Archives: Quiz

________ describes the feeling that salespeople have about their opportunities, value, and rewards for a good performance in a company. A) Culture shock B) Organizational climate C) Reverse culture shock D) Segregation E) Satisficing Coca-Cola cups prominently featured on episodes […]

Which of the following wholesaler’s channel functions is demonstrated when a wholesaler holds inventories and thereby reduces inventory holding costs and risks of suppliers and customers ? A) financing B) transporting C) buying and assortment building D) warehousing E) bulk […]

All of the following organizations are likely part of the institutional market EXCEPT ________. A) LaGrange Community Hospital B) Worthampshire Prison C) Lancaster Real Estate Company D) Water Street Nursing Home E) Millersville Community College Marketers are most effective when […]

Trade-in allowances are most commonly used in the ________ industry. A) real estate B) automobile C) dairy products D) financial services E) health care Which of the following message execution styles focuses on the company’s skill and knowledge in making […]

________ refer to people in an organization’s buying center who affect the buying decision; they often help define specifications and provide information for evaluating alternatives. A) Users B) Influencers C) Buyers D) Gatekeepers E) Deciders Neighborhood shopping centers are also […]

Which of the following terms best represents the communication channel which a company uses to move its advertising messages from sender to receiver? A) decoder B) media C) encoder D) communicator E) feedback loop Online ads that incorporate animation, video, […]

A segment is less attractive if ________. A) it is difficult for new entrants to enter B) it is substantial C) it is actionable D) it already contains many strong and aggressive competitors E) it contains weak suppliers One of […]

Once the prototype of Wainwright Industries’ new riding lawnmower, made especially for women, passes product tests, the next step is ________. A) test marketing B) focus group surveys C) commercialization D) concept testing E) business analysis Which of the following […]

Which of the following statements is true about personal communication channels? A) A magazine advertisement exemplifies the use of a personal communication channel. B) All personal communication channels are directly controlled by a company. C) Personal communication channels do not […]

Which of the following is most likely true about database marketing? A) Extensive use of databases seldom intrudes consumers’ privacy. B) Companies match customer needs and interests with products and services. C) It is legal for online sellers to plant […]

Atlas Imports and Exports sells products directly to consumers via the Atlas Web site, and through local retailers as well. Which of the following is evident here? A) corporate vertical marketing system B) horizontal marketing system C) multichannel distribution system […]

________ means that service quality depends on the quality of buyer-seller interaction during the service encounter. A) Interactive marketing B) Service differentiation C) Service productivity D) Corporate image marketing E) Traditional external marketing Which of the following is true of […]

Jonathan works for a firm that assists companies in promoting, distributing, and selling their products to end consumers. The firm Jonathan works for is a ________. A) licensor B) supplier C) marketing intermediary D) local public E) general public The […]

Which of the following would lead to greater competition in the maturity stage of the PLC? A) overcapacity B) market pioneers C) poor management D) inadequate promotion E) diminishing budgets Which of the following is a disadvantage of using a […]

________ are consumer products and services with unique characteristics or brand identification for which a significant group of buyers is willing to make a special purchase effort. A) Shopping products B) Unsought products C) Specialty products D) Capital items E) […]

As part of the rapid globalization of today’s economy, companies are selling more domestically produced goods in international markets and ________. A) taking a local view of their industry B) purchasing more supplies abroad C) reducing competition within their industry […]

Which of the following is most likely an advantage of survey research? A) The flexibility of survey research is high; it can be used to obtain many different kinds of information in many different situations. B) Survey research allows researchers […]

A market segment that is large or profitable enough to serve is ________. A) measurable B) accessible C) substantial D) profitable E) differentiable What is the primary advantage of printed catalogs? A) filtering out interested prospects B) offering immediate rebates […]

Ralph works for a manufacturing company in Ohio. Recently, he called in a department manager to assist in the purchase of some heavy machinery. After consulting the department manager, Ralph is considering a change in product specifications and characteristics and […]

World product groups, geographical organizations, and international subsidiaries are all options for organizing a(n)________. A) export department B) indirect exporting venture C) joint ownership D) international division E) standardized global marketing strategy Which of the following marketing management orientations focuses […]

Which of the following is characteristic of online social networks? A) use of one-way communication techniques B) negligible adoption rates C) guaranteed positive results D) easy methods to measure results E) user-controlled content A message showing a product’s quality, economy, […]

Which of the following is an adverse effect of using promotional pricing? A) It makes shopping stressful if used by multiple stores simultaneously. B) It erodes the value of competing brands in the eyes of customers. C) It gives pricing […]

The sets of firms that supply companies with the raw materials, components, parts, information, finances, and expertise needed to create products or services are known as ________. A) retailers B) upstream partners C) distributors D) downstream partners E) distribution channels […]

How are acquisitions good for society? A) Acquisitions eliminate barriers to entry. B) Acquisitions require little government oversight. C) An acquiring company may improve the efficiency of an acquired company. D) An industry may become less competitive after an acquisition. […]

When a customer feels uneasy about losing out on the benefits of a brand not purchased, she is likely to experience ________. A) selective retention B) selective attention C) selective distortion D) cognitive dissonance E) consumer ethnocentrism 7-Eleven, Stop-N-Go, and […]

Which of the following is included in the third part of the marketing strategy statement? A) the planned value proposition B) distribution strategy C) the product’s planned price D) marketing budget E) the planned long-run sales Which of the following […]

The so-called green movement encouraged companies to ________. A) actively resist social change B) operate freely in the black market C) go beyond government regulations D) institute deregulation E) curb organizational anarchy ________ segmentation divides buyers into different segments based […]

Rather than assuming that strategic options are bounded by the current environment, firms adopting a(n) ________ to the marketing environment develop strategies to change the environment. A) environmental stance B) proactive stance C) reactive stance D) relativist approach E) no-compromise […]

Downstream marketing channel partners, such as wholesalers and retailers, form a vital link between the firm and its customers. An experience such as a vacation can be defined as a market offering. Answer: TRUE Solutions selling ________. A) is often […]

Using an undifferentiated marketing strategy, a firm decides to target several market segments and designs separate offers for each. Tariffs are limits on the amount of foreign imports that a country will accept in certain product categories. Answer: FALSE A […]

An individual’s attitudes are easy to change. Sales promotion consists of short-term incentives to encourage the purchase of a product or service. Answer: TRUE A demand curve shows the number of units the market will buy in a given time […]

Click-only companies operate solely on the Internet. A discount store buys at less-than-regular wholesale prices and charges consumers less than retail. Answer: FALSE Department stores that practice everyday low pricing (EDLP) typically provide frequent sale days, early-bird savings, and bonus […]

Unsought products are products that the customer usually buys frequently, immediately, and with a minimum of comparison and buying effort. Electronic data interchange (EDI) is the digital exchange of data between organizations, which primarily is transmitted via the Internet. Answer: […]

Companies use PR to build good relations with consumers, investors, the media, and their communities. Marketing channel management calls for selecting, managing, and motivating individual channel members and evaluating their performance over time. Answer: TRUE The aim of advertainment is […]

Customer perceptions of the product’s value set the floor for prices. Cost-based pricing involves setting prices based on consumer perception of value. Answer: FALSE A market is the set of actual and potential buyers of a product or service. Answer: […]

Interactive TV (iTV) lets viewers interact with television programming and advertising. Good service recovery can turn angry customers into loyal ones. Answer: TRUE Market development involves company growth by identifying and developing new market segments for current company products. Answer: […]

Professional athletes such as Peyton Manning and Maria Sharapova are featured in advertisements for Gatorade. According to this information, Gatorade is utilizing branded entertainment. A company that makes marketing decisions by considering consumers’ wants and long-run interests, the company’s requirements, […]

In customer value-based pricing, price is considered along with all other marketing mix variables before the marketing program is set. The business analysis stage represents the first large jump in financial investment in the new-product development process. Answer: FALSE Return […]

Both citizens and government agencies are part of the consumerism movement. Product costs set the ceiling for prices. Answer: FALSE Encoding is the process by which the receiver assigns meaning to symbols. Answer: FALSE Customer-managed relationships are marketing relationships that […]

Company growth through diversification involves offering modified or new products to the company’s current markets. Value-based pricing uses the sellers’ perception of value as the key to pricing. Answer: FALSE A firm can obtain new products through acquisition or new-product […]

The introduction of new technologies is equally beneficial to all industries. Market leaders can grow by further increasing their market shares. Answer: TRUE Marketers must increasingly consider the special needs of traditional households because this segment of the population is […]

Constantly reduced prices can erode a brand’s value in the eyes of customers. The four marketing management functions are analysis, planning, implementation, and control. Answer: TRUE If demand changes greatly with price, the demand is inelastic. Answer: FALSE Personal selling […]

Online flash sales are used to create buying urgency and make buyers feel lucky to have gotten in on the deal. Foreign firms are expanding aggressively into new international markets, and home markets are no longer as rich in opportunity. […]

If a company has numerous and complex products, it can adopt a product sales force structure in which the sales force specializes along product lines. Many companies now use customer profitability analysis to identify and weed out unprofitable customers. Answer: […]

Markup pricing is popular because when all firms in the industry use this pricing method, prices tend to be similar, so price competition is minimized. To the extent that a company can differentiate and position itself as providing superior customer […]

Product stewardship involves minimizing not only pollution from production and product design but also all environmental impacts throughout the full product life cycle, while at the same time reducing costs. The EU acts as an umbrella organization which oversees GATT […]

In a vertical marketing system, two or more companies at one level join together to follow a new marketing opportunity. Internal databases usually can be accessed more quickly and cheaply than other information sources. Answer: TRUE Though marketers may make […]

During proposal solicitation, the buying center often will draw up a list of the desired supplier attributes and their relative importance. Retail convergence means lower competition for retailers and lower difficulty in differentiating the product assortments of different types of […]

Netnography research involves observing consumers in a natural context on the Internet. Operating control involves checking ongoing performance against the annual plan and taking corrective action when necessary. Answer: TRUE Sustainable marketing consists of five principles: consumer-oriented marketing, customer-value marketing, […]

The strongest brands do not engage customers on a deep, emotional level. Human needs are shaped by culture and individual personality. Answer: FALSE A service refers to an activity, benefit, or satisfaction offered for sale that is essentially intangible and […]