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Which of the following would be information included in a UPC code? A) the customer’s contact information B) the ingredients of the product C) the manufacturer of the product D) the retailer of the product E) the expiration date of […]

Researchers carefully design experiments with independent and dependent variables to test predicted relationships among those variables. The producer and the final consumer are part of every type of channel of distribution. Answer: TRUE The development of a new television show […]

The final stage of the creative selling process is the close. Off-price retailers obtain surplus merchandise from manufacturers and offer brand-name, fashion-orientated goods at low prices. Answer: TRUE Happy customers are more likely to tell their friends about their pleasant […]

The marketing team at Connected.com, a social networking site aimed at connecting job seekers with employers, must decide how much to charge for different levels of membership and access to those using the site. Using which ethical philosophy would they […]

Jaygo Food Stores hires better employees than the competition by conducting lengthy searches and interviews. Management also trains employees much better than competitors. Jaygo has gained a strong competitive advantage through which type of differentiation? A) image B) people C) […]

Through ________ activities, a firm gathers and analyzes publicly available information about rivals. A) economic infrastructure B) competitive intelligence C) demographic D) perfect competition E) business cycle Which of the following is an illegal sales technique? A) retailtainment B) a […]

A brand manager serves essentially the same function as a product category manager. Today’s professional salesperson is more likely to practice relationship selling than transactional selling. Answer: TRUE For marketers today, gathering data is a bigger challenge than deciding how […]

Which of the following types of retailers place the most emphasis on salespeople assisting customers throughout the purchase process? A) limited-service retailers B) full-service retailers C) self-service retailers D) discount retailers E) off-price retailers The second step of the marketing […]

While deciding whether or not to begin a construction project overseas, BuildBest learned that they would not be able to get permits for demolition until they paid a local city official a sizable fee in addition to the fees the […]

Costa Rica, the Dominican Republic, El Salvador, and several other Central American countries formed the CAFTA economic community. This is an example of a policy of protectionism. Culture is society’s personality. Answer: TRUE Ads for an airline promote its last […]

What is the next step in the business buying decision process after the product specifications are written? A) obtain written or verbal bids B) evaluate alternatives C) scan trade publications D) evaluate vendors E) set price ceiling Chevrolet runs a […]

In which step of the hierarchy of effects would a marketer most likely use celebrity endorsements and status appeals? A) create awareness B) inform the market C) create desire D) encourage purchase E) build loyalty Which of the following is […]

For marketers, racial and ethnic subcultures are less important than more easily defined microcultures such as avid Green Bay Packers fans or devotees of Southern gospel music. A missionary salesperson stimulates demand for a product and is therefore a major […]

Quaker Oats inserted $5 million worth of gold and silver coins in Ken-L Ration dog food packages. This is an example of a contest. Providing service to the customer after a purchase is not an activity associated with the value […]

In small firms, the marketing function is usually handled by a ________ who is responsible for new-product planning, advertising, working with the company’s sales representatives, and marketing research. A) single marketing manager B) brand manager C) product category manager D) […]

Which of the following occurs when competitors making the same product jointly determine what price each will charge customers for the item? A) horizontal price fixing B) vertical price fixing C) predatory pricing D) internal reference pricing E) assimilation pricing […]

Analysis of a firm’s internal environment identifies the firm’s ________. A) strengths and weaknesses B) strengths and opportunities C) opportunities and threats D) weaknesses and threats E) strengths and threats The ________ environment refers to the local, state, national, and […]

According to the theory of the wisdom of crowds, companies that make some of their products available for free are actually able to generate more revenue than companies that charge for all of their products. To better tailor the services […]

In February 2000, the United States imposed a tax on imported steel in an effort to protect about 5,000 U.S. jobs. Another name for this levied tax is a(n) ________. A) embargo B) gray tax C) tariff D) import quota […]

The first phase of marketing planning is the development of a market position. Historically, marketers have measured success in a product category by their market share. Answer: TRUE Simulated test marketing can help a company determine where in a store […]

Which of the following is NOT true about the SERVQUAL scale? A) SERVQUAL is not used in connection with gap analysis. B) The SERVQUAL scale is usually administered in a survey format. C) Firms often track SERVQUAL scores over time […]

In which stage of the creative selling process would the salesperson say, “What quantity would you like to order?” A) preapproach B) close C) qualify D) handle objections E) follow-up The last stage in the new product development process is […]

________ serve as visible markers to flaunt membership in higher social classes. A) Heuristics B) Psychographics C) Status symbols D) Reference groups E) Attitudes MRO products are goods that businesses use for ________. A) management, research, and order-processing B) marketing, […]

Which of the following statements about a vertical marketing system (VMS) is true? A) A VMS is a channel in which there is cooperation among channel members at two or more different levels of the channel. B) Members of a […]

Which of the following is a discount retailer owned by a manufacturer that provides the manufacturer a store to sell off defective merchandise? A) a specialty store B) a factory outlet store C) a department store D) a general merchandise […]

A(n) ________ strategy is implemented when a store places two similar items next to each other, highlighting the fact that the price of one item is slightly lower than that of the other item. A) assimilation effect B) contrast effect […]

Nita can visit her local supermarket and buy a dozen roses, a gallon of milk, two birthday cards, a bag of cat litter, and a pan for roasting a turkey. This illustrates how channels of distribution benefit consumers by ________. […]

Wholesaling includes all the activities involved in selling goods or services directly to final consumers for their personal use. Suppliers, customers, and employees have ready access to a company’s intranet. Answer: FALSE The pure selling approach in marketing is exclusively […]

In general, companies that focus on a triple bottom line are most likely to place a priority on which of the following? A) sustainability B) the production orientation C) the selling orientation D) manufacturing on demand E) instapreneurship The marketing […]

Descriptive research using a ________ design tracks the responses of the same sample of respondents over time. A) latitudinal B) cause-and-effect C) longitudinal D) cross-sectional E) hierarchical BeneBag is a marketer of reusable shopping bags made 100% from recycled materials. […]

Using ________, a company modifies a basic good or service to meet the needs of a specific individual customer. A) undifferentiated targeting B) positioning C) customized marketing D) mass customization E) differentiated targeting Over the past 100 years or so, […]

Jolene’s firm markets preplanning services for a mortician. She finds that most of her target market wants to avoid discussing future funeral needs, so she must somehow first get their attention. Jolene’s firm most likely uses the ________. A) production […]

When a snow blower shop offers a price reduction to customers who buy during the spring and summer, the shop is giving a(n) ________ discount. A) functional B) seasonal C) annual D) trade E) allowance Which of the following is […]

Demographic changes have contributed to a decline in the use of door-to-door sales in the United States. There will always be a need for channel intermediaries that physically handle the product. Answer: FALSE It is more difficult to assess the […]

A winery introduced a brand wine that it priced twice as high as its other wine. This is an example of product extension by a(n) ________. A) downward line stretch B) product mix C) cannibalization strategy D) upward line stretch […]

A catalog retailer has identified African-American professionals between the ages of thirty-five and forty-five as the group of customers within the larger market that is a potential market for its products. The retailer plans to direct its marketing efforts toward […]

Using current sales as a predictor, which of the following products would likely be most effectively sold using direct selling? A) women’s shoes B) cleaning products C) baby furniture D) automobiles E) pet food Which of the following is NOT […]

A sales manager sets an objective for her team to increase the units sold by five percent for the quarter. This objective is most likely part of a detailed ________ plan that is created annually, semiannually, or quarterly. A) strategic […]

Marketers would be most likely to use a focus group in which stage of new product development? A) idea generation B) problem recognition C) business analysis D) positioning strategy E) product adoption In a(n) ________, all of the buyers know […]

Franchising is a form of ________. A) importing B) tactical alliance C) licensing D) joint venture E) direct investment Business-to-business marketers who look at the size of firms in terms of total sales or number of employees are using ________ […]

Each year, Honeywell asks every department manager to rate his or her department’s strengths and weaknesses as well as those of the other departments with which the department interacts. Then each department manager is asked what he or she sees […]

Six women were invited to participate in a discussion on motels, hotels, and resorts. A discussion leader first asked them what differentiated motels, hotels, and resort accommodations. Then she asked them to identify all the amenities they expect to find […]

A country’s ________ indicates the average quality and quantity of goods and services consumed within the country. A) economic infrastructure B) standard of living C) gross domestic product (GDP) D) gross national product (GNP) E) business cycle A channel consisting […]

With ________, the seller pays both the cost of loading and transporting the product to the customer. A) uniform delivered pricing B) basing-point pricing C) F.O.B. origin pricing D) F.O.B. delivered pricing E) F.O.B. factory pricing Advertising by sampling that […]