B. nonfranchise-building promotion When reductions from the regular price of a product are offered at the point-of-purchase through specially marked packages, a marketer is using a: C. refund offer Which of the following is an example of a sales promotion that can be used to contribute to franchise building? To integrate advertising and sales promotion programs successfully, different themes should be used for each. _____ occurs at venues such as concerts, cultural festivals, and at a brand's marketing activities. Compute the amount Clydesdale should report as a deferred tax liability at December 31, 2017. Gray market conflict is unauthorized buying and selling among channel partners. B. provide marketers with a way to provide extra value to consumers without having them do anything other than purchase the product. Examples of leadership activities that support conceptual leadership include all of the following EXCEPT: Arts & Humanities Writing Creative Writing EARLY CHIL EC350. is about defining how you'll "differentiate" your offering and create value for your market. Qualitative: interviews, focus groups, observations, ethnographies This is an example of: There are several pull marketing methods available today, including: Explore further topics on Corporate Strategy, with CFIsStrategy Course. Crashed Ice is an event featuring a new sport, downhill ice-cross, which was established by: B. 11. The advantage of online surveys is _______. A. 7. 26. B. trade promotions A. can really only be accomplished through advertising B. Price-off deals Consider a linear regression model that relates school expenditures and family background to student performance in Massachusetts using 224 school districts. B. Enacted tax rates are 34% for 2018 and 2019, and 40% for 2020. Cluster and Factor Analysis are research techniques that typically are utilized in market segmentation. Geographic include country and sales force coverage. \text { Estimated machine hours for year } & 600,000 & \\ A strategy in which a firm increases demand for its products and draws (pulls) consumers to the product. 52. c. vigilantism. The response variable is the mean score on the MCAS (Massachusetts Comprehensive Assessment System) exam given in May 1998 to 10th graders. Marketing strategy is the link between corporate goals and operational tactics. b. reciprocity. Rebates and high value checkout coupons B. premium. B. a slotting allowance. A. horizontal cooperative There are many variations to conjoint analysis (choice-based, traditional, adaptive, pair-wise trade-off, full profile), all conjoint studies are run to understand how consumers make trade-offs among attributes uncovering what combinations of attributes customers value most. They distributed 1,000,000 promotional packages, at a cost of $20,000 for design and production. D. handling costs. D. Support advertising, 108. Secondary data already exists (e.g., in the library, online); they're quick and cheap to obtain. Instead of trying to appeal to the entire marketplace, smart marketers and smart companies will try to find out blank_____. \quad \text { year beginning March 1 } & \$ 12,900,000 & \$ 10,200,000 \\ Cash cow: products in low growth markets but with high relative market share (milk) This is an example of a(n) _____ coupon. C. permit a brand to obtain prominent place where high traffic occurs. C. Mall poster A sweepstakes or contest that uses a theme which is consistent with the image or positioning of the brand. D. most consumers do not use coupons. A. is the exclusive responsibility of advertising C. Supermarkets now carry an average of 30,000 products compared to 13,000 in 1982. When a company focuses on a single segment and has multiple product offerings for the segment, these firms are following blank_________ strategy. A pull marketing strategy can be used by itself or in conjunction with a push marketing strategy. C. high-involvement sales promotion A. Coupons A customer compares brands by the most important attributes or dimensions. B. self-liquidating premium A package of Gillette Sensor razor blades contains a 75-cent-off coupon for Gillette Foamy shaving cream. B. the reinforcement is immediate. 5Cs: C. $75,000 Forward buying \end{array} 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? A. slotting allowances Some activities can be both push and pull strategies. C. rebates C. Horizontal cooperative advertising In order to provide an incentive to a current user to purchase Breton instead of other cracker brands while the consumer is shopping for crackers, which of the following sales promotion tools would work best for Dare? Surveys to assess customer satisfaction with Internet as a distribution option A. bounce-back 74. D. bonus pack, 65. What do they stand for? C. horizontal cooperative advertising D. In-pack coupons for any variety of Breton crackers. A. cost-covered C. trade promotions; media advertising 2. A. B. direct mail 1. MDS asks how similar these two hotels are for every pair of hotels under consideration in the mapping. Marketing channels assume financial risks such as international exchange rates and inventory obsolescence; and provide marketing communications (e.g., advertising and sales promotion), physical distribution, inventory management, and market feedback. 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.". 97. how should salespeople be compensated for their efforts, Two major issues make up the essence of the sales force: How many salespeople should we have, and blank_____, Intensive distribution usually goes with heavy blank_________, lower prices, and average or lower quality products. Sales promotion is an ineffective tool for building brand equity. D. magazines, 55. Attribute-based Approach: To create a map based on attributes, customers complete a survey. D. The growing power of retailers and their demands for sales performance. All of the following are examples of consumer-oriented sales promotion activities EXCEPT: A. samples B. bonus packs C. trade shows D. refunds/rebates C 10. D. Event marketing, 105. Trade sales promotions have a better track record than pull strategies. Customers, Company, Context, Collaborators, Competitors. One problem resulting from the overuse of sales promotion is a decrease in: Most retailers want to be involved with rebate programs. The customer makes two kinds of ratings: How does our company rate on a number of attributes? D. To enhance advertising and marketing efforts, 31. The sales promotion tool that critics contend is most guilty of detracting from brand equity and at the same time being detrimental to a brand franchise is: Vertical conflict is among partners at different levels in the channel. Customers' psychology can not be directly observed but behaviors can be observed (grocery scanner data). Focus groups for concept testing \end{array} 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. are networks of interconnected firms whose activities enable products to be sold and consumers to have easier access to those products. Legitimate power ("I'm a Great Dane, and you're a Chihuahua"). B. vertical cooperative B. Interviews to study company's employees Event marketing Scanner data for pricing B. Observational data to check on competitors Greater expenses resulting from fragmented efforts D. ensure greater in-store exposure. This can be a very costly sampling method, particularly for multiproduct companies. How has the view of sales promotions changed during the past decades? An appliance manufacturer offers a $50 payment to salespeople who work at Culligan's Appliance if they sell one of the company's new refrigerators. Consumer-franchise or image building for a brand: C. Redemption rates for mail-in premium offers are very high. A. bonus pack Companies that have experimented with one-to-one marketing have scaled back their attempts to achieve mass customization because it is not cost effective. B. In sampling the researcher selects a sample of respondents from an available population of similar respondents for collecting data. D. an off-invoice allowance. Marketers find perceptual maps extremely appealing because they provide a picture of competing brands in a space that also contains descriptions of attributes and they offer a sense of competitive strengths and weaknesses. Examples of pull oriented activities include consumer-directed advertising, wide distribution, coupons, rebates, loyalty points, price discounts, quantity discounts, and free samples. B. pull monies D. promotional traps. Firms can also increase profits by increasing revenue. Secondary vs. Primary: 5. Incentive marketing E. Planning eliminates the need for effective leadership. B. it may be too expensive to give away sample sizes that would be adequate to demonstrate the cream's benefits since it has to be used repeatedly C. Large companies with popular brands are the most likely to have to pay slotting allowances. 8. D. consumers may think it is of poor quality since samples are being given away, 42. D) Ensure that the audit firm is independent. 83. Door-to-door sampling B. D. contest; rebate, 71. What are the 4 P's? D. a spiff. B. merchandising support B. D. new product fees. A(n) _______ is an important promotional tool because it can help an advertiser obtain more in-store merchandising of products. B. Sellers prefer to produce large quantities of a limited number of goods, but buyers prefer smaller quantities of a wider variety of goods. They distributed 1,000,000 promotional packages, at a cost of $20,000 for design and production. In positioning, the marketing department creates an image for the product based on its intended audience. A. Some measures on a dashboard would include sales, profit margins, market share, employee satisfaction, and customer satisfaction. 2. B. is accomplished through short-term price-oriented promotions B. Contests Retailers argue they are justified because they are assuming some risks in taking on a new product, and so many new products fail. 14. D. bounce back coupon, 81. Uncle Ben's Rice attached a $1-off coupon to the outside of their packaging. D. pull money. Kellogg's is introducing a new brand of breakfast cereal that is high in fibre and targeted at adults between the ages of 25 and 50. Critics argue that trade promotions generally result in higher brand equity. 85. A. consumers tend to be loyal to their favourite brands. 1. To keep learning and developing your knowledge of financial analysis, we highly recommend the additional CFI resources below: A free, comprehensive best practices guide to advance your financial modeling skills, Financial Modeling & Valuation Analyst (FMVA), Commercial Banking & Credit Analyst (CBCA), Capital Markets & Securities Analyst (CMSA), Certified Business Intelligence & Data Analyst (BIDA), Financial Planning & Wealth Management (FPWM). C. more effort is required. Segmentation is breaking the heterogeneous market into small, homogeneous markets. Manufacturers are spending more money on media advertising. Sampling for a product such as expensive skin cream that is designed to reduce wrinkles over a long period of time might not be feasible because: Initiator: an administrative assistant who notices a printer in the office frequently needs repairs. B. point-of-purchase display Type of channel conflicts include: C. vertical cooperative advertising Material movement. B. A. horizontal cooperative advertising C. 24% B. B. Using intermediaries often reduces costs of producing and bringing products to market due to economies of scope and scale. D. High value coupons and sampling, 32. Companies need to measure what matters. D. allow a marketer to offer a price reduction to consumers who are price sensitive without having to reduce the price for everyone, 48. This company elects to market a single product to two or more segments. 4. B. C. Lower redemption rate B. Students can create, perform, and/or provide a critical response. c. organizing neighborhood watch programs d. changing the delivery of police services c One hazard of citizen patrols is the possibility of a. volunteerism. Variabilityservice quality differs based on who performs the service unless standardization in service quality is offered through training. B. slotting fee Which of the following is NOT a downside to running a promotion in a specific geographic region? His boss indicates that with complicated business purchases, it's not one person making the decision and that each purchase involves different roles. Premiums are not subject to restrictions from industry and government agencies. Guerrilla marketing stunt c. Audience leverage point d. Empathetic persuasion Question 2 Sampling Question: QUESTION 1 Examples of functional requirements include the following, EXCEPT: A. descriptions of the tasks the system will have to perform - inputs, processing and outputs. C. $1.00 Structured Query Language (known as SQL) is a programming language used to interact with a database. Excel Fundamentals - Formulas for Finance, Certified Banking & Credit Analyst (CBCA), Business Intelligence & Data Analyst (BIDA), Financial Planning & Wealth Management Professional (FPWM), Commercial Real Estate Finance Specialization, Environmental, Social & Governance Specialization, Financial Modeling and Valuation Analyst (FMVA), Business Intelligence & Data Analyst (BIDA), Financial Planning & Wealth Management Professional (FPWM), Able to establish direct contact with consumers and build consumer loyalty, Stronger bargaining power with retailers and distributors, Focuses on creating brand equity and product value, Consumers are actively seeking out the product, which removes much of the pressure of conducting outbound marketing, Can be used to test a products acceptance in the market and obtain consumer feedback on the product, Usually works effectively only when there is high brand loyalty, Lead time is long, as consumers are comparing alternatives before making a purchase, Requires creating a high demand for a product, which can be difficult in a highly competitive marketplace landscape, Requires strong marketing efforts to convince consumers to actively seek out the product (they may, instead, just decide to settle for whatever similar product a retailer has in stock, rather than insisting on getting your product). 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