Professional Documents
Culture Documents
a. True
b. False
ANSWER: True
POINTS: I
DIFFICULTY: Easy
LEARNING OBJECTIVES: SM IA.HILL.l5.06.01- Identify the strategies managers can develop to increase
profitability in fragmented industries
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
KEYWORDS: Bloom's: Knowledge
ANSWER: False
POINTS: I
DIFFICULTY: Easy
LEARNING OBJECTIVES: SM IA.HILL.l5.06.01- Identify the strategies managers can develop to increase
profitability in fragmented industries
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
KEYWORDS: Bloom's: Knowledge
3. By their choices of competitive actions and decisions about product attributes, managers can speed up or slow down
the rate of progress of an industry through the stages of the industry life cycle.
a. True
b. False
ANSWER: True
POINTS: I
DIFFICULTY: Moderate
LEARNING OBJECTIVES: SM IA.HILL.l5.06.01- Identify the strategies managers can develop to increase
profitability in fragmented industries
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
KEYWORDS: Bloom's: Comprehension
4. Relish Inc. created the first national chain of fast-food restaurants in a previously fragmented industry. This is called
divestment.
a. True
b. False
ANSWER: True
POINTS: 1
DIFFICULTY: Moderate
LEARNING OBJECTIVES: SMIA.HILL.15.06.01- Identify the strategies managers can develop to increase
profitability in fragmented industries
NATIONAL STANDARDS: United States- BUSPROG: Analytic
KEYWORDS: Bloom's: Application
ANSWER: False
POINTS: 1
DIFFICULTY: Moderate
LEARNING OBJECTIVES: SMIA.HILL.15.06.01- Identify the strategies managers can develop to increase
profitability in fragmented industries
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
KEYWORDS: Bloom's: Comprehension
6. Alpha corporation owns and controls several retail outlets and is thus pursuing a strategy called franchising.
a. True
b. False
ANSWER: False
POINTS: 1
DIFFICULTY: Moderate
LEARNING OBJECTIVES: SMIA.HILL.15.06.01- Identify the strategies managers can develop to increase
profitability in fragmented industries
NATIONAL STANDARDS: United States- BUSPROG: Analytic
KEYWORDS: Bloom's: Application
7. Through chaining, companies increase their buying power, which allows them to negotiate large price reductions with
their suppliers, which in tum promotes their competitive advantage.
a. True
b. False
ANSWER: True
POINTS: 1
DIFFICULTY: Easy
LEARNING OBJECTIVES: SMIA.HILL.15.06.01- Identify the strategies managers can develop to increase
profitability in fragmented industries
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
KEYWORDS: Bloom's: Comprehension
8. Franchisees essentially pursue independent strategies and do not use the business model of the franchisor.
a. True
b. False
ANSWER: False
POINTS: 1
DIFFICULTY: Easy
LEARNING OBJECTIVES: SMIA.HILL.15.06.01- Identify the strategies managers can develop to increase
profitability in fragmented industries
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
KEYWORDS: Bloom's: Knowledge
9. The challenge in a fragmented industry is to figure out the best set of strategies to overcome a fragmented market so
that the competitive advantages associated with pursuing one of the different business models can be realized.
a. True
b. False
ANSWER: True
POINTS: 1
DIFFICULTY: Easy
LEARNING OBJECTIVES: SMIA.HILL.15.06.01- Identify the strategies managers can develop to increase
profitability in fragmented industries
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
KEYWORDS: Bloom's: Knowledge
10. A new product's relative advantage refers to the degree to which a new product is perceived as better at satisfying
customer needs than the product that it supersedes.
a. True
b. False
ANSWER: True
POINTS: 1
DIFFICULTY: Easy
LEARNING OBJECTIVES: SMIA.HILL.l5.06.02- Discuss the special problems that exist in embryonic and
growth industries and how companies can develop strategies to effectively compete
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
KEYWORDS: Bloom's: Knowledge
ANSWER: True
POINTS: 1
DIFFICULTY: Easy
LEARNING OBJECTIVES: SMIA.HILL.l5.06.02- Discuss the special problems that exist in embryonic and
growth industries and how companies can develop strategies to effectively compete
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
KEYWORDS: Bloom's: Knowledge
12. Development of a mass market is the stimulus for an industry to change from growth to embryonic.
a. True
b. False
ANSWER: False
POINTS: 1
DIFFICULTY: Easy
LEARNING OBJECTIVES: SMIA.HILL.l5.06.02- Discuss the special problems that exist in embryonic and
growth industries and how companies can develop strategies to effectively compete
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
KEYWORDS: Bloom's: Knowledge
13. Both innovators and early adopters enter the market while the industry is in its embryonic stage.
a. True
b. False
ANSWER: True
POINTS: 1
DIFFICULTY: Easy
LEARNING OBJECTIVES: SMIA.HILL.l5.06.02- Discuss the special problems that exist in embryonic and
growth industries and how companies can develop strategies to effectively compete
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
KEYWORDS: Bloom's: Knowledge
14. Early adopters are customers who purchase a new technology or product only when they are convinced that it will
be around for a long time.
a. True
b. False
ANSWER: False
POINTS: 1
DIFFICULTY: Moderate
LEARNING OBJECTIVES: SMIA.HILL.l5.06.01- Identify the strategies managers can develop to increase
profitability in fragmented industries
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
KEYWORDS: Bloom's: Knowledge
15. Different strategies are often required to support and strengthen a company's business model as a market develops
over time.
a. True
b. False
ANSWER: True
POINTS: 1
DIFFICULTY: Easy
LEARNING OBJECTIVES: SMIA.HILL.l5.06.02- Discuss the special problems that exist in embryonic and
growth industries and how companies can develop strategies to effectively compete
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
KEYWORDS: Bloom's: Knowledge
16. The "late majority" are typically reached through specialized distribution channels, and products are often sold by
word of mouth.
a. True
b. False
ANSWER: False
POINTS: 1
DIFFICULTY: Moderate
LEARNING OBJECTIVES: SMIA.HILL.l5.06.02- Discuss the special problems that exist in embryonic and
growth industries and how companies can develop strategies to effectively compete
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
KEYWORDS: Bloom's: Knowledge
17. Laggards are the customers who are the first ones to try and adopt a new technology.
a. True
b. False
ANSWER: False
POINTS: 1
DIFFICULTY: Challenging
LEARNING OBJECTIVES: SMIA.HILL.l5.06.02- Discuss the special problems that exist in embryonic and
growth industries and how companies can develop strategies to effectively compete
NATIONAL STANDARDS: United States- BUSPROG: Analytic
KEYWORDS: Bloom's: Application
b. False
ANSWER: False
POINTS: 1
DIFFICULTY: Moderate
LEARNING OBJECTIVES: SMIA.HILL.l5.06.01- Identify the strategies managers can develop to increase
profitability in fragmented industries
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
KEYWORDS: Bloom's: Knowledge
19. Innovators and early adopters have very different customer needs from the early majority.
a. True
b. False
ANSWER: True
POINTS: 1
DIFFICULTY: Easy
LEARNING OBJECTIVES: SMIA.HILL.l5.06.02- Discuss the special problems that exist in embryonic and
growth industries and how companies can develop strategies to effectively compete
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
KEYWORDS: Bloom's: Knowledge
20. Laggards are technologically sophisticated customers willing to tolerate the limitations of the product.
a. True
b. False
ANSWER: False
POINTS: 1
DIFFICULTY: Easy
LEARNING OBJECTIVES: SMIA.HILL.l5.06.02- Discuss the special problems that exist in embryonic and
growth industries and how companies can develop strategies to effectively compete
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
KEYWORDS: Bloom's: Comprehension
21. Formal price leadership, or when companies jointly set prices, is illegal under antitrust laws.
a. True
b. False
ANSWER: True
POINTS: I
DIFFICULTY: Easy
22. The goal for companies in the growth stage of the industry life cycle is to maintain its relative competitive position in
a rapidly expanding market.
a. True
b. False
ANSWER: True
POINTS: I
DIFFICULTY: Moderate
LEARNING OBJECTIVES: SMIA.HILL.l5.06.02- Discuss the special problems that exist in embryonic and
growth industries and how companies can develop strategies to effectively compete
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
KEYWORDS: Bloom's: Knowledge
23. In the embryonic stage of the industry life cycle, a company's investment needs and production costs are low.
a. True
b. False
ANSWER: False
POINTS: I
DIFFICULTY: Easy
LEARNING OBJECTIVES: SMIA.HILL.l5.06.02- Discuss the special problems that exist in embryonic and
growth industries and how companies can develop strategies to effectively compete
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
KEYWORDS: Bloom's: Comprehension
24. Product proliferation often results in lowering of entry barriers in a mature industry.
a. True
b. False
ANSWER: False
POINTS: 1
DIFFICULTY: Easy
25. Product proliferation refers to the strategy of filling the niches by catering to the needs of customers in all market
segments.
a. True
b. False
ANSWER: True
POINTS: 1
DIFFICULTY: Easy
26. Market penetration involves the creation of new and innovative products to replace existing ones.
a. True
b. False
ANSWER: False
POINTS: 1
DIFFICULTY: Easy
ANSWER: True
POINTS: 1
DIFFICULTY: Moderate
28. Market development strategy involves fmding new market segments for a company's products.
a. True
b. False
ANSWER: True
POINTS: 1
DIFFICULTY: Easy
29. A divestment strategy aims at growing in a declining industry by picking up the market share of companies that are
leaving the industry.
a. True
b. False
ANSWER: True
POINTS: 1
DIFFICULTY: Easy
LEARNING OBJECTIVES: SMIA.HILL.15.06.04- Outline the different strategies that companies in declining
industries can use to support their business models and profitability
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
KEYWORDS: Bloom's: Knowledge
30. A divestment strategy's success is often dependent upon good timing.
a. True
b. False
ANSWER: True
POINTS: 1
DIFFICULTY: Easy
LEARNING OBJECTIVES: SMIA.HILL.15.06.04- Outline the different strategies that companies in declining
industries can use to support their business models and profitability
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
KEYWORDS: Bloom's: Knowledge
31. A harvest strategy requires the company to halt all new investments in capital equipment, advertising, research and
development, and so forth.
a. True
b. False
ANSWER: True
POINTS: 1
DIFFICULTY: Easy
LEARNING OBJECTIVES: SMIA.HILL.15.06.04- Outline the different strategies that companies in declining
industries can use to support their business models and profitability
NATIONAL STANDARDS: United States- BUSPROG: Analytic
KEYWORDS: Bloom's: Knowledge
ANSWER: c
POINTS: 1
DIFFICULTY: Easy
LEARNING OBJECTIVES: SMIA.HILL.15.06.01- Identify the strategies managers can develop to increase
profitability in fragmented industries
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
KEYWORDS: Bloom's: Knowledge
33. The real estate industry comprises different kinds of firms in several locations. Some are independent and popular
locally while the others are affiliated to national chains. The real estate industry is most likely to be a(n):
a. fragmented industry.
b. oligopolies industry.
c. pure competition industry.
d. consolidated industry.
e. monopoly.
ANSWER: a POINTS:
I
DIFFICULTY: Challenging
LEARNING OBJECTIVES: SMIA.HILL.l5.06.01- Identify the strategies managers can develop to increase
profitability in fragmented industries
NATIONAL STANDARDS: United States- BUSPROG: Analytic
KEYWORDS: Bloom's: Application
ANSWER: e
POINTS: I
DIFFICULTY: Moderate
LEARNING OBJECTIVES: SMIA.HILL.l5.06.01- Identify the strategies managers can develop to increase
profitability in fragmented industries
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
KEYWORDS: Bloom's: Comprehension
ANSWER: c
POINTS: I
DIFFICULTY: Moderate
LEARNING OBJECTIVES: SMIA.HILL.l5.06.01- Identify the strategies managers can develop to increase
profitability in fragmented industries
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
KEYWORDS: Bloom's: Knowledge
36. Firms sometimes pursue a chaining strategy to:
a. obtain the advantages of cost leadership.
b. create product diversity.
c. generate revenue by licensing the patents it owns.
d. spread overhead costs.
e. establish a number of unrelated business units.
ANSWER: a
POINTS: I
DIFFICULTY: Moderate
LEARNING OBJECTIVES: SMIA.HILL.l5.06.01- Identify the strategies managers can develop to increase
profitability in fragmented industries
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
KEYWORDS: Bloom's: Knowledge
ANSWER: e
POINTS: I
DIFFICULTY: Moderate
LEARNING OBJECTIVES: SMIA.HILL.l5.06.01- Identify the strategies managers can develop to increase
profitability in fragmented industries
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
KEYWORDS: Bloom's: Knowledge
ANSWER: c
POINTS: I
DIFFICULTY: Moderate
LEARNING OBJECTIVES: SMIA.HILL.l5.06.01- Identify the strategies managers can develop to increase
profitability in fragmented industries
NATIONAL STANDARDS: United States- BUSPROG: Analytic
KEYWORDS: Bloom's: Comprehension
39. Which of the following statements is true about horizontal mergers?
a. Horizontal mergers result from an intention to achieve economies of scale.
b. Horizontal mergers result in the fragmentation of the industry.
c. Horizontal mergers has been a very successful concept so far with zero cases of failure.
d. Companies that establish a network of linked merchandising outlets to obtain advantages of cost leadership
are known as horizontal mergers.
e. Companies that adopt the strategy of centralization to gain control over all business units are known as
horizontal mergers.
ANSWER: a
POINTS: I
DIFFICULTY: Easy
LEARNING OBJECTIVES: SMIA.HILL.l5.06.01- Identify the strategies managers can develop to increase
profitability in fragmented industries
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
KEYWORDS: Bloom's: Knowledge
40. To compete in the fragmented restaurant industry, Red Lobster Corporation built, and now operates hundreds of
stores across the United States and Canada. Which of the following strategies is Red Lobster using ?
a. Acquisitions
b. Horizontal mergers
c. Franchising
d. Licensing
e. Chaining
ANSWER: e POINTS:
I
DIFFICULTY: Challenging
LEARNING OBJECTIVES: SMIA.HILL.l5.06.01- Identify the strategies managers can develop to increase
profitability in fragmented industries
NATIONAL STANDARDS: United States- BUSPROG: Analytic
KEYWORDS: Bloom's: Application
41. A company uses when it focuses on pockets of demand that are declining more slowly than the industry as a
whole to maintain profitability.
a. acquisition strategy
b. chaining
c. divestment strategy
d. niche strategy
e. franchising
ANSWER: d
POINTS: I
DIFFICULTY: Moderate
LEARNING OBJECTIVES: SMIA.HILL.l5.06.04- Outline the different strategies that companies in declining
industries can use to support their business models and profitability
NATIONAL STANDARDS: United States- BUSPROG: Analytic
KEYWORDS: Bloom's: Knowledge
ANSWER: b
POINTS: I
DIFFICULTY: Easy
LEARNING OBJECTIVES: SMIA.HILL.l5.06.01- Identify the strategies managers can develop to increase
profitability in fragmented industries
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
KEYWORDS: Bloom's: Knowledge
43. In a bid to expand its business and gain cost advantages, Omega Inc. has established several merchandising outlets
in different locations. All the outlets share a good network and are interconnected by information technology. The
entire network of outlets operates in the industry as one large company. Which of the following strategies has
Omega Inc. most likely used ?
a. Chaining
b. Franchising
c. Horizontal merger
d. Niche strategy
e. Divestment strategy
ANSWER: a
POINTS: 1
DIFFICULTY: Challenging
LEARNING OBJECTIVES: SM IA.HILL.15.06.01- Identify the strategies managers can develop to increase
profitability in fragmented industries
NATIONAL STANDARDS: United States- BUSPROG: Analytic
KEYWORDS: Bloom's: Application
44. Hydralicious, a juice parlor, has been looking to expand its business. The company has given a few entrepreneurs in
different locations the license to operate under its name.The entrepreneurs are given the permission to use the
company's reputation and the business model to run operations. The entrepreneurs will be charged a fee but will also
get a percentage of the profits made. Which of the following strategies is Hydralicious most likely to be using ?
a. Chaining
b. Horizontal merger
c. Vertical merger
d. Franchising
e. Centralization
ANSWER: d
POINTS: 1
DIFFICULTY: Moderate
LEARNING OBJECTIVES: SM IA.HILL.15.06.01- Identify the strategies managers can develop to increase
profitability in fragmented industries
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
KEYWORDS: Bloom's: Comprehension
45. An embryonic industry is one that:
a. a number of small and medium sized companies.
b. is just beginning to develop.
c. has sufficiently developed so that early industry leaders have already been identified.
d. has initial government backing because of its importance to the general populace.
e. is characterized by intense rivalry among established companies.
ANSWER: b
POINTS: I
DIFFICULTY: Easy
LEARNING OBJECTIVES: SMIA.HILL.l5.06.02- Discuss the special problems that exist in embryonic and
growth industries and how companies can develop strategies to effectively compete
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
KEYWORDS: Bloom's: Knowledge
ANSWER: a
POINTS: I
DIFFICULTY: Moderate
LEARNING OBJECTIVES: SMIA.HILL.l5.06.02- Discuss the special problems that exist in embryonic and
growth industries and how companies can develop strategies to effectively compete
NATIONAL STANDARDS: United States- BUSPROG: Technology
KEYWORDS: Bloom's: Knowledge
47. Which of the following statements is true in the context of embryonic industries?
a. They are characterized by very a high initial customer demand.
b. They are characterized by well-developed distribution channels.
c. They involve low production costs because of large volumes of production.
d. They face the challenge of customers not being familiar with product benefits.
e. They enjoy the abundance of complementary products that help increase sales.
ANSWER: d
POINTS: I
DIFFICULTY: Moderate
LEARNING OBJECTIVES: SMIA.HILL.l5.06.02- Discuss the special problems that exist in embryonic and
growth industries and how companies can develop strategies to effectively compete
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
KEYWORDS: Bloom's: Knowledge
48. An industry moves from embryonic to growth stage when:
a. the sales of complementary products decline.
b. the production costs increase.
c. companies manufacture products in very small quantities.
d. ongoing technological progress makes its product easier to use.
e. mass markets for its products decline.
ANSWER: d
POINTS: I
DIFFICULTY: Moderate
LEARNING OBJECTIVES: SMIA.HILL.l5.06.02- Discuss the special problems that exist in embryonic and
growth industries and how companies can develop strategies to effectively compete
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
KEYWORDS: Bloom's: Comprehension
49. The first group of customers to enter the market for a new product are called:
a. laggards.
b. late majority.
c. innovators.
d. early majority.
e. passive shoppers.
ANSWER: c
POINTS: I
DIFFICULTY: Easy
LEARNING OBJECTIVES: SMIA.HILL.l5.06.02- Discuss the special problems that exist in embryonic and
growth industries and how companies can develop strategies to effectively compete
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
KEYWORDS: Bloom's: Knowledge
50. Factors leading to the slow growth of demand in embryonic industries include all of the following except the:
a. poor quality of the first products.
b. lack of complementary products.
c. customer familiarity with products.
d. high production costs of the products.
e. lack of distribution channels for the products.
ANSWER: c
POINTS: I
DIFFICULTY: Moderate
LEARNING OBJECTIVES: SMIA.HILL.l5.06.02- Discuss the special problems that exist in embryonic and
growth industries and how companies can develop strategies to effectively compete
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
KEYWORDS: Bloom's: Comprehension
51. Customers who have a practical interest in using a new technology in the future and who are willing to experiment
and envision new uses for the technology are called:
a. early adopters.
b. the early majority.
c. innovators.
d. laggards.
e. the late majority.
ANSWER: a
POINTS: I
DIFFICULTY: Easy
LEARNING OBJECTIVES: SMIA.HILL.l5.06.02- Discuss the special problems that exist in embryonic and
growth industries and how companies can develop strategies to effectively compete
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
KEYWORDS: Bloom's: Knowledge
52. Which of the following customer groups represents the leading wave or edge of the mass market?
a. Early adopters
b. Early majority c.
Innovators
d. Late majority
e. Laggards
ANSWER: b
POINTS: I
DIFFICULTY: Easy
LEARNING OBJECTIVES: SMIA.HILL.l5.06.02- Discuss the special problems that exist in embryonic and
growth industries and how companies can develop strategies to effectively compete
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
KEYWORDS: Bloom's: Knowledge
ANSWER: a
POINTS: I
DIFFICULTY: Moderate
LEARNING OBJECTIVES: SMIA.HILL.l5.06.02- Discuss the special problems that exist in embryonic and
growth industries and how companies can develop strategies to effectively compete
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
KEYWORDS: Bloom's: Knowledge
54. Which of the following factors of a particular product tends to accelerate customer demand for it?
a. High observability
b. Minimum relative advantage
c. High complexity
d. Minimal value
e. Low trialability
ANSWER: a
POINTS: I
DIFFICULTY: Easy
LEARNING OBJECTIVES: SMIA.HILL.l5.06.02- Discuss the special problems that exist in embryonic and
growth industries and how companies can develop strategies to effectively compete
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
KEYWORDS: Bloom's: Comprehension
ANSWER: b
POINTS: I
DIFFICULTY: Moderate
LEARNING OBJECTIVES: SMIA.HILL.l5.06.04- Outline the different strategies that companies in declining
industries can use to support their business models and profitability
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
KEYWORDS: Bloom's: Comprehension
56. Who among the following is most likely to fall under the category of laggards in the context of customer groups?
a. Martha is tech-savvy and tends to actively seek out for new and innovative products in the market.
b. Philip appreciates technology but tends to refrain from trying products that are extremely new.
c. Allan is ignorant about the newest uses of technology and buys new products only when they become an
absolute necessity.
d. Rebecca is aware about the value that technology offers; she tends to weigh costs and benefits of a product
before making a buying decision.
e. Arnold tends to be a little apprehensive about buying new technology but buys nevertheless when he observes
that a lot of people are using the new technology.
ANSWER: c
POINTS: I
DIFFICULTY: Moderate
LEARNING OBJECTIVES: SMIA.HILL.l5.06.02- Discuss the special problems that exist in embryonic and
growth industries and how companies can develop strategies to effectively compete
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
KEYWORDS: Bloom's: Comprehension
57. Which of the following factors that affect market growth rates refers to the degree to which a new product is
perceived as better at satisfying customer needs than the product it supersedes?
a. Complexity
b. Relative advantage
c. Compatibility
d. Trialability
e. Observability
ANSWER: b
POINTS: I
DIFFICULTY: Moderate
LEARNING OBJECTIVES: SMIA.HILL.l5.06.02- Discuss the special problems that exist in embryonic and
growth industries and how companies can develop strategies to effectively compete
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
KEYWORDS: Bloom's: Comprehension
58. Which of the following factors that affect market growth rates refers to the degree to which a new product is
perceived as difficult to understand and use?
a. Complexity
b. Relative advantage
c. Compatibility
d. Trialability
e. Observability
ANSWER: a
POINTS: I
DIFFICULTY: Easy
LEARNING OBJECTIVES: SMIA.HILL.l5.06.02- Discuss the special problems that exist in embryonic and
growth industries and how companies can develop strategies to effectively compete
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
KEYWORDS: Bloom's: Knowledge
59. Which of the following factors that affect market growth rates refers to the degree to which the results of using and
enjoying a new product can be seen and appreciated by other people?
a. Complexity
b. Relative advantage
c. Compatibility
d. Trialability
e. Observability
ANSWER: e
POINTS: I
DIFFICULTY: Easy
LEARNING OBJECTIVES: SMIA.HILL.l5.06.02- Discuss the special problems that exist in embryonic and
growth industries and how companies can develop strategies to effectively compete
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
KEYWORDS: Bloom's: Knowledge
60. Which of the following statements is true about customer categories in the context of growing industries?
a. Laggards frequently adopt new products even when the benefits are not obvious.
b. Innovators are the customers who are the last ones to adopt a new product.
c. A typical late majority customer group is a behaviorally conservative set of customers.
d. Customers in the early majority generally do not understand the value of new technology.
e. Laggards form the leading wave or edge of the mass market.
ANSWER: c
POINTS: 1
DIFFICULTY: Challenging
LEARNING OBJECTIVES: SMIA.HILL.15.06.02- Discuss the special problems that exist in embryonic and
growth industries and how companies can develop strategies to effectively compete
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
KEYWORDS: Bloom's: Comprehension
61. Which of the following statements is true in the context of growing industries?
a. Innovators and early adopters have the same customer needs as the early majority.
b. Innovators and early adopters are typically reached through specialized distribution channels.
c. Reaching the early majority seldom requires advertising and is usually achieved through word of mouth.
d. Companies serving innovators need to have large-scale mass production and very low prices.
e. Companies competing in an embryonic market typically pay more attention to increasing the reliability of a
product than to its performance.
ANSWER: b
POINTS: 1
DIFFICULTY: Moderate
62. John, a technology enthusiast, is often willing to pay premium prices to be one among those who have new versions
of software packages. John most likely belongs to the group of customers.
a. laggard
b. early majority
c. early adopter
d. late majority
e. innovator
ANSWER: e
POINTS: 1
DIFFICULTY: Challenging
LEARNING OBJECTIVES: SMIA.HILL.15.06.02- Discuss the special problems that exist in embryonic and
growth industries and how companies can develop strategies to effectively compete
NATIONAL STANDARDS: United States- BUSPROG: Analytic
KEYWORDS: Bloom's: Application
63. Thomas tends to be ignorant about technological advancements. He was reluctant to own a smartphone even when
they were well-established and familiar in the market. However, Thomas slowly got used to the idea of a
smartphone when his job demanded him to be connected to the office network all the time. Thomas is most likely to
fall under which of the following categories of customers?
a. Early majority
b. Late majority
c. Laggards
d. Early adopters
e. Innovators
ANSWER: c POINTS:
I
DIFFICULTY: Challenging
LEARNING OBJECTIVES: SMIA.HILL.l5.06.02- Discuss the special problems that exist in embryonic and
growth industries and how companies can develop strategies to effectively compete
NATIONAL STANDARDS: United States- BUSPROG: Analytic
KEYWORDS: Bloom's: Application
64. Gadgetbug, an electronic gadgets company, has established itself as one of the industry leaders. The company
recently has been facing some amount of competition from certain new entrants. The new entrants offer gadgets in
different colors and with interesting artwork embossed. Recognizing that there is a special market for gadgets that
are designed uniquely, Gadgetbug has now introduced its own range of uniquely designed gadgets. In this scenario,
Gadgetbug's attempt to cater to all the different segments of customers to deter competition demonstrates:
a. price signaling
b. product proliferation
c. harvest strategy
d. limit price strategy
e. diseconomies of scale
ANSWER: b
POINTS: I
DIFFICULTY: Challenging
ANSWER: e
POINTS: I
DIFFICULTY: Moderate
LEARNING OBJECTIVES: SMIA.HILL.l5.06.04- Outline the different strategies that companies in declining
industries can use to support their business models and profitability
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
KEYWORDS: Bloom's: Comprehension
ANSWER: d
POINTS: I
DIFFICULTY: Easy
LEARNING OBJECTIVES: SMIA.HILL.l5.06.02- Discuss the special problems that exist in embryonic and
growth industries and how companies can develop strategies to effectively compete
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
KEYWORDS: Bloom's: Knowledge
67. Nutrimax Corp., a breakfast cereal company, has designed extensive and elaborate advertising campaigns for its
existing products. The campaigns mainly focus on the aspects and benefits of the products that make them better
than other products. The massive advertising and marketing initiatives are also intended to intimidate new entrants
and rivals. Nutrimax Corp. is most likely to be using which of the following strategies?
a. Market penetration
b. Product development c.
Product proliferation d.
Market development e.
Capacity control
ANSWER: a
POINTS: I
DIFFICULTY: Challenging
68. Which of the following factors in an industry is most likely to cause excess capacity?
a. Technologically outdated production units
b. High customer demand
c. Increasing age of a company's physical assets
d. Lack of competition from new entrants
e. Limited number of outlets in certain locations
ANSWER: c
POINTS: I
DIFFICULTY: Moderate
ANSWER: d
POINTS: 1
DIFFICULTY: Easy
ANSWER: d
POINTS: 1
DIFFICULTY: Easy
71. Which of the following strategies allows interdependent fmns indirectly to coordinate their actions?
a. Market development
b. Harvest strategy
c. Divestment strategy
d. Price signaling
e. Market penetration
ANSWER: d
POINTS: 1
DIFFICULTY: Challenging
ANSWER: e
POINTS: I
DIFFICULTY: Easy
73. A telecommunications firm is working on new product concept of built-in routers in mobile phones. If the new
product will be sold to existing customers, the finn is pursuing a strategy of:
a. product development.
b. market penetration.
c. product proliferation.
d. market signaling.
e. market development
ANSWER: a
POINTS: I
DIFFICULTY: Challenging
ANSWER: a
POINTS: I
DIFFICULTY: Moderate
LEARNING OBJECTIVES: SMIA.HILL.l5.06.04- Outline the different strategies that companies in declining
industries can use to support their business models and profitability
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
KEYWORDS: Bloom's: Comprehension
75. A strategy aims at growing in a declining industry by picking up the market share of companies that are
leaving the industry.
a. divestment
b. harvest
c. price signaling
d. leadership
e. capacity control
ANSWER: d
POINTS: I
DIFFICULTY: Easy
LEARNING OBJECTIVES: SMIA.HILL.l5.06.04- Outline the different strategies that companies in declining
industries can use to support their business models and profitability
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
KEYWORDS: Bloom's: Knowledge
76. When a company decides to exit an industry by selling off its business assets to another company, it is said to be
using a(n) strategy.
a. market penetration
b. divestment
c. niche
d. downsizing
e. outsourcing
ANSWER: b
POINTS: I
DIFFICULTY: Moderate
LEARNING OBJECTIVES: SMIA.HILL.l5.06.04- Outline the different strategies that companies in declining
industries can use to support their business models and profitability
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
KEYWORDS: Bloom's: Comprehension
77. In deciding on a strategy, a company in a declining industry must do all of the following except
a. lower prices.
b. manage industry capacity.
c. evaluate its strengths relative to the remaining pockets of demand.
d. evaluate the severity of decline.
e. monitor its cash flow.
ANSWER: a
POINTS: I
DIFFICULTY: Moderate
LEARNING OBJECTIVES: SMIA.HILL.l5.06.04- Outline the different strategies that companies in declining
industries can use to support their business models and profitability
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
KEYWORDS: Bloom's: Comprehension
ANSWER: c
POINTS: I
DIFFICULTY: Moderate
LEARNING OBJECTIVES: SMIA.HILL.l5.06.04- Outline the different strategies that companies in declining
industries can use to support their business models and profitability
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
KEYWORDS: Bloom's: Knowledge
79. Music CDs and newspaper sales have been falling as users tum to the Internet for their music and news. Which of
the following is NOT a strategy for companies in these declining industries?
a. Leadership
b. Chaining
c. Niche
d. Divestment
e. Harvest
ANSWER: b POINTS:
I
DIFFICULTY: Challenging
LEARNING OBJECTIVES: SMIA.HILL.l5.06.04- Outline the different strategies that companies in declining
industries can use to support their business models and profitability
NATIONAL STANDARDS: United States- BUSPROG: Analytic
KEYWORDS: Bloom's: Application
80. In his book Crossing the Chasm. Geoffrey Moore discusses some of the issues involved in marketing
technologically new products as markets develop through different stages. What groups does Moore identify and
what must companies do if they are to successfully cross the chasm?
ANSWER: Moore's thesis is that different groups of customers enter the market for
technologically new products at different times. And to appeal to these groups,
companies must adopt business models and strategies that are appropriate given the
stage of industry development and who is purchasing the company's products.
The first group to enter the market is innovators. Innovators are technocrats who enjoy
and appreciate the new technology for its own sake. They are not very price sensitive.
The next group to enter the market is the early adopters. Early adopters realize the
potential of the new technology to improve their own business models and are willing to
experiment with it. These buyers are not very price sensitive either.
The third group to enter the market is the early majority. This is the leading wave of
the mass market, and the gap between the early adopters and early majority is the
chasm. Companies must use a business model to appeal to these buyers and satisfy the
growing demand. These buyers tend to be comfortable with technology, but it has to be
cost-effective.
The fourth group to enter the market is the late majority. These buyers adopt the new
technology because they are convinced it will be somewhat enduring. They tend to be
price sensitive. The entry of this group signals the end of the growth stage.
The last group to enter is the laggards. These are the buyers that are often considered
to be technophohie.
Innovators and early adopters are often reached through specialized distribution
channels, and word of mouth is very important in the buying decision. Reaching the
early majority requires mass-market distribution channels and advertising campaigns
that require a different set of marketing and sales strategies. Companies that cannot
adapt their business models fall into the chasm and often go out of business.
POINTS: I
DIFFICULTY: Challenging
LEARNING OBJECTIVES: SMIA.HILL.l5.06.02- Discuss the special problems that exist in embryonic and
growth industries and how companies can develop strategies to effectively compete
NATIONAL STANDARDS: United States- BUSPROG: Reflective Thin- BUSPROG: Analytic
KEYWORDS: Bloom's: Synthesis