Hallie has a tendency to be egocentric. She follows the rules of her company only to
avoid punishment and not to gain respect. When making decisions, she always focuses
on what immediate benefits she will gain from an alternative. Which of the following
stages of ethical development is illustrated in the scenario?
a. Preconventional morality
b. Postconventional morality
c. Conventional morality
d. Ethnocentric morality
Answer:
Which of the following statements is true of baby boomers?
a. They are postponing retirement to pay debts.
b. They spend less than any other population group.
c. They have minimal health care expenses.
d. They are affected by the Great Recession than any other cohort.
Answer:
Sustainable supply chain management primarily involves:
a. focusing on how to reduce interactions among suppliers, manufacturers, and end
users.
b. emphasizing short-term initiatives to preserve resources for the next production
cycle.
c. the use of the least expensive manufacturing, materials-handling, and transportation
systems as part of the supply chain management process.
d. the integration and balancing of environmental, social, and economic thinking into all
phases of the supply chain management process.
Answer:
Sinesia is a country that is famous for its vast deposits of cobalt, a material that is used
to make high-speed and high-temperature cutting tools and dyes. A company that wants
to manufacture tools for shaping steel would be most attracted to Sinesia’s:
a. political structure.
b. cultural aspects.
c. natural resources.
d. demographic makeup.
Answer:
_____ compete on the basis of low prices, high turnover, and high volume.
a. Discount stores
b. Convenience stores
c. Drugstores
d. Supermarkets
Answer:
In the context of SWOT analysis, marketers can identify strengths and weaknesses by
focusing on:
a. employee capabilities.
b. government policies.
c. quality of products produced by competitors.
d. foreign competitors.
Answer:
Which of the following statements is true of sales promotions?
a. Public relations cannot effectively be used with sales promotions.
b. Sales promotion is a type of direct marketing.
c. Marketers view sales promotion as an attempt to create a long-term, committed
relationship between customers and salespersons.
d. Sales promotions include experiential marketing whereby marketers create events
that enable customers to connect with brands.
Answer:
ABC television network uses billboard, television, magazine, and newspaper
advertising to inform viewers about new episodes of a popular television program.
Therefore, ABC television network uses _____ communication to promote the
television program.
a. referential
b. mass
c. factual
d. interpersonal
Answer:
Which of the following is true of business marketing on the Internet?
a. Business-to-business marketers are behind their business-to-consumer counterparts in
social media adoption.
b. Social media is no longer used to market content in the form of e-mail newsletters
and videos.
c. Determining a target market is easy in business marketing ever since social media has
gone mainstream.
d. Companies that make use of business marketing on the Internet are adopting social
media strategies at a slow pace.
Answer:
The product component of a marketing mix involves:
a. point of purchase.
b. distribution.
c. advertising.
d. brand name.
Answer:
_____ is an emerging trend that employs market data to best serve customers as they
prepare to make a purchase.
a. Retail channel omnification
b. Click-and-collect
c. Shopper marketing
d. Mass customization
Answer:
Randy’s Apparels Inc. plans to expand its customer base and product line. It introduces
a new line of designer wear that are very expensive and exclusively available at
Randy’s. It emphasizes the high quality and exclusivityof this new line of products in its
advertisements. In this case, Randy’s Apparels has used _____ for the new line of
products.
a. predatory pricing
b. leader pricing
c. bait pricing
d. prestige pricing
Answer:
In _____, consumers spend only a moderate amount of time and effort in gathering
information about a product and in considering various alternatives.
a. postpurchase evaluation
b. routine response behavior
c. limited decision making
d. low-involvement product purchases
Answer:
Mandy’s Packaging Inc. is a multibillion-dollar supplier of packaging materials. One of
its salespeople rearranged production schedules at three different plants to satisfy an
unexpected demand for boxes from a major client. The salesperson’s action is typical of
the company’s sales philosophy and indicates an emphasis on _____.
a. price-based selling
b. relationship selling
c. adaptive selling
d. persuasive selling
Answer:
Which of the following is true of products in the introduction stage of their life cycle?
a. Their prices will rise dramatically as they move into the specialty goods category.
b. They experience price increases that are cost initiated.
c. Their prices are usually set high.
d. They experience an elastic demand in the core of the market.
Answer:
The segment of the business market that seeks to achieve goals other than the standard
business goals of profit, market share, and return on investmentconsists of _____.
a. institutions
b. resellers
c. producers
d. manufacturers
Answer:
Corporations often use advocacy advertising to express their views on controversial
issues.
a. True
b. False
Answer:
An organized effort to generate many ideas from various sources is important for any
firm that wishes to produce a continuing flow of new products.
a. True
b. False
Answer:
Which of the following statements is true of the characteristics of the elements in a
promotional mix?
a. The speed of feedback is delayed in sales promotion, advertising, and personal
selling.
b. Message flexibility is greatest with advertising.
c. The message flow is two-way in public relations, sales promotions, and personal
selling.
d. Important promotional ingredients tend to receive the most funding.
Answer:
Mezjo Inc. is a video store that sells DVDs and also sells popcorn, candy, soft drinks,
and entertainment publications. It stores all of these products in separate warehouses
and uses different modes of transportation to deliver them. Which of the following
functions is described in this scenario?
a. Transactional functions
b. Research functions
c. Logistical functions
d. Financing functions
Answer:
The fundamental problem with a sales orientation is a lack of understanding of the
needs and wants of the marketplace.
a. True
b. False
Answer:
Which of the following best describes message execution?
a. It is the way an advertisement portrays its information.
b. It is the series of steps taken by marketers to finalize a product’s unique selling
proposition.
c. It is the process where a manufacturer and retailer split the costs of advertising the
manufacturer’s brand.
d. It is the manner in which consumers interpret an advertisement.
Answer:
A product/service differentiation competitive advantage refers to defining a business in
terms of goods and services rather than in terms of the benefits customers seek.
a. True
b. False
Answer:
Upward mobility, a value that strongly influenced attitudes in America’s first 200 years,
emphasizes:
a. hard work.
b. nonconformity.
c. self-dealing.
d. unconventionality.
Answer:
_____ systems free sales representatives from the time-consuming task of following up
on leads to determine need, buying power, and receptiveness.
a. Prequalification
b. Database mining
c. Referral
d. Cold calling
Answer:
_____ is a thorough, systematic, periodic evaluation of the objectives, strategies,
structure, and performance of the marketing organization.
a. Marketing mix
b. Article of incorporation
c. Statement of qualification
d. Marketing audit
Answer:
Moral relativism is a belief in time-and-place ethics, that is, that ethical truths depend
on the individuals and groups holding them
a. True
b. False
Answer:
When the price of a product is set at a level where demand and supply are the same, a
state of _____ has been achieved.
a. price equilibrium
b. stability
c. inelastic demand
d. symmetry
Answer:
The primary reason large U.S. companies send U.S. jobs abroad is because labor costs
are higher in the United States. Such companies are said to be engaging in _____.
a. employee export
b. outsourcing
c. inshoring
d. joint ventures
Answer:
The growing emphasis on continuing education and executive development by colleges
and universities is a market development strategy.
a. True
b. False
Answer:
The major characteristic that is used to differentiate intermediaries from one another is
whether they:
a. create specialization of labor.
b. create economies of scale.
c. raise profit margins for independent middlemen.
d. take title to the products they sell.
Answer:
__________compete on the basis of low prices, high turnover, and high volume.
Answer:
99-Center Inc. is a retail store where all its merchandise is priced at 99 cents. This
retailer uses a__________.
Answer:
Why is agility crucial for companies?
Answer:
Discuss the process of market opportunity analysis.
Answer:
Vimonland Theme Park sells the necessary rights to an investment company to run a
Vimonland theme park in a foreign country. The investment company gains most of the
profits from the enterprise while paying Vimonland Theme Park a percentage as
royalties. This is an example of__________.
Answer:
__________segmentation refers to segmenting markets by region of a country or the
world, market size, market density, or climate.
Answer:
Why do manufacturers of products that are in the maturity stage of the product life
cycle prefer to offer similar prices?
Answer:
During the__________stage of the new-product development process, production
starts, inventories are built up, the product is shipped to distribution points, the sales
force is trained, and advertising and promotion begin.
Answer:
Roger is always eager to own the latest cell phone model launched in the market. He
makes it a point to buy new cell phones on the first day of their launch. He is also an
active member of various online forums that discuss the latest technical developments.
In this case, Roger is a(n)__________.
Answer:
The marketing managers of Havtol Inc., a food products company, want to choose the
most effective advertisement for their latest product, Havtol Potato Chips. They create
an online discussion site where a chosen group of customers can express their opinion,
discuss among themselves, and improvise on the concept for their advertisement. In this
scenario, Havtol Inc. uses__________to create an effective advertisement for their
product.
Answer:
In__________, consumers spend only a moderate amount of time and effort in
gathering information about a product and in considering various alternatives.
Answer:
What is brand cannibalization? Why is it dangerous to the retailer?
Answer:
To initiate a customer relationship management cycle, a company must focus
on__________.
Answer:
Salespeople ensure that delivery schedules are met, that the products or services
perform as promised, and that buyers’ employees are trained to use the products in
the__________step of the selling process.
Answer:
The basic goal of__________is to increase the short-term cash return without too much
concern for the long-run impact.
Answer:
__________is a price tactic that charges freight costs from a given point, regardless of
the city from which the goods are shipped.
Answer: