Marketing is the process of: a) promoting products through personal selling and advertising to develop and maintain favorable relationships with customers and stakeholders.
b) creating, distributing, promoting, and pricing products to facilitate satisfyin

creating, distributing, promoting, and principle products to facilitate satisfying exchange relationships with customers and to develop and maintain favorable relationships with stakeholders in a dynamic environment

The focal point of all marketing activities is
a. products
b. the marketing mix
c. profits
d. sales
e. customers

customers

Organizations should define themselves not according to the products they produce but according to
a. how profitable they are
b. the price of their stock
c. the abundance of their product selection
d. how they treat employees
e. how they satisfy customers

e. how satisfy customers

The definition of marketing implies that ______ should receive benefits from exchange relationships.
a) only customers
b) only businesses
c) company management
d) both customers and businesses
e) only the most important customers

d. both customers and businesses

The primary value that a marketer expects to receive from a customer in an exchange relationship is
a) the price charged for the product.
b) customer satisfaction.
c) references to other potential customers.
d) quality merchandise that meets expectations.

a. the price charged for the product

A target market
a) involves a large number of customers.
b) is a specific group of customers on whom a company focuses its marketing efforts.
c) already has several competitors vying for customers' business.
d) is the same as a salesperson's prospective c

b. is a specific group of customers on whom a company focuses its marketing efforts

Kashi Heart to HeartTM cereal is aimed at people concerned about their heart health. These people represent the Kashi
a) marketing mix.
b) marketing strategy.
c) target market.
d) marketing tactic.
e) consumer advocates.

target market

SunnyD is aimed at mothers with children under age twelve. These mothers represent SunnyD's
a) target market.
b) consumer advocates.
c) marketing strategy.
d) marketing mix.
e) marketing tactic.

a. target market

Distribution, price, promotion, and product are all elements of
a) marketing strategy.
b) the marketing mix.
c) a target market.
d) a consumer good.
e) a business strategy.

b. the marketing mix

A marketing manager decides what combination of variables is needed to satisfy customers' needs for a general type of product. What are the essential variables that the marketing manager combines?
a) Product, price, distribution, and promotion variables
b

a. product, price, distribution, and promotion variables

The marketing mix is built around the
a) product.
b) company.
c) customer.
d) employee.
e) retail outlet.

c. customer

Marketing managers strive to develop a marketing mix that
a) minimizes marketing costs.
b) matches what competitors are offering.
c) best matches the abilities of the firm.
d) matches the needs of the target market.
e) generates the highest level sales

d. matches the needs of the target market

The product variable of the marketing mix can include all of the following except
a) creation of brand names.
b) consumer perception of the product price.
c) development of product packaging.
d) warranty issues.
e) repair services.

b. consumer perception of the product price

The three basic forms that a product can take are
a) markets, products, and images.
b) goods, ideas, and intangibles.
c) brands, services, and tangibles.
d) services, ideas, and goods.
e) ideas, services, and things.

d. services, ideas, and goods

A physical product you can touch is a(n)
a) service.
b) good.
c) idea.
d) concept.
e) philosophy.

b. good

The application of mechanical and human efforts to either people or objects to provide intangible benefits to customers is known as a(n)
a) issue.
b) experience.
c) idea.
d) good.
e) service.

e. service

Which of the following companies is the best example of a service marketer?
a) FedEx
b) Sony
c) Abercrombie & Fitch
d) The Democratic Party
e) General Electric

a. Sony

Mothers Against Drunk Driving (MADD) is a group that works to change attitudes and laws about driving under the influence of alcohol. MADD primarily markets
a) goods.
b) ideas.
c) services.
d) political figures.
e) applications.

b. ideas

The Church of the Latter Day Saints has used advertising for many years to market its
a) goods.
b) services.
c) experiences.
d) production.
e) ideas.

e. ideas

Which of the following is most likely to be an idea marketer?
a) Car salesperson
b) Airline pilot
c) Attorney
d) Abuse counselor
e) Orthodontist

d. abuse counselor

Deciding to add gel insoles to its running shoes would be a change in the _____ element of the marketing mix for Nike.
a) price
b) good
c) product
d) promotion
e) distribution

c. product

Making modifications to packaging or brand names involves the _____ component of the marketing mix.
a) price
b) promotion
c) market
d) distribution
e) product

e. product

Issues of inventory levels and storage costs are both concerns relating to the _____ variable of the marketing mix.
a) distribution
b) product
c) exchange
d) price
e) promotion

a. distribution

Rob Donaldson runs a successful wholesale business that sells equipment to restaurants throughout the Midwest. He is considering purchasing his own fleet of trucks to deliver the equipment instead of relying on a shipper as he is currently doing. This mos

b. the best way to distribute his products

Consumers buying products online have dramatically affected the ___________ variable of the marketing mix.
a) product
b) price
c) distribution
d) research
e) promotion

c. distribution

Changing the hours of operation for a service business involves the _____ component of the marketing mix.
a) product
b) price
c) distribution
d) promotion
e) marketing concept

c. distribution

Which of the following scenarios involves the distribution element of the marketing mix?
a) Deciding whether or not a certain product should continue to be sold
b) Determining whether an advertising message would be more effective on television or in maga

d. deciding whether or not to have retail outlets in addition to a website

The element of the marketing mix used to increase awareness of a product or company is
a) communication.
b) product.
c) price.
d) distribution.
e) promotion.

e. promotion

When DuPont develops new carpet fibers that are highly stain-resistant and durable, it must educate consumers about the product's benefits. This calls for activity in which of the following marketing mix variables?
a) Price
b) Promotion
c) Distribution
d)

b. promotion

Boca Burger's website features information about products, recipes, and nutritional values, but customers cannot actually purchase products from the website. This website is most likely used primarily as a ______ marketing tool.
a) promotional
b) distribu

a. promotional

When Burger King offers 99-cent Whoppers to increase store traffic, it is altering which aspect of the marketing mix?
a) Price
b) Promotion
c) Distribution
d) Product
e) Target market

a. price

When DataComp Corp., a producer of computer software, delayed the introduction of its new spreadsheet program to modify the package, its scheduled magazine advertisements announcing the new product needed to be revised. In this case, a change in the _____

d. product; promotion

Marketers often speak of the "controllable" variables in the practice of marketing. Which of the following is not considered one of the controlled variables?
a) Product
b) Price
c) Distribution
d) Competition
e) Promotion

d. competition

The concept of "exchange" is fundamental to the definition of marketing. What is the best description of exchange?
a) Activities that are performed primarily by producers and manufacturers
b) Development of products, distribution channels, promotional str

d. provision or transfer of goods, services, or ideas in return for something of value

For an exchange to occur, four conditions must exist: first, two or more individuals, groups, or organizations must participate, and each must possess "something of value" that the other desires; second, the exchange must provide a benefit or satisfaction

b. to build trust, parties to the exchange must meet expectations

Mark goes to a vending machine, deposits $1.00, and receives a Sprite. Which one of the following aspects of the definition of marketing is illustrated here?
a) Production conception
b) Satisfaction of organizational goals
c) Distribution of ideas
d) Prod

e. exchange

Marketing facilitates exchange relationships between buyers and sellers. What is marketing's intended outcome for this relationship?
a) Profits for the seller
b) A good bargain on the product for the buyer
c) Reducing the seller's inventory
d) One party h

e. satisfaction for both the buyer and seller

Which of the following statements about marketing environment forces is correct?
a) They influence customers by affecting their lifestyles, standards of living, and preferences and needs for products.
b) They do not influence customers' reactions to a fir

a. they influence customers by affecting their lifestyles, standard of living, and preferences and needs for products

The forces of the marketing environment include
a) political, legal and regulatory, sociocultural, technological, economic, and competitive.
b) sociocultural, legal, regulatory, economic, and competitive.
c) legal, regulatory, political, and sociocultural

a. political, legal and regulatory, sociocultural, technological, economic, and competitive

A marketing manager for a small computer manufacturer is analyzing the potential effects of political, legal, sociocultural, and economic forces on the firm's operations. The marketing manager is examining the ___________ that influence(s) the firm's stra

b. marketing environment

Which of the following best characterizes the forces of the marketing environment?
a) The forces are relatively stable over time and are interrelated with one another.
b) There are few overlapping aspects of these forces; therefore, a change in one is unl

e. the forces change dramatically and quickly, and a change in one force is likely yo affect the other forces

A change in the minimum drinking age in any given state illustrates a change in the ___________ for Miller Brewing.
a) marketing mix
b) marketing environment
c) marketing concept
d) marketing task
e) product concept

b. marketing environment

StarKist Tuna announced a dolphin-safe policy and stopped buying tuna from fishing vessels that net dolphins. This decision indicates a response to concerns about
a) target market selection.
b) the marketing environment.
c) the reduction of marketing cost

b. the marketing environment

Which of the following is essentially an uncontrollable factor in developing a marketing mix?
a) Product adaptations
b) Pricing strategies
c) Government regulations
d) Advertising campaigns
e) Retail locations

c. government regulations

The forces of the marketing environment primarily affect marketers in three ways: They influence customers by affecting their lifestyles and preferences for products; they determine whether or how a marketing manager can perform certain marketing activiti

a. affect a marketing manager's decisions and actions by influencing buyers' reactions to the firm's marketing mix

The marketing environment is best described as being
a) composed of controllable variables.
b) composed of variables independent of one another.
c) an indirect influence on the performance of marketing activities.
d) dynamic and changing.
e) slow, with in

d. dynamic and changing

The marketing concept is best defined as
a) a second definition of marketing.
b) a philosophy stating that an organization should try to satisfy customers' needs through a coordinated set of activities that allows the organization to achieve its goals.
c)

b. a philosophy stating that an organization should try to satisfy customers' needs through a coordinated set of activities that allows the organization to achieve its goals

According to the marketing concept, an organization should try to
a) consider short-run objectives and cash flow needs before developing new products.
b) define its business as "making a product."
c) provide products that satisfy customers' needs and allo

c. provide products that satisfy customers' needs and allow the organization to achieve its goals

The marketing concept is a management philosophy that affects
a) only marketing activities.
b) all efforts of the organization.
c) mainly the efforts of sales personnel.
d) mainly customer relations.
e) only business organizations.

b. all efforts of the organization

The marketing concept focuses on
a) achieving the goals of top executives.
b) creating maximum visibility for the firm.
c) maximizing sales.
d) maximizing market share.
e) satisfying customers' needs in a way that helps to achieve organizational objective

e. satisfying customers' needs in a way that helps to achieve organizational objectives

The marketing concept is a philosophy that states that an organization should try to satisfy customers' needs and also
a) increase market share.
b) increase sales.
c) achieve the organization's goals.
d) produce high-quality products.
e) coordinate its ac

c. achieve the organization's goals

Which one of the following statements by a company president best reflects the marketing concept?
a) We have organized our business to make certain that customers get what they want.
b) We believe that the marketing department must organize to sell what w

a. we have organized our business to make certain that customers get what they want

The marketing concept affects

all organizational activities

When Campbell's introduced a line of low-sodium soups in response to customer demand, it was following which one of the following philosophies?
a) Selling concept
b) Production concept
c) Customer concept
d) Marketing concept
e) Retailing concept

d. marketing concept

The Jackson Hewitt company wants to adopt the marketing concept as a business philosophy. To be consistent with this decision, it should adopt which of the following philosophies?
a) The customer is always right.
b) Making money is our business.
c) Sell,

a. the customer is always right

The marketing concept is
a) a management philosophy.
b) synonymous with exchange.
c) a component of the marketing mix.
d) a function of the marketing environment.
e) focused solely on satisfying customer objectives.

a. a management philosophy

As the Industrial Revolution came to the United States, most firms operated in a(n) ___________ orientation.
a) market
b) societal
c) sales
d) evolutionary
e) production

e. production

During the Industrial Revolution demand for manufactured goods was
a) weak.
b) nonexistent.
c) declining.
d) strong.
e) mediocre.

d. strong

From the 1920s to the 1950s, demand for manufactured goods decreased, leading to the ______ orientation.
a) production
b) market
c) revolutionary
d) sales
e) reduction

d. sales

U.S. Electric, the maker of a highly innovative xenon light bulb, finds that it has excess inventory. The firm increases its advertising budget by 50 percent and doubles its sales staff. This company is operating as if it were in which of the following or

b. sales

American Express implements a program of calling its current cardholders to find out what changes they would like to see in the services provided. The firm is exhibiting characteristics associated with which of the following orientations?
a) Production
b)

c. market

A market orientation is an organization-wide effort that includes all of the following activities except
a) researching customers' needs.
b) focusing on the marketing department only.
c) generating marketing intelligence for use in the organization.
d) be

b. focusing on the marketing department only

Which of the following best describes the acceptance of the marketing concept by American organizations?
a) The marketing concept has yet to be fully accepted by all organizations.
b) All organizations fully utilize the marketing concept to run their busi

a. the marketing concept has yet to be fully accepted by all organizations

Which of the following is not an example of the implementation of the marketing concept?
a) Jimmy Dean's Sausage introduces turkey sausage patties for a healthier alternative to pork.
b) Mar's Candy asks customers to vote online for a new color for its M&

c. Burker King reduces the labor costs to produce its sausage-egg biscuits

Health Care Systems, Inc. rolls out an innovative nurse-on-call information system available online. The product is not widely accepted because patients don't see the need for such a service. This situation represents a failure in which aspect of implemen

a. an information system to determine customer needs

When Wonder introduced a new bread made with white whole wheat in response to customer demand, it was following which of the following philosophies?
a) selling concept
b) production concept
c) marketing concept
d) customer concept
e) retailing concept

c. marketing concept

Today, establishing long-term, mutually beneficial arrangements in which both the buyer and seller focus on value enhancement through the creation of more satisfying exchanges is known as
a) marketing synthesis.
b) relationship marketing.
c) a marketing o

b. relationship marketing

A junior marketing executive at MegaGrain Cereals suggests increasing the package size and price of its best-selling brand without increasing the amount of cereal inside the box. Her superior warns that this might be a bad idea because MegaGrain's long-te

c. creating and maintaining satisfying exchange relationships

In managing customer relationships, the three primary ways profits can be obtained are by
a) acquiring new customers, enhancing the profitability of new customers, and shortening the duration of relationships with existing customers.
b) enhancing the prof

e. enhancing the profitability of existing customers, extending the duration of relationships with customers, and obtaining new customers

Customer relationship management (CRM) begins its focus on customers with
a) communication.
b) product.
c) distribution.
d) information.
e) promotion.

a. communication

Long-term relationships with profitable customers is the key objective of
a) personal selling.
b) customer relationship management.
c) production oriented firms.
d) e-marketing.
e) distribution channels.

b. customer relationship management

Managing customer relationships requires identifying patterns of ___________ and then using that information to focus on the most promising and profitable customers.
a) demographics
b) buying behavior
c) retailer information
d) personality differences
e)

b. buying behavior

________ is a customer's subjective assessment of benefits relative to costs in determining the worth of a product.
a) Marketing orientation
b) Monetary price
c) Product assessment
d) Price assessment
e) Value

e. value

The equation a buyer applies to assess a product's value is
a) value = monetary price - customer benefits.
b) value = customer costs - customer benefits.
c) value = customer benefits - customer costs.
d) value = customer benefits - monetary price.
e) valu

c. value = customer benefits - customer costs

Customer costs include anything the buyer must give up in order to obtain the benefits the product provides. The most obvious customer cost is
a) risk.
b) time.
c) monetary price.
d) effort.
e) availability.

c. monetary price

Which of the following would not be a customer cost considered in determination of product value?
a) Product's purchase price
b) Time spent purchasing the product
c) Effort spent purchasing the product
d) Benefits received in the exchange for the products

d. benefits received in the exchange for the products

Scott, a buyer for a medium-sized company, is assessing the value of competing software products for use in his firm. Which of the following would not be a customer benefit considered in his determination of this product's value?
a) Speed of delivery
b) E

e. monetary price

Taco Bell is introducing some of its products into supermarkets, vending machines, college campuses, and other locations to increase its product availability and convenience. One reason Taco Bell is doing so is to
a) decrease customer benefits.
b) increas

c. increase customer value

Marketing management is defined as a process of
a) maintaining an appropriate and efficient marketing mix for a target market.
b) establishing performance standards and evaluating actual performances against these standards.
c) providing products that sat

e. planning, organizing, implementing, and controlling marketing activities

______ is the degree to which an exchange helps achieve an organization's objectives.
a) Controlling
b) Effectiveness
c) Success rate
d) Efficiency
e) Objectivity

b. effectiveness

______ refers to minimizing the resources an organization must spend to achieve a specific level of desired exchanges.
a) Effectiveness
b) Productivity
c) Efficiency
d) Objectivity
e) Cost cutting

c. efficiency

A systematic process of assessing opportunities and resources, determining marketing objectives, and developing a marketing strategy and plans for implementation and control describes which of the following marketing management activities?
a) Strategic pl

e. planning

The marketing unit can be organized by ________.
a) profitability.
b) functions and products only.
c) functions, products, regions, types of customers, or a combination of all four.
d) geographical regions and best-selling products.
e) customer demographi

c. functions, products, regions, types of customers, or a combination of all four

_________ of marketing plans hinges on coordination of marketing activities, motivation of marketing personnel, and effective communication within the marketing unit.
a) Implementation
b) Planning
c) Organizing
d) Marketing control
e) Strategic planning

a. implementation

If McDonald's runs a promotion advertising Big Macs for $1.50, it must ensure that each of the company's restaurants has sufficient staff and product on hand to handle expected demand. This relates to which of the following marketing management activities

d. implementation

_________ is the process of establishing performance standards, comparing actual performance with established standards, and reducing the difference between desired and actual performance.
a) Internal control analysis
b) Marketing control
c) Market flow r

b. marketing control

Which of the following statements describes the best use of the Internet by a marketer?
a) Gain information.
b) Relay product information.
c) Facilitate the marketing process.
d) Accumulate as many friends as possible.
e) Facilitate the marketing exchange

a. gain information

Initiatives intended to improve an organization's positive impact on society and the natural environment are called
a) environmental marketing
b) green marketing
c) socially-responsible marketing
d) energy-conscious marketing
e) socially-conscious marketi

b. green marketing

If a family spends $2,000 a month on goods and services, how much of that $2,000 goes for marketing activities?
a) $2,000
b) $1,500
c) $1,000
d) $500
e) $0

c. $1,000

For most firms, the costs of marketing activities consume approximately what portion of the consumer's dollar?
a) One-half
b) One-fifth
c) One-fourth
d) One-third
e) One-sixth

a. one-half

In today's market environment, you might pay $15 for a CD by your favorite musical artist. Approximately how much of that price goes to activities related to marketing (promotion, distribution, profit margins)?
a) $1.70
b) $3.40
c) $5.10
d) $7.50
e) $12.7

d. $7.50

Marketing activities are
a) used by all sizes of organizations including for-profit, nonprofit, and government agencies.
b) limited to use by larger for-profit and nonprofit organizations.
c) implemented only to increase profits for the organization and t

a. used by all sizes of organizations including for-profit, nonprofit, and government agencies

Marketing activities
a) are aimed at persuading customers through advertising.
b) involve mainly distribution and promotion decisions.
c) and selling activities are basically the same.
d) are important only when a firm is developing new products or enteri

e. help sell an organization's products and generate financial resources for the firm

Marketing knowledge and skills
a) are not necessary for a nonprofit organization.
b) enhance consumer awareness and help provide people with satisfying goods and services.
c) constitute the marketing mix.
d) were most important during the production era.

b. enhance consumer awareness and help provide people with satisfying goods and services

The public is becoming more aware of how marketers' activities affect the welfare of consumers and society. As a result, more firms are working to
a) raise prices in order to increase their profits so that they can contribute to philanthropic causes.
b) r

e. create a responsible approach to developing long-term relationships with customers and society

Approximately what percentage of civilian workers in the United States performs marketing activities?
a) 25 to 33 percent
b) 81 to 92 percent
c) 42 to 50 percent
d) 64 to 76 percent
e) 10 to 20 percent

A. 25 to 33 percent