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103. The results of many studies have been inconclusive regarding the association between buyer behavior and a) personality. b) perception. c) motives. d) social class. e) learning.

108. The manager at a local recreational vehicle store, Off-Road Rage, believes the next two years will be difficult because of an economic recession. Using this forecast, he determines the effect on the industry's market potential and then estimates how his company's potential sales will look based on this outlook. This manager is using a _________ approach to estimating sales potential. a) breakdown b) recessionary c) buildup d) pyramid e) dimensional

112. Children often achieve ______ by observing parents and older siblings in purchase situations and then through their own purchase experiences. a) consumer socialization b) personality c) role identification d) social class e) attitude formation

115. Marketers who attempt to use reference-group influence in advertisements are most likely to succeed when messages indicate that a) people in a specific group buy the product and are highly satisfied by it. b) reference groups should be of little concern to the consumer. c) reference groups are "in" and everyone should belong to at least one. d) all products and brands are influenced by reference groups. e) people in a specific group have tried the product and dislike it.

116. A group becomes a reference group for an individual when that person identifies with this group so strongly that he or she a) takes on many of the values, attitudes, or behaviors of group members. b) becomes a formal member of the group. c) becomes familiar with the group's activities. d) seeks information from members of the group regarding buying decisions. e) cannot control the strength of his or her involvement with the group.

119. Katie is buying her first car and has narrowed her choices down to a Honda Civic, a Toyota Prius, or a Volkswagen Jetta. Katie goes on-line and posts questions to others who have experience with any of these cars, asking for reviews. Katie is most likely a) using a blog. b) an opinion leader. c) using her reference groups for information. d) experiencing enduring involvement. e) exerting social influence.

120. Pepsi wants to know where its Sierra Mist soft drink fits in with other drinks in the mind of the consumer. Marketers question a sample of consumers about Sierra Mist and other drinks on two different dimensions. They will most likely put this information into a _____ to show Sierra Mist's position. a) perceptual map b) ideal cluster c) product position chart d) market graph e) product matrix

123. When a company is introducing a new brand in a market where it already has one or more brands, which type of product positioning is most likely to be used? a) Positioning to avoid competition b) Head-to-head competition c) Parallel positioning d) Segmented positioning e) Counter positioning

124. According to Coleman's major social class categories, the social class in our society that favors prestigious schooling, neighborhoods, and brands is the a) upper class. b) middle class. c) upper-lower class. d) working class. e) lower class.

134. When a company has its sales forecasts prepared by management consultants, economists, or college professors, it is using a(n) a) expert forecasting survey. b) Delphi technique. c) random factor analysis. d) external judgment survey. e) market test.

135. Carlos' knowledge of the correct gas mileage is an example of the ____ component of his attitude toward the Toyota, while Alicia's feelings about the children in the commercial being happy in the Toyota van were an example of the _____ component of her attitude. a) cognitive; affective b) cognitive; behavioral c) affective; cognitive d) affective; behavioral e) behavioral; affective

137. A forecasting method that predicts sales based on relationships between past sales and other variables is called a) regression analysis. b) customer forecasting surveys. c) the Delphi technique. d) random factor analysis. e) time series analysis.

142. The sales forecasting method that consists of making a product available to buyers in one or more locations and measuring purchase response is a) a market test. b) regression analysis. c) trend analysis. d) a survey. e) the Delphi technique.

144. In an effort to forecast his firm's sales for the coming year, Henry Thompson takes sales for the last three years and calculates a growth trend. Henry is employing which forecasting method? a) Time series analysis bExecutive judgment c) Surveys d) Regression analysis e) Market tests

18. Purchasers who intend to use or benefit from the purchased product and do not buy products for business purposes are called the a) ultimate consumers. b) end-use consumption group. c) business market. d) household purchasing group. e) organizational market.

19. Many aspects of consumer buying decisions are affected by the individual's level of involvement. Level of involvement is a) the importance and intensity of interest in a product in a particular situation. b) the buyer's perception, motives, and abilities. c) the amount of external search that an individual puts into the decision-making process. d) the particular circumstance or environment in which consumers find themselves. e) a combination of an individual's demographic factors.

24. The three most widely recognized types of consumer problem solving are: a) limited problem solving, extended problem solving, and routinized response behavior. b) extended problem solving, enduring problem solving, and situational problem solving. c) planned problem solving, impulse buying, and limited problem solving. d) internal problem solving, external problem solving, situational behavior. e) responsive behavior, planned behavior, and impulsive problem solving.

25. While shopping at a Kroger grocery store, Tom sees a display of his favorite brand of diet cola. He buys a six-pack to take home for the weekend. This purchase process would be described as a) routinized response behavior. b) extended problem solving. c) limited problem solving. d) situational perception. e) enduring involvement.

29. Stacy is going to the store to buy a gallon of milk. She will most likely use ___________ in her consumer decision-making process. a) routinized response behavior b) limited problem solving c) extended problem solving d) perceptual scanning e) evaluation of alternatives

37. Which of the following purchases would most likely require a consumer to use extended problem solving? a) Audio equipment b) Shaving cream c) Cereal d) Kitchen napkins e) Gasoline

40. Jose and Teresa are searching for a new cellular phone. They will most likely engage in which one of the following forms of problem solving? a) Extended problem solving b) Limited problem solving c) Impulse buying d) Routinized response behavior e) Intensive response behavior

41. An unplanned buying behavior resulting from a powerful urge to buy something immediately is called a) impulse buying. b) habitual buying. c) compulsive response behavior. d) non-problem solving. e) cognitive dissonance.

49. As Steve is shopping for groceries, he notices a product on the shelf and remembers that he is about to run out of it at home. In terms of the consumer buying decision process, Steve just experienced a) problem recognition. b) high involvement. c) postpurchase evaluation. d) information search. e) evaluation of alternatives

54. In the consumer buying decision process, the information search stage a) yields a group of brands that a buyer views as possible alternatives. b) involves a buyer becoming aware of the need for a product. c) is not necessary when the buyer is involved in extensive decision making. d) occurs immediately after evaluation of alternatives. e) is lengthy for routine response buying behavior.

58. A group of brands that a consumer views as alternatives for possible purchase is called a(n) a) evoked set. b) acceptance group. c) brand preference. d) selective retention group. e) evaluation criteria.

71. The primary psychological influences on consumer behavior are: a) perception, motives, learning, attitudes, personality, and lifestyles. b) attitudes, perception, retention, exposure, roles, and lifestyles. c) attitudes, perception, social class, culture, and learning. d) perception, motives, reference groups, social class, and personality. e) lifestyles, personality, perception, motives, attitudes, and culture.

78. After certain inputs have been selected to reach an individual's awareness, the next step in the perceptual process is perceptual a) organization. b) attention. c) retention. d) interpretation. e) redefinition.

80. Micromarketing is a) a market segmentation approach in which firms focus precise marketing efforts on very small geographic markets. b) developing a very specific marketing mix that will effectively meet the needs of only a small segment of the market. c) marketing efforts that are tightly controlled by high-level executives in the organization. d) a way to segment the market to meet the needs of individuals with the same motives and personality attributes. e) creating advertising that is so specific to a certain type of individual that few people outside that micromarket will respond to the message.

85. Buyers' actions are affected by one or more internal energizing forces geared toward satisfying needs, which are called a) motives. b) lifestyles. c) perceptions. d) attitudes. e) traits.

89. A widely used system for classifying individuals on the basis of lifestyle is a) VALS. b) PRIZM. c) CMSA. d) LIFO. e) Prospect Zone

89. Jana now feels that her teeth are not white enough after seeing advertisements for whitening toothpaste. Marketers promote these brands based on ___________ needs, appealing to sex appeal. a) physiological b) esteem c) self-actualization d) psychological e) social

91. Budweiser may choose to segment its market based on heavy, moderate, and light drinkers of its alcoholic beverages. This is an example of market segmentation based on a) behavioristic variables. b) benefits. c) lifestyles. d) psychographic variables. e) demographic variables

94. Changes in an individual's thought processes and behavior caused by information and experience is called a) learning. b) attitude formation. c) patronage motives. d) personality. e) motivation.

A ___________ is an organization that links buyers and sellers in different countries but is not involved in manufacturing. a) trading company b) exporter c) joint venture d) strategic alliance e) licensee

A business partnership between a domestic firm and a foreign firm is known as a) a joint venture. b) an international partnership. c) a multinational enterprise. d) licensing. e) exporting.

A large farming cooperative that focuses on the production of fruits and vegetables uses a business that sells the farmers' products in foreign countries and also provides consulting, insurance, legal assistance, and warehousing to the cooperative. This business would most likely be called a(n) a) trading company. b) export specialist. c) contract wholesaler. d) licensor. e) strategic partner.

Administrative assistants that control the flow of information to other people in the organization often play the _____ role in the buying center. a) gatekeeper b) user c) influencer d) buyer e) controller

All of the following describe the demand for business products except a) elastic. b) derived. c) joint. d) inelastic. e) fluctuating.

An alliance between Honda and Ford would most likely be classified as a) a strategic alliance. b) a joint venture. c) direct ownership. d) a multinational enterprise. e) contract manufacturing.

Another name for the European Union is a) the Common Market. b) the European Market. c) the Euro. d) NAFTA. e) AECO.

Barry Gluckman of WP International, a major marketer of word-processing software, calls the secretary of Renee Dorchette, director of purchasing for MMK, Inc. He sets up an appointment to discuss an upcoming purchase of software. The secretary plays the role of ___________ in this purchase decision. a) gatekeeper b) buyer c) decider d) buying center captain e) order giver

Caterpillar would like to better understand factors that would affect its ability to market construction equipment in various countries. Which of the following forces determine how trade barriers affect Caterpillar's marketing efforts? a) Political and legal b) Interpersonal c) Social d) Technological e) Industrial

Consumers who act as ______ are becoming increasingly important to online marketers as a conduit for addressing consumers directly. a) creators b) critics c) collectors d) joiners e) spectators

Differences in standards of living, credit, buying power, and income distribution are all examples of _____ forces that must be considered in international marketing efforts. a) economic b) cultural c) ethical d) technological e) legal

Due to increasing consumer demand, many television networks are creating ______ of their shows. a) podcasts b) wikis c) virtual realities d) digital characters e) imitations

Fan pages use _____ to help companies keep track of information on who is becoming a fan of their page. a) widgets b) sensors c) rewards d) pop-ups e) wookies

Firms that have operations or subsidiaries located in many countries are referred to as a) multinational enterprises. b) strategic alliances. c) joint ventures. d) international marketers. e) export alliances.

General Motors communicates with consumers and stockholders via social networking. Which site would be the most beneficial for GM to post its stock information on? a) LinkedIn b) Facebook c) MySpace d) Twitter e) Flickr

Google can give instructions on how to construct almost anything, from a house to a science experiment. As for online applications, you can learn anything from developing your own website to starring in a video. Google's "how to" features would most likely appeal to a) creators. b) critics. c) collectors. d) joiners. e) spectators.

Harley-Davidson's practice of having manufacturers in China produce apparel items with the Harley logo is an example of a) contract manufacturing b) globalization c) direct ownership d) joint venture e) exporting

Hobby Lobby encourages customers to post feedback on their company website because customer-generated content appears more ________ than corporate messages. a) authentic b) colorful c) approving d) bogus e) flattering

Home Depot has an iPhone icon that allows users to match colors in photographs with the store's selection of carpets. This is an example of a(n) a) application (app). b) keypad function. c) voice-activated system. d) digital system. e) interactivity.

If Caterpillar wished to reach the market in Malaysia but was leery of a direct investment in the country, it might provide a Malaysian operation with the knowledge to produce and market its products in exchange for a commission. This type of arrangement is called a) licensing. b) exporting. c) a strategic alliance. d) a joint venture. e) contract manufacturing.

If a certain country considered handshakes in business transactions to be taboo and preferred to use nodding, this would be an example of differences in _____ forces. a) cultural b) political c) economic d) technological e) regulatory

In considering the viability of potential international markets for Pepsi products, PepsiCo is advised to take into account __________, which provides insight into market potential. a) per capita gross domestic product b) gross domestic product c) the quantity of exports d) the quantity of imports e) total consumer income

JC Penney's website encourages visitors to register in order to maximize their use of the site. By gathering information about a consumer before a purchase is made, JC Penney is practicing a) addressability. b) social networking. c) interactivity. d) accessibility. e) control.

Johnson's Industrial Pest Control Service wants to meet its customers' expectations with regard to the quality of service it provides. How should Johnson's identify these expectations? a) Conduct market research. b) Use management judgment. c) Trace existing service levels. d) Stress quality service with employees. e) Train employees better.

KFC's establishment of international production/processing facilities is an example of a) direct ownership. b) franchising. c) strategic alliance. d) outsourcing. e) a trading company.

Larry is job hunting and has made a profile that contains his educational background, job experiences, and qualifications. Which website would be the most beneficial for Larry to post his profile on? a) LinkedIn b) Bing c) MySpace d) Twitter e) Facebook

Lil' Angels Kids Spa offers various treatments designed to appeal to the younger customer. Treatment options include manicures, pedicures, facials, tea parties, and dress up photos. Parents can even purchase a birthday party package. Lil' Angels offers its services only to girls under the age of 14. Originally begun in Delaware, Lil' Angels is considering opening its spa/salons in other parts of the country and is planning to expand its offerings to girls aged 14 to 17. The company realizes that some changes may be needed. For example, management wants to find out if the older girls will be interested in their birthday party and tea party services. 149. Which of the following best describes Lil' Angels' current approach to the market? a) It is segmenting the market according to demographic variables. b) It is segmenting the market according to product-related variables. c) It has chosen a segment that is not identifiable and divisible. d) Its market is impossible to reach because of legal constraints. e) It is not segmenting the market but is attempting to reach everyone with the product.

MTV can now be seen by most of the world's population. This is an example of a) globalization. b) customization. c) licensing. d) nationalization. e) regionalization.

Many suppliers and their customers invest time and resources to build and maintain mutually beneficial relationships which are often called a) partnerships. b) co-ops. c) monopolies. d) reciprocity. e) alliances.

Marketing strategists say businesses ________ consumers via social media a) should connect to b) should avoid recommendations from c) should ignore the advice of d) should stay away from e) should control

Miller's Home Furnishings uses marketing strategies aimed at markets within the United States, its home country. Miller's engages in a) domestic marketing. b) localized marketing. c) globalized marketing. d) limited exporting. e) international marketing.

Motorola buys silicone which is used in its chip-making process. Motorola produces microchips for use within a wide variety of products for other firms, such as Ford, GM and Samsung. Motorola is a buyer in a _____ market. a) producer b) government c) reseller d) construction e) institutional

One of the fastest-growing areas in mobile technology is the creation of ______ that help consumers to access more information about businesses a) applications (apps) b) widgets c) cookies d) speed dials e) texts

Online surveys can serve as an alternative to a) mail surveys, telephone surveys, or personal interviews. b) mail surveys only. c) mail and telephone surveys, but not personal interviews. d) personal interviews only. e) telephone surveys only.

Product specifications are a) physical characteristics and level of quality. b) types of services that are provided with the product. c) financing available for the product. d) types of competitors offering similar products. e) product return policies.

Retailers like Target and Kmart are considered to be members of which business market? a) Reseller b) Customer c) Producer d) Institutional e) Services

Sears sells online through its website, while also selling through physical store locations. This type of retailing is referred to as a) bricks-and-clicks. b) side-by-side. c) bricks-and-mortar. d) online-specialty. e) web-only.

Snappy Tools, Inc., purchases hammers, bolts, and other hardware items from a variety of manufacturers and sells them to hardware stores at a price that includes a profit for Snappy Tools, Inc. The company would be part of what type of business market? a) Reseller b) Producer c) Consumer d) Government e) Supply

Standardizing many Nike and Adidas shoe models worldwide is an example of a) globalization. b) customization. c) nationalization. d) culturalization. e) internationalization.

Swiss-based Nestlé has taken a global approach to marketing its chocolate products. Which of the following is most easily standardized? a) Product b) Promotion c) Distribution d) Advertising e) Price

The Disney website has a special link for educators that allows them to download educational videos pertaining to various subjects and grade levels. Educators are asked to register online with further information about their needs. This is an example of a) addressability. b) interactivity. c) accessibility. d) connectivity. e) control.

The Foreign Corrupt Practices Act of 1977 makes it illegal for U.S. firms to a) attempt to make large payments or bribes to influence policy decisions of foreign governments. b) offer foreign businesses any type of incentive for purchasing their company's products and services. c) change their ethical standards when dealing with foreign firms. d) give even small tips or gifts in countries where such gifts are customary business practices. e) introduce any type of corruption into foreign businesses that have higher ethical standards than those of the U.S. firm.

The Grummond Group buys computer peripherals in industrialized countries and sells them to customers in developing countries. Grummond is most likely classified as a(n) a) trading company. b) strategic alliance. c) joint venture. d) licensee. e) exporter.

The ability to obtain digital information is referred to as a) accessibility. b) addressability. c) interactivity. d) connectivity. e) control

The contracting of noncore operations or jobs from internal production within a business to an external entity that specializes in that operation is known as a) outsourcing. b) licensing. c) franchising. d) contract manufacturing. e) contract sourcing.

The role of export agents is to a) bring buyers and sellers from different countries together and collect a commission for arranging sales. b) purchase products from different companies and sell them to foreign countries. c) help a firm to make direct investments in foreign countries. d) contact domestic firms about the opportunities available in exporting. e) arrange for licensing agreements between domestic and foreign firms.

The stages of the business buying decision process, in order, are a) recognizing the problem, establishing product specifications, searching for products and evaluating possible suppliers, selecting suppliers and products, and evaluating performance. b) recognizing the problem, searching for products and evaluating possible suppliers, selecting suppliers and products, establishing product specifications, and evaluating performance. c) recognizing the problem, selecting suppliers and products, evaluating performance, establishing product specifications, and searching for substitute products. d) establishing product specifications, recognizing the problem, searching for products, evaluating possible products and suppliers, selecting suppliers and products, and evaluating performance. e) establishing product specifications, searching for products, selecting suppliers and products, evaluating performance, recognizing the problem, and evaluating possible products and suppliers.

Using cutting-edge technology in association with social networks and blogs in order to assist in workplace connections is referred to as a) Enterprise 2.0 b) Company Dynamics c) Cutting-edge technology d) Workplace Expansion e) Employee 2.0

What are the four major categories of factors that influence business buying decisions? a) Environmental, organizational, interpersonal, and individual b) Environmental, organizational, psychological, and individual c) Environmental, psychological, individual, and technological d) Technological, organizational, environmental, and interpersonal e) Environmental, organizational, technological, and individual

When Precision Brake's sales team calls on tractor manufacturing companies, the first person they usually talk to is the receptionist. In this example, the receptionists would be considered to be ________, part of the buying center. a) gatekeepers b) influencers c) users d) buyers e) controllers

When the requirements associated with a new-task purchase are changed the second or third time, this is called a ___________ purchase. a) modified rebuy b) continued new-task c) contractual d) straight rebuy e) negotiated rebuy

When using Facebook Fan Pages, companies must dedicate time to ________ in order to make Fans feel connected. a) responding to fan posts b) promoting time-sensitive products c) gathering widgets d) providing background information on the company e) promoting green business practices

Which of the following agreements provides a forum for tariff negotiations, reducing trade restrictions, resolution of international trade problems, and ground rules for international trade? a) The World Trade Organization b) The North American Free Trade Agreement c) The Latin American Free Trade Agreement d) The European Union Free Trade Agreement e) The General Agreement on Tariffs and Trade

Which of the following is most likely to engage in direct ownership activities internationally? a) Internationally integrated structures b) International division structures c) Export department structures d) Import department structures e) Outsourcing structures

Which of the following is true about NAFTA? a) It remains politically controversial. b) It will increase the total output of goods and services to foreign markets. c) It will decrease the total number of jobs in the United States. d) It eliminated all tariffs on goods traded between the United States, Canada, and Mexico. e) It will reduce the number of illegal aliens in the United States.

Which of the following is used to help maintain a more favorable balance of trade by a country? a) Limiting imports b) Limiting exports c) Establishing exchange controls d) Increasing gross domestic product e) Changing political systems

______ are people who gather information and organize content generated by critics and creators. a) Collectors b) Spectators c) Joiners d) Creators e) Critics

______ are those consumers who construct their own media outlets, such as blogs, podcasts, consumer-generated videos, and wikis. a) Creators b) Critics c) Collectors d) Joiners e) Spectators

______ monitors social networks for fraudulent accounts and assist their clients in removing the deceptive accounts. a) A brand-protection firm b) The Federal Trade Commission c) An Internet-protection agency d) The Better Business Bureau e) An online-police agency

______ usually constitute a smaller part of the online population than the other groups. a) Collectors b) Spectators c) Joiners d) Creators e) Critics

_______ uses the Internet and mobile and interactive channels to develop communication and exchanges with customers. a) Digital marketing b) Digital media c) Electronic marketing d) Digital electronics e) E-marketing

________ can use social networking sites. a) Any sized company b) Only large to medium sized companies c) Only companies with a specialized target market d) Only companies with a unique product e) Only companies whose target customer is mainly women

Which of the following is not a requirement or characteristic of a market? a) The ability to purchase a product b) A large number of people or organizations c) The authority to buy a product d) The willingness to use buying power e) The need for a specific product in a specific product category

A large number of people or organizations

105. General Electric calculates that the total number of light bulbs sold to consumers in the next year by all light bulb producers is 1 billion, given anticipated marketing efforts by the firms involved. This figure represents the industry's a) sales potential. b) market potential. c) target growth rate. d) sales forecast. e) sales objective.

105. The development of a person's self-concept is a function of a) learning. b) psychological and social factors. c) reference groups and opinion leaders. d) roles and family influences. e) subcultures.

106. Shane spends most of his free time participating in extreme sports and traveling to exotic locations with a group of close friends who share his interests and opinions about most things. This is a description of Shane's a) self-concept. b) lifestyle. c) personality. d) attitudes. e) role.

107. A consumer's buying decisions are affected in part by the people around him or her. Such people and the forces they exert on an individual buyer are called a) motivational influences. b) social influences. c) roles. d) personality influences. e) cultural influences.

108. The actions and activities associated with a position one holds within a group, organization, or institution constitute a) personality. b) a role. c) a motive. d) perception. e) an attitude.

113. Jennifer is interested in joining Kappa Lambda Iota sorority. She begins to shop at Sarah's, a local store where the Kappas buy their clothes. She also asks her family for a new car because all the sorority members have new cars. In these instances, Jennifer is influenced by a) personality. b) a reference group. c) a consideration set. d) a knowledge base. e) a role conflict.

116. When selecting specific target markets, a firm should a) revert to an undifferentiated approach if the market is deemed heterogeneous. b) choose the segments most in line with the firm's objectives and long-term growth. c) choose all segments that are determined to be profitable for the organization. d) choose the minimum number of segments necessary to achieve company sales potential. e) pick the segments with the best sales forecasts for the upcoming period of time.

119. All of the following statements about product positioning are true except a) product positioning decisions are not only for new products. b) product positioning is the customer's absolute perception of a product's attributes. c) effective product positioning helps serve a specific market segment by creating an appropriate concept in the minds of customers in that market segment. d) product positioning is concerned with creating and maintaining a certain concept of the firm's product in customers' minds. e) when marketers position a product, they try to position it so that it seems to possess the characteristics the target market desires.

121. An open aggregate of people with similar social ranking is referred to as a a) reference group. b) social class. c) role. d) caste. e) subculture.

125. In the context of marketing, cannibalization means a) one company eating up another company's market share. b) sales of a new product hurts sales of the company's existing products. c) a product is past its prime and should be deleted from the product mix. d) a company illegally uses copyrights and patents from another company. e) sales of a new product may exceed sales of an older, more established product

130. Intuition and expediency are primary characteristics of which of the following sales forecasting methods? a) Surveys b) Executive judgment c) Cycle analysis d) Market tests e) Industry indicators

135. Often, the Delphi technique is used in conjunction with an expert forecasting survey. The major objective is to a) allow an opportunity to obtain diverse expert opinions. b) allow experts to work separately to reach a consensus as to their forecasts. c) reach an accurate sales forecast through the use of multiple sales forecasting techniques. d) determine if the expert forecasting survey is superior to regression analysis. e) assess the extent to which this year's sales forecast is more accurate than that of previous years.

141. The Sara Lee Company is attempting to forecast sales for a new ice cream cake. To come up with an accurate forecast, Sara Lee places the product in Atlanta supermarkets for a period of four months. In this instance, Sara Lee is using which forecasting method? a) Time series analysis b) Market test c) Executive judgment d) Regression analysis e) Survey

147. What is the main problem with using a market test as a forecasting tool? a) Difficult to interpret b) Expensive c) Inaccurate d) Unacceptable to consumers e) Overused

26. Which of the following consumer problem-solving processes will probably be used in purchasing toothpaste? a) Extended problem solving b) Routinized response behavior c) Intensive problem solving d) Limited problem solving e) Perceptual scanning

30. Routinized response behavior is what a consumer does when a) purchasing an unfamiliar product. b) buying frequently purchased, low-cost items that need little effort. c) an information search is extensive and may involve consulting with friends and family. d) buying products that require a moderate amount of time for information gathering and deliberation. e) he or she enters the problem recognition stage of the consumer buying decision process.

31. In contrast to extended problem solving, routinized response behavior requires a) careful deliberation before making a choice. b) less information about products. c) more time. d) considerable thought. e) more money.

33. When a new variety of Kashi whole-grain breakfast cereals is first introduced, consumers will most likely engage in______ when deciding whether or not to purchase this new product. a) extended problem solving b) limited problem solving c) situational solving behavior d) routinized response behavior e) automatic processing behavior

35. Kellogg's is introducing a new bran waffle for toasters. Television commercials will be a key element in communicating the benefits associated with this product. Based on that decision, Kellogg's is expecting consumers to engage in what form of problem solving? a) Routinized response behavior b) Limited problem solving c) Extended problem solving d) Impulse buying e) Extensive response behavior

38. Extended problem solving is the type of consumer problem-solving process that a) involves no conscious planning but rather a powerful and persistent urge to buy something. b) is the most complex problem-solving behavior, which comes into play when a purchase involves unfamiliar, expensive, or infrequently bought products. c) requires a moderate amount of time for information gathering and search. d) is the creation and maintenance of a collection of products that satisfy a person's needs and wants. e) requires very little search-and-decision effort and is practiced when buying low-cost and frequently purchased products.

42. Marissa goes to Target to purchase school supplies for her two children. As she is approaching the check-out counter, she sees a vase she just has to have and buys it immediately. Marissa's purchase of the vase is an example of a) limited problem solving. b) impulse buying. c) routinized response behavior. d) addictive consumption. e) situational involvement.

45. The five major stages of the consumer buying decision process, in order, are a) information search, establishment of product criteria, evaluation of alternatives, purchase, and postpurchase evaluation b) problem recognition, information search, evaluation of alternatives, purchase, and postpurchase evaluation. c) problem recognition, information search, evaluation of alternatives, postpurchase evaluation and purchase. d) information search, evaluation of alternatives, purchase, trial adoption period, and postpurchase evaluation. e) problem recognition, purchase, evaluation of alternatives, postpurchase evaluation, and rebuy.

47. Problem recognition occurs when a consumer a) searches for information to resolve a problem. b) becomes aware that there is a difference between a desired state and an actual condition. c) recognizes a need. d) evaluates her or his purchase. e) is exposed to a television advertisement.

53. When, in their information search, consumers focus on communication with friends and relatives, they are utilizing ______ sources. a) internal b) personal c) marketer-dominated d) direct e) organizational

59. Evaluative criteria for brands within the consideration set are both a) selective and expansive. b) objective and subjective. c) internal and external. d) extended and routinized. e) perceptive and selective.

65. After purchasing a new Lexus, Pablo sees an Infinity pass by on the street and begins to wonder if he made the right choice. Pablo is experiencing a) problem recognition. b) cognitive dissonance. c) internal search. d) alternative evaluation. e) framing.

70. ___________ are situational influences that include the characteristics and interactions of others who are present when a purchase decision is being made, such as friends, relatives, and salespeople. a) Physical surroundings b) Social surroundings c) Purchase reasons d) Buyer's momentary mood and condition e) Pressures created by time factors

74. Selective exposure refers to a) targeting only certain parts of the total market. b) admitting only certain inputs into consciousness. c) the circumstances or conditions that exist when a consumer is making a purchase decision. d) the process of selecting, organizing, and interpreting information inputs to produce meaning. e) remembering inputs that support personal feelings and beliefs and forgetting those that do not.

76. You are in the market for a new car and believe there are more car ads than usual on TV. Perhaps the need you have is driving which of the following phenomena? a) perception. b) selective exposure. c) selective distortion. d) cognitive dissonance. e) selective retention.

77. If a consumer receives information that is inconsistent with her or his beliefs, the consumer may alter this information. This perceptual process is known as selective a) exposure. b) distortion. c) retention. d) information. e) organization.

77. Subaru is producing a new crossover van with all-wheel drive. Which of the following would be a likely variable for segmenting the market for this new model? a) Religion b) Geographic location c) Income d) Political views e) Ethnicity

78. Systems such as PRIZM and Acorn provide companies with lifestyle and demographic information about neighborhoods throughout the United States. This information is used to aid a) behavioristic segmentation. b) geodemographic segmentation. c) market density analysis. d) demographic segmentation. e) geographic segmentation

82. A salesperson at Best Buy tells Patrick Dunnavan that the Sony Notebook is one of the most reliable computer notebooks ever made. Patrick, however, has just heard about a second Sony recall for this model because of overheating. His most likely response will be to a) buy the Sony. b) forget the information from the salesperson. c) ignore the recall as a fluke. d) focus on positive aspects of the Sony. e) cease shopping for a computer notebook at this time.

82. Which of the following is the biggest drawback to using psychographic variables? a) They are not strongly reflective of consumer behavior. b) They are difficult to measure. c) They give poor information about consumer needs. d) They do not reflect socioeconomic characteristics of consumers. e) The resulting segments are difficult to be reached

88. Shortly after moving into their new home, Mark and Katherine Gould purchase and install smoke detectors and an alarm system. The Goulds are concerned about fulfilling their need for a) survival. b) safety. c) self-actualization. d) esteem. e) belonging.

92. Psychological influences that determine where a person purchases products on a regular basis are called a) convenience responses. b) patronage motives. c) shopping motives. d) pattern responses. e) routine decisions.

95. Variables such as geographic location, type of organization, customer size, and type of product usage are used to segment ___________ markets. a) consumer b) business c) government d) international e) most target

96. Dell segments its business markets into small business, corporate, government agencies, K-12 schools, and higher education institutions. The primary segmentation variable used in this example is a) geographic location. b) type of organization. c) secondary product use. d) customer size. e) market potential

97. Which of the following variables would most likely be used to segment a business market? a) An attitude of the company's CEO b) The geographic location of the company c) The lifestyle of the company's buying agent d) Net income generated by the company e) Common opinions of the company's employees

A buyer for Macy's Department Stores orders handbags from a supplier because that supplier allows the buyer to maintain Macy's company policy of 30-day advance purchase notice. This is an example of ___________ influence on the business buying decision process. a) environmental b) organizational c) interpersonal d) individual e) demographic

A new trend in video marketing is the use of a) Blogs b) amateur filmmakers c) Twitter announcements d) advertising firms to develop videos e) Virtual realities

A subsidiary in a foreign country generally operates under a) the laws of the parent company's home country. b) foreign management in order to develop a local identity. c) strict management control from the home country's executives. d) the regulations set forth by the International Trade Agreement. e) a team of managers from the distant parent company.

Abercrombie & Fitch is developing a program to get to know its customers. Which of the following is not a reason why A&F needs to understand consumer buying behavior? a) customer's reactions to marketing strategy can impact the firm's success b) all customers are the same when it comes to buying behavior c) a firm should create a marketing mix that satisfies customers d) it helps the marketer predict how consumers will respond to marketing strategies e) the marketing concept stresses that a firm should know its customers

An accountant who purchases software for maintaining clients' books is an example of a buyer in a(n) ___________ market. a) consumer b) producer c) reseller d) government e) institutional

Because retailers have to be concerned with product selection, price, and space, they often evaluate products on the basis of a) their markup. b) sales per square foot of selling area. c) how many of the product they can fit in a certain amount of space. d) profit per dollar of selling price. e) the reliability of the supplier.

Before the 1990s, most firms entered international markets a) globally and quickly. b) incrementally and slowly. c) incrementally and quickly. d) domestically and slowly. e) regionally and quickly.

Coca-Cola entices consumers to their website through contests and games, but they cannot force people to visit their website due to the ______ characteristic of online media. a) accessibility b) control c) interactivity d) addressability e) connectivity

Collin Roberts of Roberts Construction is planning to buy a piece of used earth-moving equipment. He would most likely base his purchase decision on ___________ of the alternative machines. a) descriptions b) inspections c) a sampling d) specifications e) reputations

Compared with consumer goods, marketers aiming at business customers a) do not need to select target markets. b) have an enormous amount of information available concerning potential customers. c) have more difficulty in determining where their customers are located. d) are restricted in the types of promotion they can use. e) have more difficulty in estimating customers' purchase potential

Consumers can order a computer through Best Buy's website and pick up the computer at the store. This type of delivery is called a) click and brick. b) site to store. c) bricks and mortar. d) digital to domestic. e) nontraditional.

Craigslist wants to know which social networking sites drive the most traffic to the Craigslist website. The best way to gain this information is through a) a simple random survey. b) a digital media measurement system. c) research conducted by the various social networks. d) an independent analysis. e) monitoring the Disney website for a year.

Demand for a business product is _____ when two or more items are used in combination to produce a product. a) inelastic b) joint c) fluctuating d) derived e) partnered

Demand for a business product is ___________ if a price increase or decrease will not significantly affect that demand. a) elastic b) inelastic c) derived d) joint e) separate

Digital media have created opportunities for companies to a) gain more control over what the consumer sees. b) target specific markets. c) offer the exact experience as a brick and mortar store. d) manage information that is disseminated through the web. e) stimulate all five senses during the on-line shopping experience.

During the search for products and evaluating possible suppliers stage of the business buying decision process, marketers sometimes use _________ analysis to examine the quality, design, materials, and possibly item reduction in order to acquire the product in the most cost-effective way. a) cost b) value c) profit d) strategic e) SWOT

Electronic media that function using digital codes are called a) digital marketing. b) digital media. c) electronic marketing. d) digital electronics. e) e-marketing

Henderson Synthetics' management believes that several of the firm's products could have sizable markets in other countries. To maintain a low level of commitment with minimum effort and cost, Henderson should engage in international marketing through a) contract manufacturing. b) exporting. c) joint ventures. d) licensing. e) subsidiaries.

IHOP is active on Facebook for the purpose of engaging in ______ marketing. a) distant b) relationship c) controlled d) experiential e) community

IKEA, a Swedish retailer of contemporary furniture, operates several stores in various Scandinavian countries, as well as in the United States and Canada. Which of the following describes IKEA's level of commitment to international marketing? a) Licensing b) Direct ownership c) Exporting d) A trading company e) A joint venture

If Tasmania levied a duty on all goods purchased from the United States and other countries outside its borders that were brought into Tasmania, its businesses and citizens would be paying a(n) a) embargo. b) import tariff. c) travelers' tax. d) export tax. e) foreign duty.

If a company segments its market on the basis of their reasons for purchasing a particular product, the primary segmentation variable in use is a) lifestyle. b) motives. c) personality. d) benefit expectations. e) personality attributes.

If a newly formed country wanted to increase its international trade and reduce worldwide tariffs, it would most likely try to become a part of a) NAFTA. b) WTO. c) MERCOSUR. d) APEC. e) EU.

In its purchase of desktop business computers, Albertson's asked that potential suppliers provide information only on units with 4.0 gigabytes of memory. As Albertson's management evaluates this purchase, it finds that 4.0 gigabytes are inadequate for many of the software programs used at Albertson's. In this instance, the firm would need to modify which aspect of the purchase process? a) Searching b) Specification development c) Alternative evaluation d) Selection e) Performance evaluation

In many developing countries around the world, technology is enabling opportunities to "leapfrog" existing technology. What does this mean? a) These countries are able to forgo current technological advances in order to wait for even better technology to be developed. b) More advanced technology is reaching these countries even though they lack technological infrastructures. c) Technological advances are often offered at prices considerably lower than in well-developed countries. d) The technology in developing countries is rapidly surpassing the technology in well-developed countries. e) The existing technological infrastructures in these countries are rapidly being replaced by newer, more advanced technology.

In placing a tire order with Michelin, South Side Industrial Supply finds that the truck tires it is ordering have increased $37.50 in price since the last order. South Side proceeds with the order, confident that it can pass on the price increase to future customers. This is an example of business products having ___________ demand. a) derived b) inelastic c) joint d) fluctuating e) higher

Inelastic demand in business markets refers to a situation where a) demand for a given product fluctuates very little over time. b) price increases or decreases will not significantly change demand for a given product. c) demand for a given product fluctuates significantly over time. d) demand for one product depends heavily on the demand for another product. e) supply for a given product cannot keep pace with the demand for it.

Input-output analysis is most likely to yield what type of information? a) Number of employees that a firm has b) Industries that purchase the major portion of an industry's output c) Kinds of returns a firm is getting on its equipment investments d) Type of inventory turnover that is characteristic of a firm e) Kinds of variables that would be used to segment the target market

Japan's Sony Corporation is a prime example of a multinational enterprise. With this in mind, which of the following would most accurately characterize Sony's operations? a) It follows a strategy of market globalization. b) It has operations or subsidiaries in many different countries. c) It places most of its emphasis on profits generated in foreign countries. d) It would not expect its foreign operations to share the same goals as the parent firm. e) It does not concern itself with differences in markets around the world.

Johnson & Johnson learns about consumer needs by understanding the environment in which a product is used and the different applications of the product. The company uses _______ as a research tool to gain this information. a) futurism b) social networking c) give-aways d) promotional events e) sponsorship

Johnston Chemicals' president is very excited about the possibility of the firm's British subsidiary having access to customers in the entire EU. He realizes that it will be some time before this area truly becomes one market, primarily because of differences in which of the following? a) Available advertising media b) Cultural factors c) Legal challenges d) Technological advances e) Economic environmental factors

Kroger Grocery Store is an example of a reseller. Which of the following factors concerning reseller purchase decisions is false? a) Resellers are concerned with the level of demand for the product. b) Resellers are not concerned with how much space the product takes up as long as it has a high price. c) Resellers want producers to be able to supply adequate quantities of the product. d) Resellers are concerned with the availability of technical and promotional assistance from the producer. e) Resellers are concerned with the markup percentage they can get on the product.

Many companies choose to standardize their _____ across national boundaries to maintain a consistent and well-integrated corporate culture. a) technology b) ethical behavior c) language d) dress code e) products

Maquiladoras are a) exchange controls from central banks in Latin American countries. b) production facilities in north-central Mexican states. c) import-export agents of the Mexican government. d) global marketing programs established in Latin American countries. e) freight forwarders from Mexico.

MySpace has experienced difficulties competing with Facebook, in part because of its reputation as more of a ______ site than one for keeping in touch with friends. a) children's b) dating c) parental d) senior citizen's e) community

Northface launched a promotional campaign using various forms of digital media. In order to evaluate the success of the campaign, Northface should a) measure profitability during and after the campaign. b) compare sales before and after the campaign was launched. c) measure sales and profitability after the campaign was launched. d) measure demand during and after the campaign. e) look at sales for a year after the campaign.

One of the effects of NAFTA is the simplification of country-of-origin rules. This will likely hinder the international trade activities of a) Canada. b) Japan. c) Brazil. d) Cuba. e) Panama.

One trend that has caused consumer-generated information to gain importance is a) an increase in mobile digital technology. b) consumers' tendencies to trust other consumers over corporations. c) the cultural trend of consumers being influenced by the "village." d) the increase in adults other than parents influencing children. e) a reduction in advertising expenditures.

Raython Hardware and Thames Industrial Supplier have worked closely for many years and have a mutually beneficial relationship in which Raython provides all of Thames's hardware needs in a timely manner. Raython and Thames's relationship could be best characterized as a(n) a) reciprocity agreement. b) partnership. c) intra-organizational group. d) alliance. e) tying arrangement.

Redbox has established outlets in the simulated environment of Second Life. Your _____ is able to rent a movie from a Redbox. a) clone b) avatar c) pet d) Q e) dynasty

St. Jude's Hospital decides to redo its kitchen with new flooring, cabinets, counters, and appliances. The hospital compiles a description of the project and then asks sellers to submit bids. After determining the most attractive bids, the hospital will then work with two or three companies to determine who will get the contract. This is an example of using ______ for a purchase decision. a) sampling b) negotiation c) inspection d) elimination e) description

The Disney website is missing _______, because the website does not offer the opportunity for customers to directly communicate with Disney employees. Customers cannot express their needs and wants directly to the company. a) addressability. b) interactivity. c) accessibility. d) connectivity. e) control.

The Mont Blanc Company plans to export expensive consumer gift items to Germany. The best overall economic measure of market potential would be Germany's a) gross domestic product. b) gross domestic product per capita. c) gross national product. d) balance of trade. e) unemployment rate.

The World Trade Organization accomplishes all of the following except a) educating companies about international trade rules. b) lending money to businesses interested in developing international markets. c) serving as a forum for trade negotiations. d) helping settle trade disputes. e) providing legal ground rules for international commerce.

The ability of a marketer to identify customers before they make a purchase is called a) connectivity. b) addressability. c) interactivity. d) accessibility. e) control.

The average Facebook user becomes a fan of several ______ each month. a) television shows b) Fan Pages c) Brand sheets d) Promotional Folios e) Facebook Leafs

The exchange rates of several European countries are linked together to a common currency, the a) lira. b) euro. c) dollar. d) peso. e) ropea.

The first modern social network was shut down due to a) government restrictions. b) lack of interest. c) concerns brought up by the Better Business Bureau. d) inconsistency between state and federal regulations. e) it was too costly.

Through Google, people can comment on someone else's blog, post product reviews, or contribute to a wiki. ______ would most likely participate in this kind of activity. a) Creators b) Critics c) Collectors d) Joiners e) Spectators

Toshiba Electronics is very interested in taking advantage of business opportunities in India but does not have access to India's market. Toshiba has the patent on a low-cost, quality computer system that could assist small businesses in India. Sony Computer, Toshiba's competitor, is experienced in India's small business market but does not have a computer comparable to Toshiba's. If Toshiba and Sony work together to utilize these strengths to seize this opportunity in India, what type of business structure would they likely use? a) Trading company b) Strategic alliance c) Licensing d) Direct ownership e) Exporting

Toyota encourages customers to post reviews on their company website in the hopes of increasing the company's a) target market. b) credibility. c) mode of operation. d) reach. e) monopoly.

Toys-R-Us is almost finished building a new store and will soon be having a grand opening celebration. Management wants to build excitement and anticipation for the event. Which social networking site would Toys-R-Us use to post multiple updates each day on the store's progress? a) Facebook b) Twitter c) LinkedIn d) MySpace e) QQ

Walmart is currently expanding its stores into Canada and Mexico. This expansion is being facilitated by the a) European Union. b) North American Free Trade Agreement. c) Pacific Rim Unification Act. d) International Retail Alliance Association. e) Latin American Free Trade Association.

What is the greatest advantage to an organization of having a subsidiary in a foreign nation? a) Avoidance of all U.S. laws b) Increase in cross-cultural approaches to management that allows subsidiaries to develop their own identity c) Increased trend toward nationalistic marketing approaches d) Greater amount of standardization of the marketing mix e) Greater amount of security from government nationalization and other anticompetitive measures

When Precision Brake sells to the individual dealers, they would be considered which of the following business types? a) Producer b) Reseller c) Government d) Institutional e) Covert

When asked where Laser Tools, Inc., markets its products, company president and founder Roger Helms says that "the world is just one big market." He feels anyone not taking this stance is systematically passing up profitable business. Helms's international marketing strategy is best described as a) customization of marketing. b) globalization of marketing. c) limited exporting. d) full-scale international marketing. e) export agenting.

When the American company Exxon purchases crude oil from Saudi Arabia, it is engaging in a) licensing. b) importing. c) free trade. d) exporting. e) dumping.

Which method of business buying is necessary when products are highly homogeneous and examination of each item is not feasible? a) Negotiation b) Sampling c) Description d) Inspection e) Homogeneous selection

Which of the following describes a company hiring a foreign firm to produce a designated volume of its product to specification? a) Licensing b) Contract manufacturing c) Exporting d) Importing e) Direct investment

Which of the following would be a benefit to a franchiser, such as Jiffy Lube, in expanding into international marketing? a) There are no risks involved with allowing a foreign franchisee. b) The franchiser does not have to put up a large capital investment. c) The franchiser does not have to share its name or operational procedures. d) The franchisee only pays a set fee every month to the franchiser. e) An equal partnership is formed between the franchiser and franchisee.

______ are computer-based online simulated environments that involve participants. a) Wikis b) Virtual realities c) Podcasts d) Blogs e) Photo-sharing

______ are those consumers who read what other consumers produce, but do not produce any content themselves a) Collectors b) Spectators c) Inactives d) Creators e) Critics

______ relates to perceptions of value and is the most flexible element of the marketing mix. a) Distribution b) Pricing c) Store location d) Product mix e) Promotion

_______ facilitates _______, as it enables customer engagement to facilitate product innovation. a) Accessibility / customization b) Addressability / relationship marketing d) Control / relationship marketing e) Control / customization

_________ is(are) a major threat to the sales success of jointly demanded products. a) Price changes b) Shortages c) Economic instability d) Inventory buildup e) Proliferation of brands

___________ analysis is a systematic evaluation of current and potential suppliers that focuses on many dimensions including price, product quality, delivery service, product dependability, and overall company reliability. a) Value b) Vendor c) Buying center d) Strategic e) Cost

100. Melanie prefers to shop at Target for most of her household needs even though the same products and brands are available at KMart. She prefers the service, location, and friendliness of the employees at Target. Melanie's reasons that influence her decision to shop at Target are called a) social needs. b) learning processes. c) patronage motives. d) product attitudes. e) retailer attitudes.

102. Changing people's attitudes toward a firm and its marketing program is a) simple when advertisements are used. b) impossible, even if the firm uses advertisements. c) a long, expensive, and difficult task that may require extensive advertising campaigns. d) unnecessary, since consumer attitudes are of little importance. e) rarely attempted through the use of marketing practice.

104. The maximum percentage of market potential that an individual firm can expect to obtain for a specific product is the a) sales forecast. b) market potential. c) company sales potential. d) company sales objective. e) market share goal.

109. Jonathan is torn between buying a new swing set for his kids and buying a new set of Ping golf clubs for himself. Jonathan is experiencing a) attitude formation. b) belief assessment. c) role inconsistency. d) cognitive dissonance. e) personality.

110. The buildup approach measure of sales potential a) starts with broad estimates of general economic activity. b) ends with an estimate of a single firm's sales of a specific product. c) starts with forecasts about demand for a specific product within a relatively small area. d) does not use sales estimates. e) is seldom employed by industrial firms.

111. When evaluating market segments, assessment of competitors is important because a) it is difficult to segment a market when it has multiple competitors. b) an absence of competitors usually creates difficulties in accurately measuring segment sales potential. c) sales estimates may cause a segment to appear to be lucrative, but there may be several competitors that together have a large share of that segment. d) a competitive analysis may lead to confusion as to who are the key competitors. e) competition is generally not a major problem as long as a marketer is aware of it.

114. The three major types of reference groups are: a) membership, aspirational, and advocacy. b) advocacy, avoidance, and approach. c) aspirational, disassociative, and membership. d) actual, implied, and desired. e) family, peer group, and media.

117. Evaluating and making product positioning decisions is important for a) new products only. b) existing products only. c) new and existing products. d) product deletions only. e) new products and product deletions.

117. Which one of the following is most likely to be a product for which both the purchasing decision and the brand decision are strongly influenced by reference groups? a) Canned peaches b) Instant coffee c) Jeans d) Furniture e) Soap

120. Which of the following statements regarding social class is true? a) A social class is a closed aggregate of people with similar social ranking. b) The criteria used to group people into social classes do not vary from one culture to another. c) A social class is an open aggregate of people with similar social ranking. d) A social class is a ranking of people by other members of society into positions of social respect. e) A social class is an open aggregate of people with different social rankings.

121. If PepsiCo and Coca-Cola use celebrities to challenge the taste of the other firm's cola, this is referred to as ___________ positioning. a) direct b) focused c) head-to-head d) avoidance e) parallel

123. According to Coleman's major social class categories, which of the following social classes in our culture has these characteristics: lives in well-kept neighborhoods, likes fashionable items, and is often found in management positions? a) Lower class b) Upper class c) Middle class d) Working class e) First class

126. A culture can be divided into subcultures according to a) personality characteristics of individuals in that culture. b) motives that members of that cultural group have for their behavior. c) geographic regions or human characteristics, such as age or ethnic background. d) income levels. e) information to which consumers allow themselves to be exposed.

126. Guess? will be spending $22 million on marketing activities next year and expects to sell 30 million pairs of jeans. These 30 million pairs represent the company's a) sales potential. b) market potential. c) sales forecast. d) market sales. e) selected market.

127. Market researchers for a local bakery determined that Jewish people consume 63 percent of the portion of bagels sold in New York City. This is an example of ___________ influence on consumer buying decision processes. a) demographic b) situational c) subcultural d) role e) social class

128. All of the following are categories of common forecasting techniques for business except a) surveys. b) time series analysis. c) customer determined. d) executive judgment. e) market tests.

128. Which American subculture spends the highest proportion of its income on utilities, footwear, children's apparel, groceries, and housing? a) Native Americans b) Hispanics c) African Americans d) Asian Americans e) Americans over 65 years of age

129. Which of the following is the fastest growing, most affluent subculture in the United States? a) African Americans b) Hispanics c) Asian Americans d) Native Americans e) Italian Americans

136. Toyota's production of commercials that featured Hispanic actors and the Spanish language is an example of marketing to a) cultural self-concepts. b) social classes. c) subcultures. d) roles. e) social strata

137. Since Alicia and Carlos were using gas mileage as one of their evaluative criteria, they are most likely in the ______ phase of the consumer buying process. a) problem recognition b) external search c) evaluation of alternatives d) purchase e) post-purchase

138. While developing a company sales forecast at Safeway, Barb Herrington discovered a pattern in sales volume over the past five years. She likely used which sales forecasting technique? a) Surveys b) Executive judgment c) Time series analysis d) Market tests e) Regression analysis

140. The sales prediction technique based on the correlation between sales and other factors—such as population density, per capita income, or family size—is a) executive judgment. b) time series analysis. c) regression analysis. d) a market test. e) an expert survey.

20. Justin is purchasing his third car in the past five years. He has been a car enthusiast ever since he was a little boy. He likes to spend his free time looking at car magazines, going to car shows, and watching NASCAR. Justin's interest in cars is referred to as a) situational involvement. b) dynamic involvement. c) enduring involvement. d) dynamic buying behavior. e) situational buying behavior.

21. A major determining factor in deciding which type of problem-solving process should be used depends on the individual's intensity of interest in a product and the importance of the product for that person. This is known as an individual's a) motivational structure. b) routinized response behavior. c) level of involvement. d) cognitive dissonance. e) evaluative criteria.

22. Chloe and Max are searching for a health club to join. This purchase will likely be affected by ___________ involvement. a) low b) internal c) enduring d) evoked e) perceived

34. Jenny plans to buy a new swimsuit for her spring break cruise. She has not seen this year's styles and thus will do some comparison shopping before making a purchase decision. Jenny is engaging in a) routinized response behavior. b) extended problem solving. c) limited problem solving. d) impulse buying. e) intensive problem solving.

43. Beth Hines is buying furniture for her apartment for the first time. She is spending considerable time and effort comparing the products that different stores offer. Which type of problem-solving process is she using? a) Selective b) Intensive c) Extended d) Shopping e) Routinized

48. When Julia goes to the first class of her Operations Management course, she finds out that in addition to the textbook she already purchased, she also needs a copy of the book The Goal. At which stage of the consumer buying decision process is Julia? a) Purchase b) Evaluation of alternatives c) Problem recognition d) Information search e) Prepurchase evaluation

51. As Jeff runs out of shaving cream, he immediately tries to remember what he did the last time this happened. He is engaging in a) external search. b) consideration set development. c) internal search. d) cognitive dissonance. e) alternative evaluation.

52. When Trevor realizes his liquor cabinet supply was devastated by last weekend's party, he first retrieves information from his memory about what types of liquor he and his friends like most and then asks the attractive clerk at the liquor store what she would recommend. Trevor started with a(n) _____ search and then progressed to a(n) _____ search. a) consideration; evaluative b) focused; broad c) internal; external d) routinized; extended e) self; inclusive

56. When shopping for detergent, Josh looks at Tide, Fresh Start, Surf, and All and chooses the one that is on sale. These four brands make up his _________ set. a) alternate b) purchase c) consideration d) problem e) imposed

73. In the process of perception, individuals receive sensations through sight, sound, taste, smell, and hearing. These sensations are called a) selective inputs. b) olfactory receptors. c) information inputs. d) perceptual motives. e) psychological influences.

79. Justin Franklin's company is interested in locating areas where the average income is high, the average age range is 25-35 years, and the lifestyles of the people involve extreme adventures and dangerous leisure activities. His company would most likely find possible markets through a) U.S. Census Bureau information. b) geographic segmentation variables. c) geodemographic segmentation. d) climate information. e) psychographic segmentation

83. Consumers tend to remember information inputs that support their feelings and beliefs and forget inputs that do not. This is known as selective a) exposure. b) distortion. c) retention. d) information. e) organization.

88. Demographic variables such as income and occupation, as well as how people spend their time and the importance of things in their surroundings, are all factors considered in ______ segmentation. a) psychographic b) social class c) lifestyle d) personality e) family life cycle

90. People's needs to grow, develop, and achieve their full potential are referred to by Maslow as ______ needs. a) ego b) esteem c) self-actualization d) social e) safety

91. The U.S. Army recruits soldiers based on the slogan, "An army of one," implying that people can reach their full personal potential in the U.S. Army. This is an appeal to what need according to Maslow's hierarchy of needs? a) Safety b) Esteem c) Self-actualization d) Physiological e) Social

94. The division of a market according to what benefits consumers want from the product is called ______ segmentation. a) behavioristic b) product usage c) benefit d) end-purpose e) advantage

99. Bethlehem Steel provides steel for a variety of uses to its various customers. Customers have different needs for the steel and thus Bethlehem has to prepare the raw steel differently depending on how customers will use it in their production processes. The primary business segmentation variable in this example is a) geographic location. b) customer size. c) product use. d) customer importance. e) organization classification.

A LinkedIn profile resembles a) a photo album b) an address book c) a resume d) a book review e) class notes

A Pillsbury mill in Utah buys grain from growers in the western region. The purchasing agent for Pillsbury will most likely use which buying method? a) Description b) Inspection c) Sampling d) Negotiation e) Selection

A limit on the amount of goods an importing country will accept for certain product categories during a specified time period is called a(n) a) exchange control limit. b) embargo. c) quota. d) import tariff. e) balance limit.

A representative from Coca-Cola stops by at a local fast-food restaurant once a month to inquire how much soft drink syrup the store will need. The restaurant's orders are an example of which type of business purchase? a) New-task b) Modified rebuy c) Straight rebuy d) Bid e) Negotiated

About ______ of Americans participate in online discussion forums. a) 5% b) 10% c) 20% d) 30% e) 40%

About what percentage of the annual U.S. gross domestic product is government spending? a) 2 percent b) 10 percent c) 20 percent d) 30 percent e) 50 percent

According to your text, ____ are small technology-based firms operating in international markets within two years of their establishment and realizing as much as 70 percent of their sales outside the domestic home market. a) "natural globals" b) "multinational corporations" c) "born globals" d) "born multinationals" e) "multinational enterprises"

After deciding to order replacement parts for aging machinery, the buyer for a construction company examines catalogs and trade publications looking for these parts. The buyer is at which stage in the business buying decision process? a) Problem recognition b) Product specification c) Product-supplier search and evaluation d) Product-supplier selection e) Product-supplier post-evaluation

All of the following are important concerns of business customers except a) achieving a specific level of quality in the products offered to target markets. b) obtaining a level of quality that meets specifications. c) obtaining products that exceed specifications to ensure the best possible product performance. d) obtaining products for which the quality level is consistent. e) supporting customers with services they expect.

Anyone who becomes a member of MySpace, Twitter, Facebook, or other social networking sites is a a) Collector. b) Spectator. c) Joiner. d) Creator. e) Critic.

Approximately ____ of the world's purchasing power is outside of the United States. a) 1/10 b) 1/3 c) 2/3 d) 1/2 e) 9/10

As it places its order for truck tires with Michelin, South Side Industrial Supply realizes that it must also place an order for valve stems and balancing weights for the truck tires. Such business products are characterized as having ____________ demand. a) derived b) inelastic c) joint d) fluctuating e) higher

Bob Denton of Denton Pest Control buys equipment from a supplier because that supplier hires him to spray the warehouse for insects periodically. This practice is known as a) cost-benefit analysis. b) cooperative selling. c) reciprocity. d) supplier agreement. e) modified rebuy purchase.

Business markets are typically divided into four categories. These categories are a) retailers, wholesalers, services, and nonprofit firms. b) producer, manufacturer, reseller, and government. c) producer, reseller, government, and institutional. d) manufacturer, wholesaler, retailer, and services. e) reseller, retailer, government, and institutional.

Churches, charitable organizations, and private colleges are considered _____ buyers. a) corporate b) government c) institutional d) producer e) nonprofit

Compared with the SIC system, the North American Industry Classification System (NAICS) will a) look at many industries at one time. b) be used throughout the world. c) contain the most up-to-date information for the NAFTA partners. d) provide less information about service industries. e) generate statistics that will not be useful in comparing countries.

Demand for business products is characterized as derived. From what is the demand derived? a) Industrial demand b) Modified demand c) Demand for consumer products d) Future product demand e) The business cycle

Due to consumer concerns over privacy, the _______ is considering regulations that would limit the amount of consumer information that marketers can gather online a) Internet Protection Agency b) Consumer Protection Agency c) Federal Trade Commission d) Better Business Bureau e) technology division of the Federal government

Exporting, licensing, and using trading companies are preferred modes of international market entry for firms with a(n) ________ structure. a) international division b) internationally integrated c) export department d) geographic area e) matrix

Franchising offers all the following benefits for franchisers except a) franchise agreements require a certain standard of behavior from franchisees, which helps protect the franchise name. b) franchisers can retain control of their name while increasing global penetration of their products. c) the franchisee's revenue stream is fairly consistent because franchisers pay fixed fees and royalties. d) the franchiser's revenue stream is fairly consistent because franchisees pay fixed fees and royalties. e) franchisers do not have to put up a large capital investment.

Globalization of markets requires developing marketing strategies as if the world were one market. Which of the following marketing mix variables is most difficult to standardize for globalization? a) Brand name b) Package c) Media allocation d) Labels e) Product characteristics

Goodyear is a manufacturer and marketer of tires for new passenger cars. In recent years, the company's business has declined because of the overall decrease in consumer demand for new cars. In this case, the demand for Goodyear's tire products is said to be _______since it depends on the demand for new cars. a) inelastic b) fluctuating c) derived d) elastic e) nonderived

Google is the ultimate website for people who want to collect information. Google started out as a search engine and then expanded into offering many other services. ______ were Google's initial target market. a) Creators b) Critics c) Collectors d) Joiners e) Spectators

Government restrictions on the amount of a particular country's currency that can be bought or sold are known as a) embargoes. b) quotas. c) exchange controls. d) import controls. e) balance of trade controls.

If Harley-Davidson were to suddenly find its inventory building up in Japan, it might reduce inventory by selling the bikes at below cost prices. This practice is known as a) price skimming. b) market penetration. c) dumping. d) differential pricing. e) inventory compensation.

If The Limited Company relies on hiring a foreign textile manufacturer to produce a designated amount of clothing for its Express, Limited, and other stores, it is using a) exporting. b) franchising. c) contract manufacturing. d) a joint venture. e) licensing.

In China, the price of imported Scotch is $30 per glass as opposed to Scotch from China which is $3. Which of the following do you think accounts for the difference in price? a) Exchange control b) Balance of trade c) Import tariff d) Embargo e) Export tariff

In a buying center, purchasing agents or purchasing managers are also known as a) gatekeepers. b) deciders. c) buyers. d) users. e) influencers.

In many countries, Wendy's allows foreign businesspeople to use its name, logo, methods of operation, advertising, and products. In exchange, Wendy's receives a financial commitment and an agreement to conduct business in accordance with its standard of operations. Wendy's is engaging in a) contract manufacturing. b) licensing. c) franchising. d) exporting. e) direct investment.

Individuals and business organizations that purchase products for the purpose of making a profit either by using the products to produce other products or by using them in their operations are classified as ___________ markets. a) consumer b) institutional c) producer d) government e) reseller

Inelastic demand simply means that a) buyers will not make a modified rebuy purchase. b) demand depends on how many items are purchased. c) a price increase or decrease will not significantly change the demand for an item. d) when price goes up, demand goes down. e) when supply is reduced, the price will increase.

Interactive links on websites can help advertising move away from being an intrusion to a) attracting spectators. b) being more accessible. c) developing relationships. d) providing the customer with control. e) alluring the inactives.

Last year, Precision Brake's sales to the manufacturers of lawn tractors declined, partially due to the fact that more consumers were hiring small landscaping businesses to cut their grass. This decline in sales for Precision Brake is an example of a) Product scarcity b) Joint demand c) Derived demand d) Reciprocity demand e) Inelastic demand

Lil' Angels Kids Spa offers various treatments designed to appeal to the younger customer. Treatment options include manicures, pedicures, facials, tea parties, and dress up photos. Parents can even purchase a birthday party package. Lil' Angels offers its services only to girls under the age of 14. Originally begun in Delaware, Lil' Angels is considering opening its spa/salons in other parts of the country and is planning to expand its offerings to girls aged 14 to 17. The company realizes that some changes may be needed. For example, management wants to find out if the older girls will be interested in their birthday party and tea party services. 148. Lil' Angels Kids Spa is currently using a(n)___________ targeting strategy. a) undifferentiated b) exclusive c) concentrated d) differentiated e) selective

Lil' Angels Kids Spa offers various treatments designed to appeal to the younger customer. Treatment options include manicures, pedicures, facials, tea parties, and dress up photos. Parents can even purchase a birthday party package. Lil' Angels offers its services only to girls under the age of 14. Originally begun in Delaware, Lil' Angels is considering opening its spa/salons in other parts of the country and is planning to expand its offerings to girls aged 14 to 17. The company realizes that some changes may be needed. For example, management wants to find out if the older girls will be interested in their birthday party and tea party services. 150. Which of the following bases is Lil' Angels using to segment its market? a) behavioristic b) frequency of use c) age d) income e) family life cycle

Management at Readyfresh Dry Cleaners is concerned that it maintains a high level of service for its business accounts. How should the firm monitor the level of service these customers receive? a) Develop a code of service. b) Set service objectives. c) Formally survey customers. d) Specify service uniformity. e) Stress truthfulness with employees.

Many marketers claim that ____ will become the world's largest market. a) Japan b) the United States c) China d) Thailand e) India

McDonald's received negative publicity concerning the content of their hamburgers. The information in the report was incorrect. Part of McDonald's response is to create a web-based journal that gives accurate information about McDonald's ingredients. This journal is an example of a a) bing. b) digital diary. c) blog. d) podcast. e) wikis.

Most business buying decisions are made by a) one person. b) a team of purchasing agents. c) a firm's buying center. d) inventory control personnel. e) the sales force.

Most business purchases can be classified as belonging to one of three types: a) delinquent, repetitive, or delivered. b) repetitive, new-task, or modified rebuy. c) modified rebuy, new-task, or straight rebuy. d) delinquent, new-task, or reciprocal. e) rebuy, reciprocal, or delayed.

Organizations that employ standardized products, promotion campaigns, and prices for all markets are practicing what is known as a) customization. b) internationalization. c) globalization. d) regionalization. e) nationalization.

Parker Brothers has posted on-line cash rewards for consumer reviews of their games. In doing so, Parker Brothers is striving to utilize a) a job search. b) a test market. c) consumer-generated marketing. d) a new concept viewing. e) an employment opening.

Perry Supply's sales and sales force have continued to expand. Now, the firm plans to add a fleet of company cars as part of its sales compensation package. For Perry Supply, these vehicles would represent a ____________ purchase. a) modified rebuy b) straight rebuy c) new-task d) reevaluated e) repetitive

Pizza hut has restaurants in India where Joiners make up the majority of the online population. To match their marketing efforts with the characteristics of the population, Pizza Hut should a) have a contest to gather consumer-generated content. b) ignore comments from Critics. c) create a Fan Page and invite consumers to post their thoughts. d) post its own promotional messages on blogs and websites. e) stick to traditional promotions rather than social networking.

Select the true statement. a) Legislation regulating marketing in many foreign countries is being eased. b) A government's attitude toward cooperation with importers has little impact on marketing to that country. c) Refusing to give payoffs and bribes in some foreign countries may put a marketer at a competitive disadvantage. d) Bribes and payoffs are considered unethical in all countries and cultures. e) Bribes and payoffs are supported by U.S. trade policies under certain conditions.

Sony launched an online campaign that prompted people to visit the Sony website. In order to evaluate the success of the campaign, Sony should a) compare sales before and after the campaign was launched. b) monitor web traffic during the campaign. c) monitor the website to see if web traffic increased after the launch of the campaign. d) compare demand before and after the campaign was launched. e) measure sales and profitability after the campaign was launched.

Suppose that KFC's parent company experienced difficulty in opening its restaurants in China unless KFC was willing to pay the government a "bribe". If KFC were to resort to paying this bribe in China saying that "it's different doing business there" -- this would be an example of a) a licensing arrangement. b) the self-reference criterion. c) cultural relativism. d) balance of trade issues. e) exchange controls.

The Internet can be referred to as a ______ medium because users determine which websites they are going to view. a) selective b) discriminating c) pull d) push e) monopolistic

The United States' prohibition against importing cigars from Cuba is an example of a(n) a) health control. b) quota. c) embargo. d) exchange control. e) import control.

The extent of Raytheon's participation in global business is selling the batteries it manufactures to companies in Spain. In this case, Raytheon is a(n) a) trading company. b) importer. c) exporter. d) franchiser. e) contract manufacturer.

The fact that business customers purchase products to be used directly or indirectly in the production of goods and services to satisfy customers' needs means that demand for business products is a) joint. b) economically stable. c) derived. d) inelastic. e) more fluctuating.

The most popular video-sharing website is a) Flickr. b) Facebook. c) YouTube. d) Wikis. e) QQ.

The practice of offering fried octopus and squid at Asian KFC's is best described as a) a strategy of standardization. b) a strategy of globalization. c) a strategy of some customization. d) competitive advantage. e) internationalizing the franchise.

The purchase of products from a foreign source is called a) exporting. b) dumping. c) importing. d) licensing. e) venturing.

The recently created Department of Homeland Defense is a member of the _____ market. a) regulatory b) reseller c) government d) producer e) institutional

The second stage in the business buying decision process is to a) search for products and suppliers. b) select the most appropriate product. c) develop product specifications. d) evaluate product and supplier performance. e) recognize the problem.

The three purposes for which individuals or groups can use products in order for it to be considered a business market are a) use in daily operations, end consumption, and resale. b) direct use in producing other products, company travel, and end consumption. c) resale, use in daily operations, and direct use in producing other products. d) governmental, institutional, and reseller purposes. e) making other products, selling to other businesses, making component parts.

The trade alliance that includes Brazil, Argentina, Chile, and other countries is known as a) OPEC. b) APEC. c) MERCOSUR. d) NAFTA. e) the Common Market.

Through the Disney website, consumers can access in-depth information about Disney products, movies, theme parks, the corporation, and anything else related to Disney. This is an example of one of the characteristics that distinguish online media from traditional marketing, namely a) addressability. b) interactivity. c) accessibility. d) connectivity. e) control.

Two trends that have caused consumer-generated information to gain importance is a) the recession and a reduction of advertising expenditures. b) globalization and the cultural trend of consumers being influenced by the "village." c) the increase of consumers sharing their opinions through digital media and the consumer's mistrust of information from corporations. d) an increase in mobile digital technology and store brands. e) an increase in children's influence over the purchasing decision and the fact that adults other than parents influence children.

What are the two ways governments make purchases? a) Cash or credit b) Contracting previous suppliers and bids c) Bids and negotiated contracts d) Lottery system and contract negotiations e) Request for new purchases and recurring orders

What is the primary distinction between a joint venture and a strategic alliance in international marketing? a) Strategic alliances are only formed between companies from well-developed countries whereas joint ventures are between companies from economically-diverse countries. b) A joint venture involves only two companies whereas a strategic alliance is formed between three or more companies. c) A strategic alliance is formed by companies who have traditionally been rivals, which is not the case with a joint venture. d) A joint venture is formed between companies with dissimilar product offerings while a strategic alliance is formed between companies with similar product offerings. e) A joint venture is simply a financial investment in a foreign firm while a strategic alliance involves more than just financial support.

What type of business purchase is Samsung undertaking? a) Modified rebuy b) Straight rebuy c) New-task d) Straight purchase e) New rebuy

What was the first step of the buying decision process that Samsung went through when looking for the quasi-assembly pods? a) Searching for products and suppliers b) Selecting and ordering the most appropriate product c) Recognizing the problem or need d) Establishing product specifications e) Evaluating the product relative to specifications

When a business routinely purchases the same product with similar terms of sale, the purchase is called a a) new-task. b) repetitive purchase. c) straight rebuy. d) modified rebuy. e) standard order.

When a firm's products sell in foreign countries with little or no effort to obtain foreign sales, the firm is engaging in a) international marketing. b) global marketing. c) limited exporting. d) product licensing. e) unplanned exporting.

When buying materials, the purchasing agent for Alco Pillow Manufacturing Company considers a variety of factors. Which one of the following is least likely to concern this buyer? a) Does the quality of the goods meet company specifications? b) Does the supplier consistently deliver on time? c) Does the supplier also sell to my competitors? d) Does the supplier offer the services required? e) Does the price meet company budget requirements?

When products are introduced into one nation from another, acceptance is far more likely a) if prices are set very low. b) when bribes are paid to local officials to aid distribution. c) if there are similarities between the two cultures. d) if packaging is adjusted to match local preferences. e) when retailers are given incentives to push the products.

Which method of business buying is most likely to be used when the products being purchased are standardized based on certain characteristics? a) Homogeneous selection b) Inspection c) Description d) Sampling e) Negotiation

Which of the following characteristics distinguish online media from traditional marketing? a) Experience, networking, and personal contact b) Social networking, personal contacts, control, and salesmanship c) Addressability, interactivity, accessibility, connectivity, and control d) Environment, responsiveness, customization, and affordability e) Dynamic responsiveness, control, friendliness, and attention-getting

Which of the following groups should Samsung not include in its buying center for the new equipment? a) Purchasing agents at Samsung b) Eventual users within Samsung c) Potential future Samsung customers d) Gatekeepers within Samsung e) Senior managers at Samsung

Which of the following is true with respect to buyers in business markets? a) Business buyers always act rationally when making purchases for their company. b) Business customers tend to be less informed about the products they purchase than consumer buyers. c) Business customers demand detailed information about a product's quality, features, or technical specifications. d) Business customers are no different than buyers in consumer markets. e) Business customers tend to buy products from their friends and contacts with business suppliers.

Which of the following refers to the strategic process of distributing, promoting, pricing products, and discovering the desires of customers using digital marketing. a) digital orientation b) digital media c) electronic marketing d) digital electronics e) electronic processing

Which of the following statements is true regarding Fan Pages on Facebook? a) They are expensive to produce. b) They are difficult to produce, but reap great rewards. c) They are inexpensive and easy to produce. d) They have no benefit for the company, but are still essential because the consumer demands it. e) They are the most effective means available today for communicating new product information.

Which of the following websites allows companies to search the network for potential employees with particular skills? a) Facebook b) Twitter c) LinkedIn d) MySpace e) Flickr

______ are online users who do not participate in any digital online media. a) Collectors b) Spectators c) Inactives d) Creators e) Critics

______ are web-based journals in which writers can editorialize and interact with other Internet users. a) Bings b) Googles c) Blogs d) Podcasts e) Wikis

_______ allows customers to express their needs and wants directly to a company in response to its marketing communications. a) Socialability. b) Addressability. c) Interactivity. d) Accessibility. e) Control.

_______ are audio or video files that can be downloaded from the Internet with a subscription that automatically delivers new content to listening devices or personal computers. a) Wikis b) Blogs c) Podcasts d) Virtual realities e) Photo-sharing

101. An attitude scale measures the a) strength of a buyer's need for a product. b) buyer's level of information about a product. c) amount of experience the buyer has had with the product. d) intensity of a buyer's feelings toward a certain object. e) intensity of a buyer's desire for the product.

104. Hereditary characteristics combined with personal experiences that together make an individual unique form one's a) self-concept. b) attitudes. c) lifestyle. d) personality. e) role.

106. If Baskin-Robbins calculates that it could sell up to 25 percent of all ice cream cones sold in the United States, this percentage would represent the ice cream marketer's a) target growth rate. b) sales forecast. c) sales objective. d) company sales potential. e) market potential.

111. Shaun is going shopping with his dad to buy his first baseball glove for Little League. He listens to his dad talk to the salesperson at the sporting goods store, watches him examine the stitching in the glove and then rub his finger over the leather palm. Shaun's observations are part of his a) consumer development. b) attitude development. c) purchasing evaluation. d) consumer socialization. e) consumer attitude.

112. Estimating the cost of entering a market and focusing on a specific target segment is important because a) cost estimates are crucial to estimating sales potential accurately. b) higher costs will keep other potential competitors from entering that particular segment. c) customers are more likely to be attracted to marketers that invest heavily in the target segment. d) the organization's marketers need to know if they can reach the segment at costs equal to or below competitors' costs. e) higher cost generally ensures long-term success.

113. The final step in the target market selection process is a) implementing the appropriate marketing mix for the target market. b) evaluating relative market segments. c) eliminating market segments that are cost prohibitive. d) selecting specific target markets. e) revising the final segmentation variables based on target selection.

114. Frito-Lay Snack Foods is currently conducting market segmentation studies. For several segments, they have completed competitive assessments and cost estimates. The next major step they must take is to a) determine which segmentation variables to use. b) develop market segment profiles. c) identify the appropriate targeting strategy. d) select specific target markets. e) develop sales forecasts.

118. Product positioning refers to a) the area in retail stores in which the manufacturer strives to position its products. b) product price but not to product image. c) product image but not to product price. d) the decisions and activities intended to create and maintain a certain concept of the firm's product in customers' minds. e) the length of time a product has survived in the market.

122. Our society uses many factors, including occupation, educational level, income, wealth, religion, race, ethnic group, and possessions, to group people into a) family types. b) geographic regions. c) reference groups. d) social classes. e) attitudinal segments.

124. If a company extends a line of products by introducing a new product to the market, and the firm does not distinctly position this product (i.e., separately from the other products in the line), the result could be a) poor product positioning. b) product deletion. c) product repositioning. d) cannibalization. e) new-product development.

125. According to Coleman's social class categories, the social class that includes approximately 40 percent of the population, shops for bargains, and buys sports and recreational equipment is the a) upper class. b) middle class. c) first class. d) working class. e) lower class.

132. The change in Steve's behavior toward Skola's Auto Repair, caused by the company's response to his complaint, is a function of a) perception. b) motivation. c) attitudes. d) learning. e) influence.

136. The forecasting techniques that assume past sales patterns will continue into the future are all variations of a) regression analysis. b) random factor analysis. c) seasonal analysis. d) time series analysis. e) past sales forecasting surveys.

145. Which of the following sales forecasting techniques would generally be most suitable for estimating sales of a new product? a) Executive judgment b) Customer surveys c) Time series analysis d) Market tests e) Regression methods

23. Temporary and dynamic factors that result from a particular set of circumstance a consumer is facing when making purchase decisions characterize a) enduring involvement. b) extended problem solving. c) selective exposure. d) situational involvement. e) selective retention.

27. Which product listed would most likely be purchased through routinized response behavior? a) Car b) Desk c) Shirt d) Soft drink e) Television set

28. Which of the following buying situations is most consistent with routinized response behavior? a) Ian buying his first pair of basketball shoes b) Molly buying a new set of tires for her car c) Aaron buying a new fishing rod and reel d) Stephanie buying bottled water e) Bryan buying a new software program

36. For which of the following products would a consumer most likely use limited problem solving? a) Detergent b) Toothpaste c) Automobile d) Hair dryer e) Washing machine

39. Which of the following products would probably require extended problem solving before a purchase? a) Products purchased frequently b) Products to be purchased in the future c) Products that are purchased routinely d) Expensive products e) Products purchased as a result of social influences

44. Mark is shopping for a new suit to wear to an important interview. He really wants to impress his prospective employer and is shopping at many stores to find the right outfit. Martin is using which type of consumer problem-solving process? a) Routinized response behavior b) Habitual response c) Information search d) Extended problem solving e) Intensive problem solving

50. Within the information search step of the consumer buying decision process, what two primary aspects exist? a) Consideration sets and evoked sets b) Personal information and non-personal information c) Selective retention and selective distortion d) Internal search and external search e) Company-produced information and internal information

55. During which stage of the consumer buying decision process does a consumer decide from which seller he or she will buy the product? a) Evaluation of alternatives b) Information search c) Source selection d) Purchase e) Problem recognition

60. A customer shopping for a fax machine tells a salesperson that it is important for the fax machine to have several attributes. It must use plain paper, be able to make copies, be compatible with all other fax machines, and not require a separate phone line. The buyer has expressed his or her a) framing characteristics. b) service characteristics. c) consideration set. d) evaluative criteria. e) information search criteria.

61. All of the following are marketer-dominated sources of information except a) salespeople. b) advertising. c) packaging. d) friends. e) displays.

63. After doing considerable shopping, Eric has just decided what brand and type of athletic shoes to buy and where he's going to buy them. In what stage of the consumer buying decision process is Eric? a) Problem recognition b) Information search c) Evaluation of alternatives d) Purchase e) Postpurchase evaluation

67. The three major categories of influences on the consumer buying decision process are: a) situational influences, demographic influences, and psychological influences. b) social influences, situational influences, and marketer-dominated influences. c) demographic influences, situational influences, and marketer-dominated influences. d) situational influences, social influences, and psychological influences. e) marketer-dominated influences, psychological influences, and person-specific influences.

68. The five categories of situational influences are: a) product involvement level, physical surroundings, social surroundings, time perspective, and purchase reason. b) antecedent states, physical surroundings, social surroundings, time perspective, and space dimensions. c) social surroundings, physical surroundings, time pressures, purchase reason, and lifestyles. d) purchase reason, time perspective, social surroundings, physical surroundings, and buyer's momentary mood. e) store atmosphere, location, aromas, sounds, and lighting.

72. Perception is a three-step process that involves a) motivation, personality, and attitudes. b) classifying, recording, and eliminating information received through the senses. c) collecting, eliminating, and organizing information inputs. d) selecting, organizing, and interpreting information inputs. e) anticipating, classifying, and discarding information inputs.

79. Maria reads through the newspaper fashion flyers containing advertisements for sweaters from Polo, purses from JC Penney, and tennis shoes from Foot Locker. She remembers only the shoe ad, thanks to the recent tear in her own Reeboks. Maria has engaged in selective a) distortion. b) decision making. c) analysis. d) retention. e) reading.

80. When organizing perceptual inputs, people tend to mentally fill in missing elements in a pattern or statement. This principle is called a) interpretation. b) completion. c) distortion. d) closure. e) linking.

81. Assignment of meaning to organized information inputs is called a) motivation. b) redefinition. c) learning. d) interpretation. e) selection.

86. Maslow's hierarchy of needs refers to the five levels of needs that humans seek to satisfy, from most to least important. These needs, in order from most to least important are a) psychological, physiological, safety, social, and esteem. b) physiological, safety, esteem, social, and self-actualization. c) physiological, psychological, safety, social, and esteem. d) physiological, safety, social, and esteem, self-actualization. e) physiological, esteem, safety, self-actualization, and psychological.

90. Which of the following is an example of a behavioristic segmentation variable? a) Family size b) Climate c) Age d) Usage rate e) Personality characteristics

93. Alli segments its diet pills based on those who have morning cravings, those who tend to overeat near the end of the day, those who need all day long appetite suppression, and those who want appetite control and more energy. This is an example of market segmentation based on variables of a) demographics. b) lifestyles. c) psychographics. d) behavior. e) personality characteristics.

97. Having used both Secret and Sure deodorants, Annette feels that Secret is a good product and the one that best meets her needs. She has formed a(n) ___________ about Secret. a) motive b) consideration set c) cognition d) attitude e) self-concept

98. Through marketing newsprint to newspaper publishers and glass manufacturers that use it in packing, International Paper segments its market based on a) customer size. b) psychographics. c) demographics. d) use of product. e) geographic location

99. What consumer research method consists of a series of adjectives, phrases, or sentences regarding an object, with subjects indicating the intensity of their feelings toward this object by reacting to these adjectives, phrases, or sentences? a) Projective specification b) Patronage clarification c) Group interview d) Attitude scale e) Depth interview

A company not involved in manufacturing that brings together buyers and sellers in different countries is usually referred to as a a) franchise. b) contract manufacturer. c) strategic intermediary. d) trading company. e) joint venture.

A disadvantage of reciprocity is that it can lead to a) a price war. b) higher promotional costs. c) more competitive firms entering the industry. d) less-than-optimal purchases for the buyer. e) longer periods of negotiation.

A practice in which two businesses agree to buy from each other is a) a new task purchase. b) a straight rebuy. c) a modified rebuy. d) reciprocity. e) a straight purchase.

A special form of licensing in which one company grants another company the right to market its product in accordance with its standards in exchange for a financial commitment is called a) a joint venture. b) contract manufacturing. c) direct licensing. d) franchising. e) a strategic alliance.

Analysis of business input-output data by the federal government allows the government to have a better understanding of the a) cash flows that exist among industries. b) raw materials and labor required to produce a given product. c) amount of reinvestment that different industries use. d) types of industries that purchase particular products. e) growth projections for a given industry.

As a result of the increasing usage of digital media, some of the marketer's control over dispensing product information has been placed a) in limbo. b) under the authority of the government. c) in the hands of the company's competitors. d) in the hands of the consumer. e) in the hands of the stockholders.

At the heart of the ____ are agreements that provide legal ground rules for international commerce and trade policy. a) United Nations b) GATT c) MERCOSUR d) WTO e) APEC

Christy Bridgman is considering the purchase of a new fax machine for her real estate office. She is considering a machine that doesn't have as many functions but is available at a considerably lower price than her current machine. She is engaged in ___________ analysis. a) vendor b) downsizing c) strategic d) value e) profit

Crate and Barrel uses ________ to market themselves visually by displaying snapshots of company events, staff, and products. a) wikis b) blogs c) Skyrocket d) Flickr e) Twitter

Digital media such as blogs allow marketers to interact with prospective customers in a) person. b) an assertive manner. c) a non-threatening environment. d) real time. e) friendly environment.

Disney's Fan Page on Facebook allows people to link with other Disney enthusiasts. This is an example of a) addressability. b) interactivity. c) accessibility. d) connectivity. e) control.

Given the type of business market in which Precision Brake is currently operating, which group would it be least likely to sell to? a) Producers b) Governments c) Retailers d) Consumers e) Institutions

Google offers people the opportunity to join a variety of groups, ranging from different religions to nationalities to hobbies. There are nearly half a million groups from which to choose and connect with other members. Which online user would be most likely be interested in these groups? a) creators b) critics c) collectors d) joiners e) spectators

If Hyundai, a Korean automobile manufacturing firm, started selling its cars at unfairly low prices to Germany, Hyundai would be engaging in a) quota-enforcing. b) embargoing. c) shoveling. d) dumping. e) dipping.

In business markets, individuals or groups purchase products for one of three purposes. These purposes are a) resale, wholesale, and direct use. b) wholesale, direct use, and use in producing other products. c) resale, wholesale, and use in producing other products. d) resale, direct use in producing other products, and use in general daily operations. e) use in general daily operations, wholesale, and resale.

In relation to international marketing, which of the following best describes direct ownership? a) A company owns its own manufacturing facilities. b) A company forms an alliance with a similar company in a foreign country. c) Foreign companies contract with manufacturers in other countries. d) A company owns subsidiaries or facilities in foreign countries. e) Two companies from different nations have interests in each other's facilities.

Individual influencing factors refer to a) relationships among those in the firm's buying center. b) uncontrollable environmental forces. c) the power an individual controls in the buying center. d) personal characteristics of individuals in the buying center. e) activities of suppliers.

Lil' Angels Kids Spa offers various treatments designed to appeal to the younger customer. Treatment options include manicures, pedicures, facials, tea parties, and dress up photos. Parents can even purchase a birthday party package. Lil' Angels offers its services only to girls under the age of 14. Originally begun in Delaware, Lil' Angels is considering opening its spa/salons in other parts of the country and is planning to expand its offerings to girls aged 14 to 17. The company realizes that some changes may be needed. For example, management wants to find out if the older girls will be interested in their birthday party and tea party services. 151. What method should Lil' Angels use to forecast sales in new regions? a) Sales force survey b) Time series analysis c) Correlation method d) Market test e) Regression analysis

LinkedIn is a social networking site geared toward a) Millennials. b) teenagers. c) singles. d) professionals. e) retired people.

Mike's Roadside Market buys produce from area farmers, marks the merchandise at a price that includes some profit, and then sells the fruit and vegetables to the people in and around Centerville. Mike's would be classified as part of a ___________ market. a) consumer b) producer c) government d) reseller e) wholesaler

Most businesses try to control the level of quality in the parts they buy from suppliers. Most firms develop standards for _____ in order to achieve their quality goals. a) how many different suppliers they use b) how many parts can fail c) controlling when shipments will arrive d) the percentage of defects allowed e) how long the parts should last

Nestlé Food Company is a Swiss-based company that operates several divisions in the United States and other countries. This classifies Nestlé as a(n) a) strategic alliance. b) national marketer. c) international proprietorship. d) multinational enterprise. e) limited exporter.

Nuhitzu believes it has the technological expertise to produce communication systems that will be leaders around the globe. Boston Electronics is widely regarded as having excellent management systems and superior marketing programs. To utilize these strengths, the two firms might form a(n) ___________ to work together on a worldwide basis. a) licensing agreement b) export trading company c) joint agreement d) strategic alliance e) multinational enterprise

Once a company makes a long-term commitment to a foreign market that has a promising political and economic environment, which of the following options then emerges as a possibility? a) Exporting b) Joint venture c) Limited exporting d) Direct ownership e) Licensing

One of Harley-Davidson's largest international markets is in Japan, where American brands are highly sought after. This is an example of _______ impacting the market. a) international forces b) economic forces c) domestic forces d) cultural forces e) environmental forces

One trend that has caused consumer-generated information to gain importance is a) the recession. b) the globalization of companies. c) the increase in store brands. d) the increase of consumers using digital media to publicize their own product reviews. e) the increase in consumer buying power.

Pi Delta Mu sorority purchases food in bulk to feed its members living in the house. This means it is part of a(n) ___________ market. a) producer b) consumer c) reseller d) institutional e) government

Red Bull has started introducing new products and information to bloggers in the hope that they will pass the information on to their online followers. In this case, the bloggers are a) collectors. b) spectators. c) joiners. d) creators. e) critics.

Safeway Supermarkets recently placed an order with the Kahn Corporation. Safeway has ordered these same products before under the same terms of sale. What type of purchase does this situation represent? a) New-task b) Repetitive c) Institutional d) Straight rebuy e) Modified rebuy

Sam's Club has developed a website that allows employees to create a profile and connect with co-workers for the purpose of getting acquainted and building a work related network. This is an example of a a) virtual reality. b) podcast. c) recruiting tool. d) social network. e) employment opportunity.

Some companies use ______ as internal tools for teams working on a project requiring lots of documentation. a) Facebook pages b) Fan Pages c) Bings d) wikis e) Notebook pages

Sometimes business partnerships are formed between traditional rivals competing for market share in the same product class. These partnerships are known as a) trading companies. b) contract manufacturers. c) joint ventures. d) strategic alliances. e) licenses.

Sonic communicates with its customers through _______, which is the most popular social networking site in the world. a) MySpace b) Twitter c) LinkedIn d) Facebook e) Blogs

Southern Tier Industries has operations in more than 30 foreign countries. The headquarters in Atlanta controls the entire organization while offering subsidiaries the freedom necessary to achieve success in local markets. Southern Tier Industries is an example of a(n) a) strategic alliance. b) joint venture. c) export-driven corporation. d) multinational enterprise. e) trading company.

The Common Market of the Southern Cone (MERCOSUR) includes countries from a) Africa. b) Asia. c) Central America. d) South America. e) the Pacific Islands.

The Disney website offers users the ability to create a character or a comic. You have the option of allowing other people to view and comment on your new creation. Which characteristic of e-marketing is being utilized here? a) addressability. b) interactivity. c) accessibility d) connectivity. e) control.

The Internet has changed the way the managers at Chick-fil-A communicate and develop relationships with their customers and their a) competitors. b) store environment. c) opponents. d) employees. e) legal representatives.

The ability to process orders electronically and increase the speed of communications via the Internet reduces a) customer satisfaction due to lack of human involvement. b) customer satisfaction due to hard-to-navigate websites. c) cognitive dissonance. d) distribution costs. e) customer involvement.

The agreement between the United States, Canada, and Mexico that merges these three countries into one marketplace is called a) EU. b) MERCOSUR. c) APEC. d) NAFTA. e) GATT.

The country with the highest GDP is a) Japan. b) the United Kingdom. c) Brazil. d) the United States. e) China.

The environmental forces that affect foreign markets may differ dramatically from those affecting domestic markets. This makes a careful _______ a critical part of a successful international marketing strategy. a) background check b) regulatory analysis c) social audit d) environmental analysis e) marketing statement analysis

The government decides to purchase a new fleet of fighter jets for the U.S. Air Force. What type of buying procedure is the government most likely to use? a) The government will request bids from all companies on its qualified bidder list. b) It will contact whatever company made the last jets and have them develop the new ones. c) Ads will be placed in the top five circulated U.S. newspapers for a company to produce the jets. d) The government will select a few firms and enter into negotiations with them until the contract is awarded. e) The contract will go to the first company that submits a reasonable bid for the desired jets.

The gross domestic product is a) a measure of the profit made by all firms in a nation. b) the average annual earnings per person in a nation. c) a measure of the types of products produced by a nation. d) an overall measure of a nation's economic standing. e) a ratio of domestic products to products produced in foreign countries.

The student senate at your university has been asked to give input on the purchase of new computers for campus computer labs. In this instance, the student senate would be acting as a(n) ______. a) buyer. b) gatekeeper. c) user. d) influencer. e) decider.

The term dumping refers to the sale of a) products sold in foreign markets that cannot be sold in the United States. b) products sold in foreign markets at prices above those charged in the United States. c) all discontinued U.S. products in foreign countries. d) products sold in foreign countries at unfairly low prices. e) products sold in foreign markets that cannot pass safety standards in the United States.

There are many factors that would influence Samsung's business buying decisions. Which one of the following would not? a) Environmental b) Organizational c) Interpersonal d) Demographic e) Individual

Timex, a U.S. based watchmaker -- recently entered into a partnership agreement with the Australian government to make watches. What type of partnership agreement does this situation most likely represent? a) Trading company b) Licensing arrangement c) Strategic alliance d) Joint venture e) Direct ownership arrangement

Walmart has stores in China where Spectators make up the majority of the online population. To match their marketing efforts with the characteristics of the population, Walmart should a) have a contest to gather consumer-generated content. b) ignore comments from Critics. c) create a Fan Page and invite consumers to post their thoughts. d) post its own promotional messages on blogs and websites. e) stick to traditional promotions rather than social networking.

When a business is making its initial purchase of an item to be used to perform a new job, it is known as a _________ purchase. a) straight rebuy b) reciprocal c) delayed d) new-task e) modified rebuy

When a glove manufacturer in China is allowed to sell only a certain number of plastic gloves into Japan, that firm is facing a(n) a) tariff. b) embargo. c) restrictive product standard. d) quota. e) balance of trade restriction.

When certain consumer products are in high demand, producers might buy extra materials and equipment and when demand subsides, producers will cut back on their material purchases. This describes _____ demand. a) joint b) inelastic c) consumer d) fluctuating e) derived

When research indicated that Bluetooth's products were not reaching the correct target market, marketers of Bluetooth decided to change from demographic segmentation to psychographic segmentation. Which group of new segmentation variables will Bluetooth now be using? a) Geographic location of customers b) Age, sex, and socioeconomic characteristics c) Social class variables d) Personality characteristics, motives, and lifestyles e) Family life cycle, social class, and religion

When using personality characteristics as a market segmentation variable, marketers generally a) conduct personality assessments of their potential target market to determine which personality characteristics they possess. b) use research developed by clinical psychologists to determine which personality characteristics consumers using their products are most likely to have. c) use generic characteristics that all members of the population have. d) use a positively viewed characteristic they assume much of their target market has or would like to have. e) conduct a series of focus groups to determine both the positive and negative characteristics members of their target market are perceived to have.

Which of the following centralizes all of the responsibility for international operations? a) Product division structures b) Export department structures c) Internationally integrated structures d) International division structures e) Global matrix structures

Which of the following countries has made the greatest inroads into other world markets? a) Indonesia b) Philippines c) Malaysia d) Japan e) China

Which of the following is often used to raise revenue for a country and/or to protect domestic products? a) Quota b) Warning label c) Embargo d) Import tariff e) Exchange control

Which of the following products is most likely to be purchased on the basis of contract negotiation? a) Eggs b) Office supplies c) Used cars d) A custom-made bulldozer e) Wheat

Which of the following would be considered an institutional buyer? a) The University of Illinois b) The Environmental Protection Agency c) Apple Computers d) The United Way e) City of Greenville

Which one of the following countries will not be included in the data presented in the new industry classification system that is replacing the SIC? a) Mexico b) Canada c) United States d) Japan e) All but one NAFTA country

Which social networking site asks its members "What are you doing?" a) LinkedIn b) Facebook c) MySpace d) Twitter e) Skyrocket

Which type of business market tends to have the most complex buying procedures? a) Reseller b) Institutional c) Retailer d) Government e) Producer

____ refers to the idea that morality varies from one culture to another and that business practices are therefore differentially defined as right or wrong by particular cultures. a) The self-reference criterion b) Global ethics c) Economic relativism d) Cultural relativism e) Moral relativism

______ are more consumer-driven than traditional media. a) Television commercials b) Radio spots c) Print ads d) Digital media e) Billboard advertisements

______ connects customers with marketers as well as other customers. a) Accessibility b) Addressability c) Interactivity d) Connectivity e) Control

______ includes any attempt to intentionally conduct dishonest activities online. a) Racketeering b) Online spam c) Digital identity theft d) Online fraud e) Online bribery

______ of online shoppers read ratings and reviews before making a purchasing decision. a) One-fourth b) A third c) Almost half d) Over three-fourths e) Practically all

_______ involves the use of digital networks to provide linkages between information providers and users. a) accessibility. b) addressability. c) interactivity. d) connectivity. e) control.

__________ are free online publicity that helps the company a) Negative customer reviews b) Company websites c) Anti-company wikis d) Positive customer reviews e) Social technographics

McDonald's uses a segmentation strategy for its sandwiches based on market characteristics such as age, gender, or income. Which of the following segmentation variables is McDonald's using? a) Demographic b) Geographic c) Psychographic d) Product-related e) Education

Demographic

72. Which of the following products is least likely to be segmented according to stages in the family life cycle? a) Single-family homes b) Ford automobiles c) European vacations d) Diet Coke e) General Electric appliances

Diet Coke

Volkswagen markets its Routan to large families, its R32 racecar to men, and its Jetta to young singles. What targeting approach is Volkswagen using? a) Concentrated b) Strategic c) Differentiated d) Undifferentiated e) Multisegmented

Differentiated

100. After an organization has determined which of the many segmentation variables it will use, the next step in the target market selection process is a) evaluating each of the relevant market segments. b) selecting the specific target markets. c) reviewing the appropriate marketing strategy. d) analyzing the interaction between segmentation variables. e) developing market segment profiles.

102. Yvonne and Garret are looking at information about how their organization's products could fit potential customers' needs. This information deals with demographic characteristics, product benefits sought, lifestyles, geographic factors, brand preferences, and usage rates. They are most likely looking at a) the sales force survey results. b) the results of sales forecasting. c) a market trend analysis. d) a market segmentation discrimination analysis. e) a market segment profile.

103. The total volume of a product, for all firms in an industry, that would be purchased by specific customer groups within a specified time period at a given level of industry-wide marketing activity, is the a) competitor sales potential. b) sales objective. c) forecasted sales. d) company sales potential. e) market potential.

107. Using the breakdown approach to sales potential, estimates are made a) by referring to specific geographic factors. b) by establishing levels of marketing effort that will be required to achieve specific levels of sales. c) without reference to industry marketing efforts. d) without reference to general economic conditions. e) by starting with general economic conditions.

109. Alex Wren of Owens Corning Fiberglass talks to Terry Jones, a homebuilder, to find out how much fiberglass insulation he intends to use in building homes during the next year. Albert then multiplies that number by the total number of builders in the territory. He is using a ___________ approach to measure sales potential. a) multivariable b) use of product c) breakdown d) regression e) buildup

110. The forces that other people exert on one's buying behavior are called social influences. These come from reference groups and opinion leaders, social classes, culture and subcultures, roles, and a) ethnic heritage. b) personality. c) attitudes. d) perception. e) family.

115. When a marketer is engaged in the target market selection process and has assessed relevant market segments by considering such factors as sales estimates, competition, and estimated costs, the marketer is ready for the next step, which is to a) identify the appropriate targeting strategy. b) determine which segmentation variables to use. c) develop market segment profiles. d) evaluate relevant market segments. e) select specific target markets.

118. An opinion leader is likely to be most effective under all of the following conditions except when the a) follower has high product involvement. b) follower has low product knowledge. c) follower has values and attitudes similar to the opinion leader. d) product details are numerous and complicated. e) follower has attitudes and values that are different from those of the opinion leader.

122. Positioning a product to avoid competition may be best when the a) competing products are priced higher than or at least equal to the new product. b) company has an established reputation with the consumers of that particular market. c) market is characterized by consumers who are not sensitive to price or value. d) market is characterized by consumers who are price conscious and brand specific. e) product's performance characteristics are not significantly different from those of competing brands.

127. The amount of product a company expects to sell during a specific period at a specified level of marketing activity is called the a) company sales potential. b) revenue estimate. c) company sales prediction. d) market potential. e) sales forecast.

129. Relying on executive judgment for forecasting may be adequate when a) levels of marketing efforts put forth by competitors vary considerably. b) recent events give the executive specific impressions of product demand. c) product demand is erratic. d) the executive conducts surveys. e) the executive has considerable experience and product demand is relatively stable.

130. The type of problem solving that consumers use to select an auto repair shop would normally be a) intensive problem solving. b) extended problem solving. c) routinized response behavior. d) selective problem solving. e) limited problem solving.

131. A dissatisfied Skola's Auto Repair customer told a friend about his experience. The friend has been a long-time Skola's customer and the next day, didn't remember what her friend told her. This is an example of a) perceptive perception. b) selective exposure. c) selective distortion. d) receptive exposure. e) selective retention.

131. Company sales forecasts are least likely to be based on a) executive judgment. b) customer surveys or sales force surveys. c) time series analysis. d) market tests. e) single-variable segmentation.

132. When a business has a relatively small number of customers, a preferred method of forecasting is a) regression analysis. b) trend analysis. c) the Delphi technique. d) a market test. e) a customer forecasting survey.

133. Positive feelings generated by satisfaction with Skola's response will become part of Steve's a) personality. b) motives. c) social class. d) role. e) attitude.

133. The most important reason that a firm might use a sales force forecasting survey to determine its sales forecast is a) salespeople are generally optimistic about the future and will provide excellent forecast targets. b) most salespeople tend to have a pessimistic outlook, which is more likely to result in an achievable sales forecast. c) this tends to be the fastest way to determine a good sales forecast for the upcoming period. d) the averaging and other statistical techniques applied to these forecasts result in extremely accurate numbers. e) the sales staff is closer to the actual customers on a regular basis than anyone else in the organization.

134. The fact that Alicia had remembered the gas mileage of the Toyota Sienna incorrectly is most likely an example of a) selective expression. b) selective retention. c) perceptual extension. d) perceptual bias. e) selective distortion.

139. Katy Ramirez is a marketer for a golf equipment manufacturer. When forecasting company sales, she finds a direct association between past sales and per capita income. Which sales forecasting technique is Katy using? a) Surveys b) Executive judgment c) Time series analysis d) Market tests e) Regression analysis

143. The forecasting method that utilizes a firm's historical sales data to find patterns in the firm's sales volume over time is a) the regression method. b) customer forecasting. c) a market test. d) sales force forecasting. e) time series analysis.

146. Which of the following forecasting methods is least dependent on historical sales data? a) Regression analysis b) Trend analysis c) Time series analysis d) Cycle analysis e) A market test

32. When a consumer purchases products occasionally or needs information about an unfamiliar brand in a familiar product category, he or she will most likely engage in a) enduring purchase behavior. b) routinized response behavior. c) extended problem solving. d) impulse searching. e) limited problem solving.

46. Which of the following statements about the consumer buying decision process is true? a) Consumers progress through the five stages of this process for all limited problem-solving decisions. b) Although all of the steps in the process are used in all decision processes, the order tends to depend on the customer's level of involvement. c) The key element of the process that exists in all consumer buying decision processes is the purchase of the product. d) Once the purchase of a product has been made, the consumer buying decision process is complete. e) Consumers making limited problem-solving decisions may not go through all five steps of the process.

57. In shopping for a new laptop computer for her master degree program, the alternatives Jocelyn is considering include Dell, Toshiba, Sony, and Hewlett-Packard. These four brands make up Jocelyn's a) dissonance group. b) evaluative group. c) framing set. d) external search results. e) consideration set.

62. During the evaluation of alternatives stage of the consumer buying decision process, framing most likely influences the decision process of ___________ buyers. a) younger b) older c) wealthier d) veteran e) inexperienced

64. Doubts in a buyer's mind about whether the purchase decision made was the right one may occur during the a) cognitive dissonance. b) purchase. c) evaluation of alternatives. d) internal search. e) postpurchase evaluation.

66. After purchasing a product, postpurchase evaluation may result in cognitive dissonance. Cognitive dissonance is a) the congruence between external and internal searches for product information. b) a function of the manner in which the manufacturer of the product describes its attributes. c) satisfaction with the purchase. d) the establishment of criteria for comparing products. e) doubts that occur because the buyer questions whether the decision to purchase the product was right.

69. Bob Turner makes an appointment to visit with a new dermatologist in town to determine whether he should have several moles on his neck removed. When he arrives at the dermatologist's office, Bob notices a foul odor in the air, worn floor coverings, cluttered rooms that have paint peeling from the walls, and poor lighting. While Bob viewed the dermatologist as competent, Bob decided not to have the moles removed even though the dermatologist recommended removal. Which situational influences are most likely to have affected Bob's decision? a) Social surroundings b) Customer's momentary mood and condition c) Time pressures d) Purchase reasons e) Physical surroundings

75. As Brianna walks to classes, she selects, organizes, and interprets the sensations she is receiving through her sense organs. Brianna is experiencing the process of a) exposure. b) motivation. c) learning. d) attitude formation. e) perception.

81. Retail-site location analyses, unique product offerings, and special advertising campaigns are all examples of the use of a) market density. b) demographic segmentation. c) behavioristic segmentation. d) environmental segmentation. e) micromarketing.

83. The three most commonly used psychographic segmentation variables are a) personality, perception, and learning. b) personality, perception, and behavior. c) motives, attitudes, and lifestyles. d) attitudes, personality, and perception. e) personality, motives, and lifestyles

84. Which of the following statements about how a consumer organizes inputs that reach awareness is most accurate? a) Inputs are organized by individuals to produce meaning, and this organizational process is usually a slow one. b) Organization of information inputs is not always needed to produce meaning. c) Inputs that reach awareness are organized and interpreted in much the same way by all consumers. d) Because a person interprets information in terms of what is familiar, only one interpretation of organized inputs is possible. e) Inputs that reach awareness are organized to produce meaning, and this meaning is interpreted in light of what is familiar to the individual.

87. According to Maslow's hierarchy of needs, a) individuals simultaneously try to satisfy all five levels of needs. b) self-actualization needs are the most important needs to be met for most individuals. c) individuals first address needs at the top of the pyramid and then move down to the lower level needs. d) levels of needs are different for everyone, and we all try to satisfy them in a different order. e) individuals first satisfy the most basic needs and then try to fulfill needs at the next level up.

92. End use, price sensitivity, and brand loyalty are all _____ variables that can be used in market segmentation. a) psychographic b) usage c) demographic d) geodemographic e) behavioristic

93. Luis likes shopping at Stein Mart, a discount department store, because he likes the prices, products, and services the store provides. His selection of this store as a regular stop when shopping is influenced by ___________ motives. a) self-concept b) self-image c) projective d) depth e) patronage

95. Marketers often provide consumers with experience to their products, including free samples and trial offers, to facilitate consumer a) patronage motives. b) attitudes. c) perception. d) distortion. e) learning.

96. An attitude is a) an internal trait that makes a person unique. b) a set of actions that a person in a particular position is supposed to perform. c) a competence in performing activities. d) a person's behavior caused by information and experience. e) one's evaluation, feelings, and behavioral tendencies toward an object or idea.

98. Cognitive, affective, and behavioral are the three major components of a) self-concept. b) motives. c) lifestyles. d) consumer socialization. e) attitudes.

A ______ is a type of software that creates an interface that enables users to add or edit the content of some types of websites. a) bing b) digital diary c) blog d) podcasting e) wiki

A friend of yours starts his own business. He would like to expand his client base to include the government, but he believes his small business would be ignored. Based on your knowledge from the text, you tell him a) that he's absolutely right, the government doesn't deal with small businesses. b) although the government will deal with small businesses, he will never make a profit off a government contract. c) that any government, federal, state, or local would laugh at the size of his business. d) the government rarely considers new suppliers when making purchasing decisions. e) the government buys products from all sizes of business, but there is some red tape.

A representative product taken from a lot or batch, evaluated, and purchased refers to a) homogeneous selection. b) description. c) trust. d) negotiated inspection. e) sampling.

A(n) ________ channel provides the opportunity for a marketer to customize promotions. a) accessible b) controlled c) marketing d) linked e) addressable

According to Nielsen Marketing Research, consumers spend more time on ________ than e-mail. a) Google b) shopping sites c) video sharing sites d) blogs e) social networking sites

An organization that decides to buy all of a certain part from the same company is using a) single-supplier purchasing. b) multiple sourcing. c) same vendor analysis. d) straight rebuy. e) sole sourcing.

Anderson Distribution Company has purchased 15 forklifts over the past two years. As it plans to place its next order for another five machines, management wonders if additional features may be needed in order to handle changes in the product lines it carries. For Anderson, these new forklifts represent a ___________ purchase. a) new-task b) repetitive c) straight rebuy d) repetitive order e) modified rebuy

As digital communication technologies have advanced, it possible for marketers to a) have more control over their product's positioning. b) have more control over the processing of information. c) have more control over people's perceptions of their business. d) be more selective on news releases regarding their company. e) reach markets that were previously inaccessible.

At what level of involvement in international marketing is Harley-Davidson with regard to its bikes? a) Full-scale b) Globalization c) Joint venture d) Direct ownership e) Exporting

Ben Davideau is assigned by his sales manager to come up with the names and addresses of twenty firms in his territory that have some potential for using sizable quantities of his firm's products. Wanting to be as efficient as possible, Ben looks in a) Sales & Marketing Management. b) an SIC listing. c) the Census of Business. d) the Census of Manufacturers. e) Standard & Poor's Register.

Blockbuster has set up a website that enables customers to converse with the company. This is an example of a(n) ______ website. a) accessible b) controlled c) linked d) addressable e) interactive

Consumers are changing ______ and consumption behaviors as a result of emerging technologies. a) their eating habits b) their spending money c) their disposable income d) their shopping partners e) their information searches

Dell hosted an online contest for innovative keyboard designs. This is an example of a) Opinion gathering b) Digital instruments c) Futurism d) Outsourcing e) Crowdsourcing

Demand for business products is also known as ______ demand. a) derived b) corporate c) business buying d) manufacturing e) industrial

Fan Pages are a _____ way for companies to advertise. a) costly b) ineffective c) difficult d) time-intensive e) inexpensive

Fan Pages are a(n) _______ way for companies to advertise their goods and services while also garnering information about consumers. a) effective but costly b) unique c) enhanced d) personalized e) inexpensive

How does using an exporting intermediary limit the risk involved with global marketing? a) Most exporting intermediaries assume all financial risks on behalf of their clients. b) Exporting intermediaries are not subject to the same laws as companies, and therefore limit the legal risk involved. c) Using an exporting intermediary restricts a company to being involved with joint ventures and not direct ownership. d) Exporting intermediaries guarantee that the products a company is selling will be a good fit for the foreign markets they are entering. e) This approach involves limited risk because the company has no direct investment in the foreign country.

If Germany, in an attempt to bolster the sales of its own auto manufacturers, decided to limit the number of automobiles that could be brought in from other countries, Germany would be using a(n) a) embargo. b) boycott. c) exchange control. d) import tariff. e) quota.

If a U.S. bicycle tire manufacturer has to form a partnership with the government of Indonesia in order to gain access to the country's rubber, a _____ has been formed. a) multinational enterprise b) contract manufacturing arrangement c) strategic alliance d) franchise e) joint venture

If you want to read what other people think about products, movies, or world events, Google has online forums and blogs that are readily accessible. ______ would most likely want to simply read the opinions of others. a) Creators b) Critics c) Inactives d) Joiners e) Spectators

Individuals and business organizations that buy finished goods and resell them to make a profit without changing the physical characteristics of the product are classified as ___________ markets. a) consumer b) institutional c) producer d) government e) reseller

Institutional markets are a) intermediaries who resell goods to make a profit. b) federal and state government units. c) state or local government units. d) consumers who buy products for their own use. e) organizations that seek nonbusiness goals.

KFC has restaurants in Mexico where Inactives make up the majority of the online population. To match their marketing efforts with the characteristics of the population, KFC should a) have a contest to gather consumer-generated content. b) ignore comments from Critics. c) create a Fan Page and invite consumers to post their thoughts. d) post its own promotional messages on blogs and websites. e) focus more on traditional promotions rather than social networking.

Levi Strauss markets its denim jeans in many countries and develops its marketing strategy as if the world were a single market. This approach to selling a standardized product in all countries represents which type of international marketing? a) Exporting b) Accidental exporting c) Limited exporting d) Licensing e) Globalization of markets

Marketers of computer software, music CDs, and books are particularly affected by cultural differences in a) socioeconomic status of citizens. b) advances in technology. c) differences in cross-cultural exchange behavior. d) ethical codes of conduct for businesses. e) standards regarding intellectual property.

Of the online user segments in The Social Technographics Profile, the largest group is most countries is a) Creators b) Critics c) Collectors d) Joiners e) Spectators

Questor Corporation owns the Spalding brand name but does not produce a single golf club or tennis ball. This arrangement is an example of what type of involvement level for international marketing? a) Exporting b) Trading c) Joint venture d) Strategic alliance e) Licensing

Selling products that are not in demand in all world markets, such as hand-powered washing machines for use in countries where electricity is not universally available, represents an international marketing strategy focusing on a) internationalization. b) culturalization. c) nationalization. d) globalization. e) customization.

Smart phones and PDAs contain _______ that help consumers access more information about businesses. a) treatments b) digits c) modulars d) actions e) applications

Special interest groups and regulatory bodies are ______ forces that must be taken into account in international marketing. a) socioeconomic b) technological c) economic d) social and ethical e) political and legal

The ___________ is the difference in value between a nation's exports and its imports. a) net trade value b) export/import ratio c) gross domestic product d) balance of payments e) balance of trade

The attrition rate for digital media channels is a) nonexistent. b) diminutive. c) low. d) about the same as traditional businesses. e) very high.

The fastest-growing group on Facebook is a) teenagers. b) male Millennials. c) female Millennials. d) men aged 55 and over. e) women aged 55 and over.

The group of people within a business who are involved in making business buying decisions is referred to as a) the new-task team. b) negotiators. c) purchasing agents. d) deciders. e) the buying center.

The psychographic variable that includes numerous characteristics related to people's activities, interests, and opinion is a) motive. b) social class. c) personality. d) stage in family life cycle. e) lifestyle.

The state of Montana is preparing to buy a large quantity of frozen orange juice for use in a large school district. Citrus Sweet, Inc. is in the citrus juice business but has never sold to the government market. To have a chance at getting this order, Citrus Sweet's first step must be to get her firm to a) make a presentation appointment with the state. b) quote prices to the purchasing department. c) advertise in the capital city. d) negotiate with the state. e) secure a slot on the list of qualified bidders.

The third stage in the business buying decision process is to a) evaluate product specifications to solve the problem. b) evaluate products relative to specifications. c) select and order the most appropriate product. d) evaluate product and supplier performance. e) search for products and suppliers.

The unconscious reference to one's own cultural values, experiences, and knowledge when encountering new and different cultures is known as a) the "when-in-Rome" approach. b) the Fraedrich Principle. c) cultural relativism. d) the self-reference principle. e) the self-reference criterion.

The unification of Europe through the European Union (EU) a) produced the largest single market in the world. b) calls for greater customization of products and attention to regulations and restrictions of European countries. c) means that members of the EU have become more heterogeneous in their needs and wants. d) required the countries to be segmented into many different markets. e) permits virtually free trade among the member nations of the EU.

Visitors to the Disney website have the ability to regulate the information they view and the activities they participate in. This is an example of a) addressability. b) interactivity. c) accessibility. d) connectivity. e) control.

Volkswagen purchases upholstery for the interiors of its vehicles from various suppliers. This upholstery must have a set of characteristics that is expressed by Volkswagen. This set is called a) descriptions. b) product features. c) criterion. d) purchase requests. e) specifications.

What is a primary difference between business and consumer buyers? a) Consumer buyers require more product information than business buyers. b) Business purchases are made by one individual whereas families make consumer purchases together. c) Repeat sales are more common with consumer buyers than business buyers. d) Consumers primarily buy inexpensive items; businesses only buy expensive items. e) Business buyers generally make larger orders than consumer buyers.

What level of commitment in international marketing may be most attractive when the political and economic stability of a foreign country is questionable? a) Joint ventures b) Direct ownership c) Exporting d) Limited exporting e) Licensing

When Hunter Ceiling Fans buys electrical wire for use in producing its ceiling fans, Hunter is part of what type of market for electrical wire? a) Resale b) Wholesale c) Customer d) Consumer e) Business

When Smithson Graphics decided to go international with its marketing effort, it adopted a global approach. Which factors did SG most likely experience difficulty as the firm applied a global strategy for marketing? a) Branding b) Product characteristics c) Packaging d) Labeling e) Advertising

Which of the following alliances will KFC most likely utilize to guide its business transactions in Japan and China? a) WTO b) MERCOSUR c) FTAA d) NAFTA e) APEC

Which of the following alliances/agreements is the United States not a part of? a) NAFTA b) APEC c) GATT d) WTO e) MERCOSUR

Which of the following is not true of NAFTA? a) The agreement has a long adjustment phase-in time period. b) Increased competition should lead to a more efficient market. c) It will provide additional opportunities for the United States in long-term affiliations with other countries in the Western hemisphere. d) It is controversial. e) Business licensing requirements have been increased.

Which of the following lists the levels of involvement in global marketing from the lowest to the highest? a) International marketing, limited exporting, domestic marketing, globalized marketing b) Limited exporting, domestic marketing, globalized marketing, international marketing c) Globalized marketing, international marketing, limited exporting, domestic marketing d) Domestic marketing, globalized marketing, international marketing, limited exporting e) Domestic marketing, limited exporting, international marketing, globalized marketing

Which of the following statements about business buying is false? a) Business marketers prefer not to sell to customers who place small orders. b) Business marketers must often sell their products in large quantities to make profits. c) Most business purchases are made by committee. d) Business purchases are usually made on the basis of contracts. e) Orders in business markets tend to be smaller than those placed in consumer markets.

Which of the following trade alliances differs from others in its commitment to facilitating business and its practice of allowing the private sector to participate in a wide range of activities? a) NAFTA b) EU c) MERCOSUR d) WTO e) APEC

______ are people who comment on blogs or post ratings and reviews. a) Collectors b) Spectators c) Joiners d) Creators e) Critics

______ buy products from manufacturers and then resell the products to other firms in the distribution system. a) Retailers b) Producers c) Distributors d) Warehouses e) Wholesalers

______ is a popular photosharing site on the Internet. a) LinkedIn b) Facebook c) MySpace d) Twitter e) Flickr

______ is a term that refers to the use of digital media to obtain opinions on the needs of potential markets. a) Opinion gathering b) Digital instruments c) Futurism d) Outsourcing e) Crowdsourcing

______ refers to customers' ability to regulate the information they view and the rate and sequence of their exposure to that information. a) Accessibility b) Addressability c) Interactivity d) Connectivity e) Control

___________ can force businesspeople to buy and sell foreign products through a central agency, such as a central bank. a) Embargoes b) Export tariffs c) Quotas d) Import tariffs e) Exchange controls

75. Zerex markets its radiator liquid as a coolant in the South and an antifreeze in the North. Which of the following segmentation variables is Zerex using? a) Demographic b) Psychographic c) Life cycle d) Geographic e) Product use

Geographic

Which of the following statements about the undifferentiated targeting strategy is false? a) The undifferentiated targeting strategy should be used when the needs of individual customers are similar. b) The undifferentiated targeting strategy uses one promotional program aimed at everyone in the target market. c) The undifferentiated targeting strategy is good for use with staple items, such as sugar and salt. d) The undifferentiated targeting strategy uses multiple distribution systems to best reach individuals in the target market. e) The opposite of the undifferentiated targeting strategy is the differentiated targeting strategy.

The undifferentiated targeting strategy uses multiple distribution systems to best reach individuals in the target market

Pillsbury defines all purchasers of flour as its target market. What targeting strategy would be most appropriate in this case? a) Concentrated b) Differentiated c) Wide appeal d) Undifferentiated e) Clustered

Undifferentiated

The ProMark Company manufactures and sells only one type of ballpoint pen at just one price. All its advertising is the same and is directed at the mass market. What type of targeting strategy is the ProMark Company using? a) Extensive b) Undifferentiated c) Concentrated d) Intensive e) Differentiated

Undifferentiated

Mattel views the toy market as composed of four age groupings, each with different needs and desires. Each of these groups are known as a) an undifferentiated market. b) heterogeneous. c) a market segment. d) a marketing mix. e) a concentrated market.

a market segment

When marketing research shows that a group of people does not desire a particular product, the people in that group a) are a market. b) do not have the ability to purchase the product. c) do not have the authority to purchase the product. d) are not a market for the product. e) are a market but will not purchase the product.

are not a market for the product

The ability to purchase a product is a function of a) buying power. b) desire. c) willingness. d) authority. e) needs.

buying power

Which of the following is not one of the major categories of consumer market segmentation variables? a) Demographic characteristics b) Geographic variables c) Psychographic dimensions d) Situational variables e) Behavioristic characteristics

Situational variables

Why would a company use the undifferentiated strategy? a) The needs of individual consumers are dissimilar, and distinctive marketing mixes are required to satisfy them. b) The undifferentiated strategy is the one strategy that provides maximum satisfaction to the whole market. c) The needs of individual consumers in the target market for a specific product are similar, so the organization can satisfy most customers with a single marketing mix. d) The undifferentiated strategy is expensive to implement but tends to produce the most sales. e) The undifferentiated strategy requires less time and fewer resources.

The needs of individual consumers in the target market for a specific product are similar, so the organization can satisfy most customers with a single marketing mix

Several conditions must exist for market segmentation to be successful. These conditions include all of the following except a) the total market should be divided so that segments can be compared on sales potential, costs, and profits. b) customers' needs for the product must be homogeneous. c) the company must be able to reach the chosen segment with a particular marketing mix. d) segments must be identifiable and divisible. e) at least one segment must have enough profit potential to justify developing and maintaining a special marketing mix for that segment.

customers' needs for the product must be homogeneous

Kelly's Kids is a home-based business that sells high-quality children's clothing at premium prices using in-home parties. These in-home parties typically cater to families with small children and middle- to upper-middle-class income. Kelly's Kids is using _____ variables to segment its market. a) demographic b) psychographic c) sociographic d) behavioristic e) geographic

demographic

With its Venus razor, Gillette was the first marketer to offer a triple blade razor specifically designed for women. This is an example of market segmentation using ___________ variables. a) demographic b) psychographic c) geographic d) family life cycle e) product use

demographic

Segmentation variables are usually grouped into four categories: a) demographic, geographic, religion, and income. b) geopolitical, income, behavioristic, and psychographic. c) attitudes, lifestyles, behaviors, and gender. d) geographic, demographic, psychographic, and attitudes. e) demographic, geographic, psychographic, and behavioristic.

demographic, geographic, psychographic, and behavioristic

After a firm has identified an appropriate targeting strategy, the next step in the target market selection process is a) determining the demographic variables of the target market. b) developing market segment profiles. c) determining which segmentation variables to use. d) selecting specific target markets. e) evaluating relevant market segments.

determining which segmentation variables to use

A targeting strategy in which an organization directs its marketing efforts at several segments is called a(n) ___________ targeting strategy. a) differentiated b) total market c) concentrated d) undifferentiated e) integrated

differentiated

Procter & Gamble markets Cheer detergent to young singles and couples and Tide detergent to families. Procter & Gamble is using a(n) ___________ targeting strategy for laundry detergents. a) multiuse b) differentiated c) stratified d) undifferentiated e) concentrated

differentiated

In order to be considered a market, people do not have to have a) a need or desire for a particular product. b) the ability to purchase the product. c) discretionary income to purchase the product. d) the willingness to use their buying power. e) the authority to buy the specific products.

discretionary income to purchase the product

The purpose of market segmentation is to a) differentiate products. b) divide a total market to enable a marketer to develop a more precise marketing mix. c) reduce the overall cost of marketing activities. d) identify a single marketing mix that will be satisfactory for the general market. e) meet the needs of homogeneous markets.

divide a total market to enable a marketer to develop a more precise marketing mix

Adolescents are not considered part of the market for casinos because they a) have very little buying power. b) do not have the desire to gamble. c) are not willing to spend their money on gambling. d) cannot afford to gamble their savings. e) do not have the authority to gamble.

do not have the authority to gamble

71. If Campbell were to offer single serving "Soup for One" packages to small household markets, it would be using segmentation based on a) income. b) ethnicity. c) taste. d) geographic considerations. e) family life cycle.

family life cycle

A marketer that targets customers based on marital status and the presence and age of children is using a) behavioristic segmentation. b) lifestyle variables. c) psychographic variables. d) family life cycle. e) phase of life segmentation.

family life cycle

Cosmopolitan magazine, Secret deodorant, and Eve cigarettes are all products whose marketers have used segmentation based on a) age. b) education. c) product use. d) gender. e) income.

gender

64. Alpine Ski Shops U.S, is looking for new markets. Since their market is based mainly on access to snow, they would most likely use which base for segmentation? a) behavioristic b) demographic c) psychographic d) environmental e) geographic

geographic

74. Population density and city size are _______ variables used for market segmentation. a) geographic b) demographic c) psychographic d) environmental e) geodemographic

geographic

Most markets for products are made up of individuals or groups with diverse needs for products and are called ________ markets. a) undifferentiated b) concentrated c) homogenous d) differentiated e) heterogeneous

heterogeneous

Toyota has learned that some people want sports cars, while others want vans, trucks, sedans, and economy cars. In this instance, Toyota has found its markets to be a) heterogeneous. b) undifferentiated. c) concentrated. d) homogeneous. e) focused.

heterogeneous

A market in which a large proportion of customers have similar needs for a product is called a(n) _____ market. a) undifferentiated b) heterogeneous c) homogenous d) differentiated e) concentrated

homogenous

The first step in the target market selection process is a) determining which segmentation variables to use. b) selecting specific target markets. c) identifying an appropriate targeting strategy. d) evaluating relevant market segments. e) developing market segment profiles.

identifying an appropriate targeting strategy

The primary advantage of a concentrated targeting strategy is a) it meets the needs of a wide range of consumers. b) it allows a firm to specialize to meet specific customer needs. c) it is more flexible than any other approach. d) it is the least risky targeting approach. e) its customers are the most willing to repurchase the same brands.

it allows a firm to specialize to meet specific customer needs

Sixteen-year-old high school students do not form a market for alcoholic beverages because they a) lack sufficient buying power to form a market. b) lack the authority to purchase this type of product. c) do not want to purchase this type of product. d) do not have sufficient experience with this type of product. e) lack the money to purchase this type of product.

lack the authority to purchase this type of product

73. Family life cycle is most typically based on a) income. b) geographic location. c) marital status and age of children. d) occupation. e) buying power.

marital status and age of children.

Any group of people who, as individuals or as organizations, have needs for products in a product class and who have the ability, willingness, and authority to buy such products is a(n) a) business market. b) market. c) undifferentiated market d) segmented market e) market variable

market

Individuals, groups, or organizations with one or more similar characteristics that cause them to have similar product needs are classified as a) market segments. b) heterogeneous markets. c) concentrated markets. d) demographic segments. e) strategic segments.

market segments

The undifferentiated targeting strategy for finding a target market will likely not be successful if a) product positioning is needed. b) the firm defines the total market as its target market. c) people within the market have heterogeneous needs. d) people within the market have homogeneous needs. e) the firm is capable of developing a single marketing mix that satisfies all people's needs.

people within the market have heterogeneous needs

Which of the following products is most likely to be marketed, using an undifferentiated approach? a) bicycle b) computer c) notebook d) seasoning salt e) oscillating fan

seasoning salt

Characteristics of individuals, groups, or organizations that are used for dividing a total market into smaller homogeneous groups are called ___________ variables. a) marketing b) classification c) segmentation d) stratification e) dividing

segmentation

The process of dividing a total market into market groups because people within each group have relatively similar product needs is called a) segmentation. b) diversification. c) target marketing. d) concentration. e) customization.

segmentation

Age, rate of product use, location, and gender are all examples of common a) demographic variables. b) geographic characteristics. c) targeting strategies. d) psychographic variables. e) segmentation variables.

segmentation variables

A disadvantage of the concentrated targeting strategy is that a) the firm's financial condition is tied to a single and specialized marketing mix. b) large sales volumes cannot be generated. c) production costs may be higher than with other strategies. d) marketing personnel may become dissatisfied with the limited opportunities provided by this approach. e) marketing costs are often higher than for other strategies.

the firm's financial condition is tied to a single and specialized marketing mix

Which of these statements is not true about business markets? a) the purchase may be made to resell the item b) the purchase is always made by more than one individual c) the purchase may be made to use in general daily operations d) the purchase may be made to use in production of another product e) they can also be referred to as organizational markets

the purchase is always made by more than one individual

Which of the following is not a characteristic of a consumer market? a) it consists of purchasers who intend to consume or benefit from the purchased products b) they do not buy products for the main purpose of making a profit c) they are sometimes referred to as B2C markets d) their purchasing decisions are always made by only one individual e) each of us belongs to numerous markets of this type

their purchasing decisions are always made by only one individual

Consumers that do not own dogs are not likely to be in the market for dog food because a) they lack the authority to purchase the dog food. b) they do not possess the buying power for purchasing dog food. c) their ability to purchase the dog food is questionable. d) they do not have the need or desire for dog food. e) they are willing to use their buying power.

they do not have the need or desire for dog food

Generally speaking, individuals who are unemployed would not be considered a target market for Mercedes or other luxury European import sedans because a) they would not desire such products. b) they would not be willing to purchase such products. c) they would not have the ability to purchase such products. d) such markets are narrowly defined geographically. e) they are not authorized to purchase such products.

they would not have the ability to purchase such products

If Morton Salt saw all table salt customers as pretty much alike and thus offered only one marketing mix, it would be using the ___________ strategy. a) directed b) undifferentiated c) segmented d) differentiated e) product-use

undifferentiated

Marketers for C & H Sugar believe that consumers have similar needs for the product. C & H will most likely use a(n) ___________ approach in defining a target market. a) undifferentiated b) differentiated c) product strategy d) cost-benefit e) demographic

undifferentiated

When a firm designs a single marketing mix and directs it at an entire market for a particular product, the company is using a(n) _________ strategy. a) concentrated targeting b) differentiated c) heterogeneous market d) undifferentiated e) single mix

undifferentiated

When the needs of individual consumers in a target market for a specific product are similar and the organization can satisfy most customers with a single marketing mix, the best approach to use may be the ___________ strategy. a) undifferentiated b) differentiated c) segmented d) concentrated e) heterogeneous

undifferentiated

To find a target market, a firm can use the a) total market strategy and the undifferentiated strategy. b) product differentiation strategy and the customer differentiation strategy. c) demographic strategy and the psychographic strategy. d) socioeconomic strategy and the psychological strategy. e) undifferentiated strategy, the concentrated strategy, and the differentiated strategy.

undifferentiated strategy, the concentrated strategy, and the differentiated strategy

101. __________ describe the similarities among potential customers within a market segment and explain the differences among people in different market segments. a) Market segmentation variables b) Market segment profiles c) Segmentation grids d) Market differentiation indexes e) Market concentrations

70. Which of the following products is most likely to have its market segment based on age? a) Bass shoes b) Lipton Iced Tea c) Bic pens d) Legos e) Carpet

Legos

76. Many marketers are concerned about the number of potential customers within a certain area of land because of the different requirements to serve dissimilar areas. What is this segmentation variable called? a) Micromarketing b) Population c) Market density d) MSA e) PMSA

Market density

A business advantage of the concentrated targeting strategy for any company is that it a) requires less market research and information. b) requires less intensive analysis of customers' characteristics and needs. c) allows a firm to utilize all of its production capacity. d) maintains the firm's flexibility in moving into other market segments. e) allows a firm to develop a special marketing mix for a single market segment.

allows a firm to develop a special marketing mix for a single market segment

A targeting strategy in which an organization targets a single market segment using one marketing mix is called a(n) _____ strategy. a) selective b) focused c) differentiated d) concentrated e) undifferentiated

concentrated

If Jaguar focused all its marketing efforts for the new Jaguar XKR on professionals earning more than $250,000, it would be using a(n) ___________ strategy. a) homogeneous b) undifferentiated c) multisegmented d) concentrated e) stratified

concentrated

Interior Designs Inc. sells expensive custom-made draperies, bedding, and accessories using a single marketing mix and is therefore most likely using a(n) _____ targeting strategy. a) concentrated b) differentiated c) exclusive d) focused e) undifferentiated

concentrated

When markets are comprised of people with differing product needs, the marketing manager should use a(n) ___________ strategy. a) concentrated or differentiated targeting b) market-intensive c) integrated d) product-oriented e) undifferentiated

concentrated or differentiated targeting

Tiffany's markets its exclusive jewelry and gifts to high-income individuals interested in high-quality products and a well-known brand name. It uses the same marketing mix to reach this market. Tiffany's uses a(n) ______ strategy. a) undifferentiated b) differentiated targeting c) exclusive targeting d) heterogeneous e) concentrated targeting

concentrated targeting

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