mktch8
c.
households
b.
identifiability and measurability
b.
implement and maintain a marketing mix
b.
income
e.
income
b.
income ready group
c.
increase operating costs and locate new customers
a.
increase the market for the product category to new and current customers
b.
increasing the number of customers
e.
individual customer revenue minus costs to satisfy that customer
e.
individual marketing
e.
inelastic demand
d.
innovators
a.
institutions
d.
integrated marketing
d.
integrated targeting
e.
internal marketing audit
a.
internalization phase
b.
interpersonal marketing
a.
is a scientific technique for selecting ways to attract specific population samples
b.
is rarely done by consumer products companies
e.
laddering
d.
larger market share
e.
length of distribution channel
a.
lifestyle
b.
lifestyle
d.
lifestyle
e.
lifestyle
d.
lifestyles
e.
limited demand
a.
majority fallacy
c.
majority fallacy
e.
marginal sales
c.
market
a.
market aggregation
a.
market audience
e.
market base
e.
market combination
d.
market development
b.
market differentiation
e.
market differentiation
d.
market innovation
a.
market integration
c.
market integration
e.
market maven
b.
market position
a.
market positions
e.
market repositioning
a.
market sample
a.
market segment
c.
market segmentation
b.
market segments
e.
marketing through technology
c.
mass marketing
e.
mass marketing is no longer appropriate, especially for consumer packaged-goods products
c.
maturation process
e.
maturation process
e.
microsegments
b.
min-max rule
b.
motive
b.
motives
c.
motives
e.
multiple-use product marketing
a.
multisegment
b.
multisegment
d.
multisegment
c.
multisegment marketing
a.
multisegment targeting
c.
multisegment targeting
d.
multisegment targeting
e.
multisegmented
c.
niche
e.
niche
e.
niche marketing
c.
niche marketing strategy execution
e.
occupation
b.
offer a highly specialized marketing mix
b.
one-to-one marketing
c.
one-to-one marketing
d.
one-to-one marketing
e.
one-to-one marketing
...
106. Stouffer's offers gourmet entrees for one segment of the frozen dinner market and Lean Cuisine for another segment that wants both good taste and low calories. When Stouffer's chose to serve two well-defined market segments and develop distinct marketing mixes for each, it was implementing a(n) _____ strategy.
needs and wants and an ability and willingness to buy; A market is defined as having four imperative characteristics: people or organizations, needs and wants, ability, and willingness to buy.
A market is people or organizations that have:
...
-9
...
. A (n) _____ could help determine whether or not snacking consumers consider Kashi Tasty Little Crackers healthy and tasty in comparison to other brands..
...
. Product positioning is the process of:
...
. The Ritz Carlton hotel chain is renowned for its service and individual treatment of its customers. All service staff and employees have note pads and are taught to record every little piece of information they learn about a customer. If a business traveler ordered soft pillows, only wanted martinis in his mini bar, and needed access to a fax machine, he would find all of these amenities in his room when he arrived. The Ritz Carlton is basing its one-to-one marketing on which of the following trends?
...
. When the Sara Lee Bakery Group introduced Iron Kids Crustless bread (to save mothers the time and effort of slicing the crusts off sandwiches), it was using:
...
. Which of the following is a means of displaying or graphing, in two or more dimensions, the location of products, brands, or groups of products in customers' minds?
A concentrated targeting strategy focuses on one segment of a market.
...
A firm that chooses to serve two or more well-defined market segments and develops a distinct marketing mix for each has a multisegment targeting strategy.
...
A firm that chooses to serve two or more well-defined market segments and develops distinct marketing mixes for each is practicing multisegment targeting.
...
A firm using an undifferentiated targeting strategy essentially adopts a mass-market philosophy, viewing the market as one big market with no individual segments.
...
A group of individuals sharing one or more characteristics (in this case love of wild turkey hunting) that cause them to have relatively similar product needs is called a market segment.
...
A group of individuals sharing one or more characteristics that cause them to have relatively similar product needs is called a market segment.
...
A market is people (baby boomers) with needs (feeling young) and the ability and willingness to buy.
...
A target market is a group of people for which an organization designs, implements, and maintains a marketing mix.
...
Age is a demographic variable for segmentation.
...
All of these are trends impacting the growth of one-to-one marketing except the inappropriateness of mass marketing for consumer packaged-goods products.
...
An undifferentiated targeting strategy views the market as a whole without individual segments and uses a single marketing mix.
...
Around the beginning of fall each year, about 2.7 million turkey hunters all over the United States start looking at catalogs for the perfect item to guarantee that this year they will kill a wild turkey, the most elusive game bird on the North American continent. The devoted turkey stalker can stock up on everything from camouflaged turkey hunting socks, turkey license plate holders, vests with huge pockets for toting dead birds, and hunting videos to turkey decoys, turkey earrings, and turkey callers. Neil Cost is considered the best manufacturer of turkey callers in the world. It is his only product, and each is highly prized by turkey hunters. It is not unusual for a turkey hunter to pay $5,000 for one of Cost's callers.
...
Benefit desired, personality, and lifestyle are not demographic variables.
...
Benefit segmentation is a different segmentation strategy than psychographic segmentation and groups potential customers on the basis of their needs and wants.
...
Benefits segmentation groups customers into market segments according to the benefits they seek from the product
...
Cannibalization is a disadvantage of multisegment targeting. See Exhibit 8.2.
...
Cannibalization is a situation that occurs when sales of a new product cut into sales of a firm's existing products.
...
Cannibalization occurs when sales of a new product cut into sales of a firm's existing products.
...
Concentrated targeting focuses on one target market and develops a highly specialized mix.
...
Concentrated targeting strategy selects one segment of a market for targeting marketing efforts.
...
Consumers are more and more likely to equate good service with personalized service.
...
Cost targets one segment in the market.
...
Creating and supporting different marketing mixes requires more company resources than just designing one mix, which is not a benefit.
...
Daimler AG, the maker of Mercedes-Benz automobiles, is planning to launch a new line of downsized luxury vehicles in the United States by 2012. Daimler has experienced a recent drop in global sales attributed to its product mix that focuses on larger luxury automobiles. With increasing fuel prices and stricter U.S. fuel-economy standards coming down the pipeline, Daimler doesn't want to be left behind. Daimler is behind its competition, though. Its German rivals, Audi and BMW, have been relatively successful in the U.S. BMW"s Mini Cooper, demanding as much as $34,000, has already driven away with some of Daimler's potential sales. While Daimler already offers the Smart car in the U.S., the new offerings will not be going after the same consumers.
...
Different promotional appeals rather than completely different marketing mixes may be used as the basis for a multisegment strategy.
...
E&V Bridal Studios concentrates on the segment of East Asians, who want a traditional wedding.
...
Each of the buyers of Zatarains' products have distinct characteristics to be met, such as type of company, company size, and product use.
...
Ethnicity is a demographic variable.
...
Ethnicity is a demographic variables for segmentation.
...
Family life cycle (FLC) is a series of stages determined by a combination of age, marital status, and the presence or absence of children.
...
Firms that use an optimizer purchase strategy consider many suppliers and analyze their options carefully.
...
Gen Y consists of people born between 1979 and 1994.
...
Gender is a demographic variable, but benefit and lifestyle are not.
...
Geodemographic segmentation clusters potential customers into neighborhood lifestyle categories. It combines geographic, demographic, and lifestyle segmentation.
...
Geodemographic segmentation combines geographic, demographic, and lifestyle segmentations.
...
Geodemographic segmentation is a method that clusters potential customers into neighborhood lifestyle categories and is a combination of geographic, demographic, and lifestyle segmentation.
...
Geographic segmentation segments markets by region of a country or the world, market size, market density, or climate.
...
Households are part of the consumer market.
...
Loyal customers are less costly to maintain than acquiring new customers.
...
Market research has shown that 6- to 17-year-old males, 18- to 24-year-old females, and 18- to 44-year-old males are most likely to watch a televised professional wrestling event or to attend a live match. Wrestling events are regularly broadcast in different countries. Merchandise licensed by World Wrestling Entertainment (formerly known as the World Wrestling Federation) can be purchased at JCPenney and Wal-Mart. Clothes for adults are used to reach markets that may not buy action figures, video games, and novelty candy, but who are still proud to sport World Wrestling Entertainment (WWE) trademarks.
...
Mercedes-Benz
...
NARRBEGIN: Mercedes-Benz
...
NARRBEGIN: Turkey Hunting Equipment
...
NARRBEGIN: Wrestling Merchandise
...
NARREND
...
One-to-one marketing is an individualized method of marketing to customers.
...
Out of this list, only ethnic segmentation is a demographic variable.
...
People in different stages of the family life cycle would be most likely getting married, going on a couples-only trip, or needing the services of a day-care center.
...
Perceptual mapping displays, in two or more dimensions (like healthy and tasty), the location of products in the customers' minds.
...
Piper has chosen three specific markets to target, which is characteristic of a multisegment targeting strategy.
...
Position is the place a product, brand, or group of products occupies in consumers' minds relative to competing offerings.
...
Positioning against competitors is a positioning strategy.
...
Positioning is developing a specific marketing mix to influence potential customers' overall perception of a brand, product line, or organization in general.
...
Positioning uses emotion to show how the product makes customers feel.
...
Private Ears are designed to help the hard of hearing hear the television without running everyone else out of the room (or house).
...
Product differentiation is a positioning strategy that some firms use to distinguish their products from those of competitors.
...
Product differentiation is used to distinguish one company's products from another's.
...
Product differentiation strategy is a positioning strategy that firms use to distinguish their products from those of competitors.
...
Product user positioning focuses on a personality or type of user.
...
Psychographic segmentation is based on lifestyle as well as personality and motive.
...
Psychographic segmentation is based on motives, personality, and lifestyle.
...
Psychographic variables are used in the consumer market.
...
Repositioning is changing consumers' perception of a brand in relation to its competitors.
...
Repositioning is the changing of consumers' perceptions in relation to the competition.
...
Repositioning means changing the customers' perception of a brand in relation to competing brands.
...
Repositioning means changing the customers' perceptions of a brand in relation to competing brands.
...
Satisficers use a simple, quick purchasing strategy of looking for the first available adequate supplier.
...
Segmenting users by amount purchased or consumed is usage-rate segmentation.
...
Share of customer represents how much a customer spends with a business, so increasing customer share attempts to sell more products to each customer rather than attempting to gain more customers overall.
...
Since the audience is diverse, demographic segmentation would not be nearly as useful as psychographic segmentation that emphasized the fans' lifestyles.
...
The 80/20 principle proposes that a minority of a firm's customers purchase a majority of the volume of the product.
...
The Claritas PRIZM Lifestyle software program divides Americans into 66 "clusters," or common types, all with catchy names.
...
The benefit sought is easy-to-carry luggage.
...
The benefit sought is freedom from pain.
...
The consumers are described by the type of benefit they seek.
...
The consumers can be described by the type of benefit they seek.
...
The is the basis of psychographic segmentation.
...
The profiling and analysis of the segments step in segmenting a market involves analyzing the segments' size, expected growth, purchase frequency, and so on.
...
The publication targets a market segment of consumers in a particular family life-cycle stage.
...
The purpose of product differentiation is to distinguish one firm's products from another's.
...
The rapidly changing nature of markets dictates a regular reexamination of the segmentation process.
...
The rapidly changing nature of markets dictates regular reexamination of the segmentation process.
...
The segment is families with young children.
...
The segment is large enough to warrant developing and maintaining it as a target market.
...
The steps in segmenting a market are (1) select a market or product category for study, (2) choose a basis or bases for segmenting the market, (3) select segmentation descriptors, (4) profile and analyze segments, (5) select target markets, and (6) design, implement, and maintain appropriate marketing mixes.
...
The successful criteria for market segmentation include substantiality, identifiability, measurability, accessibility, and responsiveness.
...
The target market is a group of people or organizations for which an organization designs, implements, and maintains a marketing mix intended to meet the needs of that group.
...
The types of psychographic segmentation include personality, motives, lifestyles, and geodemographics. This is an example of geodemographics, which is segmenting potential customers into neighborhood lifestyle categories.
...
These magazines are aimed at helping people achieve a certain lifestyle.
...
These magazines are aimed at helping people achieve a certain lifestyle. They emphasize the motive variable.
...
Thirty-something women indicate demographic segmentation. The juggling act describes her lifestyle.
...
This described family life cycle.
...
This describes the essence of lifestyle segmentation.
...
This is the definition of a product's position.
...
This is the definition of a target market.
...
This is the definition of benefit segmentation.
...
This is the definition of geodemographic segmentation.
...
This is the definition of one-to-one marketing.
...
This is the definition of optimizers.
...
This is the definition of perceptual mapping.
...
This is the definition of positioning.
...
This is the definition of satisficers.
...
This is the definition of the 80/20 principle.
...
This is the definition of usage-rate segmentation.
...
This is the goal of repositioning.
...
This positioning strategy focuses on a personality or type of user.
...
Turkey Hunting Equipment
...
Typical bases for positioning include attributes, price and quality, use or application, product user, product class, competitor, and emotion.
...
Usage rate segmentation divides a market by consumption so that firms can target their heavy users more.
...
Usage-rate segmentation divides a market by the amount of product bought or consumed.
...
Using appeals to economy, reliability, and dependability target customers with rational motives. Benefits is not a psychographic segmentation variable.
...
With an undifferentiated targeting strategy, the market is viewed as one big market with no individual segments and uses a single marketing mix.
...
Wrestling Merchandise
...
| TB&E Model Promotion
...
...
100. Tall Paul's designs and sells household furniture and furnishings to people who are over 6'6" tall--a rather small target market. Tall Paul's uses a(n) _____ targeting strategy.
...
101. When a firm uses a concentrated targeting strategy, it can:
...
102. E&V Bridal Studios, a wedding consulting business, only works with Eastern Asian customers who want to use their cultural heritage in their wedding ceremonies. What type of segmentation strategy does the wedding consultant use?
...
103. Companies that adopt a concentrated marketing strategy violate which of the following old sayings?
...
104. When a firm serves two or more well-defined market segments with a distinct marketing mix for each, it is using a(n) _____ targeting strategy.
...
105. Piper Corporation makes aircrafts. It produces several different planes for three categories of customer: Professional, Personal, and Trainer. What type of targeting strategy is Piper using?
e.
functionality
...
86. What is the first step in segmenting a market?
c.
usage rate
...
107. Pharmaceutical firms market many brands of cold remedies with highly similar ingredients. The primary difference among the brands is their promotions that emphasize that various brands will treat different symptoms, such as runny noses, headaches, and fever. This is one way to practice:
...
108. With multisegment targeting, a company could benefit from all of the following EXCEPT:
...
109. A potential disadvantage of multisegment targeting is _____, which occurs when sales of a new product cut into sales of a firm's existing products.
...
110. _____ is one of the potential disadvantages associated with a multisegment strategy.
...
111. Pharmaceutical firms have introduced new over-the-counter antacids that block the production of stomach acids while still marketing traditional antacids. Traditional antacids treat heartburn by neutralizing stomach acid. If sales of the new acid blockers reduce sales of the traditional antacids, then _____ has occurred.
...
112. When Procter & Gamble (P&G) introduced Liquid Tide to a new segment, consumers in the traditional powdered detergent segment switched to the liquid product. Rather than real sales growth, P&G simply experienced the shifting of existing customers to a new product. This exemplifies a drawback of multisegment targeting strategy called:
...
113. Clorox saw sales of its bleach products suffer when it introduced laundry detergents with bleach as an added ingredient. This is an example of:
...
114. An individualized marketing method that utilizes customer information to build long-term, personalized, and profitable relationships with each customer is referred to as:
...
115. Mirage Resorts in Las Vegas has a system that allows hotel clerks instantaneous access to a client's gambling history to determine what sort of room or complimentary services will provide the guests with the highest level of service. The resort is practicing:
...
116. Land's End offers customers the option of having jeans and other types of pants made to fit them according to their waist, hip, and leg length measurements. This is an example of:
...
117 -1
...
117. Increasing share of customer means:
...
118. The basic goal of one-to-one marketing is to:
...
119 -4
...
119. All of the following have been identified as trends that will lead to the continuing growth of one-to-one marketing EXCEPT:
...
12
...
122
...
122. _____ is the development of a specific marketing mix to influence potential customers' overall perception of a brand, product line, or organization in general, and is related to the place a product occupies in consumers' minds relative to competing offerings.
...
123. Chandler Kumar owns two antique stores. One is in an upscale neighborhood, and its merchandise is artfully arranged and priced to indicate product rarity. The other is in a run-down strip mall and contains some of the same type of merchandise, but the items are left in open boxes and placed haphazardly on shelves. Customers of either store have entirely different perceptions of the stores and would be surprised to know Kumar operates each of them because he uses such differing _____ strategies.
...
124
...
124 -5
...
124. The place a product, brand, or group of products occupies in consumers' minds relative to competing offerings is referred to as a product's:
...
125 -5
...
125 -6
...
125-126 -6
...
125. Elaine perceives Cadillac automobiles to be for older men, not for young professional women such as herself. Elaine's perception represents Cadillac's _____ in her mind.
...
126
...
126 -6
...
126. There are a number of devices that parents can buy to prevent their children from hearing objectionable language while they watch television. ProtecTV is the only product of its kind that has an expandable dictionary. Parents can add words and phrases they find offensive, and the additional words will be deleted from soundtracks and captioning. ProtecTV uses a(n) _____ strategy.
...
127
...
127-128
...
127. Products such as bleaches, aspirin, unleaded regular gasoline, and some soaps are distinguished by differences, such as brand names, packaging, color, smell, or "secret" additives. With these products, marketers attempt to convince customers their product is significantly different from the others and should therefore be demanded over competing brands. These marketers are using:
...
128
...
128. For years, fryer chickens sold in grocery stores were perceived to be a rather generic product--one brand of chicken was much like another. Then Frank Perdue began an advertising campaign to tell consumers his brand of chicken was more tender and a better choice. Perdue brought _____ to the marketing of fryer chickens.
...
132. All of the following are typical bases for positioning EXCEPT:
...
133. In 2008, Apple, Inc. introduced Mobile Me, which keeps everything on a consumer's Mac, PC, iPod or iPhone on an online server Apple calls the "Cloud" so that it can be accessed at any time. Apple is catering to on-the-go consumers who use multiple platforms. This positioning strategy is based on the _____.
...
87. All of the following are steps in the market segmenting process EXCEPT:
...
134. Ad campaigns by Aleve pain reliever emphasize the fact that to get the same relief offered by one Aleve, you would need to take six aspirin or Tylenol and four Advil. These promotions are using the positioning base of:
...
135. The advertisements for Kay Jewelers usually show a man presenting a woman with a ring or necklace and receiving a kiss in return. The ad then shows the slogan "Every Kiss Begins with Kay." This is an example of _____ positioning.
...
136. Changing consumers' perceptions of a brand in relation to competing brands is known as:
...
137. The Southern Company is the largest provider of utilities in the southeastern United States. It has also been accused of being the biggest source of industrial air pollution in the area. The Southern Company is trying to change consumers' perceptions of the company by sponsoring a series of television programs on how to preserve our environment. The Southern Company is hoping the programming will lead to:
...
138. H&R Block launched a $100 million marketing campaign to parlay the company's intimate knowledge of 20 million customers' finances into other services like mortgages and investment advice. Block has great brand recognition, but consumers only care about it four months out of the year. H&R Block is attempting to _____ itself to make people think of it as a company offering services year-round.
...
139. To be successful, most businesses focus on customer service. However, the cable industry has a history of poor customer service. Cable companies are facing competition for TV customers who once had no choice but cable if they wanted to see more than local programs. In the face of this competition from direct broadcast satellites, cable companies are trying to use a _____ strategy to show that they have become customer-oriented.
...
140. Refer to Turkey Hunting Equipment. Wild turkey hunters would be defined as a:
...
141. Refer to Turkey Hunting Equipment. Given that the wild turkey hunters number approximately 2.7 million, it meets the segmentation criterion of:
...
142. Refer to Turkey Hunting Equipment. Segmenting a market based on the fact that people who enjoy hunting typically exhibit a particular lifestyle is an example of _____ segmentation.
...
143. Refer to Turkey Hunting Equipment. What kind of strategy does Neil Cost use to select his target market?
...
144. Refer to Turkey Hunting Equipment. Primos Hunting Calls is another company that manufactures wild turkey callers. It claims each of its callers is able to cluck, shriek, and kee-kee (three sounds that have been known to attract the wild turkey). If you buy one of Cost's callers, you are limited to one sound. In this way, Primos has implemented a(n) _____ strategy.
...
145. Refer to Wrestling Merchandise. The groups identified above as strong wrestling fans can be described as:
...
146. Refer to Wrestling Merchandise. The marketing research revealed that _____ segmentation can be used to identify the biggest fans of professional wrestling.
...
147. Refer to Wrestling Merchandise. Since the WWE must use different methods to reach its three largest target markets, it must use:
...
148. Refer to Wrestling Merchandise. Prior to the 1990s, professional wrestling tried to compete as a legitimate sport just like football and baseball. Now it uses the term "sports entertainment" when talking about what it is marketing to its fans. This is an example of the implementation of a(n) _____ strategy.
...
149. Refer to Wrestling Merchandise. Most Wrestling fans live in the southern United States. Based on this information, what segmentation base would be appropriate?
...
150. Refer to Mercedes-Benz. Baby boomers have money to burn and will be the primary target for the downsized, luxury vehicles offered by Mercedes. Many of them will want this type of car to feel young again. This group is considered a _____.
...
151. Refer to Mercedes-Benz. Daimler plans to introduce the downsized luxury vehicles in major U.S. cities, such as Los Angeles, New York, Miami, Atlanta, Dallas, and Chicago, because market research has shown that these metropolitan areas have the greatest potential with respect to the consumers able to purchase a $30,000+ smaller luxury vehicle. Which type of psychographic segmentation does this represent?
...
152. Refer to Mercedes-Benz. One potential problem is that some of the purchasers of Daimler's downsized luxury vehicles could be consumers who would have purchased a larger, higher-priced Mercedes-Benz. This situation is called:
...
153. Refer to Mercedes-Benz. Mercedes-Benz's Baby boomers are a useful segment because they meet certain criteria. Which of the following do the baby boomers meet?
...
154. Refer to Mercedes-Benz. Which positioning base will Daimler be using if the company emphasizes the type of people who buy Mercedes-Benz automobiles in its promotional efforts?
the segment identified by a marketer should differ in how it responds to the marketing mix when compared to another segment confronted with the same mix
20. The requirement for a market segment to be responsive means:
responsiveness; Responsiveness means that the segment responds to a marketing mix differently from other segments, which does not appear to be the case.
21. Altria Group Inc.'s Phillip Morris failed at another attempt to target Americans looking for a potentially safer cigarette. This market exhibits a lack of _____.
...
40. Redbook magazine targets what it calls "Redbook jugglers," defined as 25- to 44-year-old women who must juggle family, husband, and job. According to a Redbook ad, "She's the product of the 'me generation,' the thirty-something woman who balances home, family, and career— more than any generation before her, she refuses to put her pleasures aside. She's old enough to know what she wants. And young enough to get it." This is an example of _____ segmentation.
d.
usage rate
conduct a follow-up analysis to determine if the segments it might choose would respond differently from other segments to its marketing strategy
22. A research firm has conducted marketing research on the market for metal roofing for homes. The research firm has determined there are thousands of homeowners who want the durability provided by metal roofs. These homeowners are generally married and between 25 and 54 years of age. They tend to live in suburban neighborhoods and most subscribe to lifestyle magazines. If you were interpreting these results, you might suggest that the research firm:
responsiveness;Responsiveness is in force when a target segment responds differently (hopefully more positively) to the marketing mix than other segments.
23. If a market segment is especially motivated by coupons in newspapers, which segmentation success criterion is most influential in the success of this program?
responsiveness; Responsiveness is in force when a target segment responds differently (hopefully more positively) to the marketing mix than other segments.
24. A health club has a new fitness program for expectant mothers. After fliers were placed at the offices of area obstetricians, classes filled up within two days. Which segmentation success criterion was most influential in the success of this promotion?
Segmentation bases; This is the definition of segmentation bases.
25. _____ are characteristics of individuals, groups, or organizations that marketers use to divide a total market into segments.
segmentation base; A segmentation base is the characteristic used to segment the market.
26. Military Spouses is the only publication in the world that targets readers who "are married to the military." Its content reflects the unique set of challenges, hardships, and rewards to those whose spouses are in the military. The marital status that has been used to distinguish the market for this magazine is an example of a(n):
Use a single-variable strategy because it offers an inexpensive alternative that would not require much experience to employ.: Though less precise, single-variable segmentation has the advantage of being simpler and easier to use than multiple-variable segmentation.
27. Rachel is the owner of a gift shop. She understands the need to segment her market, and available marketing research indicates there is much demand in the community for personalized gifts. She has few resources and cannot engage in intensive consumer research to precisely identify a segment. Which of the following strategies would you suggest she employ?
geographic; The most logical base for segmentation of a product that is used more in one area than another is geographic.
28. Consumers in Louisiana love hot sauce, and Tabasco and Crystal brands are particularly popular there. Consumers in Michigan do not like hot food, so they purchase very little hot sauce. A national chain of grocery stores would likely use _____ segmentation when stocking condiment merchandise.
Geographic segmentation;
29. _____ is the segmenting of markets based on the region of the country or the world, market size, market density (number of people within a certain unit of land), or climate.
geographic; Geographic segmentation includes segmenting markets by climate.
30. A manufacturer of blankets knows heavy 100 percent wool blankets sell better in the New England area where the winters are harsh and that lighter-weight blankets sell better in the Southeast market where mild winters require fewer and lighter covers for the bed. Segmenting the market according to climate is an example of _____ segmentation.
geographic; Geographic segmentation segments markets by region of the country or world.
31. The Coca-Cola Company has over 450 brands in over 195 countries. According to their web site, their products range from Samurai, an energy drink available in Asia to Vita, an African juice drink. It uses _____ segmentation in this marketing strategy.
geographic; Geographic segmentation includes segmenting markets by region of the country or world.
32. Almost all cell phones sold in the United States sold are black or gray. Almost all cell phones sold in Europe are colorful, and very few black phones are sold. A cell phone manufacturer knowing this information could use _____ segmentation when selling its phones internationally.
A regional approach gives marketing managers control over the competitive environment.; The competitive environment is one of the noncontrollable factors in a company's environment.
33. All of the following statements are reasons why consumer goods companies take a regional approach to marketing rather than a national approach EXCEPT:
demographics; Common bases of demographic segmentation are age, gender, income, ethnic background, and family life cycle.
34. Marketers use _____ to segment markets because this information is widely available, and factors such as age or gender are often related to consumer purchasing and consumption behavior.
demographic;These are demographic
35. Income, ethnic background, gender, and age are all examples of _____ segmentation bases.
demographic: A demographic base segments the market. ACT is produced for young children and sold to their parents.
36. ACT for kids, an anticavity fluoride rinse, comes in Bubble Gum Blow Out flavor. The age-based variable that distinguishes the market for this product is an example of a(n) _____ segmentation.
demographic: This magazine is using age as a segmentation base, which is characteristic of demographic segmentation.
37. Modern Maturity magazine is targeted toward adults age 50 and older. It has articles on health and fitness as well as the arts and finance. What segmenting base is Modern Maturity using?
...
39. While most marketing to Generation Y tries so hard to be hip that it borders on parody, Vans has kept the decades-old brand real and vital for Gen Yers. Marketing programs the footwear manufacturer uses to reach Gen Yers include the Vans Skate Parks, which operate in malls around the country; the wildly successful Vans Warped Tour for alternative music; and the Vans Triple Crown, the brand's answer to the X Games. The segmentation plan used by Vans relies heavily on _____ segmentation.
...
41. Coca-Cola launched a new Black History television commercial on BET to coincide with the Martin Luther King Jr. holiday. The ad is just one element of a strategy for connecting with African-American consumers. Coca-Cola's segmentation plan for this promotional campaign is based on _____ segmentation
...
42. Clearing Skies Press published a book by Robert Ruark entitled Keeping the Baby Alive Till Your Wife Gets Home. It is an advice book for new fathers. What demographic variables have been used to define the market for this book?
...
43. H&M plans to open a new store in Saudi Arabia. It will be staffed completely by women. Saudi Arabia has strict laws about women interacting with men other than their husbands so only women will be permitted to shop there. Which type of demographic segmentation is H&M using?
...
44. Johnson Publishing Company, the world's largest African American-owned publishing company and home of Ebony magazine, has forged an alliance with Dan River, Inc., to create luxury bed and bath products for the newly developed Ebony Home brand. This brand will use the strong relationship the publisher has with the African American market to sell the brand. What form of demographic segmentation will be used to market the Ebony Home brand?
...
45. In Miami, several radio stations broadcast in Spanish and play Latin music for the Hispanic people living in South Florida. The radio stations are using _____ segmentation.
...
46. Modern Bride is a publication that contains articles and lots of ads for the bride-to-be. Many young women consult this magazine as they plan their special day. The segmentation base used to define the publication's target market is based on _____ variables.
...
47. A series of stages determined by a combination of age, marital status, and the presence or absence of children is known as the:
...
48. Jane graduated from high school in 1978, is married, and has two teenaged children. Most of Jane's friends from high school have children who have already graduated from college, gotten married, and some with grandchildren. Jane and her former classmates are at difference stages of the:
...
49. Evenflo makes baby-gates to keep toddlers off stairs. What demographic segmentation variable will Evenflo use to identify its target market?
...
50. Which of the following businesses would be most likely to use family life-cycle segmentation?
...
51. _____ segmentation is based on personality, motives, and lifestyle.
...
52. All of the following are bases for psychographic segmentation EXCEPT:
...
53. A Small World is a nonprofit retail store that sells gift items made by artisans from over 30 different countries. This store provides employment to craftspeople in developing nations and markets their handiwork at a fair price. The store defines its market segment as people who believe in helping others and who feel good about helping others whenever possible. The store uses _____ segmentation.
...
54. NASCAR racing fans are some of the most diverse and loyal fans in the world. They will stand in the pouring rain, the freezing cold, or the blistering heat for hours to shake the hand and get the autograph of a NASCAR super driver. These fans are not concentrated in any one area, but are dispersed throughout the United States. A Web site designed to market NASCAR memorabilia would be most likely to be successful if it used _____ segmentation to determine its target market.
...
55. Wine Spectator is a magazine that targets people who appreciate good wine and food. However, the discriminating reader of this magazine is also interested in travel and health, so the magazine features travel and health-related stories. This publication relies on _____ variables to identify its target market.
...
56. Magazines like Martha Stewart Living, Better Homes & Gardens, and other magazines targeted to people who are interested in improving their personal spaces rely on _____ segmentation.
...
57. The James Hardie Siding Company sells concrete siding. It was having little luck targeting contractors because concrete siding is difficult to install and shows every flaw if a house is incorrectly framed. So Hardie decided to target homeowners who wanted the security of knowing their siding was guaranteed not to rot or crack for 50 years. In terms of psychographic segmentation, the siding company used the _____ variable.
...
58. _____ divides individuals into groups according to the way they spend their time, the importance of items in their surroundings, their beliefs, and socioeconomic characteristics.
...
59. _____ is a method that clusters potential customers into neighborhood lifestyle categories and is a combination of geographic, demographic, and lifestyle segmentation.
...
6. Kraft Foods plans to tailor different ads for different neighborhoods in the same region. For example, viewers watching a cable show in a Hispanic neighborhood in Chicago would see different ads during the same commercial breaks as non-Hispanics living in a different neighborhood. Kraft's strategy best exemplifies _____ segmentation.
Market segmentation; The is the definition of market segmentation.
6. _____ is the process of dividing a market into meaningful groups that are relatively similar and identifiable.
...
60. In Baton Rouge, Louisiana everyone who is anybody in society can't wait to get a copy of 225 magazine. The magazine is targeted to the upper middle and upper classes in Baton Rouge and features articles on how they work and play. The editor of 225 magazine is relying on _____ segmentation.
...
61. What is PRIZM?
...
62. Which of the following statements best describes the reason marketers find geodemographic segmentation so effective?
...
64. _____ is the process of grouping customers into market segments according to what is sought from the product.
...
65. Heavenly Ham is a ham and sandwich store that stresses in its advertisements that customers should choose them "when taste matters." Heavenly Ham uses _____ segmentation.
...
85. The Green Earth, a landscaping company, finds that the most difficult firms to get business from are the _____ because this group considers numerous, even unfamiliar suppliers, solicits bids, and carefully analyzes options; therefore, it requires a higher levels of customer service.
...
66. ThermaCare air-activated heat wraps are meant to be wrapped around sore muscles and joints. The product is advertised as a powerful pain reliever and a source of deep muscle relaxation. Its soothing warmth can work at night while you sleep to restore your body. The manufacturer of ThermaCare heat wraps is using _____ segmentation.
...
67. Karry-Lite, the manufacturer of lightweight suitcases with wheels, uses as its slogan, "Takes the 'lug' out of luggage." This slogan illustrates the use of _____ segmentation.
...
68. There are many furniture manufacturers. Tall Paul's is the only one that makes furniture to meet the needs of people who are over 6'6" tall. These people find furniture designed for average-sized people to be cramped and uncomfortable. Tall Paul's uses _____ segmentation.
...
69. When asked to name a brand of sports drink, most people will answer Gatorade, and some will respond with Powerade also. But people with diabetes who still need to replenish electrolytes lost during activity or illness cannot drink these sports drinks because they are high in sugar and thus cannot be drunk by diabetics. As a result, a manufacturer has developed Champion Lyte, which contains no sugar. The manufacturer of Champion Lyte has used _____ segmentation to identify its market.
...
70. Private Ears are earphones that a person with limited hearing can use to hear the television without turning the volume up full blast. That way, other family members with normal hearing can watch the television at the appropriate volume for them. Private Ears is using _____ segmentation.
...
71. Which type of segmentation divides a market by the amount of product bought or consumed?
...
72. Most airline frequent flyer programs reward the most frequent flyers with business class upgrades and flight lounge privileges. Airlines are using these rewards as a means of implementing _____ segmentation.
...
73. The public transportation system in the San Francisco area conducted a survey that revealed respondents could be assigned to one of four categories: (1) people who never utilized mass transit, (2) people who utilized mass transit in the past but not now, (3) people who utilized mass transit occasionally, and (4) people who utilized mass transit regularly. These groups have significantly different perceptions about transportation alternatives. This is an example of _____ segmentation.
...
74. A number of plastic surgery groups in Great Britain are making use of loyalty cards. Patients who have five procedures performed at their offices will receive either a free procedure or a discount off another more complex surgical procedure. Aimed at patients who get maintenance treatments such as Botox or regular face peels, the loyalty cards may be used toward any type of surgical procedure. This is an example of segmentation by:
...
75. General Mills offers a deal where its cereal users can collect box tops and submit them to General Mills to earn money for their children's schools. This program, called the Box Tops for Education Program, is a means of changing light users into heavier users. In other words, it is a form of _____ segmentation.
...
76. What does the 80/20 principle propose?
...
77. The _____ proposes that a minority of a firm's customers purchase a majority of the volume of the product.
...
78. Train collectors Jack McCoy and Sandro Dias have decided to open a store that sells train memorabilia--everything from toy train sets to full-sized railroad signs. After 18 months in business, they have noticed most of their sales are to the same small group of customers (about 40 people) even though they have records to show there are over 200 active train collectors within a 50-mile radius of their store. Their retailing experience is supportive of the:
...
79. Business marketers focus on all of the following market segments EXCEPT:
...
80. Zatarains offers packaged spice mixes for jambalaya, gumbo, and red beans and rice. Consumers can buy the product in the store, so Zatarains sells individual household-size packages to resellers. It also sells institutional-size packages to military bases, schools, restaurants, and other large organizations. The marketers of Zatarains would most likely segment the business market according to:
a.
80/20 marketing
c.
80/20 principle
e.
80/20 principle
...
81. Tower Fasteners developed a commanding position in the fastener industry by having in stock over 150,000 different types of fasteners. Tower's primary market is defined as companies with a need for specialized fasteners. All of the following are characteristics of the buying organization that Tower can use for segmentation EXCEPT:
...
82. Firms can be categorized by the type of purchasing strategy they use. _____ usually contact familiar suppliers and place an order with the first that can meet product and delivery requirements.
...
83. Hank operates a plumbing and electrical supply store. He has categorized its business customers by their purchasing strategy. Hank has found it much easier to serve and satisfy the _____, who usually recontact familiar suppliers and place an order immediately if product and delivery requirements are acceptable.
...
84. Firms can be categorized by the type of purchasing strategy used. _____ consider numerous, even unfamiliar suppliers and solicit and analyze options.
...
88. June LaVista owns a health and fitness gym. After dividing her customers into four segments based on income range, age, level of fitness, and other selected segmentation descriptors, she wrote out a description of each segment's size, expected growth, frequency of exercise, and overall profit potential. Which step in segmenting a market is LaVista engaged in?
...
89. After selecting a market for study and choosing bases for segmenting that market, the next step is to:
...
90. Thompson Pools installs and maintains swimming pools. They group their customers according to their needs: new installs, regular maintenance, and frequent product consumers. When do they need a new segmentation analysis?
...
91. Market segmentation:
...
92. A(n) _____ is a group of people or organizations for whom an organization designs, implements, and maintains a marketing mix intended to meet the needs of that group, resulting in mutually satisfying exchanges.
...
93. The debate over gay marriages is causing a great deal of furor, but it has done little to deplete the importance of the affluent gay market to businesses. Georgia Pacific and Mitchell Gold, a furniture manufacturer, are two companies that have implemented and maintained marketing mixes designed to meet the needs of lesbians and gays. To these companies and others, lesbians and gays are a desirable:
...
94. Sure Fit, Inc. has begun a rebranding strategy to let customers know it no longer only produces slipcovers, but now also carries a line of rugs, window treatments, and bedding. Its _____ is described as women with average annual household income of $60,000 or more.
...
95. Which target marketing strategy views the market as one big market with no individual segments and thus uses a single marketing mix?
...
96. When Henry Ford first made the model T, he said consumers "can have any color they want as long as it is black." This was a case of _____.
...
97. Candace Popwell makes and markets Festive Holiday Truffles candy. The confectionary company owner views the world as one big market with no individual segments and tries to reach it with only one marketing mix. Her essentially mass-market philosophy indicates she probably uses a(n) _____ strategy.
...
98. A(n) _____ strategy entails selecting one segment of a market to target, and focuses on understanding the needs, motives, and satisfactions of the members of that segment, as well as on developing a highly specialized marketing mix.
...
99. All of the following are advantages of using a concentrated targeting strategy EXCEPT:
e.
choose a basis or bases for segmenting the market
ANS:
A
c.
cluster benefit
Market
A _____ is a group of people or organizations that has wants and needs that can be satisfied by particular product categories, has the ability to purchase these products, and is willing to exchange resources for the products.
d.
demographic
a.
A bird in the hand is worth two in the bush.
No, they do not have the ability to purchase at this time.;A market is a group of people or organizations that has wants and needs that can be satisfied by particular product categories, has the ability to purchase these products, and is willing to exchange resources for the products. There is no suggestion of ability in this case.
A group of middle school students stop by a bicycle store. The store has just received a new shipment of high-end racing bicycles. The bicycles range in price from $1,200 to $3,000. All of the students want one of these new bikes, but none has the means to buy one. Is this group of consumers a potential market for the expensive bikes?
complexity; Complexity is not a criterion.
A manufacturer of lenses used in microscopes, binoculars, and telescopes has segmented its market into scientific equipment manufacturers, sporting equipment manufacturers, and retailers who sell replacement lenses. In order for this segmentation scheme to be successful, all of the following criteria must be met EXCEPT:
e.
demographic
c.
A rifle is more exact than a shotgun.
e.
A rolling stone gathers no moss.
market segment; This is the definition of a market segment.
A(n) _____ is a subgroup of individuals or organizations sharing one or more characteristics that cause them to have relatively similar product needs.
b.
family life cycle
c.
family life cycle
...
AACSB Diversity
d.
family life cycle
e.
family life cycle
c.
family life-cycle
e.
usage rate
c.
fast-food restaurants
e.
feature-based
c.
financial terms
substantiality; Substantiality means segments must be large enough to warrant a separate marketing mix.
According to the criterion of _____ a selected segment must be large enough to warrant developing and maintaining a special marketing mix. Serving the specific needs of this segment must be commercially viable, even if the number of potential customers is small.
d.
Acculturation
b.
Actualizers
d.
Actualizers
accountability The four criteria are substantiality, identifiability and measurability, accessibility, and responsiveness.
All of the following are criteria for successful market segmentation EXCEPT:
ANS:
B
c.
a way to identify the importance of ethnic origin to the proposed target market
c.
Benefit
a.
Benefit segmentation
e.
Birds of a feather flock together.
ANS:
C
d.
Cannibalization
e.
Character
c.
Combination marketing
ANS:
D
a.
finding the correct location for retail outlets to sell a product category
b.
Demarketing
b.
Demographic
b.
Diversification
b.
Don't count your chickens before they hatch.
c.
Don't put all of your eggs in one basket.
d.
Don't put all of your eggs in one basket.
ANS:
E
b.
Every action has an opposite and equal reaction.
d.
Every year, using new bases for variety
e.
Experiencers
d.
Family life cycle
market segmentation; Dividing one large market into divisions based on a variable like product usage is called market segmentation.
Ford Motor Company produces passenger cars, commercial trucks and specialty vehicles, performance vehicles, and race cars. Ford uses a procedure called _____ to divide its large market.
a.
Geodemographic segmentation
it will enable them to build an accurate description of customer needs by group and to design a marketing mix to fit each segment; The purpose of segmentation is to group similar consumers and to serve their needs with a specialized marketing mix.
Home Cookin' Catering would like to improve customer satisfaction and increase repeat business. When you ask the owners to describe a typical customer, they say it is impossible and explain that with corporate functions, family affairs, and fund-raisers, they do not have a typical customer. You suggest it is time for market segmentation because:
a.
Inadequate demand
e.
Innovators
a.
Life-cycle segmentation
c.
Lifestyle segmentation
e.
Lifestyle segmentation
e.
Loss of synergy
c.
Lower profits
d.
Macrosegmentation
e.
Macrosegmentation
e.
Market aggregation
a.
Market differentiation
b. identify which variable base should be used for segmenting; Market segmentation itself does not signal which base should be used, but it will define needs and wants, and help marketers define marketing objectives, improve resource allocation, and evaluate performance.
Market segmentation can assist marketers to do all of the following EXCEPT:
b.
Microsegmentation
d.
Microsegmentation
a.
Once every 20 years is about average
e.
Only when the market changes
c.
Optimizers
a.
PRIZM segmentation
d.
Positioning
a.
Psychographic
e.
Psychographic segmentation
d.
Roughly 20 percent of a firm's customers purchase 80 percent of the sales volume of the product.
c.
Roughly 50 percent of a firm's customers purchase 80 percent of the sales volume of the product.
b.
Roughly 80 percent of a firm's customers are repeat business.
a.
Roughly 80 percent of the profit comes from 20 percent of the sales.
e.
Sales are equally divided among heavy, medium, and light users, but they all need slightly different products.
a.
Satisficers
d.
Satisficers
c.
Sociocultural clustering
b.
Strivers
a.
Strugglers
b.
Temporal segmentation
b. expectant moms One way to segment the market would be stage in the family life cycle.
The Belly Cast kit by Proud Body helps an expectant mom to make a cast of her pregnant body, decorate it and keep it for a lifetime. The primary market segment for the Belly Cast kit is:
accessibility; Accessibility is the ability to communicate information about the product offering to the segment.
The city of Monroe has a literacy program for the homeless but has had a difficult time reaching this group with information about the program, even though radio and television stations have provided public service advertisements free of charge. This illustrates a segmentation problem with:
d.
The grass is always greener on the other side of the fence.
c. accessibility This describes accessibility.
Which criterion of useable market segments means the firm must be able to reach members of targeted segments with customized marketing mixes?
b. identifiability and measurability Segments must be identifiable and their size measurable, which might be difficult due to many gay consumers not admitting their lifestyle.
The marketing manager of Gevala gourmet coffees wants to target the gay male consumer because he thinks this segment of consumers appreciates and consumes gourmet coffee. Even though gay lifestyles are becoming more accepted socially, the manager is finding it difficult to determine the market potential for this segment because many gay consumers are not willing to admit their lifestyle publicly. Which criterion of a useful segment does this illustrate?
is large enough to permit a profitable market effort toward its members ;Substantiality means the selected segment will be large enough to warrant developing and maintaining a special marketing mix. Serving the specific needs of this segment must be commercially viable, even if the number of potential customers is small.
The marketing researcher for Pooch Party, a manufacturer of toys for dogs, has noticed an increased trend in pet owners dressing their dogs in clothing. The researcher thinks there is a market for designer clothing for small and medium-sized dogs, but he's not sure if the segment is substantial. In this case, substantiality means the segment:
every individual in the world is a market segment
The process of market segmentation involves breaking down a heterogeneous market into homogeneous and identifiable segments. If this process is carried to its extreme, then one could say that
enable the marketer to tailor marketing mixes to meet the needs of one or more specific groups; The purpose of segmentation is to group similar consumers and to serve their needs with a specialized marketing mix.
The purpose of market segmentation is to:
b.
finding the right channel of distribution for a product
c.
They don't need any because consumer markets don't rapidly change and develop like business goods markets
b.
They should do them regularly because of the rapidly changing nature of most markets
c. substantiality, identifiability and measurability, accessibility, and responsiveness ;Useful segments should be substantial, identifiable and measurable, accessible, and responsive to different marketing mixes.
To be useful, a segmentation scheme must produce segments that meet four basic criteria. The criteria are
b.
Value-added segmentation
a.
You can't bake a pie without breaking some eggs.
b.
a method of dividing the United States into 66 manageable submarkets
a.
a software program for classifying consumers psychographically
d.
a software program for storing purchase habit data
e.
a target market chart
b.
accessibility
c.
accessibility
a.
actualizers
b.
adaptors
a.
adopters
c.
age
d.
age
c.
age, gender, and personality
c.
aggregate
d.
aggregated market
e.
aggregated market
e.
all of these
c.
allows some small firms to better compete with larger firms
a.
an application of the 80/20 rule
c.
an application of the 80/20 rule
a.
attribute
d.
attribute
d.
avoid the danger of putting all resources in one micromarket
a.
firewall marketing
b.
firewall marketing
a.
benefit
b.
benefit
c.
benefit
d.
benefit
e.
benefit
e.
benefit desired and demographic
d.
benefit desired and gender
a.
benefit desired and lifestyle
b.
benefit desired and usage rate
a.
benefit segmentation
e.
benefit sought
d.
benefit transference
a.
benefits
c.
benefits
d.
business-to-business marketers
a.
businesses that produce and market computer software and hardware
b.
choose a basis or bases for segmenting the market
b.
can better meet the needs of a narrowly defined segment
a.
cannibalization
b.
cannibalization
d.
cannibalization
e.
cannibalization
d.
cannibalization rule
b.
characteristic segmentation
a.
choose a basis or bases for segmenting the market
a.
company characteristics
e.
company size
d.
competing with competitors' products in the retailers' stores for the best position on the shelf
d.
competitive
b.
competitor
e.
competitor
e.
concentrate on one generalized product to fit the mass market, maximizing sales volume
b.
concentrated
e.
concentrated
b.
concentrated or niche targeting
a.
concentrated segmenting
a.
concentrated targeting
b.
concentrated targeting
c.
concentrated targeting
d.
concentrated targeting
e.
concentrating her marketing mix on the most profitable marketing segments
a.
concentration of resources
a.
consumer advocacy group
e.
consumer position
d.
consumers are loyal to companies and brands that have earned their loyalty and reinforce it at every purchase occasion
c.
creating the desired image of the firm's product with respect to its competition
d.
customer relationship objectives
b.
frame
c.
frame
e.
data mining
c.
data mining capabilities
a.
demand positioning
c.
demarket
a.
demarketing
b.
demarketing
c.
demarketing
d.
demarketing
e.
demarketing
a.
demographic
b.
demographic
c.
demographic
a.
demographic and psychographic
d.
demographic and usage rate
d.
demographic segmentation
b.
demographics
c.
design a marketing mix
c.
design, implement, and maintain appropriate marketing mixes
a.
determine the objectives of the segmentation strategy
d.
differentiating her market segments
c.
distribution
b.
functional
c.
functional
d.
functional market
e.
early adopters
d.
economic
e.
economies of scale in manufacturing
b.
eliminate the use of mass media for promotion and locate a direct communications channel
d.
emotion
e.
emotion
b.
equity
e.
equity
b.
equity fallacy
b.
ethnic
c.
ethnic
d.
ethnic
e.
ethnic
a.
ethnicity
age: Attracting children is a popular strategy for companies that hope to instill early brand loyalty.
ethnicity 38. Fisher-Price developed a rugged, waterproof camera for children. This product uses _____ segmentation.
a.
gender
d.
gender
e.
gender
b.
gender and family life-cycle stage
a.
generation gap
a.
geodemographic
c.
geodemographic
d.
geodemographic
e.
geodemographic
c.
geodemographic and benefit desired
b.
geodemographic segmentation
d.
geodemographics
e.
geodemographics
a.
geographic
b.
geographic
c.
geographic
d.
geographic
e.
geographic
c.
geographic location
e.
governments
b.
graphic
b.
greater product design and management cost
a.
greater sales volume
e.
heterogeneous positioning
a.
heterogeneous segment
c.
higher profits
c.
only needs to be done once for each product
a.
optimizer principle
e.
optimizer principle
c.
optimizers
d.
optimizers
d.
organizational buyers
c.
perceived market
e.
perceptual confusion
b.
perceptual map
a.
perceptual mapping
b.
perceptual mapping
d.
personal characteristics of purchase decision makers
b.
personality
e.
personality
e.
pluralistic
d.
population
c.
position
e.
position
a.
positioning
c.
positioning
d.
positioning
b.
positioning her products to her market segments
c.
positionings
a.
predictive modeling
b.
price and quality
e.
price and quality
e.
pricing the product to be at a competitive level with other brands on the market
b.
producers
a.
product class
e.
product development
b.
product differentiation
d.
product differentiation
e.
product differentiation
d.
product merits
b.
product positioning
c.
product positioning
d.
product tracing
d.
product use
a.
product user
c.
product user
d.
product user
e.
product user
b.
profile and analyze segments
d.
profile and analyze segments
a.
profiling and analyzing her market segments
a.
psychographic
b.
psychographic
c.
psychographic
d.
psychographic
e.
psychographic
d.
psychographic cycle
e.
psychographic process
e.
psychographic segmentation
c.
psychographic targeting
a.
psychographic variables
c.
psychographics
c.
reach customers in two or more segments that might otherwise be missed
e.
reduce costs through customer retention and increase revenue through customer loyalty
d.
reduce the number of company employees and increase overall sales
b.
reengineer
b.
reengineering
e.
reengineering
c.
reintermediation
c.
reliability
a.
reposition
e.
repositioned
a.
repositioning
b.
repositioning
d.
repositioning
e.
repositioning
d.
resellers
c.
responsive segment
d.
responsiveness
d.
retail position
d.
role
d.
rule of demand
c.
sabotage
c.
satisficers
e.
satisficers
b.
segment differentiation
a.
segmentation
b.
segmentation
c.
segmentation base
d.
segmentation cycle
b.
segmentation process
c.
select a market or product category for study
d.
select a market or product category for study
e.
select target markets
b.
selective perception
a.
selling more products to each customer
a.
set the segmentation goals
e.
should be done every time a product enters a new stage of its life cycle
d.
should be redone periodically
a.
sociocultural
b.
sociocultural attributes
c.
socioeconomic
d.
socioeconomic
a.
status
b.
strivers
d.
strong positioning
a.
subjugation
a.
substantiality
b.
synergy
e.
systematic geographic
b.
target market
d.
target market
c.
targeting
c.
targeting promotions to her market segments
c.
technology that allows the collection of detailed information on customers
b.
the buying process
b.
the fact consumers do not want to be treated like the masses
e.
the growing market for luxury products
a.
the growing number of customers who do not have time to spend shopping
e.
the method of market segmentation used by businesses in the service industry
b.
the method the company uses to make purchases
d.
the sales due to a customer relative to the costs of attaining and retaining that customer
b.
the snack industry
d.
the use of reward systems to increase brand loyalty
d.
transactional marketing
d.
transformational marketing
d.
trend analysis
d.
undifferentiate
a.
undifferentiated
b.
undifferentiated
d.
undifferentiated
c.
undifferentiated marketing
e.
undifferentiated target
a.
undifferentiated targeting
b.
undifferentiated targeting
c.
undifferentiated targeting
d.
undifferentiated targeting
c.
undifferentiation
d.
uniform
a.
universal product
b.
universal product
d.
universal product code
a.
usage rate
b.
usage rate
a.
usage-rate
b.
usage-rate
c.
usage-rate
d.
usage-rate
e.
usage-rate
e.
usage-rate and lifestyle
c.
usage-rate segmentation
c.
use or application
a.
view the total market as receptive to its product
e.
wedding planners, couples-only resorts, and day-care centers
c.
winning market share from competitors
c.
zoned marketing
