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1. an organizations culture reflects the______ that guide its employees behavior.

set of values, traditions, and customs (ch 6) 2. Phil put down the phone and told Alice I just love that customer. I got another big order, and they just keep on coming. Phil is likely selling to a firm in what kind of buying situation? straight rebuy (ch 6) 3. When maya decided to buy a new computer, she thought about all the brands she could recall seeing advertised, but she would only consider those brands she could buy at her local electronics store. This represents Mayas_____set. evoked (ch 5) 4. The four Ps comprise the marketing mix, which is the_____set of activities that the firm uses to respond to the wants of its target markets. controllable (ch 1) 5. Sometimes consumers have second thoughts after buying goods that are expensive, infrequently purchased, or associated with a high level of risk. This is an especially critical time for marketers, as their customers are dealing with: buyers remorse (ch 5) 6. The consumer buying process begins when a consumer recognizes an unsatisfied need (ch 5) 7. The main function of the____is to ensure that trade flows as smoothly, predictably, and freely as possible. WTO (ch 7) 8. Chris is gathering information about the general economic environment in Nepal. He will look for information about the general economic environment, population size and growth rate, and: real income ( ch 7) 9. Laura has a nearly new economy car, but she wants a sports car because she thinks it would be exciting to own one. If she decides to purchase a sports car, she will be primarily fulfilling_____needs. psychological (ch 5) 10. firms that provide materials, transportation, advertising, accounting and other goods and services, helping a firm create value for its customers are called: corporate partners (ch 4) 11. Which of the following is not one of the four general types of organizational cultures? capitalistic (ch 4) - autocratic, democratic, consultative, consensus

12. consumers involved in habitual decision making engage in little conscious decision making. true (ch 5) 13. When making an important purchase, consumers often consult friends and family. This is considered an external search for information. true (ch 5) 14. A buying center that makes its decisions by majority vote is a(n)_____buying center. democratic (ch 6) 15. The traditional marketing strategy of selling umbrellas when it is raining is an example of how_____factors influence consumers decisions. situational (ch 5) 16. Originally offshoring focused on relocating______to lower cost producer countries. manufacturing (ch 7) 17. Many universities provide physical or electronic bulletin boards to facilitate ride-sharing and exchange of used books among students. These bulletin boards increase_______marketing. C2C (ch 1) 18. In recent years, the decline in the value of the dollar has hurt US marketers importing goods from other countries (ch 7) 19. The basic difference between a good and a service is that a good: can be physically touched 20. of the five strategies for entering new markets, direct investment creates the greatest potential risk (ch 7) 21. A_____limits the quantity of imported merchandise, thus minimizing competition faced by domestic products. quota (ch 7) 22. A competitive advantage based on location is often sustainable because it is not easily duplicated (ch 2) 23. a firms macroenvironment includes all of the following except: competition (ch 4) 25. The____is a composite measure of three indicators of the quality of life in different countries human development index (ch 7)

26. Jenny was feeling frustrated. Whats taking them so long to make a decision? Its been weeks since I first met them, and they all seem interested in the product. Ive also jumped through all their paperwork hoops. Jenny is likely selling to a firm in which kind of buying situation? new buy (ch 6) 28. In most large organizations, several people are responsible for making a purchasing decision. This group is called the: buying center (ch 6) 29. Jackie works as a sales rep for a company that produces and sells steel used in building construction. Jackie is in __________ sales. B2B (ch 6) 30. The components of global market assessment include all of the following EXCEPT: Sensory Analysis (ch 7) 31. GDP is defined as market value of goods and services produced in a country in that year (ch 7) 32. Whenever Valerie has a new massage therapy customer, she invites the person to be on her email distribution list. In the process, in addition to exchanging her massage therapy service for payment, Valerie is gathering information (ch 1) 33.Jubyung is buying a laptop computer to take on trips. Although he looks at several brands, he refuses to buy a computer that weighs more than five pounds. Jubyung is basing his decision on noncompensatory decision rule (ch 5) 34. the big mac index is a novel measure of purchasing power parity (ch 7) 35. GATT - WTO (ch 7) designed to lower trade barriers 36. upscale men's and women's clothing stores primarily appeal to consumers' psychological needs (ch 5)

37. when entering a foreign market the least risky strategy is

exporting (ch 7) 38. when alisa decided to buy a new computer, she considered all the brands she could recall seeing advertised retrieval set (ch 5) 39. When evaluating competitors, marketers need to assess competitors': strengths, weaknesses, likely reaction to marketer's activities (ch 4) 40. in which buying situation is a buyer most likely to proceed through all six steps in the buying process new buy (ch 6) 42. which of the following is not one of the major trade agreements affecting global marketing GNI (ch 7) 43. after posting an rfp for telecommunications equipment, usf received six proposals from qualified vendors. next usf will evaluate proposals and narrow down choice to few suppliers (ch 6) 44. After need recognition, a business develops ____________ that suppliers might use to develop their proposals. product specs (ch 6) 45. While consumers weigh postpurchase dissonance, business buyers conduct vendor analysis (ch 6) 46. the centerpiece of the marketing environmental analysis framework is consumers (ch 4) 47. which of the following is not one of the four overarching strategies to create and deliver value and to develop sustainable competitive advantage planning excellence (ch 2) 49. Jordana is a travel agent. Whenever she sells an expensive vacation package,she encourages the customer to buy travel insurance, which provides reimbursement in case of trip cancellation due to illness or another emergency.Jordana is trying to reduce her customers'______ risk financial risk (ch 5) 51. when conducting a swot analysis in what phase of the strategic marketing process is the organization in

planning phase (ch 2) 52. When the floor rusted through on her old car, Kelly knew she had a problem. Logically, Kelly's next step in the consumer decision process would be to: information search (ch 5) 53. compared to the b2c process the information search and alternative evaluation steps in the b2b process are more formal and structured (ch 6) 54. after need recognition and product specification many firms using the b2b buying process issue a request proposals from invited suppliers (ch 6) 55. Heather has been assessing a number of her firm's products using the Boston Consulting Group approach to portfolio analysis. She has been trying to assess the strength in a particular market and is looking at the sales of the product and the overall market as well as the sales of competitors. Heather is trying to determine: products relative market share (ch 2) 57. which of the following is not one of hofstede's cultural dimensions grewal certainty assurance (ch 7) 60. growth strategy employs the existing marketing offering to reach new market segments market development strategy (ch 2) 61. which of the following is not one of the roles typically played by one of the members of a buying center auctioneer (ch 6) 62. consumers consider universal retrieval and evoked sets during the evaluation of alternatives (ch 5) baby boomers are a demographic marketers dont do production scheduling