Question 1

If product sales are dependent on sales of complementary products, _____ exists.

Accepted Answer

A)  virtual network externalities 
B)  explicit network externalities 
C)  social network externalities 
D)  indirect network externalities 
A)  virtual network externalities 
B)  explicit network externalities 
C)  social network externalities 
D)  indirect network externalities D

Question 2

A(n) _____ is the workhorse of most new product introductions.

Accepted Answer

A)  salesperson 
B)  internal auditor 
C)  creditor 
D)  advertising person 
A)  salesperson 
B)  internal auditor 
C)  creditor 
D)  advertising person A

Question 3

Training of sales and other promotional people, building service capability, putting out preannouncements if they are in order, and arranging for stocking of a new product at the reseller level takes place during the _____ of a launch cycle.

Accepted Answer

A)  announcement stage 
B)  prelaunch stage 
C)  early growth stage 
D)  late growth stage 
A)  announcement stage 
B)  prelaunch stage 
C)  early growth stage 
D)  late growth stage B

Question 4

Skimming pricing is best recommended for products having:

Accepted Answer

A)  low relative advantage and low compatibility with buyers' experiences. 
B)  high relative advantage and high compatibility with buyers' experiences. 
C)  high relative advantage and low compatibility with buyers' experiences. 
D)  low relative advantage and high compatibility with buyers' experiences. 
A)  low relative advantage and low compatibility with buyers' experiences. 
B)  high relative advantage and high compatibility with buyers' experiences. 
C)  high relative advantage and low compatibility with buyers' experiences. 
D)  low relative advantage and high compatibility with buyers' experiences.

Question 5

A customer-based sales organization requires more of the hard-sell pushing that product-based sales forces can provide.

Accepted Answer

A) True 
 B)False

Question 6

How is preannouncement of a new product related to the competitiveness of an industry?

Accepted Answer

A)  The degree of preannouncement decreases when the competitiveness in the industry is high. 
B)  The degree of preannouncement increases when the competitiveness in the industry is high. 
C)  The degree of preannouncement remains the same, irrespective of the level of competitiveness in the industry. 
D)  The degree of preannouncement first increases and then decreases with industry competitiveness. 
A)  The degree of preannouncement decreases when the competitiveness in the industry is high. 
B)  The degree of preannouncement increases when the competitiveness in the industry is high. 
C)  The degree of preannouncement remains the same, irrespective of the level of competitiveness in the industry. 
D)  The degree of preannouncement first increases and then decreases with industry competitiveness.

Question 7

Which of the following best describes the pricing strategy "meet the market"?

Accepted Answer

A)  A very high price, intended to stay that way, with clear product differentiation. 
B)  A price that is clearly low and designed to buy one's way into the market. 
C)  A price that takes price out of the market play as much as possible. 
D)  A price clearly above the market that is appropriate to a differentiated product. 
A)  A very high price, intended to stay that way, with clear product differentiation. 
B)  A price that is clearly low and designed to buy one's way into the market. 
C)  A price that takes price out of the market play as much as possible. 
D)  A price clearly above the market that is appropriate to a differentiated product.

Question 8

Which of the following types of promotion is typically used for a product with low relative advantage and high compatibility with buyers' experiences?

Accepted Answer

A)  Risk-based promotion 
B)  Awareness promotion 
C)  Reseller promotion 
D)  Usage-based promotion 
A)  Risk-based promotion 
B)  Awareness promotion 
C)  Reseller promotion 
D)  Usage-based promotion

Question 9

When a firm plans to launch an innovative new product, the launch strategies and tactics would include:

Accepted Answer

A)  using existing distribution channels. 
B)  selling at extremely low prices. 
C)  focusing on creating exit barriers. 
D)  creating a broad product assortment. 
A)  using existing distribution channels. 
B)  selling at extremely low prices. 
C)  focusing on creating exit barriers. 
D)  creating a broad product assortment.

Question 10

Products that are clearly superior on attributes that buyers consider important have:

Accepted Answer

A)  low relative advantage and low compatibility with buyers' experiences. 
B)  high relative advantage and low compatibility with buyers' experiences. 
C)  high relative advantage and high compatibility with buyers' experiences. 
D)  low relative advantage and high compatibility with buyers' experiences. 
A)  low relative advantage and low compatibility with buyers' experiences. 
B)  high relative advantage and low compatibility with buyers' experiences. 
C)  high relative advantage and high compatibility with buyers' experiences. 
D)  low relative advantage and high compatibility with buyers' experiences.

Question 11

For products with low relative advantage and low compatibility with buyers' experiences, promotion should aid in risk reduction by offering money-back guarantees, warranties, or tie-ins to existing products.

Accepted Answer

A) True 
 B)False

Question 12

What does a lean launch system mean? What are its advantages?

Accepted Answer

Supply chain managers try to keep the su

Question 13

Indirect network externalities exist if product sales are dependent on the number of people that have adopted it.

Accepted Answer

A) True 
 B)False

Question 14

Firms attempting to increase penetration in existing markets are most likely to be emphasizing:

Accepted Answer

A)  defensive additions. 
B)  offensive improvements. 
C)  deletion of existing products. 
D)  launch of new-to-the-world products. 
A)  defensive additions. 
B)  offensive improvements. 
C)  deletion of existing products. 
D)  launch of new-to-the-world products.

Question 15

The launch cycle of a new product typically begins with the beachhead phase.
FALSE

Accepted Answer

A) True 
 B)False

Question 16

Resellers' views are represented in the product development process by experienced salespeople like sales managers and _____.

Accepted Answer

A)  trade creditors 
B)  category captains 
C)  internal auditors 
D)  trade relations directors 
A)  trade creditors 
B)  category captains 
C)  internal auditors 
D)  trade relations directors

Question 17

In the context of a lean launch of a product, which of the following best describes time postponement?

Accepted Answer

A)  Deploying inventory as late as possible 
B)  Locking in product design as late as possible 
C)  Locking in product identity as late as possible 
D)  Delaying the announcement of a new product as long as possible 
A)  Deploying inventory as late as possible 
B)  Locking in product design as late as possible 
C)  Locking in product identity as late as possible 
D)  Delaying the announcement of a new product as long as possible

Question 18

When a new product launch involves a defensive addition, the appropriate tactics include a broad product assortment, a new brand name and distribution channels, and a higher price.

Accepted Answer

A) True 
 B)False

Question 19

_____ is the term most widely used to cover all of the information and attitude effort put into changing end-user perceptions.

Accepted Answer

A)  Beachhead 
B)  Vaporware 
C)  Communications 
D)  Rollout 
A)  Beachhead 
B)  Vaporware 
C)  Communications 
D)  Rollout

Question 20

A launch cycle is an expansion of the _____ of the product life cycle into substages.

Accepted Answer

A)  maturity stage 
B)  introductory stage 
C)  growth stage 
D)  evaluation stage 
A)  maturity stage 
B)  introductory stage 
C)  growth stage 
D)  evaluation stage

If product sales are dependent on sales of complementary products, _____ exists.

A(n) _____ is the workhorse of most new product introductions.

Training of sales and other promotional people, building service capability, putting out preannouncements if they are in order, and arranging for stocking of a new product at the reseller level takes place during the _____ of a launch cycle.

Skimming pricing is best recommended for products having:

A customer-based sales organization requires more of the hard-sell pushing that product-based sales forces can provide.

How is preannouncement of a new product related to the competitiveness of an industry?

Which of the following best describes the pricing strategy "meet the market"?

Which of the following types of promotion is typically used for a product with low relative advantage and high compatibility with buyers' experiences?

When a firm plans to launch an innovative new product, the launch strategies and tactics would include:

Products that are clearly superior on attributes that buyers consider important have:

For products with low relative advantage and low compatibility with buyers' experiences, promotion should aid in risk reduction by offering money-back guarantees, warranties, or tie-ins to existing products.

What does a lean launch system mean? What are its advantages?

Indirect network externalities exist if product sales are dependent on the number of people that have adopted it.

Firms attempting to increase penetration in existing markets are most likely to be emphasizing:

The launch cycle of a new product typically begins with the beachhead phase. FALSE

Resellers' views are represented in the product development process by experienced salespeople like sales managers and _____.

In the context of a lean launch of a product, which of the following best describes time postponement?

When a new product launch involves a defensive addition, the appropriate tactics include a broad product assortment, a new brand name and distribution channels, and a higher price.

_____ is the term most widely used to cover all of the information and attitude effort put into changing end-user perceptions.

A launch cycle is an expansion of the _____ of the product life cycle into substages.

The Strategic Elements of Product Development

The New Products Process

Opportunity Identification and Selection: Strategic Planning for New Products

The Product Concept and Ready-Made New Product Ideas

New Product Ideas: the Problem Find-Solve Approach

New Product Ideas: Analytical Attribute Approaches

Concept Evaluation and Testing

The Full Screen

Sales Forecasting and Financial Analysis

Product Protocol

Design

Development Team Management

Product Use Testing

Strategic Launch Planning

Market Testing

Launch Management

Public Policy Issues

Filters

Exam 15: Implementation of the Strategic Plan

If product sales are dependent on sales of complementary products, _____ exists.

A(n) _____ is the workhorse of most new product introductions.

Training of sales and other promotional people, building service capability, putting out preannouncements if they are in order, and arranging for stocking of a new product at the reseller level takes place during the _____ of a launch cycle.

Skimming pricing is best recommended for products having:

A customer-based sales organization requires more of the hard-sell pushing that product-based sales forces can provide.

How is preannouncement of a new product related to the competitiveness of an industry?

Which of the following best describes the pricing strategy "meet the market"?

Which of the following types of promotion is typically used for a product with low relative advantage and high compatibility with buyers' experiences?

When a firm plans to launch an innovative new product, the launch strategies and tactics would include:

Products that are clearly superior on attributes that buyers consider important have:

For products with low relative advantage and low compatibility with buyers' experiences, promotion should aid in risk reduction by offering money-back guarantees, warranties, or tie-ins to existing products.

What does a lean launch system mean? What are its advantages?

Indirect network externalities exist if product sales are dependent on the number of people that have adopted it.

Firms attempting to increase penetration in existing markets are most likely to be emphasizing:

The launch cycle of a new product typically begins with the beachhead phase. FALSE

Resellers' views are represented in the product development process by experienced salespeople like sales managers and _____.

In the context of a lean launch of a product, which of the following best describes time postponement?

When a new product launch involves a defensive addition, the appropriate tactics include a broad product assortment, a new brand name and distribution channels, and a higher price.

_____ is the term most widely used to cover all of the information and attitude effort put into changing end-user perceptions.

A launch cycle is an expansion of the _____ of the product life cycle into substages.

The Strategic Elements of Product Development

The New Products Process

Opportunity Identification and Selection: Strategic Planning for New Products

The Product Concept and Ready-Made New Product Ideas

New Product Ideas: the Problem Find-Solve Approach

New Product Ideas: Analytical Attribute Approaches

Concept Evaluation and Testing

The Full Screen

Sales Forecasting and Financial Analysis

Product Protocol

Design

Development Team Management

Product Use Testing

Strategic Launch Planning

Market Testing

Launch Management

Public Policy Issues

Filters