stage of the product life cycle: A. How to increase awareness of the product B. Whether to change the product C. How to fend off the competition D. What production schedule to follow

Whether to change the product

Beth-Anne is a zoologist who specializes in chimpanzees. Her current research project involves observing the relationship between mother chimpanzees and their children. She hopes that her project will help her better understand the complex behavioral patterns of chimpanzee communities. Beth-Anne is conducting __________ research. A. applied C. quantitative B. basic D. problem-oriented

basic

If the total costs of a product decrease, a business's prices may __________ to increase sales volume. A. jump sharply B. be raised C. be lowered D. remain the same

be lowered

where is the rfid attached a. box or container b. delivery truck's attena c. customer's inventory report d. receiving dock

box or container

Caitlin has three credit cards. She receives her credit card statement for one of the cards and has to decide how to pay the $500 she spent with that card. To pay the least for use of the credit, she should pay with __________ and make the __________ payment. A. cash; full B. cash; minimum C. another card; full D. another card; minimum

cash; full

The total number of members in a channel is called A. distribution pattern. B. distribution intensity. C. channel length. D. channel width.

channel length

A marketing survey that contains questions that are to be answered on a scale of 1 to 5, with 1 being the worst and 5 being the best, is an example of A. sorting. B. coding. C. tabulating. D. marking.

coding

One way that the use of technology benefits the operations process is by A. automating the work force. C. developing a robotics plan. B. computerizing the purchasing function. D. organizing a conveyor system.

computerizing the purchasing function

Marketers use sampling when A. the timeframe is flexible. B. making a wrong decision is too risky. C. conducting a census is impossible or unrealistic. D. the population is very small.

conducting a census is impossible or unrealistic

A manager evaluates the production output of a department by checking it against the production goals for that time period. This is an example of the __________ function of management. A. controlling B. directing C. organizing D. planning

controlling

an activity that the public relations department does a. selecting media for print and broadcast activities b. researching and developing product prototypes c. developing job descriptions for employees d. coordinating speaking engagements for employees

coordinating speaking engagements for employees

Process performance management (PPM) gives businesses the opportunity to A. check the quality of employee compensation packages. B. monitor the interactions of supervisors and subordinates. C. compare their finished products to competitors' products. D. correct production issues before they become problems

correct production issues before they become problems

Because of their strategic significance in providing place utility, it is usually easier to change price or promotional efforts than to change A. distribution channels. C. market strategies. B. target markets. D. packaging.

distribution channels

People are usually the most important resource because they are the ones who will A. do the work. B. use the tools. C. solve the problems. D. lead the project.

do the work

A memo on the bulletin board from a supervisor to staff members is an example of __________ communication. A. downward B. formal C. upward D. horizontal

downward

Campbell's Chicken Noodle, Cream of Mushroom, and Tomato soups are examples of __________ branding. A. private B. licensed C. family D. individual

family

Walter's Waterland Amusement Park mailed discount coupons to all the people who moved into the area during the past year. The company has targeted a market based on A. economics. B. demographics. C. psychographics. D. geographics.

geographics

Monitoring financial accounts and reading bank statements on a regular basis can help detect activities associated with A. identity theft. C. personal hijacking. B. property infringement. D. securities fraud.

identity theft

According to the Keynesian theory of unemployment, the best solution for unemployment is to A. keep prices the same. B. cut wages. C. increase demand. D. increase inflation.

increase demand

A manager looks at financial information to see if the company can afford to purchase a popular new item it wants to add to its shelves. This is an example of using financial information to A. manage debt. B. increase sales. C. check up on the competition. D. reduce expenses.

increase sales

advantage of labor specialization a. increased worker efficiency b. increased interdependency c. increased production rates d. simplified training for workers

increased interdependency

why is the concept of price stability an effective measurement of the state of the economy? a. matches the effects with the causes b. reflects the rise in wages and benefits c. indicates positive and negative trends d. compares revenues with expenses

indicates positive and negative trends

One advantage of using the Internet for promotional purposes is that A. consumer privacy is secure. C. it can reach less affluent markets. B. information is available on demand. D. businesses don't need to target markets.

information is available on demand

Matthew and Miranda are equal partners in a small consulting firm. They have allocated eight percent of last year's profits to make business improvements. Matthew wants to purchase a new copy machine, while Miranda would rather paint the building and make it look more inviting to their clients. What is the reason for Matthew and Miranda's conflict? A. Inconsistent behavior B. Unclear boundaries C. Limited resources D. Authority

limited resources

To prevent people with severe peanut allergies from accidentally consuming food items prepared in peanut oil, many governments require food manufacturers to A. provide nutritional information on the packaging. B. label the packaging with a hazardous product symbol. C. list all ingredients on the products' packaging. D. seal the packaging to prevent product tampering.

list all ingredients on the products' packaging

Effective collaboration between supply chain partners will most likely result in A. higher inventory levels. B. longer lead times. C. lower warehousing costs. D. lower employee turnover.

lower warehousing costs

Employees who show initiative on the job often receive A. criticism from their boss. C. more challenging work. B. less complex tasks. D. personal motivation.

more challenging work

The dependency of some jobs on physical climatic conditions involves specialization of A. natural resources. B. capital goods. C. resources. D. human resources.

natural resources

One reason why the planned obsolescence of certain products often is considered an ethical issue is because of the products' short life that has an effect on the A. way that customers decide to use them. B. cost of designing and developing them. C. value of training employees to sell them. D. natural resources that are needed to produce them.

natural resources that are needed to produce them

One reason why marketing-information managers often monitor their competitors' websites is to A. identify inventory turnover rates. B. obtain data about new products. C. review current sales records. D. analyze regional economic factors.

obtain data about new products

Advertisements, marketing plans, marketing-research reports, information sheets, and product manuals can all be used by salespeople to A. overwhelm indecisive consumers. B. determine customer buying motives. C. obtain product information. D. trick customers into buying a substandard product.

obtain product information

The SafeRide infant car seat comes with a water-resistant lining to prevent foods, liquids, and other messes from damaging the material. Based on this information, you could say that the car seat's water resistant lining is a(n) __________ product benefit. A. obvious C. hidden B. exclusive D. unique

obvious

. When Kaitlin walked into her local discount store, she wasn't sure exactly what she was going to buy; all she knew was that she needed shampoo. When Kaitlin noticed a sign advertising a new, chemical-free shampoo and conditioner set, she decided to try the brand and grabbed two sets. Kaitlin was influenced by a A. product demonstration. C. point-of-sale promotion. B. free-standing insert. D. business-to-business promotion.

point-of-sale promotion

A company conducting business in China is required to pay Chinese taxes. These taxes are an example of a(n) __________ factor impacting the business. A. political C. economic B. competitive D. social

political

Since most large, industrial goods require installation, the channel of distribution most commonly used by their producers is: A. producer to industrial distributor to user. C. producer to agent to industrial user. B. producer to agent to retailer. D. producer to industrial user.

producer to industrial user

Agents are usually hired to perform channel functions for A. distributors. B. wholesalers. C. retailers. D. producers.

producers

Some people argue that planned obsolescence directly benefits customers by A. eliminating the need to make their own product purchasing decisions. B. improving the economy through an increased number of purchases. C. providing them with improved products that make their lives easier. D. reducing the amount of stress involved with choosing a product to buy.

providing them with improved products that make their lives easier

techniques businesses use to monitor their competitors' activities a. reading annual reports b. analyzing economic factors c. studying regional data d. reviewing buying motives

reading annual reports

A primary disadvantage of keeping business records in digital formats is that A. businesses cannot update data quickly. B. records become inaccessible due to obsolete technology. C. businesses are unable to file documents on computers. D. documents must be kept for a minimum of three years.

records become inaccessible due to obsolete technology

Environmental regulations are often developed to encourage businesses to participate in A. ethical contracts. B. recycling programs. C. law enforcement. D. resource identification.

recycling programs

many businesses have eliminated free services in order to a. increase customer satisfaction b. control inventory shrinkage c. be more competitive d. reduce operating expenses

reduce operating expenses

Last month, Monica used her Old Navy credit card to purchase $200 worth of clothing and accessories. When Monica received the bill, it stated that she had to make a minimum payment of $20. This is an example of a(n) __________ credit account. A. revolving B. installment C. budget D. service

revolving

A retailer that overcharges customers for small items at the point of purchase may be engaging in the unethical practice of A. retail price maintenance. B. predatory pricing. C. scanner fraud. D. price fixing.

scanner fraud

what does a channel of distribution usually need to be able to manage or avoid conflict within the channel? a. limited competition b. updated technology c. equal authority d. strong leadership

strong leadership

To help protect yourself from identity theft, you should only give out your __________ to certain businesses or government agencies that have the right to it, such as motor vehicle departments, tax departments, and income-reporting businesses. A. date of birth C. home address B. tax identification number D. email password

tax identification number

A sales presentation should be based on A. clearly written users' manuals. B. appropriate use of follow-up techniques. C. the ability to locate new clients. D. the fact that the client needs the product.

the fact that the client needs the product

A management team performs a SWOT analysis and sees a big technological change coming in their industry. They believe that their competitors will not be ready to adjust to this change quickly. The management team sets new strategic goals to begin adapting for the coming change before their competitors do. This is an example of using a SWOT analysis to convert a __________ into a(n) __________. A. threat; opportunity C. weakness; opportunity B. weakness; strength D. strength; opportunity

threat; opportunity

one way businesses use the electronic data interchange in the selling function a. to identify potential accounts b. to fax sales data to employees c. to communicate with customers d. to access competitors' web sites

to communicate with customers

membership in the local chamber of commerce is ___________ for marketing businesses a.

voluntary