MKTG 3650 Exam 1 Skinny Modules 1-5

The marketing mix for tangible products features the "4P's": product, price, place, and promotion. The marketing mix for intangible services features how many P's?

7

According to Time Magazine, what percentage of Americans is overweight or obese?

71%

How many people usually comprise focus groups?

8 to 12

The four-cell BCG Market Share Product Portfolio Planning matrix features two dimensions. The dimensions are:

A given brand's relative market share and the growth rate of the market in which the brand competes.

A representative sample represents:

A population of interest

Which statement best defines marketing?

A set of organizational processes for creating, communicating and delivering value to customers and for managing customer relationships in ways that benefit the organization and its stakeholders.

What is a need?

A state of felt deprivation

What trend did Levi respond to when the jeans maker and marketer introduced Dockers during 1986?

A trend suggesting that casual dress exercised positive outcomes on the performance of professional men.

Marketers typically cannot control all factors that exist inside market environments. When confronting these situations, what should marketers do?

Accept, then make accommodations for the fact that some factors are not controllable

Balance, the context of strategic planning, would entail:

Acting like a person of thought but thinking like a person of action

To solve problems, researchers should not confuse the symptoms of problems with the ...

Actual causes of problems

Which of the following is not an implication that follows from the best marketing definition that is provided inside this Module?

Advertising

Marketers create and sustain differentiation by managing their marketing mix. Which of the following is included in the marketing mix?

All of the above

Which of the following entities is not a product:

All of the above are products.

Secondary marketing research information:

Already exists but was originally collected for different purposes

Which of the following represents an interchangeable phrase for organization satisfying a customer's needs?

An organization solves a customer's problems

According to your book, what steps are involved in classic marketing planning processes?

Analyzing marketing opportunities; selecting target markets; developing/executing an appropriate marketing mix

What is the best reason for firms to scan and study their environments, according to classroom discussion? Firms should study their environments because:

As Willie Sutton said, that's where the money is

Marketers succeed (fail) based on their ability (inability) to create and sustain genuine or perceived differentiation for their product. All prospective customers make decisions about which alternative to purchase, generally from brands already inside evoked sets, based on their positive or negative evaluations of the competing products' attributes. This principle, or law, is best described as the principle of:

Attributes

The prejudice known as ________________________ occurs when marketers place too much confidence in the accuracy of information provided by technology.

Automation bias

Marketing between a firm and an individual is commonly referred to as:

B2C marketing

The problem with the BCG product portfolio matrix is that the matrix only works accurately when managers are looking _______, which is really difficult to do successfully when managers are trying to go and grow forward.

Backward, into past results.

Similar to other areas of personal life, most successful planners should generally function as professionals who willingly exercise and display:

Balance

Planners should accept that the nature of some strategic marketing problems is truly-wicked. Truly-wicked strategic problems include the need to:

Balance long-term goals with short-term demands Balance your firm's desire for profits with your corporation's need to be socially responsible- and thereby enhance or sustain its branding power Find a completely unclaimed marketplace All of the above (correct)

Wicked problems are:

Basically irreconcilable in nature

_______________ is the name of the measure that is used to track the speed at which information travels across the internet.

Baud

Why do marketers need primary information?

Because the exact sorts of information that marketers need often cannot be entirely found through secondary information

If a firm and its brands cannot be first to market or first to a category, then what should the firm do?

Become first of in the collective mind of the segment the firm is targeting

Who said that the primary role of U.S. Presidents "was to tell the best possible story about who we are as a country?"

Ben Rhodes

The term Demographic Winter refers to:

Birth rates falling below replacement rates, developing economic stagnation or recession

Marketing research entails collecting and analyzing information relevant to a specific marketing problem or opportunity/threat facing the marketer that is conducting the research. Insights generated through marketing research links customers or prospective customers to marketers through information.

Both statements are correct.

Micro-environments are easy to control. By contrast, macro-environments are not controllable.

Both statements are false

Hedonism, the word, relates to the pursuit of pleasure and pleasurable sensations. Hedonism is a big deal in the marketing world where most consumer decisions are driven, directly or indirectly, by the pursuit of pleasure or the desire to avoid pain.

Both statements are true.

_______________ are the names, signs, symbols, designs, colors, or some combination of these and other dimensions that identify and distinguish or differentiate the marketer of a product/service from the other organizations marketing the same product inside the same product category

Brands

The acronym B2B stands for:

Business to business market

Caveat emptor means?

Buyer beware

How do most Americans actively pursue happiness?

By pursuing economic and consumption means

Which type of risk allows the planner to make reasonable predictions about the probability of all possible outcomes?

Calculated Risk

Which BCG category includes brands that enjoy high shares in low growth markets?

Cash cow brands

If your organization, product, idea, and solution cannot be first-to-market or first-to-mind then be first in a category, including categories that your firm establishes. This principle, or law, is best described as the principle of:

Category

Which culture is the source of the idea that crises are composed in near equal parts of opportunities and threats.

Chinese

Which type of conditioning refers to the pairing of conditioned and unconditioned stimuli and to the creation of learned responses as a result?

Classical Conditioning

The pleasurable feelings that often arise inside consumers' minds after they have purchased a new product often leads to the purchase of another product. This psychological process illustrates

Classical conditioning

Pavlovian Responses, as first discovered by Russian scientist Ivan Pavlov [and his dogs, food and bell] are today better understood as

Classical conditioning.

Pavlovian Responses, as first discovered by Russian scientist Ivan Pavlov [and his dogs, food and bell] are today better understood as:

Classical conditioning.

Inside the written Chinese language, crises are pictorially represented as:

Combinations of both opportunities and threats

In modern English the ancient Greek word demos, which is frequently used today, means:

Common people

Cash cow brands:

Compete inside slow growth markets but boast high shares of those markets.

Marketing knowledge functions as the core foundation and source of ...

Competitive advantage

Honey badgers, the animal, best illustrate what key marketing success criterion?

Concentration

Marketers should strategically arrange their strengths and then target these advantages, their core competencies, against their competitors' comparative weaknesses. This principle, or law, is best described as the principle of:

Concentration

Who creates wants?

Consumer themselves

B2C marketing refers to situations where:

Consumers are involved in marketing as customers, and organizations are involved as marketers

Making observations and predictions regarding how changes in the environment or cultural trends will lead to new hot opportunities is best summarized as:

Cool-hunting

Strategy exists at two levels. These two levels are:

Corporate and functional level

Humans simultaneously _________________ and ______________ the new?

Crave, fear

The absolute best way to ensure huge marketing success is to:

Create a solution for a problem that customers don't realize they have yet.

Brands seek to create perceptions that differences exist between their brand and other brand. These differences may be real or imagined. This process is best described as ...

Creating differentiation

What economics concept best describes describe the consequences that arise when new types of technologies successful enter existing markets?

Creative destruction

Which asset contributes the most to marketing professionals' ability to produce successful innovations?

Creativity

Which of the following is not a trade-off that strategic planners must consider when making a decision?

Creativity and diversity

When a collective group's attitudes and beliefs change environmental dimension has been altered?

Cultural trends

___________________ refers to changes in targeted segments' customer attitudes, likes/dislikes, and preferred lifestyles

Customer trends

Emerging technology has a profound impact on marketers' practices. Which of the following answers best captures how technology has impacted the practice of marketing? Technology has impacted how:

Customers connect with each other Marketers connect with customers Customers connect with marketers Firms collect information from customers All of the above (Correct)

What term describes what happens when marketers attempt to decrease demand for a product; i.e. cigarettes or alcohol?

De-marketing

Why do decision-makers choose what they choose (i.e., make the decisions they make) in situations where they, the decision-makers, possess the power, resources and opportunity to choose any one among the available alternatives?

Decision-makers select what they choose based on their perceptions of which choice will produce the most value for them

What environmental trend is contributing most to the increasing loneliness of American teenagers?

Decrease in human-to-human connectednesss.

What is the first step in the marketing research processes?

Define the research problem

What strategic phrase most suggests that if marketers get and stay ahead of demographic trends it will be difficult for them to lose?

Demographics are destiny

Which industry did Ferris Jabr suggest is guilty of frequently creating solutions to problems that do not really exist?

Dental

What sort of marketing research knowledge explains what is going right or wrong, and why people - such as customers - choose what they choose?

Descriptive knowledge

________________ essentially diagnoses and explains what is going right or wrong, and why. By contrast, _______________________ informs marketers about what they should do.

Descriptive knowledge, prescriptive knowledge

What is the one best asset that most marketers should seek to own and control?

Desirable positions inside consumers' minds

Which of the following descriptions of marketing information systems is wrong? Marketing information systems:

Determine and acquire exactly the sort of information that marketers require to properly develop and execute strategic marketing plans. Deliver the right research knowledge to marketing decision-makers. Balance the information that would prove "nice-to-have" with the information that decision-makers "must-have," and can afford to attain. All three preceding answers are correct.

A target market segment, or target segment, is a group of potential customers for which marketers should generally:

Develop a unique and uniquely desirable marketing mix.

Marketing research findings are often far from absolutely accurate. Why?

Differences often exist between how many resources firms receive to conduct the research versus how many resources they actually need. Differences often exist between what firms can measure and what firms want or need to know. Predicting future consumer behavior is difficult. All of the above (correct)

The act of __________ entails strategic attempts to create the perception/reality that one brand is different from and better than alternative branded solutions. Differentiation is inextricably linked with positioning.

Differentiation

At times marketers develop new products and target the new products toward new target segments. The tactic combines the market development and product development growth strategies. Video game marketers pursued this strategy when developing new, more relationally-oriented (as opposed to violence-oriented) games, and targeting the new products toward female gamers. This example illustrates a:

Diversification Growth Strategy

A technology firm began producing a gaming device and integrated this new product into its product portfolio. The firm offered this product to a completely new market that it (this firm) has never served before. This example illustrates a:

Diversification strategy

What famous brand was used to illustrate the point that "marketers should own the trend when the trend's their friend?"

Dockers

According to Jack Welch, if your firm doesn't have a competitive advantage, then what it should do

Don't compete

Which of the following elements is not an ingredient for the service-related marketing mix?

Each element is part of the marketing mix for services.

The main goal of promotion is to:

Each preceding answer captures a main goal.

Which of the following statements about strategy is true?

Each preceding statement is true

Marketers should create strategies that allow them to:

Earn, sustain and grow their core competencies

Which activity is the last step in the marketing research process?

Engaging in follow-up

________________________ consists of the surroundings in which people, animals, plants and organizations strive to thrive.

Environment

___________________________ consists of the surroundings in which people, animals, plants and organizations strive to thrive.

Environment

Inside this book the relationship between glaciers and their surrounding environment was positioned as being analogous to the relationship between:

Environmental changes and marketing practices

__________ are environmental trends that are breaking favorably for marketers because they enhance the success prospects of their current strategic marketing plans or future strategic marketing plans that they could develop.

Environmental opportunities

The process of observing, researching, and interpreting various, almost inevitably, uncontrollable environment trends that might impact an organization, is known as:

Environmental scanning

_______________________________ helps firms identify trends that can create opportunities or threats for a strategic organization.

Environmental scanning

__________ are trends that are breaking badly for marketers because they degrade the success prospects of their current strategic marketing plans or future strategic marketing plans that marketers could develop. Stated differently, existing or emerging environmental trends moving against the best interests of individual marketing organizations or entire marketing sectors.

Environmental threats

______________________ can be both positive for one SBU in the organization and negative to another SBU inside the same firm.

Environmental trends

What is an environmental opportunity?

Environmental trends that are breaking favorably for the success prospects of marketers' current strategic marketing plans or the ones they can develop in the future.

Differentiation can be created by leveraging each of the following core competencies except:

Environmental-knowledge

__________________ consist of the surroundings in which people, animals, plants or organizations live or operate - and in which those persons, animals plants or organizations strive to survive or hopefully thrive

Environments

Who said "You would be amazed to find how often we mislead ourselves, regardless of how smart we think we are, when we attempt to explain why we are behaving the way we do?"

Ernest Dichter

Marketing organizations include:

Every organization

The market consists of:

Everyone who has purchased or who might purchase a given product (brand).

The limited (three to five) group of brands that come to mind first when problems that brands from known product categories can solve arise inside customers' lives is best known as a

Evoked set

The limited (three to five) group of brands that come to mind first when problems that brands from known product categories can solve arise inside customers' lives is best known as a:

Evoked set

The term _________ refers to the limited, usually three to five, number of brands that come-to-mind first when problems that brands from known product categories can solve, arise inside customers' lives

Evoked sets

________ involves a trade of things of value between buyer and seller so that each is better off.

Exchange

Primary information uses data that has already been collected for other purposes

FALSE

What season is the most common time for consumers to make new resolutions?

Fall

All marketers should identify, develop, and then emphasize the same/similar attributes that imitates or may be closely compared to other competitors' attributes

False

Automation bias often occurs inside marketing research efforts and is usually viewed as a desirable outcome.

False

Descriptive knowledge informs marketers about what they should do. Descriptive knowledge identifies and suggests the logical next strategic steps that marketers should pursue.

False

Dynamic changes, when integrated into new products, are always perceived as fresh and exciting outcomes by customers (and prospective customers). This is the primary reason why marketers should always seek to introduce the most innovative products.

False

Icebergs were metaphorically used to describe and summarize the sort of relationship that exists between marketers and their environments. Is the preceding statement:

False

In statistical analyses, often enormous amounts of numbers are compressed into larger, but more meaningful, understandable and actionable numbers.

False

Macro-environments can also be described an "internal-environments."

False

Macro-environments consist of organizations' (a) customer relationships; (b) relationships with suppliers and other marketing intermediaries (together, summarized as the supply chain); (c) competitors; (d) relationships with various publics (i.e., stockholders, public interest groups—who may or may not support what the firm is doing or plans to do), and so forth.

False

Marketing firms typically choose only one strong market segment to target.

False

Micro-environments are easy to control, while macro-environments are not controllable.

False

Perceptions are a set of realities that influence how a consumer makes sense of stimuli as they arise inside their environments

False

Secondary marketing research information is new or original information (before the marketing research was conducted it did not exist).

False

The "Gold rule" means marketers should always do to others as you would want them to do to you.

False

The market segment and the market share are always equal, or nearly so.

False

The marketing concept is a business philosophy that puts the wants and needs of customers first even in situations where organization does not profit from the marketing activities that executed to solve customers' problems (and wants & needs).

False

Whenever research metrics are used, marketers can be confident that the information they have generated is perfectly accurate.

False

What is the best way for marketers to create false wants in the minds of their customers?

False wants can be created by making brands appear seem irresistibly compelling

Why are some chicken farmers increasingly interested in improving the quality of life for their birds?

Farmers are also marketers who listen and respond to new consumers' needs and wants

_________________________ is a term marketers use to indicate inexpensive apparel designs that move quickly from catwalks to stores (websites).

Fast fashion

Generally, what is the emotion that people typically feel when they face change?

Fear Thrill Excitement Anxiety All of the above (correct)

The emotion that people typically experience when they confront change is:

Fear Thrill Excitement Anxiety All of the above (correct)

The marketing law known as "Category" explains that, to be successful:

Firms or brands should establish a category in which they can be first.

Extreme differentiating and positioning value is associated with owning something; specifically, owning a word inside the mind of a targeted market segment. This principle, or law, is best described as the principle of:

Focus

Austrian-born Ernest Dichter, like his mentor a Freudian, was best known for pioneering the process known as:

Focus groups

Small gatherings of deliberately selected people who participate in planned discussions that are intended to secure consumer perceptions about particular topics are known as:

Focus groups

Good marketing strategists:

Focus on developing and exploiting a narrow range - two or three at most - of core competences

Outsourcing allows each organization the ability to:

Focus on the competency that they do best

The quote "When absolute superiority is not available produce a relative one at the decisive point by making skillful use of the resources you have" suggests firms should:

Focus, concentrate, on doing what they do best.

Changes do not always represent progress, but change is always necessary:

For progress to occur

When audiences are ______________, programming that can pull a large audience can still command a high price for its ______________________ platform.

Fragmenting, advertising

New products that are most likely to succeed are those that are:

Fresh and familiar

Business strategies exist at two levels. Marketing planning is an example of which level of business strategy?

Functional Strategy

Marketing strategy entails:

Getting more (value) from a situation than the original balance of power between the assortment of competitors or enemies would have suggested was possible. The art and science of creating and executing power. leading or managing change. All three answers, dependent on context, are correct. (correct)

What does strategy mean?

Getting more out of a situation than the original balance of power suggests should be possible The art of creating and exercising power Leading or managing change All of the above (correct)

Which two characteristics make glaciers a useful analogy when describing the effects of marketing practice?

Glaciers and marketing practices each change and are each changed by their surrounding environment.

What huge environmental threat recently emerged for Planned Parenthood?

Greater availability of early pregnancy stage heartbeat monitoring and/or sonograms

Fierce rivalries often produce:

Greater hate between the two competitors Greater respect between the two competitors More and higher quality products available at lower prices for consumers All of the above (correct)

Which of the following statements best defines market segments?

Groups of customers in a market that share homogeneous characteristics

The statement that "People perform to their metrics" underscores (emphasizes) the degree to which:

Having the right measurements and rewards in place inside firms is key to their planning success.

The describes a situation where people are temporarily satisfied after they have received whatever new thing they wanted and obtained but then quickly find themselves lustfully looking forward toward something else that is new.

Hedonic treadmill

What individual coined the phrase "the only constant is change?"

Heraclitus

Who wrote: "The only constant is change"?

Heraclitus

Markets are __________ in nature.

Heterogeneous

Markets are relatively more -------------- in nature

Heterogeneous

A cash cow is a branded product that enjoys a:

High market share of a low growth market.

Market segments are generally __ in nature

Homogeneous

Market segments are generally _____ in nature.

Homogeneous

Strategic level planning primarily involves determining:

How to meet and beat competitive threats, and survive long-term, while growing

Needs are states of deprivation that exist inside human minds or bodies. Given this definition, which of the following statements is most true?

Humans always create their own needs without the intervention of marketing strategies

The human mind is fundamentally wired to operate at three levels.

I will, I won't, or I want

The marketing concept prescribes that firms should focus almost all efforts on:

Identifying and satisfying customer needs.

What is at the core of a good mission statement?

Identifying and satisfying the customers wants and needs at a profit

The actual written content of mission statements should focus primarily on:

Identifying how the firm will profitably satisfy customer needs.

For a dimension of differentiation to be determinant, the difference in question must be:

Important to consumers as they make decisions about what to buy

__________ could include anything, factor or stimuli that motivates or encourages people to do something. Agreeing to not charge homeowners who use less than a pre-agreed amount of water during a drought is an __________. To striking degrees, most voluntary human behaviors are driven by __________, as all economists understand.

Incentives

Marketing research links customers/prospects to markets through ...

Information

The daunting prospect of sinking-the-boat:

Involves risks of ruining organizations by making huge strategic bets, and losing.

Society, defined,

Is any known group of people living together in a more or less ordered, or hierarchical fashion.

Emus, kangaroos, and even sharks were used to illustrate how important it is for firms to:

Keep moving forward and growing

If Sun Tzu was a marketer, what type of knowledge would he recommend that strategists gather before they develop their marketing plans?

Knowledge about themselves, their competitors (enemy), and their terrain (marketplace)

Marketers should be first to market, entry-wise, in order to have a chance to remain first, in the mind. This principle, or law, is best described as the principle of:

Leadership

Who said that Elvis Presley, the singer, was the greatest American sociocultural-consumption force during the twentieth century?

Leonard Bernstein

Which brand discovered that workplace productivity materially increased when professional workers could dress more casually, and developed a brand that could meet these new needs?

Levi Strauss & Co.

The relative success of Apple and Samsung in the smartphone market shows that higher market share is often associated with:

Lower profits

_______ is what happens when proper preparation and the right opportunities intersect?

Luck

Which of the following is not one of the keys to marketing success?

Making fun and entertaining advertising

At times, marketers identify new market segments to pursue and do so by using existing products and the same marketing mix. The sales of Estee Lauder's premium priced cosmetics took off after the cosmetics marketer began selling them extensively throughout airports. This example illustrates a:

Market Development Growth Strategy

At times, marketers change one or more elements (typically, changing the promotion or price) in their marketing mix, while keeping the product inside the marketing mix the same in order to sell more of an existing product to the same target market. Arm & Hammer Baking Soda, for example, used promotional messaging both to explain and demonstrate how the same-ole-same-ole baking soda could be used to solve numerous other household problems having nothing to do with baking. This example illustrates a:

Market Penetration Growth Strategy

__________ is the ratio between an individual marketing organization's firm's sales volume and the overall industry sales volume (i.e., my organization's share of products sold throughout the market in which my firm competes).

Market Share

What expansion strategy involves identifying new market segments to pursue?

Market development

Which tool and analytical practice should marketers routinely use to identify threats and opportunities in the environment quicker than their competition?

Market research

_______ is the ratio between an individual marketing organization's firm's sales volume and the overall industry sales volume (i.e., my organization's share of products sold throughout the market in which my firm competes).

Market share

How is the BCG matrix formed? This four cell matrix is formed by creating an intersection between the

Market's growth rate and the firm's brand's market share

How is the BCG matrix formed? This four cell matrix is formed by creating an intersection between the:

Market's growth rate and the firm's brand's market share

Which statement is true?

Marketers can create wants but not needs.

Which of the following descriptions do not apply to perceptions?

Marketers find it difficult to change customer perceptions.

What do marketers and consumers owe to each other?

Marketers owe value to consumers and consumers owe nothing to marketers

__________________ can operate as laser-like, targeted megaphones voicing friendly reminders; delighted-to-see-you introductions; kind and gentle, or in-your-face, cajoling; "comeback-to-see-us-again-soon" missives; absolutely pertinent information, or scare-you-to-death or piss-you-off messaging.

Marketing Communications

The process of collecting and analyzing information to a specific marketing problem or opportunity facing a firm is known as:

Marketing Research

What is the origin (source) for most useful marketing insights about environmental trends?

Marketing Research

The best description of what marketing involves is:

Marketing involves processes, people, exchanges, and values

Designs, brands, colors product shapes and spokespersons are all examples of _____________________:

Marketing messages

The ___________ is the primary tool that any organization can wield to create value

Marketing mix

What is the one and only complete tool that marketers can use to initiate marketing growth?

Marketing mix

What does the existence of unsatisfied customers create for marketers?

Marketing opportunities

Which of the following is not true about marketing mixes, targeting, and positioning?

Marketing organizations should only target one market segment using multiple, well structured, marketing mixes

A primary difference between marketing researchers and novelists is; the one emphasized in the book, is ....

Marketing researchers must base their stories on data-based facts whereas novelists can invent those stories.

Markets are heterogeneous in nature. The preceding statement primarily means that:

Markets consist of diverse consumers or organizations

The primary marketing consequence that has arose dud to the environmental trend that American men are graduating from college at materially lower rates than American women is that:

Marriage is experiencing an open retreat.

Valid information is secured from questions that:

Measure exactly what they purport to measure

The word metrics is a modern strategic planning term that is primarily used to indicate or establish:

Measurements Benchmarks Both a and b are correct. (correct)

The book rightfully and logically compares the marketing mix to a __________.

Meatloaf

Which type of environment is the most manageable for marketers as they strategically plan, establish and manage key relationships?

Micro-environment

Strategy originates as an ancient Greek word that means:

Military commander

The English word "strategy" is rooted in ancient Greek word that signified:

Military commander

An organization's _______________ equals that organization's current __________________ that equals that organizations future _______________________.

Mission, vision, direction

The word obese is generally used to describe people who are dangerously (for their own health) overweight. Growing amounts of obesity is definitely an American environmental trend. According to the book, ___ of Americans are obese.

More than 1/3

Opportunities are environmental trends that are:

Moving in favor of the best interests of the firm.

What product category changed everything, culturally-speaking, during the 1950's and 1960's?

Music

Innovations are best defined as something or anything that is:

New and useful

Innovations are best described as something that is:

New and useful

__________ suggest(s) the best solution to pressing problems (planning always entails solving pressing problems), when planners are analyzing and drawing inferences from data, is the simplest explanation that accounts for all the data.

Occam's Razo

Applebee's pursues customers who want healthy foods, those who want fun and tasty foods, and those who are seeking a reasonably priced meal. How many marketing mixes does Applebee's need to prepare to satisfy the needs of these target segments?

One marketing mix per target segment (3 in total)

The asset known as ______________________________ allows marketers to identify threats and opportunities that should, in form, inform strategic decisions about which marketing mix activities to pursue.

Operant knowledge

The word operant means that something, say, an asset:

Operates in ways that produce useful results

What type of planning personae continuously seeks to identify opportunities quickly after they arise while also being willing and able to create deliver value or solutions that exploit the opportunity before anyone else?

Opportunistic planners

Environmental trends offer _______ to marketers:

Opportunities Threats Both A and B (correct)

According to the book, when and where do the best marketing opportunities exist?

Opportunities exist whenever people's problems (needs and wants) remain unsolved or unsatisfied

Recent conflicts in the Middle East have caused gas prices in the US to rise. For the electric car division at General Motors, this represents a:

Opportunity

A current US environmental trend that provides an opportunity for marketers that are promoting exercise and fitness solutions is the increasing percentage of American adults that are _________________ or ______________.

Overweight or obese

"Most, indeed nearly all, Americans have less than they want. Yet nearly all have more than they need." According to your text, these two sentences exemplify (or illustrate):

Paradox

The concept that two opposing arguments, or ideas, sometimes can hold equal claim on the truth (which is the truth) is best described as a:

Paradox

Planning processes should include carefully examining the:

Past, present, and future

Which of the following tools are tactics is not included in the Promotional mix?

Penetration Pricing

Which of the following elements is not an ingredient for the classic product-related marketing mix?

People

What step in consumers' decision-making processes is the most important?

Perceiving a situation accurately

Considering the law or principal of Perception—Marketing competitions (Coke vs. Pepsi; McDonald's vs. Burger King; Apple vs. Samsung) are often waged and won or lost based on customer perceptions about which brands provide the most value. This principle, or law, is best described as the principle of:

Perceptions

What famous dead European/American male wrote (and is famous for having said) "the only constant is change."

Philosopher Heraclitus (no, not Hercules)

Supply chain and supply chain management commonly associated with which of the 4 P's?

Place

Which approach (tactic) should marketers follow when attempting to manage change?

Plan for change and attempt to lead it in a productive direction

Why is planning so important for marketing professionals?

Planning allows marketing professionals to prepare for both opportunities and threats

What type of knowledge is developed through marketing research inferences about how marketing organizations should strategically address problems or opportunities?

Prescriptive knowledg

Strategic inferences are based on:

Prescriptive knowledge

In marketing, there are five primary types of utility. Which of the following words is not one of these five types of utility:

Prestige

What kind of data can be used to successfully execute marketing research?

Primary data Secondary data Both A and B (correct)

Which sort of information will most likely yield insights that prove useful to marketers when they are solving problems or identifying new opportunities?

Primary information

What of the following terms (concepts) function in ways that demonstrate to professionals what works?

Principles

Anything (or anyone) that can solve customers' problems while generating profits for organizations rightfully can be described as a:

Product

At times, marketers develop entirely new or tweak existing products that are subsequently targeted toward current market segments. Apple essentially has pursued a product development strategy since it first introduced iPhones in 2007. This example illustrates a:

Product Development Growth Strategy

What is the name of the factor that best permits marketers to distinguish their products from similar products in the category?

Product attributes

B2B goods can be further classified into

Product or support goods

The 4P's of the marketing mix when tangible products are:

Product, price, place, promotion

Marketers should view themselves as need-satisfiers, problem-solvers and __________.

Promise-makers, promise-keeper

In which marketing mix element among the 4Ps does the public relations activity fit?

Promotion

________________ can be considered the communication arm of the marketing mix.

Promotion

Which two types of marketing research knowledge are the most relevant to most marketing organizations?

Propositional and prescriptive knowledge.

Continuously evolving fashion trends and the nearly annual rollout of new iPhones best illustrates which core marketing practice?

Purposefully creating discontent

Firms should pick, choose and then target those segments that those firms are best able to ......

Pursue (reach), serve and satisfy

Under Howard Schultz, Starbucks began expanding to locations near dry cleaners and movie rental stores because customers would need to return to these businesses, giving Starbucks two chances at a transaction. Starbuck's strategy exemplifies which planning law?

Pursue logical solutions

What is the best strategic approach to pursue when firms seek growth?

Pursuing some combination of choice "a" and choice "b"

Assume a firm is marketing inside in a market that features a high market growth rate. Further assume that the market share of the firm's brand is low. The firm's brand should be treated as a:

Question mark

Which brand category has the highest potential of being transforming into star brands?

Question mark brands

What outcome and process might reasonably be considered as an entire winning-marketing game summed up in one phrase?

Relationship building

__________ (marketing research) information is collected from questions (measurements) that are free from systematic or statistical error. An absence of systematic error implies that the respondents (i.e., the sampled people) who answer questions actually understand what the questions were asking.

Reliable

In an effort to revive fragmenting audiences (or target segments) brand managers can engage in:

Repositioning Rebranding New product development Revised promotional strategies All of the above are true (correct)

____________________ is important because the insights it provides allows marketers to more accurately predict future human behavior.

Research

_____ is challenging, but manageable, because reasonable estimates of probability or certain known outcomes happening can be estimated based on available data. ________, on the other hand, is not manageable. What might happen is unclear, and the probabilities of the unknown are also unknown.

Risk, Uncertainty

Planners must manage two types of risks. Those two risks are:

Risks of sinking the boat or risks of missing the boat

The smallest business unit within any firm for which independent planning can be done and independent resources exist is commonly known as a:

SBU

The discussion about Martin Luther King and the civil rights movement illustrates how and why strategists are often better off when they:

Scan their environments continuously, identify opportunity, and only then establish goals

__________ is information that already exists because it was previously collected for other purposes

Secondary

__________ is information that already exists because it was previously collected for other purposes.

Secondary

Is the NFL (the National Football League) primarily a service or a product?

Service

The average American consumer spends more than ______________ hours per day staring at a screen.

Seven

Which of the following is not an environmental trend?

Slightly less than half of adults in the US - a record low - are married. The percentage of people in the US who regularly attend church, mosque, synagogue, or temple, is lower than at any point in US history, and dropping further year by year. Global apparel production essentially doubled between 2000 and 2016. Spring is the real time for making New Year Resolutions. Most weddings, gym memberships, new makeup sales and healthy diets rise during this Season. All of the above are environmental trends. (correct)

Marketing research produces information and knowledge. Hopefully this knowledge eventually produces ___________________________ and ______________________ insights.

Specific; actionable

Which brand category generates the most cash?

Star Brands

Value is the difference, hopefully negative, between the benefits gotten and the costs given up that are associated with owning and using a product. Alternatively, value can be described as the problem-solving or need-satisfying ability of any branded product. Read each statement carefully.

Statement 1 is false; statement 2, true.

Marketing success is mostly based upon being skillful enough to manipulate customers into doing what best satisfies the marketer's best interests. Marketing success is also based upon being skillful in conceiving or creating values that best satisfy the interests (i.e., wants, needs, and problems) embedded inside targeted customer segments. Which statement best honors the marketing concept?

Statement 2

"Baud" is a strange-looking but genuine contemporary word used at various places throughout the book. Baud measures the rate or velocity at which monetary exchanges travel across the internet.

Statement 2 is false.

Statement A: Many products feature a substantial service—or intangible—component. Statement B: Many services feature a substantial product—or tangible—component.

Statements A and B are each true.

A position is a(n) ______ that firms should create in the _____ of ____.

Statements a and b are correct

________________________ allow large amounts of data to be compressed into a few meaningful numbers.

Statistical analysis

_____________________ exist as some planning entity's hope that what the planners have directed ultimately comes to pass?

Strategic goals

When conducting a SWOT analysis _______ and ________ exist within (i.e., are internal to) the firm

Strengths and Weaknesses

The acronym SWOT, when written-out in full (all four words), means:

Strengths, Weaknesses, Opportunities, and Threats

What automobile marketer incidentally discovered, through marketing research, that one of its automotive brands was extremely popular among the lesbian market segment?

Subaru

Market segmentation involves .......

Subdividing larger markets into smaller subsets.

The act of market segmentation involves:

Subdividing larger markets into smaller subsets.

The author of the book The Art of War was:

Sun Tzu

Which of the following statements was not discussed as a value that emanates from the planning process. Planning facilitates:

Superior positioning

The acronym SCA, written out in full, stands for:

Sustainable competitive advantage

What is a target market?

Target markets are groups of customers/prospective customers that marketing organizations are best prepared to pursue, serve, and satisfy

The market diversification growth strategy is one where firms:

Target new products to new market segments.

When marketers strategically choose to use nostalgia in their messages while strategically pursuing customers whose ages end in 9 (29, 39, 49...) they are leveraging the power of?

Targeting

Which rule emphasizes the importance of evaluating the consequences of a strategic decision?

The 10-10-10 Rule

We use the catchy acronym the ____ to describe the amount and type of resources that any firm or organization enjoys:

The 3T's

Strategic planners should always dance close either to the revenue or cost line, or both, as they plan. If finished plans do not elevate revenues or tamp down costs, or achieve both outcomes, change and improve the plan. This principle, which is correctly stated, most closely illustrates:

The Gold Rules principle

Which marketing law did Levi Strauss and Co exploit when the marketer introduced Dockers casual slacks?

The Law of Category

Strategic planners should take into consideration:

The Past The Present The Future All of the above (correct)

The __________________ refers to a planning issue related to making decisions that allow strategists to learn from their mistakes (if the mistake is not devastating in nature), while at the same time taking risks that are big enough to benefit their organization if "the bet" pays off.

The Waterline principle

What is the singular task that highly successful marketing must master?

The ability to manipulate, usually in subtle fashions, customer's perceptions

In statistical assessments, the measurement known as mean is the:

The average value

Which brand wins in a competition among brand A, B, and C?

The brand that delivers the most value

In the "three pots" planning metaphor, water and the pots function like the environment. In this illustration, should marketers function as the carrot, egg, or coffee - and why?

The coffee, because it is the agent that changes the environment

Two conditions must be present in order for a product (brand) difference (in a branded product) to be determinant. These conditions are:

The difference must be real (genuine) and the difference must be important to customers as they make decisions.

The term supply chain indicates

The existence of a partnership between multiple organizations That one organization is outsourcing the performance of specific marketing functions to other organizations That the strength and performance of one organization depends on the strength and performance of other organizations that partner inside the supply chain All of the above are true (correct)

Changes don't always represent progress. But changes are always necessary for progress to occur.

The first statement is false, the second true. The first statement is true, the second false. Both statements are true. (correct)

What is a want?

The form needs take or assume as they are influenced by culture and individual personality

Wants are:

The form that needs take as they are influenced by culture and individual personality.

Which idea suggests that managers should be judicious about the measurements they instill inside their units, because individuals may try to anticipate the effect of a policy and take actions that alter its outcome.

The good-heart principle

Which of the following statements was economist's Milton Friedman referencing when he said: "If the U.S. were in charge of the Sahara Desert the nation would quickly run out of sand"?

The governments poor treasure management

________ is a philosophy that puts customers, and identifying and satisfying their wants and needs first; as long as firms profit.

The marketing concept

________ is a philosophy that puts customers, and identifying and satisfying their wants and needs first; as long as firms profit..

The marketing concept

Every firm must make its plans and execute its decisions in light of what is happening in its micro- and macro-environment. You already knew this. You should also know that:

The micro-environment exists inside the firm, the macro-environment exists outside the firm.

The phrase "replacement rate" is a measure that indicates:

The number of babies each woman needs to birth to replace a county's population.

Which of the following is not something a mission statement should ideally describe?

The organizations greatest weaknesses

Which analysis (or test) provides insights about how changes in pricing strategies will impact demand for individual brands or branded product lines

The price elasticity test

What is market share?

The ratio between the firm's sales volume and the entire industry sales volume

The primary reason that marketing information systems exist is to deliver:

The right information at the right form at the right time

All serious strategists should quickly realize that they must successfully manage two types of risk:

The risks of sinking the boat or missing the boat

When firms use market penetration growth strategies they seek to serve:

The same market segment they have been pursuing with the same product while changing other elements of marketing mix

The baud is used to measure:

The speed at which information travels along the internet

In statistical assessments, the measurement known as the median is the:

The value that sets right in the middle in any list of values

Which trait or characteristic is most important for effective strategic planners?

The willingness to incorporate balance into one's planning processes or mindset

According to Sun Tzu, what are the three sorts of insights should Generals possess?

Themselves, their enemy and their terrain

According to this book, "First-in-the-Mind" is the:

Third marketing law

The primary value of statistical analyses is that the process itself permits often massive amounts of information (raw data) to be compressed into a few meaningful numbers.

This statement is true

Is the following environmental threat or opportunity to U.S. funeral home marketers? The cultural and social trend that clearly suggests cremation is becoming more acceptable to families.

Threat

Which statement is not true about marketing opportunities?

Three of preceding answers is correct.

How many brands typically reside inside consumers' evoked sets?

Three to five

The evoked set usually features no more than three to five brands. Then, when problems arise from which known brands from a known product category can resolve, this set of brands come to mind.

Three to five is about right

When planning, strategists should remember that only three ways to differentiate anything exist. Which of the following statements is not one of the three core pathways to differentiation?

Through managing perceived branding values.

Marketing planning entails decisions made about how best to allocate the 3Ts. What are the 3Ts?

Time, Talent, Treasure

What is the main reason why marketers in market segmentation and target marketing?

To deliver specifically-designed marketing mixes that are precisely customized and positioned to satisfy the needs of select customers

What is/are the best reasons to conduct marketing research?

To describe or diagnose marketing problems or opportunities (threat) more accurately. To develop effective prescriptive inferences regarding how firm should strategically address problems or opportunities through thoughtful, informed management of its marketing mix. To develop marketing strategies intended to achieve highest possible market shares. A and B All of the above (correct)

Successful strategic processes often require planners to look backward toward the past. Why is this important?

To provide marketing professionals with contemplative looks into what processes were successful and those process that were not successful in order to guide future decisions.

Danica Patrick has garnered commercial success not by being the first female racecar driver, but by being the first female driver that most people think of. This is an example of which marketing principle?

Top of mind awareness

A great marketing tactic, one related to managing customer expectations, is to "under-promise" (values and benefits) and "over-deliver" (values and benefits).

True

Defined technically, environmental-scanning entails observing, researching, and interpreting various, almost inevitably uncontrollable environment trends that might impact an organization. Explained more practically, environmental-scanning is a process that entails continuously monitoring firms' external and internal environments

True

Descriptive / diagnostic information must come before prescriptive information.

True

Domestic marketers manipulate too many American consumers to purchase products or services that those individual consumers don't need and/or cannot afford.

True

Each addresses motivation theories about consumer behavior

True

Environmental trends are patterns of gradual or more rapid change unfolding along an environmental dimension.

True

For any organization, its mission equals its vision equals its (basic) goals.

True

For determinant differences to exist, actual or perceptual differences must exist between brands. And the brand difference must be important to customers as they decide which brand to purchase.

True

In any given day, more than half of the women in the US are dieting

True

In the traditional marketing mix, intangible services are considered products

True

Information that is collected through marketing research can be reliable without being valid.

True

Laws and regulations affect marketing mix activities.

True

Market(s)—consist(s) of all actual or potential customers for products or services.

True

Marketers should get excited when they hear or read: "The data says/suggest." Data is important to marketers because it allows them to make contemporary predictions about future events.

True

One of the best ways to understand needs is as states or conditions of felt or perceived deprivation.

True

Risk is more tolerable than uncertainty because the full range of outcomes are known

True

SWOT is an acronym. The lettes S and W stand for Strengths and Weaknesses; O and T indicate Opportunities and Threats. Strengths and weaknesses exist inside the organization; opportunities and threats exist outside the organization—opportunities and threats would exist independently inside the firm's external environment even if the firm did not exist. Each preceding statement is:

True

Strategic-Level planning entails of planning for purposes of meeting and beating the competition in ways that ensure the long-run survival and success of the organization.

True

The US Air Force, Army Marine Corp and Navy are all marketing organizations and powerful brands with their own identity and core competency.

True

The developers of social media and video games services/produce often intentionally design them to create addictive behaviors among users.

True

The first rule of storytelling is "Make me care":

True

What is the most difficult planning condition that most strategists ever have to address?

Uncertainty

When __________ exists, not only is what might happen unclear; the probabilities of these unknown things happening are not known, either. Two sets of unknown-unknowns are in play.

Uncertainty

What entity should be developed for each segment that marketers pursue?

Unique and uniquely desirable marketing mix

__________ marketing research information is secured from questions measuring exactly what they're supposed to measure. Valid questions capture no more and no less information than what they purportedly measure. Marketers cannot develop valid information unless they have first developed reliable measures, or questions.

Valid

An exchange, defined, involves a "get and a given." What is typically "gotten and given" during exchange processes?

Value

In statistical analysis, which of the following measurements represents the range of a sample of responses?

Variance

Focus groups are used as marketing research methods that focus on:

What 8-10 individual customers have to say or think about particular issues or problems

What conditions must exist in order for customers to be satisfied with marketers and their products?

When customers' expectations are met

Automation bias arises inside marketing research settings:

When the computers they use lull experts into a false sense of security

Which statement best summarizes what happens when uncertainty prevails?

When uncertainty prevails, planners don't know all the possible outcomes nor do they know the probabilities of those unknown outcomes arising

Who said, "The further one can see back into the past the further ahead one can see in the future"?

Winston Churchill

What current cultural buzzword indicates that consumers are alert and tuned into perceived or actual social injustices?

Woke

Is marketing success really so simple to achieve that the firm or brand that tells the best story usually win?

Yes it is

Is it acceptable for organizations to consciously hate another organization and to then use this enmity to motivate and direct the hater's strategy?

Yes, this is a valid strategy but one that should be carefully considered prior to enacting

Knowing your terrain, which exists as one key to marketing success (or victory), entails knowing:

Your external environment and the opportunities/threats residing therein

Goals and objectives should always be consistent (or compatible) with the ------

marketing firm's mission