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a bluish windshield that would let in filtered sunlight but block out the heat. Little market research was done, but the scientists were convinced that this new product would be significantly better than existing windshields even though they were more expensive and of a different color that the current models on the market. PPG most likely has a(n) A. exchange B. production C. sales D. promotion E. customer Question Number 2 In which of the following situations is a firm with a production orientation most likely to survive? A. There are many small competitiors in the marketplace B. demand for the product it produces exceeds demand C. needs of the marketplace are shifting D. supply for the product it produces exceeds demand E. what the firm can best produce is no what the market wants Question Number 3 One problem with adopting a(n) ____ orientation to marketing is its failure to consider whether what the firm produces most efficiently also meets the needs of the marketplace A. customer B. exchange C. product D. market E. production Question Number 4 A ____ orientation assumes customers resist buying items that are not essential. It also assumes people will buy more goods and services if aggresive marketing techniques are used. A. sales B. production C. marketing D. customer E. marketplace Question Number 5 Lawlwer Landscaping Company sells all kinds of ornamental plants. Lawler's management believes that its customers will buy more plants if its salespeople use aggressive marketing techniques because ornamental plants are nonessential items for most homeowners. In other words, the company has a ____ orientation A. promotion B. production C. sales D. marketing E. customer Question Number 6 If a company uses a sales orientation, consumer complaints would most likely result in A. a modification of the sales presentation B. product reinvention C. continuous market research D. philanthropy E. attempts to cut production costs Question Number 7 Fujifilm Computer Products has improved the efficiency and productivity of its plant, which manufactures printing technology. For the new fiscal year, the company projects a production increase of 25 percent and has instructed its sales force to aggresively distribute and promote the
applying scientific management techniques to improve efficiency E. marketplace Question Number 8 Wal-Mart has become the leading discount retailer in the United States and the world by focusing on the customer's needs and wants. satisfying mangements needs and wants with the idea of maximizing profits in the short run C. selling and marketing are essentially the same thing Question Number 10 A company that has a market orientation and adheres to the marketing concept does NOT: A. The CEO is sure that the market will absorb more product if the sales force is determined and assertive. a company has to apply scientific management techniques to survive E. improving the general standard of living C. sales B. differentiate a firm's products from its competitor's products D. production C. production E.product. market C. what the customer thinks he or she is buying is what is important D. exchange Question Number 9 The marketing concept and market orientation recognize that: A. integrate all the activities of the firm to satisfy customer wants B. This philosophy is at the heart of a ____ orientation. selling as much as possible under the assumption that consumers will buy more at lower prices E. sales D. enterprise Question Number 12 The marketing concept involves: A. marketing B. concentrate on long-term goal achievement (such as profits and growth) for the firm Question Number 11 The statement "Marketing should be introduced at the beginning rather than the end of the production cycle and integrated into each phase of the business. simultaneously meeting organization objectives Question Number 14 . sales depend predominantly on an aggressive sales force C. constantly increasing sales volumes D. price is the most important variable for customers B. producing a good or service at the lowest possible cost B. Fujifilm appears to have a ____ orientation A. focus on consumer needs and wants C. retail D. customer E. retail D. fuel sales growth through the application of aggressive sales techniques E. production B. sales E. focusing on customer's wants so that the organization can distinguish its product (or products) from the competitor's products B. A. selling as much product as possible under the assumption that people will buy more goods and sevices if aggressive selling techniques are used D. focusing on production in order to increase product quality and lower prices Question Number 13 The marketing concept stresses that the social and economic justification for an organization's existence is the satisfaction of customer needs and wants while: A. market C. A." is consistent with a ____ orientation.
sales orientation B. In 1997.An organization with a(n) ____ believes that it exists not only to satisfy customer wants and needs and to meet organizational objectives but also to preserve or enhance individuals' and society's long-term best interests A. production D. focused target market strategy E. ethical business mission D. implementting actions to provide value to customers E.such as chili-pepper laced chocolate candy. Marketers cannot deliver all benefits sought by customers because these benefits may not be in the long-term best interests of the customers C. The societal marketing concept is an important refinement of the market concept D. the chocolate company exhibits an ____ orientation A. societal orientation Question Number 15 Jacques Torres Chocolate is a factory and retail store in Brooklyn. product E. Companies that protect the environment by using all-natural materials in their products are showing a societal marketing orientation B. production C. product Question Number 17 Which of the following statements about the societal orientation is true? A. that's the last time you see it". determining how to deliver superior customer value C. All of these statements about the societal orientation are true. While the company is committed to making a profit.5 square miles of forest to produce all of the paper needed by the corporation annually. his customers have the finaly say on whether the product is of any value. it is also committed to preserving the environoment. establishing and maintaining mutually satisfying relationships with customers D. and markets B. Organizations have both a social and economic justification for their existence E. By focusing on customer's wants. Kinko's adopted a ____ orientation A. exchange B. doing all of the activities listed Question Number 20 . marketing D. production E. marketing orientation C. societal marketing B. customer Question Number 19 Achieving a market orientation involves: A. Kinko's wrote an environmental vision in which it committed the company to conserving natural resources. product C. doing research on customers. Its owner is willing to try to produce new products when his customers suggest them . sales E. competitors. sales B. Question Number 18 Organizations that sell unsought products like cemetery plots may find themselves adopting a ____ orientation because the companies are marketing products that most people do not want A. With this 1997 enviornmental vision. His only condition is that when he adds new products. market Question Number 16 Kinko's copy shops use the equivalent of 10. sales C. "If something doesnt' move. According to Torres. reciprocal exchange D.
promotion D. A. sales E. management-employee synergy B. a control system B. reciprocity Question Number 24 In order for exchange to occur: A. outward upon societal responsibilities D. ot the idea that people give up something in order to receive something that they would rather have. Which if the following is NOT a marketing management philosophy? . money must be present C. organized marketing activities must also occur C. A. human resources Question Number 23 A key ingredient in the philosophy of marketing is ___. outward upon the wants and needs of customers Question Number 22 A business is concerned with many dat-to-day activities. Some of the most important are the planning and conception of the product or service. synergy C. delegation Question Number 21 The main focus of a marketing-oriented firm is: A. The typical Indonesian logging company has a(n) ____ orientation. each party must have something of value to the other party Question Number 25 Indonesian logging companies harvest the rain forests for timber and assume that a market exists for their products. inward upon the skills and competitive technological advantages of the firm B. money or other legal tender is required E. a profit-oriented organization must be involved D. These actitities are all part of: A. inward upon the organization's needs C. at least one person must have something of value E. environmental Question Number 26 For exchange to take place A. product C. a hierarchically-responsive organization D. production E. there must be at least two parties B. accounting D. organizational entropy C. empowerment E. exchange B. inward upon the abilites to deliver goods and services E. production D. marketing C. its pricing policy and the distribution stragey. a complex societal system must be involved B. each party must feel obligated to accept the offer D. sublimation E.What gives customers the feeling that their concerns are being addressed and gives employees the feeling that their expertise matters? A. communication must not occur Question Number 27 Four competiting philisophies strongly influence the role of marketing and marketing activities with an organization. exchange B.
marketing engineering E. marketing D. do all of these Question Number 31 When customer expectations regarding product quality. give consumer more than they expect C. planning excellence D. transaction marketing C. profitability orientation E. production C. market quality D. market engineering E. transformational marketing D. offer organization-wide commitment to service after-the-sale support D. customer satisfaction E. Airlines that use frequent-flyer programs are practicing A. transactional marketing D. customer E. a quality rift C. conceptual marketing . After flying a certain number of miles or flying a specified number of times.A. a value line B. marketing utility C. relationship marketing Question Number 34 One-to-one marketing is a form of: A. relationship markeing B. opportunity costs B. customer vaule Question Number 30 Marketers interested in offering customer value can A. service quality and value-based price are met or exceeded. societal marketing orientation C. product orientation Question Number 28 Firms with a _____ orientation focus on the internal capabilities of the firm rather than on the desires and needs of the marketplace A. the frequent-flyer program participant earns a free flight or some other award such as free lodging. satisfaction percentage E. relationship marketing C. offer products that perform B. expectation satisfaction Question Number 32 ____ is a strategy that entails forging long-term partnerships with customers A. customer-benefit Question Number 29 ____ is the ratio of benefits to the sacrifice necessary to obtain those benefits A. organization-customer synergy Question Number 33 Frequent-flyer programs are an example of financial incentives to customers in exchange for their continuing patronage. commitment selling B. sales B. avoid unrealistic pricing E. commitment selling B. sales orientation B. ____ is created A. marketing orientation D.
They also differ as to how much electricity they use and their duration. train the company's staff to judge of the quality of the products the firm produces D. empowerment D. train employees to focus on customer satisfaction Question Number 37 Some marketing-oriented firms give employees expanded authority to solve customer problems on the spot. Today you can buy light bulbs in different shapes. train employees to understand the company. commmissioning E. a sales orientation E. its philosophy and procedures. deregulation C. empowerment D. train employees in the latest aggressive selling techniques B. increase costs B. Teamwork C. This is an example of: A. miss sales by not concentrating on the average customer .C. a marketing network D. OJT Training E. Mediation Question Number 41 When lightbulbs were first introduced. manufacturers offered one size for all light fixtures. make sure all employees are customer-oriented C. Empowerment D. allow all non-management employees to resolve problems on their own without prior approval from their immediate supervisors E. This is known as: A. Light bulb manufacturers: A. training B. mediating Question Number 39 As part of instituting an empowerment program. conduct a survey of the company's marketing staff to learn about employee morale Question Number 40 ____ is the collaborative efforts of people to achieve common objectives A. implement employee empowerment E. decrease revenue E. different wattages. none of these Question Number 36 Which of the following is NOT a viable method a company can use to become more marketingoriented A. hire thirty new college graduates who have the latest training in marketing management techniques B. deregulation C. and different colors. Effort training B. create a customer-service department and place a key staff person in charge of the department C. mediating Question Number 38 The management at Canadian Pacific (CP) Hotels has authorized its hotels' staffs to provide whatever amenity--such as a special magazine or a hypoallergenenic pillow--their frequent stayers request as quickly as possible. build and maintain customer loyalty C. societal marketing Question Number 35 The objective of one-to-one marketing is to: A. D. reduce customer satisfaction D. a marketing director should: A. training B. commissioning E.
all of the above Question Number 49 . of the above Question Number 48 Presidental candidates increasingly employ such marketing methods as: A. promotion saturation D. political organizations D. sales-oriented D. If a fim sells to achieve profitability through sales volume. advertising E. Marketing offers outstanding career opportunities E. promotion-oriented B. extensive distribution C. are sales-oriented companies D. focus groups B. business organizations B. Marketing plays and important role in society. place. product design D.B. Place (distribution) E. aggressive selling B. aggressive pricing E. the primary tool used to achieve its goal is: A. tracking polls C. Promotion C. market research D. Marketing teaches businesses how to sell products that people do not need. Place (distribution) E. a blend of product. recognize that different customer groups have different needs and wants C. any. are companies that would state that they are in the business of selling bulbs E. Production Question Number 44 For a market-oriented organization. Product design D. it would probably be: A. production-oriented E. non-profit organizations C. are aiming at a goal of profit through maximum sales volume Question Number 42 One way to identify the orientation of a firm is to examine its primary goal. Price B. B. production Question Number 45 Which if the following is NOT a good reason to study Marketing? A. coordinating the huge numbers of transactions needed to provide goods and services. C. retail-oriented Question Number 43 ____ is the primary tool used by a sales-oriented organization to achieve its corporate goals A. need identification and satisfaction Question Number 47 Marketing is appropriate for: A. price C. Marketing affects your day-to-day life as a consumer Question Number 46 Marketing competition is primarily based upon: A. promotion and pricing decisions B. Marketing is a key function of business D. price-oriented C. and all. churches E.
"you can have any color car you want as long as it's black"-is a prime example of belief in the: A. process statement B. The basic idea . all of the above Question Number 51 Regardless of the marketing activity. technology oriented B. the production philosophy D. develop succinct procedures Question Number 52 A firm's philosophy may be stated formally in the form of a ____ which is intended to guide the effects of everyone in the organization A. production oriented Question Number 50 Marketing activities include: A. Distribution philosophy D. marketing philosophy .every customer will buy if the salesperson only persists long enough . the process philosophy E. sales promotion D.Essentially marketing is: A. the MOST logical business philosophy was: A. people-oriented E. advertising C. Production philosophy Question Number 56 The X-L Corporation employs door-to-door selling and tends to rely on aggressive salespeople prepared with "canned" sales pitches. guides production scheduling Question Number 54 During the early years of this country. a financial tool C. procedure manual E. even necessities.is most consistent with the A. indicates the types of activities valued by the organization D. code of ethics C. all goods. personal selling B. commercial code D. implement SWOT plans E. Under conditions of scarcity. Marketing philosophy E. communicate and interact with people C. outlines the details of job performance C. market research E. provides the basis for labor negotiations E. Process philosophy C. a sales tool D. the distribution philosophy Question Number 55 Henry Ford's famous statement . the selling philosophy B. protects the firm agains lawsuits B. were scarce. mission statement Question Number 53 The philosophy of an organization is important because it: A. analyze corporate strategies B. success requires the ability to: A. protect company ideas D. the marketing philosophy C. selling philosophy B.
distribution B. The response of domestic auto producers would indicate that those firms followed the: A. A. the marketing philosophy D. the distribution philosophy C. marketing D. the identification and satisfaction of customer needs provides the only justification for survival of business firms-as well as their growth and increased profitability A. sociological Question Number 62 The articulation and wide-spread acceptance of the ____ philosophy was driven by the intense competition for customers faced by an expanding number of domestic and foreign marketers in the 1950's A. distribution E. marketing C. the societal philosophy Question Number 60 Under the ____ philosophy. production E. selling D. marketing Question Number 61 According to the ____ philosophy. the Great Depression made it even more difficult for firms to "dispose of" existing inventories .much less justify expanded production. societal philosophy C. selling philosophy B. distribution E. production C. distribution philosophy Question Number 57 When Japanese automobiles began to seriously erode the traditional market shares of America's Big Three. marketing philosophy C. production philosophy D. societal philosophy E. selling philosophy B. societal philosophy Question Number 58 As American industry solved the "scaricity problem". the immediate response was a dramatic increase in advertising and heavy use of rebate programs. production philosophy D. international philosophy Question Number 59 Which of the following philosophies suggests that the organization's focus is on satisfying the needs of customers? A. Freudian D.B. societal Question Number 63 The marketing concept is based on which of the following beliefs? . the focus of an organization shifts to outside the firm. the production philosophy B. selling C. production philosophy D. the selling philosophy E. distribution philosophy E. production B. selling B. marketing philosophy C. These conditions led logically to the em emergencies of the: A. selling philosophy E.
improved national economic performance E. distribution philosophy C. all of the above Question Number 65 The focus upon attempting to build customer loyalty is MOST consistent with the A. Providing customer satisifaction requires organization-wide integration and coordination of efforts C. immediate profits E. consumer dissonance . increase customer loyalty D. customer loyalty D. increased sales growth and higher profitability D. Completely satisfying the customer is the best route to earning customer loyalty C. An organization's basic purpose is to satisfy customer needs B. Providing exceptional value is needed to satisfy management D.A. immediate sales D. long-term customers C. all of the above Question Number 69 A firm that embraces the goal of building/maintaining customer loyalty is attempting to create: A. consumer revenue E. sustain societal goals E. less expensive than acquiring new customers B. marketing philosophy E. Organizations should focus on long term success D. expanded production Question Number 70 What a customer gets for what the give is called A. selling philosophy D. production philosophy B. customer value C. easier for large corporations E. difficult to do C. expand production efficiency B. All of the above E. Earning high levels of customer loyalty leads to decreased sales growth B. All of the above E. marketing conceptualization B. None of the above Question Number 64 Xerox uses surveys to measure customer satisfaction and in an attempt to: A. promtion philosophy Question Number 66 Earning high levels of customer loyalty will likely lead to: A. long-lived products B. customer satisfication B. a monolopy position Question Number 67 Which of the following is(are) part of the customer loyalty concept? A. producer efficiency C. communicate their marketing philosophy C. None of the above Question Number 68 Retaining customer loyality is usually: A. less profitable than finding new customers D.