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29. Which of the following statements is true of salespeople?
30. A(n) _____ is the workhorse of most new product introductions.
31. When technical departments in firms form ties with universities, government units,
private research centers, and even competitors to access what they need, it is referred to as
_____.
32. In most cases, the first step toward adoption of a new product is _____.
33. Which of the following is true of a reseller?
34. Resellers' views are represented in the product development process by experienced
salespeople like sales managers and _____.
35. Large, powerful retailers often sell their scarce shelf space by charging manufacturers
_____.
36. The trial phase in the adoption of a new product:
37. A buyer gathering the trial experience of others for a new product, but without the use of
electronic setups is an example of a _____.
38. Which of the following new product characteristics probably has the greatest influence on
trial rates?
39. Under which of the following categories do novelty products and service products fall?
40. For products with high relative advantage and low compatibility with buyers'
experiences:
41. While launching a product with low relative advantage and low compatibility with buyers'
experiences, the:
42. For products with low relative advantage and high compatibility with buyers'
experiences:
43. Which of the following promotional launch tactics is most likely to be used by a firm if
product advantages must be learned through usage and experience?
44. Skimming pricing is best recommended for products having:
45. Which of the following types of promotion is typically used for a product with low relative
advantage and high compatibility with buyers' experiences?
46. Products that are clearly superior on attributes that buyers consider important have:
47. Which of the following pricing strategies for products involves a very high price, intended
to stay that way, with clear product differentiation?
48. _____ refers to a price clearly above the market, but appropriate to a differentiated
product, nonthreatening to competition, and with room for some price manipulations.
49. Which of the following best describes the pricing strategy "meet the market"?
50. If a firm's target market customers do a serious trial on a new product, and if the firm has
previously been assured from the product use test that people would like it, _____ is virtually
assured.
51. Describe three common patterns for new product launch strategies and tactics.
52. What does a lean launch system mean? What are its advantages?
53. What consequences will a firm face if the timing of a new product's launch is wrong?
54. Discuss the tactics used for launching a product with low relative advantage and low
compatibility with buyers' experiences.
55. What are the various new product price strategies available to a firm?
