a. Asymmetric idea b. Score227.00230.67230.67STR19.0017.9019.20TSAL44.0140.1744.79INC48.8943.9147.64SGL4.704.605.10. Understanding power structure and handling conflict are important to channel success. With a _____, consumers compete for prizes and/or money on the basis of skills or ability, while with a _____, winners are determined purely by chance. 4. Some measures will confirm advantages over competitors while other measures can serve as a diagnostic in identifying problems. Specialty purchases: A new car, fashion shows, an expensive laptop computer. D. Sales promotion techniques such as contests and premium offers are often used to draw attention to an ad, increase involvement with the ad, and help build relationships with consumers. B. can be done with carefully planned sales promotion programs The response variable is the mean score on the MCAS (Massachusetts Comprehensive Assessment System) exam given in May 1998 to 10th graders. B. premium. A pull marketing strategy, also called a pull promotional strategy, refers to a strategy in which a firm aims to increase the demand for its products and draw (pull) consumers to the product. B. A(n) _____ is an offer of an item of merchandise or service either free or at a reduced price that is used to provide an extra to purchase. A. event marketing B. Unfortunately, this approach . Typically, a focus group should include _________. Type of Firm includes non-profits, retailers, hospitals, degree of formality and centralization. D. transference charging, 98. Guerrilla marketing stunt c. Audience leverage point d. Empathetic persuasion Question 2 The oldest, most widely used, and most effective sales promotion tool is: C. integrated dyadic communications D. National accounts' reluctance to run different promotions in different regions, 37. In order to provide an incentive to a current user to purchase Breton instead of other cracker brands when the consumer next goes shopping, which of the following sales promotion tools would work best for Dare? D. account-specific marketing, 19. This form of performance-based assessment can take time, so there . Which one of the following is NOT a stage in the Product Life Cycle? A. consumers tend to be loyal to their favourite brands. New buy: You're buying teeth whitening strips for the first time and think what attributes must you consider. D. event marketing, 82. It's important for a company to oversee multiple measures to manage the company optimally. is when by size or expertise, one party can make claims and threats that encourage the other party to conform. b. changing the physical environment. D. bonus pack, 66. They distributed 1,000,000 promotional packages, at a cost of $20,000 for design and production. D. Loyalty programs, 58. Typically the position of a company's product, product line, or brand is displayed relative to their competition. C. vertical cooperative advertising Perceptual mapping for positioning D. Mail-in premiums offer immediate reinforcement to the purchaser. The tremendous decrease in the number of new products A. distracts consumers from the firm's main reason for existing The toy company Hasbro teamed with the retailer Toys R Us to create direct mail booklets offering discounts on Hasbro toys good only at Toys R Us stores. C. 40 A. Companies such as ____ manufacturers with wide product lines use cross-ruff coupons to encourage consumers to try other products or brands. a person may not be retried for the same crime. 21. A brand with small share in a market that is not growing is called a, Apple's iPod brand has a relatively large share in a growing market, and thus is best classified as a. Sampling through the mail B. Self-liquidating premiums A. Trade allowances are detracting from the image of the retailers who carry their brands. Greater expenses resulting from fragmented efforts When segmenting the market, marketers integrate their knowledge of the marketplace with appropriate customer data which gives insight into similarities in customer needs and preferences. 14. Most retailers want to be involved with rebate programs. C. sales training programs is when one party gets cooperation because it has information the other party seeks. This is an example of: Niche markets are not different from segments; they are usually just smaller. Models can be made more complex by bringing in weights to express how important the attributes are to the customer. A. coupons Conjoint Analysis for testing attributes A. cost-covered 75. Network methods to identify opinion leaders in buzz marketing. Through the marketing activities above, Colin is utilizing a pull strategy creating consumer demand and pulling consumers, retailers, and distributors to his product. Which of the following promotion tools is less likely to be used when the goal of the marker is to build brand equity? C. subsidized Monies that must be paid to a retailer so they will take on a company's new product are known as: C. instant A pull marketing strategy is illustrated as follows: As illustrated above, a pull marketing strategy involves a business using marketing activities to pull consumers to its products. Focus groups for concept testing is a form of multi-size expansion that allows the company to retain some control without complete ownership of capital expenditure. Trade allowances often are not passed on to consumers in the form of lower prices. 84. Which of the following is NOT an advantage inherent in the use of coupons as a sales promotion tool? This company serves multiple segments, marketing a different product to each segment. d. What is the predicted score if everything else is the same as in part (c) except INC === 80?80 ?80? Sellers prefer to produce large quantities of a limited number of goods, but buyers prefer smaller quantities of a wider variety of goods. D. the payoff is larger. This process is known as blank_______. Which of the following is NOT an example of a point-of-purchase display? 76. D. promotional traps. When calculating the costs of a couponing program, marketers should consider all of the following EXCEPT: Promotion: What can you tell your customers, or do for them, to entice them to purchase? C. same purchase Targeting: Attracting some of those customers makes better sense than going after others. A. Horizontal cooperative advertising Maturity: Revenue peaks but profit margins erode due to high competition. C. Orange Crush. The franchisee (local owner) benefits include well-known brand, market awareness, supplier relationships, training, and support. A. A. off-invoice allowance A. B. Attribute-based Approach: To create a map based on attributes, customers complete a survey. C. build an Eastern Canadian brand identity and image Examples include: An increased focus on religion or religious activity 4 Disorientation or disjointed thinking Enhanced creativity or inventiveness (often perceived as a "breakthrough" or an epiphany) Flight of ideas (a rapid succession of thoughts that shoot from one idea to the next) 5 Racing thoughts (a rapid stream of thought, often repetitive) A. It's about carving out a spot in the competitive landscape, putting your stake in the ground, and winning mindshare in the marketplace - being known for a certain "something.". D. 55%, 102. Using the scale of 1 (not very important) to 7 (extremely important), participants rate the same categories again (water sports, meals included, available excursions, nice rooms and good quality for money). For example, many online merchants such as Shoe Station and Zappos offer free shipping and free return shipping to encourage consumers to shop online. B. vertical cooperative List of Excel Shortcuts C. frequent patronage programs A market segment is a group of customers who share similar inclinations towards a brand. Why are organizations like McDonald's, Wendy's, and Labatt placing more emphasis on sales promotions than ever before? \hline A. A. price-off deal. A survey estimates that approximately ________ of consumer purchase decisions are unplanned, i.e. B) Ensure that the audit team is independent. Geographic include country and sales force coverage. Examples of Using a Pull Marketing Strategy In a pull marketing strategy, a firm markets its product directly to consumers. D. Bauer Hockey Skates. D. to differentiate a brand through image enhancement. The contest or sweepstakes offer may overshadow the brand. B. generally elicit immediate response from consumers D. In-or on-package sampling, 43. Retailers are not justified in charging slotting allowances since most new products are successful. 7. C. assist consumers to experience the brand directly A. contests; sweepstakes Interviews to study company's employees B. most coupons are redeemed immediately following the initial coupon drop B. nonfranchise-building promotion D. To enhance advertising and marketing efforts, 31. C. rebate This can be contrasted with a pull strategy that aims to generate demand by promoting a brand to end-customers. The value of the free in-pack premium Sampling through the media C. A trade show Which of the following sales promotion techniques would be most effective for generating excitement or interest in a brand? Door-to-door sampling 8. Inseparability in services the production and consumption cannot be separated. A recent study of coupon redemption patterns found that: C. refund offer D. Discount trading, 99. A. can really only be accomplished through advertising A(n) _______ is an important promotional tool because it can help an advertiser obtain more in-store merchandising of products. 50. Some measures on a dashboard would include sales, profit margins, market share, employee satisfaction, and customer satisfaction. A. consumer promotions; media advertising C. Companies want promotions that require consumer involvement with their brands. The consumers then seek out the products to purchase. Couponing D. instant, 59. B. sweepstakes; contests Product: Will customers want what your company is prepared to produce? 5. Choose one answer. Coupons, bonus packs, premiums, and samples are promotional offers that are targeted toward: 7. A business customer is an agent buying something on behalf of an organization. ScoreSTRTSALINCSGL227.0019.0044.0148.894.70230.6717.9040.1743.914.60230.6719.2044.7947.645.10\begin{array}{|c|c|c|c|c|} B. This company focuses on a single segment and has multiple offerings for the segment. Primary data requires that marketers design a study, collect and analyze data; answers can be quite precise. A. sweepstakes; contest \hline 227.00 & 19.00 & 44.01 & 48.89 & 4.70 \\ A. joint sales promotions D. Coupons can encourage non-users to try a brand. The customer then compares the brand on the next important attribute and so forth, until only one brand is left. A. To be more specific, Colin ran several Facebook and Instagram advertisements, worked with YouTube influencers to create video promotions and got his product featured on a technology news website. B. 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