Question 1

Why do businesses segment their markets?

Accepted Answer

By going after segments instead of the whole market,companies have a much better chance to deliver value to customers and to receive maximum rewards for close attention to customer needs.Like consumer groups,business buyers can be segmented using geographic,demographic,benefits sought,user status,usage rate,and loyalty status segmentations.Business buyers are also segmented by the variables of operating characteristics,purchasing approaches,situational factors,and personal characteristics.

Question 2

Why must marketers guard against stereotypes when using age and life-cycle segmentation?

Accepted Answer

Not all consumers in the same age and life-cycle categories share the same abilities and interests; some 40-year-olds may have more in common with typical 20-year-olds,for example,than with other 40-year-olds.

Question 3

When a business market segment is large or profitable enough to serve,it is termed ________.

Accepted Answer

A)  measurable 
B)  accessible 
C)  substantial 
D)  actionable 
E)  differentiable 
A)  measurable 
B)  accessible 
C)  substantial 
D)  actionable 
E)  differentiable C

Question 4

When an effective program can be designed for attracting and serving a chosen segment,the segment is best described as ________.

Accepted Answer

A)  accessible 
B)  measurable 
C)  reachable 
D)  actionable 
E)  differentiable 
A)  accessible 
B)  measurable 
C)  reachable 
D)  actionable 
E)  differentiable

Question 5

A product's position is based on important attributes as perceived by ________.

Accepted Answer

A)  suppliers 
B)  competitors 
C)  market conditions 
D)  consumers 
E)  managers 
A)  suppliers 
B)  competitors 
C)  market conditions 
D)  consumers 
E)  managers

Question 6

Your firm has decided to localize its products and services to meet local market demands.A good approach to use would be ________ segmentation.

Accepted Answer

A)  geographic 
B)  benefit 
C)  end-use 
D)  customer 
E)  image 
A)  geographic 
B)  benefit 
C)  end-use 
D)  customer 
E)  image

Question 7

Markets can be segmented into groups of nonusers,ex-users,potential users,first-time users,and regular users of a product.This method of segmentation is called ________.

Accepted Answer

A)  user status 
B)  usage rates 
C)  benefit 
D)  behavior 
E)  loyalty status 
A)  user status 
B)  usage rates 
C)  benefit 
D)  behavior 
E)  loyalty status

Question 8

When New Asia Shipping uses segmented marketing,it targets several segments and designs separate offers for each one.This approach is called ________ marketing.

Accepted Answer

A)  undifferentiated 
B)  differentiated 
C)  target 
D)  individual 
E)  niche 
A)  undifferentiated 
B)  differentiated 
C)  target 
D)  individual 
E)  niche

Question 9

As in consumer segmentation,many marketers believe that ________ and ________ segmentation provide the best basis for segmenting business markets.

Accepted Answer

A)  geographic; demographic 
B)  user status; user loyalty 
C)  benefits; buying behavior 
D)  age and life-cycle; psychographic 
E)  income; usage rate 
A)  geographic; demographic 
B)  user status; user loyalty 
C)  benefits; buying behavior 
D)  age and life-cycle; psychographic 
E)  income; usage rate

Question 10

When marketers at P&G selected the Millennials,a demographic that includes university students,for their Febreze line of products,they were executing which step in the process of designing a customer-driven marketing strategy?

Accepted Answer

A)  market segmenting 
B)  mass marketing 
C)  differentiation 
D)  targeting 
E)  positioning 
A)  market segmenting 
B)  mass marketing 
C)  differentiation 
D)  targeting 
E)  positioning

Question 11

Marketers of automobiles,financial services,and travel are most likely to use which of the following types of segmentation?

Accepted Answer

A)  gender 
B)  income 
C)  occasion 
D)  usage rate 
E)  readiness stage 
A)  gender 
B)  income 
C)  occasion 
D)  usage rate 
E)  readiness stage

Question 12

Why might a marketer of laundry detergent be interested in viewing a perceptual positioning map?

Accepted Answer

Perceptual positioning maps show consume

Question 13

MTV targets teenagers located in different countries.This is known as ____________ segmentation.

Accepted Answer

A)  intermarket segmentation 
B)  international segmentation 
C)  regional segmentation 
D)  mass-market segmentation 
E)  micromarketing 
A)  intermarket segmentation 
B)  international segmentation 
C)  regional segmentation 
D)  mass-market segmentation 
E)  micromarketing

Question 14

It is considered socially irresponsible when the marketing of adult products spills over into the ________ segment.

Accepted Answer

A)  elderly 
B)  child 
C)  animal 
D)  minority 
E)  senior 
A)  elderly 
B)  child 
C)  animal 
D)  minority 
E)  senior

Question 15

Why might demographic segmentation be the most popular type of segmentation?

Accepted Answer

Demographic segmentation is of

Question 16

When a company evaluates each market segment's attractiveness and selects one or more
segments to enter,it is engaging in ________.

Accepted Answer

A)  adapted marketing 
B)  mass marketing 
C)  market targeting 
D)  segmenting 
E)  differentiation 
A)  adapted marketing 
B)  mass marketing 
C)  market targeting 
D)  segmenting 
E)  differentiation

Question 17

If Shangri-La Hotel is to be synonymous with quality,its ______ differentiation must be supported by everything the company says and does.

Accepted Answer

A)  people 
B)  image 
C)  products 
D)  services 
E)  positioning 
A)  people 
B)  image 
C)  products 
D)  services 
E)  positioning

Question 18

When choosing a target marketing strategy,many factors need to be considered.Which of the following does your text NOT mention as important?

Accepted Answer

A)  company resources 
B)  product variability 
C)  product life-cycle stage 
D)  product cost 
E)  competitors' marketing strategies 
A)  company resources 
B)  product variability 
C)  product life-cycle stage 
D)  product cost 
E)  competitors' marketing strategies

Question 19

Imagine that you are presenting a workshop on the Requirements for Effective Segmentation.Briefly describe the five items that will help your audience understand your topic.

Accepted Answer

The size,purchasing power,and profiles o

Question 20

Explain the concept of positioning for competitive advantage.

Accepted Answer

A product's position is the way the prod

Why do businesses segment their markets?

Why must marketers guard against stereotypes when using age and life-cycle segmentation?

When a business market segment is large or profitable enough to serve,it is termed ________.

When an effective program can be designed for attracting and serving a chosen segment,the segment is best described as ________.

A product's position is based on important attributes as perceived by ________.

Your firm has decided to localize its products and services to meet local market demands.A good approach to use would be ________ segmentation.

Markets can be segmented into groups of nonusers,ex-users,potential users,first-time users,and regular users of a product.This method of segmentation is called ________.

When New Asia Shipping uses segmented marketing,it targets several segments and designs separate offers for each one.This approach is called ________ marketing.

As in consumer segmentation,many marketers believe that and segmentation provide the best basis for segmenting business markets.

When marketers at P&G selected the Millennials,a demographic that includes university students,for their Febreze line of products,they were executing which step in the process of designing a customer-driven marketing strategy?

Marketers of automobiles,financial services,and travel are most likely to use which of the following types of segmentation?

Why might a marketer of laundry detergent be interested in viewing a perceptual positioning map?

MTV targets teenagers located in different countries.This is known as ____________ segmentation.

It is considered socially irresponsible when the marketing of adult products spills over into the ________ segment.

Why might demographic segmentation be the most popular type of segmentation?

When a company evaluates each market segment's attractiveness and selects one or more segments to enter,it is engaging in ________.

If Shangri-La Hotel is to be synonymous with quality,its ______ differentiation must be supported by everything the company says and does.

When choosing a target marketing strategy,many factors need to be considered.Which of the following does your text NOT mention as important?

Imagine that you are presenting a workshop on the Requirements for Effective Segmentation.Briefly describe the five items that will help your audience understand your topic.

Explain the concept of positioning for competitive advantage.

Marketing: Managing Profitable Customer Relationships

Company and Marketing Strategy: Partnering to Build

The Marketing Environment

Managing Marketing Information

Consumer Markets and Consumer Buyer Behavior

Business Markets and Business Buyer Behavior

Products,Services,and Brands: Building Customer Value

New Product Development and Product Life-Cycle Strategies

Pricing Products: Understanding and Capturing Customer Value

Pricing Products: Pricing Strategies

Marketing Channels: Delivering Customer Value

Retailing and Wholesaling

Communicating Customer Value: Integrated Marketing

Advertising and Public Relations

Personal Selling and Sales Promotion

Direct and Online Marketing: Building Direct Customer Relationships

Creating Competitive Advantage

The Global Marketplace

Sustainable Marketing: Social Responsibility and Ethics

Filters

Exam 7: Customer-Driven Marketing Strategy: Creating Value for Target Customers

Why do businesses segment their markets?

Why must marketers guard against stereotypes when using age and life-cycle segmentation?

When a business market segment is large or profitable enough to serve,it is termed ________.

When an effective program can be designed for attracting and serving a chosen segment,the segment is best described as ________.

A product's position is based on important attributes as perceived by ________.

Your firm has decided to localize its products and services to meet local market demands.A good approach to use would be ________ segmentation.

Markets can be segmented into groups of nonusers,ex-users,potential users,first-time users,and regular users of a product.This method of segmentation is called ________.

When New Asia Shipping uses segmented marketing,it targets several segments and designs separate offers for each one.This approach is called ________ marketing.

As in consumer segmentation,many marketers believe that ________ and ________ segmentation provide the best basis for segmenting business markets.

When marketers at P&G selected the Millennials,a demographic that includes university students,for their Febreze line of products,they were executing which step in the process of designing a customer-driven marketing strategy?

Marketers of automobiles,financial services,and travel are most likely to use which of the following types of segmentation?

Why might a marketer of laundry detergent be interested in viewing a perceptual positioning map?

MTV targets teenagers located in different countries.This is known as ____________ segmentation.

It is considered socially irresponsible when the marketing of adult products spills over into the ________ segment.

Why might demographic segmentation be the most popular type of segmentation?

When a company evaluates each market segment's attractiveness and selects one or more segments to enter,it is engaging in ________.

If Shangri-La Hotel is to be synonymous with quality,its ______ differentiation must be supported by everything the company says and does.

When choosing a target marketing strategy,many factors need to be considered.Which of the following does your text NOT mention as important?

Imagine that you are presenting a workshop on the Requirements for Effective Segmentation.Briefly describe the five items that will help your audience understand your topic.

Explain the concept of positioning for competitive advantage.

Marketing: Managing Profitable Customer Relationships

Company and Marketing Strategy: Partnering to Build

The Marketing Environment

Managing Marketing Information

Consumer Markets and Consumer Buyer Behavior

Business Markets and Business Buyer Behavior

Products,Services,and Brands: Building Customer Value

New Product Development and Product Life-Cycle Strategies

Pricing Products: Understanding and Capturing Customer Value

Pricing Products: Pricing Strategies

Marketing Channels: Delivering Customer Value

Retailing and Wholesaling

Communicating Customer Value: Integrated Marketing

Advertising and Public Relations

Personal Selling and Sales Promotion

Direct and Online Marketing: Building Direct Customer Relationships

Creating Competitive Advantage

The Global Marketplace

Sustainable Marketing: Social Responsibility and Ethics

Filters

As in consumer segmentation,many marketers believe that and segmentation provide the best basis for segmenting business markets.