In a(n) ________, the vast majority of people engage in simple agriculture and consume
most of their output.
A) raw material economy
B) subsistence economy
C) industrializing economy
D) emerging economy
E) industrial economy
Subcultures include nationalities, religions, geographic regions, and ________.
A) genders
B) ages
C) professions
D) racial groups
E) income levels
________ consists of strong short-term incentives that invite and reward quick
responses from customers.
A) Public relations
B) Personal selling
C) Advertising
D) Sales promotion
E) Direct marketing
During the ________ step of the selling process, the salesperson tells the value story to
the buyer, showing how the company’s product or service solves the customer’s
problems.
A) prospecting
B) preapproach
C) presentation
D) closing
E) follow-up
Titan Inc., an automobile manufacturer based in Utah, recently added two new models
to its existing line of sedans in order to increase profits and satisfy dealers. This is an
example of ________.
A) line filling
B) social marketing
C) market diversification
D) negative brand equity
E) person marketing
Eduardo usually purchases the same breakfast cereal, the kind he grew up eating.
Eduardo exhibits ________.
A) dissonance-reducing buying behavior
B) complex buying behavior
C) habitual buying behavior
D) variety-seeking buying behavior
E) conspicuous consumption behavior
Which of the following is a price adjustment strategy?
A) product bundle pricing
B) by-product pricing
C) product line pricing
D) optional product pricing
E) discount and allowance pricing
Fire Up makes fireproof clothing material and it licenses select stores around the world
to use its material to make finished products with the Fire Up logo. Which of the
following types of franchising is evident here?
A) manufacturer-sponsored retailer franchise system
B) manufacturer-sponsored wholesaler franchise system
C) service-firm-sponsored retailer franchise system
D) service-firm-sponsored equity strategic alliance
E) manufacturer-and-service-sponsored joint venture
In addition to segmenting and targeting the correct market, which of the following is
NOT an area in which marketers must make decisions?
A) product assortment
B) services mix
C) store’s atmosphere
D) using experiential retailing
E) manufacturing schedules
Which of the following is true of promotional pricing?
A) It leads to ‘deal-prone’ customers who buy products only during sales.
B) It fortifies the brand’s image in the eyes of customers if relied upon extensively.
C) It simplifies shopping for customers if used simultaneously by multiple stores.
D) It makes balancing short-term sales incentives against long-term brand building
unnecessary.
E) It is extremely beneficial for the brand’s profitability if practiced repeatedly.
Which term refers to the general idea that will be communicated to consumers through
an advertisement?
A) advertising appeal
B) message strategy
C) consumer-generated message
D) creative concept
E) message execution
In Japan, Budweiser beer flows from Kirin breweries, and Moringa Milk Company
produces Sunkist fruit juice. These are examples of ________.
A) contract manufacturing
B) management contracting
C) licensing
D) joint venturing
E) direct investment
Cape Sky Inc., an international insurance and financial services company, is the primary
sponsor of the annual New York City Marathon, which is attended by over one million
fans and watched by approximately 300 million viewers worldwide. The Cape Sky logo
and name are displayed throughout the racecourse. Cape Sky most likely sponsors this
event in order to appeal to which of the following types of publics?
A) financial publics
B) citizen-action publics
C) government publics
D) general publics
E) internal publics
________ includes all activities involved in selling goods and services to those buying
for resale or business use.
A) Wholesaling
B) Retailing
C) Franchising
D) Discounting
E) Showrooming
Which of the following is the first step in strategic planning?
A) setting short-term goals
B) developing the business portfolio
C) defining the organizational mission
D) formulating the key marketing strategies
E) identifying the organization’s weaknesses and the threats it faces
The owner of Second Avenue wants to establish a community clothing drive to collect
clothes for a local children’s shelter. The owner is planning to set up collection barrels
outside Second Avenue. In this case, which of the following public relations tools is
being used by the owner?
A) press relations
B) product publicity
C) lobbying
D) development
E) public affairs
A(n) ________ is a written representation of a salesperson’s completed activities.
A) bill of sale
B) call report
C) tender
D) sales quotation
E) contract of sale
A(n) ________ is a straight reduction in price on purchases during a stated period of
time or of larger quantities.
A) allowance
B) free sample
C) discount
D) tax credit
E) quota
________ was established to replace GATT in 1995 and now oversees the original
GATT provisions.
A) The WTO
B) The EU
C) NAFTA
D) CAFTA
E) NATO
Minimizing pollution from production and all environmental impacts throughout the
full product life cycle is called ________.
A) aesthetic consumerism
B) sustainability vision
C) product stewardship
D) beyond greening
E) pollution prevention
John has decided to buy a particular smartphone that he saw reviewed online. Which of
the following sources of information has most likely influenced John’s purchase
decision?
A) laggards
B) commercial sources
C) public sources
D) personal sources
E) market mavens
Which of the following product offerings is intangible?
A) a package of laundry detergent
B) an ink cartridge for a printer
C) a wool jacket
D) a gold ring
E) a taxi ride
________ represent(s) consumers’ perceptions and feelings about a product and its
performance.
A) Product lines
B) Labeling
C) Brands
D) Design
E) Product attributes
In most cases, what is the most expensive promotion tool?
A) advertising
B) personal selling
C) mass media
D) public relations
E) publicity
Which of the following is an advantage of using an internal database?
A) Data always remains current in internal databases.
B) Highly sophisticated equipment and techniques are not required for maintaining
internal databases.
C) Internal databases can be accessed more quickly and cheaply than other information
sources.
D) Internal databases require less maintenance efforts.
E) Information obtained from internal databases is almost always sufficient for making
marketing decisions.
Which of the following is the LEAST critical decision a company should make before
going abroad?
A) Can the company learn to understand buyer behavior of consumers in other
countries?
B) Can the company offer competitively attractive products?
C) Can the company adapt to other countries’ business cultures?
D) How many foreign nationals should the company employ?
E) Do the company’s managers have the necessary international experience?
The major influences on the buying process at General Aeronautics Limited include
supply conditions and technological changes, which would both be categorized as
________ factors.
A) organizational
B) individual
C) systemic
D) interpersonal
E) environmental
Which of the following message execution styles focuses on the company’s skill and
knowledge in making the product?
A) endorsement
B) scientific evidence
C) slice of life
D) technical expertise
E) testimonial evidence
Consumer products refer to ________.
A) products purchased by consumers for further processing or for use in conducting a
business
B) products and services bought by final consumers for personal consumption
C) primarily intangible offerings from marketers
D) raw materials as well as manufactured materials and parts
E) products that aid in the consumer’s production or operations, including installations
and accessory equipment
Companies that use brand ambassadors are most likely involved in ________
marketing.
A) ambush
B) spam
C) buzz
D) viral
E) database
Which of the following are the three characteristics that an advertising appeal should
have?
A) engaging, informative, and stylish
B) trendy, compelling, and appealing
C) meaningful, believable, and distinctive
D) unique, emotional, and entertaining
E) humorous, memorable, and interesting