Chapter 15 - Integrated Marketing Communications
108. Radio or television transmission difficulties are sources of noise. a. True b. False
True
109. Rapid feedback enables communicators to quickly improve the effectiveness of their communication. a. True b. False
True
110. A communications channel is the vehicle used to transmit the coded message from the source to the receiver. a. True b. False
True
116. Firms that link the purchase of their product to philanthropic efforts practice cause-related marketing. a. True b. False
True
120. Demand for a product category rather than for a specific brand is called primary demand. a. True b. False
True
121. Pioneer promotion neither emphasizes brand names nor compares brands. a. True b. False
True
122. Selective demand is demand for a certain brand. a. True b. False
True
124. Promotion can assist salespeople in finding likely sales prospects. a. True b. False
True
125. A business usually cannot operate at peak efficiency when sales fluctuate significantly. a. True b. False
True
126. When a manufacturer advertises a product to consumers, resellers should view this promotion as a form of strong manufacturer support. a. True b. False
True
127. A promotion mix is a blend of four possible ingredients, which are advertising, personal selling, public relations, and sales promotion. a. True b. False
True
131. Measuring the effect of advertising on sales is difficult. a. True b. False
True
132. Personal selling makes possible immediate feedback from consumers. a. True b. False
True
135. The phrase, purchase products, includes the acceptance of ideas and issues. a. True b. False
True
136. Public relations is a broad set of communication efforts used to create and maintain favorable relationships between the organizations and its stakeholders. a. True b. False
True
144. The geographic distribution of a firm's customers can affect the combination of promotional methods used. a. True b. False
True
37. _____ links the purchase of an organization's products to support philanthropic organizations favored by the target market. a. Loyalty marketing b. Cause-related marketing c. Rural marketing d. Selective demand promotion e. Embedded marketing
b. Cause-related marketing
83. If the push policy is used in promoting a product, the firm: a. promotes directly to consumers, wholesalers and retailers. b. promotes only to the next marketing institution down the marketing channel. c. Intends to pull the goods down through the channel by creating demand at the consumer level. d. will focus on persuading consumers to seek its products in retail stores. e. will develop strong consumer demand for its products.
b. promotes only to the next marketing institution down the marketing channel.
47. Mister Sub offers customers a card that allows them to have a free sub for every 7 that have been purchased and provides various discounts throughout the year. The primary promotional objective of programs such as this is: a. encouraging product trial. b. retaining existing customers. c. building selective demand. d. facilitating reseller support. e. minimizing noise in the communication process.
b. retaining existing customers.
98. Refer to Scenario 15.2. The makers of Whizz have decided to go to several different colleges and have a contest for the dirtiest shirt. While at the colleges, they will set up several washing machines near the campus bookstore, demonstrating the power of Whizz to get these dirty shirts clean. Each contestant in the dirtiest shirt contest will receive a coupon for a free bottle of Whizz. The winner of the contest will receive a $50 gift card for the college bookstore. This method of promotion is an example of _____. a. viral advertising b. sales promotion c. embedded marketing d. product placement e. direct marketing
b. sales promotion
63. With respect to the promotion mix elements, kinesic communication is a component of _____. a. advertising b. public relations c. personal selling d. packaging e. sales promotion
c. personal selling
61. Paid personal communication that seeks to inform customers and persuade them to purchase products in an exchange situation is: a. sales promotion. b. advertising. c. personal selling. d. public relations. e. publicity.
c. personal selling.
96. Refer to Scenario 15.1. Suppose that Toyota has decided to contract with the producer of the next James Bond 007 movie to use one of its new vehicles in a chase scene. This would best be an example of: a. personal selling. b. word-of-mouth promotion. c. product placement. d. viral marketing. e. buzz marketing.
c. product placement.
54. An advertisement from a ski lodge extolling the benefits of a summer getaway in the mountains uses promotion to: a. combat competitive promotional efforts. b. stimulate demand. c. reduce sales fluctuations. d. encourage product trial. e. retain loyal customers.
c. reduce sales fluctuations.
50. Which of the following is the best example of the promotional objective of combating competitive promotional efforts? a. Joy advertises that its dish soap has more suds than Dawn, Sunlight, and other leading dish soaps. b. Joe Boxer and Kmart collaborate to promote Joe Boxer's lines of clothing and housewares. c. The Pork Council advertises pork as the "other white meat" and a healthier alternative to beef. d. After Ford promotes the towing capacity of its F-series trucks, DaimlerChrysler soon emphasizes the towing capacity of its Dodge trucks. e. Hyundai offers 10-year/100,000 mile warranties on its vehicles in order to give customers confidence in its brand name and automotive offerings.
d. After Ford promotes the towing capacity of its F-series trucks, DaimlerChrysler soon emphasizes the towing capacity of its Dodge trucks.
95. Refer to Scenario 15.1. Toyota's act of giving the opinion leaders a new vehicle for two weeks is best described as an example of: a. product placement. b. personal selling. c. loyalty marketing. d. buzz marketing. e. embedded marketing.
d. buzz marketing.
36. Claire Nevsky is in charge of advertising for her company and has produced a 30-second television spot to promote one of the company's new products. One of her assistants just out of college believes that the commercial has too much visual and audio information packed into such a small amount of time. The assistant is specifically concerned about limits in the receiver's: a. noise. b. coding process. c. encoding. d. channel capacity. e. feedback.
d. channel capacity.
16. In the Gillette advertisement that claims, "Gillette, the best a man can get," Gillette is the communication: a. receiver. b. channel. c. decoder. d. source. e. noise.
d. source.
57. Sara is concerned about the effectiveness of Magnum Inc.'s promotional messages, and is seeking an approach with immediate feedback. Sara a. television advertising. b. newspaper advertising. c. public relations. d. sales promotion. e. personal selling.
e. personal selling.
141. An organization's promotion mix is viewed as an unchanging part of the marketing mix. a. True b. False
False
115. The role of promotion is to communicate. a. True b. False
True
145. The price of a product influences the promotion mix to be used by the producer. a. True b. False
True
147. A breakfast cereal maker most likely will not use personal selling to promote its product. a. True b. False
True
149. When a push policy is used in promotion of a particular product, the producer promotes the product only to the next channel member. a. True b. False
True
153. Successful marketers that understand the significance of word-of-mouth communication seek out opinion leaders and try to encourage them to try their products in the hope they will spread favorable word about them. a. True b. False
True
156. One reason that promotion suffers from widespread criticism is that promotional efforts are highly visible and affect our everyday lives. a. True b. False
True
58. Kyle is preparing the promotional plan for Jansport backpacks in early May. This promotion will be executed in the month of August and will be a paid form of nonpersonal communication. It will be communicated to a target audience through a mass medium. Kyle is using the _____ form of promotion. a. advertising b. public relations c. sales promotion d. personal selling e. social media
a. advertising
34. For many consumers, the pages near the back of magazines with dozens of very small black and white advertisements exceed their: a. channel capacity. b. threshold of awareness. c. encoding abilities. d. transmission limitations. e. noise limit.
a. channel capacity.
25. With respect to the components of the communication process, the fax machines used by OES Office Systems to carry its advertising messages to its business customers is an example of a (n): a. communication channel. b. field of reference. c. decoder. d. encoder. e. noise minimizer.
a. communication channel.
39. Often when a company introduces a new product or line extension, its promotion will focus on _____ in order to initiate the product-adoption process. a. creating awareness b. stimulating demand c. retaining loyal customers d. combating competitive promotional efforts e. reduce sales fluctuations
a. creating awareness
41. Primary demand is defined as the: a. demand for a product category. b. demand for a new product. c. consumer awareness of a product category. d. extending brands with new product concepts. e. demand for a particular brand.
a. demand for a product category.
30. Communication can be viewed as a circular process because: a. during feedback, the receiver can be viewed as the source of the message while the original source becomes the receiver. b. the message goes from encoding by the source to decoding by the receiver. c. during a personal selling situation, both verbal and nonverbal feedback can be very fast and immediate. d. channel capacity is determined by the least efficient component. e. the message goes from person to person.
a. during feedback, the receiver can be viewed as the source of the message while the original source becomes the receiver.
21. As Emily prepares the script for a radio commercial for her boutique, she is engaging in the _____ stage of the communication process. a. encoding b. sourcing c. decoding d. feedback e. receiving
a. encoding
46. Retro64 distributes free downloadable versions of its computer games for a very short time. These efforts have a primary promotional objective of: a. encouraging product trial. b. building selective demand. c. retaining loyal customers. d. facilitating reseller support. e. reducing sales fluctuations.
a. encouraging product trial.
48. When Hamburger Helper introduced its Oven Varieties, it gave special offers to supermarkets to purchase the new product and supplemented these offers with consumer advertising. Hamburger Helper's primary promotional objective is to: a. facilitate reseller support. b. reduce sales fluctuations. c. minimize noise in the communication process. d. encourage product trial. e. retain loyal customers.
a. facilitate reseller support.
29. The receiver's response to a message is _____ for the source. a. feedback b. the communications channel c. noise d. channel capacity e. pioneer promotion
a. feedback
64. Head nodding, winking, hand gestures, and arm motions are all forms of _____ communication. a. kinesic b. spacing c. proxemics d. touching e. tactile
a. kinesic
56. Reba Vincent is employed as a consultant for Mary Kay Cosmetics. This illustrates: a. personal selling. b. retailing. c. public relations. d. advertising. e. sales promotion.
a. personal selling.
91. If promotion does not do its job of stimulating demand, then the: a. price of the promoted product is likely to increase. b. price of the promoted product will remain reasonably stable. c. price of the promoted product will decrease. d. cost of promotion will decline. e. cost will remain about the same.
a. price of the promoted product is likely to increase.
60. _____ offers the potential benefits of cost efficiency, repetition, and adding product value, while slow feedback is one of its disadvantages. a. Public relations b. Advertising c. Personal selling d. Sales promotion e. Personal selling
b. Advertising
88. Which of the following is a personal informal exchange of communication that customers share with one another about products, brands, and companies? a. Guerilla marketing b. Word-of-mouth communication c. Product placement d. Embedded communication e. Conversational promotion
b. Word-of-mouth communication
20. Ashley is currently working on symbols to represent the concept and meaning of the new athletic wear. With respect to the components of a communication process, Ashley is most likely working on the _____ for this promotional video. a. feedback process b. coding process c. decoding process d. conversion process e. channel capacity
b. coding process
31. In a corner of its magazine advertisement for office copiers, Lexmark places a small box asking for the names and addresses of individuals or companies seeking more information. Lexmark has included this box to facilitate _____ for this communication. a. decoding b. feedback c. encoding d. perceptual attention e. noise reduction
b. feedback
71. Public relations: a. should be used mostly to counteract any competitive promotions or negative publicity. b. is an element of promotion that should be handled on a continuous basis. c. should be used solely to respond to emergencies that could significantly damage the company's reputation. d. is paid communication that helps enhance a company's image by highlighting its philanthropic efforts. e. is generally not given much weight because the information is generated by the company itself.
b. is an element of promotion that should be handled on a continuous basis.
77. A consumer contest is an example of: a. personal selling. b. sales promotion. c. advertising. d. word-of-mouth marketing. e. public relations.
b. sales promotion.
62. Michael is planning a promotional program for AirFam. AirFam is a supplier of new energy-saving engines used to produce air conditioners. His company needs to promote these engines to manufacturers of air conditioners, so he is most likely to use _____, because it provides immediate feedback. a. sales promotion b. advertising c. word-of-mouth d. personal selling e. public relations
d. personal selling
102. While the specific communication vehicles employed in promotion have not changed, the fundamental role of promotion is changing. a. True b. False
False
104. When encoding a message, the a. True b. False
False
105. Encoding is the process by which a receiver takes the coded message received from the source and converts it into ideas and concepts. a. True b. False
False
107. The receiver's response to the decoded message is called noise. a. True b. False
False
111. When a firm uses mass communication, feedback is rapid. a. True b. False
False
112. Feedback does not exist for mass communication. a. True b. False
False
113. Channel capacity is determined by the most efficient component of the communication process. a. True b. False
False
118. Promotion that focuses on creating awareness is only important when introducing a new product to the market. a. True b. False
False
119. A marketer uses pioneer promotion in the introductory stage of the product life cycle, when there are many competitive brands. a. True b. False
False
123. Promotion to encourage trial use mainly attempts to retain loyal customers. a. True b. False
False
128. Advertising is a paid form of personal communication. a. True b. False
False
129. Advertising is an inflexible promotional method. a. True b. False
False
130. The absolute dollar outlay for advertising is usually low. a. True b. False
False
133. Proxemic communication is communication through touching. a. True b. False
False
134. Tactile communication is communication through the movement of head, eyes, arms, hands, legs, or torso. a. True b. False
False
137. Public relations is nonpersonal communication in news story form about an organization, or its products, or both, transmitted through a mass medium at no charge. a. True b. False
False
138. Public relations is a set of tools to be used primarily during crises. a. True b. False
False
142. If an organization is large and has a large promotional budget, it should utilize all four promotional methods. a. True b. False
False
146. The promotional method most commonly used for highly personal items is personal selling. a. True b. False
False
148. Advertising is one element of the promotion mix that is too expensive for small business firms. a. True b. False
False
150. If a pull policy is used in promoting a product, the producer promotes the product only to the next marketing institution down the channel. a. True b. False
False
100. Today, the sharing of information and use of technology to facilitate communication between buyers and sellers are essential for successful customer relationship management. a. True b. False
True
103. Communication is a sharing of meaning. a. True b. False
True
18. Sierra is driving to work on I-95 and notices a billboard for new salads at Wendy's. She reads the message and sees the pictures of the new salads. With reference to the communication process, which of the following is true? a. Sierra is the receiver and Wendy's is the source of this communication. b. Sierra is the source and Wendy's is the promoter of this communication. c. Sierra is the decoder and Wendy's is the receiver of this communication. d. Sierra is the sender and Wendy's is the receiver of this communication. e. Sierra is the communication channel and Wendy's is the source of this communication.
a. Sierra is the receiver and Wendy's is the source of this communication.
92. Promotion can help keep prices lower because: a. demand for the product does not increase. b. promotion of prices intensifies price competition. c. promotion discourages materialism. d. promotion tends to reduce consumers' price sensitivity. e. promotion tends to stabilize a product's price elasticity of demand.
b. promotion of prices intensifies price competition.
17. Alton is reading a magazine ad of a new cologne. In the ad, he sees little more than a photo of a man riding on a horseback on a beach, and the name of the new cologne, Rugged. With respect to the components of a communication process, Alton is a(n) _____. a. sender b. receiver c. source d. communication channel e. channel member
b. receiver
26. During the decoding process, the: a. intensity of the transmission becomes stronger. b. receiver attempts to convert signs or symbols into concepts and ideas. c. source attempts to convert signs or symbols into concepts and ideas. d. source provides feedback of an encoded message to the receiver. e. receiver filters noise from the feedback.
b. receiver attempts to convert signs or symbols into concepts and ideas.
78. Latisha works for a promotional consultant who develops sweepstakes, games, coupons, and rebate plans for various marketers. According to the information given, Latisha develops: a. advertising techniques. b. sales promotion techniques. c. publicity examples. d. personal selling techniques. e. direct marketing techniques.
b. sales promotion techniques.
97. Refer to Scenario 15.2. If the manufacturers of Whizz were to partner with Whirlpool to place a bottle of Whizz in each new washer that is purchased during the first year, this would be an example of: a. buzz marketing. b. sales promotion. c. viral marketing. d. word-of-mouth promotion. e. loyalty marketing.
b. sales promotion.
15. A person, group, or organization that has a meaning it intends and attempts to share with a receiver or an audience is a: a. communication channel. b. source. c. relay channel. d. decoder. e. sender.
b. source.
84. If a manufacturer decides to use a push policy to promote its products, it is most likely to focus its efforts on: a. retailers. b. wholesalers. c. ultimate consumers. d. other producers. e. institutional users.
b. wholesalers.
28. Which of the following is the best example of noise that originates with the receiver in the communication process? a. Sarah drives through a tunnel, and her radio signals become very weak. b. Maria has been studying English for two years and does not understand the symbolism being used in a commercial. c. Kevin simply tunes out pop-up ads on the Internet so that they don't even enter his awareness. d. Because of poor printing, Claire cannot read an advertisement in her local newspaper. e. A mother fails to hear a new commercial for diapers because her new baby is crying.
c. Kevin simply tunes out pop-up ads on the Internet so that they don't even enter his awareness.
86. Ralph Lauren is planning a promotion where it will showcase all of its clothing lines to buyers at retail stores. It also plans to develop a direct marketing campaign that will use social media to introduce its new seasonal styles. Ralph Lauren is using _____ with the retail showcase. a. embedded marketing b. a pull policy c. a push policy d. guerilla marketing e. loyalty marketing
c. a push policy
89. An attempt to create a trend or acceptance of a product through word-of-mouth communication is called: a. guerilla marketing. b. viral marketing. c. buzz marketing. d. personal publicity. e. conversational promotion.
c. buzz marketing.
23. The Barrister's Deli decides to run advertisements for its lunch specials on a local FM radio station. Marketing research later reveals that the restaurant's target market listens primarily to satellite radio stations. This promotion program suffered from an error in the selection of: a. shared symbols. b. sales promotion techniques. c. communication channel. d. decoded meanings. e. noise minimizers.
c. communication channel.
93. If children and teenagers are insisting on wearing expensive name-brand apparel, a criticism of promotion can be made that promotion: a. forces people to spend too much. b. forces prices to go up. c. encourages materialism. d. creates needs. e. can be harmful.
c. encourages materialism.
69. The Sharper Image likes to use nonpersonal communication in news story form such as press releases for its new and improved products. This is an example of: a. sales promotion. b. direct marketing. c. personal selling. d. publicity. e. social media promotion.
d. publicity.
85. When Hershey Dark Chocolate Kisses were introduced, Hershey promoted directly to consumers and told them to ask for the product at their favorite stores. This is an example of a _____ policy. a. reseller promotional b. push c. sales promotion d. pull e. pioneer promotion
d. pull
72. An activity and/or material which acts as a direct inducement, offering added value or incentive to resellers, salespeople, or consumers is known as: a. advertising. b. personal selling. c. public relations. d. sales promotion. e. packaging.
d. sales promotion.
38. When Yoplait Yogurt gives a portion of its profits to Breast Cancer Research, it is using: a. selective demand promotion. b. loyalty marketing. c. rural marketing. d. embedded marketing. e. cause-related marketing.
e. cause-related marketing.
33. Although a radio announcer can read several hundred words a minute, a one-minute advertising message should not exceed 150 words because most announcers cannot articulate words into understandable messages at faster rates. This illustrates the _____ consideration in effective communication. a. transmission load b. marketing exposure c. channel spacing d. channel coding e. channel capacity
e. channel capacity
32. Each communication channel has a limit on the volume of information it can handle effectively. This limit is known as: a. transmission load. b. feedback. c. channel code. d. channel spacing. e. channel capacity.
e. channel capacity.
24. H&M, a clothing company, communicates to its target customers by advertising in magazines, offering clothing information on its website, creating a periodic online newsletter, Facebook, and Twitter. These vehicles through which the coded message is transmitted from the source, H&M, to the receiver, the prospective customer, are known as a(n): a. fields of reference. b. decoders. c. encoders. d. relay channels. e. communication channels.
e. communication channels.
19. With respect to the components of a communication process, the process of putting one's thoughts (meaning) into signs (symbols) is called: a. decoding. b. noise. c. interference. d. channelizing. e. encoding.
e. encoding.
139. A news story about a product is an example of sales promotion. a. True b. False
False
101. A major goal of integrated marketing communications is to send a consistent message to customers. a. True b. False
True
106. Signs and symbols that can have more than one meaning should be avoided. a. True b. False
True
14. If FedEx-Kinko's decided to outsource all of its marketing efforts to the MaxPro Company, which specializes in advertising, sales promotion activities, and public relations, FedEx-Kinko's would likely be striving to practice: a. one-stop shopping. b. visual merchandising. c. arrow information paradox. d. product lifecycle management. e. integrated marketing communications.
e. integrated marketing communications.
35. Anything that reduces the accuracy and clarity of communication is known as: a. distraction. b. feedback. c. interference. d. discordance. e. noise.
e. noise.
140. Coupons are a form of sales promotion. a. True b. False
True
143. If a company has very limited promotional resources, it is most likely to use mainly personal selling. a. True b. False
True
75. Hunt's decided to put a much larger share of its promotion budget into _____ because of the heavy reliance it will be placing on coupons in the second quarter. a. advertising b. sales promotion c. public relations d. telemarketing e. personal selling
b. sales promotion
70. All of the following are examples of publicity-based public relations tools except: a. press conferences. b. feature articles. c. news releases. d. annual reports. e. news stories.
d. annual reports.
74. When McDonald's uses the Monopoly game in which customers receive game pieces with each visit and try to assemble a set of properties to win prizes, McDonald's is utilizing: a. sales promotion. b. advertising. c. guerilla marketing. d. personal selling. e. public relations.
a. sales promotion.
81. Organizations that sell products to industrial markets or a few wholesalers tend to frequently focus their promotion efforts on: a. national advertising. b. word-of-mouth communication. c. public relations. d. sales promotion. e. personal selling.
e. personal selling.
65. When a salesperson varies the physical distance between himself and a customer he is using: a. kinesic communication. b. sales promotion. c. tactile communication. d. word-of-mouth communication. e. proxemic communication.
e. proxemic communication.
67. With respect to the promotion mix elements, _____ is a broad set of communication efforts used to create and maintain favorable relationships between a company and its stakeholders. a. advertising b. personal selling c. reseller support d. sales promotion e. public relations
e. public relations
68. With respect to the promotion mix elements, communication through the use of brochures, annual reports, and event sponsorships is referred to as: a. advertising. b. personal selling. c. sales promotion. d. publicity. e. public relations.
e. public relations.
53. A spokesperson for Mott's apple juice encourages television audiences to use its juice in the winter by serving it hot with a cinnamon stick. In this instance, Mott's is using promotion to: a. stimulate primary demand. b. offset competitors' promotional efforts. c. facilitate reseller support. d. retain loyal customers. e. reduce sales fluctuations.
e. reduce sales fluctuations.
51. Factors such as climate, seasons, and holidays tend to lead to the promotional objective of: a. combating competitive promotional offers. b. facilitating reseller support. c. encouraging product trial. d. retaining loyal customers. e. reducing sales fluctuations.
e. reducing sales fluctuations.
45. When Sears promotes the benefits and strengths of its Kenmore brand appliances, it is attempting to build: a. primary demand. b. pioneer promotion. c. a warm market. d. a bargain bin. e. selective demand.
e. selective demand.
151. When a push policy is used in promoting a particular product, the producer promotes the product directly to consumers. a. True b. False
False
152. Word-of-mouth communication is not especially important when people are choosing restaurants and automotive, medical, and personal services such as hair care. a. True b. False
False
154. Viral marketing is an attempt to incite publicity and public excitement surrounding a product through a creative event. a. True b. False
False
157. Deceptive promotional practices today are common because of a lack of regulation. a. True b. False
False
158. If promotion is successful at stimulating demand, it will tend to increase prices. a. True b. False
False
159. Promotion fuels price competition which leads to a raise in prices. a. True b. False
False
155. Product placement is a form of advertising that strategically locates products or product promotions within entertainment media to reach the product's target markets. a. True b. False
True
160. While promotion does not create needs, it does capitalize on them. a. True b. False
True
161. Customers learn about products through promotion, allowing them to make more intelligent buying decisions. a. True b. False
True
162. Because we are exposed to so much promotion in our daily lives, and the purpose of promoting goods is to persuade people to buy them, a common criticism is that promotion encourages materialism. a. True b. False
True
87. The use of a pull policy may require heavy expenditures for: a. advertising and sales promotion. b. public relations and distribution. c. personal selling and public relations. d. distribution and advertising. e. sales promotion and personal selling.
a. advertising and sales promotion.
59. Slow feedback, high absolute-dollar outlay, and difficulty in measuring effects on sales are disadvantages of: a. advertising. b. public relations. c. sales management. d. sales promotion. e. personal selling.
a. advertising.
40. By promoting the fact that "orange juice is not just for breakfast anymore," the Florida Orange Growers Association attempted to stimulate: a. primary demand. b. selective demand. c. marketing exposure. d. comparison of orange juices. e. demand elasticity.
a. primary demand.
55. Advertising, personal selling, sales promotion, and public relations are called: a. promotion mix ingredients. b. marketing mix components. c. characteristics of a product. d. advertising tools. e. nonpersonal communication tools.
a. promotion mix ingredients.
90. Andrea receives an e-mail from her sister-in-law that is actually a recommendation for a website with a demonstration of a new home hair-coloring system. She later discovers that her sister-in-law received a free trial kit for passing Andrea's and four other friends' e-mail addresses along to the marketer. This is known as: a. viral marketing. b. buzz marketing. c. guerilla marketing. d. selective demand. e. personal advertising.
a. viral marketing.
42. When Blue-ray disc players were first introduced to the market, which of the following would have been the logical choice for promotion? a. Selective demand b. Pioneer promotion c. Promotion in a warm market d. Brand extension e. Retention promotion
b. Pioneer promotion
13. The coordination of promotion and other marketing efforts for maximum informational and persuasive impact best defines: a. customer lifetime value. b. integrated marketing communications. c. product lifecycle management. d. visual merchandising. e. arrow information paradox.
b. integrated marketing communications.
44. Selective demand is demand for a: a. general type of product. b. particular brand. c. new product. d. competitor's product. e. service.
b. particular brand.
82. The Dyson Company, manufacturer of high-priced vacuum cleaners, has developed a promotional program with both push and pull policies. Dyson only sells its products through retailers who carry high-end household electronics items. For the pull policy, Dyson will most likely use _____. a. rebates to the customer b. personal selling done by the retailer's employees c. advertising and a bonus to the retailer for every vacuum cleaner sold d. sales promotion e. discounts to the retailer
b. personal selling done by the retailer's employees
114. A television advertisement that transmits several types of audio messages and visual materials may be ineffective. a. True b. False
True
117. Effective promotional programs require management efforts such as planning, organization, implementation, and control. a. True b. False
True
27. During a one-minute television ad for Nike, the National Weather Service interrupts to announce a flash flood warning for surrounding counties. Such an occurrence is an example of _____ in the communication process. a. encoding b. pioneer promotion c. noise d. deflected transmission e. selective demand
c. noise
73. Albott Laboratories offers ceramic coffee mugs to its physician customers when it promotes a new drug. This example illustrates Albott's use of _____. a. packaging b. personal selling c. sales promotion d. public relations e. telemarketing
c. sales promotion
76. Subway is conducting a contest in which customers are asked to name a new sandwich. The winner gets a free sandwich each day for one year and an appearance in one of the company's TV commercials. This contest illustrates Subway's use of _____ as one of the elements of the promotion mix. a. advertising b. personal selling c. sales promotion d. public relations e. telemarketing
c. sales promotion
66. As their meeting concludes, Jamal rises and thanks Gina for taking the time to come by and explain her firm's new line of industrial fasteners. A handshake, which is best described as a form of _____ communication, concludes the session. a. public relations b. word-of-mouth c. tactile d. proxemic e. verbal
c. tactile
80. If a firm's promotional budget were extremely limited, for which of the following reasons would it be more likely to rely on personal selling as its main promotional tool? a. People are more likely to believe a human being than a print ad. b. TV and radio ads are not feasible for smaller companies. c. It can achieve more sales through business customers than through individual consumers. d. It is easier to measure a salesperson's effects on sales than advertising's effects on sales. e. The firm is charging a higher price to cover the expensive salaries of its salespeople.
d. It is easier to measure a salesperson's effects on sales than advertising's effects on sales.
43. Rob is working on the promotional plan for a new bicycle helmet that has added technology to sense when a bicycler has fallen and had a head injury. The technology then releases an audible signal that will help others know that there is an injury which needs treatment. This is considered to be a new product that is in the introduction stage of the product life cycle. Which type of promotion should Rob focus on? a. Reminder b. Selective c. Comparative d. Pioneer e. Repetitive
d. Pioneer
22. With respect to the components of a communication process, broadcast media like radio and television as well as printed words on a magazine or newspaper are all considered as: a. communication noise. b. communication receivers. c. encoders. d. communication channels. e. decoding sources.
d. communication channels.
49. Cooperative advertising efforts between manufacturers and retailers demonstrate the promotional objective of: a. stimulating demand. b. reducing sales fluctuations. c. combating competitive promotional efforts. d. facilitating reseller support. e. retaining loyal customers.
d. facilitating reseller support.
79. Generally, promotion mixes for companies with extremely limited promotional budgets tend to concentrate on: a. national advertising. b. publicity. c. sales promotions. d. personal selling. e. distributor incentives.
d. personal selling.
94. Refer to Scenario 15.1. If Toyota offers the dealership salespeople a trip to Hawaii for anyone who could sell ten of the new vehicles within the first month of their availability, the promotion tactic would be an example of _____ marketing. a. direct b. buzz c. pull d. push e. viral
d. push
52. Newspaper ads for Blue Haven Pools offering discounted prices during October and discounted cleaning supplies for hot tubs in March are examples of: a. retaining loyal customers. b. promoting new product uses. c. making salespeople more effective. d. stimulating primary demand. e. reducing sales fluctuations.
e. reducing sales fluctuations.
99. Refer to Scenario 15.2. The makers of Whizz considered a new promotional method for their product. A small box of Whizz was placed in the mailbox of college students as they came on campus in the fall. Along with the Whizz, the students received a coupon for $1.00 off their next purchase. They could receive another coupon for $3.00 off if they went online and emailed five friends at another college, telling them about Whizz. The friends could then go to a website and print a coupon for $2.00 off their next purchase. The emails to the five friends are an example of _____. a. advertising b. personal selling c. sales promotion d. embedded marketing e. viral marketing
e. viral marketing
