Question 1

Strategies that strongly position a company against competitors and that give the company the best possible strategic advantage are ________ strategies.

Accepted Answer

A)  competitor analysis 
B)  customer relationship 
C)  competitive marketing 
D)  competitive relationship 
E)  customer identification 
A)  competitor analysis 
B)  customer relationship 
C)  competitive marketing 
D)  competitive relationship 
E)  customer identification

Question 2

An analysis conducted to determine what benefits target customers value and how they rate the relative value of various competitors' offers is known as ________.

Accepted Answer

A)  customer lifetime value 
B)  customer value analysis 
C)  quantitative analysis 
D)  brand value proposition 
E)  benchmarking 
A)  customer lifetime value 
B)  customer value analysis 
C)  quantitative analysis 
D)  brand value proposition 
E)  benchmarking

Question 3

A company that is in a good position to identify new opportunities is a ________ company.

Accepted Answer

A)  market-centered 
B)  cost-centered 
C)  competitor-centered 
D)  product-centered 
E)  customer-centered 
A)  market-centered 
B)  cost-centered 
C)  competitor-centered 
D)  product-centered 
E)  customer-centered

Question 4

If a company's offer delivers greater value by exceeding the competitor's offer on important attributes, the company can charge a higher price and ________, or it can charge the same price and ________.

Accepted Answer

A)  earn lower profits; gain higher profits 
B)  earn higher profits; lose profits 
C)  earn higher profits; gain more market share 
D)  lose profits; gain more market share 
E)  lose profits; gain higher profits 
A)  earn lower profits; gain higher profits 
B)  earn higher profits; lose profits 
C)  earn higher profits; gain more market share 
D)  lose profits; gain more market share 
E)  lose profits; gain higher profits

Question 5

Some companies successfully pursue more than one of the three value disciplines at the same time. For example, FedEx excels at operational excellence as well as customer intimacy. However, more companies focus on excelling at a single value discipline while ________ the other two.

Accepted Answer

A)  choosing a second one to also focus on 
B)  meeting industry standards on 
C)  ignoring 
D)  achieving minimal goals on 
E)  developing plans to improve on 
A)  choosing a second one to also focus on 
B)  meeting industry standards on 
C)  ignoring 
D)  achieving minimal goals on 
E)  developing plans to improve on

Strategies that strongly position a company against competitors and that give the company the best possible strategic advantage are ________ strategies.

An analysis conducted to determine what benefits target customers value and how they rate the relative value of various competitors' offers is known as ________.

A company that is in a good position to identify new opportunities is a ________ company.

If a company's offer delivers greater value by exceeding the competitor's offer on important attributes, the company can charge a higher price and , or it can charge the same price and .

Some companies successfully pursue more than one of the three value disciplines at the same time. For example, FedEx excels at operational excellence as well as customer intimacy. However, more companies focus on excelling at a single value discipline while ________ the other two.

Marketing: Creating Customer Value and Engagement

Company and Marketing Strategy: Partnering to Build Customer Engagement, Value, and Relationships

Analyzing the Marketing Environment

Managing Marketing Information to Gain Customer Insights

Consumer Markets and Buyer Behavior

Business Markets and Business Buyer Behavior

Customer Value-Driven Marketing Strategy: Creating Value for Target Customers

Products, Services, and Brands: Building Customer Value

Developing New Products and Managing the Product Life Cycle

Pricing: Understanding and Capturing Customer Value

Pricing Strategies: Additional Considerations

Marketing Channels: Delivering Customer Value

Retailing and Wholesaling

Engaging Consumers and Communicating Customer Value: Integrated Marketing Communications Strategy

Advertising and Public Relations

Personal Selling and Sales Promotion

Direct, Online, Social Media, and Mobile Marketing

The Global Marketplace

Sustainable Marketing: Social Responsibility and Ethics

Filters

Exam 18: Creating Competitive Advantage

Strategies that strongly position a company against competitors and that give the company the best possible strategic advantage are ________ strategies.

An analysis conducted to determine what benefits target customers value and how they rate the relative value of various competitors' offers is known as ________.

A company that is in a good position to identify new opportunities is a ________ company.

If a company's offer delivers greater value by exceeding the competitor's offer on important attributes, the company can charge a higher price and ________, or it can charge the same price and ________.

Some companies successfully pursue more than one of the three value disciplines at the same time. For example, FedEx excels at operational excellence as well as customer intimacy. However, more companies focus on excelling at a single value discipline while ________ the other two.

Marketing: Creating Customer Value and Engagement

Company and Marketing Strategy: Partnering to Build Customer Engagement, Value, and Relationships

Analyzing the Marketing Environment

Managing Marketing Information to Gain Customer Insights

Consumer Markets and Buyer Behavior

Business Markets and Business Buyer Behavior

Customer Value-Driven Marketing Strategy: Creating Value for Target Customers

Products, Services, and Brands: Building Customer Value

Developing New Products and Managing the Product Life Cycle

Pricing: Understanding and Capturing Customer Value

Pricing Strategies: Additional Considerations

Marketing Channels: Delivering Customer Value

Retailing and Wholesaling

Engaging Consumers and Communicating Customer Value: Integrated Marketing Communications Strategy

Advertising and Public Relations

Personal Selling and Sales Promotion

Direct, Online, Social Media, and Mobile Marketing

The Global Marketplace

Sustainable Marketing: Social Responsibility and Ethics

Filters

If a company's offer delivers greater value by exceeding the competitor's offer on important attributes, the company can charge a higher price and , or it can charge the same price and .