Question 1

Which of the following is a characteristic of cost-focused sustainers?

Accepted Answer

A) They have a high level of formal education at the leadership level. 
B) They look for new ways to invest and grow their business. 
C) They have a very high revenue per customer. 
D) They are willing to buy value-added solutions. 
E) They have a limited or no financial plan. 
A) They have a high level of formal education at the leadership level. 
B) They look for new ways to invest and grow their business. 
C) They have a very high revenue per customer. 
D) They are willing to buy value-added solutions. 
E) They have a limited or no financial plan.

Question 2

MINI-CASE
FunTime Inc. ,is an American toy manufacturing firm,with its headquarters in New York.The firm specializes in manufacturing educational toys for children.The table given below shows the educational toys market segment performance for FunTime Inc.
  
-Mini-Case Question.What is the net marketing contribution of FunTime Inc?

Accepted Answer

A) $70 million 
B) $120 million 
C) $18 million 
D) $75 million 
E) $190 million 
A) $70 million 
B) $120 million 
C) $18 million 
D) $75 million 
E) $190 million

Question 3

Which of the following steps in the segmentation process involves determining the demographics,lifestyles,and usage behaviors that make one segment meaningfully different from another?

Accepted Answer

A) segment strategy "acid test" 
B) segment positioning 
C) segment attractiveness 
D) segment profitability 
E) segment identification 
A) segment strategy "acid test" 
B) segment positioning 
C) segment attractiveness 
D) segment profitability 
E) segment identification

Question 4

Karen is interested in assessing a market segment's attractiveness by analyzing the market demand.Which of the following would be a variable should she assess?

Accepted Answer

A) number of companies 
B) ease of entry 
C) customer familiarity with her company 
D) market size 
E) access to channels that reach target customers 
A) number of companies 
B) ease of entry 
C) customer familiarity with her company 
D) market size 
E) access to channels that reach target customers

Question 5

The rapid growth of database marketing technologies has lured many businesses down a side road where technology is seen as the solution instead of a tool for building a solution.Without a solid commitment to serving individual customer needs,these businesses can fall into a ________.

Accepted Answer

A) reverse marketing trap 
B) technology trap 
C) customization trap 
D) downward spiral 
E) price trap 
A) reverse marketing trap 
B) technology trap 
C) customization trap 
D) downward spiral 
E) price trap

Question 6

Name and describe the seven key steps in a needs-based market segmentation process.

Accepted Answer

(1)Needs-Based Segmentation - Group cust

Question 7

Which of the following is a part of a company's culture?

Accepted Answer

A) number of employees 
B) years in business 
C) innovativeness 
D) number of locations 
E) sales volume 
A) number of employees 
B) years in business 
C) innovativeness 
D) number of locations 
E) sales volume

Question 8

S.K Investment Group is a firm based in Chicago that provides financial services to its clients.The marketing department of the firm segments its market based on the amount invested,frequency of transactions,and type of investments purchased.The firm creates 5 meaningful categories for each of the 3 variables.Calculate the possible market segments for S.K Investment Group.

Accepted Answer

A) 642 
B) 590 
C) 324 
D) 278 
E) 125 
A) 642 
B) 590 
C) 324 
D) 278 
E) 125

Question 9

Which of the following is a customer relationship marketing strategy?

Accepted Answer

A) mass-market strategy 
B) mass-customization strategy 
C) core-segment strategy 
D) sub-segment strategy 
E) decentralization strategy 
A) mass-market strategy 
B) mass-customization strategy 
C) core-segment strategy 
D) sub-segment strategy 
E) decentralization strategy

Question 10

Niche-segment strategies differ from mass-market strategy in that niche-market strategies ________.

Accepted Answer

A) address one set of core customer needs of a large market segment 
B) have no segment focus 
C) are used when demographics are not distinctive 
D) are used when the company markets to a closely related attractive segment first 
E) involve highly refined marketing effort directed at an overlooked,small group of customers 
A) address one set of core customer needs of a large market segment 
B) have no segment focus 
C) are used when demographics are not distinctive 
D) are used when the company markets to a closely related attractive segment first 
E) involve highly refined marketing effort directed at an overlooked,small group of customers

Question 11

In the context of market segmentation,interests,opinions,and leisure pursuits of consumers are related to ________ segmentation.

Accepted Answer

A) demographic 
B) psychographic 
C) usage behavior 
D) firmographic 
E) geographic 
A) demographic 
B) psychographic 
C) usage behavior 
D) firmographic 
E) geographic

Question 12

A large-segment strategy differs from a mass-market strategy in that a large-segment strategy ________.

Accepted Answer

A) addresses one set of core customer needs 
B) has no segment focus 
C) is used when demographics are not distinctive 
D) is used when differences in customer needs are small 
E) allows customers to build their own products 
A) addresses one set of core customer needs 
B) has no segment focus 
C) is used when demographics are not distinctive 
D) is used when differences in customer needs are small 
E) allows customers to build their own products

Question 13

Which of the following is used to determine a segment's marketing profitability?

Accepted Answer

A) customer retention index 
B) net profit (after taxes) 
C) gross profit 
D) net marketing contribution 
E) gross revenue 
A) customer retention index 
B) net profit (after taxes) 
C) gross profit 
D) net marketing contribution 
E) gross revenue

Question 14

Which of the following segmentation strategies involves using a highly refined marketing effort directed at an overlooked,small group of target customers?

Accepted Answer

A) a mass-market strategy 
B) an adjacent-segment strategy 
C) a multi-segment strategy 
D) a large-segment strategy 
E) a niche-segment strategy 
A) a mass-market strategy 
B) an adjacent-segment strategy 
C) a multi-segment strategy 
D) a large-segment strategy 
E) a niche-segment strategy

Question 15

Kate owns a women's fashion apparel manufacturing firm.She has determined that the customers for her business' products can be segmented into three distinct segments differing in primary needs,demographics,lifestyle,and purchase behaviors.She now wants to develop a value proposition that delivers value to target customers in each segment.Which stage of the needs-based market segmentation process does this represent?

Accepted Answer

A) segment identification 
B) segment attractiveness 
C) segment profitability 
D) segment positioning 
E) segment marketing mix strategy 
A) segment identification 
B) segment attractiveness 
C) segment profitability 
D) segment positioning 
E) segment marketing mix strategy

Question 16

Which of the following is a demographic force that shapes consumer needs?

Accepted Answer

A) marital status 
B) attitudes 
C) interests 
D) political views 
E) quantity used 
A) marital status 
B) attitudes 
C) interests 
D) political views 
E) quantity used

Question 17

David has determined that there are meaningful differences in customer needs within the health supplements market segment in the U.S. ,that are not being met by the current segmentation strategy used by the businesses in the sector.What market segmentation strategy would be appropriate for David to use to capitalize on this opportunity?

Accepted Answer

A) mass-market strategy 
B) market penetration strategy 
C) subsegment strategy 
D) large-market strategy 
E) undifferentiated strategy 
A) mass-market strategy 
B) market penetration strategy 
C) subsegment strategy 
D) large-market strategy 
E) undifferentiated strategy

Question 18

The benefit of needs-based market segmentation is that it allows us to identify in advance the individual customers who would fall into each segment.

Accepted Answer

A) True 
 B)False

Question 19

Which of the following would be considered an indirect customer touch point?

Accepted Answer

A) in-store interactions 
B) news articles 
C) return counters 
D) voice mail systems 
E) service calls 
A) in-store interactions 
B) news articles 
C) return counters 
D) voice mail systems 
E) service calls

Question 20

In customer relationship management,every interaction with a customer or potential customer is known as a storyboard.

Accepted Answer

A) True 
 B)False

Which of the following is a characteristic of cost-focused sustainers?

Which of the following steps in the segmentation process involves determining the demographics,lifestyles,and usage behaviors that make one segment meaningfully different from another?

Karen is interested in assessing a market segment's attractiveness by analyzing the market demand.Which of the following would be a variable should she assess?

The rapid growth of database marketing technologies has lured many businesses down a side road where technology is seen as the solution instead of a tool for building a solution.Without a solid commitment to serving individual customer needs,these businesses can fall into a ________.

Name and describe the seven key steps in a needs-based market segmentation process.

Which of the following is a part of a company's culture?

Which of the following is a customer relationship marketing strategy?

Niche-segment strategies differ from mass-market strategy in that niche-market strategies ________.

In the context of market segmentation,interests,opinions,and leisure pursuits of consumers are related to ________ segmentation.

A large-segment strategy differs from a mass-market strategy in that a large-segment strategy ________.

Which of the following is used to determine a segment's marketing profitability?

Which of the following segmentation strategies involves using a highly refined marketing effort directed at an overlooked,small group of target customers?

Which of the following is a demographic force that shapes consumer needs?

The benefit of needs-based market segmentation is that it allows us to identify in advance the individual customers who would fall into each segment.

Which of the following would be considered an indirect customer touch point?

In customer relationship management,every interaction with a customer or potential customer is known as a storyboard.

Customer Focus, customer Performance, and Profit Impact

Marketing Metrics and Marketing Profitability

Market Potential, market Demand, and Market Share

The Customer Experience and Value Creation

Competitive Position and Sources of Advantage

Product Positioning, branding, and Product Line Strategies

Value-Based Pricing and Pricing Strategies

Marketing Channels and Channel Mapping

Marketing Communications, social Media, and Customer Response

Portfolio Analysis and Strategic Market Planning

Offensive Strategies

Defensive Strategies

Building a Marketing Plan

Marketing Metrics,performance,and Strategy Implementation

Market-Based Management and Financial Performance

Filters

Exam 5: Market Segmentation and Segmentation Strategies

Which of the following is a characteristic of cost-focused sustainers?

Which of the following steps in the segmentation process involves determining the demographics,lifestyles,and usage behaviors that make one segment meaningfully different from another?

Karen is interested in assessing a market segment's attractiveness by analyzing the market demand.Which of the following would be a variable should she assess?

The rapid growth of database marketing technologies has lured many businesses down a side road where technology is seen as the solution instead of a tool for building a solution.Without a solid commitment to serving individual customer needs,these businesses can fall into a ________.

Name and describe the seven key steps in a needs-based market segmentation process.

Which of the following is a part of a company's culture?

Which of the following is a customer relationship marketing strategy?

Niche-segment strategies differ from mass-market strategy in that niche-market strategies ________.

In the context of market segmentation,interests,opinions,and leisure pursuits of consumers are related to ________ segmentation.

A large-segment strategy differs from a mass-market strategy in that a large-segment strategy ________.

Which of the following is used to determine a segment's marketing profitability?

Which of the following segmentation strategies involves using a highly refined marketing effort directed at an overlooked,small group of target customers?

Which of the following is a demographic force that shapes consumer needs?

The benefit of needs-based market segmentation is that it allows us to identify in advance the individual customers who would fall into each segment.

Which of the following would be considered an indirect customer touch point?

In customer relationship management,every interaction with a customer or potential customer is known as a storyboard.

Customer Focus, customer Performance, and Profit Impact

Marketing Metrics and Marketing Profitability

Market Potential, market Demand, and Market Share

The Customer Experience and Value Creation

Competitive Position and Sources of Advantage

Product Positioning, branding, and Product Line Strategies

Value-Based Pricing and Pricing Strategies

Marketing Channels and Channel Mapping

Marketing Communications, social Media, and Customer Response

Portfolio Analysis and Strategic Market Planning

Offensive Strategies

Defensive Strategies

Building a Marketing Plan

Marketing Metrics,performance,and Strategy Implementation

Market-Based Management and Financial Performance

Filters