Florida International University

MAR 3023

1)Within the information search step of the consumer buying decision process, what two primary aspects exist?

2. Tori went to Sam's Wholesale Club to shop for a party she was hosting on the weekend. She knew that she could buy larger quantities of food items than she normally did, and they would also be much less expensive. She checked everything off her list and proceeded to the checkout lines. Passing a display of fresh flowers, she thought "Wouldn't those be nice for the party?" She selected one of the bouquets and placed it in her cart. Tori has most likely engaged in                                                                                       when selecting the food for her party, and   when selecting the flowers.

3. Stefanie is shopping for groceries at her local supermarket. As she picks up laundry detergent, she sees the display of bathroom cleaners and remembers that she is about to run out of it at home. Stefanie tries to remember the specific brand that she used last time, because she thought that was the best in terms of performance and value. In terms of the consumer buying decision process, Stefanie's remembering that she was almost of bathroom cleaner is the              phase of the buying decision process, where trying to remember what brand she last used was an example of the          phase. problem

4. When a new variety of Kashi whole-grain breakfast cereals is first introduced, consumers will most likely engage in                                       when deciding whether or not to purchase this new product.

5. According to Maslow's hierarchy of needs,

6. A culture can be divided into subcultures according to

7. Changing people's attitudes toward a firm and its marketing program is

8. Evaluative criteria for brands within the consideration set are both

9. Stuart's little brother Kyle joined the boy scouts recently. Stuart notices that in addition to wearing the boy scout uniform, Kyle has been better about keeping his everyday clothes neat and clean, has been searching online for camping gear, and has become interested in "green" products. Stuart believes that the boy scouts are now a reference group for Kyle because he

10. Which of the following statements about how a consumer organizes inputs that reach awareness is most accurate?
11. Compared with the SIC system, the North American Industry Classification System (NAICS) will

12. Scenario 8.1 Use the following to answer the questions. Samsung is entering the home appliance market with its new French Door Refrigerator. In designing the production facility, it has a need for various pieces of equipment, including the perpetual assembly belt-drive, quasi- assembly pods, and finishing stations. The purchasing agent for the appliance division is inquiring about who will be needed for input on the purchasing decision. Samsung has already contacted several producers of the quasi-assembly pods, and has begun negotiations with their sales representatives. Refer to Scenario 8.1. What type of business purchase is Samsung undertaking?

13. Most business buying decisions are made by

14. Retailers like Target and Kmart are considered to be members of which business market?

15. Barry Gluckman of WP International, a major marketer of word-processing software, calls the secretary of Renee Dorchette, director of purchasing for MMK, Inc. He sets up an appointment to discuss an upcoming purchase of software. The secretary plays the role of                                                                                                      in this purchase decision.

16. Your university has decided to purchase new computers for all of the computer labs on campus. Typically, the purchasing agent negotiates with manufacturers and makes the decision on what to buy. However, for this purchase he as asked members of the student senate to give input on the purchase decision. In this instance, the student senate would be acting as a

(n)           , while the purchasing agent is a (an)                        .

17. The fact that business customers purchase products to be used directly or indirectly in the production of goods and services to satisfy customers' needs means that demand for business products is

18. Many suppliers and their customers invest time and resources to build and maintain mutually beneficial relationships which are often called

19. Anderson Distribution Company has purchased15 forklifts over the past two years. As it plans to place its next order for another five machines, management wonders if additional features may be needed in order to handle changes in the product lines it carries. For Anderson, these new forklifts represent a     purchase.

20. The United States Navy purchases uniforms from a single supplier. For the last twenty five years, the trousers purchased from this supplier have not changed and have been bought every six months, in seven different sizes. This example is called a

21. A subsidiary in a foreign country generally operates under

22. The role of export agents is to

23. The purchase of products from a foreign source is called

24. The Samsung Group sells several different product lines around the world through home appliance and electronics stores. Samsung appliances and electronics have been historically made in Korea, where the company is headquartered. Recently, Samsung has been

investigating the possibility of buying land and building a production plant in Tennessee, in the United States. Samsung is now operating as a (an)                                 ; however, if the plant is built in Tennessee, it will be operating as a (an)                                                                  .

25. A business partnership between a domestic firm and a foreign firm is known as

26. The Foreign Corrupt Practices Act of1977 makes it illegal for U.S. firms to

27. Which of the following is used to help maintain a more favorable balance of trade by a country?

28. Both Nike and Adidas standardize many of their shoe models and colors worldwide, which is an example of        .

29. If a newly formed country wanted to increase its international trade and reduce worldwide tariffs, it would most likely try to become a part of

30. The forces that affect foreign markets may differ dramatically from those affecting domestic markets. This makes a careful                                               a critical part of a successful international marketing strategy.

31. Managing customer relationships requires identifying patterns of                    and then using that information to focus on the most promising and profitable customers.

32. Scenario 1.1. Greensprings Cemetery in upstate New York, offers a full-service funeral and burial that is non-toxic to the environment. All materials used in the burial are natural and will decompose with no negative impact. Greensprings' service is relatively new in the United States, but services of this type are common in Great Britain. A typical burial in Greensprings' cemetery includes a casket made from bamboo, wicker, paper, or other natural material. There are no headstones of stone or concrete that will detract from the landscape, but trees and plants as "markers" are allowed. The cost for a burial at Greensprings is approximately $3,000, compared to about $6,000 at most traditional cemeteries. Although business was slow at first,

Greensprings is now experiencing an increase in the number of burials, due to referrals and a newly developed website. The owners of Greensprings were previously in the cemetery business, and are active conservationist and wanted to make their business more sustainable. After Conducting research and finding that there were natural burial sites in Great Britain, they wanted to provide an alternative to other environmentally conscious Americans like themselves. Refer to Scenario 1.1. Greensprings' main competitive advantage over traditional cemeteries comes from its attention to which element in the marketing mix?

33. The marketing concept is a management philosophy that affects

34. Which of the following best describes the acceptance of the marketing concept by American organizations?

35. The marketing environment is best described as being

36. Issues of inventory levels and storage costs are both concerns relating to the                        variable of the marketing mix.

37. Scenario 1.1. Greensprings Cemetery in upstate New York, offers a full-service funeral and burial that is non-toxic to the environment. All materials used in the burial are natural and will decompose with no negative impact. Greensprings' service is relatively new in the United States, but services of this type are common in Great Britain. A typical burial in Greensprings' cemetery includes a casket made from bamboo, wicker, paper, or other natural material. There are no headstones of stone or concrete that will detract from the landscape, but trees and plants as "markers" are allowed. The cost for a burial at Greensprings is approximately $3,000, compared to about $6,000 at most traditional cemeteries. Although business was slow at first, Greensprings is now experiencing an increase in the number of burials, due to referrals and a newly developed website. The owners of Greensprings were previously in the cemetery business, and are active conservationist and wanted to make their business more sustainable. After conducting research and finding that there were natural burial sites in Great Britain, they wanted to provide an alternative to other environmentally conscious Americans like themselves. Refer to Scenario 1.1. The customers of Greensprings Cemeteries are most likely choosing the Greensprings business because of its                                                                          , which is evidence of a                                   .

38. Which of the following companies is the best example of a service marketer?

39. Which of the following is essentially an uncontrollable factor in developing a marketing mix?

40. A junior marketing executive at MegaGrain Cereals suggests increasing the package size and price of its best-selling brand without increasing the amount of cereal inside the box. Her superior warns that this might be a bad idea because MegaGrain's long term survival, like most companies, depends on

41. PedigreeTM is a leading brand of dog food in the United States. Suppose the maker of PedigreeTM decided to extend its line of products by offering a different version made with more natural ingredients. PedigreeTM must be sure that its marketing communications distinctly position this product (i.e., separate it from the other products in the line) or the result could be

42. Procter & Gamble markets Cheer detergent to young singles and couples and Tide detergent to families. Procter & Gamble is using a (n)                                                 targeting strategy for laundry detergents.

43. Which of the following is not a requirement or characteristic of a market?

44. A business advantage of the concentrated targeting strategy for any company is that it

45. The primary advantage of a concentrated targeting strategy is

46. A forecasting method that predicts sales based on relationships between past sales and other variables is called

47. If Georgia-Pacific, a producer of home siding, decking, and other wood products, focused its marketing efforts to home construction companies only, it would be using a (n)                                                            strategy. If it sold the same products to both construction companies and DIY retailers such as Home Depot, it would be using a (n)        strategy.

48. Which of the following is the biggest drawback to using psychographic variables?

49. Budweiser may choose to segment its market based on heavy, moderate, and light drinkers of its alcoholic beverages. This is an example of market segmentation based on

50. Which of the following is an example of a behavioristic segmentation variable?

51. An online survey conducted before students could register for their fall semester classes asked, "Do you think online professor evaluation forms would be better than paper and pencil forms administered during class?" This is an example of a (n)                                                                               question.

52. Emily Dawson and seven other people were paid to get together and discuss a new product idea proposed by Johnson & Johnson. Researchers observed the interaction of the group. During the discussion, Emily was annoyed that Jack, another participant, seemed to "hog" the discussion and didn't give others a chance to speak. This is an example of a problem when using      .

53. Information from the U.S. Census Bureau is commonly used as                       by a variety of agencies and organizations.

54. Which one of the following best characterizes a marketing information system (MIS)?

55. Problem location and definition is the first step toward finding a solution to a marketing problem or launching a research study. The first sign of a problem

56. A firm has conducted market research and found that customer satisfaction with its product is quite high. Nonetheless, repurchase behavior is very low. The research design evidently has a problem with

57. Which of the following statements about conducting marketing research internationally is false?
58. Subway wants to collect data about employee satisfaction within its organization. It decides to survey a sample of500 employees by having a computer program automatically pick which employees will be in the sample. If it uses the payroll database as the list of names to chose from, which type of sampling method is Subway using?

59. Marketing research is a process designed to gather information

60. Scenario 5.2 Use the following to answer the questions. Colin Jackson recently purchased Blue Waters Adventures, a kayak and canoeing rental business near the Chatsworth River in Arizona. Blue Waters Adventures had been in operation for five years and was located in an ideal area. Even though the winters in the area can be cold, kayaking and canoeing activities are generally popular year-round. After two months of operation, it became clear why the previous owners had sold the business. While the business appeared to be ideally located, sales were extremely disappointing. Refer to Scenario 5.2. Colin decided to apply some of the things he had learned in his marketing research class to his business. The first thing he should do is to   which will help him                             

61. Several mothers in Atlanta wanted to get the message to their city government that they were not happy with the nutritional quality of the food the city's school system served their children, especially at the current cost for a lunch. One of the mothers suggested they organize a protest at City Hall to get the lawmakers' attention. Another mother in the group suggested they all use their smart phones to go on Twitter and let others know the time and date of the protest. This small group was surprised at the number of other parents who were equally concerned about the food program, and so this small group decided to organize a flash mob. Over two hundred people showed up in a flash mob in front of City Hall - many of them with signs and banners. These mothers and other individuals are engaging in

62. Opportunity provides a pressure that may determine ethical decisions in marketing.

Opportunity is best thought of as

63. Within the scope of her job, Sue Hanson gives ethics advice, disseminates a code of ethics, reviews the code of ethics, and takes action on ethics violations. Sue is the                                                             in her company.

64. Bridgewater, Inc. produces its industrial components in several developing countries outside the United States. The majority of Bridgewater's customers are in the U.S. and Canada. One of Bridgewater's customers is Craft Care, who uses Bridgewater components in the production of child car seats. Recently, there was a recall of Craft Care's car seats due to serious injuries, which the company has traced back to Bridgewater's components. If Bridgewater knew about the faulty components, but failed to notify Craft Care, it would have been engaging in unethical behavior with regard to which of the following marketing issue areas?

65. Justin believes that certain conditions at his company are very conducive to engaging in unethical behavior because these conditions provide rewards such as faster promotions and better salaries for those who bend the rules. Justin's company seems to allow                                                                                                       for unethical behavior.

66. If Starbucks were to donate5 percent of every coffee purchase to shelters for victims of domestic abuse for one month, this would be an example of

67. Priya knows that her company has a formal code of conduct, but she does not see this code being equally and consistently applied to all employees. Priya believes that this sporadic enforcement of the formal code only enhances the                                                                                              for committing unethical acts.

68. Codes of conduct are also frequently known as

69. The Kofton Corporation produces all types of jeans that are sold to retailers throughout the world. Hank, the purchasing director at Kofton, has found a supplier who will provide new fabrics that are easier to launder and more comfortable to wear. Additionally, they are available at a lower price than the current jeans Kofton buys. Since Kofton wants to satisfy its customers and its bottom line, Hank thinks he has a winner. However, when presenting the news to his management team, one of them asks "will there be any child labor involved with this new supplier?" Hank has forgotten       which is important to the Kofton Corporation.

70. Since most ethical choices pertaining to marketing decisions are jointly made, an organization must ensure the                                                      reflects the organization's values, beliefs and norms.

71.             involves the use of digital networks to provide linkages between information providers and users.

72. JC Penney's website encourages visitors to register in order to maximize their use of the site. By gathering information about a consumer before a purchase is made, JC Penney is practicing

73. Using cutting-edge technology in association with social networks and blogs in order to assist in workplace connections is referred to as

74. Interactive links on websites can help advertising move away from being an intrusion to

75. Scenario 10.2 Use the following to answer the questions. Regardless of their age, income, or gender, an increasing number of people are turning to the Internet to search for information, products, people, news, maps, entertainment, and whatever else you can think of. At the forefront of this massive search is Google; accompanying Google are social media sites such as Facebook, Twitter, and Pinterest. Google has developed methods for making information useful to all types of Internet users. Some users want to critique the information, some just want to read the information, and some want to be the information writers. Facebook, originally used as a social networking application, is now picked up by retailers, brands, celebrities, churches, political campaigns, and non-profit agencies who are designing Fan Pages. Twitter is a more real-time site and, as is Pinterest, a more personally-affiliated medium. Refer to Scenario 10.2. Google can give instructions on how to construct almost anything, from a house to a science experiment. As for online applications, you can learn anything from developing your own website to starring in a video. Google's "how to" features would most likely appeal to

76. Barnes and Noble sells online through its website, while also selling through physical store locations. This type of retailing is referred to as

77. The most popular video-sharing website is

78.             of online shoppers read ratings and reviews before making a purchasing decision.

79. Consumers who act as                  are becoming increasingly important to online marketers as a conduit for addressing consumers directly.

80. Lauren has just graduated with her marketing degree and is now looking for a job. She has made a profile that contains her educational background, part-time job experiences, and qualifications. On which of the following websites would it be the most beneficial for Lauren to post her profile?

81. Discretionary income is associated with all of the following except

82. Which of the following agencies regulates marketing activities the most?

83. J. Pitner Clothing is a medium-size specialty men's and women's clothing store in a market with many other specialty stores, department stores, and discounters. It has established a reputation for offering high-quality, fashionable merchandise with quality service. J. Pitner's competitive environment would best be characterized as

84. If Julio Ruiz has an income of $30,000, pays $6,000 in rent, $1,200 in utilities, and $5,000 in taxes per year, his disposable income is

85. Which of the following would represent a brand competitor for Volkswagen's Touareg Hybrid sport utility vehicle?

86. The strength of a person's "buying power" depends on economic conditions and

87. Scenario 3.1 Use the following to answer the questions. Meyers' Sporting Goods, a national chain, has been doing business with Soljur Sports, a manufacturer of skateboards, for several years. Recently, it came to the attention of Meyers' financial director that the average cost per Soljur Sports skateboard had substantially increased over that of the previous year. The financial director asked the marketing department if they knew what the Soljur skateboards cost at competing sporting goods stores, to see if they too were likely hit with a higher cost. The marketing department found that the Soljur skateboards were priced at $15 less in the competing store than at Meyers. The financial director found that Soljur Sports was selling a similar number of skateboards to one of Meyers' competitors for $10 less per skateboard. The attorney for Meyers' Sporting Goods immediately filed a complaint with the Federal Trade Commission. Refer to Scenario 3.1. If the Federal Trade Commission believes that Soljur Sporting Goods is acting in violation of the law, the first move for the FTC is to

88. Scenario 3.1 Use the following to answer the questions. Meyers' Sporting Goods, a national chain, has been doing business with Soljur Sports, a manufacturer of skateboards, for several years. Recently, it came to the attention of Meyers' financial director that the average cost per Soljur Sports skateboard had substantially increased over that of the previous year. The financial director asked the marketing department if they knew what the Soljur skateboards cost at competing sporting goods stores, to see if they too were likely hit with a higher cost. The marketing department found that the Soljur skateboards were priced at $15 less in the competing store than at Meyers. The financial director found that Soljur Sports was selling a similar number of skateboards to one of Meyers' competitors for $10 less per skateboard. The attorney for Meyers' Sporting Goods immediately filed a complaint with the Federal Trade Commission. Refer to Scenario 3.1. A regular customer of Meyers Sporting Goods feels that

some of its advertisements are deceptive. He responded to an ad for sale skateboards one hour after the store opened and found that none were left. Where should he file a complaint?

89. International Office Supplies Wholesaler charges different prices to its various customers without any legal justification. This company is in violation of the

90. Companies that market products with similar features, benefits, and prices to the same customer group are known as                                                   competitors.

91. Hallaway's Corp.'s new shampoo, VS2, is faltering badly in the market. Hallaway's marketing personnel are unsure who is responsible for various marketing tasks, when these tasks are to be completed, or what resources have been allocated. HallawayMarketing Director Carolyn Willis said that the problem is that VS2 has the most poorly written                                                                                                                                                  she has ever seen.

92. Starbucks provides training and support to its employees, including health care benefits. Through these        efforts Starbucks is better able to deliver quality products and service to its customers.

93. John Deere's strong name recognition and solid customer demand for its farm and garden equipment are two elements of the firm's

94. The Boston Consulting Group's matrix is based on the

95. Identifying and analyzing a target market and developing a marketing mix to satisfy individuals in that market are essential elements of which of the following parts of strategic planning?

96. According to the Boston Consulting Group, marketers may classify their products as all of the following except