Pavlov's experiment is an application of _____.

Pavlov's experiment is an application of _____.
 a. operant conditioning
  b. classical conditioning
  c. reasoning
  d. cognitive dissonance
  e. stimulus generalization

Question 2

Which of the following is FALSE regarding trade allowances?
 a. One objective is to increase consumer retail sales of the manufacturer's brand.
  b. Retailers usually pass along to consumers the discounts they receive from manufacturers.
  c. An objective is to increase purchases of the manufacturer's brand by wholesalers and/or retailers.
  d. Most manufacturers rate the value of trade allowances as fair or poor.
  e. Most retailers think that trade promotions should serve to increase sales and profits of entire product categories without concern for whether a manufacturer's specific brand benefits from the trade promotion.

Question 3

When applying classical conditioning to advertising, the _____ would be the unconditioned response.
 a. peripheral cues
  b. advertised brand
  c. emotional reactions
  d. purchase of product
  e. None of these are correct.

Question 4

Trade promotions are most effective when _____.
 a. they are used during off-peak seasons
  b. they generate immediate sales
  c. viewed from a long term perspective
  d. they maximize the retailer's efforts and cost
  e. they are constant throughout the year

Question 5

When applying classical conditioning to advertising, the advertised brand would be the _____.
 a. conditioned stimulus
  b. unconditioned stimulus
  c. conditioned response
  d. unconditioned response
  e. preconditioned response

Question 6

Which of the following is NOT a manufacturer's objective for using trade-oriented promotions?
 a. reducing retail inventories
  b. maintaining or increasing the manufacturer's share of shelf space
  c. countering competitive activity
  d. selling as much as possible to final consumers
  e. introducing new or revised products

Question 7

When applying classical conditioning to advertising, peripheral cues would be the _____.
 a. conditioned stimulus
  b. preconditioned stimulus
  c. conditioned response
  d. preconditioned response
  e. unconditioned stimulus

Question 8

An objective that manufacturers can have for using trade-oriented promotion is to _____.
 a. introduce new or revised products
  b. build retail inventories
  c. obtain displays outside normal shelf locations
  d. reduce excess inventories and increase turnover
  e. All of these are correct.

Question 9

An example of a peripheral cue would be _____.
 a. background music in a television commercial
  b. scenery in a television commercial
  c. a salesperson's accent
  d. a salesperson's physical appearance
  e. All of these are correct.

Question 10

Sales promotion cannot _____.
 a. reduce the introduction of new products to the trade
  b. neutralize competitive advertising and sales promotions
  c. hold current users by encouraging repeat purchases
  d. increase product usage by loading consumers
  e. permanently stop an established brand's declining sales trend