Convenience purchases: Staples (standard, frequently consumed goods such as bread or gas) and impulse purchases (candy or National Enquirer available near the check-out stand). D. A price reduction of $5 on a pair of Lee jeans. B. pull monies Marketers have to be certain that the attribute helps to determine customer needs and preferences and is not a simplistic stereotype. Which one of the following is NOT a stage in the Product Life Cycle? C. Large companies with popular brands are the most likely to have to pay slotting allowances. Selling Company produces its product in batches of 100, yet its average customer only purchases ten at a time. Channel power/leadership allows control of conflict by domination of the channel by one partner. The next ratings cycle through each hotel asking how it rates on each of a number of attributes. B. Gray market conflict is unauthorized buying and selling among channel partners. C. rebate Wall display When reductions from the regular price of a product are offered at the point-of-purchase through specially marked packages, a marketer is using a: means each customer serves as his or her own segment. C) Ensure that there is an independent audit committee. Demographics are customer attributes that are easy to identify and commonly used. Question: QUESTION 1 Examples of functional requirements include the following, EXCEPT: A. descriptions of the tasks the system will have to perform - inputs, processing and outputs. \hline \text { Estimated factory overhead cost for fiscal } & & \\ The upstream partners that a company has to deal with are its suppliers, also known as the blank______. 0-$5001$2022-$X3$1964$3505$451, Brian's boss is explaining the concept of buying centers in B2B marketing. \quad \text { year beginning March 1 } & \$ 12,900,000 & \$ 10,200,000 \\ c. vigilantism. Gatekeeper: accountant who controls the budget. The dashboard is an indicator of a company's success. Marketers refer to a "dashboard" as an analogy for the many indicators of a performance that should be monitored, much like an instrument panel in an automobile. C. 24% Probability sampleImplies the probability of selecting any respondent from the population into the sample is known D. In-pack coupons for any variety of Breton crackers, 34. 4. Which of the following statements about the coordination of advertising and sales promotion efforts is true? 1 See answer Examples of leadership activities that support conceptual leadership include all of the following EXCEPT: Arts & Humanities Writing Creative Writing EARLY CHIL EC350. A. cost-covered Its objective is to occupy a clear, unique, and advantageous position in the consumer's mind. C. high-involvement sales promotion 6. High value checkout coupons The following are illustrative examples of a push . A. free premium 52. A. Secondary data to understand context An appliance manufacturer offers a $50 payment to salespeople who work at Culligan's Appliance if they sell one of the company's new refrigerators. B. \text{- \$ 500} & \text{\$ 202} & \text{- \$ X} & \text{\$ 196} & \text{\$ 350} & \text{\$ 451}\\ A. price-off deal. Geographic include country and sales force coverage. is when one party gets cooperation because it has information the other party seeks. D. a spiff. Another method of redefining our position is with promotion by spending ad dollars more wisely and determining the most appropriate media, most appropriate frequency, and most appropriate message. C. Consumer switching behaviour is curtailed. a. Asymmetric idea b. This is an example of a: B. contest; sweepstakes Examples include strivers who are trendy and fashionable, achievers who are more family and work directed, potential customers for cosmetic surgery, levels of expertise, and aspirations. In order to provide an incentive to a current user to purchase Breton instead of other cracker brands while the consumer is shopping for crackers, which of the following sales promotion tools would work best for Dare? Marketing strategy links goals and blank_______. 4. Tailoring Strategy: Customizing For Segments. B. Ingredient-sponsored cooperative advertising Place: Where and how will customers purchase your market offering? Clydesdale Corporation has a cumulative temporary difference related to depreciation of $580,000 at December 31, 2017. Through the marketing activities above, Colin is utilizing a pull strategy creating consumer demand and pulling consumers, retailers, and distributors to his product. B. slotting fee A push strategy is a marketing approach that aims to get a product or service in front of customers. C. assist consumers to experience the brand directly Marketing metrics include profitability, sales, market share, average prices, levels of awareness, penetration in trial, repeat purchases, customer satisfaction, and employee satisfaction. D. is really not very important given the prolonged economic prosperity that Canadians have enjoyed. C. instant An effective premium is one that: 13. Ralston Purina offers its retail accounts a $3.00 per case discount for all of the dog food it purchases during the month of October. It's important for a company to oversee multiple measures to manage the company optimally. There may be prose or poetry interpretation. Distribution deals with realigning the discrepancies between quantities and selections. Marketing strategy is the link between corporate goals and operational tactics. B. horizontal cooperative advertising All of the following are reasonable objectives for trade-oriented sales promotions EXCEPT: An advantage of coupons is that they: B. Uncle Ben's Rice attached a $1-off coupon to the outside of their packaging. They pay retailer handling and processing costs of 10 per coupon redeemed. A. In-store sampling D. Rebates and refunds, 18. Which of the following is a reasonable objective for consumer-oriented sales promotions? Assembly activities. A. joint sales promotions An in/on package coupon that is redeemable for a future purchase of the same brand is known as a(n) _____ coupon. Effective Segmentation is actionable. It outlines what a business should do to market its product or service to its customers. Retailers argue they are justified because they are assuming some risks in taking on a new product, and so many new products fail. Usually three to four focus groups are conducted. 84. B. price-off deal C. sweepstakes B. point-of-purchase display D. in-pack coupon, 103. B. C. Bonus packs B. the reinforcement is immediate. B. direct mail Brands that make the cut on the first dimension go into the customer's consideration set. \end{array} D. When small refunds are being offered, marketers may find other promotional incentives, such as coupons, more effective. Forward buying D. growth. They predict that the redemption rate will be 5%. This is an example of a(n) _____ coupon. His boss indicates that with complicated business purchases, it's not one person making the decision and that each purchase involves different roles. D. an off-invoice allowance. The customer then compares the brand on the next important attribute and so forth, until only one brand is left. C. it may be too difficult to find a way to distribute the samples Rebates and high value checkout coupons \text { Estimated machine hours for year } & 600,000 & \\ how should salespeople be compensated for their efforts, Two major issues make up the essence of the sales force: How many salespeople should we have, and blank_____, Intensive distribution usually goes with heavy blank_________, lower prices, and average or lower quality products. A package of Gillette Sensor razor blades contains a 75-cent-off coupon for Gillette Foamy shaving cream. Horizontal conflict is among partners at the same level. D. Sales promotion techniques such as contests and premium offers are often used to draw attention to an ad, increase involvement with the ad, and help build relationships with consumers. The retailer was engaged in: C. horizontal cooperative advertising A. B. C. A trade show D. Mail-in premiums offer immediate reinforcement to the purchaser. D. marketers are offering consumers more promotions to attract and maintain customers. This can be viewed as a supply-based strategy that is focused on sales, distribution and promotion that directly leads to a sale. A business customer is an agent buying something on behalf of an organization. D. consumers may think it is of poor quality since samples are being given away, 42. A. New buy: You're buying teeth whitening strips for the first time and think what attributes must you consider. D. has no impact on an organization's pioneering advertising, 69. Compensation is another key issue. 11. A. C. in/on packs affirmative action, resident alien, counsel, double jeopardy, illegal alien, exclusionary rule, Jim Crow laws, security classification system, naturalization, non-resident alien. Optimize cost-efficiency. A. introduction Targeted to specific geographic or demographic segments C. Image advertising D. can be accomplished through consumer promotions that help build its brand equity, 23. _____ is a practice used by some retailers and wholesalers whereby they take advantage of a promotional deal and then sell some of the product purchased at the low price to another store outside of its area or a middleman who will resell the products. Match the following terms with the descriptions below. After spending months in the hot weather of Hong Kong, Colin developed an innovative fan product that emits no sound, is priced competitively, is energy efficient, and is able to cool a room to a chosen temperature. B. Sampling Exploratory, Descriptive, Causal Premiums Which of the following is NOT a sampling distribution method? A. Price-off deals Type of channel conflicts include: -Sample (e.g., random sample, stratified sample by segment) Monies that must be paid to a retailer so they will take on a company's new product are known as: D. decline stage, 114. B. Initiator: an administrative assistant who notices a printer in the office frequently needs repairs. Examples include dance, recital, dramatic enactment. Examples of value-added activities include all of the following except: Product design. Which of the following statements about on-package sampling is NOT true? A. vertical cooperative advertising B. a trade allowance. 1. Fewer clusters means greater heterogeneity within a cluster. D. new product fees. _____ is a common sampling technique for small, lightweight products that are non-perishable. Promotion: What can you tell your customers, or do for them, to entice them to purchase? C. On-package samples can be distributed by attaching them to products not made by the distributing company. D. bonus pack, 65. It's important to note that positioning is always through the "lens" of the customer/consumers. B. D. bounce back coupon, 81. Nordica provides sales personnel in ski shops with training classes, detailed manuals, and other tools to help them better understand how to sell the company's ski boots. D. Dyadic communication, 106. Examples include attitudes, knowledge and awareness, wants and needs, affiliations (political party), traits (extraversion), expertise and involvement (hobbies), activities (Fishing, Surfing, Reading, I don't have any hobbies, Minecraft, Stamp collecting) and brand attributes sought. C. to set direction. Why are organizations like McDonald's, Wendy's, and Labatt placing more emphasis on sales promotions than ever before? Customers pull goods through the channel, while intermediaries push the goods to consumers from the manufacturer. is a type of segmentation in which the company strategically focuses and targets a smaller market with particular needs that the company can serve well. A. A. to create structures. Consumer sales promotions such as coupons, price-offs, premiums, and bonus packs may be needed periodically to maintain consumer loyalty, attract new users, and protect against competition. Simple averages are taken over the questions resulting in a pair of means for each attribute. D. The distribution of on-package samples can be broadened by attaching them to multiple brands or to products made by other companies. Conjoint for new products Multidimensional scaling for perpetual mapping, targeting and positioning This method uses averages so one attribute can't make or break a brand. _____ is advertising supported by raw materials or component part manufacturers to help establish end products making use of their materials. 5Cs: is a model that considers the channel member's production and governance costs, both of which are ideally minimized. C. many purchase decisions are made in the store where many sales promotions are found. A. consumer franchise-building promotion Excel shortcuts[citation CFIs free Financial Modeling Guidelines is a thorough and complete resource covering model design, model building blocks, and common tips, tricks, and What are SQL Data Types? Let's achieve broader social goals: Goals that go beyond marketing are human resource, finance, production and distribution manufacturing, and research and development. B. 2. It's about carving out a spot in the competitive landscape, putting your stake in the ground, and winning mindshare in the marketplace - being known for a certain "something.". The selling price of the companys product is $50 per unit. Which of the following promotions is targeted toward the trade rather than consumers? The sales promotion tool that critics contend is most guilty of detracting from brand equity and at the same time being detrimental to a brand franchise is: C. most coupons are redeemed on Thursdays It is the act of designing and creating the company's image and communicating the benefits of the company's products, so it gains a distinct place in the market. Evaluation of strategic alternatives along specific decision criteria Seven Popular Marketing Research Techniques, 1. A. Coupons 25. B. is accomplished through short-term price-oriented promotions C. Sweepstakes The response variable is the mean score on the MCAS (Massachusetts Comprehensive Assessment System) exam given in May 1998 to 10th graders. Cluster analysis for segmentation When a brand moves to the _________ stage of the product life cycle, advertising is primarily a reminder to keep consumers aware of the brand. When New Balance sponsors a campaign advertising the availability of its running shoes at Foot Locker stores, this is an example of _____ advertising. Sampling and rebates Marketers find perceptual maps extremely appealing because they provide a picture of competing brands in a space that also contains descriptions of attributes and they offer a sense of competitive strengths and weaknesses. is about defining how you'll "differentiate" your offering and create value for your market. D. Many retailers require promotional deals such as discounts and allowances just to handle a new product. B. Marketers also study patterns of co-purchasing, such as when skis are purchased or rented with boots, snowsuits, lift tickets, hotel rooms, and cocoa. Prepare an income statement for the year. Sales promotions do not contribute to the erosion of brand equity. Sales promotion is an ineffective tool for building brand equity. A. introduction stage B. B. Coupons are an effective way of generating trial of a new product. B. The upstream partners that a company has to deal with are its suppliers; this is called the supply chain and dealing with those firms is called supply chain management. Decline: Many competitors & remaining firms serve the smaller customer base. A. D. ensure greater in-store exposure. Examples of pull oriented activities include consumer-directed advertising, wide distribution, coupons, rebates, loyalty points, price discounts, quantity discounts, and free samples. Using focus groups is an exploratory and descriptive technique where eight to ten consumers discuss products and competitors' products. One such video is the Tide Pod Challenge, which was popularized by. C. to encourage the trade to display and support established brands. It doesn't ask customers what's important in a hotel. Perceptual mapping for positioning D. Event sampling, 46. With reference to the illustration above, for example, a production company runs marketing campaigns directly to consumers. D. event marketing, 82. C. subsidized C. Lower redemption rate C. Sponsorship of the local Easter parade Sampling B. provide marketers with a way to provide extra value to consumers without having them do anything other than purchase the product. For expensive purchases, blank_________, uniqueness and quality matter. B. franchise building promotion Kellogg's is introducing a new brand of breakfast cereal that is high in fibre and targeted at adults between the ages of 25 and 50. A. forward buying D. Support advertising, 108. Which of the following statements does NOT correctly describe the relationship between building brand equity and sales promotion? Promotional activities that are designed to accelerate the purchase process and generate an immediate increase in sales without communicating information about a brand's unique features or benefits are known as: Which of the following statements about rebates is true? made in the store. In the _________ stage of the product life cycle, promotional dollars may be used primarily for advertising to stress differences and keep the brand name in consumers' minds. The differences between goods and services are all of the following EXCEPT _________. Consumer-franchise or image building for a brand: This is an example of: Question mark or problem child: products in high growth markets but having low market share (products in development, new technologies, uncertain markets) Models can be made more complex by bringing in weights to express how important the attributes are to the customer. C. Everyday low pricing Which of the following sales promotion techniques would be most effective for generating excitement or interest in a brand? A. growth stage 3. \end{matrix} Which of the following sales promotion tools work best for Kellogg's? A. B. provide the marketer with an immediate gauge as to how well the product will do in the marketplace B. merchandising support Critics argue that trade promotions generally result in higher brand equity. A limitation of this sampling method is that the sample is distributed only to purchasers of the carrier brand. Let's redefine our position: A company can redefine its position with a product by building new product sales, building product category, or building brand equity. C. slotting C. definition of business rules and organizational policies incorporated into the. D. Retailers are not happy having to purchase large amounts of product to support the promotion. 4. Lynch Company manufactures and sells a single product. Firms can also increase profits by increasing revenue. They distributed 1,000,000 promotional packages, at a cost of $20,000 for design and production. D. a coop allowance. Accountability marketing 45. D. Bauer Hockey Skates. C. Nonusers of rebates are likely to perceive the redemption process as too complicated. A. Nonprobability sampleA sample drawn due to specific research considerations and/or the researcher's judgement (a shopping mall-intercept survey). B. off-price deal A. distribution channel is a network of inter-connected firms that provide sellers a means of infusing the marketplace with their goods, and buyers a means of purchasing those goods as efficiently and profitably as possible. Which of the following is NOT a downside to running a promotion in a specific geographic region? Some measures will confirm advantages over competitors while other measures can serve as a diagnostic in identifying problems. A. premiums C. can be done more easily through trade-oriented promotions than through consumer-oriented promotions C. is becoming less important to marketers as competition intensifies B. A pull marketing strategy, also called a pull promotional strategy, refers to a strategy in which a firm aims to increase the demand for its products and draw (pull) consumers to the product. 26. D. Event marketing, 105. For example, many online merchants such as Shoe Station and Zappos offer free shipping and free return shipping to encourage consumers to shop online. Consumers do not want to be bothered saving cash register receipts and proofs of purchase. Scanner data for pricing and coupon experiments and brand switching This is an example of: A. Focus groups are not good for predicting marketplace response, and it is best to follow up focus groups with a survey. B. vertical cooperative advertising External factors influencing customer behavior, opinion leaders, family, culture, social class, reference groups, Internal factors influencing customer behavior, attitudes, motivations, learning, perceptions, lifestyle, Situational factors influencing customer behavior, physical environment, purpose of purchase, time constraints, Roles in Big, Complicated Business Purchases. A. consumer promotions; media advertising 87. Many attempts at one-to-one marketing have been cost ineffective. D. same purchase, 60. A. This form of performance-based assessment can take time, so there . Estimated factory overhead costs, direct labor hours, and machine hours are as follows: Factory1Factory2EstimatedfactoryoverheadcostforfiscalyearbeginningMarch1$12,900,000$10,200,000Estimateddirectlaborhoursforyear250,000Estimatedmachinehoursforyear600,000ActualfactoryoverheadcostsforMarch$12,990,000$10,090,000ActualdirectlaborhoursforMarch245,000ActualmachinehoursforMarch610,000\begin{array}{lrr} The VP says that the person who first kicks off the purchase process is the blank________ Click the card to flip Flashcards C. Sampling through the mail D. encourage retailers to use Eastern Canadian's planograms, 24. D. High value coupons and sampling, 32. It is a system based on the idea that self-expression, ideals, and achievement determine customers' product and brand orientation. D. promotional traps. A. build brand loyalty The role of the planning function in the management process is. Low customer involvement: Customers don't care and won't spend time thinking about brands. B. C. bonus pack. B. sampling Tropicana developed a "Win the Perfect Vacation" sweepstakes to complement an advertising campaign theme promoting its grapefruit juice as the perfect beverage. They pay retailer handling and processing costs of 10 per coupon redeemed. This form of communication allows all employees' opinions to be valued and democratizes the decision-making process within organizations. A pull strategy focuses on advertising to stimulate market interest and attract customers. C. maturity stage A. many coupons are redeemed just before the expiration date rather than in the period following the initial drop D. The contest or sweepstakes often fails to contribute to the brand franchise. D. Trade allowances are encouraging retailers to stock and promote their products on a regular basis. A. B. trade shows A. it cannot be broken down into small sizes Based on these findings, what form of promotion is most effective for Gillette's Right Guard brand? B. self-liquidating premium Additionally, this open dialogue allows . A. cooperative advertising D. transference charging, 98. Positioning studies are used to understand how customers view a business in the marketplace. Niches fall between the one-to-one and segment strategies. D. magazines, 55. 3. A. bounce-back is a diagrammatic technique used by asset marketers that attempts to visually display the perceptions of customers or potential customers. D. instant, 59. B. The consumer may experience negative reinforcement when comparing competitive prices. D. Trade marketing, 17. Gillette's market research shows that most consumers decide upon a brand of deodorant at the point-of-purchase rather than before entering the store. D. event sponsorships, 30. C. Horizontal cooperative advertising What are the 4 P's? Sweepstakes b. point-of-purchase display d. in-pack coupon, 103 communication allows all employees & # x27 ; opinions be. 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Into the per unit democratizes the decision-making process within organizations note that positioning is always through the member.