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Marketing
Q:
A company with a polycentric orientation is likely to employ host-country nationals in all but which of the following selling situations?
A) selling high-tech products in developed countries
B) selling high-tech products in less-developed countries
C) selling low-tech products in developed countries
D) selling low-tech products in less-developed countries
E) none of the above
Q:
There will always be a need for channel intermediaries that physically handle the product.
Q:
Localizing a Web site in native language can be done by translating a Web site from the home-country language.
Q:
A company in which an ethnocentric orientation prevails is likely to utilize primarily ________ in its sales force.
A) host-country nationals
B) third-country nationals
C) expatriates
D) agents of any nationality
E) agents of host country
Q:
Rooms-To-Go furniture retailers perform a channel intermediary facilitating function by providing financing for customers' purchases.
Q:
The Web site's architecture should be flexible enough to allow all of the following except:
A) different dates.
B) currency.
C) money formatting.
D) local culture.
E) privacy.
Q:
Negotiation requires both customer and the salesperson:
A) to be persistent in their point of view.
B) to be subjected to arm-twisting.
C) to agree to disagree.
D) come away as winners.
E) come away as losers.
Q:
It is advisable to start a double-ACSII platform when designing a Web site's architecture since:
A) the English language can store only a maximum of 256 characters.
B) French and German languages use the Latin alphabet.
C) German-language Web sites require double the English Web site's capacity.
D) French and German languages cannot be used in Web site's architecture.
E) Japanese and Chinese languages require a database which supports such platform.
Q:
Middlemen is an older term for intermediaries.
Q:
In the six-step presentation plan, the first and last steps are respectively:
A) presentation; demonstration.
B) approach; close.
C) presentation; negotiation.
D) approach; presentation.
E) approach; servicing the sale.
Q:
The practice of registering a particular domain name for the express purpose of reselling it to the company that should rightfully use it is called:
A) gray market.
B) piracy.
C) copyright violation.
D) cybersquatting.
E) patent violation.
Q:
The producer and the final consumer are part of every type of channel of distribution.
Q:
Building a prospect base is typically part of which step of the strategic/consultative selling model?
A) development of a customer strategy
B) development of a personal selling philosophy
C) development of a product strategy
D) development of a relationship strategy
E) development of a presentation strategy
Q:
Konbini refers to convenience stores where consumers can pay for online purchases in
A) Indonesia.
B) Russia.
C) Croatia.
D) Japan
E) Bosnia.
Q:
Which of the following is not a step in the strategic/consultative selling model?
A) develop a marketing mix
B) develop a personal selling philosophy
C) develop a product strategy
D) develop a relationship strategy
E) develop a presentation strategy
Q:
Due to the success of the Internet, few producers sell through intermediaries today.
Q:
One of the problems with Web site sales is credit card fraud. All of the following countries are those where fraud is rampant except:
A) Indonesia.
B) Russia.
C) Croatia.
D) Japan
E) Bosnia.
Q:
Which of the following is not one of the steps in the Strategic/Consultative Selling Model?
A) develop personal selling philosophy
B) develop relationship strategy
C) develop product strategy
D) develop ethnocentric policy
E) develop customer strategy
Q:
Channels that contain intermediaries are indirect.
Q:
Although it is certainly possible for European consumers to browse Amazon.com's U.S. site, they prefer a direct link to a site with a local domain name. All of the following are possible reasons for such behavior except:
A) the Web site of choice will be one that quotes prices in euros.
B) the Web site of choice will be that which offers a product selection tailored to local tastes.
C) the preference will be for the Web site which ships from local distribution points.
D) due to price fluctuations the preference will be for the Web site that quotes prices in U.S. dollars.
E) the preference will be for sites that are in their own language.
Q:
Environmental issues and challenges faced by a company which is in the initial stages of implementing a personal selling strategy include all of the following except:
A) political risks.
B) regulatory hurdles.
C) product innovation.
D) currency fluctuations.
E) market unknowns.
Q:
Which of the following is an example of a dual distribution system?
A) Walmart locating in several countries
B) J.C. Penney's catalog and retail store sales
C) Avon's door-to-door distribution
D) Starbucks located inside a bookstore
E) a hotel providing guest privileges at a nearby health spa
Q:
Which of the following is not a critical issue for a company whose management intends to engage in e-commerce?
A) privacy
B) credit card fraud in developing countries
C) ensuring that logos and other brand identity elements are consistent with local preferences
D) ensuring a company's computer system supports only a particular language
E) the availability of hot spots for Wi-Fi
Q:
It was found that Malaysians hesitate to use coupons due to the:
A) lower power distance.
B) higher uncertainty avoidance.
C) fear of public embarrassment.
D) impact of religion.
E) general dislike for coupons.
Q:
An independent hardware retail store 100 miles from the nearest city of more than 5,000 people but providing needed supplies for area ranchers would most likely buy its plumbing and electrical supplies through a ________.
A) truck jobber
B) commission merchant
C) mail-order wholesaler
D) rack jobber
E) merchandise broker
Q:
Ideally, each country-specific site should reflect all of the following except:
A) local culture.
B) language usage.
C) customs.
D) universal shopping cart icon.
E) brand identity.
Q:
Tony Pool Chemical Co. purchased 144 buckets of chlorine tablets over the Internet from Chemical, Inc., then placed the order with the manufacturer and arranged for its transportation by truck to the Tony Pool store. Chemical, Inc. took title to the pool chemicals but never actually took possession of them. Chemical, Inc. is an example of a ________.
A) drop shipper
B) truck jobber
C) rack jobber
D) mail-order wholesaler
E) cash-and-carry wholesaler
Q:
Social couponing is one of the hottest sales promotion trends today. This refers to:
A) sampling.
B) Groupons.
C) sweepstakes.
D) freestanding inserts.
E) personal selling.
Q:
What are some of the issues that need to be addressed when setting up for global e-commerce?
Q:
A box of Crest toothpaste contains a coupon entitling the buyer to save 50 cents when purchasing a Crest toothbrush. What type of sales promotion does this represent?
A) cross coupon
B) product placement coupon
C) trade promotion coupon
D) freestanding coupon
E) online coupon
Q:
You own an independent store in your neighborhood and like to offer fresh seafood in your meat display case. Which type of wholesaler is likely to best serve you?
A) cash-and-carry wholesaler
B) drop shipper
C) rack jobber
D) selling agent
E) commission merchant
Q:
Cybersquatting is the practice of registering a particular domain name for the express purpose of reselling it to the company that should rightfully use it.
Q:
Coupons are not a favorite promotion tool for use in:
A) the United Kingdom.
B) Belgium.
C) the United States.
D) Italy.
E) Malaysia.
Q:
The domain name for Amazon.com for Germany is:
A) amazon.com.gm.
B) amazon.gr.
C) amazon.ge.
D) amazon.de.
E) amazon.gm.
Q:
Unilever hired a promotional marketing firm to pass out Lever 2000 hand wipes in food courts and petting zoos. This is an example of:
A) point-of-use sampling.
B) point-of-sale sampling.
C) point-of-dirt sampling.
D) point-of-event sampling.
E) point-of-work sampling.
Q:
What is predatory pricing?
Q:
Wunderman and Epsilon are:
A) popular Internet auction sites in Japan.
B) leading digital agencies.
C) European companies with highly rated Web sites.
D) competing standards for wireless connectivity.
E) popular digital media products.
Q:
PepsiCo experienced great success in Latin America with its Numeromania contest, which lured consumers by promise of big cash prizes. They used the same contest in Poland successfully. This shows that:
A) Numeromania can be used in different languages.
B) Numeromania can be used in cash starved countries.
C) leverage experience gained in one country can be used in another country.
D) economically squeezed consumers love Pepsi.
E) Numeromania helped in developing a taste for Pepsi in both countries.
Q:
Some global marketers make the strategic decision to establish a presence on the Web without offering transaction opportunities even though the product could be sold that way. Such sites are known as:
A) company sites.
B) transaction sites.
C) promotion sites.
D) content sites.
E) cyber sites.
Q:
What are the two types of price fixing? Briefly define each.
Q:
Spoexa, a food-marketing company was hired by French Ministry of Agriculture to organize cocktail parties in 19 countries in order to:
A) promote French wines.
B) promote French cheese.
C) show that French cuisine is laid back.
D) show that French wines are superior.
E) show how to use French cuisine.
Q:
What is the rationale for a store advertising the sale of one item at a price that may be potentially lower than the cost of the item to the store?
Q:
The top Digital Agency Network by 2014 Interactive Marketing Revenue is:
A) IBM Interactive Experience.
B) Deloitte Digital.
C) Accenture Interactive.
D) Epsilon.
E) Wunderman.
Q:
Promotions designed to increase product availability in distribution channels are known as:
A) sales promotions.
B) price promotions.
C) trade sales promotions.
D) consumer sales promotions.
E) nonprice promotions.
Q:
A local appliance store is advertising the sale of a 27-inch color TV for only $199. The ad states that this price will apply only to TVs that are in stock and no rain checks will be given. Fifteen minutes after the store opens on the day of the sale of the TV, a customer is told by a sales clerk that all of the TVs selling for $199 have been sold. However, the sales clerk is very happy to show the customer a similar TV for only $399. What pricing strategy is the store implementing and why?
Q:
Until recently, visitors to Web sites for most luxury goods purveyors were not given the opportunity to buy. The reason behind this was:
A) luxury goods purveyors did not like to use online promotions.
B) luxury goods purveyors strive to create a shopping experience.
C) global audience do not go online for luxury goods.
D) luxury goods purveyors prefer sending information on iPad.
E) luxury goods are purchased by rich people who do not shop online.
Q:
Critical marketing tool for global companies such as Red Bull is:
A) sampling.
B) sweepstakes.
C) couponing.
D) event marketing.
E) personal selling.
Q:
Amazon.com, the leading Internet bookseller, allows users to purchase books, CDs, and other products online. Amazon.com is primarily a(n) ________ site.
A) promotion
B) content
C) transaction
D) execution
E) cyber
Q:
The success of the Stratos project helps the Red Bull by:
A) having their logo on NASCAR cars.
B) using You Tube as an effective marketing tool.
C) standing out from a crowded field of competitors.
D) utilizing free-standing inserts.
E) personal selling.
Q:
Why is price lining a good practice for retailers?
Q:
Web sites that provide news and entertainment and support a company's PR efforts are known as:
A) company sites.
B) transaction sites.
C) promotion sites.
D) content sites.
E) cyber sites.
Q:
Explain the pricing strategy being implemented when a retail store places the store's generic brand items next to the national brand items when the national brand items have a slightly higher price than the generic brand item. Why would a retailer do this?
Q:
Which promotional technique is best suited to a situation in which a company wants consumers to actually try its product or service at no cost?
A) sampling
B) sweepstakes
C) couponing
D) free-standing inserts
E) personal selling
Q:
Web sites can be classified by purpose as represented by the term:
A) matrix sites.
B) international sites.
C) geographic sites.
D) promotion sites.
E) regional sites.
Q:
To encourage customers to buy the $799 dining room suite, the furniture store set a much cheaper and shoddily made set next to the more expensive furniture, thereby using the contrast effect.
Q:
To fight counterfeiting, the "Disney Magical Journey" promotion was keyed to mail-in hologram stickers on genuine Disney products. Participants could win Disney DVDs, TV sets, and trips to Hong Kong Disneyland. This is an example of:
A) promotion of different types for marketing.
B) promotion of Disney Magical Journey.
C) people in many countries prefer mail-in hologram.
D) "Disney Magical Journey" is popular worldwide.
E) sales promotion by global marketer.
Q:
Internet penetration is less than 10 percent in:
A) Qatar.
B) Bahrain.
C) Greenland.
D) Burundi.
E) the Netherlands.
Q:
Mark believes he should pay more than $49.95 for a motel room; this price is his internal reference price.
Q:
In a contest of 45 different languages covering 60 countries, marketers for Axe Apollo invited consumers to fill out an "astronaut profile." This is an example of:
A) promotion of different types for marketing.
B) promotion of interest in space exploration.
C) people in different countries prefer different topics.
D) astronaut profile varies from country to country.
E) sales promotion by global marketer.
Q:
________ are online retail operations that allow customers to purchase goods and services.
A) Promotion sites
B) Matrix sites
C) Transfer sites
D) Transaction sites
E) Content sites
Q:
Surge pricing occurs when a company raises the price of its product when demand for the product goes up and lowers the price of its product when demand goes down.
Q:
Which of the following is not an advantage of using sales promotions?
A) provides a tangible incentive to buyers
B) provides accountability to marketing managers
C) enables company to build its database
D) builds long-term brand awareness
E) develops relationship with customers
Q:
What is meant by e-commerce? How can e-commerce activities be classified?
Q:
All 50 U.S. states consider loss leader practices to be wrong and have passed legislation called "unfair sales acts," also called "unfair trade practices acts."
Q:
A marketer of fine French cognac offers fancy cigar ashtrays as prizes to consumers who correctly solve a crossword puzzle. Which of the following most accurately describes this offer?
A) price promotion
B) non-price promotion
C) trade sales promotion
D) sweepstakes promotion
E) sampling
Q:
Describe the principles developed by Christensen in order to help managers recognize the innovator's dilemma and develop appropriate responses to environmental change.
Q:
Red Bull has been involved in Music Academy which is a series of concerts, workshops, art installations, and other cultural events that rotate from year to year among different international cities.
Q:
Savings for You, a discount retail chain, is highly competitive. When entering a new market, Savings for You often cuts prices so deeply that it sells below costs, effectively pushing smaller companies with less purchasing power out of the market. Savings for You is most at risk of being accused of ________.
A) skimming prices
B) price-fixing
C) predatory pricing
D) deceptive pricing
E) loss leader pricing
Q:
Web "content sites"provide news and entertainment and support a company's PR efforts.
Q:
At one time Shanghai was known as the "Paris of the Orient."
Q:
Bayer AG agreed to pay $46 million as part of a law settlement for conspiring with Archer-Daniels-Midland (ADM) to keep prices of citric acid at a certain level. These two international companies were guilty of ________.
A) price lining
B) skimming pricing
C) predatory pricing
D) price-fixing
E) placebo pricing
Q:
According to the forecast regarding online retail sales among select European countries by the year 2018 Germany will be ranked at the top in the region.
Q:
Some advertisers acknowledge that, in Brazil, traditional outdoor advertising may not be the best communication channel.
Q:
A number of top fashion-modeling agencies were charged with ________ because they were jointly determining what commissions they would charge for models.
A) prestige pricing
B) horizontal price lining
C) vertical price lining
D) vertical price-fixing
E) horizontal price-fixing
Q:
As Pandora CEO Joe Kennedy recently remarked, "The good news is that the Internet is global and that the copyright law is country by country."
Q:
France is leading in the rankings showing expenditures for outdoor advertising as percentage of total ad spending.
Q:
When Circuit Town Electronics sets its televisions at three price levels of $699, $899, and $1,099, it is most likely using ________.
A) price fixing
B) price lining
C) penetration pricing
D) skimming pricing
E) loss leader pricing
Q:
In South Korea, the Netherlands, Greenland, the UAE, Bahrain, and Qatar, more than 90 percent of the population is online.
Q:
Industry observers expect the popularity of home shopping to decrease during the next few years as interactive television technology is introduced into more households.
Q:
After looking at the ads in her Sunday paper, Ruby decided to visit a local nursery and buy potting soil at $1.99 a bag. The regular price is $4.99 a bag. While Ruby was there she also purchased three bushes, six flowering plants, and a bird bath. You can infer from this information that the nursery used the bags of potting soil as a ________.
A) loss leader
B) freemium
C) bait-and-switch
D) price line
E) reference price