B. In positioning, the marketing department creates an image for the product based on its intended audience. D. Manufacturers are introducing more private-label brands. The consumers then seek out the products to purchase. Tropicana developed a "Win the Perfect Vacation" sweepstakes to complement an advertising campaign theme promoting its grapefruit juice as the perfect beverage. Door-to-door sampling A. cost-covered Compute the amount Clydesdale should report as a deferred tax liability at December 31, 2017. Loyalty programs Descriptive: Surveys and scanner data are used to obtain large-scale stats. Which of the following sales promotion techniques would be most effective for generating excitement or interest in a brand? Which one of the following is NOT a stage in the Product Life Cycle? A push strategy is a marketing approach that aims to get a product or service in front of customers. Price is the final method to redefine our position, by determining which identity serves the company best: high price or low with correlated quality implications. is when one party gets cooperation because it has information the other party seeks. C. Redemption rates for mail-in premium offers are very high. A. push money. A. slotting allowances A. Kraft is concerned that families consume Miracle Whip only on sandwiches, using a tablespoon or two at a time. Societal concerns include charitable or community contributions, local employment stability, environmentally friendly business practices and Corporate Socially Responsible (CSR) firms. A. consumer franchise-building promotion 95. B. point-of-purchase display High value checkout coupons All of the following are examples of trade-oriented sales promotion activities EXCEPT: 9. D. In-pack coupons for any variety of Breton crackers. -Instruments (e.g., questionnaire, focus group moderator guide) to a company attempting to a Which of the following statements about sales promotion programs is true? The various types of samples are as follows: Integration refers back to the back or buy decision that firms face when determining whether to do a distribution function or have someone else undertake the activity. Which of the following statements about on-package sampling is NOT true? 113. A. C. integrated dyadic communications If stars and cash cows are sufficiently profitable, companies can carry dogs and question marks. B. Ralston Purina offers its retail accounts a $3.00 per case discount for all of the dog food it purchases during the month of October. 75. Why are organizations like McDonald's, Wendy's, and Labatt placing more emphasis on sales promotions than ever before? Excel shortcuts[citation CFIs free Financial Modeling Guidelines is a thorough and complete resource covering model design, model building blocks, and common tips, tricks, and What are SQL Data Types? B. a rebate C. Promotional discounting D. Event sampling, 46. Simple random sampleWhen every population element (e.g., a person) has an equal chance of being included in the sample B. A. Coupons C. vertical cooperative advertising Tweaks in the 4Ps may change our core business. The redemption rate for refunds is lower than that for coupons because: Product: Will customers want what your company is prepared to produce? A. cooperative advertising Dare makes Breton snack crackers, which compete with many other brands in the category. A recent study of coupon redemption patterns found that: \end{matrix} B. pull monies It is a system based on the idea that self-expression, ideals, and achievement determine customers' product and brand orientation. 4Ps: B. push monies 5. D. new product fees. Some push oriented activities include advertisements to partners, selective distribution, sales force incentives, price discounts, quantity discounts, financing typically directed at the intermediary, and allowances for marketing activities. It's important to note that positioning is always through the "lens" of the customer/consumers. Which is NOT one of the four classes of goals? D. sales promotion trap, 22. This form of performance-based assessment can take time, so there . D. Event marketing, 105. Surveys for customer satisfaction, -Define marketing and marketing research problem. The next ratings cycle through each hotel asking how it rates on each of a number of attributes. B. A. a slotting fee. B. \hline 227.00 & 19.00 & 44.01 & 48.89 & 4.70 \\ 90. is when one party can make another party do something by taking away benefits or inflicting punishment on the other party. Meet actual demand. His boss indicates that with complicated business purchases, it's not one person making the decision and that each purchase involves different roles. 94. D. to differentiate a brand through image enhancement. Nordica provides sales personnel in ski shops with training classes, detailed manuals, and other tools to help them better understand how to sell the company's ski boots. A. B. media advertising; sales promotions This is an example of: _____ is a practice used by retailers whereby they stock-up on a product at a low deal or off-invoice price and resell it to consumers at higher prices when a promotional period has ended. D. to inspire effort. Marketing information should be gathered constantly, STP: MolsonCoors's heavy financial involvement with and support of freestyle skiing competitions, beach volleyball tournaments, and other sporting events is an example of: It doesn't ask customers what's important in a hotel. Advertising implemented by retailers and paid for by a manufacturer is called: Based on these findings, what form of promotion is most effective for Gillette's Right Guard brand? An end-of-aisle display D. High value coupons and sampling, 32. A. Consumer buying is people buying something for themselves or their household. A. B. D. Loyalty programs, 58. Dare makes Breton snack crackers, which compete with many other brands in the category. 0-$5001$2022-$X3$1964$3505$451, Brian's boss is explaining the concept of buying centers in B2B marketing. This form of communication allows all employees' opinions to be valued and democratizes the decision-making process within organizations. A. Establish an effective distribution network. C. in/on packs Manufacturers are spending more money on media advertising. D. rebate. Using focus groups is an exploratory and descriptive technique where eight to ten consumers discuss products and competitors' products. B. reflects the overall quality of the product and is consistent with its image and positioning The customer makes two kinds of ratings: How does our company rate on a number of attributes? -Design primary data collection. A third method of redefining our position is by place (channels) which includes determining appropriate channels, multi-channels, lower cost channel interactions, and deciding whether to outsource functions to channel partners. Sampling through the mail And how important are each of these attributes? Rebates are used only for consumer durables such as automobiles and appliances. C. sweepstakes; event sponsorship D. Discount trading, 99. B. a. organizing citizens to improve their neighborhoods. C. A rebate award Its objective is to occupy a clear, unique, and advantageous position in the consumer's mind. B. is accomplished through short-term price-oriented promotions A. push money Diverting C. Bonus packs C. exhibitions Conjoint for new products B. a franchise building promotion A. Coupons offer price reductions to consumers who are price sensitive. Perceptual mapping for positioning _____ is advertising supported by raw materials or component part manufacturers to help establish end products making use of their materials. B. B. franchise building promotion B. A 50-cents off coupon on a box of Minute Rice to encourage repurchase. On the other hand, the number of businesses that comprise a customer base will be far fewer than the potentially millions of consumers. D. Slotting allowances are illegal and banned by the federal government. D. Support advertising, 108. B. merchandising support D. can be accomplished through consumer promotions that help build its brand equity, 23. C. rebate A. Instead of trying to appeal to the entire marketplace, smart marketers and smart companies try to find out which customers will like their product and get the product into their hands. The franchisor (the company) benefits include capital, efficiencies and economies of scale, committed people, reduced investment risk, and the ability to focus on core functions (product development). A. C. Image advertising Segmentation: Customers aren't all the same; they vary in their preferences, needs, and resources. Differences between products and services are as follows: Intangibilityservices cannot be evaluated using sight, touch, smell and communicating the benefits is often difficult. Variabilityservice quality differs based on who performs the service unless standardization in service quality is offered through training. Which of the following is NOT a sampling distribution method? Convenience purchases: Staples (standard, frequently consumed goods such as bread or gas) and impulse purchases (candy or National Enquirer available near the check-out stand). Some measures on a dashboard would include sales, profit margins, market share, employee satisfaction, and customer satisfaction. Focus groups are not good for predicting marketplace response, and it is best to follow up focus groups with a survey. Recipe books showing alternative uses for Miracle Whip B. most coupons are redeemed immediately following the initial coupon drop Marketing metrics include profitability, sales, market share, average prices, levels of awareness, penetration in trial, repeat purchases, customer satisfaction, and employee satisfaction. E. Planning eliminates the need for effective leadership. Sampling A. In-store sampling Which of the following types of sales promotions would NOT be used to help in the introduction of a new product? What do customers really want if they can't have all the features and a low price? C. On-package samples can be distributed by attaching them to products not made by the distributing company. C. sales training programs Vertical conflict is among partners at different levels in the channel. C. Bonus packs, trade allowances, and slotting fees 11. The terms push and pull refer to whether the manufacturer targets consumers or channel partners with its marketing communications. D. consumers may think it is of poor quality since samples are being given away, 42. The primary distinction between segmenting businesses and consumers is that the data sources tend to be different. A customer compares brands by the most important attributes or dimensions. Consumers are less likely to redeem a coupon or respond to a price-off deal for a brand they are familiar with than one they know nothing about. D. bonus pack, 65. Which of the following statements about the coordination of advertising and sales promotion efforts is true? Positioning studies are used to understand how customers view a business in the marketplace. The pairs of means are used to plot the attributes in a two-dimensional space. A. Assembly activities. Sampling Low customer involvement: Customers don't care and won't spend time thinking about brands. B. bounce-back Effective Segmentation fits with corporate goals B. A. C. many purchase decisions are made in the store where many sales promotions are found. Causal: Experiments are used to study the effects of manipulated marketing mix variables on measures of sales and customer attitudes. E. all of the above. C. trade promotions; media advertising D. Bauer Hockey Skates. Examples of Using a Pull Marketing Strategy In a pull marketing strategy, a firm markets its product directly to consumers. \quad \text { year beginning March 1 } & \$ 12,900,000 & \$ 10,200,000 \\ For example, many online merchants such as Shoe Station and Zappos offer free shipping and free return shipping to encourage consumers to shop online. Primary data requires that marketers design a study, collect and analyze data; answers can be quite precise. A. free premium $7,500 This company elects to market a single product to two or more segments. Targeting: Attracting some of those customers makes better sense than going after others. C. sweepstakes D. a spiff. A strategy in which a firm increases demand for its products and draws (pulls) consumers to the product. Because they are easier to enter, _____ attract more entries than _____ and have become a more widely used sales promotion technique. This method uses averages so one attribute can't make or break a brand. Marketing research gathers those facts through design, collection, interpretation, and reporting of facts. C. Large companies with popular brands are the most likely to have to pay slotting allowances. Development of a strategic plan along with tactical plans for implementation Price: Will customers pay what you would like to charge? \hline 230.67 & 19.20 & 44.79 & 47.64 & 5.10 \\ It's important for a company to oversee multiple measures to manage the company optimally. Trade sales promotions have a better track record than pull strategies. D. $0.75, 54. They predict that the redemption rate will be 5%. This payment is known as: D. To enhance advertising and marketing efforts, 31. A. b Assembly activities. A. C. the copy and layout of the coupon B. Probability sampleImplies the probability of selecting any respondent from the population into the sample is known C. more effort is required. A. bounce-back Volume can be increased by an increase in market share or an increase in market size. A. growth stage A. Spiffs Some examples of building upon their gross motor skills include: hopscotch and skipping trampoline jumping swimming playing musical instruments The takeaway Accompanying you child through. 25. D. In-or on-package sampling, 43. B. The advantage of online surveys is _______. C. Sampling through the mail Additionally, this open dialogue allows . C. Consumer confusion when they shop at their local store A. introduction stage Eastern Canadian Sea Foods devotes most of its marketing budget to trade discounts in the form of off-invoice and promotional allowances so its canned tuna and salmon brands can remain price competitive with private label brands. D. Even large manufacturers with popular brands and large promotional budgets always have to pay slotting fees. 49. Manufacturers can use any of the marketing mix variables to push to partners or encourage pull from consumers. Sample B cash cows are sufficiently profitable, companies can carry dogs and question marks and! 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