Governance costs are those costs associated with coordinating and controlling the members in the channel. D. contest; rebate, 71. -Instruments (e.g., questionnaire, focus group moderator guide) Which one of the following is NOT a stage in the Product Life Cycle? High value checkout coupons Volume can be increased by an increase in market share or an increase in market size. Dramatic performances are one kind of collaborative activities that can be used as a performance-based assessment. \hline 230.67 & 19.20 & 44.79 & 47.64 & 5.10 \\ B. Ingredient-sponsored cooperative advertising To keep learning and developing your knowledge of financial analysis, we highly recommend the additional CFI resources below: A free, comprehensive best practices guide to advance your financial modeling skills, Financial Modeling & Valuation Analyst (FMVA), Commercial Banking & Credit Analyst (CBCA), Capital Markets & Securities Analyst (CMSA), Certified Business Intelligence & Data Analyst (BIDA), Financial Planning & Wealth Management (FPWM). D. $150,000, 53. A pull marketing strategy can be contrasted with a push marketing strategy, where marketing activities are employed along the supply chain. Additional managerial commitment required A market segment is a group of customers who share similar inclinations towards a brand. A pull marketing strategy can be used by itself or in conjunction with a push marketing strategy. A. incentive marketing A. push money D. a joint trade promotion, 111. A. Sampling would be an appropriate promotional strategy to do each of the following EXCEPT: 76. A pack of baseball cards in a box of Cheerios cereal This is an example of: b Assembly activities. \text{0} & \text{1} & \text{2} & \text{3} & \text{4} & \text{5}\\ C. instant 77. Which of the following is NOT true regarding slotting fees or allowances? What do they stand for? 3. 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. Consumer product companies are launching fewer new products each year. D. Mail-in refunds and rebates, 57. A. introduction A. Bonus packs It is a system based on the idea that self-expression, ideals, and achievement determine customers' product and brand orientation. C. same purchase c. organizing neighborhood watch programs d. changing the delivery of police services c One hazard of citizen patrols is the possibility of a. volunteerism. A. cross-ruff What are the 4 P's? 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. Consumers are less likely to redeem a coupon or respond to a price-off deal for a brand they are familiar with than one they know nothing about. Perceptual mapping for positioning D. handling costs. User: every staff member who sends a job to that printer. B. A. 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. A(n) _______ is an important promotional tool because it can help an advertiser obtain more in-store merchandising of products. Let's delight our customers: A company can delight its customers by enhancing customer satisfaction, increasing loyalty, rewarding influential customers, spreading word of mouth, increasing customer lifetime values, and offering personalization. This is an example of a(n) _____ coupon. B. A. slotting fees 1 According to SS+K, which of the following is both about engaging the audience and discovering opportunities to connect with them? Product: Will customers want what your company is prepared to produce? C. exhibitions Retailers are not justified in charging slotting allowances since most new products are successful. Four explanatory variables are used: (1) STR is the student-to-teacher ratio in %\%%, (2) TSAL is the average teacher's salary in $1,000s,(3)NC\$ 1,000 \mathrm{~s},(3) \mathbb{N C}$1,000s,(3)NC is the median household income in $1,000\$ 1,000$1,000 s, and (4) SGL is the percentage of single-parent households. A. growth stage D. to inspire effort. D. $0.75, 54. D. Most users of direct mail coupons are non-users, 56. A pull strategy focuses on advertising to stimulate market interest and attract customers. 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: Positioning: Communicate your benefits clearly to your intended customers. All of the following are examples of consumer-oriented sales promotion activities EXCEPT: 10. B. self-liquidating premium is a model that considers the channel member's production and governance costs, both of which are ideally minimized. C. Lower redemption rate B. C. spiffs The response variable is the mean score on the MCAS (Massachusetts Comprehensive Assessment System) exam given in May 1998 to 10th graders. When calculating the costs of a couponing program, marketers should consider all of the following EXCEPT: means each customer serves as his or her own segment. B. is accomplished through short-term price-oriented promotions 73. The preliminary engagement activities include all of the following except: A) Determine the audit engagement team requirements. Prepare an income statement for the year. 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. This method uses averages so one attribute can't make or break a brand. This is an example of a(n) _____ coupon. \end{array} to a company attempting to a B. build and maintain store equity for retailers that carry the Eastern Canadian brand A portion of the data is shown in the accompanying table. Initiator: an administrative assistant who notices a printer in the office frequently needs repairs. No scanner data are prevalent for businesses. Quaker Oats cereal included tubes of Colgate Junior toothpaste inside each box of Life cereal. Selling Company produces its product in batches of 100, yet its average customer only purchases ten at a time. C. brand equity building A. Loyalty programs Observational data to check on competitors D. is really not very important given the prolonged economic prosperity that Canadians have enjoyed. Score227.00230.67230.67STR19.0017.9019.20TSAL44.0140.1744.79INC48.8943.9147.64SGL4.704.605.10. Tropicana suspended shipments of its products to a retail store that was taking advantage of promotional deals and then selling the product to other stores in another part of the country. They pay retailer handling and processing costs of 10 per coupon redeemed. & \text {Factory 1}& \text {Factory 2}\\ Over the past decade, the amount of money consumer products firms devote to ______ has been declining while the amount spent on _____ has been increasing. C. push money. B. provide the marketer with an immediate gauge as to how well the product will do in the marketplace Examples of pull oriented activities include consumer-directed advertising, wide distribution, coupons, rebates, loyalty points, price discounts, quantity discounts, and free samples. A survey estimates that approximately ________ of consumer purchase decisions are unplanned, i.e. A push strategy is a marketing approach that aims to get a product or service in front of customers. D. magazines, 55. Some activities can be both push and pull strategies. In order to encourage sales, Selling Company must make its product available to be sold in smaller batches. Influencer: the IT person who knows Brand X is cheaper. Surveys for customer satisfaction D. trade promotions; consumer promotions, 12. a Material movement. Which of the following statements about sales promotion programs is true? 5. \hline 227.00 & 19.00 & 44.01 & 48.89 & 4.70 \\ C. Premiums It doesn't ask customers what's important in a hotel. Cash cow: products in low growth markets but with high relative market share (milk) C. frequent patronage programs 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. All the following are advantages associated with the use of trade allowances EXCEPT: Which of the following statements about sales promotion programs is true? C. bonus pack. B. Horizontal conflict is among partners at the same level. The advantage of online surveys is _______. Diverting 27. E. all of the above. A. Premiums The increase of brand loyalty in many product categories Which of the following is NOT a limitation of rebates? 15. 89. C. many purchase decisions are made in the store where many sales promotions are found. 91. D. transference charging, 98. VALS (values and lifestyles) is a popular tool for segmenting using psychographic data. Actors in the distribution channel are manufacturing firms, distributors or wholesalers, retailers, consumers and any other supply chain partners. Those important weights underpin how segments of customers differ. C. Retailers can charge slotting fees because of their power and the limited availability of shelf space in many retail stores. Brand equity includes awareness, positive brand associations, brand preference, trial, repeat, brand loyalty and brand love. 15% Event marketing The company applies factory overhead to jobs on the basis of machine hours in Factory 1 and on the basis of direct labor hours in Factory 2. B. B. the reinforcement is immediate. Qualitative: interviews, focus groups, observations, ethnographies 26. C. are very effective even without brand name awareness Effective Segmentation utilizes appropriate data A. pull money Examples of leadership activities that support conceptual leadership include all of the following EXCEPT: Arts & Humanities Writing Creative Writing EARLY CHIL EC350. A. Assembly activities. This is an example of: Promotion: What can you tell your customers, or do for them, to entice them to purchase? A. provide brands that sell in retail stores the opportunity to have specialized displays to feature their product. _____ occurs at venues such as concerts, cultural festivals, and at a brand's marketing activities. __________ strategies are incentives a manufacturer offers to its distribution partners such as dealers, wholesalers, retailers, and the like to sell products to the end-users. Marketing research gathers those facts through design, collection, interpretation, and reporting of facts. B. Kellogg's places a 50-cent-off coupon for Rice Krispies cereal in a box of its Frosted Mini-Wheats brand of cereal. Consumer-oriented sales promotions are part of a promotional ______ strategy. D. Trade allowances are encouraging retailers to stock and promote their products on a regular basis. C. a spiff D. Bauer Hockey Skates. Participants rate on the following items: water sports, meals included, available excursions, nice rooms and good quality for money. \end{matrix} 1. A. Marketing metrics include profitability, sales, market share, average prices, levels of awareness, penetration in trial, repeat purchases, customer satisfaction, and employee satisfaction. D. can be accomplished through consumer promotions that help build its brand equity, 23. His boss indicates that with complicated business purchases, it's not one person making the decision and that each purchase involves different roles. D. Trade marketing, 17. Some measures on a dashboard would include sales, profit margins, market share, employee satisfaction, and customer satisfaction. B. growth stage 7. Psychological /Psychographic variables are harder to identify but may be more insightful in determining customer needs and preferences. Primary data requires that marketers design a study, collect and analyze data; answers can be quite precise. C. permit a brand to obtain prominent place where high traffic occurs. D. In-store coupons for $1.00 off Miracle Whip, 33. D. In-store coupons, 62. 25. Scanner data for pricing Exploratory: Focus groups and interviews are used to formulate marketing questions. Modified rebuy: You reach for your brand of toothpaste but you try a new flavor. A. retailer power Couponing D. Support advertising, 108. D. contests; rebates, 72. Legitimate power ("I'm a Great Dane, and you're a Chihuahua"). Exploratory, Descriptive, Causal A. A. One-to-one marketing is more expensive to implement but customer needs are better met. 45. D. car, 63. Dog: products in low growth markets and with low relative market share (optimize or hold) This discount will be deducted straight from the bill. This payment is known as: 4. are networks of interconnected firms whose activities enable products to be sold and consumers to have easier access to those products. C. Self-liquidating sampling Which of the following statements about the use of premiums as a sales promotion tool is true? B. The following are illustrative examples of a push . Type of channel conflicts include: Low customer involvement: Customers don't care and won't spend time thinking about brands. A. A business customer is an agent buying something on behalf of an organization. B. Quantitative: surveys, experiments, scanner data analysis Payments offered by manufacturers to retailers for performing certain promotional or merchandising activities in support of their brands are called: A. coupons Diverting Societal concerns include charitable or community contributions, local employment stability, environmentally friendly business practices and Corporate Socially Responsible (CSR) firms. Marketing strategy links goals and blank_______. 92. A. premiums A. Coupons offer price reductions to consumers who are price sensitive. Which of the following types of sales promotions would NOT be used to help in the introduction of a new product? The building or reinforcement of consumer-franchise or equity for a brand: Moderate customer involvement: Some effort is expended prior to purchase to obtain good value. Monies that must be paid to a retailer so they will take on a company's new product are known as: An in/on package coupon that is redeemable for a future purchase of the same brand is known as a(n) _____ coupon. D. an off-invoice allowance. B. affirmative action, resident alien, counsel, double jeopardy, illegal alien, exclusionary rule, Jim Crow laws, security classification system, naturalization, non-resident alien. D. promotional allowances, 93. 20. 8. C. Companies want promotions that require consumer involvement with their brands. B. Which of the following is NOT a tactical decision the marketer faces when planning a sales promotion? Companies need to measure what matters. 80. Focus groups are not good for predicting marketplace response, and it is best to follow up focus groups with a survey. The heavy emphasis on trade promotion makes it difficult to: D. Trade promotions, 29. 90. -Modality of administration (e.g., Web survey, mail, personal interview) On the other hand, the number of businesses that comprise a customer base will be far fewer than the potentially millions of consumers. A. Horizontal cooperative advertising Typically, a focus group should include _________. B. media advertising; sales promotions D. sales promotion trap, 22. Why can on- or in-pack incentive programs like Pepsi Points or iCoke Rewards be problematic for brands? B. nonfranchise-building promotion A week into implementing these marketing activities, Colins phone starts ringing, as retailers and distributors inquire about stocking the product at their stores. D. event marketing, 82. Unfortunately, this approach . D. Discount trading, 99. Consumers have become more sensitive and responsive to sales promotion for each of the following reasons EXCEPT: A. In positioning, the marketing department creates an image for the product based on its intended audience. One such video is the Tide Pod Challenge, which was popularized by. C. maturity C. Redemption rates for mail-in premium offers are very high. _____ 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. B. cross-ruff Which of the following is NOT a problem associated with the use of contests and sweepstakes? C. spiffs C. sales training programs 74. A. D. consumers may think it is of poor quality since samples are being given away, 42. is an effort to influence consumer perception of a brand or product relative to the perception of competing brands or products. A. Vertical cooperative advertising Which of the following statements describes how brand equity is affected by the increased role of sales promotion? \text { Actual factory overhead costs for March } & \$ 12,990,000 & \$ 10,090,000 \\ This can be viewed as a supply-based strategy that is focused on sales, distribution and promotion that directly leads to a sale. Which of the following promotion tools is less likely to be used when the goal of the marker is to build brand equity? Marketers also study patterns of co-purchasing, such as when skis are purchased or rented with boots, snowsuits, lift tickets, hotel rooms, and cocoa. Some examples of building upon their gross motor skills include: hopscotch and skipping trampoline jumping swimming playing musical instruments The takeaway Accompanying you child through. B. diverting Programs involving cash payments directly to the sales force to reward them for selling the manufacturer's products involve the use of: A. Types of Shopping: Business to Business (B2B). They distributed 1,000,000 promotional packages, at a cost of $20,000 for design and production. 6% C. Sampling through the mail Examples of demographics include gender, age, household composition, lifestyle cycle, education, income, and ethnicity. Sellers prefer to produce large quantities of a limited number of goods, but buyers prefer smaller quantities of a wider variety of goods. A. Coupons, bonus packs, premiums, and samples are promotional offers that are targeted toward: 7. B. C. Nonusers of rebates are likely to perceive the redemption process as too complicated. Brands that make the cut on the first dimension go into the customer's consideration set. B. self-liquidating 3. The use of premiums is very popular in fast food restaurants such as McDonald's. Breaking bulk means making goods available in smaller batches. New usage suggestions -Try to answer questions with secondary data. 35. C. trade promotions; media advertising B. definition of the data that a system has to track and report on. One problem resulting from the overuse of sales promotion is a decrease in: 87. B. slotting fee The first ratings are the similarities judgments for all four pairs of hotels. A. Place: Where and how will customers purchase your market offering? C. brand equity B. trade shows 2. D. A sales promotion works best when its theme is not an integrated part of the organization's marketing communications. a. organizing citizens to improve their neighborhoods. B. a slotting allowance. Sundance Solar Company operates two factories. Establish an effective distribution network. Sales promotion programs are targeted only at consumers. What do customers really want if they can't have all the features and a low price? Enacted tax rates are 34% for 2018 and 2019, and 40% for 2020. C. integrated dyadic communications B. point-of-purchase display Once the appropriate number of clusters has been determined, the marketer names each segment by some identifying common characteristic(s). D. encourage retailers to use Eastern Canadian's planograms, 24. B. -Design primary data collection. B. most coupons are redeemed immediately following the initial coupon drop Customers pull goods through the channel, while intermediaries push the goods to consumers from the manufacturer. C. A free sport bottle with the purchase of a four-pack of Gatorade If the promotion is ongoing, it is difficult to predict consumer behaviour should the reinforcement ever stop. Effective Segmentation allows access to customers D. joint trade promotions, 110. Star: products in high growth markets with high relative market share (minimize or divest) Limited availability of shelf space in many product categories which of the following about! 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