An Overview of Strategic Marketing

An Overview of Strategic Marketing ESSAY 1. Suppose you are a marketing manager at Procter & Gamble for a new, all-purpose cleaning product. List four marketing mix variables and describe the decisions and activities associated with each. ANS: Answer not provided. 2. Describe several activities encompassed by the distribution variable. ANS: Answer not provided. 3. Explain why marketing efforts should be oriented toward creating and sustaining satisfying exchange relationships. ANS: Answer not provided. 4. What is meant by the term relationship marketing? How does relationship marketing affect the customer? ANS: Answer not provided. 5. What are the three ways that marketing environment forces affect a marketer's ability to create satisfying exchange relationships? ANS: Answer not provided. 6. What is meant by the term marketing concept, and what departments of a company does it affect? ANS: Answer not provided. 7. What does it mean for a company to be marketing-oriented? What are the most important factors involved in being marketing-oriented? ANS: Answer not provided. 8. Define the term value, and explain how people determine a product's value. ANS: Answer not provided. 9. Why is marketing important to businesses and to the economy? ANS: Answer not provided. 10. Explain why a knowledge of marketing is beneficial for all students. ANS: Answer not provided. 11. Define the term target market and provide an example for a product of your choice. ANS: Answer not provided. 12. Discuss the concept of green marketing and why it is important to marketers. ANS: Answer not provided. 13. Describe the three different types of products. ANS: Answer not provided. STA: 14. Discuss the evolution of the marketing concept through the various types of orientation. ANS: Answer not provided. MULTIPLE CHOICE 15. Marketing is the process of a. promoting products through personal selling and advertising to develop and maintain favorable relationships with customers and stakeholders. b. creating, distributing, promoting, and pricing products to facilitate satisfying exchange relationships with customers and to develop and maintain favorable relationships with stakeholders in a dynamic environment. c. delivering a standard of living to a society. d. creating, distributing, promoting, and pricing goods, services, and ideas to facilitate the achievement of the firm's objectives. e. focusing on customers' needs. ANS: B 16. The focal point of all marketing activities is a. products. b. the marketing mix. c. profits. d. sales. e. customers. ANS: E 17. Organizations should define themselves not according to the products they produce but according to a. how profitable they are. b. the price of their stock. c. the abundance of their product selection. d. how they treat employees. e. how they satisfy customers. ANS: E 18. The definition of marketing implies that ____ should receive benefits from exchange relationships. a. only customers b. only businesses c. company management d. both customers and businesses e. only the most important customers ANS: D 19. The primary value that a marketer expects to receive from a customer in an exchange relationship is a. the price charged for the product. b. customer satisfaction. c. references to other potential customers. d. quality merchandise that meets expectations. e. few returns of the merchandise purchased. ANS: A 20. A target market a. involves a large number of customers. b. is a specific group of customers on whom a company focuses its marketing efforts. c. already has several competitors vying for customers' business. d. is the same as a salesperson's prospective client list. e. is a customer group classified as people with similar demographic characteristics. ANS: B 21. Kashi Heart to HeartTM cereal is aimed at people concerned about their heart health. These people represent the Kashi a. marketing mix. b. marketing strategy. c. target market. d. marketing tactic. e. consumer advocates. ANS: C 22. A commercial for the drink SunnyD explains how nutritious it is in comparison to other, more “sugary” drinks. While children under 12 are the most likely consumers of SunnyD, the commercial is aimed at mothers. These mothers represent SunnyD's a. target market. b. consumer advocates. c. marketing strategy. d. marketing mix. e. marketing tactic. ANS: A STA: DISC: Strategy 23. Distribution, price, promotion, and product are all elements of a. marketing strategy. b. the marketing mix. c. a target market. d. a consumer good. e. a business strategy. ANS: B 24. A marketing manager decides what combination of variables is needed to satisfy customers' needs for a general type of product. What are the essential variables that the marketing manager combines? a. Product, price, distribution, and promotion variables b. Marketing environment variables c. Product and promotion variables d. Product, price, and customer variables e. Product, price, customer, and promotion variables ANS: A 25. The marketing mix is built around the a. product. b. company. c. customer. d. employee. e. retail outlet. ANS: C 26. Marketing managers strive to develop a marketing mix that a. minimizes marketing costs. b. matches what competitors are offering. c. best matches the abilities of the firm. d. matches the needs of the target market. e. generates the highest level sales. ANS: D 27. The product variable of the marketing mix can include all of the following except a. creation of brand names. b. consumer perception of the product price. c. development of product packaging. d. warranty issues. e. repair services. ANS: B STA: 28. The three basic forms that a product can take are a. markets, products, and images. b. goods, ideas, and intangibles. c. brands, services, and tangibles. d. services, ideas, and goods. e. ideas, services, and things. ANS: D STA: 29. A physical product you can touch is a(n) a. service. b. good. c. idea. d. concept. e. philosophy. ANS: B STA: 30. The application of mechanical and human efforts to either people or objects to provide intangible benefits to customers is known as a(n) a. issue. b. experience. c. idea. d. good. e. service. ANS: E STA: 31. Which of the following companies is the best example of a service marketer? a. FedEx b. Sony c. Abercrombie & Fitch d. The Democratic Party e. General Electric ANS: A STA: 32. Mothers Against Drunk Driving (MADD) is a group that works to change attitudes and laws about driving under the influence of alcohol. MADD primarily markets a. goods. b. ideas. c. services. d. political figures. e. applications. ANS: B 33. The Church of the Latter Day Saints has used advertising for many years, airing a commercial TV spot that shows parents actively playing games with their children. The Church is using marketing to promote its a. goods. b. services. c. experiences. d. production. e. ideas. ANS: E 34. Which of the following is most likely to be an idea marketer? a. Car salesperson b. Airline pilot c. Attorney d. Abuse counselor e. Orthodontist ANS: D STA: 35. Deciding to add gel insoles to its running shoes would be a change in the ____ element of the marketing mix for Nike. a. price b. good c. product d. promotion e. distribution ANS: C STA: 36. Making modifications to packaging or brand names involves the ____ component of the marketing mix. a. price b. promotion c. market d. distribution e. product ANS: E STA: 37. Issues of inventory levels and storage costs are both concerns relating to the ____ variable of the marketing mix. a. distribution b. product c. exchange d. price e. promotion ANS: A 38. Rob Donaldson runs a successful wholesale business that sells equipment to restaurants throughout the Midwest. He is considering purchasing his own fleet of trucks to deliver the equipment instead of relying on a shipper as he is currently doing. This most closely represents a decision about a. which market he should target. b. the best way to distribute his products. c. how to effectively promote his business. d. the product he provides to his customer. e. which supplier he should use. ANS: B 39. Consumers buying products online have dramatically affected the ____ variable of the marketing mix. a. product b. price c. distribution d. research e. promotion ANS: C 40. Changing the hours of operation for a service business involves the ____ component of the marketing mix. a. product b. price c. distribution d. promotion e. marketing concept ANS: C 41. Which of the following scenarios involves the distribution element of the marketing mix? a. Deciding whether or not a certain product should continue to be sold b. Determining whether an advertising message would be more effective on television or in magazines c. Choosing between a company jet or the airlines for executive travel d. Deciding whether or not to have retail outlets in addition to a website e. Developing a new warranty policy for an existing product ANS: D 42. The element of the marketing mix used to increase awareness of a product or company is a. communication. b. product. c. price. d. distribution. e. promotion. ANS: E 43. When DuPont develops new carpet fibers that are highly stain-resistant and durable, it must educate consumers about the product's benefits. This calls for activity in which of the following marketing mix variables? a. Price b. Promotion c. Distribution d. Product e. Packaging ANS: B 44. Boca Burger's website features information about products, recipes, and nutritional values, but customers cannot actually purchase products from the website. This website is most likely used primarily as a ____ marketing tool. a. promotional b. distributional c. pricing d. targeting e. production ANS: A 45. When Ikea showcases rooms of furniture on its website, it lists each item in the room. However, if customers like all of the items, they can purchase them as a bundle. Which of the following aspects of the marketing mix is Ikea likely altering? a. Price b. Promotion c. Distribution d. Product e. Target market ANS: A 46. When DataComp Corp., a producer of software, delayed the introduction of its new spreadsheet app to modify the package, its scheduled TV advertisements announcing the new product needed to be revised. In this case, a change in the ____ variable caused changes in the ____ variable of the marketing mix. a. distribution; promotion b. distribution; product c. product; price d. product; promotion e. promotion; price ANS: D STA: | DISC: Promotion 47. Marketing facilitates exchange relationships between buyers and sellers. What is marketing's intended outcome for this relationship? a. Profits for the seller b. A good bargain on the product for the buyer c. Reducing the seller's inventory d. One party having to compromise in the exchange e. Satisfaction for both the buyer and seller ANS: E 48. Which of the following statements about marketing environment forces is correct? a. They influence customers by affecting their lifestyles, standards of living, and preferences and needs for products. b. They do not influence customers' reactions to a firm's marketing mix. c. They fluctuate slowly and thereby create threats to a firm's marketing mix. d. They never fluctuate quickly. e. They do not influence the way a marketing manager performs certain marketing activities. ANS: A 49. The forces of the marketing environment include a. political, legal and regulatory, sociocultural, technological, economic, and competitive. b. sociocultural, legal, regulatory, economic, and competitive. c. legal, regulatory, political, and sociocultural. d. competitive and noncompetitive forces that affect most lifestyles. e. fairly static components. ANS: A 50. A marketing manager for a small computer manufacturer is analyzing the potential effects of political, legal, sociocultural, and economic forces on the firm's operations. The marketing manager is examining the ____ that influence(s) the firm's strategy. a. operating situation b. marketing environment c. surroundings d. economic conditions e. trends ANS: B 51. Which of the following best characterizes the forces of the marketing environment? a. The forces are relatively stable over time and are interrelated with one another. b. There are few overlapping aspects of these forces; therefore, a change in one is unlikely to result in a change in another. c. The various forces ensure that the marketing environment will remain fairly certain in the future. d. These forces change dramatically over time, but a change in one force is unlikely to impact another force. e. The forces change dramatically and quickly, and a change in one force is likely to affect the other forces. ANS: E 52. A change in the minimum drinking age in any given state illustrates a change in the ____ for Miller Brewing. a. marketing mix b. marketing environment c. marketing concept d. marketing task e. product concept ANS: B 53. StarKist Tuna announced a dolphin-safe policy and stopped buying tuna from fishing vessels that net dolphins. This decision indicates a response to concerns about a. target market selection. b. the marketing environment. c. the reduction of marketing costs. d. marketing mix decisions. e. efficiency in marketing activities. ANS: B 54. Which of the following is essentially an uncontrollable factor in developing a marketing mix? a. Product adaptations b. Pricing strategies c. Government regulations d. Advertising campaigns e. Retail locations ANS: C 55. The forces of the marketing environment primarily affect marketers in three ways: They influence customers by affecting their lifestyles and preferences for products; they determine whether or how a marketing manager can perform certain marketing activities; and they a. affect a marketing manager's decisions and actions by influencing buyers' reactions to the firm's marketing mix. b. dictate that changes be made to the existing marketing mix despite any negative reactions from customers. c. make most new products obsolete very quickly so that research and development must continually develop new products. d. cause most advertising to be ineffective at communicating product benefits due to rapidly changing environmental forces. e. change a customer's decisions about the appropriate marketing mix for the company and its various products. ANS: A 56. The marketing environment is best described as being a. composed of controllable variables. b. composed of variables independent of one another. c. an indirect influence on the performance of marketing activities. d. dynamic and changing. e. slow, with infrequent fluctuations. ANS: D 57. The marketing concept is best defined as a. a second definition of marketing. b. a philosophy stating that an organization should try to satisfy customers' needs through a coordinated set of activities that allows the organization to achieve its goals. c. the performance of business activities that direct the flow of goods and services from producer to customer or user. d. a philosophy stating that an organization should attempt to accomplish its goals with no regard for the needs of customers. e. the inclusion of marketing activities in the activities of an organization. ANS: B 58. According to the marketing concept, an organization should try to a. consider short-run objectives and cash flow needs before developing new products. b. define its business as "making a product." c. provide products that satisfy customers' needs and allow the organization to achieve its goals. d. put most of its emphasis on marketing activities and be less concerned with finance, accounting, and personnel. e. view selling activities as the major means of increasing profits. ANS: C 59. The marketing concept is a management philosophy that affects a. only marketing activities. b. all efforts of the organization. c. mainly the efforts of sales personnel. d. mainly customer relations. e. only business organizations. ANS: B 60. The marketing concept focuses on a. achieving the goals of top executives. b. creating maximum visibility for the firm. c. maximizing sales. d. maximizing market share. e. satisfying customers' needs in a way that helps to achieve organizational objectives. ANS: E 61. The marketing concept is a philosophy that states that an organization should try to satisfy customers' needs and also a. increase market share. b. increase sales. c. achieve the organization's goals. d. produce high-quality products. e. coordinate its activities to increase production. ANS: C 62. Which one of the following statements by a company president best reflects the marketing concept? a. We have organized our business to make certain that customers get what they want. b. We believe that the marketing department must organize to sell what we produce. c. We have organized an aggressive sales force in our company to promote our products. d. We try to produce only high-quality, technically efficient products. e. We try to encourage company growth. ANS: A 63. The marketing concept affects a. just the marketing department. b. all organizational activities. c. only marketing and finance. d. only production and marketing. e. few decisions in an organization. ANS: B 64. When Campbell's introduced a line of low-sodium soups in response to customer demand, it was following which one of the following philosophies? a. Selling concept b. Production concept c. Customer concept d. Marketing concept e. Retailing concept ANS: D 65. The H&R Block company wants to adopt the marketing concept as a business philosophy. To be consistent with this decision, which of the following philosophies is most appropriate? a. The customer is always right. b. Making money is our business. c. Sell, sell, sell. d. Keep prices low. e. Focus on today. ANS: A STA: DISC: Strategy 66. The marketing concept is a. a management philosophy. b. synonymous with exchange. c. a component of the marketing mix. d. a function of the marketing environment. e. focused solely on satisfying customer objectives. ANS: A 67. As the Industrial Revolution came to the United States, most firms operated in a(n) ____ orientation. a. market b. societal c. sales d. evolutionary e. production ANS: E 68. During the Industrial Revolution demand for manufactured goods was a. weak. b. nonexistent. c. declining. d. strong. e. mediocre. ANS: D 69. From the 1920s to the 1950s, demand for manufactured goods decreased, leading to the ____ orientation. a. production b. market c. revolutionary d. sales e. reduction ANS: D 70. U.S. Electric, the maker of a highly innovative xenon light bulb used in large, manufacturing facilities, finds that it has excess inventory. The firm increases its direct marketing budget by 20 percent and adds three new sales representatives. This company is operating as if it were in which of the following orientations? a. Production b. Sales c. Market d. Customer e. Societal ANS: B 71. TMobileTM implements a program of texting its current customers to find out what changes they would like to see in the services provided. The firm is exhibiting characteristics associated with which of the following orientations? a. Production b. Sales c. Market d. Social e. Development ANS: C 72. A market orientation is an organization-wide effort that includes all of the following activities except a. researching customers' needs. b. focusing on the marketing department only. c. generating marketing intelligence for use in the organization. d. being responsive to customers' ever-changing wants and needs. e. disseminating marketing intelligence across departments within the organization. ANS: B 73. Which of the following best describes the acceptance of the marketing concept by American organizations? a. The marketing concept has yet to be fully accepted by all organizations. b. All organizations fully utilize the marketing concept to run their businesses. c. Nearly half of all organizations are still in the sales orientation and have not implemented the marketing concept. d. Most organizations have really not accepted the marketing concept because of its many costs and problems. e. Although American organizations fully accept the marketing concept, many foreign companies do not. ANS: A 74. Which of the following is not an example of the implementation of the marketing concept? a. Jimmy Dean's Sausage introduces turkey sausage patties for a healthier alternative to pork. b. Ford asks customers to vote online for a new color for next year’s Ford Focus. c. Burger King reduces the labor costs to produce its sausage-egg biscuits. d. Microsoft offers rewards for users who can find flaws in its new software. e. Volkswagen introduces pop-up rollover bars in its convertibles to protect its consumers in the event of a serious collision. ANS: C 75. Health Care Systems, Inc. rolls out an innovative nurse-on-call information system available online. The product is not widely accepted because patients don't see the need for such a service. This situation represents a failure in which aspect of implementing the marketing concept? a. An information system to determine customer needs b. The organizational structure c. Top-management commitment d. Technological advancement e. Scanning corporate capabilities ANS: A 76. Wonder introduced a new bread made with light whole wheat and packaged in smaller loaves as a response to the number of health-conscious customers who live alone. In this case, Wonder was most likely following the ________. a. selling concept b. production concept c. marketing concept d. customer concept e. retailing concept ANS: C 77. Today, establishing long-term, mutually beneficial arrangements in which both the buyer and seller focus on value enhancement through the creation of more satisfying exchanges is known as a. marketing synthesis. b. relationship marketing. c. a marketing orientation. d. the marketing concept. e. strategic marketing. ANS: B 78. 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 a. cost-cutting measures. b. continually selling to new customers and markets. c. creating and maintaining satisfying exchange relationships. d. high-volume, low-margin sales. e. increasing shelf space for their brands. ANS: C NAT: BUSPROG: Ethics 79. In managing customer relationships, the three primary ways profits can be obtained are by a. acquiring new customers, enhancing the profitability of new customers, and shortening the duration of relationships with existing customers. b. enhancing the profitability of existing customers, eliminating customers who provide smaller profits, and finding new customers. c. extending the length of relationships with customers, cutting organizational costs, and enhancing the profitability of new customers. d. eliminating long-term customers who have decreased purchases, finding new customers, and increasing sales to existing customers. e. enhancing the profitability of existing customers, extending the duration of relationships with customers, and obtaining new customers. ANS: E 80. Ben is responsible for managing the customer satisfaction of Hampton Inn motel guests. Ben is currently analyzing the customer relationship management (CRM) program at Hampton Inn and is contemplating where he should begin making changes. Which of the following would be the beginning of a CRM program, and therefore the area Ben should consider first? a. communicating with current customers via Facebook. b. offering new types of hotel rooms for frequent guests. c. expanding the number and locations of Hampton Inns. d. providing information to customers through the web, Facebook, or in person. e. increasing the promotion budget with a new sweepstakes for frequent customers. ANS: D 81. Long-term relationships with profitable customers is the key objective of a. personal selling. b. customer relationship management. c. production oriented firms. d. e-marketing. e. distribution channels. ANS: B 82. Managing customer relationships requires identifying patterns of ____ and then using that information to focus on the most promising and profitable customers. a. demographics b. buying behavior c. retailer information d. personality differences e. stock market cycles ANS: B 83. ____ is a customer's subjective assessment of benefits relative to costs in determining the worth of a product. a. Marketing orientation b. Monetary price c. Product assessment d. Price assessment e. Value ANS: E 84. The equation a buyer applies to assess a product's value is a. value = monetary price ? customer benefits. b. value = customer costs ? customer benefits. c. value = customer benefits ? customer costs. d. value = customer benefits ? monetary price. e. value = customer benefits ? time and effort. ANS: C 85. Customer costs include anything the buyer must give up in order to obtain the benefits the product provides. The most obvious customer cost is a. risk. b. time. c. monetary price. d. effort. e. availability. ANS: C 86. Which of the following would not be a customer cost considered in determination of product value? a. Product's purchase price b. Time spent purchasing the product c. Effort spent purchasing the product d. Benefits received in the exchange for the products e. Risk of purchasing the product ANS: D 87. Scott, a buyer for a medium-sized company, is assessing the value of competing software products for use in his firm. Which of the following would not be a customer benefit considered in his determination of this product's value? a. Speed of delivery b. Ease of installation c. Availability of technical support d. Availability of training assistance e. Monetary price ANS: E 88. Taco Bell is introducing some of its products into supermarkets, vending machines, college campuses, and other locations to increase its product availability and convenience. One reason Taco Bell is doing so is to a. decrease customer benefits. b. increase customer costs. c. increase customer value. d. increase distribution expenses. e. decrease promotion expenses. ANS: C 89. If Southwest Airlines offers a Groupon promotion for half-price fares, it must ensure that the number of allowable Groupon participants doesn’t exceed the number of seats on the various flights in the promotion. It must also ensure that it has clearly stated the promotional guidelines online in the offer so consumers understand it fully. This relates to which of the following marketing management activities? a. Strategic planning b. Planning c. Organizing d. Implementation e. Marketing control ANS: D STA: DISC: Strategy 90. Which of the following statements describes the best use of the Internet by a marketer? a. Gain information. b. Relay product information. c. Facilitate the marketing process. d. Accumulate as many friends as possible. e. Facilitate the marketing exchange, obtain customer feedback, and providing product information. ANS: A NAT: BUSPROG: Communication | BUSPROG: Technology STA: DISC: Online/Computer 91. Initiatives intended to improve an organization's positive impact on society and the natural environment are called a. environmental marketing b. green marketing c. socially-responsible marketing d. energy-conscious marketing e. socially-conscious marketing ANS: B 92. If a family spends $2,000 a month on goods and services, how much of that $2,000 goes for marketing activities? a. $2,000 b. $1,500 c. $1,000 d. $500 e. $0 ANS: C 93. For most firms, the costs of marketing activities consume approximately what portion of the consumer's dollar? a. One-half b. One-fifth c. One-fourth d. One-third e. One-sixth ANS: A 94. In today's market environment, you might pay $15 for a physical CD by your favorite musical artist. Approximately how much of that price goes to activities related to marketing (promotion, distribution, profit margins)? a. $1.70 b. $3.40 c. $5.10 d. $7.50 e. $12.75 ANS: D 95. Marketing activities are a. used by all sizes of organizations including for-profit, nonprofit, and government agencies. b. limited to use by larger for-profit and nonprofit organizations. c. implemented only to increase profits for the organization and to expand the scope of its customer base. d. used by all types and sizes of businesses but are not used by nonprofit organizations. e. used by small businesses and small nonprofit organizations the most. ANS: A 96. Marketing activities a. are aimed at persuading customers through advertising. b. involve mainly distribution and promotion decisions. c. and selling activities are basically the same. d. are important only when a firm is developing new products or entering new markets. e. help sell an organization's products and generate financial resources for the firm. ANS: E 97. Marketing knowledge and skills a. are not necessary for a nonprofit organization. b. enhance consumer awareness and help provide people with satisfying goods and services. c. constitute the marketing mix. d. were most important during the production era. e. are most valuable for advertising executives but less important for wholesalers and distributors. ANS: B 98. The public is becoming more aware of how marketers' activities affect the welfare of consumers and society. As a result, more firms are working to a. raise prices in order to increase their profits so that they can contribute to philanthropic causes. b. reduce the quality of their products in order to save money and provide less expensive products to their consumers. c. reduce their profits by donating more time and money to improve social welfare and environmental conditions. d. enact laws requiring companies to work toward the welfare of customers and society. e. create a responsible approach to developing long-term relationships with customers and society. ANS: E 99. Approximately what percentage of civilian workers in the United States performs marketing activities? a. 25 to 33 percent b. 81 to 92 percent c. 42 to 50 percent d. 64 to 76 percent e. 10 to 20 percent ANS: A Scenario 1.1 Use the following to answer the questions. 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. 100. Refer to Scenario 1.1. A new website has helped Greensprings' pre-planned funeral business grow. These would come under which of the following marketing mix variables? a. Product b. Price c. Distribution d. Promotion e. Promotion and price ANS: D 101. Refer to Scenario 1.1. Greensprings' main competitive advantage over traditional cemeteries comes from its attention to which element in the marketing mix? a. Product b. Price c. Promotion d. Distribution e. Marketing research ANS: A 102. Refer to Scenario 1.1. Compared to Greensprings' approach to funerals, traditional cemeteries are using the ____ concept. a. marketing b. selling c. product d. people e. service ANS: C 103. 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 ______ _____. a. Pricing; Sales orientation b. Environmental consciousness; Market orientation c. Novelty; Production orientation d. Environmental consciousness; Business orientation e. Pricing; Profit orientation ANS: B STA: DISC: Strategy 104. Refer to Scenario 1.1. Greensprings' competitors, the traditional cemeteries, focus on advertising and personal selling of their services. This indicates a(n) ____ orientation. a. sales b. marketing c. production d. environmental e. marketing concept ANS: A Scenario 1.2 Use the following to answer the questions. Paws and Claws Hotel is a full-service pet salon and boarding kennel. Paws and Claws has an interactive website where customers can directly book a grooming appointment, obedience class, or overnight accommodations for their dog or cat. Paws and Claws has several unexpected services, such as a 600-square foot swimming pool, complete with slide and dog-friendly graduated steps to help them exit the pool. Customers can also drop their dog or cat off each morning for pet day care. Paws and Claws has a pick-up and delivery service, webcams in every kennel so that pet families can view their pets while away, and pet "furniture" so that the cats and dogs can lie on sofas just like at home. Paws and Claws is also open 24 hours a day, 365 days each year so that customers can pick up their pet at any time. The cost for an overnight stay at Paws and Claws averages $50, compared to competing kennels at about $30. The day care costs are $25 for either a dog or cat. The majority of Paws and Claws' competitors don't offer the day care service, and require an two-day minimum for overnight stays. Informal discussions with customers led to the addition of pet day care and 24-hour hours of operation. Previously, Paws and Claws was more interested in competing based on its prices. 105. Refer to Scenario 1.2. Paws and Claws' target market is most likely to be which of the following? a. The dogs and cats who stay there b. Pet owners who go on vacation frequently c. Families with small children and several pets d. Suburban families with two-income households e. Urban professionals who travel often ANS: E 106. Refer to Scenario 1.2. The fact that Paws and Claws is open 24 hours each day is part of the _______ marketing mix variable while the swimming pool is part of the _______ variable. a. Product; Distribution b. Price; Product c. Distribution; Promotion d. Distribution; Product e. Distribution; Environment ANS: D STA: DISC: Strategy 107. Refer to Scenario 1.2. Previously, Paws and Claws was most likely using a ____ orientation, while now it is now in the process of employing the _______. a. Sales; Marketing concept. b. Sales; Marketing mix. c. Promotion; Marketing concept. d. Sales; Promotion orientation. e. Sales; Product orientation. ANS: A 108. Refer to Scenario 1.2. If Paws and Claws employs the philosophy of building a relationship with its dog and cat customers, and their owners, it will be implementing the a. marketing concept. b. production concept. c. sales concept. d. marketing mix. e. marketing environment. ANS: A 109. Refer to Scenario 1.2. Paws and Claws’ addition of unexpected services, pick-up and delivery, and 24-hour access while charging a higher price than its competition is best described as which type of value? a. Value = monetary price - customer benefits. b. Value = customer costs - customer benefits. c. Value = customer benefits - customer costs. d. Value = customer benefits - monetary price. e. Value = customer benefits - time and effort. ANS: C TRUE/FALSE 110. Marketing consists primarily of selling and advertising. ANS: F 111. The broadest and simplest definition of marketing states that it is the development and efficient distribution of products for consumer segments. ANS: F 112. Customers are the focal point of all marketing activities. ANS: T 113. A family that organizes and advertises a garage sale is performing marketing activities. ANS: T 114. A target market is a specific group of customers on whom an organization focuses its marketing efforts. ANS: T 115. A target market is always defined by demographics. ANS: F 116. Target markets can be people who buy the product but do not necessarily use the product. ANS: T 117. The marketing mix consists of three major variables: product, price, and distribution. ANS: F 118. In marketing, a product can be a good or a service but not an idea. ANS: F STA: 119. Marketing efforts do not involve the design and development of products. ANS: F STA: 120. Products can be goods, services, or ideas. ANS: T STA: 121. Services are provided by applying human and mechanical efforts to people or objects. ANS: T STA: 122. The actual physical production of goods is a marketing activity. ANS: F 123. Promotion can help sustain interest in established products that have long been available. ANS: T 124. The distribution variable in a marketing mix is directed toward making products available in the quantities desired to as many target market customers as possible and keeping the total inventory, transportation, and storage costs as low as possible. ANS: T 125. Customers are interested in a product's price because they are concerned about the value obtained in an exchange. ANS: T 126. Price is seldom used as a competitive tool. ANS: F 127. For an exchange situation to arise, only one condition must exist: two or more individuals, groups, or organizations must each possess something that they value and are willing to give up to receive the "something of value" held by the other individual, group, or organization. ANS: F 128. For an exchange to occur, at least one of the parties must be willing to give up his or her "something of value." ANS: F 129. Marketing activities do not always result in exchanges. ANS: T 130. The outcomes of a marketer's decisions and actions may be affected by the variables in the marketing environment. ANS: T 131. Changes in the marketing environment always hurt marketing efforts. ANS: F 132. The marketing environment is a set of static, unchanging surroundings. ANS: F 133. The marketing concept stresses that a business organization can best achieve its goal by providing customer satisfaction through coordinated activities. ANS: T 134. Achievement of the firm's overall goals is part of the marketing concept. ANS: T 135. The marketing concept is a philosophy that a business organization should employ to satisfy customers' needs while achieving the overall goals of the organization. ANS: T 136. The marketing concept is a philanthropic philosophy aimed at helping customers at the expense of the business organization. ANS: F 137. The marketing concept is a management philosophy, not a second definition of marketing. ANS: T 138. The marketing concept deals only with marketing activities. ANS: F 139. Profit, even at the expense of customers' satisfaction, is the major thrust of the marketing concept. ANS: F 140. The marketing concept directly affects marketing activities but should have negligible impact on other organizational activities. ANS: F 141. The market concept stresses that an organization can best achieve its objectives by being customer-oriented. ANS: T 142. The market concept developed out of a sequence of three eras: the production orientation, the marketing orientation, and the industrial orientation. ANS: F 143. During the market orientation, businesspeople realized that if they could produce products efficiently, customers would buy them. ANS: F 144. During the market orientation, businesspeople realized that products, which by this time could be made relatively efficiently, would have to be promoted through much personal selling and advertising. ANS: F 145. A market orientation requires the organization-wide generation of market intelligence pertaining to current and future customer needs, dissemination of the intelligence across departments, and organization-wide responsiveness to it. ANS: T 146. To implement the marketing concept, an organization must first establish an information system to discover customers' real needs and then use the information to create products to satisfy those needs. ANS: T 147. To satisfy customers' objectives as well as its own, a company must coordinate all its activities. ANS: T 148. At the most basic level, profits can be obtained through relationships by acquiring new customers, enhancing the profitability of existing customers, and extending the duration of customer relationships. ANS: T 149. Relationship marketing is short-term, mutually beneficial arrangements in which the buyer and seller focus on the creation of satisfying exchanges. ANS: F 150. Customer relationship management is the use of information about customers to create marketing strategies that develop and sustain desirable customer relationships. ANS: T 151. In general, when marketers focus on customers chosen for their lifetime value, they earn lower profits in future periods than when they focus on customers selected for other reasons. ANS: F 152. Value = customer costs ? customer benefits. ANS: F 153. Basic and extended warranties can reduce risk, a major customer cost. ANS: T 154. Customer benefits include time and effort. ANS: F 155. The process people use to determine the value of a product is not highly scientific. ANS: T 156. Marketing management is the process of planning, organizing, implementing, and controlling marketing activities to facilitate and expedite exchanges effectively and efficiently. ANS: T 157. In marketing management, planning is a systematic process of assessing opportunities and resources, determining marketing objectives, and developing a marketing strategy and plans for implementation and control. ANS: T 158. Organizing marketing activities hinges on coordination of marketing activities, motivation of marketing personnel, and effective communication within the unit. ANS: F 159. Implementation of marketing plans requires motivating marketing personnel, coordinating their activities, and integrating their activities both with those in other areas of the company and with the marketing efforts of personnel in external organizations. ANS: T 160. Marketing costs consume about one-quarter of a buyer's dollar. ANS: F 161. Marketing costs consume about one-half of a buyer's dollar. ANS: T 162. For a business organization to remain healthy and to survive, it must sell products and make profits. ANS: T 163. Knowing about marketing can help you evaluate the types of corrective measures needed to stop questionable marketing practices. ANS: T 164. Approximately 20 percent of civilian employees in this country perform marketing activities. ANS: F