Archives: Quiz

Distance, one of the four characteristics of mapping rules, refers to _____. A. the use of ordered numbers such that two is less than three but greater than one B. the use of numbers used to group or sort responses […]

A _____ occurs when subjects have the same value on the X variable, on the Y variable, or on both. A. correlation B. resistant statistic C. tied pair D. proportional reduction in error E. positive relationship Stories are a strong […]

If levels of attrition are high among study participants, _____ will threaten the internal validity of the study. A. history B. maturation C. testing D. instrumentation E. mortality Which of the following is a type of behavioral observation? A. Nonverbal […]

Which of the following is an explanatory hypothesis? A. Young women purchase fewer meats than women who are 35 years of age or older. B. Sales of vegetarian foods vary by season. C. An increase in family income leads to […]

Scott’s Lawn Care has hired Henry Associates to find out whether home improvement warehouse stores communicate the benefits of various brands of lawn care products differently than smaller stores. Henry Associates needs to know what is communicated to consumers in […]

The question, “Should we do business research?” is often stimulated by data from a(n) _____. A. data warehouse B. intelligence system C. decision support system D. intranet E. both b and c An examination of differences across groups lies at […]

Debriefing differs from informed consent in that _____. A. debriefing occurs after the study while informed consent occurs before B. debriefing discloses any deception while informed consent does not C. informed consent discloses the purpose of the study while a […]

In which of the following situations could a research analyst use multiple regression? A. A real estate development company wants to estimate the probable sales of construction services on the basis of marriage rates, population movement in the region, and […]

Explain the primary differences between preexperiments, true experiments, and quasi-experiments. Primary data have a higher level of ____ than secondary data. A. abstractness B. elusiveness C. verifiability D. closeness to the phenomenon E. replicability Answer: D. Anne is moderating a […]

Influencers control information to be reviewed by other members of the buying center. An industrial firm’s first foray into an overseas market usually involves____________________because it requires the least commitment and risk. Answer: exporting Platform projects create the design and components […]

The organizational buyer may read every word of the ad copy, and find a meaning in it quite opposite from that intended by the advertiser. Innovative approaches to tighten the distribution process, bolstering links with suppliers and customers, and integrating […]

Subcultures exist when one subunit shares different values, beliefs, and goals than another subunit, resulting in different____________________. Not all products nor all customers require the same level of logistical service. Answer: T Using a product example and market setting of […]

Relationship commitment involves a partner’s belief than an ongoing relationship is so important that it deserves maximum efforts to maintain it. Cassidy Computer Systems has witnessed a gradual decline in the performance of its sales force since a key sales […]

____________________offer a number of benefits, such as access to markets or technology, economies of scale in manufacturing and marketing, and the sharing of risk among partners. Kathleen Eisenhardt argues that in fast-paced high-technology markets, ‘strategy is a video game.” Strategic […]

Conrad Spring produces manufactured materials and parts for diverse customer groups in the business market, ranging from automobile manufacturers and household appliance producers to toy makers and medical equipment specialists. Describe the nature of marketing strategy for industrial goods of […]

Personal selling is less important for supplies than it is for other categories of goods, such as installations. Since purchasing managers are evaluated and rewarded on the basis of cost savings generated, why are they often willing to overlook the […]

Key influencers are frequently located outside of the____________________department. To sustain profitability, price reductions should be avoided by strategists in hypercompetitive environments. Answer: F Middle management typically has the primary responsibility for efficiency and effectiveness control. Answer: T Derivative projects establish […]

What roles do account managers play in the selling organization? What are some of the characteristics and factors that separate high performing account managers from other account managers? Answer: n/a Salespersons tend to have a higher level of job satisfaction […]

____________________cost systems reveal the links between performing particular activities and the demands those activities make on the organization’s resources. The cost of research is greater at the macrolevel of segmentation than at the microlevel. Answer: F A source of conflict […]

Speed of service is usually more important that service consistency. A measure of the physical conditions of the product when received by the buyer is known as____________________, this common element of logistics service. Answer: Damage Some business models demonstrate more […]

A central challenge for the business marketer during the strategy formulation process is to minimize interdepartmental conflict while fostering shared appreciations of the interdependencies with other functional units. Explain. Answer: n/a A large consumer goods company recently entered the business […]

The industrial chemical industry in England shows a fairly regular rise and fall in demand over four- or five-year periods. This provides an illustration of the _____ component of a time series. a. trend b. cycle c. random d. seasonal […]

Which sales forecasting approach is effective when intimate knowledge of customer plans is important? a. executive judgment b. Delphi method c. time series d. sales force composite e. causal analysis Market-driven firms attempt to match their resources, skills, and capabilities […]

_____ involves sourcing a product from a producer located in a foreign country for sale there or in other countries. a. Contract manufacturing b. Exporting c. Franchising d. A joint venture e. A turnkey operation All of the following are […]

In specifying channel alternatives, which of the following issues is(are) involved? a. determining the levels to be included in the channel b. determining the number of channel intermediaries at each level of the channel c. determining the types of intermediaries […]

Which of the following is(are) characteristic of the marketing strategy that would be appropriate for a firm like Otis Elevator, which sells installations in the business market? a. Personal selling is the dominant promotional tool. b. Trade advertising and direct-mail […]

The ____ is a comprehensive, periodic and systematic evaluation of the firm’s marketing operation which analyzes the market environment and the firm’s internal marketing activities. a. environmental audit b. marketing audit c. profit audit d. annual plan e. competitive audit […]

Which of the following would qualify as facilitating goods? a. Fixed equipment. b. Component materials. c. Raw materials. d. Operating supplies. e. Office equipment. The composition of the buying center: a. evolves during the purchasing process. b. varies from one […]

The supply chain includes a variety of firms, ranging from those that process raw materials to make component parts to those engaged in wholesaling. Included also are organizations engaged in: a. warehousing. b. transportation. c. materials handling. d. all of […]

The benefits of having a trade show exhibit to business marketers include: a. the ability communicate with a large and interested audience. b. free publicity. c. the generation of sales leads. d. All of the above. e. Only (a) and […]

Upon meeting with a General Electric buyer, a salesperson learned that the G.E. purchasing function is unhappy with the supplier’s performance and is openly considering new options. This provides an illustration of: a. a new task buying situation. b. a […]

The primary levels of marketing control include: a. strategic control. b. annual plan control. c. efficiency and effectiveness control. d. profitability control. e. All of the above. Consider this dilemma: A product manager finds that organizational buyers view a particular […]

The organizational buying process, which ultimately may lead to the purchase of a new computer, could be set into action by: a. the existing computer breaking down. b. a new cost accounting system. c. an IBM sales presentation. d. (a) […]

The BCG Global Advantage Diamond portrays the key elements that must be developed and integrated to secure a strong position in global markets. This framework includes a. A market access element b. A market relevancy element c. A resource accuracy […]

The environmental forces that influence organizational buying behavior include: a. economic factors. b. political and legal factors. c. technological factors. d. all of the above. e. (a) and (b) only. The evaluative criteria that engineers apply to a purchasing decision […]

Included among the contractual modes of international market participation are: a. licensing. b. management contracts. c. exporting. d. all of the above e. both (a) and (b) A model of “lead efficiency” is calibrated using the firm’s: a. historical sales […]

The _____ is the product dimension of service, including decisions about the essential concept of the service, the range of services provided, and the quality and level of the service. a. service strategy b. service package c. service recovery d. […]

The use of law firms or advertising agencies by business marketers constitutes what type of industrial good? a. Facilitating goods. b. Entering goods. c. Foundation goods. d. Installations. Which of the following is NOT true of the solutions-centered approach instead […]

In regard to logistical service, the business marketer should: a. provide the same level of logistical service to all customers. b. adjust the level of logistical service for different segments based on requirements of the product type. c. adjust the […]

Which of the following statements concerning trade shows is(are) accurate? a. The cost of reaching a prospect at a trade show less than the cost of making a personal sales call. b. Over 83 percent of all trade show visitors […]

Robert Morgan and Shelby Hunt suggest that relationship commitment and trust develop when: a. firms align themselves with partners that have distinctly different corporate values. b. firms share valuable information on expectations, markets, and performance. c. firms offer benefits and […]

_______ for a firm identifies which brand elements a firm chooses to apply across the various products it sells.” In business markets, the most significant aspect of branding strategy is deciding on the brand hierarchy to pursue. a. brand equity […]

With _______, supplier managers simply set their price in relation to what the competitors’ prices are. The price may be set exactly the same as the predominant competitors, signaling commodity, or it may be slightly higher or lower because of […]

As products mature and customers gain experience with them, there appears to be a routine narrowing of perceived differences among offerings in customers’ minds and a corresponding unwillingness to pay anything different for them. In other words, the offerings over […]

The process of understanding customer requirements and preferences, anticipating how they will change, and then responsively constructing solutions to fulfill those requirements and preferences in a way that customers are willing to pay for is _______. a. product development management […]

_______ means performing different activities from rivals’ or performing similar activities in different ways. a. Crafting market strategy b. Operational effectiveness c. Strategic positioning d. Strategy ________ is based upon the assumption that resources can be expanded to benefit both […]

One mechanism through which managers can achieve channel alignment under the threat of alignment is careful selection of honest and trustworthy partner firms, Business market managers should limit the evaluation of relationships to quantitative, activity-based costing data and transaction price […]

To qualify a lead or inquiry, the supplier contacts the potential customer via direct mail, fax, e-mail, or telephone and asks a series of preliminary questions to confirm that the firm has significant sales and profit opportunity Managers have four […]

Discount Mart, Inc., files a suit in a state court against Elements Computer Corporation, alleging that Elements breached a contract to sell 500 notebook computers to Discount. During the course of the suit, Discount files a motion for judgment on […]

An otherwise valid contract may be unenforceable if it is not in writing. The Americans with Disabilities Act of 1990 defines disabled persons as persons impaired mentally or physically “in any way.” Answer: F The UCC imposes the same rules […]