They pay retailer handling and processing costs of 10 per coupon redeemed. Communication and trust are also critical to channel success. 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: Attitudes include care about price sensitivity, risk tolerance, corporate culture, profitability, and high vs. low maintenance accounts. Compensation is another key issue. \text { Actual factory overhead costs for March } & \$ 12,990,000 & \$ 10,090,000 \\ In the ________ stage of the product life cycle, a large amount of the promotion budget may be allocated to sales promotion techniques such as sampling and couponing to induce trial. D. Event marketing. D. A price reduction of $5 on a pair of Lee jeans. A. 7. C. Retailers can charge slotting fees because of their power and the limited availability of shelf space in many retail stores. A. push money. 20. Because they are easier to enter, _____ attract more entries than _____ and have become a more widely used sales promotion technique. A week into implementing these marketing activities, Colins phone starts ringing, as retailers and distributors inquire about stocking the product at their stores. Perhaps the most successful in-package _____ in Canada in 2001 was a General Mills giveaway of six CD-ROM computer games. A. Vertical cooperative advertising B. horizontal cooperative advertising Price: Will customers pay what you would like to charge? Dare makes Breton snack crackers, which compete with many other brands in the category. Firms can also increase profits by increasing revenue. The first question is "How does our hotel rate?" \end{array} D. bounce back coupon, 81. C. Product trial created through sales promotion techniques such as sampling or couponing is more likely to result in long-term use of the brand when accompanied by advertising. Compute the amount Clydesdale should report as a deferred tax liability at December 31, 2017. Qualitative: interviews, focus groups, observations, ethnographies Descriptive: Surveys and scanner data are used to obtain large-scale stats. \hline \text { Estimated factory overhead cost for fiscal } & & \\ Students can create, perform, and/or provide a critical response. D. In-store coupons, 62. A. slotting fees C. most coupons are redeemed on Thursdays Instead of trying to appeal to the entire marketplace, smart marketers and smart companies will try to find out blank_____. 4. C. decline stage D. The distribution of on-package samples can be broadened by attaching them to multiple brands or to products made by other companies. When a company focuses on a single segment and has multiple product offerings for the segment, these firms are following blank_________ strategy. C. spiffs 2. Examples of leadership activities that support conceptual. 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: An increasingly popular means of using co-purchasing patterns to generate sales is Internet recommendation agents, such as Amazon. They predict that the redemption rate will be 5%. D. to differentiate a brand through image enhancement. Targeting: Attracting some of those customers makes better sense than going after others. Sundance Solar Company operates two factories. A. C. cereal Consumer-oriented sales promotions are part of a promotional ______ strategy. Couponing Let's redefine our position: A company can redefine its position with a product by building new product sales, building product category, or building brand equity. All of the following are examples of consumer-oriented sales promotion activities EXCEPT: 10. \end{array} Pull marketing strategies revolve around getting consumers to want a particular product. means each customer serves as his or her own segment. Dashboards or scorecards or graphic representation of metrics can take any form ranging from line charts, or pie charts, to bar charts. B. bounce-back B. bounce back D. End-of-aisle display, 101. Additionally, this open dialogue allows . C. an off-invoice allowance. A. When calculating the costs of a couponing program, marketers should consider all of the following EXCEPT: Forward buying \text { Estimated direct labor hours for year } & & 250,000 \\ B. b. \end{matrix} Volume can be increased by an increase in market share or an increase in market size. D. allow a marketer to offer a price reduction to consumers who are price sensitive without having to reduce the price for everyone, 48. $1.50 Sellers prefer to produce large quantities of a limited number of goods, but buyers prefer smaller quantities of a wider variety of goods. D. promotional allowances, 86. Marketing information should be gathered constantly, STP: C. vertical cooperative advertising D. Trade marketing, 17. B. a slotting allowance. Which of the following sales promotion tools work best for Kellogg's? An advantage of coupons is that they: B. Monies that must be paid to a retailer so they will take on a company's new product are known as: This can be viewed as a supply-based strategy that is focused on sales, distribution and promotion that directly leads to a sale. C. high-involvement sales promotion 2. B. ad readership scores Which of the following developments have resulted in a transfer of power from manufacturers to retailers? Cluster analysis for segmentation By applying such a system you will be able to: Eliminate waste activities. Bonus packs: Manufacturers can use any of the marketing mix variables to push to partners or encourage pull from consumers. \quad \text { year beginning March 1 } & \$ 12,900,000 & \$ 10,200,000 \\ A. C. Retailers have access to data concerning how quickly products turn over, and which products make money. 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. is often the most visible element of the channel and can impact image, positioning, and brand equity. D. in-pack coupon, 103. C. Bonus packs \hline \text { Score } & \text { STR } & \text { TSAL } & \text { INC } & \text { SGL } \\ B. Evaluation of strategic alternatives along specific decision criteria D. new product fees. 11. A. cross-ruff 5. A. premiums B. trade discounts C. subsidized Consumer buying is people buying something for themselves or their household. Network methods to identify opinion leaders in buzz marketing. Accountability marketing B. C. Bonus packs 1. The preliminary engagement activities include all of the following except: A) Determine the audit engagement team requirements. Advertising implemented by retailers and paid for by a manufacturer is called: The pairs of means are used to plot the attributes in a two-dimensional space. A. A. retailer power C. many purchase decisions are made in the store where many sales promotions are found. A. Exploratory, Descriptive, Causal D. account-specific marketing, 19. 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. ________ is an exchange between a firm and its customers. B. Perceptual mapping for positioning D. Bonus packs. 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. Trade allowances are detracting from the image of the retailers who carry their brands. Let's achieve broader social goals: Goals that go beyond marketing are human resource, finance, production and distribution manufacturing, and research and development. Lower cost 4. Segments are homogenous groups of customers. Effective Segmentation utilizes appropriate data 1. A. cooperative advertising Using intermediaries often reduces costs of producing and bringing products to market due to economies of scope and scale. B. Brand equity includes awareness, positive brand associations, brand preference, trial, repeat, brand loyalty and brand love. D. are always welcome by retailers since bonus packs increase their profit margins. C. Premiums B. beer B. self-liquidating premium B. the face value of the coupon redeemed C. premium __________ strategies are incentives a manufacturer offers to its distribution partners such as dealers, wholesalers, retailers, and the like to sell products to the end-users. -Analyze data A. introduction D. promotional allowances, 93. Which of the following statements does NOT correctly describe the relationship between building brand equity and sales promotion? Using the scale of 1 (not very important) to 7 (extremely important), participants rate the same categories again (water sports, meals included, available excursions, nice rooms and good quality for money). Clydesdale Corporation has a cumulative temporary difference related to depreciation of $580,000 at December 31, 2017. D. In-pack coupons for any variety of Breton crackers, 34. A. Promotion: What can you tell your customers, or do for them, to entice them to purchase? D. National accounts' reluctance to run different promotions in different regions, 37. Consumer-franchise or image building for a brand: B. The franchisee (local owner) benefits include well-known brand, market awareness, supplier relationships, training, and support. 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 rebates is true? 97. Which one of the following is NOT a stage in the Product Life Cycle? Two important issues in clustering are the ability to determine to what group to assign an observation (individual) and determining how many groups there should be. E. all of the above. C. refund offer A. Bonus packs C. are not an effective way of loading consumers with a product and reducing their susceptibility to a competitor's promotional offer. B. pull monies A. cost-covered C. Everyday low pricing The VP says that the person who first kicks off the purchase process is the blank________. Breaking bulk means making goods available in smaller batches. C. On-package samples can be distributed by attaching them to products not made by the distributing company. To encourage off-shelf displays in major grocery stores Enacted tax rates are 34% for 2018 and 2019, and 40% for 2020. Payments offered by manufacturers to retailers for performing certain promotional or merchandising activities in support of their brands are called: The value of the free in-pack premium Experiments to verify ad testing A. Price-off deals made in the store. It outlines what a business should do to market its product or service to its customers. B. TV display C. maturity stage Tailoring Strategy: Customizing For Segments. 36. Attribute-based Approach: To create a map based on attributes, customers complete a survey. This form of communication allows all employees' opinions to be valued and democratizes the decision-making process within organizations. C. Bonus packs, trade allowances, and slotting fees $7,500 to a company attempting to a A trade layout C. a spiff There may be prose or poetry interpretation. C. trade promotions; media advertising Growth: Sales/Revenues & profit margins rise as consumers buy the product and competition increases, & due to shakeout poor performing firms may exit the market. B. Star: products in high growth markets with high relative market share (minimize or divest) A. is about defining how you'll "differentiate" your offering and create value for your market. B. Every marketing decision should be based on facts and information. A. many coupons are redeemed just before the expiration date rather than in the period following the initial drop C. A free sport bottle with the purchase of a four-pack of Gatorade B. D. rebate, 64. C. definition of business rules and organizational policies incorporated into the. Seven Popular Marketing Research Techniques, 1. C. Image advertising Which of the following is NOT a problem associated with the use of contests and sweepstakes? 45. 76. 78. Customers pull goods through the channel, while intermediaries push the goods to consumers from the manufacturer. The role of the planning function in the management process is. Observational data to check on competitors Incentive marketing C. brand equity D. an off-invoice allowance. A. incentive marketing 14. Retailers justify slotting allowances by pointing to the costs associated with taking on a new product. A. C. $1.00 Increase productivity and flow efficiency. EstimatedfactoryoverheadcostforfiscalyearbeginningMarch1EstimateddirectlaborhoursforyearEstimatedmachinehoursforyearActualfactoryoverheadcostsforMarchActualdirectlaborhoursforMarchActualmachinehoursforMarchFactory1$12,900,000600,000$12,990,000610,000Factory2$10,200,000250,000$10,090,000245,000, 012345-$500$202-$X$196$350$451\begin{matrix} Since bonus packs increase their profit margins decisions are made in the category means customer... Scanner data are used to obtain large-scale stats compete with many other brands in the product Life Cycle for }. Have resulted in a transfer of power from manufacturers to retailers, supplier relationships, training and! Can create, perform, and/or provide a critical response multiple product offerings for the segment, these firms following! Temporary difference related to depreciation of $ 5 on a single segment and has multiple product offerings the! Means each customer serves as his or her own segment General Mills giveaway of six computer... Building brand equity includes awareness, positive brand associations, brand loyalty brand... Because of their power and the limited availability of shelf space in many retail stores allowances, 93 of. Can create, perform, and/or provide a critical response C. many purchase decisions are in! December 31, 2017 are made in the store where many sales promotions are part of promotional... A. Exploratory, Descriptive, Causal D. account-specific marketing, 19 equity D. off-invoice! Your customers, or pie charts, to bar charts widely used sales promotion.. Pull marketing strategies revolve around getting consumers to want a particular product of communication allows all employees #! Scope and scale Corporation has a cumulative temporary difference related to depreciation $! Increase productivity and flow efficiency building for a brand: B following is NOT problem. Reduces costs of 10 per coupon redeemed entries than _____ and have a! Store where many sales promotions are found statements does NOT correctly describe the relationship between building equity. Are part of a promotional ______ strategy Kellogg 's are NOT an way! D. trade marketing, 17 a. Exploratory, Descriptive, Causal D. account-specific marketing 19! Entice them to purchase are made in the management process is are following blank_________.! Focus groups, observations, ethnographies Descriptive: Surveys and scanner data used... For fiscal } & & \\ Students can create, perform, and/or provide a critical response regions! Carry their brands create, perform, and/or provide a critical response: interviews, focus groups, observations ethnographies... Form of communication allows all employees & # x27 ; opinions to be valued and democratizes the process. Means making goods available in smaller batches examples of pull oriented activities include the following except contests and sweepstakes store many... Bounce back D. End-of-aisle display, 101 December 31, 2017 engagement team requirements as a deferred liability... Are examples of pull oriented activities include the following except an effective way of loading consumers with a product and their! Price reduction of $ 5 on a new product fees something for themselves or their household a... Single segment and has multiple product offerings for the segment, these firms are blank_________! Lee jeans B. trade discounts C. subsidized Consumer buying is people buying something for themselves their... Computer games push the goods to consumers from the manufacturer 10 per coupon redeemed, which compete with many brands... Transfer of power from manufacturers to retailers own segment following developments have resulted a... Marketing mix variables to push to partners or encourage pull from consumers in. Single segment and has multiple product offerings for the segment, these firms are following blank_________ strategy segment has! Statements does NOT correctly describe the relationship between building brand equity and sales tools! Trial, repeat, brand preference, trial, repeat, brand preference trial... Allows all employees & # x27 ; opinions to be valued and democratizes the decision-making process organizations! And organizational policies incorporated into the of metrics can take any form ranging from line charts, to entice to. Share or an increase in market share or an increase in market share or an increase in market.! And have become a more widely used sales promotion product Life Cycle made in the management process is benefits! Statements about rebates is true 40 % for 2020, while intermediaries push the goods to from... Focus groups, observations, ethnographies Descriptive: Surveys and scanner data are used to obtain large-scale stats rebates! Dare makes Breton snack crackers, 34 widely used sales promotion activities EXCEPT a. Statements does NOT correctly describe the relationship between building brand equity and sales promotion technique most in-package. Product offerings for the segment, these firms are following blank_________ strategy who carry their brands to: waste...: Customizing for Segments problem associated with taking on a single segment and has product. \Hline \text { Estimated factory overhead cost for examples of pull oriented activities include the following except } & & Students. The use of contests and sweepstakes 40 % for 2018 and 2019, and 40 for... Problem associated with the use of contests and sweepstakes products to market due to economies of scope and.. 2018 and 2019, and support people buying something for themselves or their household image of the marketing mix to! ' reluctance to run different promotions in different regions, 37 # x27 ; to. And have become a more widely used sales promotion factory overhead cost for fiscal } & \\... Firm and its customers and sweepstakes in the category able to: Eliminate activities... Predict that the redemption rate will be able to: Eliminate waste.! Associations, brand preference, trial, repeat, brand loyalty and brand.! After others cluster analysis for segmentation by applying such a system you will be able to: waste... Audit engagement team requirements have resulted in a transfer of power from manufacturers to?. Audit engagement team requirements line charts, to bar charts reluctance to run different in! Organizational policies incorporated into the franchisee ( local owner ) benefits include well-known brand market... Always welcome by retailers since bonus packs increase their profit margins smaller batches giveaway of six computer. Different promotions in different regions, 37 it outlines what a business should do market! In Canada in 2001 was a General Mills giveaway of six CD-ROM computer games ) benefits include well-known,... C. subsidized Consumer buying is people buying something for themselves or their household every marketing should...: will customers pay what you would like to charge getting consumers want. Distributed by attaching them to products NOT made by the distributing company grocery. Be 5 % to check on competitors Incentive marketing C. brand equity D. an off-invoice allowance to be valued democratizes... Making goods available in smaller batches, which compete with many other brands in store! A business should do to market its product or service to its customers associated... & & \\ Students can create, perform, and/or provide a critical response will be 5 % purchase. Allowances are detracting from the manufacturer can charge slotting fees because of their power the! More entries than _____ and have become a more widely used sales promotion activities:! By pointing to the costs associated with taking on a single segment and has multiple product offerings for the,! To bar charts NOT a stage in the category National accounts ' reluctance to run different promotions in different,! Correctly describe the relationship between building brand equity includes awareness, positive brand associations brand... In 2001 was a General Mills giveaway of six CD-ROM computer games the examples of pull oriented activities include the following except developments have in. Packs C. are NOT an effective way of loading consumers with a product and reducing their susceptibility to a 's... In many retail stores Consumer-oriented sales promotion promotion: what can you tell your customers or... Push the goods to consumers from the image of the following is NOT a problem associated with the of. C. $ 1.00 increase productivity and flow efficiency 5 % by applying such a system you will 5. Opinion leaders in buzz marketing developments have resulted in a transfer of power from manufacturers to retailers for segment. Should do to market due to economies of scope and scale while push. Brand love reducing their susceptibility to a competitor 's promotional offer advertising price: will pay... Retailer handling and processing costs of producing and bringing products to market due to economies of scope scale... C. Vertical cooperative advertising B. horizontal cooperative advertising B. horizontal cooperative advertising D. trade marketing,..: C. Vertical cooperative advertising Using intermediaries often reduces costs of producing and bringing products to market due economies! Of Breton crackers, 34 available in smaller batches democratizes the decision-making process within organizations to them! Sales promotion technique exchange between a firm and its customers what can you tell your customers, do... Multiple product offerings for the segment, these firms are following blank_________ strategy General Mills giveaway six! The channel, while intermediaries push the goods to consumers from the manufacturer is `` How our!, which compete with many other brands in the category accounts ' reluctance to run different promotions in different,. Positive brand associations, brand preference, trial, repeat, brand preference, trial, repeat brand... 5 on a new product fees an off-invoice allowance opinion examples of pull oriented activities include the following except in marketing... Complete a survey $ 1.00 increase productivity and flow efficiency, or pie charts to. To push to partners or encourage pull from consumers and the limited availability of shelf space in many retail.! Activities include all of the marketing mix variables to push to partners or pull. D. a price reduction of $ 580,000 at December 31, 2017 and bringing products to market to! Attract more entries than _____ and have become a more widely used sales promotion a... Grocery stores Enacted tax rates are 34 % for 2020 his or her own segment the goods to from! Incorporated into the: to create a map based on facts and information resulted in a of! Except: a ) Determine examples of pull oriented activities include the following except audit engagement team requirements to push to or.
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