Mktg 301 Exam 2 – Flashcards
Unlock all answers in this set
Unlock answersquestion
Aspirational groups
answer
are groups to which an individual wishes to belong, as when a young basketball player hopes to play someday for the Los Angeles Lakers.
question
Family is one of the ________ factors that influence consumer behavior
answer
social
question
A buyer's decisions are influenced by ________ such as the buyer's age and life-cycle stage, occupation, economic situation, lifestyle, personality, and self-concept.
answer
personal characteristics
question
________ refers to the unique psychological characteristics that distinguish an individual or group
answer
Personality
question
Shoez Inc., a manufacturer of shoes, has recently launched a brand of sturdy shoes ideal for hiking and other outdoor activities. Which of the following brand personalities could be best associated with the new brand?
answer
ruggedness
question
________ are ambassadors who share their passion for a company's products with large circles of friends and acquaintances in return for insider knowledge and other rewards.
answer
Brand evangelists
question
________ means that consumers are likely to remember good points made about a brand they favor and forget good points made about competing brands.
answer
Selective retention
question
________ is the most basic determinant of a person's wants and behavior.
answer
Culture
question
Which of the following statements is true of cultural factors that influence consumer behavior?
answer
Social classes show distinct product and brand preferences in areas such as clothing and travel.
question
Which of the following is a marketing stimuli?
answer
price stimuli
question
Many companies use several ethnically specific themes in their mainstream marketing strategy. This is because several marketers have realized that insights gleaned from ethnic consumers can influence their broader markets. This type of marketing is known as ________.
answer
cross-cultural marketing
question
________ describes changes in an individual's behavior arising from experience.
answer
Learning
question
In the context of the AIO dimensions for measuring consumers' lifestyles, "A" stands for ________
answer
activities
question
Opinion leaders are also referred to as ________
answer
influentials
question
________ are society's relatively permanent and ordered divisions whose members share similar values, interests, and behaviors
answer
Social classes
question
________ is a person's pattern of living as expressed in his/her psychographics, and it includes the individual's activities, interests, and opinions.
answer
Lifestyle
question
Consumer information provider PersonicX uses a life-stage segmentation system that places U.S. households into one of 21 different life-stage groups. According to PersonicX's groups, which of the following refers to the group consisting of young, energetic, well-funded couples and young families who are busy with their careers, social lives, and active recreation?
answer
Taking Hold
question
Facebook and Second Life are both examples of ________.
answer
social networks
question
Each culture contains smaller ________, or groups of people with shared value systems based on common life experiences and situations
answer
subcultures
question
Which of the following statements is true regarding social classes in the United States?
answer
Social classes show distinct product preferences in clothing and automobiles.
question
Which of the following terms refers to a specific mix of human traits that may be attributed to a particular brand?
answer
brand personality
question
Which of the following best describes divisibility of an innovation that influences the rate of adoption?
answer
It is the degree to which the innovation may be tried on a limited basis.
question
What is the most important consumer buying organization in society?
answer
family
question
Maslow's theory is that ________ can be arranged in a hierarchy
answer
human needs
question
Marketing stimuli consist of the four Ps. Which of the following is NOT one of these?
answer
packaging
question
________ is the process by which people select, organize, and interpret information to form a meaningful picture of the world
answer
Perception
question
Which of the following product characteristics refers to the degree to which the innovation appears superior to existing products?
answer
relative advantage
question
________ refers to qualitative research designed to probe consumers' hidden, subconscious motivations.
answer
Motivation research
question
Which of the following is characteristic of online social networks?
answer
user-controlled content
question
A person's buying choices are influenced by four major psychological factors. Which of the following is NOT one of these factors?
answer
association
question
In the model of buyer behavior, which of the following is NOT a major type of force or event in the buyer's environment?
answer
political
question
A ________ is a need that is sufficiently pressing to direct a person to seek satisfaction.
answer
motive
question
Companies that use brand ambassadors are most likely involved in ________ marketing.
answer
buzz
question
Which of the following is NOT part of Maslow's hierarchy of needs?
answer
spiritual needs
question
A ________ consists of the activities an individual is expected to perform according to the people around him/her.
answer
role
question
All the individuals and households that buy or acquire goods and services for personal consumption make up the ________.
answer
consumer market
question
People cannot focus on all of the stimuli that surround them each day. A person's tendency to screen out most of the information to which he is exposed is called ________.
answer
selective attention
question
Many marketers use the self-concept premise that people's possessions contribute to and reflect their identities—that is, "we are what we consume." According to this premise, consumers ________.
answer
buy products to support their self-images
question
According to Freud, a person's buying decisions are primarily affected by ________
answer
subconscious
question
According to the model of buyer behavior, which of the following is one of the two primary parts of a "buyer's black box"?
answer
buyer's decision process
question
Which consumer group tends to show more brand loyalty and make shopping a family event, with children having a big say in the purchase decision?
answer
Hispanic Americans
question
________ consumers are the most affluent U.S. demographic segment and are expected to have an annual buying power approaching $775 billion by 2015
answer
Asian American
question
Which of the following is one of the other stimuli present in a buyer's environment apart from a marketing stimuli?
answer
cultural stimuli
question
________ are people within a reference group who, because of special skills, knowledge, personality, or other characteristics, exert influence on others.
answer
Opinion leaders
question
Which of the following statements is true of social classes?
answer
People within a social class tend to exhibit similar buying behavior.
question
A marketing research company asked members of a focus group to describe several brands as animals. This is an example of ________.
answer
interpretive consumer research
question
A marketer wanting to determine business buyer behavior is most likely to ask which of the following questions?
answer
What are the major influences on buyers?
question
Which of the following is true about business purchases?
answer
Business purchases involve more professional purchasing effort than consumer purchases.
question
Business demand that ultimately comes from the demand for consumer goods is known as ________ demand
answer
derived
question
Business markets are similar to consumer markets in that ________.
answer
both involve people who assume buying roles and make purchase decisions to satisfy needs
question
The owners of a manufacturing firm in Ohio have developed a core network of suppliers to ensure an uninterrupted supply of products. This is an example of ________.
answer
supplier development
question
The Pure Drug Company produces insulin, a product with a very stable demand. Even though the price changed several times in the past two years, the demand for Pure Drug's insulin remained relatively unaffected. In this instance, the demand for insulin is representative of ________ demand.
answer
inelastic
question
________ refer to members of the buying organization who will actually use the purchased product or service
answer
Users
question
________ refer to people in an organization's buying center who affect the buying decision; they often help define specifications and provide information for evaluating alternatives.
answer
Influencers
question
Sigma Inc., a software firm based in California, reordered 50 printers from the designated provider without any modifications. This is an example of ________.
answer
a straight rebuy
question
Which of the following is an environmental factor that influences business buyers?
answer
supply of key materials
question
________ involves systematically developing networks of supplier-partners to ensure a dependable supply of products and materials for use in making products or reselling them to others.
answer
Supplier development
question
_______ refers to buying a packaged solution to a problem from a single seller, thus avoiding all the separate decisions involved in a complex buying situation.
answer
Systems selling
question
The ________ refers to all the individuals and units that play a role in the purchase decision-making process
answer
buying center
question
The decision process by which business buyers determine which products and services their organizations need to purchase and then find, evaluate, and choose among alternative suppliers and brands is known as ________.
answer
business buying process
question
In business markets with inelastic demand ________.
answer
the total demand for products is not much affected by short-term price changes
question
Solutions selling ________
answer
is often a key business marketing strategy for winning and holding accounts
question
________ calls for dividing the market into regions, states, counties, cities, or even neighborhoods
answer
Geographic segmentation
question
Consumers who show their allegiance to brands, stores, or companies help marketers to segment consumers by their ________.
answer
degree of loyalty
question
________ positioning involves meeting consumers' lower performance or quality requirements at a much lower price.
answer
Less for much less
question
________ marketing is more suited for uniform products, such as grapefruit or steel.
answer
Undifferentiated
question
While Jenkins Stationeries was selling branded stationery at premium prices, Pembroke Stationeries, a store across the street, was selling the same branded stationery at discount prices. Which of the following value propositions best describes Pembroke's product positioning?
answer
same for less
question
________ shows consumer perceptions of a company's brands versus competing products on important buying dimensions.
answer
Perceptual positioning maps
question
Ferrari sports cars claim superior quality, performance, and style. Ferrari provides "perfection" at a premium price to keep its brand image intact. Which type of value proposition does Ferrari most likely position its products with?
answer
more for more
question
________ refers to how a company will create differentiated value for targeted segments and what positions it wants to occupy in those segments.
answer
Value proposition
question
A catalog retailer in the United States has identified African American professionals between the ages of 35 and 45 as a group of potential customers for its products. The retailer plans to direct its marketing efforts toward this group of consumers. Which of the following market segmentation variables was most likely used by the catalog retailer?
answer
demographic
question
________ involves dividing a market into smaller segments of buyers with distinct needs, characteristics, or behaviors that might require separate marketing strategies or mixes.
answer
Market segmentation
question
Stores such as Walmart, Best Buy, PetSmart, David's Bridal, and DSW Shoes use ________ positioning.
answer
same for less
question
________ is more suited for products that vary in design.
answer
Differentiated marketing
question
________ involves actually distinguishing the firm's market offering to create superior customer value
answer
Differentiation
question
To the extent that a company can differentiate and position itself as providing superior customer value, it gains ________
answer
competitive advantage
question
________ consists of evaluating each market segment's attractiveness and selecting one or more market segments to enter
answer
Market targeting
question
Harvey's Bookstore is a popular online bookstore that has differentiated itself through smooth-functioning delivery networks. This is an example of ________.
answer
channel differentiation
question
Apex describes its clothing line as, "Elegance and attitude, now as one. For the daily office-goer, who takes pride in what he or she wears everyday, Apex makes sure you get noticed." This exemplifies a ________.
answer
positioning statement
question
In the context of behavioral segmentation, markets segmented by ________ can be categorized into light, medium, and heavy product users.
answer
usage rate
question
Kinger Auto specializes in selling low-quality used vehicles that are priced a good deal lower than other used cars. Which of the following value propositions is evident here?
answer
less for much less
question
"To busy multitaskers who need help remembering things, Evernote is a digital content management application that makes it easy to capture and remember moments and ideas from your everyday life using your computer, phone, tablet, and the Web." This is an example of a(n) ________.
answer
positioning statement
question
Through ________ differentiation, brands can be differentiated on features, performance, or style and design.
answer
product
question
Perry's Mart, a grocery store in New Orleans, Louisiana, offers less merchandise selection and fairly low levels of service. Despite the lackluster service and limited selection of merchandise, customers still flock to Perry's because it charges rock-bottom prices. Perry's Mart most likely uses the ________ positioning.
answer
less for much less
question
The Jay Group hires better employees than its competition by conducting effective searches and multi-tiered interviews. The company also provides high quality training to its employees, an aspect often neglected by competitors. The Jay Group is most likely to gain a strong competitive advantage through which type of differentiation?
answer
people differentiation
question
________ segmentation divides the market into segments based on variables such as age, life-cycle stage, gender, income, occupation, education, religion, ethnicity, and generation.
answer
Demographic
question
Which of the following is true with regard to the same for less value proposition?
answer
Offering the same for less can be a powerful value proposition because everyone likes a good deal.
question
A company selling child care products ran a television ad depicting women as being primarily responsible for child care. Many women viewers considered this regressive alleging that the ad failed to recognize the much more diversified role of women in today's world. This is an example of ________.
answer
stereotyping
question
________ segmentation has long been used in clothing, cosmetics, toiletries, and magazines
answer
Gender
question
Symbols such as the McDonald's golden arches, the colorful Google logo, the Nike swoosh, or Apple's "bite mark" logo provide strong company or brand recognition and are indicative of ________ differentiation.
answer
image
question
Chronos Inc. designs and markets different brands of cycling watches. Each brand has a single unique feature: the Chronos Cosmos has a heart rate monitor, the Chronos Acumen is designed for older cyclists who prefer a large display, and the Chronos Aegis has a GPS function. Which of the following is evident here?
answer
product differentiation
question
The winning value proposition would be to offer ________.
answer
more for less
question
A ________ refers to the way a product is defined by consumers on important attributes—the place the product occupies in consumers' minds relative to competing products.
answer
product position
question
Which of the following states the product's membership in a category and then shows its point of difference from other members of the category?
answer
positioning statement
question
Which of the following marketing strategies is most suitable for smaller firms with limited resources?
answer
niche marketing
question
The full mix of benefits on which a brand is differentiated and positioned is known as the brand's ________.
answer
value proposition
question
Even when competing offers look the same, buyers may perceive a difference based on ________ differentiation.
answer
image
question
When it first opened stores across the United States, Bateman's, an office supply chain store, had the best product selection, the best service, and the lowest prices compared to other office supply chain stores. As a result, Bateman's captured a significant chunk of the market in the short run. Which of the following positioning strategies did Bateman's most likely use?
answer
more for less
question
Which of the following major decisions should be taken by a company immediately after it decides to operate internationally?
answer
deciding which markets to enter
question
Which question should most likely be answered by all companies due to the rapid move toward globalization?
answer
Where should we produce or source our products?
question
Economic communities are also known as ________.
answer
free trade zones
question
Which of the following was designed to help foster trade between nations?
answer
GATT
question
Firms that stay at home to play it safe ________.
answer
risk losing their home markets
question
Which of the following characterizes U.S. companies in the past?
answer
The home market was much safer than the foreign market.
question
Growing Green, a U.S. company that markets organic and environmentally friendly gardening and landscaping supplies and equipment, wants to expand the business internationally. Growing Green managers are currently examining the rules imposed by the WTO and the agreements made by NAFTA and the EU. In which stage of the international marketing process is Growing Green?
answer
looking at the global marketing environment
question
Which of the following is a risk associated with international trade?
answer
highly unstable governments
question
Which of the following terms refers to a tax levied by a foreign government against certain imported products?
answer
tariff
question
Formed in 1957, the ________ set out to create a single European market by reducing barriers to the free flow of products, services, finances, and labor among member countries and developing policies on trade with nonmember nations.
answer
European union
question
Which of the following is most likely to be the consequence of increase in growth of global trade?
answer
Foreign firms expand aggressively into new international markets.
question
A ________ firm is one that, by operating in more than one country, gains marketing, production, research and development, and financial advantages that are not available to purely domestic competitors.
answer
global
question
The marketing concept is a philosophy of ________.
answer
customer value and mutual gain
question
A major step in regulating "unfair or deceptive business acts and practices" was the enactment of the ________ in 1938.
answer
Wheeler-Lea Act
question
Critics argue that large marketing companies use patents and heavy promotion spending to ________.
answer
bar new companies from entering an industry
question
The ________ is specifically focused on future company needs
answer
strategic planning concept
question
Recently, a class-action lawsuit was brought against BigBurger, a fast food chain, charging that its food has contributed to the nationwide obesity epidemic. The suit was eventually dismissed, but many critics continue to point out the health dangers of typical "fast food" menu items. These critics are most likely concerned that the fast food industry has used ________.
answer
harmful products
question
________ involves persuading people to buy goods they had no thought of buying.
answer
High-pressure selling
question
Critics charge that promotion adds only ________ to the product.
answer
psychological value
question
________ calls for meeting the present needs of consumers and businesses while also preserving or enhancing the ability of future generations to meet their needs.
answer
Sustainable marketing
question
Deceptive promotion includes practices such as misrepresenting the product's ________.
answer
features or performance
