Which of the following information forms available to the marketing
manager can usually be accessed more quickly and cheaply than other
information sources?
a. Marketing intelligence
b. Marketing research
c. Customer profiles
d. Internal databases

2All of the following are considered to be drawbacks of local marketing
a. it can drive up manufacturing and marketing costs by reducing economies of
b. it can create logistical problems when the company tries to meet varied
c. it can attract unwanted competition.
d. it can dilute the brand's overall image.

3Cognitive dissonance occurs in which stage of the buyer decision process
a. Need recognition
b. Information search
c. Evaluation of alternatives
d. Post purchase behavior

4That the company that overlooks new and better ways to do things will
eventually lose customers to another company that has found a better way of
serving customer needs is a major tenet of:
a. innovative marketing.
b. consumer-oriented marketing.
c. value marketing.
d. sense-of-mission marketing.

5The biggest or greatest amount of involvement in a foreign market comes
through which of the following?
a. Exporting
b. Joint venturing
c. Licensing
d. Direct investment

A is a good offered either free or at low cost as an incentive to buy a product.
a. patronage reward
b. spiff

c. price pack
d. premium

Setting call objectives is done during which of the following stages of the
selling process?
a. Prospecting
b. Pre approach
c. Approach
d. Handling objections

Pricing to cover variable costs and some fixed costs, as in the case of some
automobile distributorships that sell below total costs, is typical of which of the
following pricing objectives?
a. Current profit maximization
b. Product quality leadership
c. Market share leadership
d. Survival

9. In determining sales force size, when a company groups accounts into
different size classes and then determines the number of salespeople needed to
call on them the desired number of times, it is called the:
a. key-size approach.
b. work-load approach.
c. product-need approach.
d. call-service approach.

10. is products bought by individuals and organizations for further processing or
for use in conducting a business.

a. Consumer products
b. Services
c. Industrial products
d. Specialty products

11. All of the following would be ways to segment within the category of
segmentation EXCEPT :

a. social class.
b. occupation.
c. lifestyle.
d. personality.

12. The is a person within a reference group who, because of special skills,
knowledge, personality, or other characteristics, exerts influence on others.

a. facilitator
b. referent actor
c. opinion leader
d. social role player

13. ………………………………………..describes changes in an individual's
behavior arising from experience.

a. Modeling
b. Motivation
c. Perception
d. Learning

14. Concerns that the manufacturers of harmful products such as tobacco have
influence on lawmakers to the detriment of the public interest is used as
evidence of which criticism of marketing?

a. Too much advertising.
b. Too few social goods.
c. Cultural pollution.
d. Too much political power.

15. The Internet evolved from a network created by during the 1960s.

a. the Commerce Department
b. the Massachusetts Institute of Technology (MIT)
c. Northwestern University
d. the Defense Department

16. In terms of execution styles, a family seated at the dinner table enjoying the
product would be an example of which of the following types of advertising?

a. Slice of life
b. Lifestyle
c. Mood or imagery

Selling agents b. or running rigged contests. contract manufacturing. Personality symbol 17. Deceptive cost structure . retention rates. has contractual authority to sell a manufacturer's entire output. All of the following are illustrations of those measures EXCEPT : a. b. d. luring the customer to the store for a bargain that is out of stock. Sellers that handle their own exports are engaged in: a. A child in the United States is normally exposed to all of the following values EXCEPT : a. Purchasing agents 19. c. More and more salespeople are being evaluated and compensated based on different measures than in the past. c. d. c. activity and involvement. 21. 20. includes practices such as overstating the product's features or performance. Manufacturer's agents d. b. indirect exporting. Deceptive packaging c. competitive predatory pricing performance. d. a. full customer service. Rack jobbers c. achievement and success. Deceptive promotion b. 18. material comfort.d. collectivism. long-term customer satisfaction. Deceptive pricing d. a. licensing. direct exporting. b.

gender segmentation b.22. service-merchandiser. self-service retailing. length d. flow diagrams and PERT charts d. age and life-cycle segmentation 23. full-service retailing. d. depth c. marketing research reports c. The total number of items that the company carries within its product lines refers to the of the product mix. 24. The orange juice manufacturers know that orange juice is most often consumed in the mornings. a. retrieval systems b. benefit segmentation c. limited-service retailing. they would like to change this and make the drink acceptable during other time periods during the day. The typical method of retail operation used by supermarkets and catalog showrooms is called: a. A(n) are computerized collections of information obtained from data sources within the company. width b. b. consistency 26. internal databases 25. However. The use of price points for reference to different levels of quality for a company's related products is typical of which product-mix pricing strategy? . c. Which form of segmentation would they need to work with and establish strategy reflective of their desires? a. a. occasion segmentation d.

brand extension. or package sizes) is called a(n): a. service-profit chains c. which links service firm profits with employee and customer satisfaction. c. added ingredients. Advertising b. interactive marketing d. Arthur Miller . Captive-product pricing c. a. a. Bill Gates b.is quoted as saying that "everyone lives by selling something. Successful service companies focus their attention on both their customers and their employees.a. Robert Louis Stevenson c. the company would likely choose which of the following promotion forms? a. multi branding.. If a company's objective were to reach masses of buyers that were geographically dispersed at a low cost per exposure. Sales promotion 28. Personal selling c. forms. service differentiation 30. Public relations d. colors. By-product pricing d. b. They understand . internal marketing b. …………………………. Optional-product pricing b. 29. line extension. Using a successful brand name to introduce additional items in a given product category under the same brand name (such as new flavors. d. new brands. Product line pricing 27.

factory outlet.d. b. critical-thinking approach. demand. Info seek. marketing control c. b. Successful depends on how well a company blends its people. 34. b. d. idea. d. or consumption that might satisfy a want or need is called a(n): a. c. c. need-satisfaction approach. canned approach. d. organizational structure. c. marketing strategy b. decision and reward systems. d. acquisition. . warehouse club. Webcasters. Anything that can be offered to a market for attention. product. service. marketing analysis d. The type of sales presentation approach that requires good listening and problem- solving skills is the: a. and Excite are all called: a. b. c. browsers. and company culture into a cohesive program that supports its strategies. Wal-Mart owned Sam's club is an example of a retail form called a(n): a. 33. software. Yahoo. formula approach. search engines. seconds store. use. marketing implementation 35. 32. Henry Ford 31. a. super specialty store.

Computer commerce d. Online bullets 40. Product extensions b. or behavior who might require separate products or marketing mixes. characteristics. In terms of special product life cycles. Internet commerce b. Online broadcasts d. including banners. Product differentiation b. a. are ads that appear while subscribers are surfing online services or Web sites." and "roadblocks. "tickers. Brand extensions d. Web commerce c. Market positioning 39. a is a basic and distinctive mode of expression. it will likely follow which of the following brand strategies? a. Line extensions c. New brands 38.36. a. pop-up windows. consists of dividing a market into distinct groups of buyers on the basis of needs. Online infomercials b. Online ads c. is the general term for a buying and selling process that is supported by electronic means. Electronic commerce 37. When a company enters a new product category for which its current brand names are not appropriate." a. Market segmentation c. . Market targeting d.

fad 41. Value marketing d. substantial c. a. A better way for companies to compete is to expand into foreign markets and: a. d. a.S. 43. actionable b. Market targeting d. government. Mass marketing b. Sense-of-mission marketing 42. style c. Innovative marketing b. however. genre b. c. lower prices. b. fashion d. is a principle of enlightened marketing that requires that a company seek real product and marketing improvements. most marketers do not attempt to appeal to or design products for this group because there is little in the way of census data about this group. join into cartels at home. is the process of evaluating each market segment's attractiveness and selecting one or more segments to enter. differentiable d. increase promotion both at home and abroad. Therefore. Many U. It is a fact that there are 24 million left-handed people in the United States. measurable . Market positioning 44. Which of the following is most likely to apply in this case? a. this group fails in one of the requirements for effective segmentation. Consumer-oriented marketing c. Market segmentation c. continuously improve their products at home. firms have sought relief from foreign competition by demanding protectionism policies by the U.S.a.

Perishability 46. A manufacturer has four sponsorship options. a. Inseparability c. When Michael Jordan and Tiger Woods use marketing to promote their careers and improve their impact and incomes. co-brand 48. 3M runs a Pollution Prevention Pays program that has led to a substantial reduction in pollution and costs. nonprofit marketing. manufacturer's brand c.45. Geographic b. Nader's raiders. private brand d. This would be an example of responding to which of the following? a. b. Intangibility b. b. c. person marketing. Demographic c. a. Variability d. A is a brand created and owned by a reseller of a product or service. d. factors are the most popular bases for segmenting customer groups. The "green movement. idea marketing. The fact that services are sold. cause-related marketing. they are using: a. 49. licensed brand b. Behavioral 47. Psychographic d. produced. and consumed at the same time refers to which of the following service characteristics? a." .

Governmental regulation. 51. b. Percentage-of-Sales method c. d. decline stage.c. When an international seller sells a plant. 54. sales assistants. 50. telemarketers. International competition. c. master salespersons. it is called: a. growth stage. technical support persons. b. Competitive-parity method d. If the field sales force has been supplied with new leads (via the telephone) that have been qualified. introduction stage. c. The stage is the product life cycle that focuses on expanding market and creating product awareness and trial is the: a. Objective-and-task method 53. customer evaluations of different features. Affordable method b. like-value exchange. . d. barter. or technology to another country and agrees to take payment in the resulting products. equipment. d. counter purchase. c. and competitors' prices. they have probably been assisted by: a. b. Which of the following promotional budget methods wrongly views sales as the cause of promotion rather than as the result? a. buy-back. is setting the price steps between various products in a product line based on cost differences between the products. 52. d. maturity stage.

the percentage spent on food rises. Product line pricing d. the percentage spent on housing increases. b. beliefs and values are open to some degree of change.a. or heavy equipment to a buyer. retailer. Core c. Sells jewelry out of a catalog. as income rises: a. 58. Stocks the bread rack in a grocery store. . Crucial b. According to Engel's law. b. Rolls Royce uses which of the following distribution formats? a. Intensive distribution b. and stocks a CD display in a grocery store. a. Secondary 59. Exclusive distribution c. d. d. A set of interdependent organizations involved in the process of making a product or service available for use or consumption by the consumer or business user is called a(n): a. distribution channel. Open distribution 56. Optional-product pricing b. Captive-product pricing c. logistics. 57. Primary d. b. lumber. c. wholesaler. By-product pricing 55. Assumes title and ships coal. c. Selective distribution d. Drop shippers perform which of the following functions? a. Maintains. owns.

b. d. unfair and deceptive acts or practices. b. a. According to the price/quality strategy matrix. The Wheeler-Lea Act gives the Federal Trade Commission the power to regulate: a. tariff. c. quota. b. Overcharging strategy. interstate commerce. the percentage spent on other categories increases. 64. remembered. 60. b. d. c. 62. barrier. believable. the percentage spent on savings remains constant. meaningful. Snob strategy. Environmentalism b.c. telling how the product is better than the competing brands aims at making the ad: a. When an importing country sets limits on the amount of goods it will accept in certain product categories it is called a(n): a. is the practice of adopting policies and developing strategies that both sustain the environment and produce profits for the company. In evaluating messages for advertising. Premium strategy. c. c. distinctive. 63. competitive advertising of objective product benefits. Environmental sustainability . 61. embargo. d. d. Good-value strategy. when a company overprices its product in relation to its quality it is considered to be using which type of strategy? a. marketing ethics. d.

husband c. A(n) is a retail store that carries a narrow product line with a deep assortment within that line. d. Consumerism d. b. pull strategy c. shopping products. a. specialty products. specialty store d. Consumer accountability 65. convenience store c. convenience products. wife b. A is a promotion strategy that calls for using the sales force and trade promotion to move the product through channels. teenage children d. custom products. integrated strategy 66. shopping goods store b. a. the has traditionally been the main purchasing agent for the family. push strategy b. a.c. blocking strategy d. Consumer goods with unique characteristics or brand identification often requiring a special purchase effort are called: a. Even though buying roles in the family change constantly. grandparent 68. 67. c. department store .

Design products selling c. and turn over the finished factory ready to operate to the owners. Which of the following is NOT one of the five stages of the buyer decision process? a. requirement 72. designing a cement factory to build the plant. hire construction crews. overcome losses. assemble materials and equipment to run the new factory. d. The purpose of strategic planning is to find ways in which the company can best: a. Core process products selling b. use its strengths to take advantage of attractive opportunities in the environment. want c. . purchase decision 71. According to the text.69. If a firm were to bid to do a "turnkey" operation where they would choose a building site. need recognition b. Reciprocal selling d. 70. the most dramatic of the environments that affect marketing and appears to be now shaping our world is the environment. Systems selling 73. demand d. A is a need that is sufficiently pressing to direct the person to seek satisfaction. information search d. motive b. b. c. avoid the expense of costly research and development while still getting the benefits. the firm would be using which of the following? a. brand identification c. avoid paying taxes. a.

company)? a. c. 76. Universal Studios 77. The marketing concept. Kodak d. indirect rebuy 75. modified rebuy b. In an example discussed in your text. b. natural b. within individual business units. All of the following are ways that marketing plays a key role in the company's strategic planning EXCEPT : a. . technological 74. Johnson & Johnson's recall of their Tylenol product following the discovery that several bottles of Tylenol had been laced with cyanide is consistent with which business philosophy? a. Which of the following is foreign owned (even though it is traditionally thought of as a U. new task buying c. marketing designs strategies for reaching the unit's objectives. marketing provides a guiding philosophy. The "in" suppliers are most likely to get nervous and feel pressure to put their best foot forward in which of the following types of buying situations? a. The product concept.S. straight rebuy d. c. IBM b. economic d. d. marketing is the only discipline that can provide a formal structure for the planning effort. marketing provides inputs to strategic planners by helping to identify attractive market opportunities.a. The selling concept. demographic c. b. Xerox c.

82. motivating. c. trade discount. c. Handling objections 79. quantity discount. 81. b. cash discount. For example. high sales performance and encourage capturing new accounts. Pre approach c. A price reduction to buyers who buy in large volumes is called a(n): a. based on distinctive competencies. d. a statement of religion. Concept development and testing . c. loyalty and perseverance. a. high pressure situations and competitive reaction. d. is the step in the selling process in which the salesperson learns as much as possible about a prospective customer before making a sales call. companies have defined their businesses in product terms or in technological terms. 78. Prospecting b. d. The societal marketing concept. if the overall strategy is to grow rapidly and gain market share. b. seasonal discount. b. spot selling and old product rejuvenation. the compensation plan should reward: a. market oriented. 80. R&D and engineering first produce the product concept into a physical product during which of the following stages of the new product development process? a. A company's compensation plan should reflect its overall marketing strategy. Traditionally. Approach d.d. However. mission statements should be all of the following EXCEPT : a.

b. Product development 83. . b. vertical conflicts. b. Marketing strategy c. Conflicts between different levels of the same channel of distribution are referred to as: a. 86. All of the following are criticisms leveled against marketing by critics EXCEPT : a. harming consumers through too many product choices. they can gain tax advantages. c. The primary reason that many companies work to become the "low-cost producers" in their industry is because: a. d. product image c. If Toyota describes one of its cars of the future as being "a moderately priced subcompact designed as a second family car to be used around town. they can please top management. horizontal conflicts. product idea b. harming consumers through high prices." then the company has just stated a potential new product in terms of a(n): a. they can set lower prices that result in greater sales and profits. b. harming consumers through high-pressure selling. product feature 85. layer-based conflicts. c. c. d. Business analysis d. they can generate more advertising. product concept d. the car is ideal for running errands and visiting friends. 84. harming consumers through deceptive practices.

d. When a company reviews sales. Conceptual marketing 88. Concept development and testing." then this descriptor is a: a. Commercialization. rule. a.d. d. Enlightened marketing b. the LIFO method. 90. a. Myopic marketing c. All of the following are commonly recognized promotion budget formats EXCEPT : a. c. mass marketing d. attitude. c. A company is practicing if it focuses on subsegments with distinctive traits that may seek a special combination of benefits. the percentage-of-sales method. micromarketing b. belief. the objective-and-task method. b. they are in which of the following new process development stages? a. niche marketing c. costs. segment marketing 89. If a consumer describes a car as being the "most economical car on the market. and profit projections for a new product to find out whether these factors satisfy the company's objectives. Fundamental marketing d. . 87. b. 91. cue. is a philosophy holding that a company's marketing should support the best long-run performance of the marketing system. b. the affordable method. parallel conflicts.

The fact that services cannot be stored for later use or sale is evidence of their: a. deciding whether to go international. 94. d. perishability. c. Integrated demand characteristics 95. is a strategy of using a successful brand name to launch a new or modified product in a new category. Brand extension d. 25 b. b. Marketing strategy development. intangibility. a. consistent. The first of these decisions is often: a. d. 92. The promotion mix b. variability. Line extension c. and compelling message about the organization and its products. Catalog marketing is big business in the United States. 50 c. Integrated marketing communications d. . Business analysis. 100 96. a. 75 d. inseparability. A company faces several major decisions in international marketing. Duo branding b. Integrated international affairs c. The average household receives catalogs per year. Multi branding 93. is the concept under which a company carefully integrates and coordinates its many communications channels to deliver a clear. a.c.

product idea b. All of the following are ethics suggested in the area of distribution EXCEPT : a. looking at the global marketing environment. b.b. d. A is the way consumers perceive an actual or potential product. product sales force structure. deciding which markets to enter. product feature 98. c. . 97. The American Marketing Association suggests a list of code of ethics. All of the following are methods by which a company can divide up its sales responsibilities EXCEPT : a. African Americans c.S. b. d. 99. deciding how to enter markets. which of the following ethnic groups would be a best bet to double during the next half century and become one of the U. using gray marketers whenever possible to save the consumer money. pychographic trait sales force structure. c. customer sales force structure. Western Europeans d. Given recent information about growth trends and growth potential of ethnic populations within the U. Middle Eastern 100. not using coercion in the marketing channel. market.S. product concept d. c. Hispanics and Asians b. not manipulating the availability of a product for purpose of exploitation. territorial sales force structure. market's most viable segments? a. not exerting undue influence over the reseller's choice to handle a product. product image c. d. a.

The type of trade-promotion discount in which manufacturers agree to reduce the price to the retailer in exchange for the retailer's agreement to feature the manufacturer's products in some way is called a(n): a. c. 103. The place in the business buying behavior model where interpersonal and individual influences might interact is called the: a. d. Affordable method b. 104. Which is it? a. b. stimuli. premium. a. b. d. rebate. . c. your company would have sold to the market. allowance. service 102. discount. business c. the sales chart. The most logical budget setting method is found in the list below. response. Competitive-parity method d. The course of a product's sales and profits over its lifetime is called: a. If your company were to make a product such as a suit of clothes and sold that product to a retailer. reseller b. buying center. Objective-and-task method 105. d. government d. Percentage-of-Sales method c. b. environment. c. the product life cycle. the adoption cycle.101. the dynamic growth curve.

a. become a vehicle for pitching the sponsor's products. Lifestyle 109. Product assortment and services decisions . The choice between high markups and high volume is part of which of the following retailer marketing decisions? a. a. low cost. Target market decisions b. d. Personality c. Psychographics b. 107. and retailers act as a unified system. Demographics d. is a person's distinguishing psychological characteristics that lead to relatively consistent and lasting responses to his or her own environment. wholesalers. become a vehicle for discriminating in the marketplace. horizontal marketing system. has the advantage of being high in selectivity. b. vertical marketing system. and interactive capabilities. Radio 110. conventional marketing system. d. they comprise a: a. One common misuse of marketing research findings in contemporary business is the tendency for marketing research to: a. b. When producers. 108. c. c. become a means for raising prices. Direct Mail b. power-based marketing system. become a means for unfair competition. Online d.106. Outdoor c. immediacy.

exchange controls. Direct Mail d. timeliness. broad acceptability. nontariff trade barriers. you would most likely be selling to a market. or design. the government is using: a. reseller b. business c. Pricing decisions d. sponsorship c. or a combination of these that identifies the maker or seller of a product or service. A(n) is a name. term. brand d. service 113. Radio 112. c. a.c. product feature b. protectionism. All of the following factors can affect the attractiveness of a market segment EXCEPT : . symbol. sign. a. or product standards that go against a foreign company's product features. government d. If an advertiser wants flexibility. Promotion decisions 111. exchange facilitators. Television c. logo 115. the advertiser will probably choose which of the following mass media types? a. good local market coverage. 114. If your company were to make light bulbs to be used in photocopiers. d. and high believability. If a government uses barriers to foreign products such as biases against a foreign company's bids. Newspapers b. b.

If Mark Mars pays Hershey Foods Corporation for the right to use their name on his line of T-shirts. or organization. d. then Mr. production cost expansion concept d. product concept b. work on improving production and distribution efficiency). focus group interviewing. actual or potential substitute products. the likelihood of government monitoring. service 117. the presence of many strong and aggressive competitors. A is any activity or benefit offered for sale that is essentially intangible and does not result in the ownership of anything. a. The holds that consumers will favor products that are available and highly affordable (therefore. selective sponsorship. d. the power of buyers in the segment. Mars is using which type of branding? a. Private brand d. b. c. 116. When personal interviewing involves inviting six to ten people to gather for a few hours with a trained interviewer to talk about a product. c. service. Licensed brand b. 119. Manufacturer's brand c. the Delphi method.a. demand b. marketing concept . the method is called: a. product d. probing. b. basic staple c. a. Co-brand 118. production concept c.

A company is in the stage of the new product development process when the company develops the product concept into a physical product in order to assure that the product idea can be turned into a workable product. structure. are one characteristic of what new challenge to marketing? a. d. b. d. power. The shrinking of distances due to technological advances such as computer and fax connections by telephone.120. The major advantage of survey research is its: a. a. Joining with foreign companies to produce or market products and services is called: a. c. The call for more socially responsible marketing. The micro-chip revolution. sex. commercialization c. joint venturing. product development b. indirect exporting. Cultural pollution. Too much advertising. 124. Too few social goods. The changing world economy. which of the following categories of social criticism most closely matches this problem? a. b. Rapid globalization. business analysis 122. c. . c. and status. If advertising constantly sends out messages about materialism. direct exporting. 121. b. b. licensing. d. simplicity. Too much political power. 123. marketing strategy d.

125. d. 126.c. differentiated marketing. b. territorial salesforce. concentrated marketing. diversified marketing system d. creative selling b. product salesforce. turbo marketing. hard core selling 127. d. vertical marketing system b. detail selling d. undifferentiated marketing. high pressure selling c. 128. The type of salesforce structure in which the salesforce sells along product lines is called a: a. c. the type of marketing system that was formed would best be described as being a(n): a. parallel marketing system c. When Coca-Cola and Nestle formed a joint venture to market a ready-to- drink coffee and tea worldwide. organization. d. The practice of going after a large share of a smaller market or subsets of a few markets is called: a. horizontal marketing system . b. A "three-day cooling off period" in which buyers can cancel a contract after re-thinking it is to protect the consumer from: a. retail salesforce. flexibility. c. customer salesforce.

Percentage-of-Sales method c. d. Objective-and-task method 133. a. b. a. When a marketing research organization chooses a segment of the population that represents the population as a whole. sample d. Affordable method b. group b. is screening new-product ideas in order to spot good ideas and drop poor ones as soon as possible. market penetration b. If a company (considering its options on the product/market expansion grid) chooses to move into different unrelated fields (from what it has ever done before) with new products as a means to stimulate growth. a targeted level of field support. Concept development and testing c. 132. Competitive-parity method d. c. The goal of the marketing logistics system should be to provide: a. a targeted level of promotional support. Brainstorming 130. they have chosen a . a targeted level of customer service at the least cost. Idea generation b. Setting the promotion budget so as to match the budgets of the competition is characteristic of which of the following budget methods? a. market target 131. bi-variant population c. a targeted level of transportation expense ratio. the company would be following which of the following general strategies? a.129. market development . Idea screening d.

all of which reduce demand for a product are typical of which stage in the PLC? a. b. shifts in consumer tastes. Product sales force. it is practicing which of the following strategies? a. Marketing analysis. product development d. Hybrid sales force. diversification 134. b. introduction stage c. decline stage b. Each salesperson is assigned to an exclusive area in which to sell the company's full line of products or services in which type of salesforce structure? a. If Honda uses its company name to cover such different products as its automobiles. . new brand strategy b. 137. The last stage in the selling process is the stage. d. c. maturity stage 135. Technological advances. Territorial sales force. Customer sales force. and motorcycles. 138. brand extension strategy 136. The process that turns marketing strategies and plans into marketing actions in order to accomplish strategic marketing objectives is called: a. c. Marketing strategy. multibrand strategy d. Marketing control.c. d. lawn mowers. and increased competition. line extension strategy c. growth stage d. Marketing implementation.

d. follow-up 139. c. internal sources. They defined their marketing research problem too narrowly.1 percent of the market. 140. the Coca-Cola Company made a classic marketing blunder with its deletion of its popular Coca-Cola product and introduction of what it called New Coke. They failed to account for the Pepsi Challenge taste test in their marketing efforts. 23 . c. d. standard costs. 15 b. handling objections c. closing d. competitors. In 1985. 142.a. advertising captures about percent of total promotion spending. b. Analysts now believe that most of the company's problems resulted from poor marketing research. d. approach b. They did not investigate pricing correctly and priced the product too high. Costs that do not vary with production or sales levels are called: a. fixed costs. Today. the company relented and reintroduced Coca-Cola Classic (which has regained and surpassed its former position) while New Coke owns only 0. independent costs. a. variable costs. b. customers. the local library. As the public demanded their "old Coke" back. All of the following are thought to be sources of new product ideas EXCEPT : a. 141. b. c. They did not investigate dealer reaction and had inadequate distribution. Which of the following marketing research mistakes did Coca-Cola make? a.

Television c. 144. b. Radio 147. 1950s. since it was probably collected for some other purpose. One of the most common problems with using internal database information is that: a. To protect the interests of society. The advantages of audience selectivity. b. d. mid-1980s. c. One of the most promising developments in multivariable segmentation is called where a host of demographic and socioeconomic factors are used. top executives are usually unwilling to relinquish data. Direct Mail d. 1960s and 1970s. To protect consumers from unfair business practices. 29 d. 33 143. therefore. c. suspect as to reliability. Newspapers b. To protect businesses from unfair consumer demands. 145. To protect companies from each other. it may be incomplete or wrong. 146. 1940s. Regulations that arise to ensure that firms take responsibility for the social costs of their products or production processes stem from which reason for government legislation of business? a. the data is almost always unsecured and. it is usually expensive to retrieve. b. d.c. the data has limits. therefore. The first modern environmental movement in the United States began in the: a. no ad competition and personalization apply to which type of media? a. . c. d.

Consumer-oriented marketing c. 150. Deceptive pricing d. and the general population. includes practices such as falsely advertising "factory" or "wholesale" prices or a large price reduction from a phony high retail price. Innovative marketing b. they are practicing which of the following principles? a. Hemos-popography. Deceptive cost structure . gender. consumer. race. location. geodemographic segmentation 148. Geothermy. Marketers are sometimes accused of deceptive practices that lead consumers to believe they will get more value than they actually do. terragraphic segmentation b. Deceptive promotion b. b. Ethnography. The study of human populations in terms of size. fermagraphic segmentation c. Value marketing d. Demography. a. age. Societal marketing 149. density. When companies make marketing decisions by considering consumers' wants and the long-run interests of the company.a. Deceptive packaging c. and other statistics is called: a. occupation. d. c. geothermy segmentation d.

d 18. d 15. d 16.Answer Key . a 24. d 7. d 6. d 9. b 12. a 19. b 21. a 17. c 23. a 22. a 5. b 8. d 4. d 14. c 11. b 10. a 20. c 13.Marketing Sample Questions 1. d 25. c . d 2. c 3.

c 32. b 46. c 34. c 48. b 30. d 45. c 44. b 47. a 28.26. b . b 31. b 39. a 29. a 42. c 43. d 37. d 38. c 33. b 40. d 35. d 27. b 41. d 36. d 49.

d 59. a 57. a . b 62. b 67. c 61. a 72. b 56. c 58. b 71. a 68. c 64.50. c 60. c 55. a 63. a 66. b 51. c 69. b 53. d 54. d 74. b 52. d 73. b 65. b 70.

b 89. c . d 78. c 93. c 85. b 91. c 95. a 88. a 82. b 96. d 84.75. b 97. b 87. d 94. d 83. b 76. b 98. c 90. c 92. b 81. d 77. c 80. d 86. b 79.

d 105. c 121. a 112. b 104. b 113. a 100. a 122. b 120. b 101. d 106. d . d 114. a 118. a 108. c 110.99. d 107. d 103. b 116. a 102. c 115. d 117. c 111. c 119. a 123. b 109.

a 141. c 144. d 139. b 132. c 146. c 147. a 135. d . d 134. a 145. c 131. d 142.124. d 129. c 128. c 133. d 125. a 138. b 126. d 136. d 137. b 127. c 130. b 143. c 140.

c . b 150.148. d 149.