Chapter 1—An Overview of Marketing

TRUE/FALSE

	1.	Marketing is defined as producing, promoting, and selling products.

ANS:	F
Marketing means more than just producing, promoting, and selling products. It is a philosophy that stresses customer relationships as well as benefiting the organization and its stakeholders.

PTS:	1	REF:	2	OBJ:	01-1	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level I Knowledge

	2.	According to the American Marketing Association, marketing is the activity, set of institutions, and processes for creating, communicating, delivering, and exchanging offerings that have value for customers, clients, partners, and society at large.

ANS:	T	PTS:	1	REF:	3	OBJ:	01-1
TOP:	AACSB Reflective Thinking	KEY:	CB&E Model Strategy
MSC:	BLOOMS Level I Knowledge

	3.	An exchange cannot take place unless each party in the exchange has something that the other party values.

ANS:	T	PTS:	1	REF:	3	OBJ:	01-1
TOP:	AACSB Reflective Thinking	KEY:	CB&E Model Strategy
MSC:	BLOOMS Level II Comprehension		

	4.	Otis places an ad in the local newspaper stating that his used Chevrolet is for sale for $4000. Unfortunately, no one purchased Otis’s used car. Therefore, he did not engage in marketing.

ANS:	F

Marketing can occur even if an exchange does not occur. Otis engaged in marketing by advertsing in the local newspaper, even though no one bought his used car.

PTS:	1	REF:	4	OBJ:	01-1	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Research	MSC:	BLOOMS Level III Application

	5.	Unlike a production orientated firm, a firm embracing a sales orientation focuses on customer wants and needs so it can develop the best product at the lowest cost that will require very little selling effort.

ANS:	F
A sales orientation is based on the ideas that people will buy more goods and services if aggressive sales techniques are used and that high sales result in high profits.

PTS:	1	REF:	5	OBJ:	01-2	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level II Comprehension

	6.	The marketing concept states that the social and economic justification for an organization's existence is the satisfaction of customers’ wants and needs while meeting organizational objectives.

ANS:	T	PTS:	1	REF:	5	OBJ:	01-2
TOP:	AACSB Reflective Thinking	KEY:	CB&E Model Customer
MSC:	BLOOMS Level II Comprehension		

	7.	A market orientation assumes that sales depend on aggressive sales techniques.

ANS:	F
Market orientation is a philosophy that assumes that a sale depends on a customer’s decision to purchase a product, not on an aggressive sales force.

PTS:	1	REF:	5	OBJ:	01-2	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level I Knowledge

	8.	The fundamental problem with a sales orientation is a lack of understanding of customers’ needs and wants.

ANS:	T	PTS:	1	REF:	5	OBJ:	01-2
TOP:	AACSB Reflective Thinking	KEY:	CB&E Model Customer
MSC:	BLOOMS Level I Knowledge

	9.	The societal marketing concept considers society's long-term best interests along with the satisfaction of customers' wants and needs.

ANS:	T	PTS:	1	REF:	6	OBJ:	01-2
TOP:	AACSB Reflective Thinking	KEY:	CB&E Model Customer
MSC:	BLOOMS Level II Comprehension		

	10.	Current trends indicate that more customers are becoming concerned about the environment each year and are trying to buy environmentally friendly products.

ANS:	T	PTS:	1	REF:	7	OBJ:	01-2
TOP:	AACSB Reflective Thinking	KEY:	CB&E Model Customer
MSC:	BLOOMS Level I Knowledge

	11.	Customer value is the relationship between company profits and company costs.

ANS:	F
Customer value is the relationship between benefits and the sacrifice necessary to obtain those benefits.

PTS:	1	REF:	9	OBJ:	01-3	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Customer	MSC:	BLOOMS Level I Knowledge

	12.	The way to achieve customer satisfaction and value is to offer the lowest price.

ANS:	F
Marketers interested in customer value offer realistic prices and try to achieve customer satisfaction and value by ensuring customer expectations are met or exceeded.

PTS:	1	REF:	10	OBJ:	01-3	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Customer	MSC:	BLOOMS Level VI Evaluation

	13.	Sales-oriented firms tend to focus on long-term relationships, whereas market-oriented firms focus primarily on short-term relationships.

ANS:	F
The reverse is true.

PTS:	1	REF:	10	OBJ:	01-3	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Customer	MSC:	BLOOMS Level VI Evaluation

	14.	3D Systems is a company that uses computers to generate new product prototypes. It has generated loyal business clients by providing the best customer support in the industry. The company also provides direct sales consultations that gives its salespeople intimate knowledge about what exactly its customers want. This partnership between 3D Systems and its customers entails relationship marketing.

ANS:	T	PTS:	1	REF:	10-11	OBJ:	01-3
TOP:	AACSB Reflective Thinking	KEY:	CB&E Model Customer
MSC:	BLOOMS Level III Application

	15.	Only a firm's salespeople need to be customer-oriented.

ANS:	F
All employees need to be customer-oriented because in the customer's eyes, the employee (regardless of the position held in the organization) is the firm and may be the only firm representative the customer ever sees.

PTS:	1	REF:	11	OBJ:	01-3	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Customer	MSC:	BLOOMS Level VI Evaluation

	16.	Retailers who give their sales clerks the authority to handle customer complaints without having to get approval from a supervisor are using empowerment.

ANS:	T	PTS:	1	REF:	12	OBJ:	01-3
TOP:	AACSB Reflective Thinking	KEY:	CB&E Model Customer
MSC:	BLOOMS Level III Application

	17.	In the early 1920s, Ford promised its customers any color vehicle they wanted as long as it was black. Ford's management assumed anyone buying a car would accept the color black, so it made products affordable by offering only one variety in large quantities. Ford is an example of a market-oriented firm.

ANS:	F
A market-oriented organization recognizes that different customers groups want different features or benefits.

PTS:	1	REF:	14	OBJ:	01-3	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Customer	MSC:	BLOOMS Level III Application

	18.	The ultimate goal of most market-oriented firms is profitability that results from satisfying the wants and needs of its consumers.

ANS:	T	PTS:	1	REF:	15	OBJ:	01-3
TOP:	AACSB Reflective Thinking	KEY:	CB&E Model Customer
MSC:	BLOOMS Level VI Evaluation

	19.	Sales-oriented firms usually rely more heavily on promotion alone than do market-oriented firms.

ANS:	T	PTS:	1	REF:	15	OBJ:	01-3
TOP:	AACSB Reflective Thinking	KEY:	CB&E Model Strategy
MSC:	BLOOMS Level II Comprehension		

	20.	Salespeople who work for market-oriented organizations are generally perceived by their customers as problem solvers and important links to supply sources and new products.

ANS:	T	PTS:	1	REF:	15	OBJ:	01-3
TOP:	AACSB Reflective Thinking	KEY:	CB&E Model Customer
MSC:	BLOOMS Level II Comprehension		

	21.	Marketing is important to business, so marketing should be part of the job of everyone in the organization, not just those in marketing.

ANS:	T	PTS:	1	REF:	16	OBJ:	01-4
TOP:	AACSB Reflective Thinking	KEY:	CB&E Model Strategy
MSC:	BLOOMS Level VI Evaluation

	22.	The fundamental objectives of most businesses are survival, profits, and growth.

ANS:	T	PTS:	1	REF:	16	OBJ:	01-4
TOP:	AACSB Reflective Thinking	KEY:	CB&E Model Strategy
MSC:	BLOOMS Level I Knowledge

	23.	Career opportunities in marketing exist only in for-profit organizations.

ANS:	F
Marketing career opportunities exist in a variety of non-business organizations, including hospitals, museums, universities, the armed forces, and various government and social service agencies.

PTS:	1	REF:	16	OBJ:	01-4	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level VI Evaluation

MULTIPLE CHOICE

	1.	One facet of marketing is that it is:
a.	an approach that focuses on maximizing sales	
b.	a short-term oriented approach to profit maximization	
c.	an approach that requires diversity	
d.	a philosophy that stresses customer satisfaction	
e.	independent of value creation	

ANS:	D
Marketing has two facets.  First, it is a philosophy, an attitude, a perspective, or a management orientation that stresses customer satisfaction.  Second, marketing is activities and processes used to implement this philosophy.

PTS:	1	REF:	2	OBJ:	01-1	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level II Comprehension

	2.	A business is concerned with many day-to-day activities. Some of the most important of these activities are the planning and development of a product, its pricing policy, and the distribution strategy. These activities are all a part of:
a.	a control system	
b.	marketing	
c.	accounting	
d.	production	
e.	human resources	

ANS:	B
This description contains three of the four main activities included in the marketing function.  The fourth main activity is communicating value.

PTS:	1	REF:	3	OBJ:	01-1	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Pricing | CB&E Model Product | CB&E Model Distribution
MSC:	BLOOMS Level IV Analysis

	3.	Which of the following would be considered a stakeholder of Southwest Airlines?
a.	Southwest Airlines employees	
b.	Southwest Airlines stockholders	
c.	companies that supply parts to Southwest Airlines	
d.	individuals who fly on Southwest Airlines	
e.	All of these	

ANS:	E
Marketing entails an understanding that organizations have many connected stakeholder “partners,” including employees, suppliers, stockholders, distributors, and society at large.

PTS:	1	REF:	3	OBJ:	01-1	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level II Comprehension

	4.	The American Marketing Association's definition of marketing:
a.	is limited to promotional activities	
b.	focuses on the value of empowerment, teamwork, and customer value	
c.	shows how marketing benefits the marketer	
d.	relies on the synergy created by exchange	
e.	includes creating, communicating, delivering and exchanging offerings that have value for customers, clients, partners, and society at large.	

ANS:	E
According to the American Marketing Association, marketing is the activity, set of institutions, and processes for creating, communicating, delivering, and exchanging offerings that have value for customers, clients, partners, and society at large.

PTS:	1	REF:	3	OBJ:	01-1	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level I Knowledge

	5.	Which of the following occurs when people give up something in order to receive something that they would rather have?
a.	Exchange	
b.	Synergy	
c.	Transformation	
d.	Leveraging	
e.	Reciprocity	

ANS:	A
Exchange is people giving up something to receive something they would rather have.

PTS:	1	REF:	3	OBJ:	01-1	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Product	MSC:	BLOOMS Level I Knowledge

	6.	All of the following are necessary for exchange to occur EXCEPT:
a.	each party is capable of communication and delivery	
b.	each party signs a contract before exchange occurs	
c.	each party believes it is appropriate or desirable to deal with the others	
d.	each party is free to accept or reject the exchange offer	
e.	each party must have something the other party considers to be valuable	

ANS:	B
Exchange can occur without a legal contract.

PTS:	1	REF:	3-4	OBJ:	01-1	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Customer	MSC:	BLOOMS Level VI Evaluation

	7.	For an exchange to take place:
a.	there must be at least two parties involved	
b.	money must be used in the transaction	
c.	each party must feel obligated to accept the offer	
d.	at least one party must have something of value that the other party desires	
e.	neither party must communicate with the other	

ANS:	A
For exchange to occur, there must be at least two parties, each party has something that might be of value to the other party, each party is capable of communication and delivery, each party is free to accept or reject the exchange offer, and each party believes it is appropriate or desirable to deal with the other party.

PTS:	1	REF:	3	OBJ:	01-1	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Customer	MSC:	BLOOMS Level II Comprehension

	8.	The concept of exchange is important to marketing because:
a.	if all the conditions for an exchange are in place, then the exchange will be completed	
b.	exchange provides money to marketers	
c.	marketing activities help to create exchange	
d.	marketing activities are a requirement for exchange to take place	
e.	money is the only medium of exchange for business marketers	

ANS:	C
Marketing activities help the exchange to take place, but marketing can occur without an exchange.

PTS:	1	REF:	3-4	OBJ:	01-1	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Customer	MSC:	BLOOMS Level VI Evaluation

	9.	Bob collects baseball cards and decides to sell a few of them on eBay. Some of the cards he wants to sell are rare and very valuable. What condition is necessary for an exchange to occur between Barry and a buyer?
a.	His card should have a certificate of authenticity.	
b.	The opening bid must be lower than other cards being sold on the site.	
c.	Buyers must provide payment before the item is shipped.	
d.	Delivery must take place within 2 days of the purchase.	
e.	Potential buyers must be able to see the card and understand its qualities.	

ANS:	E
For an exchange to take place, each party must have something the other values; the parties must be able to communicate; each party must believe that it is appropriate to deal with the other; and each party must be free to accept or reject the exchange offer.

PTS:	1	REF:	3-4	OBJ:	01-1	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Customer	MSC:	BLOOMS Level III Application

	10.	A problem facing the timber industry is the absence of any effective way to prove that rain forest timber was legally harvested. In places like Indonesia as much as 80 percent of timber available for sale was illegally cut. Companies like The Home Depot do not want to sell timber from illegally logged forests even though the demand is great for timber from rain forests. Which of the following conditions required for an exchange to occur is missing when a company tries to sell illegally acquired logs to The Home Depot?
a.	There are more than two parties involved.	
b.	Each party has something of value to bring to the exchange.	
c.	One party is free to accept the exchange offer.	
d.	Each party believes it is appropriate to deal with the other party.	
e.	Nobody sees the exchange as producing value.	

ANS:	D
For an exchange to occur, two or more parties must be involved. Both parties are free to accept or reject the exchange. If The Home Depot believes the timber was illegally gotten, then it will not want to deal with the loggers.

PTS:	1	REF:	4	OBJ:	01-1	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Customer	MSC:	BLOOMS Level III Application

	11.	Every cup of Dannon Yogurt contains a letter under the lid seal. Customers who collect lids and spell certain words win a prize if they send the letters and the official order form back to Dannon. Within 90 days, these customers will receive the prize of their choice. A(n) _____ will occur when a customer mails in his or her lid seals for a prize.
a.	synergy	
b.	sublimation	
c.	exchange	
d.	entropy	
e.	reciprocity	

ANS:	C
For an exchange to occur, two or more parties must be involved. Both parties are free to accept or reject the exchange. Furthermore, each party must have something that is of value to the other party. Each party is capable of communication and delivery and believes it is desirable to do so. In this case, the value for Dannon is customer loyalty. The value for the customer is the yogurt and the prize.

PTS:	1	REF:	4	OBJ:	01-1	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Customer	MSC:	BLOOMS Level III Application

	12.	All of the following are marketing management philosophies EXCEPT:
a.	sales orientation	
b.	societal marketing orientation	
c.	market orientation	
d.	profitability orientation	
e.	production orientation	

ANS:	D
The four marketing philosophies are commonly referred to as production, sales, market, and societal marketing orientations.

PTS:	1	REF:	4	OBJ:	01-2	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level VI Evaluation

	13.	Indonesian logging companies harvest the rain forests for timber and assume that a market exists for their products. The typical Indonesian logging company has a(n) _____ orientation.
a.	exchange	
b.	product	
c.	production	
d.	sales	
e.	environmental	

ANS:	C
A production orientation is a philosophy that focuses on the internal capabilities of the firm rather than on the desires and needs of the marketplace.

PTS:	1	REF:	4	OBJ:	01-2	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level III Application

	14.	Firms with a _____ orientation focus on the internal capabilities of the firm rather than on the desires and needs of the marketplace.
a.	sales	
b.	production	
c.	market	
d.	customer	
e.	customer-benefit	

ANS:	B
A production orientation is a philosophy that focuses on the internal capabilities of the firm rather than on the desires and needs of the marketplace.

PTS:	1	REF:	4	OBJ:	01-2	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level II Comprehension

	15.	A company that sets its goals and strategies based on what its current equipment can produce, what products engineering can design, and what the company itself can do best, has a(n) _____ orientation.
a.	marketplace	
b.	sales	
c.	market	
d.	exchange	
e.	production	

ANS:	E
A production orientation focuses on the internal capabilities of the firm.

PTS:	1	REF:	4	OBJ:	01-2	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level III Application

	16.	Researchers at PPG Industries spent considerable time, effort, and money developing a bluish windshield that would let in filtered sunlight but block out the heat. Little market research was done, but the scientists were convinced this new product would be significantly better than existing windshields even though it was more expensive and of a different color than the current models on the market. This scenario suggests PPG most likely has a(n) _____ orientation.
a.	exchange	
b.	production	
c.	sales	
d.	promotion	
e.	customer	

ANS:	B
A production orientation is a philosophy that focuses on the internal capabilities of the firm rather than on the desires and needs of the marketplace.

PTS:	1	REF:	4	OBJ:	01-2	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level III Application

	17.	A newspaper ad for a hospital that states, “We have the most modern delivery rooms and state-of-the art medical equipment,” is an indication of which marketing management philosophy?
a.	Sales Orientation	
b.	Customer Orientation	
c.	Market Orientation	
d.	Societal Marketing Orientation	
e.	Production Orientation	

ANS:	E
A production orientation focuses on the internal capabilities of the firm.

PTS:	1	REF:	4	OBJ:	01-2	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Strategy | CB&E Model Promotion	
MSC:	BLOOMS Level III Application

	18.	A firm with a production orientation is more likely to survive if:
a.	there are many small competitors in the marketplace	
b.	demand for the product it produces exceeds supply	
c.	the needs of the marketplace are constantly shifting	
d.	supply for the product it produces exceeds demand	
e.	any of these conditions exist	

ANS:	B
The production orientation can survive in the short term under a variety of conditions; however, if market needs change, long-term survival is difficult.

PTS:	1	REF:	4	OBJ:	01-2	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level II Comprehension

	19.	A firm that adopts a(n) _____ orientation to marketing will fail to consider whether what the firm produces most efficiently also meets the needs of the marketplace.
a.	customer	
b.	exchange	
c.	product	
d.	market	
e.	production	

ANS:	E
The production orientation forces a company to build whatever it builds best, that is, whatever it has the experience and expertise in doing.

PTS:	1	REF:	4	OBJ:	01-2	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level II Comprehension

	20.	Toyota found that consumers wanted cars to last longer and be more environmentally friendly. GM, however, enjoyed being the top U.S. car producer, and focused more on how many cars and trucks it could manufacture and not on what customers wanted from a vehicle. GM had more of a _____ orientation.
a.	sales	
b.	production	
c.	market	
d.	product	
e.	customer	

ANS:	B
The production orientation forces a company to build whatever it builds best, that is, whatever it has the experience and expertise in doing.

PTS:	1	REF:	4	OBJ:	01-2	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level III Application

	21.	The _____ orientation assumes people will buy more if aggressive selling techniques are used.
a.	market	
b.	sales	
c.	customer	
d.	production	
e.	exchange	

ANS:	B
The sales orientation assumes aggressive selling is what is needed to increase demand.

PTS:	1	REF:	5	OBJ:	01-2	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level II Comprehension

	22.	Mimi Couturier is a design company that specializes in formalwear for women. The company is known for challenging fashion mores. The company's fashion designers use computer-assisted design software to create what it thinks women should wear. The company regularly hires industry experts to examine its factories to find waste and inefficiencies that can be eliminated. The company has expanded the number of products it offers for sale many times. However, for the last two years Mimi Couturier has lost money, and it has had to lay off some of its work force. To avoid this occurrence in the future, Mimi Couturier should:
a.	hire more retail efficiency experts to trace down any production problems	
b.	increase its sales force to find more potential customers for the firm	
c.	have someone study its target market to see what needs and wants should be met by Mimi Couturier	
d.	cut prices so that its prices will be at least 10 percent below those of its competitors	
e.	design more sophisticated products that use the latest computer-aided techniques	

ANS:	C
Mimi Couturier has been production-oriented. It should develop a market orientation, which means the firm will produce only those items needed by its target market.

PTS:	1	REF:	5	OBJ:	01-2	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level III Analysis

	23.	Which marketing management philosophy is often adopted by organizations that sell unsought products such as life insurance, retirement plans, and pre-planned funeral services?
a.	Sales orientation	
b.	Production orientation	
c.	Marketing orientation	
d.	Product orientation	
e.	Customer orientation	

ANS:	A
Aggressive selling is sometimes used by companies that sell products their customers do not want to buy.

PTS:	1	REF:	5	OBJ:	01-2	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level IV Analysis

	24.	Which marketing orientation assumes people will buy more goods and services if aggressive marketing techniques are used?
a.	Sales	
b.	Production	
c.	Market	
d.	Customer	
e.	Marketplace	

ANS:	A
A sales orientation is based on the ideas that people will buy more goods and services if aggressive sales techniques are used and that high sales result in high profits.

PTS:	1	REF:	5	OBJ:	01-2	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level II Comprehension

	25.	StoryBlox creates and markets handmade wooden toys, which it sells to retailers in the Midwest. The company’s management believes its retail customers will stock more toys if its salespeople use aggressive marketing techniques, so the company provides strong incentives for salespeople and promotional allowances to resellers to get distribution for its toys. In other words, the company has a _____ orientation.
a.	promotion	
b.	production	
c.	sales	
d.	market	
e.	customer	

ANS:	C
The sales orientation assumes aggressive sales techniques will sell more product, regardless of customer desires and needs.

PTS:	1	REF:	5	OBJ:	01-2	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level III Application

	26.	If a company uses a sales orientation, consumer complaints would most likely result in:
a.	a modification of the sales presentation	
b.	product reinvention	
c.	continuous market research	
d.	philanthropy	
e.	attempts to cut production costs	

ANS:	A
The sales orientation relies on aggressive sales techniques to fuel business.

PTS:	1	REF:	5	OBJ:	01-2	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level IV Analysis

	27.	Fujifilm Computer Products has improved the efficiency and productivity of its plant, which manufactures printing technology. For the new fiscal year, the company projects a production increase of 25 percent. It has instructed its sales force to aggressively distribute and promote its printers. The CEO is sure the market will absorb more product if the sales force is determined and assertive. Fujifilm appears to have a _____ orientation.
a.	market	
b.	production	
c.	sales	
d.	customer	
e.	marketplace	

ANS:	C
A sales orientation is based on the belief that people will buy more goods and services if aggressive sales techniques are used.

PTS:	1	REF:	5	OBJ:	01-2	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level III Application

	28.	Which marketing management philosophy assumes that a sale does not depend on an aggressive sales force but rather on a customer’s decision to purchase a product?
a.	Sales Orientation	
b.	Production Orientation	
c.	Product Orientation	
d.	Market Orientation	
e.	Exchange Orientation	

ANS:	D
A market orientation states that the social and economic justification for an organization’s existence is the satisfaction of customer wants and needs while meeting organizational objectives.

PTS:	1	REF:	5	OBJ:	01-2	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level II Comprehension

	29.	Best Buy has become the nation's largest specialty retailer by focusing on the customer's needs and wants. This philosophy is at the heart of a(n) _____ orientation.
a.	sales	
b.	market	
c.	retail	
d.	production	
e.	exchange	

ANS:	B
A market-oriented philosophy is based on the consumer's wants and needs, and the organization will focus its activities on satisfying these customers by listening to them and revising strategies as necessary.

PTS:	1	REF:	5	OBJ:	01-2	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level III Application

	30.	At www.mystarbucksidea.com customers are encouraged to share their ideas and thoughts about how Starbucks can better serve their customers. Starbucks customers told management that they wanted to be recognized for choosing Starbucks coffee. So Starbucks instituted the Starbucks Reward program with money saving benefits to their Starbuck card-holders. Starbucks is an example of a company with a _____-oriented philosophy.
a.	transactional	
b.	sales	
c.	production	
d.	societal marketing	
e.	market	

ANS:	E
A market-oriented philosophy is based on consumers’ wants and needs, and the organization will focus its activities on satisfying these customers by listening to them and revising strategies as necessary.

PTS:	1	REF:	5	OBJ:	01-2	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Promotion	MSC:	BLOOMS Level III Application

	31.	Companies that rely on the marketing concept and that have implemented a market orientation strategy recognize that:
a.	price is the most important variable for customers	
b.	sales depend predominantly on an aggressive sales force	
c.	what the customer thinks he or she is buying is what is important	
d.	a company has to apply scientific management techniques to survive	
e.	selling and marketing are essentially the same thing	

ANS:	C
The perceived product and perceived value are what the customer is buying, and the marketing concept and market orientation have endeavored to understand those perceptions.

PTS:	1	REF:	5	OBJ:	01-2	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Customer	MSC:	BLOOMS Level II Comprehension

	32.	The marketing concept involves:
a.	focusing on customers' wants and needs so that the organization can distinguish its product (or products) from competitors' products	
b.	satisfying management's needs and wants with the idea of maximizing profits in the short run	
c.	selling as much product as possible under the assumption people will buy more goods and services if aggressive selling techniques are used	
d.	selling as much as possible under the assumption consumers will buy more at lower prices	
e.	focusing on production in order to increase product quality and lower prices	

ANS:	A	PTS:	1	REF:	5	OBJ:	01-2
TOP:	AACSB Reflective Thinking	KEY:	CB&E Model Customer
MSC:	BLOOMS Level I Knowledge

	33.	The marketing concept stresses that the social and economic justification for an organization's existence is the satisfaction of customer needs and wants while:
a.	producing a good or service at the lowest possible cost	
b.	improving the general standard of living	
c.	constantly increasing sales volumes	
d.	applying scientific management techniques to improve efficiency	
e.	simultaneously meeting organization objectives	

ANS:	E
The marketing concept holds that the needs and wants of both the customer and the firm be served.

PTS:	1	REF:	5	OBJ:	01-2	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level II Comprehension

	34.	After hearing his company criticized for its failure to respond to consumer needs, the CEO of a bank realized that his company needs to adhere to the marketing concept and implement a market-oriented strategy. Which of the following actions would be the best approach to achieving this goal?
a.	Reorganizing the company and making marketing its most important department	
b.	Hiring new salespeople to find new customers	
c.	Expanding the advertising budget to make potential customers more aware of its product offerings	
d.	Creating cross-functional teams and instructing them to focus on creating greater customer value	
e.	Hiring a new product development manager	

ANS:	D
Market-oriented companies are successful in getting all business functions working together to deliver customer value.

PTS:	1	REF:	5	OBJ:	01-2	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level III Application

	35.	Jacques Torres Chocolate is a factory and retail store in Brooklyn. Its owner is willing to try to produce new products when his customers suggest them—such as chili-pepper-laced chocolate candy. His only condition is that when he adds new products, his customers have the final say on whether the product is of any value. According to Torres, "If something doesn't move, that's the last time you see it." By focusing on customers' wants, the chocolate company exhibits a(n)_____ orientation.
a.	exchange	
b.	product	
c.	production	
d.	sales	
e.	market	

ANS:	E
Torres understands that a sale occurs because a customer makes a decision to buy.

PTS:	1	REF:	5	OBJ:	01-2	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level III Application

	36.	SAP, the world’s largest business software company, has pledged to put the “customer at the center” of their universe. SAP has captured the idea of:
a.	the 80/20 rule	
b.	Maslow's hierarchy of needs	
c.	the marketing concept	
d.	the sales orientation philosophy	
e.	the societal concept	

ANS:	C
The marketing concept justifies a company's existence by its ability to satisfy customers.

PTS:	1	REF:	5	OBJ:	01-2	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level III Application

	37.	A homeowner called Handyman Direct to replace a noisy bathroom exhaust fan. When the repairman arrived at the home and examined the fan, he convinced the homeowner that the fan simply needed to be cleaned and oiled rather than replaced. This would fix the problem better than replacing the fan—with less trouble and less expense. This sort of discussion between employees and customers is commonplace at Handyman Direct and indicates the business has a(n) _____ orientation.
a.	sales	
b.	market	
c.	product	
d.	exchange	
e.	production	

ANS:	B
The marketing concept, the foundation of a market orientation, holds that the needs and wants of both the customer and the firm be served.

PTS:	1	REF:	5	OBJ:	01-2	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level III Application

	38.	At The Container Store every employee is trained to serve customers. Full time salespeople receive 240 hours of training. The Container Store works to hire people who are self-motivated and have a passion for customer service. The Container Store has a(n) _____ orientation.
a.	sales	
b.	market	
c.	product	
d.	societal	
e.	production	

ANS:	B
The marketing concept, the foundation of a market orientation, holds that the needs and wants of both the customer and the firm be served.

PTS:	1	REF:	5	OBJ:	01-2	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level III Application

	39.	A company that wants to implement a market orientation would need to:
a.	do research on its customers, competitors, and markets	
b.	determine how to deliver superior customer value	
c.	establish and maintain mutually satisfying relationships with customers	
d.	implement actions that provide value to customers	
e.	do all of the activities listed	

ANS:	E	PTS:	1	REF:	5-6	OBJ:	01-2
TOP:	AACSB Reflective Thinking	KEY:	CB&E Model Strategy
MSC:	BLOOMS Level IV Analysis

	40.	A company that has a market orientation and adheres to the marketing concept does NOT:
a.	integrate all the activities of the firm to satisfy customer wants	
b.	focus on consumer needs and wants	
c.	differentiate the firm's products from its competitor's products	
d.	fuel sales growth through the application of aggressive sales techniques	
e.	concentrate on long-term goal achievement (such as profits and growth) for the firm	

ANS:	D
Aggressive sales techniques are part of the sales orientation and are not needed if a company is meeting needs and wants of its customers.

PTS:	1	REF:	5-6	OBJ:	01-2	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level VI Evaluation

	41.	A company adhering to the marketing concept will likely take which of the following steps if it learned that its customers were dissatisfied with its product?
a.	Hire more salespeople	
b.	Decrease its organizational overhead	
c.	Increase its advertising to underserved markets	
d.	Increase the number of outlets in which the product is sold	
e.	Conduct research to determine if its customers' needs have changed	

ANS:	E
A marketing concept and market-oriented philosophy are based on the consumer's wants and needs, and the organization will focus its activities on satisfying these customers by listening to them and revising strategies as necessary.

PTS:	1	REF:	5-6	OBJ:	01-2	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Customer	MSC:	BLOOMS Level IV Analysis

	42.	Western Union failed to define its competitive arena as telecommunications, concentrating instead on telegraph services, and was eventually outflanked by fax technology. Had Western Union been a _____-oriented company, its management might have better understood the changes taking place and developed strategies to counter the threat.
a.	sales	
b.	empowerment	
c.	community	
d.	societal	
e.	market	

ANS:	E
The marketing concept and a market-oriented philosophy is based on the consumer's wants and needs, and the organization will focus its activities on satisfying these customers by listening to them and revising strategies as necessary.

PTS:	1	REF:	6	OBJ:	01-2	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level III Application

	43.	At the Sears web site, customers can chat on-line with customer service representatives while shopping. This live help allows customers to have questions answered before placing an order. This focus on meeting customer needs illustrates that Sears has a(n) _____ orientation.
a.	societal marketing	
b.	market	
c.	sales	
d.	production	
e.	one-to-one	

ANS:	B
A market-oriented philosophy is based on the consumer's wants and needs, and the dealer satisfied these needs by providing excellent customer service. Building a relationship with this customer was an important key.

PTS:	1	REF:	6	OBJ:	01-2	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Customer	MSC:	BLOOMS Level III Application

	44.	An organization with a(n) _____ believes that it exists not only to satisfy customer wants and needs and to meet organizational objectives but also to preserve or enhance individuals' and society's long-term best interests.
a.	sales orientation	
b.	market orientation	
c.	ethical business mission	
d.	focused target market strategy	
e.	societal marketing orientation	

ANS:	E
The societal marketing orientation extends the marketing concept by acknowledging that some products that customers want may not really be in their best interests or the best interests of society as a whole.

PTS:	1	REF:	6	OBJ:	01-2	TOP:	AACSB Ethics
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level I Knowledge

	45.	Most companies become sensitized to community issues after they've done enough damage to draw the locals' anger. Dofasco, Inc., a highly successful steel company in Ontario, tries to get ahead of business and community issues by annually bringing together representatives from the local area and deciding what projects to improve the local environment will be implemented. This annual community-wide meeting indicates Dofasco has a _____ orientation.
a.	societal marketing	
b.	sales	
c.	reciprocal exchange	
d.	production	
e.	product	

ANS:	A
Societal marketing orientation is the idea that an organization exists not only to satisfy customer wants and needs and to meet organizational objectives but also to preserve individuals' and society's long-term best interests.

PTS:	1	REF:	6	OBJ:	01-2	TOP:	AACSB Ethics
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level III Application

	46.	Curtis Packaging developed an environmentally friendly alternative to foil called Curt Chrome, which is 100 percent recyclable. This is an example of a _____ orientation.
a.	societal marketing	
b.	sales	
c.	reciprocal exchange	
d.	production	
e.	product	

ANS:	A
Societal marketing orientation is the idea that an organization exists not only to satisfy customer wants and needs and to meet organizational objectives but also to preserve individuals' and society's long-term best interests.

PTS:	1	REF:	6	OBJ:	01-2	TOP:	AACSB Ethics
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level III Application

	47.	Procter & Gamble decided to address the fact that Hispanic women are more likely to die from breast cancer because they're reluctant to get mammograms or discuss screening. So P&G brought screening to the supermarket, parking mobile mammography vehicles in grocery store parking lots in Texas and inviting shoppers in for free x-rays. Tie-ins with local hospitals assured that women with suspicious films got follow-up care. P&G adopted a _____ orientation to achieve this goal.
a.	promotional	
b.	societal marketing	
c.	customer	
d.	marketing	
e.	product	

ANS:	B
Societal marketing orientation is the idea that an organization exists not only to satisfy customer wants and needs and to meet organizational objectives but also to preserve individuals' and society's long-term best interests.

PTS:	1	REF:	6	OBJ:	01-2	TOP:	AACSB Ethics
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level III Application

	48.	Which of the following statements about the societal orientation is FALSE?
a.	Companies that protect the environment by using all-natural materials in their products are showing a societal marketing orientation.	
b.	Marketers cannot deliver all benefits sought by customers because these benefits may not be in the long-term best interests of the customers.	
c.	The societal marketing concept is an important refinement of the market concept.	
d.	Organizations have both a social and economic justification for their existence.	
e.	The majority of consumers support environmentally-friendly companies and willingly paying more for these products.	

ANS:	E
While a majority of consumers report that environmental issues are important, they are not willing to make tradeoffs for higher costs or lower performance.

PTS:	1	REF:	6-7	OBJ:	01-2	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Customer	MSC:	BLOOMS Level VI Evaluation

	49.	Life is good® developed the “Good Karma” line of environmentally friendly 100 percent organic cotton apparel. The production of the Good Karma line is be consistent with a _____ orientation.
a.	societal marketing	
b.	supplier	
c.	sales	
d.	production	
e.	philanthropic	

ANS:	A
Societal marketing orientation is the idea that an organization exists not only to satisfy customer wants and needs and to meet organizational objectives but also to preserve individuals' and society's long-term best interests.

PTS:	1	REF:	6-7	OBJ:	01-2	TOP:	AACSB Ethics
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level III Application

	50.	Target shoppers can enroll in the Take Charge of Education® program so that Target will donate one percent of purchases made with a consumer’s REDcard, a Target credit card. The more money customers spend, the larger the donation to the consumer’s school of choice. By instituting the Take Charge of Education® program to help local schools, Target has shown a _____ orientation.
a.	societal marketing	
b.	supplier	
c.	sales	
d.	production	
e.	philanthropic	

ANS:	A
Societal marketing orientation is the idea that an organization exists not only to satisfy customer wants and needs and to meet organizational objectives but also to preserve individuals' and society's long-term best interests.

PTS:	1	REF:	6-7	OBJ:	01-2	TOP:	AACSB Ethics
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level III Application

	51.	Jewelry stores want to provide their customers with the highest quality of diamonds available at the lowest possible prices. Unfortunately, the lowest priced diamonds these days are sold by African rebels who use the profits to engage in genocide. Human rights organization have asked jewelers to buy diamonds that are "conflict-free"—that is from South Africa, Australia, or Canada. LeeBrant is one retail jewelry store that sells only diamonds that are certified to be from these countries. LeeBrant is exhibiting which marketing management orientation?
a.	Production orientation	
b.	Sales orientation	
c.	Societal marketing orientation	
d.	Direct orientation	
e.	Omnipotent orientation	

ANS:	C
LeeBrant has a societal marketing orientation because it is not only trying to satisfy customers' wants but also trying to enhance society's long-term best interests. The other jewelers that continue to sell diamonds purchased from the rebels are more interested in satisfying their customers’ desire for lower prices than in serving society.

PTS:	1	REF:	6-7	OBJ:	01-2	TOP:	AACSB Ethics
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level III Application

	52.	Which marketing management philosophy focuses on the question, “What can we make or do best?”
a.	Production orientation	
b.	Marketing orientation	
c.	Sales orientation	
d.	Societal marketing orientation	
e.	Internal orientation	

ANS:	A
A production orientation focuses on the internal capabilities of the firm rather than on the desires an needs of the marketplace.

PTS:	1	REF:	4 | 8	OBJ:	01-2	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level II Comprehension

	53.	Which marketing management philosophy focuses on the question, “How can we sell more aggressively?”
a.	Production orientation	
b.	Marketing orientation	
c.	Sales orientation	
d.	External orientation	
e.	Internal orientation	

ANS:	C
A sales orientation is based on the ideas that people will buy more goods and services if aggressive sales techniques are used and that high sales result in high profits.

PTS:	1	REF:	5 | 8	OBJ:	01-2	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level II Comprehension

	54.	Which marketing management philosophy focuses on the question, “What do customers want and need?”
a.	Sales orientation	
b.	Production orientation	
c.	Product orientation	
d.	Market orientation	
e.	Internal orientation	

ANS:	D
A market orientation is based on the marketing concept, which is the idea that the social and economic justification for an organization’s existence is the satisfaction of customer wants and needs while meeting organizational objective.

PTS:	1	REF:	5 | 8	OBJ:	01-2	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level II Comprehension

	55.	Which marketing management philosophy focuses on the question, “What do customers want and need, and how can we benefit society?”
a.	Internal orientation	
b.	External orientation	
c.	Sales orientation	
d.	Societal marketing orientation	
e.	Production orientation	

ANS:	D
The societal marketing concept extends the marketing concept by acknowledging that some products that customers want may not really be in their best interests or the best interests of society as a whole.

PTS:	1	REF:	6 | 8	OBJ:	01-2	TOP:	AACSB Ethics
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level II Comprehension

	56.	The sales and market orientations differ on all of the following characteristics EXCEPT:
a.	those to whom the product is directed	
b.	firm’s performance	
c.	firm’s business	
d.	firm’s primary goal	
e.	tools to achieve goals	

ANS:	B
These two orientations differ with respect to the organization’s focus, the firm’s business, those to whom the product is directed, the firm’s primary goal, and the tools used to achieve those goals.

PTS:	1	REF:	8	OBJ:	01-3	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level VI Evaluation

	57.	Market-oriented firms primarily focus their efforts upon:
a.	improving the technological skills and competitive advantages of the firm	
b.	satisfying the organization's needs for low overhead	
c.	achieving the company’s societal responsibilities inexpensively	
d.	distributing goods and services	
e.	satisfying the wants and needs of their customers	

ANS:	E
Market-oriented firms are focused outward toward their customers.

PTS:	1	REF:	9	OBJ:	01-3	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Customer	MSC:	BLOOMS Level VI Evaluation

	58.	Which of the following statements about a typical sales-oriented business is TRUE?
a.	The company develops its products to meet the needs of specific groups of people.	
b.	The primary goal of the company is profit through customer satisfaction.	
c.	The company invests the majority of its resources in promoting its products and services.	
d.	The company is in business to satisfy customers' wants and needs and deliver superior value.	
e.	All of these statements about a typical sales-oriented business are true.	

ANS:	C
See Review Learning Outcome 3.

PTS:	1	REF:	9 |15	OBJ:	01-3	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level VI Evaluation

	59.	_____ is defined as the relationship between benefits and the sacrifice necessary to obtain those benefits.
a.	Opportunity cost	
b.	Marketing utility	
c.	Market quality	
d.	Satisfaction percentage	
e.	Customer value	

ANS:	E	PTS:	1	REF:	9	OBJ:	01-3
TOP:	AACSB Reflective Thinking	KEY:	CB&E Model Customer
MSC:	BLOOMS Level I Knowledge

	60.	The U.S. Postal Service (USPS) argues that its express service is comparable to what is offered by FedEx and that its prices are much lower. Yet, FedEx dominates with more than a 45 percent share of the express-delivery market. Which of the following statements describes this situation?
a.	The USPS is perceived as offering greater customer value.	
b.	FedEx is perceived as offering greater customer value.	
c.	FedEx and the USPS offer the same customer value.	
d.	Customer value is not an issue in deciding which express-delivery service to use.	
e.	The USPS should lower its prices even further to increase market share.	

ANS:	B
Customer value is defined as the relationship between benefits and the sacrifice necessary to obtain those benefits.

PTS:	1	REF:	9	OBJ:	01-3	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Customer	MSC:	BLOOMS Level III Application

	61.	Marketers interested in offering customer value can:
a.	offer products that perform	
b.	give the buyer facts	
c.	offer organization-wide commitment in service and after-sales support	
d.	avoid unrealistic pricing	
e.	do all of these	

ANS:	E	PTS:	1	REF:	9-10	OBJ:	01-3
TOP:	AACSB Reflective Thinking	KEY:	CB&E Model Strategy
MSC:	BLOOMS Level IV Analysis

	62.	Because Charlene works the late shift, she really loves TiVo because it allows her to watch her favorite TV shows on her own schedule. TiVo provides what element of value to Charlene?
a.	Offering products that perform	
b.	Earning her trust	
c.	Avoiding unrealistic pricing	
d.	Giving her facts	
e.	Co-creation	

ANS:	E
Co-creation allows customers to help create their own experience.

PTS:	1	REF:	10	OBJ:	01-3	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Customer	MSC:	BLOOMS Level III Application

	63.	Which of the following is the customer’s evaluation of a good or service in terms of whether that good or service has met his or her needs and expectations?
a.	Value	
b.	Perception	
c.	Attitude	
d.	Dissonance	
e.	Satisfaction	

ANS:	E
Failure to meet needs and expectations results and dissatisfaction with the good or service.

PTS:	1	REF:	10	OBJ:	01-3	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Customer	MSC:	BLOOMS Level II Comprehension

	64.	When customer expectations regarding product quality, service quality, and value-based price are met or exceeded, _____ is created.
a.	a value line	
b.	a quality rift	
c.	planning excellence	
d.	customer satisfaction	
e.	expectation satisfaction	

ANS:	D
Customer satisfaction is the customer’s evaluation of a good or service in terms of whether that good or service has met the customer’s needs and expectations.

PTS:	1	REF:	10	OBJ:	01-3	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Customer	MSC:	BLOOMS Level II Comprehension

	65.	96 percent of USAA home insurance policy holders report that USAA representatives meets their commitment in calling back customers quickly about claims. The most likely result of USAA’s efforts is:
a.	management empowerment	
b.	retailer-customer synergy	
c.	customer satisfaction	
d.	transactional marketing	
e.	disintermediation	

ANS:	C
When customer expectations regarding product quality, service quality, and value-based price are met or exceeded, customer satisfaction is created.

PTS:	1	REF:	10	OBJ:	01-3	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Customer	MSC:	BLOOMS Level III Application

	66.	Nordstrom department store emphasizes _____ by accepting returns on items not purchased there.
a.	management empowerment	
b.	management-customer synergy	
c.	customer satisfaction	
d.	transactional marketing	
e.	direct selling	

ANS:	C
When customer expectations regarding product quality, service quality, and value-based price are met or exceeded, customer satisfaction is created.

PTS:	1	REF:	10	OBJ:	01-3	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Customer	MSC:	BLOOMS Level III Application

	67.	_____ is a strategy that focuses on keeping and improving relationships with current customers.
a.	Commitment selling	
b.	Relationship marketing	
c.	Transactional marketing	
d.	Market engineering	
e.	Organization-customer synergy	

ANS:	B
This is the definition of relationship marketing.

PTS:	1	REF:	10	OBJ:	01-3	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Customer	MSC:	BLOOMS Level I Knowledge

	68.	Networkcar.com sells a plug-in device that connects to computer diagnostic ports that are standard on cars. The device beams signals to dealers who can remotely diagnose or spot trouble. The device allows car dealerships to maintain a closer bond with their customers by offering maintenance before a problem leaves customers with an inoperable or possibly dangerous car. With the device, dealers can better engage in:
a.	management empowerment	
b.	management-customer synergy	
c.	relationship marketing	
d.	transactional marketing	
e.	direct selling	

ANS:	C
Relationship management is a strategy that entails forging long-term partnerships with customers.

PTS:	1	REF:	10-11	OBJ:	01-3	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Customer	MSC:	BLOOMS Level III Application

	69.	Kellogg’s gives consumers the chance to receive a free DVD. Consumers who buy five boxes of specially marked cereal can cut out the coupons and mail in their completed official form to get a free DVD. Kellogg’s is engaging in:
a.	transactional marketing	
b.	sports distribution	
c.	relationship marketing	
d.	one-to-one marketing	
e.	customer transformation	

ANS:	C
Relationship marketing is a strategy that entails forging long-term partnerships with customers.

PTS:	1	REF:	10-11	OBJ:	01-3	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Customer | CB&E Model Promotion	
MSC:	BLOOMS Level III Application

	70.	Frequent-flyer programs are an example of financial incentives to customers in exchange for their continuing patronage. After flying a certain number of miles or flying a specified number of times, the frequent-flyer program participant earns a free flight or some other award such as free lodging. Airlines that use frequent-flyer programs are practicing:
a.	commitment selling	
b.	transaction marketing	
c.	transformational marketing	
d.	marketing engineering	
e.	relationship marketing	

ANS:	E
The strategy that entails forging long-term partnerships with customers is called relationship marketing.

PTS:	1	REF:	10-11	OBJ:	01-3	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Customer	MSC:	BLOOMS Level III Application

	71.	Most successful relationship marketing strategies depend on:
a.	customer-oriented personnel	
b.	effective training programs	
c.	employees with authority to make decisions and solve problems	
d.	teamwork	
e.	all of these	

ANS:	E	PTS:	1	REF:	11	OBJ:	01-3
TOP:	AACSB Reflective Thinking	KEY:	CB&E Model Strategy
MSC:	BLOOMS Level IV Analysis

	72.	The Geek Squad is a tech support station located inside every Best Buy electronics retail store. Best Buy gives intensive training to the Geeks. The purpose of this training is to:
a.	improve customer service	
b.	give higher education benefits to employees	
c.	promote the company image by increasing public awareness	
d.	reduce the need of empowerment	
e.	increase employment levels	

ANS:	A
Leading marketers recognize the role of employee training in customer service.

PTS:	1	REF:	12	OBJ:	01-3	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level III Application

	73.	Some market-oriented firms give employees expanded authority to solve customer problems on the spot. This is known as:
a.	training	
b.	deregulation	
c.	empowerment	
d.	commissioning	
e.	mediating	

ANS:	C
Empowerment is the delegation of authority to solve customer problems quickly, usually by the first person that the customer notifies regarding a problem.

PTS:	1	REF:	12	OBJ:	01-3	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level I Knowledge

	74.	_____ gives customers the feeling their concerns are being addressed and at the same time gives employees the feeling their expertise matters to management.
a.	Management-employee synergy	
b.	Organizational entropy	
c.	Managerial reciprocity	
d.	Empowerment	
e.	Delegation	

ANS:	D
Empowerment is the delegation of authority to solve customers’ problems quickly, usually by the first person that the customer notifies regarding a problem.

PTS:	1	REF:	12	OBJ:	01-3	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level II Comprehension

	75.	The Ritz Carlton has Service Values which guide employees in providing its Gold Standard service. One of the service values states “I own and immediately resolve guest problems.” The Ritz Carlton management uses _____ to provide customer service.
a.	training	
b.	deregulation	
c.	empowerment	
d.	commissioning	
e.	mediating	

ANS:	C
Empowerment is the delegation of authority to solve customers’ problems quickly.

PTS:	1	REF:	12	OBJ:	01-3	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level III Application

	76.	As part of instituting an empowerment program, a marketing director should:
a.	hire college graduates who have the latest training in marketing management techniques	
b.	create a customer-service department and place a key staff person in charge of the department	
c.	train the company's staff to judge the quality of the products the firm produces	
d.	allow non-management employees to resolve problems on their own without prior approval from their immediate supervisors	
e.	conduct a survey of the company's marketing staff to learn about employee morale	

ANS:	D
Empowerment refers to firms that give employees expanded authority to solve customer problems on the spot without having to get management's permission first.

PTS:	1	REF:	12	OBJ:	01-3	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level VI Evaluation

	77.	_____ is the collaborative efforts of people to achieve common objectives.
a.	Effort training	
b.	Teamwork	
c.	Empowerment	
d.	OJT training	
e.	Mediation	

ANS:	B
This is the definition of teamwork.

PTS:	1	REF:	12	OBJ:	01-3	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level I Knowledge

	78.	TUFF SHED, Inc. is one of the leading suppliers of installed storage buildings and garages in the United States. TUFF SHED mandates that sales, management and construction teams work together to anticipate and eliminate potential problems. They make sure customers get the right buildings for their needs, and they all are built well and in a timely manner. By using teamwork, TUFF SHED:
a.	operates successfully using a production orientation	
b.	provides its customer with a high level of satisfaction	
c.	has a high employee turnover rate	
d.	does not deliver superior customer service	
e.	has a sales orientation	

ANS:	B
Teamwork is one way a company with a market orientation creates customer satisfaction.

PTS:	1	REF:	12-13	OBJ:	01-3	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level III Application

	79.	A sales-oriented firm defines its business (or mission) in terms of:
a.	employees	
b.	goods and services	
c.	customers	
d.	competitors	
e.	benefits	

ANS:	B
A sales-oriented firm focuses inward on its products and services.

PTS:	1	REF:	13	OBJ:	01-3	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level II Comprehension

	80.	A market-oriented firm defines its business in terms of:
a.	goods and services	
b.	the benefits its customers seek	
c.	employee empowerment	
d.	competitive position	
e.	customer satisfaction	

ANS:	B
A market-oriented firm is defined in terms of the benefits its customers seek.

PTS:	1	REF:	13	OBJ:	01-3	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level II Comprehension

	81.	Redefining the business mission of a mattress manufacturer as "a good night's sleep" rather than stating the mission as "the manufacture of high-quality mattresses" will:
a.	not stimulate an awareness of changes in consumer desires	
b.	be too broad a statement to be of any real use in serving customers	
c.	stifle creativity in discovering opportunities to serve customers	
d.	help ensure the firm retains its focus on customers	
e.	ensure the core products will be retained	

ANS:	D
The broader business mission of "a good night sleep" will stimulate innovation and creativity because not all sleep aids are mattresses. It will lead the company to further growth.

PTS:	1	REF:	13	OBJ:	01-3	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level III Application

	82.	One of the reasons given for the decline of Britannica is that the firm defined its business as publishing books instead of providing information. Britannica failed to:
a.	define its mission in terms of the benefits its customers seek	
b.	ignore the marketing concept of serving customer needs and wants	
c.	realize "customers only want what they know"	
d.	have a sales orientation	
e.	empower the consumer	

ANS:	A
A market-oriented firm defines its business in terms of the benefits its customers seek. Because of the limited way Britannica defined its business, it missed an opportunity to define itself in terms of the benefits customers were seeking.

PTS:	1	REF:	13	OBJ:	01-3	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level III Application

	83.	Walker Farms has heard from many of its customers that they would like organic produce. As a result, Walker Farms became a certified organic farm. Walker realizes that, while not all consumers are willing to pay the higher prices for organic produce, his customers want the organic produce. Walker realized:
a.	he missed sales by not concentrating on the average customer	
b.	different customer groups have different needs and wants	
c.	he is a sales-oriented farm	
d.	his business is about selling the cheapest vegetables	
e.	his aim is a goal of profit through maximum sales volume	

ANS:	B
One way to implement the marketing concept is to concentrate on the needs of specific groups of customers.

PTS:	1	REF:	13-14	OBJ:	01-3	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level III Application

	84.	A market-oriented organization targets its products at:
a.	the “average customer”	
b.	the “loyal customer”	
c.	everybody	
d.	specific groups of people	
e.	the total market	

ANS:	D
Market-oriented organizations target their products at specific groups of people. By contrast, sdales-oriented organizations target their products at “everybody” or “the average customer.”

PTS:	1	REF:	14	OBJ:	01-3	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Distribution | CB&E Model Pricing |  CB&E Model Product  | CB&E Model Promotion	MSC:	BLOOMS Level VI Evaluation

	85.	One way to identify the orientation of a firm is to examine its primary goal. If a firm seeks to achieve profitability through sales volume, it would probably be:
a.	promotion-oriented	
b.	price-oriented	
c.	sales-oriented	
d.	production-oriented	
e.	retail-oriented	

ANS:	C
A sales-oriented organization seeks to achieve profitability through sales volume and tries to convince potential customers to buy.

PTS:	1	REF:	15	OBJ:	01-3	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level IV Analysis

	86.	The owner of Maine Kitchen Art bowls, spoons, and cutting boards knows marketing can make his company a success. He wants to rely solely on promotion as the technique for attracting customers. He advertises extensively in cooking magazines and provides retailers who carry his product with attractive displays. From this information, you know that Maine Kitchen Art has a _____ orientation.
a.	market	
b.	societal	
c.	production	
d.	sales	
e.	product	

ANS:	D
A sales-oriented organization views promotions as the primary tool used to achieve its goals.

PTS:	1	REF:	15	OBJ:	01-3	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level III Application

	87.	FujiFilm Computer Products has improved the efficiency and productivity of its plant, which manufactures printing technology. For the new fiscal year, the company projects a production increase of 25 percent and has instructed its sales force to aggressively distribute and promote the product. The CEO is sure the market will absorb more product if the sales force is determined and assertive. Apparently FujiFilm:
a.	has an outward organizational focus on its customers wants and preferences	
b.	seeks its goals primarily through the use of intensive promotion	
c.	directs its products to specific groups of people	
d.	is in the business of satisfying customers	
e.	profits through customer satisfaction	

ANS:	B
FujiFilm definitely has a sales orientation. See Review Learning Outcome 3 for a diagram showing the differences between a market orientation and a sales orientation.

PTS:	1	REF:	15	OBJ:	01-3	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level III Application

	88.	A sales-oriented organization seeks to achieve profitability through:
a.	the development of long-term relationships with customers	
b.	sales volume	
c.	providing customer satisfaction	
d.	creating customer value	
e.	All of these	

ANS:	B
A sales-oriented organization seeks to generate sales volume based upon intensive promotional activities.

PTS:	1	REF:	15	OBJ:	01-3	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Promotion	MSC:	BLOOMS Level II Comprehension

	89.	All of the following are good reasons to study marketing EXCEPT:
a.	Marketing creates consumer needs.	
b.	Marketing plays an important role in society.	
c.	Marketing is important to business.	
d.	Marketing offers outstanding career opportunities.	
e.	Marketing affects your life every day.	

ANS:	A
Marketing may create consumer wants, but it does not create consumer needs.

PTS:	1	REF:	16	OBJ:	01-4	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level VI Evaluation

	90.	What percentage of the civilian workforce in the United States performs marketing activities?
a.	about 10 percent	
b.	less than 25 percent	
c.	between 25 and 33 percent	
d.	almost 50 percent	
e.	more than 75 percent	

ANS:	C
Between a fourth and a third of the entire civilian workforce in the United States performs marketing activities.

PTS:	1	REF:	16	OBJ:	01-4	TOP:	AACSB Analytic
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level II Comprehension

	91.	Martina spent $30 at the grocery store this afternoon. About how much of that sum paid for marketing costs?
a.	$3.00	
b.	$7.00	
c.	$10.00	
d.	$15.00	
e.	$25.00	

ANS:	D
About half of every dollar you spend pays for marketing costs, such as marketing research, product development, packaging, transportation, storage, advertising, and sales expenses.

PTS:	1	REF:	17	OBJ:	01-4	TOP:	AACSB Analytic
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level II Comprehension

According to Harley-Davidson management, the company does not sell motorcycles or riding gear. Instead, according to H-D’s mission statement, the company is in the business of “fulfilling dreams.” Over the years, H-D has developed a business culture that it describes as "Harleyness." Prospective employees are screened to determine if they have the cultural fit. The company encourages employees to own and use the same types of motorcycles used by customers. Harley people ride their bikes to work and spend vacations touring and attending rallies with fellow Harley riders. Maintaining a strong relationship with customers is engrained in H-D culture. When a person buys a Harley-Davidson motorcycle, he or she receives a free 1-year membership to the Harley Owners Group (HOG), which was developed in 1983 as a program to keep people active with their Harley. Simultaneously, it keeps the company close to its customer. Through HOG, the company supports rallies, club meetings, and weekend parties featuring free food and drink. H-D executives routinely attend bike rallies across the country to stay in touch with Harley-Davidson customers and enthusiasts. H-D employees want to hear first-hand from fellow riders about great riding experiences—or problems—they might have had. And they’re able to tell those riders, “I know what you mean.” Because those employees are riders too.

	92.	Refer to Harley-Davidson. The company mission statement indicates that which marketing management philosophy is embraced by this company?
a.	Sales orientation	
b.	Market orientation	
c.	Production orientation	
d.	Societal marketing orientation	
e.	Promotional orientation	

ANS:	B
A market orientation is a philosophy that assumes that a sale does not depend on an aggressive sales force but rather on a customer’s decision to purchase a product.

PTS:	1	REF:	5	OBJ:	01-2	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level III Application

	93.	Refer to Harley-Davidson. Harley-Davidson’s customer-driven approach embodies an organization-wide commitment to service and support so that customers attain benefits relative to the price they pay for the product.  Which element of an organization’s focus is this commitment satisfying?
a.	Empowerment	
b.	Customer value	
c.	Customer acquisition	
d.	Creativity	
e.	Primary goal making	

ANS:	B
Customer value is the relationship between benefits and the sacrifice necessary to obtain those benefits.

PTS:	1	REF:	9	OBJ:	01-3	TOP:	AACSB Analytic
KEY:	CB&E Model Customer	MSC:	BLOOMS Level III Application

	94.	Refer to Harley-Davidson.  Customer-oriented personnel who ride the products they make and sell, sponsorship of motorcycle clubs and parties, and employee attendance at bike rallies all work together at Harley-Davidson to implement which type of strategy?
a.	Relationship marketing	
b.	Social marketing	
c.	Internal marketing	
d.	External marketing	
e.	Empowered marketing	

ANS:	A
Most successful relationship marketing strategies depend on close contact with customers.

PTS:	1	REF:	10-11	OBJ:	01-3	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level III Application

	95.	Refer to Harley-Davidson. A Harley-Davidson rider attending a bike rally in Sturgis, South Dakota approached an H-D employee with a complaint about a defective engine part. The H-D employee immediately made arrangements for the part to be shipped to the rally at no charge to the customer.  The fact that H-D employees have the authority to solve customers’ problems quickly illustrates that these employees are given:
a.	authority training	
b.	customer value giving	
c.	cross-utilization	
d.	teamwork	
e.	empowerment	

ANS:	E
Empowerment is the delegation of authority to employees to solve customers’ problems quickly, usually by the first person that the customer notifies regarding a problem.

PTS:	1	REF:	12	OBJ:	01-3	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level III Application

	96.	Refer to Harley-Davidson. Based on the description of the company, Harley-Davidson most likely does all of the following EXCEPT:
a.	seek to achieve profitability through sales volume	
b.	hope to build long-term relationships with customers	
c.	define its business in terms of the benefits its customers want	
d.	understand that different customer groups want different things	
e.	recognize that marketing is not just a responsibility of the marketing department	

ANS:	A
Sales-oriented organizations seek to achieve profitability through sales volume. Market-oriented organizations such as H-D hope to build long-term relationships with customers, define their businesses in terms of the benefits customers want, recognize that different customer groups want different benefits, and understand that marketing is not just a responsibility of the marketing department.

PTS:	1	REF:	13-15	OBJ:	01-3	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level III Application

The First Starbucks opened in 1970 in Seattle Washington. The demand for its coffee grew and Starbucks added more than 6,000 stores located in over 30 countries. In its more than 30 year history, Starbucks has never given out coupons for its coffee. Starbucks had only to make its coffee and customers came. Recently consumer quality perception of the Starbucks brand has started to fall. Starbucks started a consumer-response blog to learn more about what consumers expect from Starbucks. One of the most requests was for a customer rewards program. In response Starbucks has started the My Starbucks Rewards, which offers free refills on brewed coffee, free beverage with whole bean purchase, beverage customization and free Wi-Fi. Starbucks also put coupons in a national newspaper for those consumers who love coupons and created a new brew of coffee for those who prefer a milder coffee taste. Starbucks is hoping with these improvements will restore customers’ loyalty and confidence.

	97.	Refer to Starbucks. Which of the four conditions did NOT exist in the minds of the Starbucks consumer, resulting in declining sales?
a.	Each party has something of value to the other party	
b.	Each party is capable of communication and delivery	
c.	Each party is free to accept or reject the exchange offer	
d.	Each party believes it is appropriate or desirable to deal with the other party	
e.	There must be at least two parties for exchange to occur	

ANS:	A
Starbucks customers were not seeing the value of exchanging their money for Starbucks products.

PTS:	1	REF:	3-4	OBJ:	01-1	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Customer	MSC:	BLOOMS Level III Application

	98.	Refer to Starbucks. For more than thirty years Starbucks held the orientation of “If we build it, they will come.” This philosophy is most in line with a _____ orientation.
a.	sales	
b.	market	
c.	production	
d.	societal marketing	
e.	product	

ANS:	C
A production orientation means that management asks “what do we do best?” Starbucks case made great coffee and created an atmosphere where people wanted to spend time and money.

PTS:	1	REF:	4	OBJ:	01-2	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level III Application

	99.	Refer to Starbucks. Starbucks customers wanted more value from their coffee. Starbucks management responded to customers through the Starbucks card rewards program. Which element of value was Starbucks management working to increase?
a.	Products that perform	
b.	Earning trust	
c.	Avoiding unrealistic pricing	
d.	Giving the buyer facts	
e.	Co-creation	

ANS:	B
In order for Starbucks to continue to grow and prosper it needed to keep its stable base of loyal customers happy.

PTS:	1	REF:	9-10	OBJ:	01-3	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level III Application

	100.	Refer to Starbucks. The creation of a consumer-response blog is an example of _____.
a.	how to increase sales	
b.	technology at its best	
c.	relationship marketing	
d.	good training	
e.	product improvements	

ANS:	C
Relationship marketing is a strategy that focuses in keeping and improving relationships with current customers.

PTS:	1	REF:	10	OBJ:	01-3	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level III Application

	101.	Refer to Starbucks. The fact that management realized that coffee drinkers had different needs whether be using coupons, wanting a milder brew of coffee or free Wi-Fi shows that Starbucks is now using a _____-oriented approach.
a.	sales	
b.	market	
c.	production	
d.	societal marketing	
e.	product	

ANS:	B
A market-oriented organization recognizes that different consumer groups want different features or benefits.

PTS:	1	REF:	14	OBJ:	01-3	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level III Application

As recently as 20 years ago circuses came to town with tents, animals, clowns, and other performers. An advance man arrived about two weeks before the circus actually arrived, covered the community with posters, and gave out free tickets to schoolchildren. If the advance man had done a good job, when the circus arrived and opened its tent doors, 300 to 600 people would fill its seats. When the largest circus organizations merged, the newly formed Ringling Bros. and Barnum & Bailey's Greatest Show on Earth began performing in 4,000-seat arenas. Attendance, however, has stagnated in recent years. People have stopped going to the circus because they miss the circus tent and the close intimate atmosphere it created. The newest thing in circuses is a return to the tent atmosphere with an emphasis on the types of entertainment that were popular years ago. Antique circus wagons, calliope music, and cotton candy are replacing the exotic animals and the prima donna performers. To satisfy the needs of this new audience, the tent circus now sells lattes and wine.

	102.	Refer to Circuses. The aggressive promotions used by advance men indicate that decades ago the circuses probably had a _____ orientation.
a.	sales	
b.	market	
c.	production	
d.	societal marketing	
e.	product	

ANS:	A
Sales-oriented organizations achieve their sales goals primarily through intensive promotion.

PTS:	1	REF:	5	OBJ:	01-2	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level III Application

	103.	Refer to Circuses. Now circuses are trying to satisfy customers' needs and wants and to profit through customer satisfaction. They have adopted a _____ orientation.
a.	societal marketing	
b.	selling	
c.	production	
d.	market	
e.	retail	

ANS:	D
A market-oriented philosophy is based on consumers’ wants and needs

PTS:	1	REF:	5	OBJ:	01-2	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level III Application

	104.	Refer to Circuses. To exhibit a societal marketing orientation, circuses could:
a.	rely on publicity and avoid any promotions	
b.	empower their employees to satisfy customer wants	
c.	donate a percentage of their profits to local educational institutions	
d.	use relationship marketing	
e.	emphasize customer value	

ANS:	C
The philosophy called the societal marketing orientation states that an organization exists not only to satisfy customer wants and needs and to meet organizational objectives but also to preserve or enhance individuals' and society's long-term best interests.

PTS:	1	REF:	6	OBJ:	01-2	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level III Application

	105.	Refer to Circuses. One of the tent venues is called Barnum's Kaleidoscope, and it is in a permanent location with the hopes that people who see the show will want to return and see it again as well as bring their friends and relatives to the production. Which of the following techniques would most likely advance this strategy of referrals and repeat business?
a.	Relationship marketing	
b.	Empowerment	
c.	Sales orientation	
d.	Authority to delegate	
e.	Transactional marketing	

ANS:	A
Relationship marketing is a strategy that entails forging long-term partnerships with customers.

PTS:	1	REF:	10	OBJ:	01-3	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level III Application

	106.	Refer to Circuses. The circus's goal of redesigning the circus experience is being completed through the coordination of many marketing activities, such as value pricing, a product that includes exciting performances, tent venue locations, and promotion. These activities make up the _____ for the circuses.
a.	opportunity analysis	
b.	value of marketing	
c.	marketing environment	
d.	target market	
e.	marketing mix	

ANS:	E
Marketing mix elements include product, place, promotion, and price.

PTS:	1	REF:	15	OBJ:	01-3	TOP:	AACSB Reflective Thinking
KEY:	CB&E Model Product  | CB&E Model Distribution | CB&E Model Pricing | CB&E Model Promotion	MSC:	BLOOMS Level III Application

ESSAY

	1.	Explain how marketing is both a philosophy and a set of activities.

ANS:	
The first facet of marketing is its philosophy. This philosophy is an attitude, perspective, or management orientation that stresses the importance of customer satisfaction.

The second facet of marketing is the set of activities used to implement this philosophy. These activities include (but are not limited to) planning, pricing, promotion, distribution, selling, advertising, and inventory management.

PTS:	1	REF:	2	OBJ:	01-1	TOP:	AACSB Communication
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level V Synthesis

	2.	What is the American Marketing Association’s (AMA) definition of marketing and what does marketing entail?

ANS:	
According to the AMA, marketing is the activity, set of institutions, and processes for creating, communicating, delivering, and exchanging offerings that have value for customers, clients, partners, and society at large.  Marketing entails the processes that focus on delivering value and benefits to customers, not just selling goods, services, and ideas.

PTS:	1	REF:	3	OBJ:	01-1	TOP:	AACSB Communication
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level V Synthesis

	3.	Describe the concept of exchange, and list the five conditions that must be satisfied for exchange to occur. If all conditions are met, does that guarantee exchange will occur?  Explain why or why not.

ANS:	
The concept of exchange simply means that people give up something in order to receive something that they would rather have. Money, goods, or services may be the medium of exchange. The five conditions of exchange are:

1. There must be at least two parties.
2. Each party has something that might be of value to the other party.
3. Each party is capable of communication and delivery.
4. Each party is free to accept of reject the exchange offer.
5. Each party believes it is appropriate or desirable to deal with the other party.

Exchange will not necessarily take place even if all these conditions exist.  They are necessary for exchange to be possible, but unless the buyer and seller reach an agreement, an exchange will not take place.

PTS:	1	REF:	3-4	OBJ:	01-1	TOP:	AACSB Communication
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level V Synthesis

	4.	Name and describe the four marketing management philosophies.

ANS:	
PRODUCTION ORIENTATION. This orientation focuses firms on their internal production capabilities rather than the desires and needs of the marketplace.

SALES ORIENTATION. This orientation assumes that buyers will purchase more of any item if aggressive selling techniques are used. Again, this orientation does not address the needs and wants of the marketplace.

MARKET ORIENTATION. This orientation is the foundation of contemporary marketing philosophy. It recognizes that a sale is dependent on the customer's decision to purchase a product and provides increased responsiveness to customer needs and wants. To market-oriented firms, marketing means building relationships with customers.

SOCIETAL MARKETING ORIENTATION. This orientation refines the marketing orientation by stating that the social and economic justification for an organization's existence is the satisfaction of customer wants and needs while meeting the organization's objectives and preserving or enhancing both individuals' and society's long-term best interests.

PTS:	1	REF:	4-7	OBJ:	01-2	TOP:	AACSB Communication
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level V Synthesis

	5.	What is the marketing concept? According to the marketing concept, what determines if a sale will actually occur?

ANS:	
The marketing concept is a simple and intuitively appealing philosophy. It states that the social and economic justification for an organization's existence is the satisfaction of customer wants and needs while meeting organizational objectives. It is based on an understanding that a sale does not depend on an aggressive sales force, but rather on a customer's decision to purchase a product.

PTS:	1	REF:	5	OBJ:	01-2	TOP:	AACSB Analytic
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level V Synthesis

	6.	What is the fundamental problem with a sales orientation? Explain your answer.

ANS:	
The fundamental problem with a sales orientation is a lack of understanding of the needs and wants of the marketplace. They simply fail to understand what is important to their customers. Such firms often find that, despite the quality of their sales force, the cannot convince people to buy goods or services that are neither wanted nor needed.

PTS:	1	REF:	5	OBJ:	01-2	TOP:	AACSB Communication
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level V Synthesis

	7.	An entrepreneur has set up a company to manufacture and market GPS systems for hunters. He has decided a sales orientation would best suit his new company. What are important considerations for this firm when it adopts this orientation? What are potential pitfalls of this orientation the owner needs to understand?

ANS:	
The most important component for a sales orientation is an aggressive sales force. The sales force can push intermediaries to carry products, or push consumers to purchase. For the entrepreneur in question, this is important, as hunters rarely buy GPS equipment directly from the manufacturer. Instead, GPS equipment is offered through specialty resellers. An aggressive sales force could help the entrepreneur sell his product in more outlets. However, despite a high-quality sales force, even aggressive salespeople cannot convince people to buy goods and services that are neither wanted nor needed.

PTS:	1	REF:	5	OBJ:	01-2	TOP:	AACSB Communication
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level V Synthesis

	8.	Explain the marketing concept and market orientation. What three requirements are necessary to implement a market orientation?

ANS:	
The philosophy of the marketing concept states that the social and economic justification for an organization's existence is the satisfaction of customer wants and needs while meeting organizational objectives. Market orientation requires top management leadership, a customer focus, competitive intelligence, and interfunctional coordination to meet customer wants and needs and deliver superior value. It also entails establishing and maintaining mutually rewarding relationships with customers.

The marketing concept and market orientation involve:

1. focusing on consumer wants and needs so the organization can distinguish its product(s) from competitors' offerings,
2. integrating all the organization’s activities, including production, to satisfy customers wants, and
3. achieving long-term goals by satisfying customer wants and needs legally and responsibly.

PTS:	1	REF:	5-6	OBJ:	01-2	TOP:	AACSB Communication
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level V Synthesis

	9.	Explain the societal marketing orientation, and give an example of a company implementing this orientation.

ANS:	
The societal marketing orientation is the idea that an organization exists not only to satisfy customer wants and needs and to meet organizational objectives, but also to preserve or enhance individuals’ and society’s long-term best interests.  Students' examples will vary depending upon what commercials, advertisements, and publicity they have been exposed to. All should select a company that exists not only to satisfy customers' wants and needs and to meet organizational objectives but also to preserve or enhance individuals' or society's long-term best interests.

PTS:	1	REF:	6-7	OBJ:	01-2	
TOP:	AACSB Communication | AACSB Ethics		KEY:	CB&E Model Strategy
MSC:	BLOOMS Level V Synthesis

	10.	What is customer value? What are the six ways marketers can make sure customers perceive their companies/products as sources of value?

ANS:	
Customer value is the relationship between benefits and the sacrifice necessary to obtain those benefits. Marketers who want to be perceived by their customers as offering value can (1) offer products that perform, (2) earn trust, (3) avoid unrealistic pricing, (4) give the buyer facts, (5) offer organization-wide commitment in service and after-sales support, and (6) co-creation.

PTS:	1	REF:	9-10	OBJ:	01-3	TOP:	AACSB Communication
KEY:	CB&E Model Customer	MSC:	BLOOMS Level V Synthesis

	11.	Compare and contrast the sales and market orientations using the following five characteristics as guidelines: (1) organization's focus, (2) business the organization is in, (3) people to whom the product is directed, (4) the organization's primary goal, and (5) tools used to achieve that goal.

ANS:	
ORGANIZATION'S FOCUS. With a sales orientation, the firm's focus is inward upon the firm's own needs. With a market orientation, the focus is outward on the wants and preferences of customers. In particular, market-oriented firms create customer value, maintain customer satisfaction, and build long-term relationships.

BUSINESS. A firm with a sales orientation is in the business of selling goods and services. A firm with a market orientation is in the business of satisfying consumer wants and needs.

CUSTOMERS. A sales orientation directs the firm's output at everybody, while a market orientation directs goods toward specific groups of people.

PRIMARY GOAL. The primary goal of a firm with a sales orientation is to make profit through maximizing sales volume. The primary goal of a firm with a market orientation is to seek profit through customer satisfaction.

TOOLS FOR GOAL ACHIEVEMENT. A sales orientation seeks to achieve goals primarily through intensive promotion. A market orientation achieves goals through coordinated use of a set of marketing activities.

See Review Learning Outcome 3.

PTS:	1	REF:	9-15	OBJ:	01-3	TOP:	AACSB Communication
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level V Synthesis

	12.	Consider the following statement: "Relationship marketing is not possible in a firm embracing a production orientation." Do you agree or disagree with this statement?  Explain your answer.

ANS:	
A company with a production orientation concentrates on what it can do best--its internal capabilities. Sometimes what the company produces is exactly what the customer wants, so it could be possible for a company to engage in relationship marketing (a strategy that entails forging long-term partnerships with customers) and still have a production orientation.  However, the most successful relationship marketing strategies depend on customer-oriented personnel, effective training programs, employees with authority to make decisions and solve problems, and teamwork.

PTS:	1	REF:	4 | 10-11	OBJ:	01-2 | 01-3	TOP:	AACSB Communication
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level VI Evaluation

	13.	Discuss the elements needed to implement successful relationship marketing strategies.

ANS:	
Most successful relationship marketing strategies depend on:

CUSTOMER-ORIENTED PERSONNEL.  An employee may be the only contact a customer has with the firm, so in that customer’s eyes, the employee is the firm.  Any person, department, or division that is not customer-oriented weakens the positive image of the entire organization.

TRAINING.  Training is important to implement the other elements.

EMPOWERMENT.  Delegation of authority to solve customer problems quickly, usually by the first person that the customer notifies regarding a problem.

TEAMWORK.  Collaborative efforts of people to accomplish a common objective.  Job performance, company performance, product value, and customer satisfaction all improve when people in the same department or work group begin supporting and assisting each other and emphasize cooperation instead of competition.

PTS:	1	REF:	10-13	OBJ:	01-3	TOP:	AACSB Communication
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level V Synthesis

	14.	List the three advantages of defining the company's business in terms of the benefits customers seek instead of in terms of goods and services.

ANS:	
(1) It ensures that the firm keeps focusing on customers and avoids becoming preoccupied with goods, services, or the organization's internal needs. (2) It encourages innovation and creativity by reminding people there are many different ways to satisfy customer wants. (3) It stimulates an awareness of changes in customer desires and preferences so product offerings are more likely to remain relevant.

PTS:	1	REF:	13	OBJ:	01-3	TOP:	AACSB Communication
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level V Synthesis

	15.	There are several important reasons to study marketing. Name three of these reasons.

ANS:	
1.	Marketing plays an important role in society.	
2.	Marketing is important to businesses.	
3.	Marketing offers outstanding career opportunities.	
4.	Marketing affects your life every day.	

PTS:	1	REF:	16	OBJ:	01-4	TOP:	AACSB Communication
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level V Synthesis

	16.	Explain how marketing is important to business and society.

ANS:	
Marketing contributes directly to the achievement of business objectives, including survival, profits, and growth. Marketing is concerned with assessing the wants and satisfactions of customers, designing and managing product offerings, determining prices, developing distribution strategies, and communicating with customers. Marketing is important to society because it efficiently distributes the output of farms and factories to the millions of consumers worldwide.  Marketing makes products and services safely and conveniently available when buyers want them, in desired quantities, at accessible locations.

PTS:	1	REF:	16	OBJ:	01-4	TOP:	AACSB Communication
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level V Synthesis

	17.	Explain the career opportunities offered by marketing.

ANS:	
Between a fourth and a third of the entire civilian workforce in the United States performs marketing activities. Marketing offers outstanding career opportunities in areas such as professional selling, marketing research, advertising, retail buying, distribution management, product management, product development, and wholesaling. Marketing career opportunities also exist in a variety of non-business organizations, such as hospitals, museums, and universities.

PTS:	1	REF:	16	OBJ:	01-4	TOP:	AACSB Communication
KEY:	CB&E Model Strategy	MSC:	BLOOMS Level V Synthesis