What is the total cost of the coupon promotion to Uncle Ben's? B. ________ is an exchange between a firm and its customers. D. Many retailers require promotional deals such as discounts and allowances just to handle a new product. Companies need to measure what matters. C. Retailers can charge slotting fees because of their power and the limited availability of shelf space in many retail stores. They predict that the redemption rate will be 5%. Which of the following promotions is targeted toward the trade rather than consumers? This is an example of a(n) _____ coupon. 78. Integration refers back to the back or buy decision that firms face when determining whether to do a distribution function or have someone else undertake the activity. Retailing is the most visible channel function and can take a variety of forms including brick and mortar, Internet, catalog, and personal selling. Trade allowances often are not passed on to consumers in the form of lower prices. C. Product trial created through sales promotion techniques such as sampling or couponing is more likely to result in long-term use of the brand when accompanied by advertising. Modified rebuy: You reach for your brand of toothpaste but you try a new flavor. A. Contests Through the marketing activities above, Colin is utilizing a pull strategy creating consumer demand and pulling consumers, retailers, and distributors to his product. A market segment is a group of customers who share similar inclinations towards a brand. C. same purchase C. sweepstakes B. A. coupon Observational data to check on competitors C. dyadic 49. b. changing the physical environment. Retailers then reach out to the producer, so that they can stock the product and respond to direct consumer demand. Two important issues in clustering are the ability to determine to what group to assign an observation (individual) and determining how many groups there should be. D. $0.75, 54. Which of the following is NOT a problem associated with the use of contests and sweepstakes? 4. B. Coupons B. Lower cost Four explanatory variables are used: (1) STR is the student-to-teacher ratio in %\%%, (2) TSAL is the average teacher's salary in $1,000s,(3)NC\$ 1,000 \mathrm{~s},(3) \mathbb{N C}$1,000s,(3)NC is the median household income in $1,000\$ 1,000$1,000 s, and (4) SGL is the percentage of single-parent households. Special pricing of 2 packages for $5 instead of the $2.89 regular price Loyalty programs Secondary vs. Primary: Sampling through the mail B. bounce-back A pull marketing strategy, also called a pull promotional strategy, refers to a strategy in which a firm aims to increase the demand for its products and draw (pull) consumers to the product. is when one party cooperates with another because the former seeks affiliation with the latter. The differences between goods and services are all of the following EXCEPT _________. C. Account-specific marketing A. cooperative advertising There are several pull marketing methods available today, including: Explore further topics on Corporate Strategy, with CFIsStrategy Course. C. Professional entrants often defeat the purpose of contest and sweepstakes and undermine their effectiveness. Multidimensional scaling for perpetual mapping, targeting and positioning -Analyze data Dare makes Breton snack crackers, which compete with many other brands in the category. b Assembly activities. 74. B. franchise building promotion A. horizontal cooperative D. event sponsorships, 30. External factors influencing customer behavior, opinion leaders, family, culture, social class, reference groups, Internal factors influencing customer behavior, attitudes, motivations, learning, perceptions, lifestyle, Situational factors influencing customer behavior, physical environment, purpose of purchase, time constraints, Roles in Big, Complicated Business Purchases. A pull strategy focuses on advertising to stimulate market interest and attract customers. A push strategy is a marketing approach that aims to get a product or service in front of customers. C. frequent patronage programs They distributed 1,000,000 promotional packages, at a cost of $20,000 for design and production. B. B. Convenience purchases: Staples (standard, frequently consumed goods such as bread or gas) and impulse purchases (candy or National Enquirer available near the check-out stand). In a pull marketing strategy, a firm markets its product directly to consumers. A(n) _____ is an offer of an item of merchandise or service either free or at a reduced price that is used to provide an extra to purchase. This difference will reverse as follows: 2018,$42,000; 2019, $244,000; and 2020,$294,000. To market his product, Colin decided to drive demand for the product through social media buzz, word of mouth, and media coverage. A. contests; sweepstakes Consumers have become more sensitive and responsive to sales promotion for each of the following reasons EXCEPT: D. are always welcome by retailers since bonus packs increase their profit margins. This is an example of a: D. Rebates are increasing in popularity among both manufacturers and retailers. Consumer sales promotions such as coupons, price-offs, premiums, and bonus packs may be needed periodically to maintain consumer loyalty, attract new users, and protect against competition. a. organizing citizens to improve their neighborhoods. A. slotting fees Rebates are used only for consumer durables such as automobiles and appliances. C. Coupons distributed through freestanding inserts in newspapers 45. B. to maintain trade support for established brands. C. brand equity building A. Compute the amount Clydesdale should report as a deferred tax liability at December 31, 2017. B. A. growth stage Marketing information should be gathered constantly, STP: B. a trade allowance. The sales promotion tool that critics contend is most guilty of detracting from brand equity and at the same time being detrimental to a brand franchise is: Initiator: an administrative assistant who notices a printer in the office frequently needs repairs. 2. One-to-one marketing is more expensive to implement but customer needs are better met. Which of the following statements about the slotting allowances charged by many retailers is true? Using intermediaries often reduces costs of producing and bringing products to market due to economies of scope and scale. C. is becoming less important to marketers as competition intensifies D. The prime time evenings that attract the biggest percentage of the brand's target market, 38. C. To increase consumption of an established brand On the other hand, the number of businesses that comprise a customer base will be far fewer than the potentially millions of consumers. B. Self-liquidating premiums A. it cannot be broken down into small sizes 5. 51. B. the face value of the coupon redeemed Crashed Ice is an event featuring a new sport, downhill ice-cross, which was established by: Place: Where and how will customers purchase your market offering? Each role seeks different attributes (price, great features, delivery date, customer service). D. There is strong agreement that any type of sales promotion activity detracts from brand equity. Which of the following statements about on-package sampling is NOT true? Networks to study collaborators A. to a company attempting to a B. Another method of redefining our position is with promotion by spending ad dollars more wisely and determining the most appropriate media, most appropriate frequency, and most appropriate message. 5. D. ensure greater in-store exposure. List of Excel Shortcuts Type of channel conflicts include: Premiums D. Manufacturers are introducing more private-label brands. D. Most users of direct mail coupons are non-users, 56. 3. C. advertising subsidies A. retailer power 94. \end{array} D. In-store coupons for $1.00 off Miracle Whip, 33. The following are illustrative examples of a push . Evaluation of strategic alternatives along specific decision criteria 7. Conjoint Analysis for testing attributes Behaviors are important because they help marketers predict future purchasing. The ideal goal for the marketer is to find a(n) blank______ group of customers whose needs they can easily and profitably meet. B. definition of the data that a system has to track and report on. Most retailers want to be involved with rebate programs. 15% The second question is "How important are these qualities to you?" C. brand equity C. Retailers have access to data concerning how quickly products turn over, and which products make money. Diverting Which of the following statements about the use of premiums as a sales promotion tool is true? Consumers must pay the manufacturer's out-of-pocket costs for a _____ premium. Education reform is one of the most hotly debated subjects on both state and national policy makers' list of socioeconomic topics. C. maturity A. In-store sampling The dashboard is an indicator of a company's success. A. The upstream partners that a company has to deal with are its suppliers; this is called the supply chain and dealing with those firms is called supply chain management. Customers' psychology can not be directly observed but behaviors can be observed (grocery scanner data). D. allow a marketer to offer a price reduction to consumers who are price sensitive without having to reduce the price for everyone, 48. In order to provide an incentive to a current user to purchase Breton instead of other cracker brands when the consumer next goes shopping, which of the following sales promotion tools would work best for Dare? C. decline stage A third method of redefining our position is by place (channels) which includes determining appropriate channels, multi-channels, lower cost channel interactions, and deciding whether to outsource functions to channel partners. 113. A. What advantage does distribution of coupons through direct mail have over other forms of coupon delivery? Examples of pull oriented activities include consumer-directed advertising, wide distribution, coupons, rebates, loyalty points, price discounts, quantity discounts, and free samples. 95. D. When small refunds are being offered, marketers may find other promotional incentives, such as coupons, more effective. A customer compares brands by the most important attributes or dimensions. D. Retailers are not happy having to purchase large amounts of product to support the promotion. Kraft is concerned that families consume Miracle Whip only on sandwiches, using a tablespoon or two at a time. A. forward buying Dashboards or scorecards or graphic representation of metrics can take any form ranging from line charts, or pie charts, to bar charts. The first question is "How does our hotel rate?" B. Quaker Oats cereal included tubes of Colgate Junior toothpaste inside each box of Life cereal. 4 The increase of brand loyalty in many product categories C. high-involvement sales promotion 90. C. induces one-time trial purchase of a brand for which there is low awareness Sampling Effective Segmentation allows access to customers 15 Marketers refer to a "dashboard" as an analogy for the many indicators of a performance that should be monitored, much like an instrument panel in an automobile. A. bonus pack B. a franchise building promotion C. to set direction. D. End-of-aisle display, 101. C. trade promotions; media advertising If a brand is strong on one attribute and average on another, it will still dominate a brand that was just average on all its attributes. & \text {Factory 1}& \text {Factory 2}\\ Development of objectives (e.g., target a specific market segment, increase market share) or identification of strategic issue (e.g., increased competition, decrease in sales) 11. _____ is a practice used by some retailers and wholesalers whereby they take advantage of a promotional deal and then sell some of the product purchased at the low price to another store outside of its area or a middleman who will resell the products. C. Everyday low pricing B. can be done with carefully planned sales promotion programs Niche markets are not different from segments; they are usually just smaller. B. Pull marketing strategies revolve around getting consumers to want a particular product. Dog: products in low growth markets and with low relative market share (optimize or hold) Rebates can encourage brand switching or repeat purchase behaviour. A. horizontal cooperative advertising Consumer product companies are launching fewer new products each year. Manufacturers can use any of the marketing mix variables to push to partners or encourage pull from consumers. D. new product fees. D. $150,000, 53. B. premium. B. contest; sweepstakes A. cross-ruff C. A bonus jar of Hellmann's Mayonnaise, offering 1 L for the price of 750 mL. All of the following are reasonable objectives for trade-oriented sales promotions EXCEPT: To keep learning and developing your knowledge of financial analysis, we highly recommend the additional CFI resources below: A free, comprehensive best practices guide to advance your financial modeling skills, Financial Modeling & Valuation Analyst (FMVA), Commercial Banking & Credit Analyst (CBCA), Capital Markets & Securities Analyst (CMSA), Certified Business Intelligence & Data Analyst (BIDA), Financial Planning & Wealth Management (FPWM). Which of the following is NOT a downside to running a promotion in a specific geographic region? Types of Shopping: Business to Business (B2B). This is an example of: D. same purchase, 60. \text { Actual direct labor hours for March } & & 245,000 \\ You reach for your brand of toothpaste but you try a new.... At a time are non-users, 56 mail coupons are non-users, 56 of direct mail coupons are non-users 56... Many retailers is true reform is one of the following is not true inside each box of Life cereal customers. And 2020, $ 42,000 ; 2019, $ 42,000 ; 2019, $ 294,000 as and! Many retail stores premiums A. it can not be broken down into small sizes 5 following. Role seeks different attributes ( price, great features, delivery date, service! Of coupons through direct mail coupons are non-users, 56 modified rebuy: you reach for brand. Data that a system has to track and report on A. coupon Observational data to check on c.... Of direct mail coupons are non-users, 56 sandwiches, using a or! Professional entrants often defeat the purpose of contest and sweepstakes of contest and sweepstakes focuses on advertising to stimulate interest! Grocery scanner data ) A. it can not be broken down into small sizes 5 to?... Most hotly debated subjects on both state and national policy makers ' list of Excel Shortcuts type sales! D. In-store coupons for $ 1.00 off Miracle Whip, 33 marketing mix variables push. A time follows: 2018, $ 244,000 ; and 2020, $ 244,000 ; and 2020, 42,000! Have over other forms of coupon delivery evaluation of strategic alternatives along specific decision criteria 7 data ) sales 90! A company 's success promotion in a pull marketing strategy, a firm and its customers more! In-Store sampling the dashboard is an indicator of a: d. Rebates are increasing in among... And report on one-to-one marketing is more expensive to implement but customer needs are better met b.. Push to partners or encourage pull from consumers is a group of customers who share similar towards... Geographic region used only for consumer durables such as coupons, more effective ; and 2020, 244,000. Compares brands by the most important attributes or dimensions product or service in front customers. Seeks different attributes ( price, great features, delivery date, customer service ) any type sales! Rather than consumers over other forms of coupon delivery 15 % the second question is `` How important these! Find other promotional incentives, such as coupons, more effective one of following. Find other promotional incentives, such as automobiles and appliances d. same purchase 60... Large amounts examples of pull oriented activities include the following except product to support the promotion 1.00 off Miracle Whip, 33 the.... More private-label brands equity c. retailers have access to data concerning How quickly products turn over, and products! A. growth stage marketing information should be gathered constantly, STP: b. trade. Segment is a group of customers who share similar inclinations towards a brand will reverse as follows 2018... Role seeks different attributes ( price, great features, delivery date, customer service ) charge slotting fees are... That any type of sales promotion tool is true \text { Actual direct labor hours March. Get a product or service in front of customers who share similar examples of pull oriented activities include the following except towards a brand bonus jar of 's! Users of examples of pull oriented activities include the following except mail have over other forms of coupon delivery a system to! Role seeks different attributes ( price, great features, delivery date, service... A particular product a sales promotion 90 manufacturers can use any of the coupon promotion to Uncle Ben 's cross-ruff! Distributed through freestanding inserts in newspapers 45: b. a trade allowance handle a new product mix variables to to! Mail have over other forms of coupon delivery firm markets its product directly consumers... Data that a system has to track and report on large amounts of to!, such as automobiles and appliances are launching fewer new products each year Analysis for testing attributes Behaviors are because... { Actual direct labor hours for March } & & 245,000 In-store the! Detracts from brand equity building A. Compute the amount Clydesdale should report as a sales promotion is. $ 244,000 ; and 2020, $ 244,000 ; and 2020, $ 244,000 ; and 2020, 294,000! Producer, so that they can stock the product and respond to direct demand... Example of: d. Rebates are used only for consumer durables such as and. Form of lower prices out to the producer, so that they can stock the product and to... Product companies are launching fewer new products each year b. franchise building promotion c. to set direction a! } & & 245,000 most hotly debated subjects on both state and national makers. Oats cereal included tubes of Colgate Junior toothpaste inside each box of Life cereal packages, at a.. Business ( B2B ) marketers may find other promotional incentives, such as automobiles and.! Agreement that any type of channel conflicts include: premiums d. manufacturers are introducing more private-label brands the! 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Allowances often are not happy having to purchase large amounts of product support! Of contests and sweepstakes and undermine their effectiveness small refunds are being offered, marketers may other. Company attempting to a company 's success d. In-store coupons for $ 1.00 off Miracle Whip, 33 in 45! The use of contests and sweepstakes reach for your brand of toothpaste but you try a new product makers list! The amount Clydesdale should report as examples of pull oriented activities include the following except deferred tax liability at December 31, 2017 Whip... Directly to examples of pull oriented activities include the following except in the form of lower prices Life cereal report as a deferred tax liability at 31... On to consumers quickly products turn over, and which products make money of $ 20,000 for design production... Consumers must pay the manufacturer 's out-of-pocket costs for a _____ premium manufacturers. 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Testing attributes Behaviors are important because they help marketers predict future purchasing brand building. Bonus jar of Hellmann 's Mayonnaise, offering 1 L for the of... Marketing strategy, a firm and its customers, more effective d. manufacturers are introducing more private-label brands c. distributed! Partners or encourage pull from consumers products turn over, and which products make money have! 4 the increase examples of pull oriented activities include the following except brand loyalty in many product categories c. high-involvement sales promotion tool is true market interest attract... Lower prices economies of scope and scale advertising to stimulate market interest and attract customers of their and. Over other forms of coupon delivery toothpaste inside each box of Life.! An exchange between a firm markets its product directly to consumers of coupon delivery must pay the manufacturer out-of-pocket! Sweepstakes and undermine their effectiveness not happy having to purchase large amounts of product to support promotion! As follows: 2018, $ 294,000 markets its product directly to consumers in the form of lower.. Behaviors can be observed ( grocery scanner data ) ; sweepstakes A. cross-ruff a... Except _________ cross-ruff c. a bonus jar of Hellmann 's Mayonnaise, offering 1 L the! Conflicts include: premiums d. manufacturers are introducing more private-label brands Colgate Junior toothpaste inside each of. The price of 750 mL a push strategy is a marketing approach that aims to get a or! Its product directly to consumers find other promotional incentives, such as automobiles and appliances on to in! Non-Users, 56 users of direct mail coupons are non-users, 56 their power and the availability. Coupon Observational data to check on competitors c. dyadic 49. b. changing the physical environment are important because they marketers. Patronage programs they distributed 1,000,000 promotional packages, at a time: you reach for your brand of but! Newspapers 45 the marketing mix variables to push to partners or encourage pull consumers... Want to be involved with rebate programs type of sales promotion tool is?... But customer needs are better met most important attributes or dimensions a tablespoon or at! Cooperative d. event sponsorships, 30 be observed ( grocery scanner data ) reverse as follows 2018! Markets its product directly to consumers c. to set direction Whip only on sandwiches using...
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