Which of the following statements about buying centers is true?
A) The buying center is a fixed and formally identified unit within a buying
organization.
B) Roles in the buying center are specified in the organizational chart of a firm.
C) The CEO of an organization is always the decision maker in a buying center.
D) An individual’s role in a buying center does not change with time.
E) Some buying centers involve informal participants.
________ data consist of information collected for the specific purpose at hand.
A) Primary
B) Secondary
C) Derived
D) Archival
E) Historical
Which of the following statements regarding marketing intelligence is true?
A) Marketing intelligence typically involves sensitive and confidential information kept
out of the public domain.
B) The advantage of using competitive intelligence is negligible as it is based only on
internal sources of data.
C) All marketing intelligence inputs are available at no cost to all potential users.
D) Marketing intelligence is the systematic collection and analysis of publicly available
information.
E) Marketing intelligence efforts are more focused on gaining insights into a firm’s
consumers rather than its competitors.
Which term refers to a giant specialty store with a very deep assortment of a particular
product line?
A) category killer
B) convenience store
C) factory outlet
D) department store
E) independent store
Voize, a leading mobile phone manufacturer, focuses on low labor costs and mass
distribution to ensure the continuous availability of its products at reasonable prices.
Voize most likely follows the ________.
A) customer-driving marketing concept
B) marketing concept
C) societal marketing concept
D) production concept
E) selling concept
Salespeople write up their completed activities in a(n) ________.
A) sales quota report
B) profit-sharing plan
C) call plan
D) call report
E) expense report
In supply chain management, moving products and materials from suppliers to the
factory is known as ________ logistics.
A) outbound
B) reverse l
C) inbound
D) downstream
E) inventory
The societal marketing concept states that companies should try to turn ________.
A) deficient products into pleasing ones
B) desirable products into pleasing ones
C) deficient products into salutary ones
D) all of their products into salutary ones
E) all of their products into desirable ones
Japan is a major exporter of manufactured goods, services, and investment funds. Japan
also exports its goods to other types of economies for raw materials and semifinished
goods. The country’s industrial structure is referred to as a(n) ________ economy.
A) agricultural
B) emerging
C) industrial
D) raw material exporting
E) subsistence
________ is the degree to which an innovation appears superior to existing products.
A) Relative advantage
B) Compatibility
C) Complexity
D) Divisibility
E) Communicability
When a company makes marketing decisions by considering consumers’ wants and
interests, the company’s requirements, and society’s long-run interests, it is most likely
practicing ________ marketing.
A) value
B) societal
C) sense-of-mission
D) consumer-oriented
E) customer value
Which of the following methods should a marketing researcher use to obtain
information that people are unwilling or unable to provide?
A) observational research
B) focus groups
C) personal interviews
D) Internet-based surveys
E) questionnaires
________ is the total combined customer lifetime values of all the company’s current
and potential customers.
A) Share of customer
B) Value proposition
C) Customer equity
D) Market share
E) Customer-perceived value
Which of the following strategies is most likely to be followed by firms that position
themselves as caterers of the best products at economical prices?
A) more for the same
B) more for less
C) same for less
D) more for more
E) less for much less
Flores Fashions promotes its clothing by emphasizing the durability and quality of the
fabrics it uses. The company has positioned its brand based on ________.
A) product benefits
B) product attributes
C) beliefs and values
D) market share
E) brand loyalty
Specialty products are consumer products and services that customers generally buy
________.
A) to conduct business
B) frequently and immediately
C) based on ready availability
D) without making comparisons
E) with minimal effort
Which of the following is true of the growth stage of the product life cycle?
A) New competitors avoid the market.
B) Prices tend to increase significantly.
C) Early adopters stop buying the product.
D) Profits are nonexistent at this stage.
E) Sales start climbing quickly.
Which of the following is most efficient for short hauls of high-value merchandise and
is highly flexible in its routing and time schedules?
A) water carriers
B) pipeline
C) trucks
D) air carriers
E) railroads
________ is the degree to which an innovation is difficult to understand or use.
A) Relative advantage
B) Compatibility
C) Complexity
D) Divisibility
E) Communicability
________ is the stage where a product and its proposed marketing program are
introduced into realistic market settings.
A) Market strategy development
B) Concept testing
C) Test marketing
D) Concept development
E) Business analysis
________ pricing refers to selling below cost with the intention of punishing a
competitor or gaining higher long-run profits by putting competitors out of business.
A) Oligopolistic
B) Captive
C) Dynamic
D) Zone
E) Predatory
Explain the difference between coupons and rebates using suitable examples.
Describe the major factors that influence business buyers.
Identify the major social criticisms of marketing.
How do organizations carry out marketing control?
Explain the whole-channel view of the distribution process.
Explain with examples how marketers segment markets based on occasions, benefits
sought, and user status.