Archive for June 2021

There are three key factors when selecting the media for an advertising campaign: (1) __________; (2) the product's attributes; (3) and cost.

There are three key factors when selecting the media for an advertising campaign: (1) __________; (2) the product's attributes; (3) and cost.



a. the perceived risk

b. the sustainability of the message

c. the reputation of the prospective media firm

D. THE MEDIA HABITS OF TARGET AUDIENCE

e. the length of time required to get the message across


Answer: D

In class, we considered a company which was selling a new brand of dog food (Dog Chow). In which stage of the Product Life Cycle would the company be most likely to use free samples as a sales promotion to increase sales?

In class, we considered a company which was selling a new brand of dog food (Dog Chow). In which stage of the Product Life Cycle would the company be most likely to use free samples as a sales promotion to increase sales?



A. INTRODUCTION

b. Growth

c. Maturity

d. Decline



Answer: A

From what we heard in class about scheduling our advertising, in which type of schedule do our ads run for very short periods of time and then there are no ads at all with the ads in concentrated forms?

From what we heard in class about scheduling our advertising, in which type of schedule do our ads run for very short periods of time and then there are no ads at all with the ads in concentrated forms?



a. Continuous (steady) Schedule

B. FLIGHTING (intermittent) SCHEDULE

c. Pulse (burst) Schedule

d. Start-up pulse

e. Promotional pulse



Answer: B

In class, we learned that consumers often have "doubts" about their purchases (called "post-purchase dissonance"). What type of advertising to marketers use to reduce consumers' doubts about their purchases?

In class, we learned that consumers often have "doubts" about their purchases (called "post-purchase dissonance"). What type of advertising to marketers use to reduce consumers' doubts about their purchases?



a. Pioneering

b. Informational

c. Competitive

d. Reminder

E. REINFORCEMENT


Answer: E

As a business format franchisor, McDonald's provides step-by-step procedures for most aspects of the business and

As a business format franchisor, McDonald's provides step-by-step procedures for most aspects of the business and



a. provides an accounting system to pay the franchisee bills promptly.

b. shops for the best food values.

c. maintains the property.

D. GUIDELINES FOR THE MOST LIKLEY DECISIONS A FRANCHISE WILL FACE

e. disciplines dishonest employees.



Answer: D

QVC is a television home shopping network. It generates sales of more than $8 billion from its 70 million customers by

QVC is a television home shopping network. It generates sales of more than $8 billion from its 70 million customers by



a. restricting purchases only through its Mall of America studio.

b. broadcasting live twelve hours a day 365 days a year.

C. OFFERING MORE THAN 1,150 PRODUCTS EACH WEEK.

d. offering overstocked items from retailers at a fraction of the original cost.

e. running live podcasts and live streaming over the Internet.



Answer: C

Online retail purchases by consumers can be the result of several very different approaches, which include: (1) paying dues to become a member of an online discount service; (2) participating in an online auction; (3) going directly to online malls; and (4)

Online retail purchases by consumers can be the result of several very different approaches, which include: (1) paying dues to become a member of an online discount service; (2) participating in an online auction; (3) going directly to online malls; and (4)



a. becoming a secret shopper.

b. participating in a buying cooperative.

c. using direct selling.

D.USING A SHOPPING "BOT" TO SEARCH FOR A PRODUCT AT LOCATIONS WITH THE BEST PRICE.

e. becoming a member of a research group that evaluates new products.



Answer: D

Texas-based Whole Foods supermarkets target people who want to eat healthy. The stores use placards throughout, which tell shoppers about the farmers who grew and harvested the various products sold. This use of signage to provide consumer information is a part of which element of the retailing mix?

Texas-based Whole Foods supermarkets target people who want to eat healthy. The stores use placards throughout, which tell shoppers about the farmers who grew and harvested the various products sold. This use of signage to provide consumer information is a part of which element of the retailing mix?



A.COMMUNICATION

b. pricing

c. merchandise

d. goods and services factor

e. location


Answer: A

Merchants such as the Burlington Coat Factory sell brand-name merchandise at lower than regular prices. This means that they are using a(n)

Merchants such as the Burlington Coat Factory sell brand-name merchandise at lower than regular prices. This means that they are using a(n)



A. OFF PRICE RETAILING STRATEGY

b. markdown pricing strategy.

c. everyday fair pricing strategy.

d. everyday low pricing strategy.

e. maintained markdown pricing strategy.



Answer: A

In lecture, we noted that it is relatively easy to become a retailer. Which of the following is NOT one of the reasons that was given?

In lecture, we noted that it is relatively easy to become a retailer. Which of the following is NOT one of the reasons that was given?



a. no large investment in production equipment is required

b. merchandise can often be purchased on credit,

c. store space can be leased with no down payment

d. simple website can be set up at a modest costs

E. ACTUALLY, THESE WERE ALL REASONS GIVEN



Answer: E

In class, we noted that promotion is communication, and we linked this back to our ideas of a "good" market segment. Which characteristic of a good segment is linked to promotion?

In class, we noted that promotion is communication, and we linked this back to our ideas of a "good" market segment. Which characteristic of a good segment is linked to promotion?



a. The segment must be large

b. The segment must respond differently to our marketing mix

c. The segment must have adequate money to make the purchase

D. THE SEGMENT MUST BE "REACHABLE"

e. The segment must have the "authority" to buy our product or service


Answer: D

American Hospital Supply helps its customers (hospitals) manage inventory and streamline order processing for hundreds of medical supplies. The source of American Hospital Supply's power is its

American Hospital Supply helps its customers (hospitals) manage inventory and streamline order processing for hundreds of medical supplies. The source of American Hospital Supply's power is its



a. economic influence.

B. EXPERTISE

c. identification with a particular channel member.

d. legitimate rights through contracts.

e. governmental contracts.



Answer: B

Reductions in delivery times in both the marketplace and the supply chain have earned firms such as Toyota and Xerox a reputation as "time-based competitors." For Toyota and Xerox, logistics

Reductions in delivery times in both the marketplace and the supply chain have earned firms such as Toyota and Xerox a reputation as "time-based competitors." For Toyota and Xerox, logistics



a. Increases their customers' inventory levels.

b. increases the number of steps in their manufacturing processes.

c. includes the role of Toyota and Xerox as channel captains.

D. CREATES TIME AND PLACE UTILITY FOR THEIR CUSTOMERS.

e. does not influence their suppliers' supply chains.



Answer: D

Given your situation, you decide to set your price based on the traditional price in the channel of distribution or in your market According to the lecture, what type of pricing approach is this?

Given your situation, you decide to set your price based on the traditional price in the channel of distribution or in your market According to the lecture, what type of pricing approach is this?



a. Demand-oriented pricing

b. Cost-oriented pricing

c. Profit-oriented pricing

D. COMPETITION ORIENTED PRICING

e. Investor-oriented pricing


Answer: D

In lecture, we noted that:

In lecture, we noted that:



a. SCM replaces what we have previously learned about management, eliminating past practices

b. SCM both replaces what we have previously learned about management, and builds on our past practices

c. SCM DOES NOT REPLACE WHAT WE HAVE LEARNED ABOUT MANAGEMENT, BUT RATHER BUILDS ON OUR PAST PRACTICES.

d. SCM does not replace what we have learned about management, but does eliminate our past practices

e. SCM is already going out of style in the world of marketing management



Answer: C

According to the lecture, if our customer wants high quality products, innovation, and a broad product line, the our SCM team should focus on:

According to the lecture, if our customer wants high quality products, innovation, and a broad product line, the our SCM team should focus on:



a. high plant utilization and efficiencies to provide low costs for our customer

b. Low inventory to provide low inventory costs for firm

c. getting the most out of our production facilities and our capital investments

d. OBTAINING A HIGH QUALITY SUPPLIER, THE SHORTEST TIME TO MARKET, AND SHORT- MANUFACTURING CHANGEOVER TIMES.

e. Our SCM team needs to focus on ALL of the above to be successful in providing customer satisfaction.



Answer: D

In class, we learned that there are "other intermediaries" which aid the distribution process. These other intermediaries rarely take title to the product and are not active in purchase or sales activities. These include:

In class, we learned that there are "other intermediaries" which aid the distribution process. These other intermediaries rarely take title to the product and are not active in purchase or sales activities. These include:



a. Banks

b. Insurance companies

c. Transportation companies

d. Both banks and insurance companies, but not transportation companies.

E. BANKS, INSURANCE COMPANIES AND TRANSPORTATION COMPANIES.



Answer: E

Washburn recently purchased Parker Guitar, another guitar manufacturer that designs products for professionals and collectors, and will combine the two production facilities into a new location. Washburn expects the acquisition to reduce its rent and tax expenses by 40 percent, and the new skilled employees will reduce the hours of work needed for each unit by 15 percent. This would cause the slope of the total cost curve to __________ and the break-even quantity to __________.

Washburn recently purchased Parker Guitar, another guitar manufacturer that designs products for professionals and collectors, and will combine the two production facilities into a new location. Washburn expects the acquisition to reduce its rent and tax expenses by 40 percent, and the new skilled employees will reduce the hours of work needed for each unit by 15 percent. This would cause the slope of the total cost curve to __________ and the break-even quantity to __________.



a. decrease; stay the same

b. decrease; increase

c. increase; increase

d. stay the same; increase

E. DECREASE, DECREASE



Answer: E

At a price of $4.00 each, SHAPE magazine sells 1.25 million copies of its magazine targeted to young women seeking a healthier lifestyle. If the price per issue is increased to $4.50 each, only 1 million copies will be sold. Fixed costs are $1 million and unit variable costs are $0.50 per magazine. Calculate the average revenue for SHAPE magazine at the higher price.

At a price of $4.00 each, SHAPE magazine sells 1.25 million copies of its magazine targeted to young women seeking a healthier lifestyle. If the price per issue is increased to $4.50 each, only 1 million copies will be sold. Fixed costs are $1 million and unit variable costs are $0.50 per magazine. Calculate the average revenue for SHAPE magazine at the higher price.



a. $0.50

b. $1.25

c. $4.00

D. $4.50

e. $8.50



Answer: D

A penetration pricing policy is MOST LIKELY to be effective when: (1) many segments of the market are price sensitive; (2) __________; and (3) unit production and marketing costs fall dramatically as production volumes increase.

A penetration pricing policy is MOST LIKELY to be effective when: (1) many segments of the market are price sensitive; (2) __________; and (3) unit production and marketing costs fall dramatically as production volumes increase.



a. lowering the price has only a minor effect on increasing the sales volume and reducing the unit cost

b. the high initial price will not attract competitors

c. customers interpret the high price as signifying high quality

D. LOW INITIAL PRICE THAT DISCOURAGES COMPETITORS FROM ENTERING THE MARKET

e. enough prospective customers are willing to buy immediately at the high initial price to make these sales profitable



Answer: D

In lecture, we discussed "the importance of price." According to the instructor, which of the following best reflects "the importance of price?"

In lecture, we discussed "the importance of price." According to the instructor, which of the following best reflects "the importance of price?"



a. Price is important because it is the money exchanged for ownership of a good or a service.

b. Price is important because it serves as the foundation for bartering.

C. PRICE IS IMPORTANT BECAUSE IT IS THE ONLY THING THAT PRODUCES REVENUES or profits (all else are expenses).

d. Price is important because it sets the "list price."

e. Price is important because it influences the value of a product



Answer: C

In class we considered value pricing. We noted that PC's have almost become a commodity, with low prices and low profit margins. One way we looked at to create value pricing for these companies is to:

In class we considered value pricing. We noted that PC's have almost become a commodity, with low prices and low profit margins. One way we looked at to create value pricing for these companies is to:



a. produce more units, at a lower price.

b. create a new kind of computer with new technology.

C. CREATE NEW SERVICES, LIKE INSTALLATION OF YOUR HOME ENTERTAINMENT CENTER WITH YOUR MEDIA PC.

d. create new internet applications.

e. manufacture off-shore.



Answer: C

Sterile Feral, Inc. is a nonprofit organization that catches wild or stray cats, and then neuters, vaccinates, and releases them back into the wild. The personnel of the nonprofit organization are caring people who love animals and try to do what they can to meet the needs of each cat they care for. The caring nature of the personnel relates to which service quality dimension?

Sterile Feral, Inc. is a nonprofit organization that catches wild or stray cats, and then neuters, vaccinates, and releases them back into the wild. The personnel of the nonprofit organization are caring people who love animals and try to do what they can to meet the needs of each cat they care for. The caring nature of the personnel relates to which service quality dimension?



a. assurance

b. tangibility

C. EMPATHY

d. reliability

e. credibility


Answer: C

Andrea Arenas is the owner of 2 Places at 1 Time, a concierge company. She and her staff of 60 perform everyday services such as walking the dog, picking up cleaning, waiting for the repairman, and going to the post office for people who are too busy to perform these simple acts. She is often hired by major corporations to perform services for their harried executives and their spouses. Her clients can evaluate the services that 2 Places at 1 Time provide

Andrea Arenas is the owner of 2 Places at 1 Time, a concierge company. She and her staff of 60 perform everyday services such as walking the dog, picking up cleaning, waiting for the repairman, and going to the post office for people who are too busy to perform these simple acts. She is often hired by major corporations to perform services for their harried executives and their spouses. Her clients can evaluate the services that 2 Places at 1 Time provide



a. only before they are purchased.

b. only after they are consumed.

c. only at the same time as they are purchased or consumed.

d. before, during, and/or after they are purchased or consumed.

E. ONLY DURING CONSUMPTION OR AFTER PURCHASED



Answer: E

In class, we noted that the demand for more and better services affect virtually all industries in a variety of ways. From what we heard in class, which of the following is NOT an example of how the demand for services affect businesses.

In class, we noted that the demand for more and better services affect virtually all industries in a variety of ways. From what we heard in class, which of the following is NOT an example of how the demand for services affect businesses.



a. Longer Business Hours

b. Better trained sales and service people

C. LOWER PRICES AND MORE PRODUCT QUALITY

d. Location--ATMs, branch outlets, branch warehouses, JIT delivery

e. Improved customer service systems



Answer: C

In Marketing in the News, we heard that Virgin Radio is beginning a campaign to:

In Marketing in the News, we heard that Virgin Radio is beginning a campaign to:



A. BRING BACK THE VIRGIN RADIO BRAND

b. grow its radio audience in the U.S.

c. incorporate newspaper ads in its marketing mix.

d. increase the cost of its subscription service.

e. recruit new bands for its network.



Answer: A

In Marketing in the News, we heard that Dollar Shave is planning on growth by selling a new product to their existing target market. What new product market is Dollar Shave Club attempting to develop?

In Marketing in the News, we heard that Dollar Shave is planning on growth by selling a new product to their existing target market. What new product market is Dollar Shave Club attempting to develop?



a. Women's razors.

b. Men's deodorants.

C. MENS SKINCARE

d. Women's perfumes.



Answer: e. Men's aftershave.

A product line refers to ________

A product line refers to ________



a. a product and all its ancillary services (warranties, financing, etc.).

b. the variations within a product class.

c. a specific product SKU that has a unique brand, size, or price.

D.A GROUP OF PRODUCT/SERVICE ITEMS THAT ARE CLOSELY RELATED BECAUSE they satisfy a class of needs, are used together, are sold to the same customer group, are distributed through the same types of outlets, or fall within a given price range.



Answer: e. the entire product category or industry.

Procter & Gamble, however, has a large __________ that includes product groupings such as beauty and grooming (Crest toothpaste and Gillette razors) and household care (Downy fabric softener, Tide detergent), and Pampers diapers.

Procter & Gamble, however, has a large __________ that includes product groupings such as beauty and grooming (Crest toothpaste and Gillette razors) and household care (Downy fabric softener, Tide detergent), and Pampers diapers.



a. marketing mix

b. product class

c. product items

d. product lines

E. PRODUCT MIX


Answer: E

Free samples are one of the most popular means to gain consumer trial. In fact, most consumers consider a sample to __________.

Free samples are one of the most popular means to gain consumer trial. In fact, most consumers consider a sample to __________.



a. simulate laggard usage of the product

B. THE BEST WAY TO EVALUATE PRODUCT

c. be faster than purchasing a product

d. be safer than purchasing a product

e. circumvent the typical adoption cycle


Answer: B

In class, we considered how we might classify consumer goods based on the consumer's interest in the product. Based on this discussion, which of the following would be a specialty product for most consumers?

In class, we considered how we might classify consumer goods based on the consumer's interest in the product. Based on this discussion, which of the following would be a specialty product for most consumers?



a. A candy bar

b. Gasoline

c. Dining room furniture

D. A LUXURY CAR

e.A carton of milk


Answer: D

When mechanical gas pumps first appeared in the United States in the 1930s, their spinning dials couldn't register sales beyond $99.99. Today, some stations still use the retro pumps, but the limited dials cannot register the sales of higher-priced gas, which often mount about $100 for SUVs. The pumps can be modernized for about $650, but the company that provides this service has a huge backlog. This is an example of how _____ factors affect small convenience stores and service stations.

When mechanical gas pumps first appeared in the United States in the 1930s, their spinning dials couldn't register sales beyond $99.99. Today, some stations still use the retro pumps, but the limited dials cannot register the sales of higher-priced gas, which often mount about $100 for SUVs. The pumps can be modernized for about $650, but the company that provides this service has a huge backlog. This is an example of how _____ factors affect small convenience stores and service stations.



a. technological and cultural

b. competitive and natural

c. technological and economic

d. cultural and economic

e. demographic and marketing mix



Answer: C

China's new 5 percent tax on disposable wooden chopsticks, reflecting concerns about deforestation, has been praised by environmentalists. The move is hitting hard at the Japanese, who consume 25 billion sets of wooden chopsticks annually. Almost all of the chopsticks used in Japan come from China. The price of wooden chopsticks in Japan has increased by almost 50 percent. The price increase influences which factor of the external environment of restaurant owners in Japan?

China's new 5 percent tax on disposable wooden chopsticks, reflecting concerns about deforestation, has been praised by environmentalists. The move is hitting hard at the Japanese, who consume 25 billion sets of wooden chopsticks annually. Almost all of the chopsticks used in Japan come from China. The price of wooden chopsticks in Japan has increased by almost 50 percent. The price increase influences which factor of the external environment of restaurant owners in Japan?



a. Economic

b. Technological

c. Demographic

d. Social

e. Ethnicity



Answer: A

After-tax income is referred to as:

After-tax income is referred to as:



a. gross income

b. marginal income

c. purchasing income

d. unencumbered income

e. disposable income



Answer: E

Consider a small southern town where more than half the residents are African American and the rest are white. A successful marketing campaign for this community would include

Consider a small southern town where more than half the residents are African American and the rest are white. A successful marketing campaign for this community would include



a. internet advertising

b. Radio advertising

c. billboards

d. newspaper advertising

e. none of these



Answer: B

Diversity is emerging as a priority goal because:

Diversity is emerging as a priority goal because:



a. there is a population of recent immigrants who are closely related by custom and tradition

b. of the growth of small and large ethnic groups that have little in common

c. the United States is becoming a truly multicultural society.

d. of new, effective mass-marketing techniques

e. of the focus on one large dominating racial or ethnic group



Answer: C

Which of the following statements about Generation Y is true?

Which of the following statements about Generation Y is true?



a. Its members were born between 1965 and 1978.

b. Members are multitaskers and want to be in the know.

c. The members of Generation Y are pressed for time and spend more on personal services than any other age group.

d. Members of Generation Y are the first generation of latchkey kids.

e. All of these statements are true.



Answer: B

Merissa Champlain designs and sells clothes for young working women. Her marketing managers recently told her that she'll be in financial trouble unless she starts designing clothes suited to Gen Yers. Why is this?

Merissa Champlain designs and sells clothes for young working women. Her marketing managers recently told her that she'll be in financial trouble unless she starts designing clothes suited to Gen Yers. Why is this?



a. Gen Yers are picky.

b. Gen Yers are more multicultural.

c. Baby boomers provide all of the disposable income for Gen Y members.

d. Demographically, Gen Yers are an extremely large group of consumers.

e. Gen Yers are easily swayed by traditional promotion media.



Answer: D

In Asia, Procter & Gamble (P&G) discovered that consumers like to experiment with different brands of shampoos and shy away from the family-size bottles so popular with Americans. Now it sells single-use sachets of shampoo in Asia. P&G responded to _____ factors when it changed its Asian packaging.

In Asia, Procter & Gamble (P&G) discovered that consumers like to experiment with different brands of shampoos and shy away from the family-size bottles so popular with Americans. Now it sells single-use sachets of shampoo in Asia. P&G responded to _____ factors when it changed its Asian packaging.



a. demographic

b. competitive

c. technological

d. social

e. component lifestyle



Answer: D

Many people in the United States choose to drink light beer because they value thin and fit bodies. In Europe, light beers have had little success because flavor is valued more highly. For international beer manufacturers, this difference illustrates how _____ influence(s) marketing.

Many people in the United States choose to drink light beer because they value thin and fit bodies. In Europe, light beers have had little success because flavor is valued more highly. For international beer manufacturers, this difference illustrates how _____ influence(s) marketing.



a. demography

b. competition

c. social factors

d. economic conditions

e. technology



Answer: C

The Michigan State Legislature tried to pass a bill requiring concert promoters and venue operators to print parental warnings on tickets and advertisements for concerts and shows by performers whose recordings had content advisory labels. Promoters and venue operators prevented the passage of this bill, arguing that it would require them to make value judgments for which they were ill equipped. The promoters and operators engaged in:

The Michigan State Legislature tried to pass a bill requiring concert promoters and venue operators to print parental warnings on tickets and advertisements for concerts and shows by performers whose recordings had content advisory labels. Promoters and venue operators prevented the passage of this bill, arguing that it would require them to make value judgments for which they were ill equipped. The promoters and operators engaged in:


a. internal marketing

b. illegal practices

c. environmental management

d. reengineering

e. corporate espionage



Answer: C

Susan is the director of marketing for a company that sells recreational vehicles and is developing a marketing plan to cover the next five years of business. Which of the following is an uncontrollable factor Susan must consider in her plan?

Susan is the director of marketing for a company that sells recreational vehicles and is developing a marketing plan to cover the next five years of business. Which of the following is an uncontrollable factor Susan must consider in her plan?



a. Place or distribution factors

b. Media buying factors

c. Economic factors

d. Promotional literature

e. Pricing strategy for warranty services



Answer: C

The external environment:

The external environment:



a. can be controlled in much the same manner as the internal marketing mix

b. cannot be influenced by marketing managers

c. does not change over time

d. does not have an impact on Fortune 500 companies

e. must be continually monitored by marketing managers



Answer: E

The publisher of Ebony magazine has forged an alliance with Dan River, Inc. to create luxury bed and bath products for the newly developed Ebony Home brand. Ebony Home will use the publisher's long history and expertise to market to the African American market. The African American market is the _____ for the Ebony Home brand.

The publisher of Ebony magazine has forged an alliance with Dan River, Inc. to create luxury bed and bath products for the newly developed Ebony Home brand. Ebony Home will use the publisher's long history and expertise to market to the African American market. The African American market is the _____ for the Ebony Home brand.


a. target market

b. buying center

c. aggregated unit

d. consumer cluster

e. demographic sample



Answer: A

Which of the following statements best describes the typical target market?

Which of the following statements best describes the typical target market?



a. A target market will remain stable over time, including the same group of consumers.

b. Target markets change over time as consumers drop in or out of the market, and as tastes change.

c. Target markets are not strongly affected by changes in the external environment.

d. Target markets only change when the features and benefits of the product offering change.

e. Target markets cannot be specifically defined according to age, income, or location, because these factors are continually changing.



Answer: B

The second generation Prius offered customers:

The second generation Prius offered customers:



a lower price than the original.



less advertising than the original.



more channels of distribution than the original.



more value than the original.



a smaller vehicle than the original.



Answer: more value than the original.

If Ju Li organized focus groups to discuss the idea of flavored additives with Hope Springs customers. Such concept tests are conducted in which step of the new-product development process?

If Ju Li organized focus groups to discuss the idea of flavored additives with Hope Springs customers. Such concept tests are conducted in which step of the new-product development process?



Commercialization



Idea generation



Idea evaluation



Screening



Development



Answer: Idea evaluation

When Hope Springs develops its flavored water additive and uses the college town where Gabbie and Justin are students to gauge if there is ample product interest, the company is engaged in _______.

When Hope Springs develops its flavored water additive and uses the college town where Gabbie and Justin are students to gauge if there is ample product interest, the company is engaged in _______.



concept testing



market testing



idea screening



prototype testing



idea generation



Answer: market testing

After performing a situation analysis, Tristan might decide to survey a number of visitors to the area in order to find out more about what they like or dislike about his motel and the larger resorts in the area. What step of the scientific approach to marketing research would this survey demonstrate?

After performing a situation analysis, Tristan might decide to survey a number of visitors to the area in order to find out more about what they like or dislike about his motel and the larger resorts in the area. What step of the scientific approach to marketing research would this survey demonstrate?



getting problem-specific data



analyzing the situation



solving the problem



defining the problem



interpreting the data



Answer: getting problem-specific data

According to the text, product quality means that:

According to the text, product quality means that:


the product won't ever break.



None of these choices is correct.



products are designed to meet demanding specifications.



a product satisfies a customer's requirements or needs.



there are no errors in the production process.



Answer: a product satisfies a customer's requirements or needs.

Denise Hunter had Thomasville brand living room furniture and wanted to buy a particular chair of the same brand. She made a few calls to find a store that had the chair in stock. When she found one, she went there and purchased the chair. For Denise, the chair was

Denise Hunter had Thomasville brand living room furniture and wanted to buy a particular chair of the same brand. She made a few calls to find a store that had the chair in stock. When she found one, she went there and purchased the chair. For Denise, the chair was


an emergency product.



a homogeneous shopping product.



a specialty product.



an impulse product.



a heterogeneous shopping product.



Answer: a specialty product.

According to the Federal Trade Commission (FTC), a new product is ______.

According to the Federal Trade Commission (FTC), a new product is ______.


something that is new in any way for the company concerned



None of these is a good answer.



only new for two months



only new for twelve months



entirely new or changed in a functionally different or substantial respect



Answer: entirely new or changed in a functionally different or substantial respect

If Martha is trying to determine whether or not she should offer open mic night at the Coffee Collective as part of the coffee experience, this would be an example of ____________.

If Martha is trying to determine whether or not she should offer open mic night at the Coffee Collective as part of the coffee experience, this would be an example of ____________.



defining the problem



solving the problem



interpreting the data



analyzing the situation



getting problem-specific data



Answer: defining the problem

________ data, or the facts and figures that have already been collected about the Coffee Collective prior to the research at hand, would include information relating to budgets, previous marketing activities, sales and customer communications.

________ data, or the facts and figures that have already been collected about the Coffee Collective prior to the research at hand, would include information relating to budgets, previous marketing activities, sales and customer communications.



Situation analysis



Primary



Response rate



Qualitative research



Secondary



Answer: Secondary

Luke Flaherty wants to buy an electric drill for some jobs around his home. Deciding that all such drills are similar, he reads all the advertisements in his Sunday paper in search of the best price. For Luke, these drills are ______.

Luke Flaherty wants to buy an electric drill for some jobs around his home. Deciding that all such drills are similar, he reads all the advertisements in his Sunday paper in search of the best price. For Luke, these drills are ______.


an emergency product



a staple product



a specialty product



a homogeneous shopping product



a heterogeneous shopping product



Answer: a homogeneous shopping product

If Brian were later tasked with purchasing an additional 500 tablets for Hope Springs but he was asked to modify the technical requirements for making the purchase, this would be called a(n) __________ type of buying process.

If Brian were later tasked with purchasing an additional 500 tablets for Hope Springs but he was asked to modify the technical requirements for making the purchase, this would be called a(n) __________ type of buying process.



direct purchase



modified rebuy



just-in-time delivery



new-task buy



straight rebuy



Answer: modified rebuy

Which of the following is a feature of qualitative research in primary data collection?

Which of the following is a feature of qualitative research in primary data collection?


It relies on open-ended questioning.



It uses statistics to analyze data.



It asks yes or no type questions.



It asks close-ended questions.



It provides more representative samples of consumers.



Answer: It relies on open-ended questioning.

Hope Springs needs tablet computers that are fast, include 24/7 tech support, and include a generous volume discount. These criteria would be collected during which stage of organizational buying?

Hope Springs needs tablet computers that are fast, include 24/7 tech support, and include a generous volume discount. These criteria would be collected during which stage of organizational buying?



Proposal analysis, negotiation, and selection



Managing the buyer-seller relationship



The decision-making process



Defining the problem



Economic assessment



Answer: Defining the problem

Wizard Toy Company's marketing researcher conducted a survey to find out the percentage of customers who, after receiving a promotional mailing about a new toy, actually went out and purchased the product. This is an example of

Wizard Toy Company's marketing researcher conducted a survey to find out the percentage of customers who, after receiving a promotional mailing about a new toy, actually went out and purchased the product. This is an example of


personal interviews.



a response rate.



cross-tabulation.



quantitative research.



an experimental method.



Answer: quantitative research.

Industry profits decline during the market maturity stage due to______.

Industry profits decline during the market maturity stage due to______.


increased competitive pressure to cut prices



declining sales and dipping promotion costs



mismanaged budgets and price stabilization



sale of shoddy varieties of the original product



declining competition and declining manufacturing costs



Answer: increased competitive pressure to cut prices

What are the two basic methods for obtaining primary information about customers?

What are the two basic methods for obtaining primary information about customers?



Internet search and library search



Intranet and data from private research organizations



Marketing information systems and cost data



Defining and analyzing



Questioning and observing



Answer: Questioning and observing.

Although GabbieGabbie and Justin enjoy their flight, Justin's lost luggage negatively affects how GabbieGabbie feels about flying Jet Green, yet there is still a possibility she may fly them again in the future. Gabbie's uncertainty about whether she made the right choice in airlines is known as

Although GabbieGabbie and Justin enjoy their flight, Justin's lost luggage negatively affects how GabbieGabbie feels about flying Jet Green, yet there is still a possibility she may fly them again in the future. Gabbie's uncertainty about whether she made the right choice in airlines is known as



dissonance.



disaffection.



disaffiliation.



disconnection.



disillusionment.



Answer: dissonance.

Buying a plane ticket involved ______ for Gabbie.

Buying a plane ticket involved ______ for Gabbie.



routinized response behavior



implied problem solving



uninvolved purchase behavior



limited problem solving



extensive problem solving



Answer: extensive problem solving

Jet Green offered a differentiated experience by providing free WiFi and movies. That differentiation appealed to Gabbie and influenced her purchase decision. Which specific influence did this aspect of the experience appeal to?

Jet Green offered a differentiated experience by providing free WiFi and movies. That differentiation appealed to Gabbie and influenced her purchase decision. Which specific influence did this aspect of the experience appeal to?



Social influence



Physiological needs



Psychological needs



Situational influence



Cultural influence



Answer: Psychological needs

Why is defining the problem considered the most difficult step of the marketing research process?

Why is defining the problem considered the most difficult step of the marketing research process?


Failure to correctly define the problem will make all subsequent steps to become wasted effort.



It avoids situation analysis study in most cases.



It involves qualitative research.



It is easy to confuse problems with symptoms at this stage.



It is the first step of the process.



Answer: Failure to correctly define the problem will make all subsequent steps to become wasted effort.

Which of the following is least related to the product life-cycle pattern?

Which of the following is least related to the product life-cycle pattern?


Industry sales and profits for a product idea within a particular product‐market



Sales and profits of a particular individual brand or product in the market



The impact of increased competition on a new product idea over time



The need for marketers to adjust their marketing mixes for a product category



The growth and subsequent decline of sales for a product category



Answer: Sales and profits of a particular individual brand or product in the market

National Family Opinion (NFO) contacts several hundred members of its consumer panel and provides them with a printed description of a new chewing gum and its package. Consumers are then given a survey containing several multiple-choice questions about their attitudes toward the new product, based on what they read in the description. The final survey question asks consumers to indicate the likelihood that they would purchase the product. NFO seems to be conducting a ______.

National Family Opinion (NFO) contacts several hundred members of its consumer panel and provides them with a printed description of a new chewing gum and its package. Consumers are then given a survey containing several multiple-choice questions about their attitudes toward the new product, based on what they read in the description. The final survey question asks consumers to indicate the likelihood that they would purchase the product. NFO seems to be conducting a ______.


market test



attitude test



prototype test



concept test



sensitivity test



Answer: concept test

Kelly Drake, marketing manager for Find-Ur-Way global positioning systems, is testing the marketing mix for one of her company's new products. The product was introduced in two different markets with different prices and packages. This suggests the new product was in the _____ step of the new-product development process.

Kelly Drake, marketing manager for Find-Ur-Way global positioning systems, is testing the marketing mix for one of her company's new products. The product was introduced in two different markets with different prices and packages. This suggests the new product was in the _____ step of the new-product development process.


idea evaluation



screening



development



idea generation



commercialization



Answer: development

When Martha needs to compare the results of the marketing program for the Coffee Collective and then implement changes based upon what she finds, she is in the _____________ phase of the strategic marketing process.

When Martha needs to compare the results of the marketing program for the Coffee Collective and then implement changes based upon what she finds, she is in the _____________ phase of the strategic marketing process.



planning



responsibilities



control



program



implementation



Answer: control.

Managers at Wayzata Communications, an Internet service provider, want access to a continual flow of information about their market-available whenever they need it. Wayzata managers need a(n)

Managers at Wayzata Communications, an Internet service provider, want access to a continual flow of information about their market-available whenever they need it. Wayzata managers need a(n)


data warehouse.



big data.



marketing information system.



customer relationship management system.



intranet.



Answer: marketing information system.

The Coffee Collective will need to detail the day-to-day operational decisions that are needed to execute the marketing planning phase. These actions are often organized into the "Four Ps," also called the _________.

The Coffee Collective will need to detail the day-to-day operational decisions that are needed to execute the marketing planning phase. These actions are often organized into the "Four Ps," also called the _________.



situation analysis



marketing strategy



marketing mix



marketing plan



marketing metrics



Answer: marketing mix

Martha categorizes prospective buyers into groups that have common needs and will respond similarly to a marketing action, she then determines the group she will focus on. This group represents Martha's ______________.

Martha categorizes prospective buyers into groups that have common needs and will respond similarly to a marketing action, she then determines the group she will focus on. This group represents Martha's ______________.



marketing plan



marketing program



promotion



channel of distribution



target market



Answer: target market

When conducting a SWOT analysis, Martha would need to identify strategies that take advantage of the Coffee Collective's ________while avoiding __________.

When conducting a SWOT analysis, Martha would need to identify strategies that take advantage of the Coffee Collective's ________while avoiding __________.



strengths; weaknesses



weaknesses; threats



opportunities; threats



strengths and weaknesses; opportunities and threats



strengths and opportunities; weaknesses and threats



Answer: strengths and opportunities; weaknesses and threats

Most universities publish a set of rules about handling academic problems such as cheating and plagiarism. Students who violate these rules are often referred to the university's Honor Committee that evaluates the charges and decides what, if any, punishment is appropriate. This set of written rules is an example of a(n)

Most universities publish a set of rules about handling academic problems such as cheating and plagiarism. Students who violate these rules are often referred to the university's Honor Committee that evaluates the charges and decides what, if any, punishment is appropriate. This set of written rules is an example of a(n)



mission statement.



ethical norms.



code of ethics.



the micro-macro dilemma.



Answer: code of ethics.

Assume that Hope Springs was guided by the American Marketing Association Statement of Ethics as described in your textbook. If Hope Springs website were to post a sustainability report that indicate how its marketing practices help and harm the environment. What ethical value does this report represent:

Assume that Hope Springs was guided by the American Marketing Association Statement of Ethics as described in your textbook. If Hope Springs website were to post a sustainability report that indicate how its marketing practices help and harm the environment. What ethical value does this report represent:



Fairness



Leadership



Transparency



Top line



Answer: Transparency

Suppose that Justin interviewed for a job with a company that had an excellent reputation for honesty and fairness with customers and employees, but that didn't believe in the need to get involved in the community or with social causes of any type. This company would be considered:

Suppose that Justin interviewed for a job with a company that had an excellent reputation for honesty and fairness with customers and employees, but that didn't believe in the need to get involved in the community or with social causes of any type. This company would be considered:




both high ethical values and socially responsible



high ethical values but not socially responsible



neither high ethical values nor socially responsible



socially responsible but not ethical




Answer: high ethical values but not socially responsible

The Coffee Collective's goal is to provide customers with a unique coffee drinking experience and a loyalty rewards program. In doing so, the Coffee Collective is differentiating their experience in hopes of providing _____________ for their customers.

The Coffee Collective's goal is to provide customers with a unique coffee drinking experience and a loyalty rewards program. In doing so, the Coffee Collective is differentiating their experience in hopes of providing _____________ for their customers.




perceived superior value



perceived inferior value



market research



a pure substance economy



economies of scale



Answer: perceived superior value

Joe to Go offers donuts with its simple cup of black coffee that customers serve themselves. In doing so, the company is attempting to create value for Dad and other customers through which element of the four Ps?

Joe to Go offers donuts with its simple cup of black coffee that customers serve themselves. In doing so, the company is attempting to create value for Dad and other customers through which element of the four Ps?




Price



Program



Product



Place



Promotion



Answer: Product

If an automaker conducted research that showed that members of its young, socially conscious target market (customer like Justin) were not viewing their vehicle in the desired way, the automaker may have to engage in _____ the vehicle so that customer perceptions changed.

If an automaker conducted research that showed that members of its young, socially conscious target market (customer like Justin) were not viewing their vehicle in the desired way, the automaker may have to engage in _____ the vehicle so that customer perceptions changed.



post-positioning



forecasting



repositioning



perceptual adjustment



manipulating



Answer: repositioning

When automakers segment based on age, gender, and stage of family life cycle, this reflects a form of ___________ segmentation, they would use vehicle features such as the availability of a moon roof and Bluetooth capability to find customers similar to Justin.

When automakers segment based on age, gender, and stage of family life cycle, this reflects a form of ___________ segmentation, they would use vehicle features such as the availability of a moon roof and Bluetooth capability to find customers similar to Justin.


demographic



physiological



behavioral



psychographic



geographic



Answer: demographic

If automakers were to segment Justin based upon the specific benefits he was seeking - like a vehicle that fit with his active lifestyle - this this would be segmenting by _____________ dimensions.

If automakers were to segment Justin based upon the specific benefits he was seeking - like a vehicle that fit with his active lifestyle - this this would be segmenting by _____________ dimensions.



geographic



behavioral



demographic



physiological



ethnographic



Answer: behavioral

Tom and Sally Jones are preparing to purchase a new car. He currently has a Toyota Camry and she has a Honda Accord. They now have two children under age 5, so they plan to trade in Sally's car to purchase a minivan. Sally and Tom decided on a Honda Odyssey because Sally is familiar with Hondas and thinks they are very reliable. In this purchase situation, Tom and Sally's family life cycle stage is a _____________ segmenting dimension, and the benefit Sally seeks (reliability) is a _____________ segmenting dimension.

Tom and Sally Jones are preparing to purchase a new car. He currently has a Toyota Camry and she has a Honda Accord. They now have two children under age 5, so they plan to trade in Sally's car to purchase a minivan. Sally and Tom decided on a Honda Odyssey because Sally is familiar with Hondas and thinks they are very reliable. In this purchase situation, Tom and Sally's family life cycle stage is a _____________ segmenting dimension, and the benefit Sally seeks (reliability) is a _____________ segmenting dimension.


geographic; behavioral



demographic; behavioral



geographic; demographic



behavioral; demographic



demographic; geographic



Answer: demographic; behavioral

In the purchase of a new computer monitor, which of the following is an example of a user?

In the purchase of a new computer monitor, which of the following is an example of a user?



An IT manager who supplies information for evaluating alternatives



A supply manager who helps write specifications



A receptionist who controls the flow of information



A purchasing manager who arranges the terms of the sale



A secretary whose computer monitor is being replaced



Answer: A secretary whose computer monitor is being replaced

Which of the following statements accurately compares marketing to final consumers with marketing to organizational customers?

Which of the following statements accurately compares marketing to final consumers with marketing to organizational customers?


Purchasing decisions by organizational buyers are usually more economic and less emotional as compared to consumers.



Business-to-business marketing includes marketing to final consumers.



Marketing to organizations is just like marketing to final consumers.



Firms may choose to serve either organizational buyers or final consumers, but not both.



Consumers are more likely to utilize purchasing specifications as compared to B2B buyers.



Answer: Purchasing decisions by organizational buyers are usually more economic and less emotional as compared to consumers.

Given its interest in the broad product-market for "ready-to-eat, health-conscious snack foods," which of the following should the Good Health Foods Co. do FIRST?

Given its interest in the broad product-market for "ready-to-eat, health-conscious snack foods," which of the following should the Good Health Foods Co. do FIRST?


Determine whether to compete on a price basis.



Decide what low-fat product or products it will offer.



Develop a plan for getting support from intermediaries.



Develop each of the four Ps at the same time.



Segment the product-market to try to identify homogeneous submarkets and select an attractive target market.



Answer: Segment the product-market to try to identify homogeneous submarkets and select an attractive target market.

Sweets Galore, the manufacturer of Rainbow brand lollipops, decided to expand into manufacturing liqueur-filled chocolate truffles. Its buying process for the chocolates, liqueurs, and molds was extensive, and included setting product specifications and evaluating sources of supply. This is an example of a ________.

Sweets Galore, the manufacturer of Rainbow brand lollipops, decided to expand into manufacturing liqueur-filled chocolate truffles. Its buying process for the chocolates, liqueurs, and molds was extensive, and included setting product specifications and evaluating sources of supply. This is an example of a ________.


straight rebuy



simplified rebuy



modified rebuy



straight buy



new-task buy



Answer: new-task buy

A person who purchases flowers will select different floral arrangements for a retirement party, a funeral, and a Valentine's Day date. This illustrates the impact of ______ on purchase decisions.

A person who purchases flowers will select different floral arrangements for a retirement party, a funeral, and a Valentine's Day date. This illustrates the impact of ______ on purchase decisions.




the purchase situation



psychological variables



social influences



extensive problem solving



Answer: the purchase situation

The government market:

The government market:



Purchases a fairly narrow range of products dealing with public safety.



Is one of the smallest customer groups in the United States.



Often has a buying process that includes purchase specifications and competitive bidding procedures.



None of these alternatives is correct.



Answer: Often has a buying process that includes purchase specifications and competitive bidding procedures.

Sometimes suppliers take straight rebuy relationships for granted, which can ________.

Sometimes suppliers take straight rebuy relationships for granted, which can ________.



are reserved for short-term marketing relationships



cause buyers to request routine information updates from suppliers



lead to new-task buying



lead to poor customer service



create opportunities for competitors



Answer: create opportunities for competitors

Which of the following tips would help marketers find new B2B clients that are similar to clients they already serve?

Which of the following tips would help marketers find new B2B clients that are similar to clients they already serve?




Research ISO 9000 certified companies.



Look up firms that use automated systems for straight rebuying.



Ask a current customer to help identify new leads.



Conduct a vendor analysis.



Identify current customers' NAICS codes and then look at NAICS-coded lists for related firms.



Answer: Identify current customers' NAICS codes and then look at NAICS-coded lists for related firms.

Which of the following statements about opinion leaders is true?

Which of the following statements about opinion leaders is true?


Opinion leaders are the same as reference groups.



Favorable publicity from opinion leaders rarely helps a marketing mix.



Firms always aim their marketing mixes at general consumers, not opinion leaders.



Opinion leaders are usually wealthier and better educated than others.



Opinion leaders on one subject aren't necessarily opinion leaders on another.



Answer: Opinion leaders on one subject aren't necessarily opinion leaders on another.

Gina Williams wanted to start a decorating business. She identified several possible target markets, but decided to serve a market composed of recently married couples that owned their first home. Gina appears to be following the ______ approach.

Gina Williams wanted to start a decorating business. She identified several possible target markets, but decided to serve a market composed of recently married couples that owned their first home. Gina appears to be following the ______ approach.


combined target market



multiple target market



mass marketing



single target market



niche market targeting



Answer: single target market

Along with studying trends in the environment, a first step in looking for attractive opportunities is to:

Along with studying trends in the environment, a first step in looking for attractive opportunities is to:


find new markets for present products.



understand the resources and objectives of the firm.



decide which product-markets the firm will enter.



estimate product-market potentials.



hire a marketing strategy planner.



Answer: understand the resources and objectives of the firm.

Which of the following firms is exploring a market development opportunity?

Which of the following firms is exploring a market development opportunity?



Mammoth Mountain Ski Resort offers horseback riding and a mountain bike park for summer visitors.



McDonald's opens two upscale hotels in Switzerland to serve families and business travelers.



The Coleman camping gear company boosts sales of popular lanterns by setting up promotional displays at well-attended outdoor events.



Campbell's targets health-conscious consumers with a new line of low-sodium soups.



The E-Z-Go golf cart company begins selling golf carts for use in malls, factories, and airports.



Answer: The E-Z-Go golf cart company begins selling golf carts for use in malls, factories, and airports.

The marketing manager for a financial services firm knows that customer preferences for mutual funds and bond accounts will differ depending on the current interest rate. She must plan her offerings with the ________ environment in mind.

The marketing manager for a financial services firm knows that customer preferences for mutual funds and bond accounts will differ depending on the current interest rate. She must plan her offerings with the ________ environment in mind.


economic



social



technological



cultural



legal



Answer: economic

Safety standards for products such as bicycles are set by the ________.

Safety standards for products such as bicycles are set by the ________.



Federal Trade Commission



Environmental Protection Agency



U.S. Department of Transportation



Food and Drug Administration



Consumer Product Safety Commission



Answer: Consumer Product Safety Commission

In a market-directed economy, ______.

In a market-directed economy, ______.




the individual decisions of the many producers and consumers make the macro-level decisions for the whole economy



government planners make all the important economic decisions



consumers make all the important economic decisions



all the important economic decisions are made by voters in political elections



marketing managers make all the important economic decisions



Answer: the individual decisions of the many producers and consumers make the macro-level decisions for the whole economy

______ directs an economy's flow of goods and services from producers to consumers in a way that effectively matches supply and demand and accomplishes the society's objectives.

______ directs an economy's flow of goods and services from producers to consumers in a way that effectively matches supply and demand and accomplishes the society's objectives.


Standardization and grading



The transporting function



Macro-marketing



Social responsibility



Micro-marketing



Answer: Macro-marketing

The owner of the new Sharp Scissors hair salon gave coupons to potential customers walking by her store to stimulate interest and trial of her new hair salon. The coupons are an example of

The owner of the new Sharp Scissors hair salon gave coupons to potential customers walking by her store to stimulate interest and trial of her new hair salon. The coupons are an example of



advertising.



sales promotion.



a channel of distribution.



publicity.



Answer: sales promotion.

Which of the following statements about the universal functions of marketing is False?

Which of the following statements about the universal functions of marketing is False?


These functions help to overcome discrepancies of quantity and assortment.



Who performs the functions may differ among nations and economic systems.



These functions do not have to be performed in all macro-marketing systems.



How the functions are performed may differ among nations and economic systems.



None of these statements is false.



Answer: These functions do not have to be performed in all macro-marketing systems.

The North American Free Trade Agreement (NAFTA):

The North American Free Trade Agreement (NAFTA):



Provides a plan to reshape the rules of trade among Germany, the United States, and Colombia.



Has reshaped the rules of trade among the United States, Canada, and Mexico.



Makes it more difficult to resolve trade disputes among the countries participating in NAFTA.



Eliminates the need for companies to adjust strategies.



Answer: Has reshaped the rules of trade among the United States, Canada, and Mexico.

Which of the following newspaper headlines is MOST LIKELY to be a result of changes in the cultural and social environment?

Which of the following newspaper headlines is MOST LIKELY to be a result of changes in the cultural and social environment?



"Treasury Department Introduces New Currency to Combat Counterfeiters."



"General Motors Offers Original Equipment Car Stereos with Satellite Radio Service."



"New Projection TVs Are Thinner, Lighter than Traditional TVs."



"Gasoline Prices Increase Sharply."



"McDonald's Changes Its Menu to Cater to Low-Carb Dieters."



Answer: "McDonald's Changes Its Menu to Cater to Low-Carb Dieters."

Predicting what types of bicycles different customers will want and deciding which of these customers the business will try to satisfy are activities a firm should do as part of ______.

Predicting what types of bicycles different customers will want and deciding which of these customers the business will try to satisfy are activities a firm should do as part of ______.




a production orientation



marketing



a command economy



production



making goods or performing services



Answer: marketing

Controlling is vital to the marketing management process because:

Controlling is vital to the marketing management process because:




controlling examines a firm's strengths, weaknesses, opportunities, and threats.



marketing managers need to control their subordinates.



controlling involves identifying a target market.



gathering feedback on a plan's results may lead to beneficial adjustments or entirely new plans.



controlling is part of the marketing mix.



Answer: gathering feedback on a plan's results may lead to beneficial adjustments or entirely new plans

The largest producer of "fuzz-busters" (radar detectors) sees that many states are increasing the penalty for using them. Clearly, this firm's marketing strategy may have to adapt to these changes in the

The largest producer of "fuzz-busters" (radar detectors) sees that many states are increasing the penalty for using them. Clearly, this firm's marketing strategy may have to adapt to these changes in the


cultural and social environments.



resources and objectives of the firm.



political and legal environments.



economic and technological environments.



competitive environment.



Answer: political and legal environments.

As purchasing manager for Avalon Electronics, Cary is required to submit a vendor performance analysis every three months. To meet this requirement, Cary will most likely

As purchasing manager for Avalon Electronics, Cary is required to submit a vendor performance analysis every three months. To meet this requirement, Cary will most likely



A) use a modified rebuy vendor form.

B) interview vendors and seek their feedback.

C) specify and weight performance factors and score the vendors.

D) recruit new suppliers.

E) develop an RFP for vendor analysis.



Answer: C) specify and weight performance factors and score the vendors.

After the Firestone recall, Ford recognized that it would need to work with a new tire supplier for its vehicles. Ford then began to develop new product specifications and request proposals from other tire manufacturers. What is the next step in the B2B buying process for Ford?

After the Firestone recall, Ford recognized that it would need to work with a new tire supplier for its vehicles. Ford then began to develop new product specifications and request proposals from other tire manufacturers. What is the next step in the B2B buying process for Ford?



Answer: proposal analysis and supplier selection

One of the main causes for the tire's defect was the lack of a nylon overlay. Ford claims that it asked Firestone to produce the tires with a nylon overlay as well as include materials that would reduce tread separation. These are examples of

One of the main causes for the tire's defect was the lack of a nylon overlay. Ford claims that it asked Firestone to produce the tires with a nylon overlay as well as include materials that would reduce tread separation. These are examples of



Answer: product specifications

Fordham Hardware is known for its consensus buying center culture. Recognizing this corporate culture, someone attempting to sell to Fordham Hardware should.

Fordham Hardware is known for its consensus buying center culture. Recognizing this corporate culture, someone attempting to sell to Fordham Hardware should.



A) attempt to facilitate the collective agreement of all members of the buying center.

B) address the concerns of all members of the buying center with particular attention to the decision maker.

C) attempt to get one "friend" on the committee to support his products.

D) focus on providing information to and making the sales approach to the one decision maker.

E) focus exclusively on the head of the buying center.



Answer: A) attempt to facilitate the collective agreement of all members of the buying center.

Many consumers can remember various brands of smart home devices but will only consider purchasing from Amazon Google, or Apple. The brands that they can remember, but not consider for purchase, are part of the consumer's ________ set, but not in their ________ set.

Many consumers can remember various brands of smart home devices but will only consider purchasing from Amazon Google, or Apple. The brands that they can remember, but not consider for purchase, are part of the consumer's ________ set, but not in their ________ set.



Answer: retrieval;evoked

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