QUIZ #3STUDY QUIZ #3Student: ___________________________________________________________________________1.Which of the following describes the marketing era immediately after the development of mass production assembly lines?A.production eraB.selling eraC.marketing eraD.customer relationship era2.A firm gathers ___________ data by conducting surveys, interviewing customers, or mailing out questionnaires.A.primaryB.secondaryC.non-referencedD.unbiased3.A firm that uses ___________ segmentation divides a market into groups based on life stage, race, or profession.A.benefitB.demographicC.valueD.target4.Which of the following refers to a marketing strategy in which the focus is on small but profitable market segments?A.micro targetingB.narrowcast marketingC.focused marketingD.niche marketing5.Which of the following is part of the marketing process?A.developing an understanding of company finances available for new productsB.determining an appropriate brand name for a new productC.designing the most efficient method of production of a new productD.contacting suppliers after a purchase to ensure producer satisfaction6.Roberto Martinez is a marketing manager for Friendly Financial Services. He has been looking at a variety of factors, such as technological, socio-cultural and economic trends as well as competitive conditions. Martinez is confident that these factors will impact Friendly's future marketing success. His efforts are an example of:A.target marketing.B.competitive benchmarking.C.relationship marketing.D.environmental scanning.7.Which of the following statements about the distinction between consumer goods and B2B goods is the most accurate?A.The same product can be classified as either a consumer good or an industrial good, depending upon its end use.B.Industrial goods tend to have a useful life of several years and can be depreciated while consumer goods typically last less than a year.C.Consumer goods are typically more expensive than industrial goods.D.Industrial goods are custom made to the specifications of the buyer, while the all consumer goods are mass-produced.8.___________ is a process used to test consumer reactions about a product among potential users.A.Pro forma brandingB.Virtual designC.PrototypeD.Test marketing9.One of the social trends that marketers must monitor to maintain their close relationship with customers is the:A.increase in the number of competitors servicing the target market.B.amount of unemployment in the target market.C.number of people who can use computers with proficiency.D.increase in the number of older Americans.10.Kelly buys only high-priced jeans and expensive sport shoes endorsed by her favorite entertainers. Also, her attitudes and values are shaped by specific statements made by these celebrities. She also supports causes and charities the celebrities endorse. This illustrates how consumer decision making is influenced by:A.marketing mix variables.B.cognitive dissonance.C.a reference group.D.primary group identification.11.The goal of __________ is to keep individual customers over time by offering them new products that exactly meet their requirements.A.niche marketingB.mass marketingC.relationship marketingD.segment marketing12.Certain brand names, such as Kleenex and Xerox, fear they could become _________, because they are so commonly identified with a specific product category that consumers use these names to refer to any product in that category regardless of the manufacturer.A.family brandsB.generic namesC.universal productsD.knockoff names13.Which of the following would a firm most likely use to differentiate its product?A.financial differencesB.increased productionC.elaborate packagingD.manual warehousing14.The trend away from personal salespeople to self-service in many retail outlets has caused firms to:A.reduce their advertising promotional budgets.B.rely more on personal sales efforts.C.place a greater promotional importance on packaging.D.decrease expenditures on interactive Web pages.15.What does a break-even point of 100 units mean to a firm?A.The firm must sell 100 units to maximize its profits.B.Fixed costs plus variable costs equals 100 units.C.By producing 100 units, the firm can ensure that variable costs completely cancel its fixed costs.D.If the firm sells 100 units, its total revenues will equal its total costs.16.Currently, which of the following products would most likely be considered in the growth stage of the product life cycle?A.VCRsB.Welch's grape jellyC.HDTV (High-Definition TV)D.Camel filtered cigarettes17.The degree to which customers are satisfied and are committed to future purchases of a desired brand is called:A.brand awareness.B.brand relations.C.brand loyalty.D.brand intensity.18.Which stage of the product life cycle is characterized by rapidly rising sales, very high profit levels, and a growing number of competitors?A.growthB.maturityC.saturationD.decline19.Which of the following statements is the most accurate assessment of the role packaging plays in product offerings?A.The importance of packaging has diminished as the use of the Internet has grown.B.While packaging plays an important role in marketing goods, it is not relevant to the marketing of services.C.Effective packaging eliminates the potential of product liability suits.D.The importance of packaging is greater now than ever.20.June lives in the southern part of Alabama where winters are normally fairly mild. Last January, during an unusually cold spell, the water pipes in her house froze and burst. She had to look in the Yellow Pages to find a plumber who was able to come out and repair the pipes the same day. Prior to the frozen pipes, the plumber's services represented a(n):A.unsought service.B.industrial service.C.specialty service.D.convenience service.21.An advertisement for the Xerox Corporation encourages customers to say, "Copy it" rather than "Xerox it". This indicates that Xerox is fearful that its brand name might become a(n):A.equity name.B.generic name.C.private brand.D.public domain good.22.Which of the following is considered a stage of the new-product development process?A.automationB.media screeningC.commercializationD.selective perception23.Virtual Electronics is considering a strategy to charge a very high introductory price for their automobile video theater. After identifying that their rival firms did not carry this new product, they chose this pricing strategy to achieve maximum profits. Virtual Electronics has chosen a ________ strategy.A.high-low pricingB.penetrationC.bundlingD.skimming24._________ utility adds value to goods by having them available where people want them.A.SpatialB.Location specificC.PlaceD.Geographic25.Discount stores owe much of their success to a competitive strategy based on:A.low prices.B.extra service.C.special credit arrangements.D.a wide selection in a limited number of categories of goods.26.The most likely type of utility that's provided by convenience stores is:A.form.B.place.C.information.D.service.27.Vending machines are most often used to sell:A.shopping goods.B.convenience goods.C.specialty goods.D.inferior goods.28.Which of the following would be the best example of a broker?A.Tri-State Lumber Supply does not actually store, handle, or deliver lumber, but rather solicits orders from retail hardware and home improvement stores, takes title to the lumber, then arranges for it to be shipped directly from sawmills to the retail stores.B.Jill Moon helps buyers and sellers of used heavy construction equipment negotiate the terms and conditions of their transactions, but does not actually take title to any of the equipment, nor does she develop long-term relationships with the buyers or sellers.C.Hal Hinton is not an employee of Hyloft Golf Clubs, but he does solicit sales for their products at golf and sporting goods stores in a fairly large sales territory.D.Spence Coker is employed by a vacuum cleaner company, and goes door-to-door selling products produced by his company.29.Discount stores, supermarkets, and department stores are all common types of:A.multilevel marketers.B.full-service wholesalers.C.retail stores.D.category killers.30.The two basic types of warehouses are:A.public and private.B.railside and portside.C.storage and distribution.D.seasonal and long-term.31."You never get a second chance to make a good first impression," captures the importance of the __________ step in the selling process.A.prospectingB.introductionC.qualifyingD.approach32.A review of the personal selling process indicates that selling is:A.a matter of establishing relationships.B.getting a name on a sales contract.C.about 90 percent luck and 10 percent skill.D.giving way to computers in responding to consumer needs.33.The Maryland Department of Travel and Tourism promotes tourism in the state by sending travel agents and bus tour companies information about the state's many attractions. The hope is that by stimulating interest in tour and travel agents, they will in turn encourage their customers to visit Maryland. This example represents a ________ promotional strategy.A.pushB.pullC.samplingD.product placement34.Woodson Productions gives young adults free tickets to concerts it promotes if they agree to go into an Internet chat room and share their positive experience with others. The free tickets Woodson provides represent:A.a push strategy.B.market teasers.C.a pull strategy.D.swag.35.The total systems approach to marketing emphasizes communication with which of the following groups?A.Foreign agenciesB.DistributorsC.Government agenciesD.Competitors36.The management of GamesPeople designed a comprehensive strategy that unifies advertising, personal selling, public relations and sales promotion activities creating a consistent message. This effort to promote a positive brand image represents a(n) ________ program.A.global marketingB.interactive promotionC.integrated marketing communicationD.unified segmentation37.________ refers to the face-to-face presentation and promotion of goods and services. This also includes searching for prospects and providing follow-up services.A.Word-of-mouth promotionB.Personal sellingC.Public relationsD.Internal marketing38.Wee Be Irish produces authentic Irish gifts and clothing. Wee Be Irish uses a good deal of television advertising and sales promotion activities to attract consumers to retail shops in search of its brand. Wee Be Irish utilizes a ________ strategy:A.systemsB.placementC.pushD.pull39.Firms utilizing a total systems approach to marketing design their promotional mix to meet the needs of:A.final customers.B.all members of the supply chain.C.salespeople and dealers.D.the general public.40.The free tickets, backstage passes and merchandise firms give to people who agree to hype products through Internet chat rooms are called:A.virtual sweeteners.B.swag.C.chat cache.D.cookies.STUDY QUIZ #3 Key1.(p.348)Which of the following describes the marketing era immediately after the development of mass production assembly lines?A.production eraB.selling eraC.marketing eraD.customer relationship eraAACSB: Reflective ThinkingBloom's: KnowledgeLearning Goal: 13-1Level of Learning 1: Knowledge of key termsNickels - Chapter 13 #144Topic: The Evolution of Marketing2.(p.355)A firm gathers ___________ data by conducting surveys, interviewing customers, or mailing out questionnaires.A.primaryB.secondaryC.non-referencedD.unbiasedAACSB: Reflective ThinkingBloom's: KnowledgeLearning Goal: 13-3Level of Learning 1: Knowledge of key termsNickels - Chapter 13 #183Topic: Providing Marketers with Information3.(p.362)A firm that uses ___________ segmentation divides a market into groups based on life stage, race, or profession.A.benefitB.demographicC.valueD.targetAACSB: Reflective ThinkingBloom's: KnowledgeLearning Goal: 13-5Level of Learning 1: Knowledge of key termsNickels - Chapter 13 #211Topic: The Consumer Market4.(p.362)Which of the following refers to a marketing strategy in which the focus is on small but profitable market segments?A.micro targetingB.narrowcast marketingC.focused marketingD.niche marketingAACSB: Reflective ThinkingBloom's: KnowledgeLearning Goal: 13-5Level of Learning 1: Knowledge of key termsNickels - Chapter 13 #213Topic: The Consumer Market5.(p.353)Which of the following is part of the marketing process?A.developing an understanding of company finances available for new productsB.determining an appropriate brand name for a new productC.designing the most efficient method of production of a new productD.contacting suppliers after a purchase to ensure producer satisfactionDetermining the brand name for a new product is part of the marketing process.AACSB: Reflective ThinkingBloom's: ComprehensionLearning Goal: 13-2Level of Learning 2: Understanding of concepts and principlesNickels - Chapter 13 #172Topic: The Marketing Mix6.(p.357 - 358)Roberto Martinez is a marketing manager for Friendly Financial Services. He has been looking at a variety of factors, such as technological, socio-cultural and economic trends as well as competitive conditions. Martinez is confident that these factors will impact Friendly's future marketing success. His efforts are an example of:A.target marketing.B.competitive benchmarking.C.relationship marketing.D.environmental scanning.Environmental scanning is the process of identifying factors that can affect marketing success. These factors would include global, technological, social, competitive, and economic elements of the firm's business environment.AACSB: Reflective ThinkingBloom's: ComprehensionLearning Goal: 13-4Level of Learning 2: Understanding of concepts and principlesNickels - Chapter 13 #202Topic: The Marketing Environment7.(p.359)Which of the following statements about the distinction between consumer goods and B2B goods is the most accurate?A.The same product can be classified as either a consumer good or an industrial good, depending upon its end use.B.Industrial goods tend to have a useful life of several years and can be depreciated while consumer goods typically last less than a year.C.Consumer goods are typically more expensive than industrial goods.D.Industrial goods are custom made to the specifications of the buyer, while the all consumer goods are mass-produced.The classification of a product as a consumer good or an industrial product is based on the buyer's reason for buying and the end use of the product. A loaf of bread bought by a household would be a consumer good, while the same loaf bought by a restaurant would be an industrial good.AACSB: Reflective ThinkingBloom's: ApplicationLearning Goal: 13-4Level of Learning 3: Application of principlesNickels - Chapter 13 #206Topic: The Marketing Environment8.(p.353)___________ is a process used to test consumer reactions about a product among potential users.A.Pro forma brandingB.Virtual designC.PrototypeD.Test marketingAACSB: Reflective ThinkingBloom's: KnowledgeLearning Goal: 13-2Level of Learning 1: Knowledge of key termsNickels - Chapter 13 #164Topic: The Marketing Mix9.(p.359)One of the social trends that marketers must monitor to maintain their close relationship with customers is the:A.increase in the number of competitors servicing the target market.B.amount of unemployment in the target market.C.number of people who can use computers with proficiency.D.increase in the number of older Americans.AACSB: Reflective ThinkingBloom's: KnowledgeLearning Goal: 13-4Level of Learning 1: Knowledge of key termsNickels - Chapter 13 #196Topic: The Marketing Environment10.(p.364)Kelly buys only high-priced jeans and expensive sport shoes endorsed by her favorite entertainers. Also, her attitudes and values are shaped by specific statements made by these celebrities. She also supports causes and charities the celebrities endorse. This illustrates how consumer decision making is influenced by:A.marketing mix variables.B.cognitive dissonance.C.a reference group.D.primary group identification.A reference group is a group that an individual uses as a reference point in the formation of his or her beliefs, attitudes, values, or behavior.AACSB: Reflective ThinkingBloom's: ApplicationLearning Goal: 13-5Level of Learning 3: Application of principlesNickels - Chapter 13 #238Topic: The Consumer Market11.(p.363)The goal of __________ is to keep individual customers over time by offering them new products that exactly meet their requirements.A.niche marketingB.mass marketingC.relationship marketingD.segment marketingAACSB: Reflective ThinkingBloom's: KnowledgeLearning Goal: 13-5Level of Learning 1: Knowledge of key termsNickels - Chapter 13 #215Topic: The Consumer Market12.(p.383)Certain brand names, such as Kleenex and Xerox, fear they could become _________, because they are so commonly identified with a specific product category that consumers use these names to refer to any product in that category regardless of the manufacturer.A.family brandsB.generic namesC.universal productsD.knockoff namesIf a brand name becomes so identified with a product category that people use it to identify the category rather than the product of a single firm, the term loses its brand status and may be considered a generic name.AACSB: Reflective ThinkingBloom's: ComprehensionLearning Goal: 14-4Level of Learning 2: Understands concepts and principlesNickels - Chapter 14 #267Topic: Branding and Brand Equity13.(p.378)Which of the following would a firm most likely use to differentiate its product?A.financial differencesB.increased productionC.elaborate packagingD.manual warehousingMarketers use a mix of pricing, advertising, and packaging to create a unique and attractive image for their product that will differentiate it from competitors.AACSB: Reflective ThinkingBloom's: ComprehensionLearning Goal: 14-2Level of Learning 2: Understands concepts and principlesNickels - Chapter 14 #222Topic: Product Differentiation14.(p.381-382)The trend away from personal salespeople to self-service in many retail outlets has caused firms to:A.reduce their advertising promotional budgets.B.rely more on personal sales efforts.C.place a greater promotional importance on packaging.D.decrease expenditures on interactive Web pages.Many products that were once sold by salespeople are now being sold in self-service outlets. This has added to the promotional burden carried by packaging.AACSB: Reflective ThinkingBloom's: ComprehensionLearning Goal: 14-3Level of Learning 2: Understands concepts and principlesNickels - Chapter 14 #240Topic: Packaging Changes the Product15.(p.393)What does a break-even point of 100 units mean to a firm?A.The firm must sell 100 units to maximize its profits.B.Fixed costs plus variable costs equals 100 units.C.By producing 100 units, the firm can ensure that variable costs completely cancel its fixed costs.D.If the firm sells 100 units, its total revenues will equal its total costs.The break-even point is the sales volume where revenues from sales equal all costs.AACSB: Reflective ThinkingBloom's: ApplicationLearning Goal: 14-7Level of Learning 3: Application of principlesNickels - Chapter 14 #352Topic: Competitive Pricing16.(p.388-390)Currently, which of the following products would most likely be considered in the growth stage of the product life cycle?A.VCRsB.Welch's grape jellyC.HDTV (High-Definition TV)D.Camel filtered cigarettesOnly HDTVs are still enjoying rapidly rising sales and very high profit levels. All of the others have passed the growth stage.AACSB: Reflective ThinkingBloom's: ApplicationLearning Goal: 14-6Level of Learning 3: Application of principlesNickels - Chapter 14 #307Topic: Figure 14.417.(p.384)The degree to which customers are satisfied and are committed to future purchases of a desired brand is called:A.brand awareness.B.brand relations.C.brand loyalty.D.brand intensity.AACSB: Reflective ThinkingBloom's: KnowledgeLearning Goal: 14-4Level of Learning 1: Knowledge of key termsNickels - Chapter 14 #253Topic: Branding and Brand Equity18.(p.388-390)Which stage of the product life cycle is characterized by rapidly rising sales, very high profit levels, and a growing number of competitors?A.growthB.maturityC.saturationD.declineFigure 14.6 shows that all of these factors tend to characterize a product in the growth stage of its product life cycle.AACSB: Reflective ThinkingBloom's: ComprehensionLearning Goal: 14-6Level of Learning 2: Understands concepts and principlesNickels - Chapter 14 #301Topic: Product Life Cycle19.(p.381-382)Which of the following statements is the most accurate assessment of the role packaging plays in product offerings?A.The importance of packaging has diminished as the use of the Internet has grown.B.While packaging plays an important role in marketing goods, it is not relevant to the marketing of services.C.Effective packaging eliminates the potential of product liability suits.D.The importance of packaging is greater now than ever.Packaging is taking on increasing responsibilities in promoting products. One of the major reasons for its increased role is that many products that were once sold by salespeople are now sold in self-service outlets. Thus, the package becomes the main way to attract the buyer's attention and provide information about the product.AACSB: Reflective ThinkingBloom's: ApplicationLearning Goal: 14-3Level of Learning 3: Application of principlesNickels - Chapter 14 #244Topic: Packaging Changes the Product20.(p.378)June lives in the southern part of Alabama where winters are normally fairly mild. Last January, during an unusually cold spell, the water pipes in her house froze and burst. She had to look in the Yellow Pages to find a plumber who was able to come out and repair the pipes the same day. Prior to the frozen pipes, the plumber's services represented a(n):A.unsought service.B.industrial service.C.specialty service.D.convenience service.Unsought goods and services are items that consumers are unaware of, haven't necessarily thought of buying, or find that they need to solve an unexpected problem.AACSB: Reflective ThinkingBloom's: ApplicationLearning Goal: 14-2Level of Learning 3: Application of concepts and principlesNickels - Chapter 14 #233Topic: Product Differentiation21.(p.383)An advertisement for the Xerox Corporation encourages customers to say, "Copy it" rather than "Xerox it". This indicates that Xerox is fearful that its brand name might become a(n):A.equity name.B.generic name.C.private brand.D.public domain good.When a brand name becomes so completely identified with a product category, the producer runs the risk of losing the legal protection of a trademarked brand name. If that indeed happens, then the brand name becomes a generic name.AACSB: Reflective ThinkingBloom's: ApplicationLearning Goal: 14-4Level of Learning 3: Application of principlesNickels - Chapter 14 #275Topic: Branding and Brand Equity22.(p.386)Which of the following is considered a stage of the new-product development process?A.automationB.media screeningC.commercializationD.selective perceptionAACSB: Reflective ThinkingBloom's: KnowledgeLearning Goal: 14-5Level of Learning 1: Knowledge of key termsNickels - Chapter 14 #281Topic: Figure 14.323.(p.393)Virtual Electronics is considering a strategy to charge a very high introductory price for their automobile video theater. After identifying that their rival firms did not carry this new product, they chose this pricing strategy to achieve maximum profits. Virtual Electronics has chosen a ________ strategy.A.high-low pricingB.penetrationC.bundlingD.skimmingA skimming price strategy is one where the product is priced high to make optimum profit while there is little competition.AACSB: Reflective ThinkingBloom's: ApplicationLearning Goal: 14-7Level of Learning 3: Application of principlesNickels - Chapter 14 #350Topic: Competitive Pricing24.(p.407)_________ utility adds value to goods by having them available where people want them.A.SpatialB.Location specificC.PlaceD.GeographicAACSB: Reflective ThinkingBloom's: KnowledgeLearning Goal: 18-2Level of Learning 1: Knowledge of key termsNickels - Chapter 15 #207Topic: The Utilities Created By Intermediaries25.(p.411)Discount stores owe much of their success to a competitive strategy based on:A.low prices.B.extra service.C.special credit arrangements.D.a wide selection in a limited number of categories of goods.AACSB: Reflective ThinkingBloom's: KnowledgeLearning Goal: 18-4Level of Learning 1: Knowledge of key termsNickels - Chapter 15 #236Topic: Figure 15.526.(p.4115)The most likely type of utility that's provided by convenience stores is:A.form.B.place.C.information.D.service.AACSB: Reflective ThinkingBloom's: KnowledgeLearning Goal: 18-4Level of Learning 1: Knowledge of key termsNickels - Chapter 15 #235Topic: Figure 15.527.(p.413)Vending machines are most often used to sell:A.shopping goods.B.convenience goods.C.specialty goods.D.inferior goods.AACSB: Reflective ThinkingBloom's: KnowledgeLearning Goal: 18-5Level of Learning 1: Knowledge of key termsNickels - Chapter 15 #252Topic: Non-Store Retailing28.(p.410)Which of the following would be the best example of a broker?A.Tri-State Lumber Supply does not actually store, handle, or deliver lumber, but rather solicits orders from retail hardware and home improvement stores, takes title to the lumber, then arranges for it to be shipped directly from sawmills to the retail stores.B.Jill Moon helps buyers and sellers of used heavy construction equipment negotiate the terms and conditions of their transactions, but does not actually take title to any of the equipment, nor does she develop long-term relationships with the buyers or sellers.C.Hal Hinton is not an employee of Hyloft Golf Clubs, but he does solicit sales for their products at golf and sporting goods stores in a fairly large sales territory.D.Spence Coker is employed by a vacuum cleaner company, and goes door-to-door selling products produced by his company.Brokers, like agents, help bring together buyers and sellers and assist in negotiating exchanges. However, unlike agents, brokers do not maintain a long-term relationship with the people or organizations they represent.AACSB: Reflective ThinkingBloom's: ApplicationLearning Goal: 18-3Level of Learning 3: Application of principlesNickels - Chapter 15 #232Topic: Buyers and Brokers29.(p.411)Discount stores, supermarkets, and department stores are all common types of:A.multilevel marketers.B.full-service wholesalers.C.retail stores.D.category killers.AACSB: Reflective ThinkingBloom's: KnowledgeLearning Goal: 18-4Level of Learning 1: Knowledge of key termsNickels - Chapter 15 #233Topic: Figure 15.530.(p.422)The two basic types of warehouses are:A.public and private.B.railside and portside.C.storage and distribution.D.seasonal and long-term.AACSB: Reflective ThinkingBloom's: KnowledgeLearning Goal: 18-7Level of Learning 1: Knowledge of key termsNickels - Chapter 15 #297Topic: Logistics: Getting goods to Consumers Efficiently31.(p.439)"You never get a second chance to make a good first impression," captures the importance of the __________ step in the selling process.A.prospectingB.introductionC.qualifyingD.approachThe approach is the step in selling where the salesperson calls on the customer for the first time. The objective of this step is to give an impression of professionalism, create a rapport, build credibility, and start a relationship.AACSB: Reflective ThinkingBloom's: ComprehensionLearning Goal: 16-3Level of Learning 2: Understanding of concepts and principlesNickels - Chapter 16 #224Topic: Personal Selling: Providing Personal Attention32.(p.438-439)A review of the personal selling process indicates that selling is:A.a matter of establishing relationships.B.getting a name on a sales contract.C.about 90 percent luck and 10 percent skill.D.giving way to computers in responding to consumer needs.The selling relationship often continues for years as the salesperson responds to new requests for information. Selling is a matter of establishing relationships, not just selling goods or services.AACSB: Reflective ThinkingBloom's: ComprehensionLearning Goal: 16-3Level of Learning 2: Understanding of concepts and principlesNickels - Chapter 16 #223Topic: Personal Selling: Providing Personal Attention33.(p.447)The Maryland Department of Travel and Tourism promotes tourism in the state by sending travel agents and bus tour companies information about the state's many attractions. The hope is that by stimulating interest in tour and travel agents, they will in turn encourage their customers to visit Maryland. This example represents a ________ promotional strategy.A.pushB.pullC.samplingD.product placementIn a push promotional strategy, distributors are encouraged to sell the good or service to their customers.AACSB: Reflective ThinkingBloom's: ApplicationLearning Goal: 16-6Level of Learning 3: Application of principlesNickels - Chapter 16 #275Topic: Word of Mouth and Other Promotional Tools34.(p.445)Woodson Productions gives young adults free tickets to concerts it promotes if they agree to go into an Internet chat room and share their positive experience with others. The free tickets Woodson provides represent:A.a push strategy.B.market teasers.C.a pull strategy.D.swag.Free tickets, backstage passes and merchandise given to people in exchange for their agreement to hype a good over the Internet are called swag.AACSB: Reflective ThinkingBloom's: ComprehensionLearning Goal: 16-6Level of Learning 2: Understanding of concepts and principlesNickels - Chapter 16 #261Topic: Word of Mouth and Other Promotional Tools35.(p.448)The total systems approach to marketing emphasizes communication with which of the following groups?A.Foreign agenciesB.DistributorsC.Government agenciesD.CompetitorsThe total systems approach to marketing stresses the importance of good relations with all members of the supply chain. Distributors are part of the supply chain.AACSB: Reflective ThinkingBloom's: ComprehensionLearning Goal: 16-6Level of Learning 2: Understanding of concepts and principlesNickels - Chapter 16 #267Topic: Word of Mouth and Other Promotional Tools36.(p.430-431)The management of GamesPeople designed a comprehensive strategy that unifies advertising, personal selling, public relations and sales promotion activities creating a consistent message. This effort to promote a positive brand image represents a(n) ________ program.A.global marketingB.interactive promotionC.integrated marketing communicationD.unified segmentationIntegrated marketing communication combines all elements of the promotion mix into one comprehensive and unified promotion strategy with the aim of building a positive brand image.AACSB: Reflective ThinkingBloom's: ApplicationLearning Goal: 16-1Level of Learning 3: Application of principlesNickels - Chapter 16 #173Topic: Promotion and the Promotion Mix37.(p.437)________ refers to the face-to-face presentation and promotion of goods and services. This also includes searching for prospects and providing follow-up services.A.Word-of-mouth promotionB.Personal sellingC.Public relationsD.Internal marketingAACSB: Reflective ThinkingBloom's: KnowledgeLearning Goal: 16-3Level of Learning 1: Knowledge of key termsNickels - Chapter 16 #214Topic: Personal Selling: Providing Personal Attention38.(p.447)Wee Be Irish produces authentic Irish gifts and clothing. Wee Be Irish uses a good deal of television advertising and sales promotion activities to attract consumers to retail shops in search of its brand. Wee Be Irish utilizes a ________ strategy:A.systemsB.placementC.pushD.pullIn a pull strategy, heavy advertising and sales promotion are directed toward the consumer so that they will request the products from retailers.AACSB: Reflective ThinkingBloom's: ApplicationLearning Goal: 16-6Level of Learning 3: Application of principlesNickels - Chapter 16 #278Topic: Word of Mouth and Other Promotional Tools39.(p.448)Firms utilizing a total systems approach to marketing design their promotional mix to meet the needs of:A.final customers.B.all members of the supply chain.C.salespeople and dealers.D.the general public.In a total systems approach, promotion is part of supply-chain management. The promotional plan would be developed for the entire system.AACSB: Reflective ThinkingBloom's: ComprehensionLearning Goal: 16-6Level of Learning 2: Understanding of concepts and principlesNickels - Chapter 16 #266Topic: Word of Mouth and Other Promotional Tools40.(p.445)The free tickets, backstage passes and merchandise firms give to people who agree to hype products through Internet chat rooms are called:A.virtual sweeteners.B.swag.C.chat cache.D.cookies.AACSB: Reflective ThinkingBloom's: KnowledgeLearning Goal: 16-6Level of Learning 1: Knowledge of key termsNickels - Chapter 16 #252Topic: Word of Mouth and Other Promotional ToolsQUIZ #3 SummaryCategory#ofQuestionsAACSB:ReflectiveThinking40Bloom's:Application12Bloom's:Comprehension11Bloom's:Knowledge17LearningGoal:13-11LearningGoal:13-22LearningGoal:13-31LearningGoal:13-43LearningGoal:13-54LearningGoal:14-22LearningGoal:14-32LearningGoal:14-43LearningGoal:14-51LearningGoal:14-62LearningGoal:14-72LearningGoal:16-11LearningGoal:16-33LearningGoal:16-66LearningGoal:18-21LearningGoal:18-31LearningGoal:18-43LearningGoal:18-51LearningGoal:18-71LevelofLearning1:Knowledgeofkeyterms17LevelofLearning2:Understandingofconceptsandprinciples7LevelofLearning2:Understandsconceptsandprinciples4LevelofLearning3:Applicationofconceptsandprinciples1LevelofLearning3:Applicationofprinciples11Nickels-Chapter1311Nickels-Chapter1412Nickels-Chapter157Nickels-Chapter1610Topic:BrandingandBrandEquity3Topic:BuyersandBrokers1Topic:CompetitivePricing2Topic:Figure14.31Topic:Figure14.41Topic:Figure15.53Topic:Logistics:GettinggoodstoConsumersEfficiently1Topic:Non-StoreRetailing1Topic:PackagingChangestheProduct2Topic:PersonalSelling:ProvidingPersonalAttention3Topic:ProductDifferentiation2Topic:ProductLifeCycle1Topic:PromotionandthePromotionMix1Topic:ProvidingMarketerswithInformation1Topic:TheConsumerMarket4Topic:TheEvolutionofMarketing1Topic:TheMarketingEnvironment3Topic:TheMarketingMix2Topic:TheUtilitiesCreatedByIntermediaries1Topic:WordofMouthandOtherPromotionalTools6