Which of the following leads to intrinsic motivation?
A) different aspects of the job
B) promotion
C) salary increase
D) sales contests
Which of the following best describes a trend in business to purchase a service from an
outside vendor to replace the company’s operation?
A) insourcing
B) outsourcing
C) joint venture
D) horizontal integration
Identify the stage in the product life cycle where selling and advertising focus on the
generic product.
A) introduction stage
B) growth stage
C) maturity stage
D) decline stage
Which of the following statements is true regarding relationship customers?
A) Their loyalty to a supplier is based on price.
B) They are interested in a short-term relationship with the seller.
C) They are interested in the benefits of interdependency between the buyer and the
seller.
D) They are interested only in the particular purchase at hand.
Cross-tab Research Inc. is a research services company that offers market research
services to companies worldwide. Which of the following types of companies would be
great customers of Cross-tab?
A) marketing driven
B) sales driven
C) technology driven
D) customer driven
Which of the following is not one of the three major types of attributes that are useful
for understanding the differences between products and services?
A) search attributes
B) experience attributes
C) credence attributes
D) feature attributes
The most popular use of focus groups is for ________ research, a basic understanding
of how customers use the product or service in question.
A) exploratory
B) clinical
C) phenomenological
D) descriptive
Identify the systems in which the manufacturer must be concerned about meeting not
only its own objectives but also the objectives of the retailer.
A) value chain system
B) category management system
C) direct marketing system
D) hybrid system
Which of the following stages in a buying sequence will result in a specific option or
set of options from which price, delivery, system compatibility, and other characteristics
can be determined?
A) determine the characteristics
B) establish specifications
C) search for and qualify potential suppliers
D) request proposals
Which of the following best describes conservative, conventional people whose beliefs
revolve around family, church, community, and their country?
A) believers
B) strivers
C) makers
D) survivors
Which of the following is the largest part of the advertising/promotion budget?
A) trade promotions
B) consumer-oriented price promotions
C) retailer promotions
D) consumer-oriented product promotions
A(n) ________ is a set of customers who are enlisted to give responses to questions or
to provide data repeatedly over a period of time.
A) control group
B) tracking study
C) experiment
D) panel
Which of the following approaches to budgeting attempts to spend at levels
proportional to the competition’s spending?
A) affordability
B) experimentation
C) decision calculus
D) competitive parity
A merchant middleman who is engaged primarily in selling to ultimate consumers is
known as a:
A) broker.
B) facilitating agent.
C) distributor.
D) retailer.
Which of the following forecasting methods uses certain macroeconomics variables to
forecast changes in the economy, based on the fact that changes in these variables occur
before changes in the economy?
A) correlation analysis
B) exponential smoothing
C) leading indicators
D) regression analysis
________ is the person who actually authorizes payment for the product.
A) The initiator
B) The influencer
C) The decider
D) The purchaser