Mktg 409

Which of the following is the final step in establishing an implementation timetable

Assigning responsibility for completing each activity to one or more employees, teams, or managers

Scenario 18.1 Sheila works at an industrial products firm. She is sent to an industrial products trade show to man a booth. At the booth she talks with a number of company representatives and urges them to write their names and contact information on a card, so she can contact them later. When she gets back to the office, Sheila plans to go over the contacts and do some research to determine whether they have bought from the firm before, their industry and interests, and whether they are the key decision makers of the businesses. Refer to Scenario 18.1. When she gets back to the office, Sheila plans to engage in which step of the personal selling process

preappraoch

Jennifer Garner was featured in a Neutrogena print advertisement. The ad has a big photo of Jennifer Garner that takes up the whole page. The written portion of the ad contained four main elements. On the bottom right is the Neutrogena name "Neutrogena Partnership for Skin Health" with a trademark registration symbol. Toward the middle of the ad are the words "Yes. She checks herself out in the mirror" in the largest font. Underneath it explains how one in five Americans will develop skin cancer in their lifetime and how Neutrogena is partnering with the Academy of Dermatology to stop skin cancer before it spreads. The fourth element consists of slightly larger letters with the words "Protect yourself starting today." Which of the following is most likely to be the subheadline?

"Protect yourself starting today"

An agency traditionally receives most of its compensation from

15% comission paid

How does a sustainable competitive advantage differ from a competitive advantage?

A sustainable competitive advantage is one that competitors cannot copy in the immediate future.

Which of the following is the last step of establishing a marketing implementation timetable?

Assigning responsibility for completing each activity to one or more employees, teams, or managers

Which of the following is NOT a component of the marketing plan?

Business analysis

Which of the following is likely the most important decision a company makes during the strategic planning process?

Choosing a target market

Which of the following is NOT one of the steps in strategic performance evaluation?

Establishing a timetable for implementation

Which of the following provides an overview of the entire marketing plan so that readers can quickly identify the key issues and their roles in the planning and implementation process?

Executive summary

Jessica is working on a SWOT analysis of a local Mexican restaurant Tres Tortillas in Flagstaff. She writes down that the organization has high customer loyalty, resources for expansion, a large social media following, and strong management. She also writes that the market for salsa products is high and more people are eating out. On the other hand, one major complaint levied against the restaurant is that it is high priced and other casual-dining restaurants with less expensive menu offerings are locating to the city. Still, Jessica believes the restaurant's talented and well-known chef provides it with an advantage that other restaurants do not have.Refer to Scenario 2.1. Which of the following characteristics of the Mexican restaurant represents an opportunity?

Greater demand for salsa products

Stonybrook Organics—famous for its organic yogurt—came out with an advertisement that showed an idyllic setting of a cow resting comfortably in front of a barn. The headline read, "Grant a Farmer's Wish." The Stonyfield logo was at the top left. This is most likely to be what type of advertising?

Institutional advertising

Which of the following is true about team selling?

It can be used to address short-term situations or ongoing needs

Which of the following is an advantage of product placement?

It reaches consumers while they are being entertained.

Which of the following competitive growth strategies strives to increase sales of current products in new markets?

Market development

Which of the following is based on the philosophy that a product's market growth rate and its market share are important considerations in determining marketing strategy?

Market growth/market share matrix

Which of the following provides a uniform marketing vision for the firm and is the basis for internal communications?

Marketing plan

Which of the following most likely constitutes buzz marketing?

McDonald's used chalk to draw out a giant professional-looking drawing of french fries complete with the McDonald's logo on the boardwalk of a big city.

Which of the following is the best way to measure who read the company's public relations message and what they thought about it?

Measure attitude levels before and after the campaign

Which of the following is NOT one of the four elements of the promotion mix?

New introductory promotion

Which of the following appropriation techniques is most logical?

Objective-and-task approach

Which of the following is an example of public relations?

Target puts up a placard with the names and photos of employees recognized for exceptional service.

which of the following represents noise in the communication process?

The use of technical jargon the receiver doesn't understand

When conducting a SWOT analysis, which of the following are barriers that could prevent an organization from reaching its objective?

Threats

Why might a marketer want to engage in marketing cost analysis?

To allocate the firm's marketing resources better in the future

Which of the following types is NOT an example of noise in the communication channel?

When a source uses an emoji that are understood by the receiver

Personal, informal exchanges of communication that customers share with one another about products, brands, and companies are best described as _______.

b. word-of-mouth communication

Southwest is known for its culture of "luv" and its fun-loving approach. This is an example of which of the following?

corporate identity

The unique symbols, personalities, and philosophies that support all corporate activities including strategic planning and marketing are best described as _______.

corporate identity

Which of the following is the most widely used sales promotion technique?

coupons

Scenario 16.2 Xuxez is a sports apparel retailer that targets the teen market. It has been having trouble reaching its target audience through traditional promotion. Readership of magazines and newspapers has declined among the teen market. Research also shows that when watching television, teenagers will often switch to a different channel whenever a commercial comes on. Xuxez decides to pay to have the main characters in the popular teen series Riverdale wear its newest line of sportswear during certain episodes. It hopes to familiarize viewers with its newest brand. Refer to Scenario 16.2. Based on the scenario, what is Xuxez's most likely objective for the promotion of its new brand?

create awareness

A major goal of integrated marketing communications is to send a consistent message to _______.

customers

Decision-making authority is delegated as far down the chain of command as possible in a(n) _______.

decentralized organization

Some types of promotion—such as free samples, coupons, test drives, or limited free-use offers, contests, and games—are employed to _______.

encourage product trial

Sales promotion can increase sales by providing _______

extra purchasing incentives

A large retail organization is more likely to have one or two skilled individuals in the organization to handle its advertising needs.

false

The most critical copy in an advertisement is the _______

headline

Apple wants to develop a campaign for its newest rendition of the iPhone. Before it can do anything else, Apple must _______.

identify and analyze the target audience

The ability of competitors to achieve long-term competitive advantages by entering the market later and not being the first to offer a certain product in the marketplace is called _______.

late-mover advantage

Relationship selling differs from traditional personal selling due to its adoption of a(n) _______.

long term persepctive

During which step in the personal selling process is listening especially important?

making the presentation

When the right combination of circumstances and timing permits an organization to take action to reach a particular target market, there exists a(n) _______.

market opportunity

Shawna works as a marketer for a large company. Because Shawna loves the Economist, she makes arrangements to take out an advertisement in the next issue. However, Shawna later realizes that middle and lower-income individuals—a significantly portion of the target market for her company's product—do not read the Economist. In fact, most do not even read print magazines anymore. Shawna's campaign suffers from the use of the wrong _______.

marketing channel

Which of the following trade sales promotion methods is best suited to high-volume, high-profit, easily handled products?

merchandise allowance

Which of the following publicity-based public relations tool is most common?

mews release

The strategic planning process begins with _______.

organizational mission and goals

If a company's promotional budget is extremely limited, the firm is likely to rely on _______.

personal selling

Which of the promotion methods is the most precise?

personal selling

Which of the following is used to assess an organization's image among the public or to evaluate the effect of a specific public relations program?

pr audit

IHOP (International House of Pancakes) announced it would change its name to IHOb (International House of Burgers). While the temporary stunt received both positive and negative attention from consumers as well as the media, the campaign was intended to be a fun

public relations

Walmart is requiring more trade sales promotion from manufacturer Procter & Gamble to keep extensively promoting its products and displaying them on its shelves. Procter & Gamble will most likely comply with Walmart's request because _______.

retailers like Walmart have gained considerable power in the supply chain

A marketing strategy is the selection of a(n) _______ and the creation of a(n) _______ that will satisfy the needs of target-market members.

target market; marketing mix

What type of sales position is Frank most likely to occupy?

technical saelsperson

Which of the following are likely to restock shelves, obtain more shelf space, set up displays, provide in-store demonstrations, and distribute samples to store customers?

trade salespeople

Jeff works in the sales department of a large firm that sells to retailers. His main duties are to help clients restock shelves, obtain more shelf space, set up displays, provide in-store demonstrations, and distribute samples to store customers. Jeff is most likely a(n) _______.

trade salesperson

An essential element of communicating with marketing employees is _______.

training

Assessing public attitudes and creating a favorable image are no less important than direct promotion of the organization's products.

true

At ACME Corp., managers are using a strategy of trying to get consumers to share the firm's message via a quirky online YouTube video in a way that spreads dramatically and quickly. This is best described as _______.

viral marketing

Because Samantha loves Chinese food, she was eager to check out a new Chinese restaurant in town. The restaurant had undertaken a large-scale promotional campaign, with television commercials, glossy magazine ads, large billboards, and Facebook ads. However, when she talked to two of her friends, they told her the restaurant left much to be desired. The service was terrible, and the prices were too high. Based on these recommendations, Samantha decided it was not worth it to try out the restaurant. The Chinese restaurant failed to realize the importance of _______.

word-of-mouth marketing

Which of the following sites has likely been the most useful for marketers wanting to engage in viral marketing?

youtube

Maria receives a fixed salary plus a commission based on sales volume after she sells $20,000 worth of merchandise for her company. Which of the following best describes her compensation?

Combination compensation plan

Scenario 2.4 It is a year later. Jessica's manager decided that the company would develop a salsa business. Jessica has been in a flurry of activity since then. Not only did the company have to invest in a building and equipment, but she has had to develop marketing strategies for the new salsa business. The marketing strategies are now complete and ready to be put into action. Jessica was placed in charge of marketing implementation. She has spent several months organizing the marketing unit, training employees, coordinating the marketing staff, developing a social media plan, and communicating the goals and objectives of the strategy. Refer to Scenario 2.4. What is next step Jessica should take to implement the marketing strategy?

Establish a timetable for implementation

Scenario 2.6 Margie noticed that sales of her company's newest electric bicycle product are much higher than anticipated. She wants to investigate why this has occurred. Margie first compares the sales to performance standards the company has set for the new product. She examined the firms' efforts, the costs incurred from marketing activities, industry sales as a whole, and competitor sales. After looking at all this data, she determined that the reason for the higher sales was two-fold. Industry sales averages were high, and after some investigation Margie noticed that there has been a major influx in consumers wanting to bike to work or for recreational purposes—much more than anticipated. The electric bicycle they released also had a unique design, and she believes this design—which is patented so rivals cannot replicate it—makes the bicycle more comfortable for bicyclists who bike long distance. Refer to Scenario 2.6. At what stage of the strategic planning process is Margie?

Evaluating marketing strategies

Which of the following is a disadvantage of being a first-mover in the market?

Large outlays associated with creating a new product

A very small firm is most likely to rely on which of the following in regards to its advertising needs?

Local newspapers and broadcast stations

Which of the following is appropriate for stimulating primary demand?

New introductory promotion

Which of the following has become important due to the increasing fragmentation of television viewers who have ever-expanding viewing options and technology that can screen advertisements?

Product placement

Which of the following is NOT one of the criticisms of promotion cited in your text?

Promotion lowers prices

Which of the following uses tools such as annual reports, brochures, event sponsorship, and sponsorship of socially responsible programs?

Public relations

ACME Corp. is evaluating the effectiveness of a recent campaign by showing selected consumers the actual advertisement and asking whether they recognize it. ACME is probably using which method to evaluate its campaign?

Recognition test

Which of the following is true about relationship marketing?

Relationship marketing involves interactions with customers over the long term.

Scenario 2.6 Margie noticed that sales of her company's newest electric bicycle product are much higher than anticipated. She wants to investigate why this has occurred. Margie first compares the sales to performance standards the company has set for the new product. She examined the firms' efforts, the costs incurred from marketing activities, industry sales as a whole, and competitor sales. After looking at all this data, she determined that the reason for the higher sales was two-fold. Industry sales averages were high, and after some investigation Margie noticed that there has been a major influx in consumers wanting to bike to work or for recreational purposes—much more than anticipated. The electric bicycle they released also had a unique design, and she believes this design—which is patented so rivals cannot replicate it—makes the bicycle more comfortable for bicyclists who bike long distance. Refer to Scenario 2.6. What method of analysis is Margie using?

Sales analysis

Scenario 18.3 Amelia is partnering with Frank, an engineer, to try and sell a new aerospace product. Amelia has the sales expertise, but the firm believes that the product is so high-tech that an engineer who helped design the product is needed to explain more of the technical details for clients who have questions. Amelia is very eager to make sales. Normally, Amelia likes to work alone, but she appreciates Frank's expertise because she thinks it'll help increase sales significantly. Amelia is paid by the sale, so her compensation depends entirely upon her sales during a given period. In addition to answering specific questions about the product, Frank will also provide the client organization with assistance on its applications and system design. Refer to Scenario 18.3. What type of compensation system does Amelia have for her personal selling efforts?

Straight commission compensation plan

Which of the following is NOT one of the developers of an advertising campaign?

accounting firm

In recent years, sales promotion has increased at the expense of _____

advertising

Scenario 17.1 Faith's job is to provide copywriting services for promotions from several major clients. Anna works closely with her on the artwork for the promotions. After they are all finished, their colleague Phillip arranges the artwork and copy. Currently, they are developing a print advertising campaign. If their manager approves their work, they will be able to go ahead and proceed to the next step in the development of the campaign. Refer to Scenario 17.1. Faith, Anna, and Phillip most likely work at a(

advertising agency

The J.Crew Ludlow Suit collection capitalizes on its positioning as "style with a substance." This is most likely the _______ for this particular J.Crew product lin

advertising platform

When a product's target market consists of millions of customers, organizations tend to rely on _______ and _______.

advertising; sales promotion

Which personal selling process step may involve calling on customers without prior consent?

approach

Marketing cost analysis _______.

breaks down and classifies costs to determine which are associated with specific marketing efforts

Which of the following would be part of an organization's corporate identity materials?

business cards

is a secondary incentive and is a sum of money that a producer gives to a reseller for each unit the reseller buys after an initial promotional deal is over.

buy back allowance

ACME Corp. is running a sales promotion in which it offers to give retailers $1 for each case of widgets purchased during the promotion. This best describes ____

buying allowance

Rick works as a marketer at Hasbro. He recently designed an online contest using social media that encouraged fans to submit their own ideas for a new toy design. Participants would submit their ideas, and consumers would vote for them on the site. Those who garnered the most votes would see their idea designed as a new toy. The winner would be rewarded by receiving 2 percent of the proceeds from sales of the toy. Refer to Scenario 16.1. The campaign was so successful that Rick decided to host a special event to announce the winner. On the day of the event he invited the media to film the event. The CEO of the firm named the finalists and then called out the winner. This all occurred with much fanfare. An illustration of the proposed product with a short description was provided to reporters to publish in the paper. This campaign is an example of _______.

buzz marketing

Scenario 17.3 Every year on Independence Day, Nathan's Famous holds a hot dog eating contest. One year, Orbitz donated a travel package for the winner. The event always gets extensive media coverage. Refer to Scenario 17.3. The New York Times has covered the Nathan's Hot Dog Eating Contest in the past. This year it requested a photo of the winner during the contest eating hot dogs. It posted a large shot of the photo on the news website. Underneath it included a brief description of the contest and the winner. This is an example of a _______.

captioned photograph

Procter & Gamble's Tide laundry detergent has a predominant share of the detergent market in the United States. However, the detergent market has reached market saturation in the United States. With this information, what type of product is Tide based upon the Boston Consulting Group's market growth/market share matrix?

cash cow

Marty works at an organization with a clear chain of command. The major decisions are relegated to top managers. Marty and his co-workers have strict performance standards. Managers at his organization monitor the work of employees to make sure they are staying on track. This is an example of a

centralized

The limit on the volume of information a communications channel can handle effectively is known as _______.

channel capacity

Scenario 16.2 Xuxez is a sports apparel retailer that targets the teen market. It has been having trouble reaching its target audience through traditional promotion. Readership of magazines and newspapers has declined among the teen market. Research also shows that when watching television, teenagers will often switch to a different channel whenever a commercial comes on. Xuxez decides to pay to have the main characters in the popular teen series Riverdale wear its newest line of sportswear during certain episodes. It hopes to familiarize viewers with its newest brand. Refer to Scenario 16.2. The type of promotional activity used is based on _______.

characteristics of the target market

Overuse of cents-off offers might lead to _______.

cheapened brand image

Which of the following contrasts the promoted brand with one or more identified competing brands on the basis of one or more product characteristics?

comparative advantage

Which of the following is NOT a factor affecting the routing and scheduling of sales calls?

compensation method

Scenario 2.3 Jessica continues to work on the marketing strategy for Tres Tortillas. Tres Tortillas was successful in selling 16-ounce jars of salsa in its restaurant. In fact, demand for the jars of salsa is so high that Jessica believes Tres Tortillas should try to expand and start selling in stores and online. She believes Tres Tortillas salsa has the potential for enormous growth, perhaps even more so than the actual restaurant. Refer to Scenario 2.3. Jessica's manager is skeptical. Such an investment would require a manufacturing facility, a larger marketing budget, and salespeople who would be able to get the salsa onto store shelves. However, Jessica maintains that Tres Tortilla's secret salsa recipe provides it with a core competency. The market for salsa is also strong. She believes this provides Tres Tortillas with a chance to match its core competency to market opportunities, otherwise known as a(n) _______.

competitive advantage

Verizon releases advertising that informs users that it is "America's #1 Internet Service Provider." This is an example of _______.

competitive advertising

Which of the following is a major goal of integrated marketing communications (IMC) in regard to its marketing messages?

consistency

Taco Bell would like to create a sales promotion event that would allow customers to have fun. After doing some research, it decided upon a _______ because contestants would be more highly involved even if participation might be somewhat lower.

consumer contest

To boost sales, ACME Corp. launched a sales promotion effort that required individuals to compete for a free iPad by collecting stickers on the inside of packaging of ACME widgets. This best describes a ____

consumer game

Scenario 18.2Dell sells to both individual customers through its site as well as through retailers such as Best Buy. Sales have been down lately as a competitor just came out with a new, popular product. Dell wants to offer an additional inducement to encourage its customers to buy. It decides to send a specified amount of money to consumers who purchase one of their more expensive computers. The consumer will receive a form that they will need to fill out and mail to Dell to receive the money. Dell also wants to encourage resellers to promote the product, so it agrees to pay resellers certain amounts of money for providing promotional efforts like advertising or point-of-purchase displays.Refer to Scenario 18.2. The first type of sales promotion mentioned is a(n) _______ sales promotion. The second type is a _______ sales promotion.

consumer; trade

Mackenzie works closely with retailers who sell her company's products—fancy watches. Lately, one retailer has seemed reluctant to order more watches. According to the retailer, it does not seem to experience enough sales from their watches to justify selling them. Mackenzie's firm tells the retailer that it will include a silver tray with its next shipment of watches if the retailer will commit to purchasing one more shipment of their newest watch product and display the watches on the tray for at least a week. This is an example of a _______.

dealer loader

The Kenmore brand released a new type of appliance. Shelby is in charge of sales promotion. After examining the types of sales promotion that would be most effective, she chooses a _______. Although labor costs will be high, she knows it has proven to be a highly effective way of selling appliances.

demonstration

Scenario 2.5 Paul owns a small retail store. His store sells local products from farmers and small food and beverage businesses in his store. He has a number of strategic partnerships with different players in the industry and believes his business has the ability to become highly successful. Those customers who have bought from him have become loyal customers and frequently visit the store. The problem is most people do not seem to realize the store exists. He decides to write a marketing plan that will outline the marketing activities he needs to take to spread awareness of his company and attract consumers to his business. Refer to Scenario 2.5. Paul is at the stage of his marketing plan where he needs to gather information about his firm's situation with respect to the market. A major part of this is his assessment of target markets. Which section is he about to write?

environmental analysis

It has been about 10 years since the BP oil spill that rocked the Gulf of Mexico. BP has launched a number of campaigns to reestablish its credibility. If BP wanted to identify changes in public opinion impacting the firm, it should conduct

environmental monitoring

Scenario 17.2 OkCupid paid popular community site BuzzFeed to publish a post on its site. The post is titled "Here's How to Be Super Dateable, According to OkCupid." The post followed the BuzzFeed format but also included links to download the OkCupid app. Refer to Scenario 17.2 OkCupid wanted to know how effective its campaign was. It decided to survey a panel of users to measure how well they remembered the advertisement. OkCupid is currently in the _______ stage of the advertising campaign and is interested in implementing a(n) _______.

evaluating advertising effectiveness; posttest

A marketing strategy is stating what is to be accomplished through marketing activities using clear language. It should be measurable.

false

A salesperson should always anticipate and counter objections before the prospect raises them.

false

A social audit identifies changes in public opinion affecting an organization.

false

Conducting a SWOT analysis comes immediately before the establishment of corporate and business-unit strategies.

false

Experts have determined that good salespeople exhibit a set of generally accepted characteristics.

false

Promotion today tends to be more deceptive than 100 years ago.

false

Proxemic communication involves communication through the movement of head, eyes, arms, hands, legs, or torso.

false

The marketing implementation section of the marketing plan outlines how the company will achieve its objectives.

false

A major benefit of personal selling over other promotional tools is

flexibility

Hallmark is using a strategy of running advertisements for set periods of time, alternating with periods in which no ads run. This is best described as _______.

flighting

Which of the following is the most expensive sales promotion method?

free samples

Janice works for a business that sells safety equipment for engineering and construction firms. She has set up a booth at a trade show. Interested representatives from different firms can talk with Janice about the products her company offers. Janice encourages each person that stops by to fill out a form with their information on it, so her company can send them more information about their products as well as promotional opportunities. Janice is using this promotional technique to _______.

identify prospects

To prevent unfavorable public relations or at least lessen its effect, the first thing a firm should do is _______.

implement safety programs, inspections, training, and effective quality control procedures

Which of the following support personnel or take orders, follow up on deliveries, and provide technical information?

inside salespeople

Madeline works in the sales division of an office supply business. Most of her time is spent on the phone talking to current clients. Some of these customers consist of individual businesses, while others are retailers that will resell the office supplies. Most of Madeline's job involves taking reorders from their customers. Sometimes she also calls to ensure the products were delivered on time. Madeline is most likely a(n) _______ focused on _______.

inside salesperson; current-customer sales

The mayor of Lexington, Kentucky held a press conference to comment on some changes to a local ordinance and explain how it would affect the city. During the press conference, interested citizens could use Twitter to send in questions. The mayor's staff monitored the questions and selected some of them for the mayor to answer during the press conference. This can best be described as

integarted marketing comm

Urban Outfitters is coordinating promotion and other marketing efforts to ensure maximum informational and persuasive impact on customers. This is best described as _______.

integrated marketing communications

Scenario 17.1 Faith's job is to provide copywriting services for promotions from several major clients. Anna works closely with her on the artwork for the promotions. After they are all finished, their colleague Phillip arranges the artwork and copy. Currently, they are developing a print advertising campaign. If their manager approves their work, they will be able to go ahead and proceed to the next step in the development of the campaign. Refer to Scenario 17.1. Phillip is most likely working on ______

layout

If promotion is used to successfully stimulate demand, the producer should be able to produce and market products in larger quantities and thus reduce per-unit production research and development, overhead, and marketing costs, which can result in _______.

lower prices

Lynn works in sales at a firm that sells large-scale printing equipment for printing companies. She recently sold a new model of the company's product. However, the machine did not work properly, and investigations showed that it was a mistake made on the part of the manufacturer stemming all the way back to its construction in the factory. Lynn's sales manager had put a lot of pressure on Lynn to sell as much of this new equipment as she could, and now Lynn is worried that more products she sold will also have defects in the machinery. In this case, there could be a major recall, and the firm's CEO would have to get involved. Suppose an organization who bought the machinery realizes it is not working. The customer is highly dissatisfied and is likely to express her discontent initially to ______

lynn

A _______ states what is to be accomplished through marketing activities.

marketing objective

states what is to be accomplished through marketing activities.

marketing objective

Performance standards are derived from _______.

marketing objectives

is a written document that specifies the marketing activities to be performed to implement and evaluate the organization's marketing strategies.

marketing plan

is used less frequently today than in the past.

mass media ad

Scenario 18.2 Dell sells to both individual customers through its site as well as through retailers such as Best Buy. Sales have been down lately as a competitor just came out with a new, popular product. Dell wants to offer an additional inducement to encourage its customers to buy. It decides to send a specified amount of money to consumers who purchase one of their more expensive computers. The consumer will receive a form that they will need to fill out and mail to Dell to receive the money. Dell also wants to encourage resellers to promote the product, so it agrees to pay resellers certain amounts of money for providing promotional efforts like advertising or point-of-purchase displays. Refer to Scenario 18.2. As the scenario describes Dell agrees to pay resellers certain amounts of money for providing promotional efforts like advertising or point-of-purchase displays. This is most likely a _______.

merchandise allowance

Google has written down the following: "to organize the world's information and make it universally accessible and useful." This is most likely a part of Google's _______.

mission statement

Scenario 17.2 OkCupid paid popular community site BuzzFeed to publish a post on its site. The post is titled "Here's How to Be Super Dateable, According to OkCupid." The post followed the BuzzFeed format but also included links to download the OkCupid app. Refer to Scenario 17.2. What type of advertising is OkCupid using?

native

Digital advertising that matches the appearance and purpose of the content in which it is embedded is called _______.

native advertising

Word-of-mouth communication is most effective for _______ and _______.

new-to-market products; expensive products

Scenario 2.5 Paul owns a small retail store. His store sells local products from farmers and small food and beverage businesses in his store. He has a number of strategic partnerships with different players in the industry and believes his business has the ability to become highly successful. Those customers who have bought from him have become loyal customers and frequently visit the store. The problem is most people do not seem to realize the store exists. He decides to write a marketing plan that will outline the marketing activities he needs to take to spread awareness of his company and attract consumers to his business. Refer to Scenario 2.5. Paul would like his sales for next month to reach $30,000. This is an example of a _______.

performance standard

Damian works at the Container Store. While he is placing inventory on the shelves, a customer comes up to him. The customer mentions she saw an advertisement on a new storage product that just came out. Damian informs the customer that the store is out of the product but will be getting a new shipment tomorrow. When the lady asks Damian if they have any similar products, Damian leads her to a product that he feels will meet her needs. He tells her while this a bit smaller, it also costs less and is on sale. Damian is engaging i

personal selling

Which of the following is the most important with business-to-business transactions involving the purchase of expensive products?

personal selling

Which of the following focuses on a product category rather than a specific brand?

pioneer

Apple has been working on what it believes is a revolutionary new technology. CEO Tim Cook is finally ready to showcase this technology. Cook knows this is a major news event and wants to get as much exposure as possible. Which public relations tool would probably be best for Tim Cook to use to announce this major news event?

press conference

Whenever ACME Corp. introduces a new product, it sends out a single page with typewritten copy containing fewer than 300 words and describing a company event or product called a(n) _______ and a photograph with a brief description explaining its contents, called a(n) _______.

press release; captioned photograph

Scenario 2.2 Jessica's manager believes that Tres Tortillas can gain an advantage over competing Mexican restaurants in the area by capitalizing on the higher demand for salsa. He believes the firm's top-secret salsa recipe could be the key to expanding into another market niche. The manager has proposed developing a line of its salsas in 16-ounce jars to sell at its restaurant. This way its loyal customers could buy its salsa outright and serve it at home. Jessica has been tasked with the determining the feasibility of this strategy. Refer to Scenario 2.2. What type of competitive growth strategy is Jessica's manager discussing?

product development

Scenario 16.2 Xuxez is a sports apparel retailer that targets the teen market. It has been having trouble reaching its target audience through traditional promotion. Readership of magazines and newspapers has declined among the teen market. Research also shows that when watching television, teenagers will often switch to a different channel whenever a commercial comes on. Xuxez decides to pay to have the main characters in the popular teen series Riverdale wear its newest line of sportswear during certain episodes. It hopes to familiarize viewers with its newest brand. Refer to Scenario 16.2. Xuxez is engaging in what type of promotion?

product placement

is a form of advertising that strategically locates products or product promotions within entertainment media to reach the product's target markets.

product placement

John is highly critical of promotion. Recently his son has asked for a new bicycle even though the old one works fine. John believes all the ads for the bicycle on YouTube have convinced his son that he must have the bike to be happy. His wife Matilda, however, knows that many of the "cool" kids in her son's class use that bike. Despite her thoughts on the matter, John is convinced that promotion is negative. John believes that _______.

promotion creates needs

Molly owns a small flower shop. She has recently expanded and would like to get more customers. Her ideal form of promotion would be a television advertisement. However, she decides it costs too much for her to go that route. She decides to place a smaller ad in on Facebook at half the cost. Molly's reasons for choosing this form of promotion is based on her

promotional resources

Salespeople from ACME Corp. are searching for potential customers from company sales records, trade shows, commercial databases, newspaper announcements, public records, telephone directories, trade association directories, and many other sources. This is best described as _______.

prospecting

Scenario 18.1Sheila works at an industrial products firm. She is sent to an industrial products trade show to man a booth. At the booth she talks with a number of company representatives and urges them to write their names and contact information on a card, so she can contact them later. When she gets back to the office, Sheila plans to go over the contacts and do some research to determine whether they have bought from the firm before, their industry and interests, and whether they are the key decision makers of the businesses.Refer to Scenario 18.1. At the trade show, Sheila is engaging in which stage of the personal selling process.

prospecting

Scenario 17.3 Every year on Independence Day, Nathan's Famous holds a hot dog eating contest. One year, Orbitz donated a travel package for the winner. The event always gets extensive media coverage. Refer to Scenario 17.3. Orbitz's donation of a travel package for the winner of Nathan's Hot Dog Eating Contest was most likely an attempt to generate positive _______.

public relations

Which of the following is a broad set of communication efforts used to create and maintain favorable relationships between an organization and its stakeholders?

public relations

Scenario 17.3 Every year on Independence Day, Nathan's Famous holds a hot dog eating contest. One year, Orbitz donated a travel package for the winner. The event always gets extensive media coverage. Refer to Scenario 17.3. Suppose that USA Today writes an article about this year's Nathan's Famous Hot Dog Eating Contest. This acts as _______ for Nathan's Hot Dogs.

publicity

ACME Corp. has a promotion strategy that involves promoting its widgets through personal selling and sales promotion to the wholesalers that handle its products. Which channel promotion policy is ACME using?

push

Which of the following trade sales promotion methods is appropriate when personal selling is an important part of the marketing effort?

push money

Scenario 18.2 Dell sells to both individual customers through its site as well as through retailers such as Best Buy. Sales have been down lately as a competitor just came out with a new, popular product. Dell wants to offer an additional inducement to encourage its customers to buy. It decides to send a specified amount of money to consumers who purchase one of their more expensive computers. The consumer will receive a form that they will need to fill out and mail to Dell to receive the money. Dell also wants to encourage resellers to promote the product, so it agrees to pay resellers certain amounts of money for providing promotional efforts like advertising or point-of-purchase displays. Refer to Scenario 18.2. As the scenario describes, Dell plans to create a sales promotion in which it will send a specified amount of money to consumers who purchase their line of more expensive computers. This is most likely a _______.

rebate

In the communication process, the _______ is the individual, group, or organization that decodes a coded message.

receiver

A small store on the Santa Fe plaza is open six days a week from 9 a.m. to 6 p.m. The store usually has some type of sales promotion during the weekdays but rarely offers them on Saturdays. This promotional strategy is most likely because the owner wants to _______.

reduce sales fluctuations

Shiloh works in marketing. He is part of team coming up with the content of a new advertisement for Bounty paper towels. Shiloh favors showing a large photo of the paper towels cleaning up a spill with the popular tagline, "Quicker Picker Upper." Another team member, Luanne, doesn't favor this idea. She believes they need to do something new and novel. Shiloh, however, thinks the tagline works to reiterate the message that Bounty is a good product for wiping up spills. Luanne prefers an advertisement that will describe how Bounty is superior to Brawny as sales of Brawny paper towels have recently increased. Shiloh favors a(n) _______ advertising approach, while Luanne favors a _______ approach

reminder; comparative

Toastie's restaurant is developing a frequent-user program that asks customers to input their phone number each time they order and then rewards them with free drinks or chips after they have spent $50 at the restaurant. This best illustrates the promotional objective of _______.

retain loyal customers

Scenario 16.1 Rick works as a marketer at Hasbro. He recently designed an online contest using social media that encouraged fans to submit their own ideas for a new toy design. Participants would submit their ideas, and consumers would vote for them on the site. Those who garnered the most votes would see their idea designed as a new toy. The winner would be rewarded by receiving 2 percent of the proceeds from sales of the toy. Refer to Scenario 16.1. What type of promotion is this online contest?

sales promotion

Sales force objectives for the entire force are normally stated in terms of all of the following, except _______.

sales territory

When creating sales territories, managers should try to create territories _______.

similar sales potential

PepsiCo launched a massive sustainability campaign involving water conservation and rain forest preservation. It wants to create an image of being a strong corporate citizen. After the campaign, PepsiCo wants to measure the extent to which its stakeholders view it as being ethical and socially responsible. It should therefore conduct a(n) _______.

social audit

Scenario 16.1 Rick works as a marketer at Hasbro. He recently designed an online contest using social media that encouraged fans to submit their own ideas for a new toy design. Participants would submit their ideas, and consumers would vote for them on the site. Those who garnered the most votes would see their idea designed as a new toy. The winner would be rewarded by receiving 2 percent of the proceeds from sales of the toy. Refer to Scenario 16.1. In order to communicate the message, Rick had to convert his message into writing that represented the ideas he was trying to get across. Rick is the _______ of the message, and he is involved in _______.

source; encoding

Planters nuts released an advertisement describing the health benefits and nutritional value of different nut varieties such as cashews and peanuts. Planters' objective for this promotion is most likely to _______.

stimulate primary demand

____________a company establishes an organizational mission and formulates goals, a corporate strategy, marketing objectives, and a marketing strategy.

strategic planning

Scenario 2.6. Margie noticed that sales of her company's newest electric bicycle product are much higher than anticipated. She wants to investigate why this has occurred. Margie first compares the sales to performance standards the company has set for the new product. She examined the firms' efforts, the costs incurred from marketing activities, industry sales as a whole, and competitor sales. After looking at all this data, she determined that the reason for the higher sales was two-fold. Industry sales averages were high, and after some investigation Margie noticed that there has been a major influx in consumers wanting to bike to work or for recreational purposes—much more than anticipated. The electric bicycle they released also had a unique design, and she believes this design—which is patented so rivals cannot replicate it—makes the bicycle more comfortable for bicyclists who bike long distance. Refer to Scenario 2.6. Margie believes this is the optimal time to seize upon this opportunity. Through the bike's patented design, her company has capabilities that fit the unique demands of this growing market. Margie wants to capitalize on this opportunity before these market trends have a chance to change. This period for Margie's firm is known as a ______

strategic window

Leonard is a salesperson for ACME Motors. He always tries to shake hands with potential new customers and to "seal the deal" when they sign a sales contract. In personal selling, handshaking is an example of _____

tactile communication

The group of people at whom advertisements are aimed is called the _______.

target audience

Which of the following involves the salesperson joining with people from the firm's financial, engineering, and other functional areas?

team selling

Josh, who has an engineering degree, gives practical assistance to ACME Corp.'s current customers, advising them on product characteristics and applications, system designs, and installation procedures. Josh is best described as a(n) _______.

technical salesperson

Amelia is partnering with Frank, an engineer, to try and sell a new aerospace product. Amelia has the sales expertise, but the firm believes that the product is so high-tech that an engineer who helped design the product is needed to explain more of the technical details for clients who have questions. Amelia is very eager to make sales. Normally, Amelia likes to work alone, but she appreciates Frank's expertise because she thinks it'll help increase sales significantly.Amelia is paid by the sale, so her compensation depends entirely upon her sales during a given period. In addition to answering specific questions about the product, Frank will also provide the client organization with assistance on its applications and system design. Amelia and Frank are engaged in team selling.

true

If Mattel tells Walmart it will give them a discount if they purchase a certain amount of product, this would be an example of a push policy.

true

If promotion stimulates demand, it is entirely possible that it will lead to lower prices for consumers.

true

The degree of centralization falls under organizing the market unit—a major part of managing marketing implementation.

true

Which of the following is NOT a public relations tool?

tv commercial