Traits and Consumer Behaviour

What is a trait?Traits are defined as enduring and stable patterns of behaviour, attitudes, emotions, that vary between individuals, and can act as chronic...

Stages of Business Buying Behavior.

Stages of Business Buying Behavior1.Problem Recognition2. General need description3.Product Specification4.Supplier Search5. Proposal Education6. Supplier...

What are 5 ways selective demand can be stimulated?

What are 5 ways selective demand can be stimulated? 1. Differentiating the product from competing brands in the minds of potential buyers 2. Increasing...

What are the 4 steps for max. benefit from promotional efforts?

What are the 4 steps for max. benefit from promotional efforts? 1. Proper Planning 2. Implementation 3.Coordination 4. Control of Communicatio...

What are the 4 characteristics of information flows that are important in integrated marketing communications?

What are the 4 characteristics of information flows that are important in integrated marketing communications? 1. Information about customers and...

What are 2 problems that can happen with inappropriate communication?

What are 2 problems that can happen with inappropriate communication? 1. Reached by the wrong Receivers 2. Embraced by the wrong receiver...

What are the 3 legal issues with online usage?

What are the 3 legal issues with online usage? 1. Privacy 2. Fraud 3. misappropriation of copyrighted intellectual property...

What are the 7 segments of the Social Technographic Profile?

What are the 7 segments of the Social Technographic Profile? 1. Creators 2. Conversationalists 3. Critics 4. Collectors 5. Joiners 6. Spectators 7....

What are the 6 most common mobile marketing tools?

What are the 6 most common mobile marketing tools? SMS Multimedia Messages Mobile Advertisement Modbile Websites Location Based networks Mobile...

What 2 major trends have caused consumer-generated information to gain importance?

What 2 major trends have caused consumer-generated information to gain importance? 1. The increased tendency of consumers to publish their own thoughts,...

The railroad industry at the turn of the century continued to define its mission as building and running railroads rather than meeting customers' transportation needs. As a result of this product-focused mission statement, the industry has been accused of __________ .

The railroad industry at the turn of the century continued to define its mission as building and running railroads rather than meeting customers' transportation...

Remington Arms continually monitors the legal-political environment for changes in legislation that may adversely impact the sales of its weapons. This type of analysis is usually part of the __________.

Remington Arms continually monitors the legal-political environment for changes in legislation that may adversely impact the sales of its weapons. This...

The group of customers toward which a firm directs its marketing efforts is its __________ .

The group of customers toward which a firm directs its marketing efforts is its __________ . Market Market segment Target market Marketing mix None...

Which of the following is not part of the controlling stage of the strategic marketing process?

Which of the following is not part of the controlling stage of the strategic marketing process? Clearly defined metrics that assess key dimensions...

Proper supervising and staffing are among the key considerations of managers during the ____________ stage of the strategic marketing process.

Proper supervising and staffing are among the key considerations of managers during the ____________ stage of the strategic marketing process. SWOT...

A product's "position":

A product's "position": Is how the product is perceived by its competitors. Is the image it projects primarily in relation to competing products and...

Firms that have been accused of marketing myopia generally have defined their missions from a ______________ perspective.

Firms that have been accused of marketing myopia generally have defined their missions from a ______________ perspective. Market needs Distributi...

Firms that define their missions from a strict 'product' perspective often miss many marketing opportunities as a result. This phenomenon is referred to as ___________.

Firms that define their missions from a strict 'product' perspective often miss many marketing opportunities as a result. This phenomenon is referred...

Which of the following is least associated with Key Success Factors (KSFs)?

Which of the following is least associated with Key Success Factors (KSFs)? KSFs are things that firms must possess that are critial to the firm's...

Innovative software traditionally defined its mission as 'developing innovative spread-sheet applications.' Consultants hired by Innovative Software argue that the firm is defining its mission too narrowly, from a 'product perspective.' To avoid falling into the trap of 'marketing myopia,' how would you recommend that Innovative Software redefine its mission?

Innovative software traditionally defined its mission as 'developing innovative spread-sheet applications.' Consultants hired by Innovative Software...

The product-market expansion grid is a useful way to view the range of potential market opportunities available to firms. The dimensions of the matrix are new vs. exiting markets and new vs. existing ________.

The product-market expansion grid is a useful way to view the range of potential market opportunities available to firms. The dimensions of the matrix...

Remington Arms is investigating its capacity to exploit new markets. Specfically, the firm is critically evaluating its available capital, technical and managerial expertise, and plant capacity. Remington evidently is conducting the ____________ component of SWOT analysis.

Remington Arms is investigating its capacity to exploit new markets. Specfically, the firm is critically evaluating its available capital, technical...

If the owner of a children's day-care center were to answer the question, "what business are you in?" with the statement, "We nurture children and provide them with a homelike environment that keeps their separation anxieties to a minimum", it would be identifying its _______.

If the owner of a children's day-care center were to answer the question, "what business are you in?" with the statement, "We nurture children and provide...

The MOA is generally considered to be conducted as part of the:

The MOA is generally considered to be conducted as part of the: SWOT Marketing plan Implementation process Control process None of the above ...

A firm is engaged in assessing the relative size of a market segment in terms of unit and dollar sales along with its potential market share in that segment. The firm is conducting the _____________ component of the SWOT analysis.

A firm is engaged in assessing the relative size of a market segment in terms of unit and dollar sales along with its potential market share in that...

When searching for new market opportunities, which area of product-market focus is least likely to take the firm beyond its current mission?

When searching for new market opportunities, which area of product-market focus is least likely to take the firm beyond its current mission? Market...

The __________ component of the marketing plan identifies the intended target markets that will be served, the market positions that will be sought, and generally describe how these markets will be served and the desired positions achieved.

The __________ component of the marketing plan identifies the intended target markets that will be served, the market positions that will be sought,...

The __________ is the first section of the marketing plan however it is typically the last section to be drafted.

The __________ is the first section of the marketing plan however it is typically the last section to be drafted. Executive Summary SWOT Analysis Marketing...

The firm's marketing objectives, its marketing strategies, and its associated implementation and control activities are referred to as ____________.

The firm's marketing objectives, its marketing strategies, and its associated implementation and control activities are referred to as ____________. The...

Which of the following is least correct about the implementation stage of the strategic marketing process?

Which of the following is least correct about the implementation stage of the strategic marketing process? Management should encourage specialization...

Wendy's ran a series of commercials employing the tagline "where's the beef?" The implication was that Wendy's burgers were bigger than those of McDonalds and Burger King. The positioning strategy in these ads illustrates:

Wendy's ran a series of commercials employing the tagline "where's the beef?" The implication was that Wendy's burgers were bigger than those of McDonalds...

Firms engaged in a MOA are least likely to pursue a __________________ opportunity if they wish to remain within the bounds of their firm's current mission.

Firms engaged in a MOA are least likely to pursue a __________________ opportunity if they wish to remain within the bounds of their firm's current...

When the National Football League (NFL) expanded into various cities in Western Europe, Europeans could watch football just as it's played in the U.S. According to Ansoff's product-market matrix, the NFL was using a strategy of _______________.

When the National Football League (NFL) expanded into various cities in Western Europe, Europeans could watch football just as it's played in the U.S....

Shannon's Brewery targets its craft beers to more affluent millenial consumers living in upscale suburbes in the DFW area. Shannons positions its beers as fire-brewed Irish ales of superior quality using natural spring waters. This desired position has been crafted using a judicious combination of marketing communications, public relations efforts, and some very positive publicity. In terms of the marketing plan the above description illustrates Shannon's ____________ .

Shannon's Brewery targets its craft beers to more affluent millenial consumers living in upscale suburbes in the DFW area. Shannons positions its beers...

As part of the industry analysis component of SWOT analysis, marketing managers try to identify those 'factors' that firms in the industry must possess to survive and remain competitive. These factors are called:

As part of the industry analysis component of SWOT analysis, marketing managers try to identify those 'factors' that firms in the industry must possess...

With respect to marketing planning, the type of plan that tends to be very detailed in nature and typically covers a year or less is the:

With respect to marketing planning, the type of plan that tends to be very detailed in nature and typically covers a year or less is the: Marketing...

Which type of 'positioning' strategy is probably your best bet for products that cannot be differentiated from those of competing brands based on physical characteristics or benefits delivered

Which type of 'positioning' strategy is probably your best bet for products that cannot be differentiated from those of competing brands based on physical...

Microsoft recently introduced Windows 10. The changes included in this version of Windows essentially are fixes to problems encountered with Windows Vista. According to the product-market matrix, this is an example of a _______opportunity.

Microsoft recently introduced Windows 10. The changes included in this version of Windows essentially are fixes to problems encountered with Windows...

In which phase of the strategic marketing process are actual results compared against objectives?

In which phase of the strategic marketing process are actual results compared against objectives? SWOT stage Product-Market Selection stage Determining...

Which of the following is not a component of SWOT?

Which of the following is not a component of SWOT? Target market identifcation The MOA Examination of potential environmental threats facing the...

Which of the following contributes to a 'good' mission statement?

Which of the following contributes to a 'good' mission statement? Mission is expressed in terms of building and selling specific products Mission...

With respect to the product-market matrix, the most risky areas of market opportunity and those areas firms are advised not to investigate first are:

With respect to the product-market matrix, the most risky areas of market opportunity and those areas firms are advised not to investigate first are: Product...

The firm's _________ is a statement of company purpose, identifying the business in which the firm perceives itself to be; it is a statement of the firm's primary areas of product and market focus.

The firm's _________ is a statement of company purpose, identifying the business in which the firm perceives itself to be; it is a statement of the...

A firm is investigating the existence of powerful suppliers and the existence of potential entry or exit barriers. The firm is conducting this investigation as part of the _______ .

A firm is investigating the existence of powerful suppliers and the existence of potential entry or exit barriers. The firm is conducting this investigation...

The Boston Consulting Group Growth-Share Matrix is designed to help firms with:

The Boston Consulting Group Growth-Share Matrix is designed to help firms with: Planning the composition of their product portfolios Managing the...

Which of the following is least correct about the implementation stage of the strategic marketing process?

Which of the following is least correct about the implementation stage of the strategic marketing process? Management should encourage specialization...

A product's ______ is the image it projects in relation to competitive products as well as to other products marketed by the same company.

A product's ______ is the image it projects in relation to competitive products as well as to other products marketed by the same company. Position Status Marketing...

Remington Arms continually monitors the environment for social and cultural changes that may open new markets for the sales of its weapons. This type of analysis is usally part of the __________ .

Remington Arms continually monitors the environment for social and cultural changes that may open new markets for the sales of its weapons. This type...

The slide rule industry defined its mission as building and selling slide rules rather than meeting customers' problem-solving needs. As a result of this product-focused mission statement, the industry has been accused of __________ .

The slide rule industry defined its mission as building and selling slide rules rather than meeting customers' problem-solving needs. As a result of...

Good mission statements posses a number of characteristics. Which of the following is not among them?

Good mission statements posses a number of characteristics. Which of the following is not among them? Focus on the firm's distinctive competencies Are...

Which of the following contributes to a 'good' mission statement?

Which of the following contributes to a 'good' mission statement? Mission is expressed in terms of building and selling specific products Mission...

In terms of the Boston Consuling Group's Growth-Share Matrix _______ are high market share products competing in markets that are growing at an above average rate.

In terms of the Boston Consuling Group's Growth-Share Matrix _______ are high market share products competing in markets that are growing at an above...

DFW Security Services targets high income professionals with custom-designed security systems. These systems are positioned as the premier systems availabe on the market. DFW Security employes a highly refined marketing mix to support its intended market position with target customers. What has just been described amounts to DFW's __________ .

DFW Security Services targets high income professionals with custom-designed security systems. These systems are positioned as the premier systems availabe...

Haggar Apparel, one of the United States' largest producers of ready-made custom-fit suits, has responded to the dress-down trend at work by adding jeans and a "relaxed, yet tailored" line of suits called City Casuals. Haggar anticipates that its current customers will be the primary consumers of the new line. According to the product-market matrix, Haggar Apparel is pursuing an opportunity of:

Haggar Apparel, one of the United States' largest producers of ready-made custom-fit suits, has responded to the dress-down trend at work by adding...

Which of the following are components of the strategic marketing process?

Which of the following are components of the strategic marketing process? SWOT Analysis Product-Market Selection Determining strategy and tactics Determining...

A written summary of the firm's marketing objectives, strategies, and specific courses of marketing action that also includes information on the assignment of personnel, budgets, and timetables is the:

A written summary of the firm's marketing objectives, strategies, and specific courses of marketing action that also includes information on the assignment...

A marketing strategy consists of:

A marketing strategy consists of: The target market A desired market position The marketing mix Marketing manager All of a, b, and c above. Answer: All...

ABC Electronics, Inc. is reviewing progress made on its strategic marketing efforts. Management is very concerned that the reward mechanisms built into its marketing plan inadequately motivate proper decision making and is considering a revision to its strategic marketing plan. ABC is operating at the ___________ stage of the strategic marketing process.

ABC Electronics, Inc. is reviewing progress made on its strategic marketing efforts. Management is very concerned that the reward mechanisms built into...

In terms of the Boston Consuling Group's Growth-Share Matrix _______ are high potential products with limited market share but are competing in high growth markets.

In terms of the Boston Consuling Group's Growth-Share Matrix _______ are high potential products with limited market share but are competing in high...

After a company establishes its goals and objectives, it might then develop a broad plan of action to reach the goals. This broad plan of action is called a __________.

After a company establishes its goals and objectives, it might then develop a broad plan of action to reach the goals. This broad plan of action is...

Russell Haley conducted a rather classic piece of research into how the toothpaste market could be segmented. Which of the following segments is predominantly male, shops mainly on price and does not look for any specific benefit from brands of toothpaste?

Russell Haley conducted a rather classic piece of research into how the toothpaste market could be segmented. Which of the following segments is predominantly...

The managerial act of developing, implementing, and controlling marketing programs is called ___________.

The managerial act of developing, implementing, and controlling marketing programs is called ___________. The marketing process The marketing management...

ABC Electonics, Inc. is reviewing progress made on its strategic marketing efforts. Management is very concerned that its marketing objectives have not been achieved and is considering a revision to its strategic marketing plan. ABC is operating at the ___________ stage of the strategic marketing process.

ABC Electonics, Inc. is reviewing progress made on its strategic marketing efforts. Management is very concerned that its marketing objectives have...

The process of subdividing larger, diverse product-markets into more homogeneous submarkets as part of the MOA best illustrates:

The process of subdividing larger, diverse product-markets into more homogeneous submarkets as part of the MOA best illustrates: Marketing Management The...

When marketing managers attempt to identify "Key Success Factors" they typically are engaged in the _________________ component of the strategic marketing planning process.

When marketing managers attempt to identify "Key Success Factors" they typically are engaged in the _________________ component of the strategic marketing...

With respect to the product-market matrix, the least risky areas of market opportunity and those areas firms are advised to investigate first are:

With respect to the product-market matrix, the least risky areas of market opportunity and those areas firms are advised to investigate first are: Joint...

In terms of the Boston Consuling Group's Growth-Share Matrix _______ are low market share products competing in low growth or declining markets.

In terms of the Boston Consuling Group's Growth-Share Matrix _______ are low market share products competing in low growth or declining markets. Stars Cash...

Which of the following is a component of the SWOT analysis?

Which of the following is a component of the SWOT analysis? Identifying the firm's strengths Examining the opportunities presented to the firm Examining...

ABC Electronics, Inc. produces custom information systems solutions for small to medium-sized firms in the hospital supply industry. These firms constitute ABC's _________ .

ABC Electronics, Inc. produces custom information systems solutions for small to medium-sized firms in the hospital supply industry. These firms constitute...

In terms of the Boston Consuling Group's Growth-Share Matrix _______ are high market share products competing in mature, average growth markets.

In terms of the Boston Consuling Group's Growth-Share Matrix _______ are high market share products competing in mature, average growth markets. Stars Cash...

Which of the following is not part of the controlling stage of the strategic marketing process?

Which of the following is not part of the controlling stage of the strategic marketing process? Clearly defined mission. Clearly defined metrics that...

The product-market expansion grid is a useful way to view the range of potential market opportunities available to firms. The dimensions of the grid are new vs. exiting products and new vs. existing _______

The product-market expansion grid is a useful way to view the range of potential market opportunities available to firms. The dimensions of the grid...

Firms that define their missions from a "market" as opposed to a "product" perspective are less likely to become victims of _________.

Firms that define their missions from a "market" as opposed to a "product" perspective are less likely to become victims of _________. Marketing myopia The...

Which is part of a lead distribution process?

Which is part of a lead distribution process? a. Discarding leads that are not sales ready b. Passing on sales-ready leads to the sales force c. Continuing...

Qualifying sales leads means:

Qualifying sales leads means: a. None of these is . b. having a sales rep call the prospect. c. determining which communications channel produced the...

Conversion paths:

Conversion paths: a. only apply to very large websites. b. show how people move through a website. c. explain why people leave a website. d. are the...

The basic marketing strategies include:

The basic marketing strategies include: a. customer value growth. b. customer retention. c. customer conversion. d. All of these are . Answer: d....

______ is the term used to describe the process of creating customer demand beginning with awareness and continuing through customer development.

______ is the term used to describe the process of creating customer demand beginning with awareness and continuing through customer development. a....

Marketers use the Eloqua, Pardot, and Marketo systems to ______ leads.

Marketers use the Eloqua, Pardot, and Marketo systems to ______ leads. a. generate b. convert c. score d. All of these are . Answer: c. sco...

Testing landing pages:

Testing landing pages: a. takes extensive time and cost that is beyond the resources of most corporations. b. can backfire if the QA team doesn't come...

The EDGAR Online case history showed that:

The EDGAR Online case history showed that: a. it is unlikely that the number of leads closed can be increased. b. a lead scoring system can increase...

Sources of inbound marketing sales leads include:

Sources of inbound marketing sales leads include: a. None of these is . b. mass mailings. c. sales leads purchased from marketing agencies. d. cold...

Reasons the lead generation and management process is important include:

Reasons the lead generation and management process is important include: a. regulating the number of sales that are made. b. reducing the cost of sales. c....

Creating a purchasing scenario is essentially writing a story about how a specific segment of customers goes through the buying process.

Creating a purchasing scenario is essentially writing a story about how a specific segment of customers goes through the buying process. Answer:&...

Conversion means the same thing to all companies and to all departments within the company.

Conversion means the same thing to all companies and to all departments within the company. Answer: Fal...

Inbound marketing represents a way to generate sales leads in a cost effective manner.

Inbound marketing represents a way to generate sales leads in a cost effective manner. Answer: Tr...

B2B marketers typically make use of lead generation and management programs to create awareness of their products.

B2B marketers typically make use of lead generation and management programs to create awareness of their products. Answer: Fal...

Which of the following is a true statement about the cost of lead generation programs?

Which of the following is a true statement about the cost of lead generation programs? a. It costs about the same to generate a B2C lead as it does...

Customer personas:

Customer personas: a. are used to breathe life into the data of customer profiles. b. can only be used by the marketing department. c. can only be...

B2C marketers never use the sales lead and management process.

B2C marketers never use the sales lead and management process. Answer: Fal...

Why don't many organizations engage in lead optimization?

Why don't many organizations engage in lead optimization? a. Implementing an optimized process requires postponing ROI. b. All of these are . c. Optimizing...

Sales leads are qualified by asking a set of questions about customer needs and ability to make the purchase.

Sales leads are qualified by asking a set of questions about customer needs and ability to make the purchase. Answer: Tr...

Conversion of leads into sales is one of the basic marketing objectives.

Conversion of leads into sales is one of the basic marketing objectives. Answer: Tr...

Which is a true statement about the B2B buy cycle?

Which is a true statement about the B2B buy cycle? a. Most companies determine the type of buying cycle they use. b. All of these are . c. The B2B...

Which of the following can be part of a content marketing strategy?

Which of the following can be part of a content marketing strategy? a. Customer comments posted on Facebook b. All of these are c. Funny memes shared...

Purchasing scenarios are:

Purchasing scenarios are: a. developed by outside agencies to corporate specifications. b. different from scenarios used in corporate strategy development. c....

Inbound marketing includes:

Inbound marketing includes: a. direct mail promotions. b. online advertising. c. television advertising d. content marketing. Answer: d. content...

_______ is the term used for distributing items as widely as possible on the web and taking steps to ensure that they can be found by prospective customers.

_______ is the term used for distributing items as widely as possible on the web and taking steps to ensure that they can be found by prospective customers. a....

All marketers can find a single communications channels that fulfills their lead generation needs.

All marketers can find a single communications channels that fulfills their lead generation needs. Answer: Fal...

Landing pages are optional in the sales lead generation process.

Landing pages are optional in the sales lead generation process. Answer: Fal...

Lead scoring requires a model that computes a score based on a number of variables.

Lead scoring requires a model that computes a score based on a number of variables. Answer: Tr...

Customer personas are the same as customer profiles.

Customer personas are the same as customer profiles. Answer: Fal...

Content marketing means getting the permission of other companies to reproduce their online content.

Content marketing means getting the permission of other companies to reproduce their online content. Answer: Fal...

Dietrich Mateschitz, Red Bull's creator, stated "When we first started, we said that there is not an existing market for Red Bull." The reasons behind Red Bull's success include all of the following except:

Dietrich Mateschitz, Red Bull's creator, stated "When we first started, we said that there is not an existing market for Red Bull." The reasons behind...

The effective integration of products and brands with entertainment can be seen on the TV hit American Idol. This type of trend is referred to as:

The effective integration of products and brands with entertainment can be seen on the TV hit American Idol. This type of trend is referred to as: A)...

Celeste Atkinson is a lifestyle and entertainment manager for Audi, and her job is to create buzz by ensuring that vehicles such as the Audi A8L and the S8 sports sedan figure in paparazzi photos. This is referred to as:

Celeste Atkinson is a lifestyle and entertainment manager for Audi, and her job is to create buzz by ensuring that vehicles such as the Audi A8L and...

In fall 2002, a new Broadway production of Puccini's La Boheme was set in Paris circa 1957. The stage set included billboards for luxury pen maker Montblanc and Piper-Heidsieck champagne. This is an example of:

In fall 2002, a new Broadway production of Puccini's La Boheme was set in Paris circa 1957. The stage set included billboards for luxury pen maker Montblanc...

Product placement has reached the world of live theater and opera. The difference between product placement and other forms of promotion is:

Product placement has reached the world of live theater and opera. The difference between product placement and other forms of promotion is: A) ethical...

Chinese authorities ratified the WHO's Framework Convention on Tobacco Controls; which means:

Chinese authorities ratified the WHO's Framework Convention on Tobacco Controls; which means: A) Chinese TV can show tobacco ads only after midnight. B)...

Worldwide spending on outdoor advertising amounts to about ________ of total ad spending.

Worldwide spending on outdoor advertising amounts to about ________ of total ad spending. A) 1% B) 2% C) 4% D) 6% E) 10% Answer: D) ...

A ban on billboards in Brazil meant they have to come down, and in addition, transit ads on buses and taxis were not allowed. Denied access to traditional outdoor advertising, companies devised a number of alternative ways to communicate with prospective customers. These ways included all of the following except:

A ban on billboards in Brazil meant they have to come down, and in addition, transit ads on buses and taxis were not allowed. Denied access to traditional...

Traditional support media include:

Traditional support media include: A) indoor posters. B) billboards. C) newspapers. D) magazines. E) catalogs. Answer: B) billboard...

Interactive television (ITV) allows viewers to see the ad in its entirety by pressing a remote button; to order products from home-shopping channels; or choose different camera angles, such as in sports events. Comments by James Pennefather, brand manager for Smirnoff, UK, based on comparison of traditional TV ads to ITV features included all of the following except:

Interactive television (ITV) allows viewers to see the ad in its entirety by pressing a remote button; to order products from home-shopping channels;...

Industry observers expect the popularity of home shopping to increase during the next few years due to:

Industry observers expect the popularity of home shopping to increase during the next few years due to: A) the formation of European Union. B) the...

Chinese direct-response television has learned that there are many obstacles that still need to be overcome, which include all of the following except:

Chinese direct-response television has learned that there are many obstacles that still need to be overcome, which include all of the following except: A)...

Thomas Burke, an executive at Saatchi & Saatchi, is quoted as saying ________ are "the most powerful form of advertising ever created."

Thomas Burke, an executive at Saatchi & Saatchi, is quoted as saying ________ are "the most powerful form of advertising ever created." A) corporate...

In Hong Kong and Singapore, Western catalogers are finding it easy to market because of all of the following reasons except:

In Hong Kong and Singapore, Western catalogers are finding it easy to market because of all of the following reasons except: A) efficient postal services. B)...

The term magalog is used to describe which communication medium?

The term magalog is used to describe which communication medium? A) direct mail B) Groupons C) coupons D) catalogs E) infomercials Answer: D)...

Which country or region offers direct marketers the advantage of a well-developed mailing list industry?

Which country or region offers direct marketers the advantage of a well-developed mailing list industry? A) the United States B) Japan C) Western...

Which of the following is not a useful guideline for U.S.-based direct marketers wishing to reach global customers?

Which of the following is not a useful guideline for U.S.-based direct marketers wishing to reach global customers? A) Do not treat prospects as though...

Which of the following environmental characteristics affects use of direct marketing in Europe?

Which of the following environmental characteristics affects use of direct marketing in Europe? A) the European Commission's concern about privacy B)...

Which of the following is not characteristic of mass marketing?

Which of the following is not characteristic of mass marketing? A) Product benefits do not typically include home delivery. B) Advertising is used...

Which of the following is not characteristic of direct marketing?

Which of the following is not characteristic of direct marketing? A) A marketer relinquishes control of product when it is turned over to channel...

Peppers and Rogers described different steps that are involved in one-to-one marketing. These steps include all of the following except:

Peppers and Rogers described different steps that are involved in one-to-one marketing. These steps include all of the following except: A) identify. B)...

Benefits for using sales agents include all of the following except:

Benefits for using sales agents include all of the following except: A) agents work under contract rather than as full-time employees. B) agents are...

After much trial and error in creating sales forces, most companies today attempt to establish a:

After much trial and error in creating sales forces, most companies today attempt to establish a: A) hybrid sales force composed of expatriates and...

Other international personal selling approaches that fall somewhere between sales agents and full-time employee teams include all of the following except:

Other international personal selling approaches that fall somewhere between sales agents and full-time employee teams include all of the following except: A)...

When a company must decide on the composition of its foreign sales force, which alternative is generally the most expensive?

When a company must decide on the composition of its foreign sales force, which alternative is generally the most expensive? A) expatriates B) third-country...

Which of the following is a disadvantage of using an expatriate sales force?

Which of the following is a disadvantage of using an expatriate sales force? A) superior product and company knowledge B) capability to institute...

Which type of sales person is best suited to selling technologically-sophisticated products in developed countries?

Which type of sales person is best suited to selling technologically-sophisticated products in developed countries? A) expatriates B) third-country...

A company with a polycentric orientation is likely to employ host-country nationals in all but which of the following selling situations?

A company with a polycentric orientation is likely to employ host-country nationals in all but which of the following selling situations? A) selling...

A company in which an ethnocentric orientation prevails is likely to utilize primarily ________ in its sales force.

A company in which an ethnocentric orientation prevails is likely to utilize primarily ________ in its sales force. A) host-country nationals B) third-country...

Negotiation requires both customer and the salesperson:

Negotiation requires both customer and the salesperson: A) to be persistent in their point of view. B) to be subjected to arm-twisting. C) to agree...

In the six-step presentation plan, the first and last steps are respectively:

In the six-step presentation plan, the first and last steps are respectively: A) presentation; demonstration. B) approach; close. C) presentation;...

Building a prospect base is typically part of which step of the strategic/consultative selling model?

Building a prospect base is typically part of which step of the strategic/consultative selling model? A) development of a customer strategy B) development...

Which of the following is not a step in the strategic/consultative selling model?

Which of the following is not a step in the strategic/consultative selling model? A) develop a marketing mix B) develop a personal selling philosophy C)...

Which of the following is not one of the steps in the Strategic/Consultative Selling Model?

Which of the following is not one of the steps in the Strategic/Consultative Selling Model? A) develop personal selling philosophy B) develop relationship...

Environmental issues and challenges faced by a company which is in the initial stages of implementing a personal selling strategy include all of the following except:

Environmental issues and challenges faced by a company which is in the initial stages of implementing a personal selling strategy include all of the...

It was found that Malaysians hesitate to use coupons due to the:

It was found that Malaysians hesitate to use coupons due to the: A) lower power distance. B) higher uncertainty avoidance. C) fear of public embarrassment. D)...

Social couponing is one of the hottest sales promotion trends today. This refers to:

Social couponing is one of the hottest sales promotion trends today. This refers to: A) sampling. B) Groupons. C) sweepstakes. D) freestanding inserts. E)...

Coupons are not a favorite promotion tool for use in:

Coupons are not a favorite promotion tool for use in:A) the United Kingdom.B) Belgium.C) the United States.D) Italy.E) Malaysia.Answer: E) Malay...

A box of Crest toothpaste contains a coupon entitling the buyer to save 50 cents when purchasing a Crest toothbrush. What type of sales promotion does this represent?

A box of Crest toothpaste contains a coupon entitling the buyer to save 50 cents when purchasing a Crest toothbrush. What type of sales promotion does...

Critical marketing tool for global companies such as Red Bull is:

Critical marketing tool for global companies such as Red Bull is:A) sampling.B) sweepstakes.C) couponing.D) event marketing.E) personal selling.Answer: D)...

Promotions designed to increase product availability in distribution channels are known as:

Promotions designed to increase product availability in distribution channels are known as:A) sales promotions.B) price promotions.C) trade sales promotions.D)...

Spoexa, a food-marketing company was hired by French Ministry of Agriculture to organize cocktail parties in 19 countries in order to:

Spoexa, a food-marketing company was hired by French Ministry of Agriculture to organize cocktail parties in 19 countries in order to:A) promote French...

PepsiCo experienced great success in Latin America with its Numeromania contest, which lured consumers by promise of big cash prizes. They used the same contest in Poland successfully. This shows that:

PepsiCo experienced great success in Latin America with its Numeromania contest, which lured consumers by promise of big cash prizes. They used the same...

Unilever hired a promotional marketing firm to pass out Lever 2000 hand wipes in food courts and petting zoos. This is an example of:

Unilever hired a promotional marketing firm to pass out Lever 2000 hand wipes in food courts and petting zoos. This is an example of:A) point-of-use sampling.B)...

In a contest of 45 different languages covering 60 countries, marketers for Axe Apollo invited consumers to fill out an "astronaut profile." This is an example of:

In a contest of 45 different languages covering 60 countries, marketers for Axe Apollo invited consumers to fill out an "astronaut profile." This is an...

To fight counterfeiting, the "Disney Magical Journey" promotion was keyed to mail-in hologram stickers on genuine Disney products. Participants could win Disney DVDs, TV sets, and trips to Hong Kong Disneyland. This is an example of:

To fight counterfeiting, the "Disney Magical Journey" promotion was keyed to mail-in hologram stickers on genuine Disney products. Participants could...

Which promotional technique is best suited to a situation in which a company wants consumers to actually try its product or service at no cost?

Which promotional technique is best suited to a situation in which a company wants consumers to actually try its product or service at no cost?A) samplingB)...

The success of the Stratos project helps the Red Bull by:

The success of the Stratos project helps the Red Bull by:A) having their logo on NASCAR cars.B) using You Tube as an effective marketing tool.C) standing...

Which of the following is not an advantage of using sales promotions?

Which of the following is not an advantage of using sales promotions?A) provides a tangible incentive to buyersB) provides accountability to marketing...

Officially, the EU tariffs on Chinese and Vietnamese shoe imports are known as:

Officially, the EU tariffs on Chinese and Vietnamese shoe imports are known as:A) Countervailing duties.B) Antidumping duties.C) Specific duties.D) Ad...

The furniture industry has become one of the fastest-growing sectors of China's economy. Furniture imports are flooding into the United States from China. This can be attributed to:

The furniture industry has become one of the fastest-growing sectors of China's economy. Furniture imports are flooding into the United States from China....

The organizational decision to purchase production inputs, components, or finished goods from domestic or foreign producers is known as the ________ decision.

The organizational decision to purchase production inputs, components, or finished goods from domestic or foreign producers is known as the ________ decision.A)...

The chief executives of Swiss Swatch Group and Japanese Canon would like to:

The chief executives of Swiss Swatch Group and Japanese Canon would like to:A) outsource all of the manufacturing units overseas in order to save money.B)...

If the dollar, the yen, or the euro becomes seriously overvalued, a company with a production capacity in other locations can achieve competitive advantage by:

If the dollar, the yen, or the euro becomes seriously overvalued, a company with a production capacity in other locations can achieve competitive advantage...

A number of explanations have been offered for the low level of U.S. exports relative to other countries. All of the following can be considered as reasons for low level of exports except:

A number of explanations have been offered for the low level of U.S. exports relative to other countries. All of the following can be considered as reasons...

In which of the following forms of export financing does a bank assume a financial obligation?

In which of the following forms of export financing does a bank assume a financial obligation?A) with an L/C but not a documentary collectionB) with a...

Which of the following incorrectly states the role of banks in import/export transactions involving a letter of credit (L/C)?

Which of the following incorrectly states the role of banks in import/export transactions involving a letter of credit (L/C)?A) The exporter's bank is...

Which of the following arranges export financing payment methods in descending order starting with the most secure/reliable and ending with the least secure/reliable?

Which of the following arranges export financing payment methods in descending order starting with the most secure/reliable and ending with the least...

Which of the following financing methods would be used by an exporter that enjoys good relations with a buyer in a well-established market?

Which of the following financing methods would be used by an exporter that enjoys good relations with a buyer in a well-established market?A) letter of...

Which of the following methods of financing would be used if the exporting and importing parties had a strong, long-standing relationship?

Which of the following methods of financing would be used if the exporting and importing parties had a strong, long-standing relationship?A) documentary...

In the post-September 11 business environment in the United States, imports have come under increased security. One of the initiatives taken in the interest of national security is:

In the post-September 11 business environment in the United States, imports have come under increased security. One of the initiatives taken in the interest...

Which of the following documents represents title to goods in an export transaction?

Which of the following documents represents title to goods in an export transaction?A) bill of ladingB) invoiceC) packing listD) certificate of originE)...

An irrevocable letter of credit transfers the payment obligation for an export deal from the buyer to the buyer's:

An irrevocable letter of credit transfers the payment obligation for an export deal from the buyer to the buyer's:A) in-house export organization.B) bank.C)...

Which set of documents generally represents the minimum documentation required to clear a shipment through customs?

Which set of documents generally represents the minimum documentation required to clear a shipment through customs?A) packing list, commercial invoiceB)...

Which of the following completely eliminates the risk of nonpayment by an importer or a bank in an international transaction?

Which of the following completely eliminates the risk of nonpayment by an importer or a bank in an international transaction?A) documentary credit (letter...

Which of the following correctly states the role of banks in import/export transactions involving a letter of credit (L/C)?

Which of the following correctly states the role of banks in import/export transactions involving a letter of credit (L/C)?A) The importer's bank is the...

______ is an independent marketing intermediary that acts as the export department for two or more manufacturers whose product lines do not compete with each other.

______ is an independent marketing intermediary that acts as the export department for two or more manufacturers whose product lines do not compete with...

_____ are licensed specialists in traffic operations, customs clearance, and shipping tariffs and schedules. They can be considered as the travel agents for handling export goods.

_____ are licensed specialists in traffic operations, customs clearance, and shipping tariffs and schedules. They can be considered as the travel agents...

Direct representation, as opposed to representation by independent intermediaries for exporting in the market country, has several advantages which do not include:

Direct representation, as opposed to representation by independent intermediaries for exporting in the market country, has several advantages which do...

Which of the following offers a company the best assurance of being paid for exported goods?

Which of the following offers a company the best assurance of being paid for exported goods?A) a letter of creditB) a "piggyback" arrangementC) a swapD)...

The international standard by which letters of credit (L/Cs) are interpreted is known as the ________ 500.

The international standard by which letters of credit (L/Cs) are interpreted is known as the ________ 500.A) UCPB) NTRC) FSCD) NTBE) HTSAnswer: A)...

The sale of merchandise in export markets at unfair prices is known as:

The sale of merchandise in export markets at unfair prices is known as:A) dumping.B) countervailing.C) tariff.D) ad valorem.E) transaction.Answer: A)...

Which of the following types of duties would be imposed on a company whose home-country government provided export subsidies?

Which of the following types of duties would be imposed on a company whose home-country government provided export subsidies?A) ad valorem dutyB) countervailing...

Sweden applies a system to certain categories of imported agricultural products which is referred to as:

Sweden applies a system to certain categories of imported agricultural products which is referred to as:A) temporary surcharges.B) ad valorem duty.C)...

Which of the following is sometimes referred to as a "buyer for export" or an "export commission house" and operates on behalf of a buyer from a foreign country?

Which of the following is sometimes referred to as a "buyer for export" or an "export commission house" and operates on behalf of a buyer from a foreign...

Which of the following receives a fee for bringing together an exporter and a buyer in another country?

Which of the following receives a fee for bringing together an exporter and a buyer in another country?A) foreign purchasing agentB) export brokerC) export...

Developed under the auspices of the Custom Cooperation Council (now the World Customs Organization) the system which took effect is referred to as:

Developed under the auspices of the Custom Cooperation Council (now the World Customs Organization) the system which took effect is referred to as:A)...

After the aftermath of the tragedy involving fire in garment factories in Bangladesh, it was found that the buildings were inspected by:

After the aftermath of the tragedy involving fire in garment factories in Bangladesh, it was found that the buildings were inspected by:A) Dhaka's building-safety...

After the aftermath of the tragedy involving fire in garment factories in Bangladesh, Walmart implemented a "zero-tolerance policy." The Workers Rights Consortium, International Labor Organization and other groups monitoring labor issues are stepping up pressure on the companies that participate in the global garment supply chain due to the following reasons, except:

After the aftermath of the tragedy involving fire in garment factories in Bangladesh, Walmart implemented a "zero-tolerance policy." The Workers Rights...

The United States have given Normal Trade Relations (NTR) status to some 180 countries. In actuality only four countries are excluded from this status which includes all of the following countries except:

The United States have given Normal Trade Relations (NTR) status to some 180 countries. In actuality only four countries are excluded from this status...

A nontariff barrier (NTB) includes all of the following except:

A nontariff barrier (NTB) includes all of the following except:A) quota.B) discriminatory procurement policies.C) restrictive administrative policies.D)...

A duty that represents a certain percentage of the value of a particular product is a(n):

A duty that represents a certain percentage of the value of a particular product is a(n):A) specific duty.B) ad valorem duty.C) BTN duty.D) "schedule...

Which of the following refers to a system of farm subsidies in Europe?

Which of the following refers to a system of farm subsidies in Europe?A) CVDB) FSCC) CAPD) HTSE) NTRAnswer: C) ...

Which of the following establishes classification numbers that must be used by importers and exporters?

Which of the following establishes classification numbers that must be used by importers and exporters?A) NTRB) CVDC) FSCD) NTBE) HTSAnswer: E) ...

Governmental actions that discourage imports and block market include all of the following except:

Governmental actions that discourage imports and block market include all of the following except:A) tariffs.B) free trade zones.C) subsidies.D) tax incentives.E)...

Restrictive administrative and technical regulations can create barriers to trade which may take all of the following forms except:

Restrictive administrative and technical regulations can create barriers to trade which may take all of the following forms except:A) antidumping regulations.B)...

In an effort to attract assembly operations, Brazil allows certain product components to be imported at reduced tariff rates. This is an example of:

In an effort to attract assembly operations, Brazil allows certain product components to be imported at reduced tariff rates. This is an example of:A)...

Agricultural subsidies are particularly controversial because, although they protect the interests of farmers in some countries, they work to the detriment of farmers in countries such as:

Agricultural subsidies are particularly controversial because, although they protect the interests of farmers in some countries, they work to the detriment...

The Ministry of International Trade and Industry (MITI) has helped devise export strategies for companies in:

The Ministry of International Trade and Industry (MITI) has helped devise export strategies for companies in:A) Singapore.B) South Korea.C) Taiwan.D)...

Which of the following was a major U.S. tax incentive for exporters that the WTO recently ruled was an illegal subsidy?

Which of the following was a major U.S. tax incentive for exporters that the WTO recently ruled was an illegal subsidy?A) NTRB) CVDC) FSCD) NTBE) HTSAnswer: C)...

The export and import process can entail red tape and bureaucratic delays. In an effort to facilitate exports, countries are designating certain areas as:

The export and import process can entail red tape and bureaucratic delays. In an effort to facilitate exports, countries are designating certain areas...

Which of the following is described as the three R's of global business: rules, rate schedules, and regulations?

Which of the following is described as the three R's of global business: rules, rate schedules, and regulations?A) quotasB) tariffsC) NTBsD) NTRE) dutiesAnswer: B)...

Export marketing requires all of the following except:

Export marketing requires all of the following except:A) an understanding of the target market environment.B) the use of marketing research.C) identification...

The possible arrangements of the responsibilities for handling exports include all of the following except:

The possible arrangements of the responsibilities for handling exports include all of the following except:A) as a part-time activity performed by domestic...

Research has shown that exporting is essentially a developmental process that proceeds in different stages. Before a firm reaches stage 4, it must do one of the following activities:

Research has shown that exporting is essentially a developmental process that proceeds in different stages. Before a firm reaches stage 4, it must do...

According to percent market share of the top ten apparel exporting countries to the United States, which country ranked as number one in 2011?

According to percent market share of the top ten apparel exporting countries to the United States, which country ranked as number one in 2011?A) TaiwanB)...

Governments commonly use activities to support and encourage firms that engage in exporting. Such activities include all of the following except:

Governments commonly use activities to support and encourage firms that engage in exporting. Such activities include all of the following except:A) tax...

The only marketing mix element that is applicable in the export selling is:

The only marketing mix element that is applicable in the export selling is:A) price.B) product.C) promotion.D) place.E) process.Answer: D) pla...

Which of the following is not true about a personal visit to size up the market firsthand and begin the development of an actual export-marketing program?

Which of the following is not true about a personal visit to size up the market firsthand and begin the development of an actual export-marketing program?A)...

In the summer of 2006, it was announced that the company's Smart car would be offered for sale in the United States. Which global company was responsible for bringing the Smart car to market?

In the summer of 2006, it was announced that the company's Smart car would be offered for sale in the United States. Which global company was responsible...

Product problems initially made headlines in 2008 regarding a turbine blade manufactured by Suzlon and financed by John Deere. All of the following problems were encountered by Suzlon except:

Product problems initially made headlines in 2008 regarding a turbine blade manufactured by Suzlon and financed by John Deere. All of the following problems...

By definition, a ________ requires a large amount of learning on the part of users and typically creates new markets and consumption patterns.

By definition, a ________ requires a large amount of learning on the part of users and typically creates new markets and consumption patterns.A) continuous...

In Chinese markets, Nike had a problem using the "Just Do It" attitude which was not found to be appropriate. Finally, Nike decided to use Chinese athletes in their promotion. This type of adaptation was needed due to:

In Chinese markets, Nike had a problem using the "Just Do It" attitude which was not found to be appropriate. Finally, Nike decided to use Chinese athletes...