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Question #1

occurs when the service provider is available but there is no demand for the service

A idle production capacity

B traditional auction

C ethics

D market-product grid

Question #2

the four unique elements that distinguish services from goods: intangibility, inconsistency, inseparability, and inventory

A four I’s of services

B product differentiation

C e-marketplaces

D self-regulation

Question #3

products organizations buy that assist in providing other products for resale. Also called B2B products or industrial products.

A business products

B buy classes

C market segmentation

D consumerism

Question #4

products purchased by the ultimate consumer

A buying center

B regulation

C consumer products

D licensing

Question #5

intangible activities or benefits that an organization provides to satisfy consumers’ needs in exchange for money or something else of value

A competition

B joint venture

C services

D organizational buying behavior

Question #6

a good, service, or idea consisting of a bundle of tangible and intangible attributes that satisfies consumers’ needs and is received in exchange for money or something else of value

A product

B exporting

C Internet of Things (IoT)

D derived demand

Question #7

a means of displaying in two dimensions the location of products or brands in the minds of consumers to enable a manager to see how they perceive competing products or brands, as well as the firm’s own product or brand

A perceptual map

B currency exchange rate

C organizational buyers

D marketspace

Question #8

changing the place a product occupies in a consumer’s mind relative to competitive products

A technology

B business-to-business marketing

C back translation

D product repositioning

Question #9

the place a product occupies in consumers’ minds based on important attributes relative to competitive products

A subcultures

B product positioning

C economy

D cultural symbols

Question #10

a concept that suggest 80 percent of a firm’s sales are obtained from 20 percent of its customers

A Foreign Corrupt Practices Act (1977)

B 80/20 rule

C family life cycle

D culture

Question #11

the quantity consumed or patronage (store visits) during a specific period. Also called frequency marketing

A usage rate

B subcultures

C protectionism

D multicultural marketing

Question #12

a framework to relate the market segments of potential buyers to products offered or potential marketing actions

A baby boomers

B market-product grid

C balance of trade

D family life cycle

Question #13

a marketing strategy that involves a firm using different marketing mix actions to help consumers perceive the product as being different and better than competing products

A product differentiation

B trade feedback effect

C brand community

D environmental scanning

Question #14

involves aggregating prospective buyers into groups, or segments, that (1) have common needs and (2) will respond similarly to a marketing action

A countertrade

B demographics

C market segmentation

D reference groups

Question #15

a company offers the right to a trademark, patent, trade secret, or other similarly values item of intellectual property in return for a royalty or a fee

A word of mouth

B marketing tactics

C reverse auction

D licensing

Question #16

a global market-entry strategy in which a foreign company and a local firm invest together to create a local business in order to share ownership, control, and profits of the new company

A joint venture

B marketing strategy

C traditional auction

D opinion leaders

Question #17

a global market-entry strategy in which a company produces products in one country and sells them in another country

A e-marketplaces

B exporting

C points of difference

D beliefs

Question #18

the price of one country’s currency expressed in terms of another country’s currency

A market segmentation

B currency exchange rate

C buy classes

D attitude

Question #19

the practice where a translated world or phrase is retranslated into the original language by a different interpreter to catch errors

A back translation

B brand loyalty

C buying center

D SWOT analysis

Question #20

things that represent ideas and concepts in a specific culture

A situation analysis

B learning

C organizational buying behavior

D cultural symbols

Question #21

A law, amended by the International Anti-Dumping and Fair Competition Act (1998), that makes it a crime for US corporations to bribe an official of a foreign government or political party to obtain or retain business in a foreign country

A derived demand

B strategic marketing process

C perceived risk

D Foreign Corrupt Practices Act (1977)

Question #22

what is considered normal and expected about the way people do things in a specific country

A organizational buyers

B diversification analysis

C perception

D customs

Question #23

a society’s personally or socially preferable modes of conduct or states of existence that tend to persist over time

A values

B personality

C business portfolio analysis

D business-to-business marketing

Question #24

A marketing metric

B cross-cultural analysis

C mission

D motivation

Question #25

the clandestine collection of trade secrets or proprietary information about competitors

A core values

B economic espionage

C involvement

D marketing dashboard

Question #26

consumer groups living in many countries or regions of the world who have similar needs or seek similar features and benefits from products or services

A global consumers

B relationship marketing

C idle production capacity

D strategy

Question #27

a brand marketed under the same name in multiple countries with similar and centrally coordinated marketing programs

A global brand

B profit

C four I’s of services

D customer value

Question #28

views the world as one market and emphasizes cultural similarities across countries or universal consumer needs and wants rather than differences

A environmental forces

B transnational firm

C utility

D business products

Question #29

views the world as consisting of unique parts and markets to each part differently (ex: Mr. Clean)

A multinational firm

B consumer products

C customer value proposition

D organizational buyers

Question #30

engages in trade and marketing in different countries as an extension of the marketing strategy in its home country

A services

B international firm

C ultimate consumers

D market mix

Question #31

a strategy used by transnational firms that employ the practice of standardizing marketing activities when there are cultural similarities and adapting them when cultures differ

A global marketing strategy

B target market

C product

D product

Question #32

a strategy used by multinational firms that have as many different product variations, brand names, and advertising programs as countries in which they do business

A market orientation

B perceptual map

C market

D multidomestic marketing strategy

Question #33

exists when firms originate, produce, and market their products and services worldwide

A exchange

B global competition

C product repositioning

D societal marketing concept

Question #34

a permanent institution that sets rules governing trade between its members through panels of trade experts who decide on trade disputes between members and issue binding decisions

A World Trade Organization (WTO)

B marketing concept

C marketing

D product positioning

Question #35

a restriction placed on the amount of a product allowed to enter or leave a country

A quota

B 80/20 rule

C market segments

D multicultural marketing

Question #36

government taxes on products or services entering a country that primarily serve to raise prices on imports

A marketing program

B generation Y

C usage rate

D tariffs

Question #37

the practice of shielding one or more industries within a country’s economy from foreign competition through the use of tariffs or quotas

A customs

B protectionism

C generation X

D marketing program

Question #38

the difference between the monetary value of a nation’s exports and imports

A values

B baby boomers

C balance of trade

D relationship marketing

Question #39

increased demand for exports of other nations energizes their economic activity, resulting in higher national income, which stimulates their demand for imports

A cross-cultural analysis

B environmental scanning

C trade feedback effect

D customer value

Question #40

the practice of using barter rather than money for making global sales

A economic espionage

B demographics

C environmental forces

D countertrade

Question #41

in an e-marketplace, an online auction in which a buyer communicates a need for a product or service and would-be suppliers are invited to bid in competition with one another

A marketing tactics

B customer value proposition

C reverse auction

D global consumers

Question #42

in an e-marketplace, an online auction in which a seller puts an item up for sale and would-be buyers are invited to bid in competition with one another

A marketing strategy

B traditional auction

C market mix

D global brand

Question #43

online trading communities that bring together buyers and supplier organizations to make possible the real time exchange of information, money, products, and services. Also called B2B exchanges or e-hubs.

A target market

B points of difference

C e-marketplaces

D transnational firm

Question #44

consist of three types of organizational buying situations: straight rebuy, new buy, and modified rebuy

A multinational firm

B market

C buy classes

D market segmentation

Question #45

the group of people in an organization who participate in the buying process and share common goals, risks, and knowledge important to a purchase decision

A business portfolio analysis

B buying center

C international firm

D exchange

Question #46

the decision-making process that organizations use to establish the need for products and services and identify, evaluate, and choose among alternative brands and suppliers

A marketing

B marketing metric

C organizational buying behavior

D global marketing strategy

Question #47

the demand for industrial products and services that is driven by, or derived from, the demand for consumer products and services

A perception

B multidomestic marketing strategy

C derived demand

D marketing dashboard

Question #48

those manufacturers, wholesales, retailers, service companies, not-for-profit organization, and government agencies that buy products and services for their own use or for resale

A global competition

B personality

C marketing plan

D organizational buyers

Question #49

the marketing of products and services to companies, governments, or not-for-profit organizations for use in the creation of products and services that they can produce and market to others

A customs

B business-to-business marketing

C market share

D motivation

Question #50

subgroups within the larger, or national, culture with unique values, ideas, and attitudes

A goals

B values

C involvement

D subcultures

Question #51

the distinct phases that a family progresses through from formation to retirement, each phase bringing with it identifiable purchasing behaviors

A purchase decision process

B family life cycle

C business

D cross-cultural analysis

Question #52

a specialized group of consumers with a structured set of relationships involving a particular brand, fellow customers of that brand, and the product in use

A economic espionage

B organizational culture

C cause marketing

D brand community

Question #53

people to whom an individual looks as a basis for self-appraisal or as a source of personal standards

A green marketing

B mission

C reference groups

D global consumers

Question #54

the influencing of people during conversations

A social responsibility

B global brand

C core values

D word of mouth

Question #55

individuals who exert direct or indirect social influence over others

A utilitarianism

B strategy

C transnational firm

D opinion leaders

Question #56

a consumer’s subjective perception of how a product or brand performs on different attributes based on personal experience, advertising, and discussions with other people

A multinational firm

B beliefs

C profit

D moral idealism

Question #57

a learned predisposition to respond to an object or class of objects in a consistently favorable or unfavorable way

A code of ethics

B attitude

C international firm

D utility

Question #58

a favorable attitude toward and consistent purchase of a single brand over time

A marketing metric

B societal marketing concept

C brand loyalty

D subcultures

Question #59

those behaviors that result from (1) repeated experience and (2) reasoning

A marketing dashboard

B marketing concept

C learning

D family life cycle

Question #60

the anxiety felt because the consumer cannot anticipate the outcomes of a purchase but believes there may be negative consequences

A market segments

B perceived risk

C marketing plan

D brand community

Question #61

the process by which an individual selects, organizes, and interprets information to create a meaningful picture of the world

A marketing program

B perception

C market share

D reference groups

Question #62

a person’s consistent behaviors or responses to recurring situations

A goals

B personality

C relationship marketing

D word of mouth

Question #63

the energizing force that stimulates behavior to satisfy a need

A customer value

B motivation

C opinion leaders

D business

Question #64

the personal, social, and economic significance of the purchase to the consumer

A involvement

B beliefs

C organizational culture

D environmental forces

Question #65

the five stages a buyer passes through in making choices about which products and services to buy: (1) problem recognition, (2) information search, (3) alternative evaluation, (4) purchase decision, and (5) post-purchase behavior

A purchase decision process

B customer value proposition

C mission

D attitude

Question #66

occurs when the charitable contributions of a firm are tied directly to the customer revenues produced through the promotion of one of its products

A cause marketing

B core values

C market mix

D brand loyalty

Question #67

marketing efforts to produce, promote, and reclaim environmentally sensitive products

A target market

B strategy

C learning

D green marketing

Question #68

the idea that organizations are part of a larger society and are accountable to that society for their actions

A profit

B perceived risk

C market

D social responsibility

Question #69

a personal moral philosophy that focuses on “the greatest good for the greatest number” by assessing the costs and benefits of the consequences of ethical behavior

A exchange

B opinion leaders

C utility

D utilitarianism

Question #70

a personal moral philosophy that considers certain individual rights or duties as universal, regardless of the outcome

A marketing

B organizational buyers

C beliefs

D moral idealism

Question #71

a formal statement of ethical principles and rules of conduct

A attitude

B ultimate consumers

C derived demand

D code of ethics

Question #72

a law that codified the ethics of exchange between buyers and sellers, including the rights to safety, to be informed, to choose, and to be heard

A Consumer Bill of Rights (1962)

B brand loyalty

C societal marketing concept

D organizational buyers

Question #73

the moral principles and values that govern the actions and decisions of an individual or group

A marketing concept

B business-to-business marketing

C learning

D ethics

Question #74

an alternative to government control whereby an industry attempts to police itself

A market segments

B perceived risk

C self-regulation

D subcultures

Question #75

a grassroots movement started in the 1960s to increase the influence, power, and rights of consumers in dealing with institutions

A marketing program

B consumerism

C perception

D family life cycle

Question #76

restrictions state and federal laws place on a business with regard to the conduct of its activities

A brand community

B personality

C regulation

D relationship marketing

Question #77

the alternative firms that could provide a product to satisfy a specific market’s needs

A customer value

B competition

C motivation

D reference groups

Question #78

the network of products embedded with connectivity-enabled electronics

A environmental forces

B word of mouth

C Internet of Things (IoT)

D personality

Question #79

an information- and communication-based electronic exchange environment mostly occupied by sophisticated computer and telecommunication technologies and digital offerings

A marketspace

B motivation

C marketing program

D customer value proposition

Question #80

inventions or innovations from applied science or engineering research

A technology

B market mix

C relationship marketing

D involvement

Question #81

pertains to the income, expenditures, and resources that affect the cost of running a business and household

A customer value

B purchase decision process

C economy

D target market

Question #82

the set of values, ideas, and attitudes that are learned and shared among the members of a group

A culture

B cause marketing

C ethics

D environmental forces

Question #83

combinations of the marketing mix that reflect the unique attitudes, ancestry, communication preferences, and lifestyles of different races

A green marketing

B multicultural marketing

C self-regulation

D customer value proposition

Question #84

includes the 72 million Americans born between 1977 and 1994. Also called the echo-boom or the baby boomlet

A market mix

B consumerism

C generation Y

D social responsibility

Question #85

includes the 50 million people born between 1965 and 1976. Also called the baby bust

A utilitarianism

B generation X

C regulation

D target market

Question #86

includes the generation of 76 million children born between 1946 and 1964

A baby boomers

B moral idealism

C market

D competition

Question #87

the process of continually acquiring information on events occurring outside the organization to identify and interpret potential trends

A perception

B code of ethics

C exchange

D environmental scanning

Question #88

describing a population according to selected characteristics such as age, gender, ethnicity, income, and occupation

A personality

B marketing

C market orientation

D demographics

Question #89

the detailed day-to-day operational marketing actions for each element of the marketing mix that contribute to the overall success of marketing strategies

A organizational culture

B marketing tactics

C societal marketing concept

D motivation

Question #90

the means by which a marketing goal is to be achieved, usually characterized by a specified target market and a marketing program to reach it

A involvement

B marketing concept

C mission

D marketing strategy

Question #91

those characteristics of a product that make it superior to competitive substitutes

A core values

B purchase decision process

C points of difference

D market segments

Question #92

involves aggregating prospective buyers into groups, or segments, that (1) have common needs and (2) will respond similarly to a marketing action

A cause marketing

B strategy

C marketing program

D market segmentation

Question #93

an acronym describing an organization’s appraisal of its internal Strengths and Weaknesses and its external Opportunities and Threats

A green marketing

B profit

C SWOT analysis

D relationship marketing

Question #94

taking stock of where the firm a product has been recently, where it is now, and where it is headed in terms of the organization’s marketing plans and the external forces and trends affecting it

A situation analysis

B social responsibility

C utility

D customer value

Question #95

the approach whereby an organization allocates its marketing mix resources to reach its target markets

A organizational buyers

B environmental forces

C utilitarianism

D strategic marketing process

Question #96

a technique that helps a firm search for growth opportunities from among current and new market as well as current and new products

A moral idealism

B ultimate consumers

C customer value proposition

D diversification analysis

Question #97

a technique that managers use to quantify performance measures and growth targets to analyze their firms’ strategic business units (SBUs) as though they were a collection of separate investments

A environmental scanning

B product

C self-regulation

D business portfolio analysis

Question #98

a measure of the quantitative value or trend of a marketing action or result

A utility

B marketing metric

C demographics

D consumerism

Question #99

the visual display of the essential information related to achieving a marketing objective

A marketing tactics

B marketing dashboard

C regulation

D organizational buyers

Question #100

a road map for the marketing actions of an organization for a specified future time period, such as one year or five years

A marketing strategy

B competition

C ultimate consumers

D marketing plan

Question #101

the ratio of sales revenue of the firm to the total sales revenue of all firms in the industry, including the firm itself

A points of difference

B market share

C environmental forces

D product

Question #102

statements of an accomplishment of a task to be achieved, often by a specific time. Also called objectives

A market segmentation

B market orientation

C customer value proposition

D goals

Question #103

the clear, broad, underlying industry or market sector of an organization’s offering

A business

B market mix

C SWOT analysis

D societal marketing concept

Question #104

the set of values, ideas, attitudes, and norms of behavior that is learned and shared among the members of an organization

A situation analysis

B target market

C marketing concept

D organizational culture

Question #105

a statement of the organization’s function in society that often identifies its customers, markets, products, and technologies. Often used interchangeably with vision

A market

B market segments

C strategic marketing process

D mission

Question #106

the fundamental, passionate, and enduring principles of an organization that guide its conduct over time

A marketing program

B Internet of Things (IoT)

C exchange

D core values

Question #107

an organization’s long-term course of action designed to deliver a unique customer experience while achieving its goals

A relationship marketing

B marketspace

C strategy

D marketing

Question #108

the money left after a for-profit organization subtracts its total expenses from its total revenues and is the reward for the risk it undertakes in marketing its offerings

A technology

B profit

C market segmentation

D baby boomers

Question #109

the benefit or customer value received by users of the product

A utility

B SWOT analysis

C environmental scanning

D economy

Question #110

those manufacturers, wholesalers, retailers, service companies, not-for-profit organizations, and government agencies that buy products and services for their own use and for resale

A situation analysis

B demographics

C organizational buyers

D culture

Question #111

the people who use the products and services purchased for a household (also called consumers, buyers, or customers)

A marketing tactics

B customer value

C strategic marketing process

D ultimate consumers

Question #112

a good, service, or idea consisting of a bundle of tangible and intangible attributes that satisfies consumers’ needs and is received in exchange for money or something else of value

A environmental forces

B product

C marketing strategy

D diversification analysis

Question #113

an organization with a _____ focuses its efforts on (1) continuously collecting information about customers’ needs, (2) sharing this information across departments, and (3) using it to create customer value

A points of difference

B customer value proposition

C market orientation

D business portfolio analysis

Question #114

the view that organizations should satisfy the needs of consumers in a way that provides for society’s well-being

A societal marketing concept

B marketing metric

C baby boomers

D market mix

Question #115

the idea that an organization should (1) strive to satisfy the needs of consumers while also (2) trying to achieve the organization’s goals

A marketing concept

B marketing dashboard

C target market

D environmental scanning

Question #116

the relatively homogeneous groups of prospective buyers that (1) have common needs and (2) will respond similarly to a marketing action

A market segments

B customer value proposition

C business

D demographics

Question #117

a plan that integrates the marketing mix to provide a good, service, or idea to prospective buyers

A organizational culture

B marketing tactics

C market mix

D marketing program

Question #118

links the organization to its individual customers, employees, suppliers, and other partners for their mutual long-term benefit

A relationship marketing

B target market

C marketing strategy

D mission

Question #119

the unique combination of benefits received by targeted buyers that includes quality, convenience, on-time delivery, and both before-sale and after-sale service at a specific price

A market

B points of difference

C customer value

D core values

Question #120

the uncontrollable forces that affect a marketing decision and consist of social, economic, technological, competitive, and regulatory forces

A strategy

B exchange

C market segmentation

D environmental forces

Question #121

the cluster of benefits that an organization promises customers to satisfy their needs

A customer value proposition

B market

C profit

D marketing

Question #122

the controllable factors – product, price, promotion, and place – that can be used by the . marketing manager to solve a marketing problem

A exchange

B utility

C market mix

D market orientation

Question #123

one or more specific groups of potential consumers toward which an organization directs its marketing program

A relationship marketing

B marketing

C target market

D societal marketing concept

Question #124

people with both the desire and the ability to buy a specific offering

A customer value

B market mix

C marketing concept

D market

Question #125

the trade of things of value between buyer and seller so that each is better off after the trade

A environmental forces

B market segments

C exchange

D target market

Question #126

the activity, set of instructions, and processes for creating, communicating, delivering, and exchanging offerings that have value for customers, clients, partners, and society at large

A marketing

B market

C marketing program

D customer value proposition

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