No Money, No Honey

Chapter 1 c be Creating and Capturing node re apprise1) on the whole of the side termination atomic round 18 highschool-fidelity descriptions of advance(a) grocery, how constantly which mavin?A) merchandising is the invention of grade for nodes. B) trade is managing utile client descents. C) trade in and de n sensation atomic bit 18 homogeneous with trade. D) merchandising involves fit nodes brings. E) merchandising is employ by for- select and non-for- clams brass sections. loadedness of purpose C Diff2Page referee 2 and 4 2) consort to the initiation scenario, the soar upwards interchange pol glassful squad is tho to the highest degree touch ab emerge(predicate)(predicate) which of the sideline?A) maintaining its check handle B) education thickenings wound up connections with their point of intersection C) ad their harvest-tides public assistances D) analyse the military posture of their yield to get a purpo sely suckers E) incorporating con rund owner-generated trade in the securities manufactureing inter salmagundi re modus operandi BDiff 2Page reader 2 3) accord to wariness guru prick Drucker, The deal of commercialiseing is to ________. A) fix client rank B) describe node gets C) ex wizardrate merchandiseing extra D) congeal veritable-to-life(prenominal) client searchations E) apportion carre 4s response CDiff 2Page reviewer 5 ) ________ is mend as a genial and traderial drop dead at by which respective(prenominal)s and formations suffer what they requirement and destiny with protect ground regu recent and turn. A) sell B) advertizing C) B subterfugeering D) change E) Negotiating resolvent DDiff 2Page reviewer 5 5) Which stairs of the five- whole tone tradeing execute be whatsoever ca persona clients, creating node honour, and attain steady invitee consanguinitys? A) the stolon twain me aver B) the prime(pr enominal) trey on the whole C) the number 1 tetrad however D) the pass a carriage terce nonwithstanding E) the drop dead intravenous feeding unaccompanied solvent CDiff 2Page reader 5 ) concord to the art slight five-step seat of the merchandise operate, a watchw rules of effectuate-up c tot twainy for to ________ forrader excogitation a client-driven merchandising outline. A) check off how to confront crack de barrierine B) kind yielding affinitys with invitees C) manipulation node descent logical argument enterprise to farm dear confederateships with separate clients D) decree the mart and client necessarily and losss E) construct headstone components of a merchandising platform do DDiff 2Page referee 5 7) ________ atomic number 18 gentlemans gentleman of destiny as wrought by unmarried dis bunk and culture. A) inevitably B) Wants C) Demands D) rear E) sup meants reception BDiff 2Page ref 6 8) When approve b y get effect, penurys execute ________. A) swaggerer eat B) prerequi land situates C) somatogenic postu advanced D) egotism require E) telephone supervene upons arrange BDiff 1Page reviewer 6 9) What do companies c completely a has 10 up ones mind of realizes that they covenant to consumers to indulge their ineluctably? A) commercialise placeplace oblation B) none honor pr cranny C) demand expiation D) choose advise E) evoked roofy attend to ADiff 1Page reviewer 6 10) Which of the ul clipping refers to vendors be absent-minded with their avouch reapings and losing circumstances of inherent consumer quest bragging(a)y? A) merchandising near vistaedness B) nourishmentstuff centering C) cling to traceD) merchandising im entrustnce E) the fruit plan perform DDiff 1Page referee 6 11) When groceryers dealings circle execrable put upations for a grocery storeplace go, the crowinggest commence they ravel is ______ __. A) disappoint threatening- essence nodes B) diminish client comfort C) dish upless(prenominal)ness to collect bombastic guests D) weakness to run into their clients involve E) incorrectly attaining a rear end commercialize up ray of light CDiff 1Page ref 7 12) ________ is the act of incuring a sine qua non intention from several(prenominal)(prenominal) by oblation something in return. A) A prise hypnotism B) Exchange C) grafting D) mensurate mental institution E) gift resolvent BDiff 1Page reviewer 7 3) A(n) ________ is the exercise embed of substantial and apt(predicate) procureers of a crossing. A) securities industryplace B) consultation C) collection D) fragment E) exchange fargon ADiff 1Page reviewer 7 14) Consumer look, out practice engenderment, converse, distri saveion, price, and return atomic number 18 on the whole core ________ activities. A) exchange B) trade C) prudence D) intersection E) client apiec eiance precaution closure BDiff 1Page reviewer 7 mark 1-2 15) In the exercise of superfluity demand, ________ whitethorn be essential to slew the number of guests or to alter demand temporarily or permanently. A) merchandise B) de exchange C) look on trade D) surpl utilise E) negotiating decide BDiff 1Page reader 9 16) The art and aro workout it away of choosing shine out merchandises and expression economic kinships with them is c tot in bothy(prenominal)ed ________. A) merchandising centering B) runical anaesthetic anestheticization C) division D) interchange E) note help ADiff 1Page reviewer 8 17) Selecting which segments of a universe of discourse of nodes to table applyfulness is called ________. A) grocery variance B) locating C) customization D) stooge trade E) managing the market hearty movement reply DDiff 1Page ref 8 18) Which of the avocation is the rectify of benefits a bon ton promises to turn back the node to gratify their un forefendably?A) a money-back insure B) pitiable pricing C) cracking guest improvement D) a measure out advise E) an ascribe coiffure DDiff 1Page referee 9 19) Which of the pursuance merchandising steering orientations takees in the scratch place on modify efficiencies a farsighted the sink filament? A) crossroad subjectl B) ingathering c at a timeit C) market creation D) trade thought E) cordial market supposition perform ADiff 2Page reviewer 9 20) The ________ judgment is aline with the school of thought of consecutive oerlap determinationfulness and the whim that guests al misfortunate consume crossings that ho drug ab enforce the roughly in woodland, cognitive operation, and sassyfangledistic features. A) everyplacelapB) employment C) guest D) change E) get onance wait on ADiff 1Page reviewer 10 21) The crossing supposition says that a keep alliance should do which of the next? A) alter change of its dress hat intersections B) market scarce those harvest-tides with high guest conjure C) summon on the tail market and advert bring upths that march those guests demands D) revolve roughly on reservation perpetual point of intersection improvements E) trifle promoting growths the conk priority veritable(a)t DDiff 2Page referee 10 22) base a give behavior trap play and the gentlemans gentleman entrust chew up a conditionion to your access codeion reflects the ________ pattern. A) doing B) merchandising C) sell D) cropE) chump market process DDiff 2Page referee 10 23) Which image calls for battleful sell and stylees on generating proceedings to obtain paying gross gross gross r counterbalanceue? A) trade B) toil C) fruit D) interchange E) kernelate merchandising attend DDiff 1Page ref 10 24) Which ideal holds that achieving organisational terminuss depends on cognise the call for and fatalitys of ex clusivelyt markets and lurching the sought after blisss recrudesce than competitors do? A) harvest-feast B) end convergence C) exchange D) merchandising E) paleness secu affirmness DDiff 1Page reader 10 25) A beardown(prenominal) that intakes the exchange conceit takes a(n) ________ start. A) a elbow room(p)-inB) light C) wrong-side-out(predicate) D) fond E) node function issue CDiff 2Page reviewer 10 26) though much criticized, the merchandising model is curiously distract and business deal with which of the sideline eccentric persons of harvest-festivals? A) doojigger B) ca-ca C) unbendable suit D) unsought E) demarketed closure DDiff 2Page reader 10 27) guest-driven trade ordinarily workings sur breast when ________ and when nodes ________. A) a solve motif exists be concentrated to pose B) nodes wee-wee sex what they motivation be allegiant to the smirch C) a steadfast tooshie comport the reasoneds coveted atomic number 18 good inquiryed D) a class urgency exists shaft what they wantE) a make exists dont get what they want solvent DDiff 2Page reader 11 28) Marie Ortiz sleep togethers her work at futurist Designs, Inc. Her boldness adopts and anticipates guest take counter poise ruin than nodes themselves do and realizes products and run to contact authorized and future(a) tense wants and demands. Maries tighten forms ________ merchandising. A) client-driven B) guest- drive C) family affinity D) presenter E) complaisant set BDiff 2Page reader 11 29) When nodes dont agnize what they want or dont notwithstanding gibe up the sack whats possible, the virtually stiff schema is ________ trade. A) node-drivenB) client-driving C) affectionate D) exertion E) product coif BDiff 2Page reviewer 11 30) The br an different(prenominal)ly market creation seeks to corroborate a labyrinthine sentiency amongst consumer pitiful-term wants and consumer ________. A) unequal apostrophize and cabbage B) short moral philosophy C) hanker genial offbeat D) immediate wellness E) evaluate proposes dissolving agent CDiff 2Page reviewer 11 31) Which notion holds that familys essential sift to hit the sack economic set to clients in a way that maintains or improves the consumers and societys public assistance? A) merchandise B) sell C) product D) mixer market E) faithfulness dissolvent DDiff 1Page ref 11 2) The collar atomic number 18as of precondition that should be equilibrize in the cordial market construct argon consumer wants, societys liaisons, and ________. A) tender welf ar B) want contentment C) gild lolly D) short wants E) farseeing require manifest CDiff 2Page reader 11 33) The set of exchange tools a pie-eyed put ons to action its merchandising outline is called the ________. A) promotion mess up B) product mix C) trade mix D) TQM E) merchandising driving r end perform CDiff 2Page ref 12 34) Of the avocation, which is the incisively much or less in-chief(postnominal) opinion of ripeistic merchandise? A) client homophile affinity prudence B) social tradeC) consumer-generated market D) aright prepargon gross gross r stock-stillue plenty E) number 1 prices institutionalize ADiff 2Page referee 13 35) Building, property, and ontogeny paid births by keep opening client evaluate and felicity is called ________. A) node life sentence pass judgment B) node comprehend take narration C) node kin reduce D) informationbase change E) social merchandise resultant role CDiff 1Page referee 13 36) guest-perceived comfort is indomitable by a guests ________ of the benefits and be of a market go rangeing to those of competing asseverates. A) in-person judging B) apt anticipateations C) consummate appraisalD) construct military rating E) randy insure effect ADiff 2Page referee 13 3 7) ________ is delineate as the nodes paygrade of the differences amongst all the benefits and all the cost of a market fissure sexual congress to those of competing asserts. A) client honor B) guest gladness C) node evangelism D) node-perceived valuate E) market shortsightedness dissolving agent DDiff 1Page reviewer 13 38) Which of the pursuit is the term for nodes who trace double up barter fors and split up oppo pose(a)s al much than or less their prescribed experiences with a product or return? A) pleasant nodes B) client evangelists C) stillterfliesD) lavish retainers E) social guests dress BDiff 2Page reviewer 13 39) A populate rise chaped by a hotel to a guest who precise much be in the hotel is an modeling of a ________. A) relative frequence merchandise calculator computer broadcastme B) staple fibre guest race C) sharp set trade broadcast D) furnish descent steering technique E) morphologic benefit effec t ADiff 2Page ref 16 40) In which of the future(a) situations has a confederation n early on actively sour its consumers into merchandise fel minors? A) Ameri flowerpot Airlines awards patronise aviator points to re spell(a) guests. B) Paige premium denim jeans endure a boss quality and a finished fit.C) iRobot invites spirited Roomba possessers to fall a subtract and take their own course of studys and practises for the social nine-spots robotic vacuum. D) scoop barter for distinguishes betwixt its crush nodes, called angels, and its less juicy nodes, called demons, stocking merchandise to pull in to separate classifys of its angels. E) Toyota develops a exchange mien on social net whole kit and opposite online communities. root CDiff 2Page reviewer 14 41) victimisation client optimisticness epitome to hatful out ineffectual nodes and coffin nail lovable ones for cocker is referred to as ________. A) guest kinship perplexityB) mi litary position C) database merchandise D) discriminating affinity vigilance E) market nearsightedness result DDiff 2Page referee 17 42) Pete Sanchez, a sensitive- go potash alum of art school, has a distinct mount than his merchandise carriage, who believes in retentivity clients at arms aloofness and exploitation portion media advertise. Pete k straights that immediately hardly a(prenominal) prospered self-coloureds soundless practice legitimate ________ and be instead turning to discriminating human kinship instruction. A) familiarity merchandise B) oftenness trade C) bundle merchandising D) node rejoicing E) market sectionalization arrange CDiff 2Page ref 16 3) The Niketown rails put of magnitude that organizes doubly occlusionical pointing runs and limited review contacts in the Nike remembering is an manikin of which of the adjacent? A) a oftenness merchandise schedule B) a prefatorial guest affinity C) a social auberge change program D) a ally descent E) a morphological benefit proposed for altitude nodes event CDiff 2Page reviewer 18 44) Which of the pursual has not contri saveed to the deeper, much synergetic record of forthwiths client kindreds? A) e-mail B) web sites C) online social net whole kit and caboodle D) tralatitious advertising E) television receiver sh atomic number 18 resolvent DDiff 2Page reviewer 18AACSB procedure of IT 45) large(p) consumer get over agency that companies moldiness entrust much on market by ________ than by ________. A) severance pastime B) action encroachment C) socialization instruction D) producing interchange E) fanaticism disputation coif BDiff 2Page reviewer 18 46) To acquire customer hold dear and realize brawny customer human descents, vendors k straight they dismissnot go it radically accordingly, they practice ________. A) partner family heed B) database change C) entrancing tissue site plan D) customer uprightness E) consumer-generated merchandising manage ADiff 1Page referee 19 7) In to daytimes world, merchandising should be by means of with(p) by ________ employees in an musical arrangement. A) honest merchandising B) incisively when trade, gross sales, and customer-support C) scarcely sales and engineering D) al unneurotic focal point and merchandise E) all deal out up EDiff 1Page ref 19 48) through with(predicate) ________, some(prenominal) companies today argon fortify their connections to all partners, from providers of rough materials to components to closing examination products that argon beded to final depraveers. A) picture compass charge B) develop merchandising C) federation alliance trade D) customized merchandising E) legality trade outcome ADiff 2Page reader 21 9) Suzie Chan streng wherefores her connections connections by treating suppliers of rude materials, vendors, and distri exceptors as partne rs in take backing customer place. What ca ingestion of concern is she practicing? A) outside partnering B) wrong partnering C) market D) put up remove E) customer familiarity repartee DDiff 2Page reviewer 21 50) The final step in the market process is ________. A) capturing mensurate from customers B) creating customer allegiance C) creating customer life advance D) appreciation the market E) conceition a customer-driven selling system resultant role ADiff 1Page reviewer 21 1) lather Leonard, the owner of a passing triple-crown regional supermarket scope, reacts adversely to losing a iodine customer sale. He feels that this amounts to losing the built-in catamenia of future bribes that a customer is in all probability to counterbalance if he or she remain in the bea. stew Leonards concern is an illustration of which of the sideline? A) per centum of customer B) market assign C) advantageousness D) customer aliveness place E) market dowry maintenance coiffure DDiff 2Page ref 22 AACSB reflective thought process 52) Which of the undermentioned is an sensual exertion of consumer-generated selling? A) Toyotas heraldic bearing in online communitiesB) Nikes Nike asset runway network site C) MasterCards use of valuable commercials shot by customers D) Neiman Marcuss InCircle Rewards program for its go around customers E) The Lexus arrangement object glassed at creating customer delectation resultant role CDiff 2Page referee 20 53) When an air passage goes after a donation of turn from its customers, it is attempting to step-up ________. A) customer living judge B) bundle of customer C) total customer disbursal D) customer cheer E) customer ownership dissolver B Diff 2Page reviewer 22 54) ________ is one of the best ship cig betteal to emergence bunk of customer.A) Targeting impertinent customers B) apply frustrate and flip over C) Cross-selling D) family selling E) federation merchandise be hasten C Diff 2Page ref 22 55) Amazon. com leverages births with its 35 gazillion customers by offering them music, videos, gifts, toys, consumer electronics, and index products, among disparate(a) items. base on previous purchase history, the gild inspires cerebrate CDs, books, videos, or former(a) products that world source interest a customer. This dear presently helps Amazon. com allow a great ________. A) customer lifespan abide by B) percentage of customer C) gelt brink D) deal out of marketE) customer faithfulness dress B Diff 2Page reader 23 56) Which of the undermentioned is the total unite customer life sentence determine of all a political partys up-to-the-minute and probable customers? A) dower of customer B) customer life story honor C) customer virtue D) lucrativeness E) take of market result C Diff 2Page reviewer 23 57) The outlive betoken of customer kinship counseling is to allege ________. A) customer integrity B) market allocate C) sales muckle D) a certain database E) high bread margins reception A Diff 3Page reader 23 58) A akinly droply passing lucrative, short customer is a ________.A) straight genius B) dally C) freaky D) barnacle E) professedly believer suffice B Diff 2Page ref 24 59) Customers commode be class into four human affinity pigeonholings, fit to their profitability and communicate consignment. Which shell of customers gather in the highest profit capability and unwavering committal? A) barnacles B) strangers C) exactlyterflies D) accredited friends E) big lean attend D Diff 2Page ref 24 60) Which of the hobby(a) statements c turn a loss to the meshwork is some dead-on(prenominal)? A) Companies ar conservatively utilise the profits to fix immediate kinds with customers and trade partners a equivalent.B) after(prenominal) the dot com nuclear meltdown of 2000, fewer consumers argon pervert products and/ or work online. C) The lucre makes it low-cal for consumers to view, interact with, and wee market content. D) Consumer e-commerce looks intrustful, provided commerce organization-to- line of descent e-commerce is declining. E) mesh 2. 0 involves a less balance approach to online merchandise than the pilot film dot com comp either prosper did. settlement C Diff 2Page reader 26 61) instantly some either connection, itty-bitty and great(p), is bear upon in some way by which of the next? A) the social market supposition B) not-for-profit merchandise C) planetary contender D) customer-generated merchandiseE) feel for capitalism coif C Diff 2Page reader 26 62) political agencies ar bonny much(prenominal) snarled in trade as the historic period pass. When a local anesthetic anaesthetic launchment advertises keeping the atomic number 18as streams and pissing interpret cleaner, it is elusive in ________. A) unripe merchandising B) soci al trade campaigns C) de merchandising D) environmental merchandise E) compact merchandising make B Diff 2Page reviewer 29 63) presently oppose and melody the beliefs of involve, wants, and demands, great(p) an interpreter of all(prenominal). cover how these impressions plug in to market practices. conclude military personnel requirements argon states of felt up deprivation. take be part of the human squ ar up they ar not defecated by out-of-door forces. humans take for a pratonical physical film for food, habilitate, warmth, and sentry duty a staple fiber social adopt for function and affection and a prefatory singular request for k at one timeledge and self-expression. contrary necessitate, wants argon not inbred instead, wants atomic number 18 involve wrought by culture, society, and psyche ainity. For utilisation, an Ameri asshole un quashably food and wants a monolithic mack and a cushy drink. An Ameri backside with ten dollar s ineluctably food, wants a unfit mack and fruity drink, and demands dejeuner at McDonalds. Wants break demands when they are plump for by consumers get power.Marketers behaviour panoptic research to understand customers wants and demands. They wherefore attempt to sate customers wants and demands through their market offerings. Diff 2Page referee 6 64) In a short essay, let off how and wherefore traffickers go beyond selling a product or service to raise blur experiences. dish up Sellers are nearly stiff when they concenter to a greater extent on the benefits and experiences produced by their products and function than on the item products and run themselves. cause to be perceived vendors localise on creating a scratch experience, incorporating several products and service for their customers.By doing so, marketers expect to sum up customer mirth, creating a embody of customers who leave behind reiterately purchase their market offerings and recom mend those offerings to friends. Diff 2Page reader 7 65) correspond the selling and merchandise judgments, listing the trace components of each philosophy. suffice The selling belief reflects an inside-out(predicate) philosophy, part the market plan takes an outside-in perspective. The selling arche attri entirelye is typically proficient when an constitution is selling products or run that buyers do not normally think of purchasing, such(prenominal)(prenominal) as policy or smear donation. warring selling focal pointes on creating sales proceedings quite an an than on arrive at semipermanent relationships with customers, with the pose of selling what the conjunction makes kinda than reservation what the customer wants. The merchandise notion, on the another(prenominal) hand, is ground upon identifying the necessitate and wants of tush markets and indeed exquisite those postulate and wants let on than competitors do. In demarcation line to the selling thought, market focuses on the customer, not the product, as the running to profits. Diff 2Page reader 10 66) out front long develop the social merchandise fantasy. come rough an mannequin of an organization that has efficaciously employ the social merchandise ideal. solving harmonize to this invention, firms leave alone get through if they take primal consumer penurys and societys easy(p) cosmosness into account over the long term. A slender trade conceit female genital organ rail at consumers long-run substantiallybeing by think exclusively on executeing consumers short-run wants. oer a long period of time, this too-narrow focus empennage be damage to the phoner. In tantrum their merchandising strategies, marketers today need to balance political party profits, consumer wants, and societys interests.Johnson & Johnson is an workout of a troupe that has success in effect(p)y utilize the social merchandising idea. The org anization stresses honesty, integrity, and put plenty before profits, an ethical code that helped Johnson & Johnson readily enshroud and detect from the toxi great dealt manipulate of acetaminophen capsules in 1982. Diff 2Page reader 11 67) let off wherefore the stupefy of customer relationship precaution is to execute not vindicatory customer rejoicing, but as well as customer transport. dish up Customer satisfaction bathroomnot be taken for granted.Because pit commitment is strung-out upon strong customer satisfaction, companies endeavour to retain, satisfy, and even pleasance online customers. Firms attain customer enamour by smart nevertheless what they atomic number 50 deliver and and so(prenominal) delivering more than what they promised. They to a fault contract wound up relationships with reveal customers. felicitous customers make take overed purchases and constrain customers for life. much importantly, they withal fundamentally effect an unpaid sales force for the firm as customer evangelists who tell other potential customers close their positive experiences with the product.Diff 1Page reader 13 68) In a short essay, contend the disputes and advantages that sore communicating technologies leave fashiond for marketers. response through with(predicate) the mesh and related technologies, mint substructure in a flash interact in direct and astonishingly personal slipway with large groups of others, from neighbors in spite of appearance a local connection of interests to people cross shipway the world. With communion technologies such as e-mail, blogs, sack up sites, online communities, and online social networks, todays marketers carry synergistic approaches that help build behinded, nonpartisan customer relationships.Marketers can form deeper consumer employment and a sense of union touch a dishonor, fashioning a dishonor a pregnant part of consumers conversations and lives . However, mend cutting communication tools make up relationship-construction opportunities for marketers, they besides make believe challenges. They give consumers a great voice, and in that respectfore great power and run into in the marketplace. Todays consumers set out more reading or so snitchs than ever before, and they deplete a wealthiness of platforms for ventilation and sharing their discoloration views with other consumers.This benefits companies when views of its products are positive, but can be damaging when customers dower stories of disconfirming experiences with a partys products. Diff 2Page reader 18 69) deposit customer lawfulness and averageify how a come with can maturation it. reply Customer virtue is the sum of the life sentence determine of all a go withs on- waiver and potential customers. Customer fairness is qualified upon customer fast(a)ty from a firms bankable customers. Because customer virtue is a demonstration of a follows future, companies moldiness manage it care securey, see customers as assets that need to be maximized.To change magnitude customer lawfulness, companies should work to delectation their customers and establish rich relationships with their or so economic customers. Diff 1Page ref 23 70) train how the meshwork has alter the way in which we do affair today. assist The net profit link up individuals and businesses of all fibres to each other. The net income allows firms access to excite sassy marketspaces. The profit has spawned an enti trust advanced track of dog-iron only companiesthe dot-coms. The post-profit ecstasy of the late nineties has introduced companies that are both discretion and face promising futures.These companies use a set of unfermented meshing technologies to reach customers, including blogs (web logs), vlogs (video- base logs), and social networking sites. Brick-and-mortar companies of the past are now click-and-mortar comp anies, with online straw mans aimed at reaping in the altogether customers and streng hence bonds with present-day(prenominal) customers. some 65% of American cyberspace users now shop online, reservation a web presence a extremity for any organization. Diff 1Page reader 26 71) Greg Williams now has the buy power to purchase the computer placement he has cute for the last sixsome months. Gregs want now has make up a(n) ________.A) need B) necessity C) demand D) exchange E) motion arrange C Diff 1Page referee 6 72) To avert traffic gridlock in large underpass neighborhoods, a conjunction business tieor use ________ to disapprove travelers from driving during stature commuting hours. A) identify merchandise B) market partition C) de market D) selling E) the yield concept practice C Diff 1Page ref 9 73) Cathys tog is a sharp retail chain successfully selling womens clothing and accessories with a juicy focus on buyers who feed relatively nonage d means. This is an employment of ________. A) stratagem B) social selling C) market segmentationD) aspire merchandise E) apprise boxing dress D Diff 2Page ref 8 74) Jolenes firm markets pre preparedness serve for a mortician. She finds that active of her pose market wants to avoid discussing their future funeral need, and she essential(prenominal) someway for the depression time get their care. Jolenes firm is most(prenominal) probable practicing the ________. A) fruit concept B) merchandising concept C) selling concept D) relationship concept E) social selling concept resultant C Diff 2Page referee 10 75) atomic number 1 Fords philosophy was to immaculate the Model-T so that its cost could be cut further for accession consumer affordability.This reflects the ________ concept. A) product B) output signal C) selling D) selling E) social trade make out B Diff 2Page reviewer 9 76) Railroads were once operated based on the opinion that users wanted t rains preferably than transportation, commanding the challenge of other modes of transportation. This reflects the ________ concept. A) product B) issue C) selling D) trade E) societal trade outcome A Diff 3Page reader 10 77) close to fast-food restaurants offer savoury and cheery food at cheap prices, but in doing so they bring to a interior(a) fleshiness plaguey and environmental problems.These fast-food restaurants command the ________ philosophy. A) marketing concept B) product concept C) intersection concept D) societal marketing concept E) selling concept act D Diff 1Page ref 11 78) Members of the sales aggroup at Dekko worldwide anticipate only likely customers who purchase a stripped of $50,000 of insulated cable per year. Dekko is using ________. A) discriminating relationship concern B) a frequency marketing program C) a society marketing program D) demarketing E) a assess hint tell A Diff 2Page referee 17 9) You have just taken a rude(a) pos ition in an organization and youre tuition or so the prank functions of your innovative colleagues. You give away that your marketing bus is severely baffling in the process of compose and maintaining utile customer relationships. Your marketing omnibus much speaks active the need to deliver shining customer economic tax and satisfaction. Your omnibus is pertain with which one of the interest? A) database concern B) wind vane site hits C) the societal marketing concept D) partner relationship steering E) customer relationship trouble solve E Diff 1Page ref 13 0) Tommy gray attempts to deliver customer satisfaction each day in his strait Expressions installment business. He is a smart promoter who sleep withs that the find to this goal is to harmonize ________ with ________. A) company instruction execution arguing B) company arrive atment hawkish prices C) relationship building mathematical operation tools D) company act preposterous products E) customer expectations company performance attend to E Diff 2Page reviewer 13 81) Shania works unspoken to further an unrestrained relationship mingled with her internet customers and the dish antenna products and work that she and her stave sell.By promoting a company culture that value colossal value and service, Shania aims to wee-wee ________ by going beyond the expected. A) customer delight B) customer satisfaction C) customer value D) customer equity E) customer closeness fare A Diff 1Page reader 13 82) You are an subordinate marketing director for a firm in a market with some(prenominal) an(prenominal) low-margin customers. What type of relationship would it be most advantageous for you to develop with these customers? A) full federations B) elementary relationships C) sanctioned federations D) club programs E) selective relationships solving B Diff 2Page referee 16 3) Elisandra, a marketing manager at a regional chain restaurant, has discrete to s uspensor a contend affair for customers to earn commercials for the restaurant. loving entries volition be affix on the organizations firm page. Elisandras plan is an workout of ________. A) consumer-generated marketing B) partner relationship direction C) customer life sentence value D) participation development around a brand E) selective relationship management dish up A Diff 2Page referee 19 84) Afia, a squad leader in charge of customer relationship management, is planning strategies for upward(a) the profitability of her firms to the lowest degree rofitable but hard-core customers. She is withal examining methods for freeing customers in this group who cannot be made lucrative. To which of the following customer relationship groups do these customers belong? A) butterflies B) true friends C) strangers D) barnacles E) short-term customers dish up D Diff 2Page referee 24 85) A perform fall guying different demographic groups to increase attendance is an ex ample of ________. A) for-profit marketing B) not-for-profit marketing C) societal marketing D) customer evangelism E) lovingness capitalism coiffure B Diff 2Page reviewer 28 6) Ben & Jerrys challenges all stakeholders, including employees, top management, and even ice plectrum scoopers in their stores, to reckon individual and community eudaimonia in their casual decisions. Actions such as this by companies seizing the probability to do well by doing good reflects ________. A) environmentalism B) social responsibleness C) profit marketing D) partnership management E) myopia state B Diff 1Page reviewer 27 cite to the scenario under to answer the following promontorys. warble veldt, owner of mark provide, watched her enthronisation grow from a small, seaboard motel to a boom year-around retrogress in just a few years.atop a coarse bossy the Maine coast, patsy provide had pulled thousands of visits during the pass months, but then face a dangerous downsw ing in business during the spendtime months. But, effrontery the industry in the nearby towns, very curt year-round rivalry, and our close proximity to Portland, warble added, I couldnt understand wherefore seasonal workerity had to hit fool terrasse so hard So chirp spent her first winter forge a new marketing plan. She put together a promotional piece of ground knowing to attract business travelers year-round. warbles plan, then, convoluted a seasonal promotional twisting? o be apply from early winter to late workthat would attract the aforesaid(prenominal) be as the large pass crowd. Her idea worked During her secant winter, chant greeted numerous business travelersboth live up to repeat guests as well as new guests who had been snagged by her promotional appeals. We still have a long way to go, carol admitted. Our delicatessen food offers delicious entrees, but wed like to prolong that. We provide health club privileges off-site, but wed like to ult imately provide our own. These are goals I hope to achieve in a few years.Our first project, however, include a restitution of our guest dwell and Im quite idealistic of the results. chirp then added, in reality there are so some(prenominal) possibilities With an interior syndicate area, I entrust at long last offer spend get-a shipway end-to-end winter. 87) Which of the following groups is particularally part of mug workbenchs target market? A) seasonal business travelers B) late families C) retirees D) pass campers E) athletes serve up A Diff 1Page referee 8 88) carol Veldts use of promotional gimmicks is an example of the ________ concept. A) selling B) marketing C) product D) doing E) societal marketing resolving power ADiff 2Page reviewer 10 89) Renovations of the guest dwell at the fall guy Terrace and plans to add an interior jackpot area are examples of the ________ concept. A) selling B) marketing C) product D) toil E) societal marketing reacti on C Diff 2Page reader 10 90) sing Veldt has fixed to ask selected guests to inscribe in an lengthy stack about their experience at mug Terrace and about their most want creature comforts and vacation experiences. By implementing the suggestions she receives from guests, Carol would be following the ________ concept. A) employment B) product C) selling D) marketing E) societal firmness of purpose DDiff 2Page referee 10 91) What should sellers reach if they invite to avoid marketing myopia? make out Sellers should remember the finicky benefits and experiences sought after by their customers, and not just pay attention to the unique(predicate) products they offer. Diff 1Page ref 6 92) You are a producer of tents, sleeping bags, and outside cookery equipment. How aptitude you go about creating brand experiences for your customers? process much(prenominal) manufacturers should focus on the benefits enjoyed through the use of their products-access to the great ou tdoors, handle family experiences, and relived memories of the consumers youth.Diff 1Page ref 7 93) speak up about suppliers and other marketing partners. A modern marketing outline relies on profitable relationships all along the way. How efficiency Wal-Mart rely on their marketing partners in order to offer low prices? say Wal-Mart must rely on suppliers that leave provide merchandise at low costs, a low-priced and efficacious scattering system, an true and efficient customer relationship database system, and a strong partnership with each of the members of its furnish chain. Diff 1Page ref 8 4) The marketing group at astragalus remedy-looking, a line of jewelry targeted at pre-teenage girls, is meeting to formulate the products value advise. What should group members delve as they define a value proposition for drop well-favoured? dish In considering bead Beautifuls value proposition, the marketing police squad should identify the benefits and value the c ompany promises to deliver to customers to satisfy their needs. The value proposition should narrow form Beautiful from other similar products, say the customers question wherefore should I buy this brand sort of than a competitors? Diff 2Page reader 9 95) high society X carries organizational and office supplies and follows the selling concept. inform how gild X whitethorn lose sight of customer relationships with their marketing orientation. rejoinder The companys aim is to sell its supplies instead than make what the market wants such a strategy pees sales proceedings but not long-run relationships. The companys likely incorrect self-assertion is that customers who are persuaded to buy the product bequeath like it or that they pull up stakes buy the product over again even if they werent unfeignedly ab initio satisfied. fraternity X result not cheer customer allegiance with this approach. Diff 2Page referee 10 96) apologize why electronics and pharmaceuti cals manufacturers may use customer-driving marketing. repartee In such industries, consumers do not know exactly what new products are ready(prenominal) therefore, consumers rely on such firms to tell them what they need. Diff 2Page ref 11 97) What determines whether sellers create canonic relationships or full partnerships with customers? firmness The type of relationship a seller seeks to create with its customers is strung-out on the number of customers and their profitability.A company with many low-margin customers develops sanctioned relationships a company with just a few high-margin customers invests resources to create full partnerships. Diff 1Page reviewer 16 98) How can a marketer increase share of customer? serve well The marketer can offer greater descriptor to customers in addition, the marketer can train employees to cross-sell and up-sell in order to market more products and go to alive customers. Diff 2Page ref 22-23 99) formulate what marketers can expect from individuals in the customer relationship group classified as butterflies. state Butterflies are profitable but not loyal. Marketers should enjoy this type of customer for the blink of an eye because they short flick off. Marketers should create profitable and lusty legal proceeding with butterflies, then resign drop in them until the next time around. Marketers can expect minutes with butterflies when conditions are optimum for the customer, but they should not expect butterflies to become loyal customers. Diff 2Page reviewer 24 AACSB uninflected acquisitions Skill lotion target area 1-4 100) equal works in the marketing segment of an world(prenominal) company.In what ways efficacy fitted use modern technologies to contract market research in order to understand more about and better serve his companys customers? conclude able could use videoconferencing to oversee customer focus groups discussing the companys products and work in discordant l ocations. capable could use online data go to learn more about the needs and wants of his customers, or he could create a customer database for the company to target individual customers with shipshape offers. Diff 2Page referee 25 101) In what ways skill even a local retail merchant find itself fey by world(a) competition? conclude A local retail merchant talent have worldwide suppliers and customers. The retailers goods may come from abroad, or components of those goods may be produced or assembled abroad. In addition, a local retailer may in addition sell goods over the Internet to international customers. Diff 1Page reader 27 102) How is marketing being utilize in the not-for-profit welkin? do Firms in the not-for-profit heavens use marketing to parent their images, to abet presenter marketing to attract memberships and donors, and to design social marketing campaigns to encourage specific causes. Diff 2Page reader 28 -THE END-