Question # 1

Sales force compensation should direct the sales force toward activities that are consistent with ___________ .

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overall company strategies

overall marketing objectives

overall company objectives

overall department objectives

all of the above

Ernst Engel's laws generally have been supported by recent studies. He discovered that as family income rises, the percentage spent on ________ declines and the percentage spent on ________ remains about constant

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food; clothing

clothing; recreation/ entertainment

food; housing

All of the following are part of habitual buying behavior except which one?

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Consumers search extensively for information about brands

Consumer behavior does not pass through the usual belief-attitude-behavior sequence

Ad repetition creates brand familiarity rather than brand conviction

None of the above

Why does Procter & Gamble offer products that complete with one another on the same supermarket shelves?

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Different people want a greater selection

Different people want different mixes of benefits from the products they buy

Procter & Gamble has little competition

Retailers request it

Hybrid marketing systems are also called ________ .

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dual distribution systems

multichannel distribution systems

administered franchises

horizontal multichannel systems

Which of the following will likely not be revealed in a test market'?

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Price sensitivity

Time of day the typical purchase is made

Consumers reactions to an end-of-aisle display

None of the above

When a firm attempts to increase sales during the maturity stage of the PLC by changing one or more marketing mix elements, it is __________

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modifying the marketing mix

changing promotion

improving advertising

increasing promotion budget

Merchandising _________ are corporations that combine several' different retailing forms under central ownership.

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conglomerates

agents

brokers

franchises

Wainwright Industries has built a new prototype riding lawnmower especially for women. Joe .Wainwright and his staff have incorporated the functional features and must now convey the ___________ .

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image

advertising

safety features

intended psychological characteristics

This type of store offers no home deliveries and often accepts no credit cards; however. this type of store does offer ultralow prices and deals on selected branded merchandise. What is it called?

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A superstore

A specialty store

A warehouse club

chain store

The recent rash of business scandals and increased concerns about the environment have created fresh interest in the issues of _________ and _______ .

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ethics; promotion responsibility

ethics; social responsibility

finances; employee discrimination

management ethics; insider trading

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