100 Test Bank for Marketing An Introduction 12th
Edition by Armstrong

True - False Questions
Xenon Corp. releases frequent updates to improve its expensive software
products. This marketing approach used by the firm is most likely based
on the production concept.
1.

True

2.

False

Customer-perceived value is defined as a customer's evaluation of the
perceived difference between all the benefits and all the costs of a market
offering relative to those of competing offers.
1.

True

2.

False

Since less than ten percent of smartphone owners use their phones for
shopping-related activities, mobile marketing is a slow growing digital
marketing platform.
1.


True

2.

False

Through consumer-generated marketing, consumers themselves are
playing a bigger role in shaping their own brand experiences and those of
others.
1.

True

2.

False

The product concept holds that consumers will favor products that offer
the most in quality, performance, and innovative features.
1.

True

2.

False

Product, price, place, and promotion make up the elements of a firm's
marketing mix.
1.

1.

True

2.

False

After the Great Recession, marketers have started focusing on value-forthe-money, practicality, and durability in their product offerings and
marketing pitches.
1.

True

2.

False

When sellers pay less attention to the specific products they offer and
more attention to the benefits and experiences produced by these
products, they suffer from marketing myopia.
1.

True

2.

False

A market is a segment of potential consumers who share a common need

When backed by buying power, wants become needs.
1.

True

2.

False

The more loyal a firm's profitable customers, the lower its customer
equity.
1.

True

2.

False

Success at delivering customer value rests on how well a company's
entire supply chain performs against competitors' supply chains.
1.

True

2.

False

A brand's value proposition is the set of benefits or values it promises to

wants leads to marketing myopia.
1.

True

2.

False

Customer relationship management focuses on retaining existing
customers but not on acquiring new customers.
1.

True

2.

False


Multiple Choice Questions - Page 1
The ________ concept holds that achieving organizational goals depends
on knowing the needs and wants of target markets and delivering the
desired satisfactions better than competitors do.
1.

A) marketing

2.


D) devote its energy to making continuous product improvements

5.

E) make product promotion a top priority

A brand's ________ is the set of benefits that it promises to deliver to
consumers to satisfy their needs.
1.

A) dominant effect

2.

B) fringe benefit

3.

C) perquisite

4.

D) value proposition

5.

E) dividend yield


Marketers are said to suffer from marketing myopia when they ignore


3.

C) Services

4.

D) Benefits

5.

E) Risks

Voize, a leading mobile phone manufacturer, focuses on low labor costs
and mass distribution to ensure the continuous availability of its products
at reasonable prices. Voize most likely follows the ________.
1.

A) customer-driving marketing concept

2.

B) marketing concept

3.

C) societal marketing concept

4.


the selling concept?
1.

A) The marketing concept focuses on customer needs, whereas the selling
concept focuses on existing products.

2.

B) The marketing concept focuses on customer conquest, whereas the selling
concept focuses on targeting the right customers.

3.

C) The marketing concept takes an inside-out perspective, whereas the selling
concept takes an outside-in perspective.

4.

D) The marketing concept is product-centered, whereas the selling concept is
production-centered.

5.

E) The marketing concept focuses on short-term sales, whereas the selling
concept strives to build long-term customer relationships.

Futuristic Designs Inc., a furniture retail chain, understands and
anticipates customer needs even better than customers themselves do
and creates products and services to meet their existing and future needs.
Which of the following has Futuristic Designs followed in this case?

3.

C) customers seek new products and technological innovations

4.

D) clear needs exist and customers know what their needs are

5.

E) customers have wants but cannot afford them

The ________ concept holds that consumers will favor goods and
services that offer the most in quality, performance, and innovative
features.
1.

A) societal marketing

2.

B) marketing

3.

C) selling

4.

D) production


2.

B) demands

3.

C) offerings

4.

D) values

5.

E) ideas

________ are defined as states of felt deprivation.
1.

A) Needs


2.

B) Ideas

3.

C) Demands


Which of the following concepts is based on a customer-centered
philosophy?
1.

A) the product concept

2.

B) the marketing concept

3.

C) the production concept

4.

D) the selling concept

5.

E) the distribution concept

The societal marketing concept holds that ________.
1.

A) consumers will not buy enough of a firm's products unless the firm undertakes a
large-scale selling and promotion effort

2.

C) societal marketing concept

4.

D) production concept

5.

E) selling concept

Cylog, a leading provider of personal computer systems, began
manufacturing tablet devices after predicting a future consumer need for
portability. Which of the following was most likely implemented by Cylog?
1.

A) the selling concept

2.

B) customer-driving marketing

3.

C) the product concept

4.

D) sustainable marketing

5.

large-scale selling and promotion effort

2.

B) a company's marketing decisions should consider consumers' wants, the
company's requirements, consumers' long-run interests, and society's long-run
interests

3.

C) consumers will favor products that are available and highly affordable

4.

D) achieving organizational goals depends on knowing the needs and wants of
target markets and delivering the desired satisfactions better than competitors do

5.

E) consumers will favor products that offer the most in quality, performance, and
innovative features

Selecting particular segments of a population of customers to serve is
called ________.
1.

A) process reengineering

2.


D) the selling concept

5.

E) the production concept

The selling concept holds that ________.
1.

A) consumers will not buy enough of a firm's products unless the firm undertakes
large-scale persuasion and promotion efforts


2.

B) a company's marketing decisions should consider consumers' wants, the
company's requirements, consumers' long-run interests, and society's long-run
interests

3.

C) consumers will only favor products that are available and highly affordable

4.

D) achieving organizational goals depends on knowing the needs and wants of
target markets and delivering the desired satisfactions better than competitors do

5.



A) mass distribution

2.

B) cost leadership

3.

C) consumer-generated marketing

4.

D) target marketing

5.

E) undifferentiated marketing

Directing consumers toward products and services that meet their present
and future needs is referred to as ________ marketing.
1.

A) customer-driven

2.

B) customer-driving




E) the product concept

According to the five-step model of the marketing process, the first step in
marketing is ________.
1.

A) capturing value from customers to create profits and customer equity

2.

B) constructing an integrated marketing program that delivers superior value

3.

C) building profitable relationships and creating customer delight

4.

D) understanding the marketplace and customer needs and wants

5.

E) designing a customer-driven marketing strategy

60 Free Test Bank for Marketing An Introduction 12th
Edition by Armstrong Multiple Choice Questions Page 2
In which of the following circumstances is an organization likely to
engage in full partnerships with key consumers?
1.

3.

C) Strangers

4.

D) True believers

5.

E) Butterflies

The overall process of dealing with all aspects of acquiring, keeping, and
growing customers is referred to as ________.
1.

A) perceived-value management

2.

B) societal marketing

3.

C) customer relationship management

4.

D) partner relationship management


A) A supply chain


2.

B) A marketing channel

3.

C) A market segment

4.

D) A demand chain

5.

E) A marketing-mix channel

Customers who are classified as true believers ________.
1.

A) are attracted to a company's competitor's deals and offers

2.

B) have needs and wants that do not fit a company's offerings

3.


5.

E) selling

________ refers to the portion of the customer's purchase that a company
gets in its product categories.
1.

A) Value proposition

2.

B) Share of customer

3.

C) Brand equity

4.

D) Customer lifetime value


5.

E) Customer equity

Which of the following terms refers to a customer's evaluation of the
difference between all the benefits and all the costs of a market offering
relative to those of competing offers?

B) social

3.

C) for-profit

4.

D) consumer-generated

5.

E) multi-level

Which of the following is most likely a consequence of the Great
Recession of 2008 to 2009?
1.

A) more free-spending on expensive products

2.

B) more demand for credit and debit cards

3.

C) more sensible and mindful consumption

4.


"Without our customers, we don't exist." Ken and his staff aim to delight
each customer and they are quick to offer discounts or extra services
whenever a customer is anything less than satisfied. Instead of focusing
on individual transactions, Ken and his staff are putting a priority on
________.
1.

A) decreasing customer-perceived value

2.

B) managing partner relationships

3.

C) attracting "butterflies"

4.

D) converting "strangers" into "butterflies"

5.

E) capturing customer lifetime value

________ marketing is defined as socially and environmentally
responsible marketing that meets the present needs of consumers and
businesses while also preserving or enhancing the ability of future
generations to meet their needs.
1.

B) frequency marketing

3.

C) customer-club marketing

4.

D) sustainable marketing

5.

E) multi-level marketing

Customer evangelists are those who ________.
1.

A) use personal selling methods to market products and services

2.

B) tell others about their good experiences with a brand or product

3.

C) use their expertise to influence people about specific products

4.

D) work with quality-assurance teams to improve product safety



Fine Corp., a consumer electronics manufacturer, targets a market with
many low-margin customers. Which of the following types of associations
would be most profitable for the firm to develop with these customers?
1.

A) full partnerships

2.

B) basic relationships

3.

C) joint ventures

4.

D) strategic alliances

5.

E) business partnering

A customer who is both loyal and profitable is referred to as a ________.
1.

A) barnacle


4.

D) consumer-generated marketing program

5.

E) strategic alliance

The concept of shared value focuses on ________.
1.

A) creating economic value in a way that also creates value for society

2.

B) maximizing profits to satisfy shareholders

3.

C) creating sales transactions instead of long-term customer relationships


4.

D) building strategic supplier partnerships to create more value for investors

5.

E) providing more financial incentives to sales team members


B) attraction

3.

C) competition

4.

D) forceful persuasion

5.

E) impersonal selling

Which of the following is true of mobile marketing?
1.

A) Few American adults today own a smartphone.

2.

B) A smartphone is a highly impersonal medium with a low scope for engagement.

3.

C) Marketers use mobile channels to stimulate immediate buying.

4.

D) Mobile marketing is a traditional marketing method.

the Honda brand. Raymond's relationship with Honda is best referred to
as ________.
1.

A) customer delight

2.

B) customer lifetime value

3.

C) customer equity

4.

D) customer share

5.

E) customer-perceived value

A consumer who is potentially profitable but shifts loyalty toward better
deals is referred to as a ________.
1.

A) true friend

2.


C) strangers

4.

D) barnacles

5.

E) innovators

Sally purchased a newly introduced moisturizing lotion. By attempting to
find out if the lotion's perceived performance matched her expectations,
Sally was measuring her level of customer ________.
1.

A) loyalty

2.

B) satisfaction

3.

C) equity

4.

D) engagement

5.

2.

B) constructing an integrated marketing program

3.

C) building profitable relationships with the customers

4.

D) understanding the marketplace

5.

E) designing a customer-driven marketing strategy


Free Text Questions
Compare and contrast the product and production concepts.
Answer Given

The production concept holds that consumers will favor products that are available
and highly affordable. Therefore, it dictates that management should focus on
improving production and distribution efficiency. This concept is one of the oldest
orientations that guides sellers. The production concept is still a useful philosophy
in some situations. For example, both personal computer maker Lenovo and
home appliance maker Haier dominate the highly competitive, price-sensitive
Chinese market through low labor costs, high production efficiency, and mass
distribution. However, although useful in some situations, the production concept
can lead to marketing myopia. Companies adopting this orientation run a major


Customer satisfaction cannot be taken for granted. Since brand loyalty is
dependent upon strong customer satisfaction, companies strive to retain, satisfy,
and even delight current customers. Firms create customer delight by promising
only what they can deliver and then delivering more than what they promise. They
also create emotional relationships with key customers. Delighted customers
make repeated purchases and become customers for life. More importantly, they
also essentially become an unpaid sales force for the firm as "customer
evangelists" who tell other potential customers about their positive experiences
with a product.

Compare and contrast customer-managed relationships and consumergenerated marketing.
Answer Given

Today's consumers have more information about brands than ever before, and
they have a wealth of platforms for airing and sharing their brand views with other
consumers. Thus, the marketing world is now embracing not only customer
relationship management, but also customer-managed relationships. Greater
consumer control means that companies can no longer rely on marketing by
intrusion. Instead, marketers must practice marketing by attraction–creating
market offerings and messages that involve consumers rather than interrupt them.
Hence, most marketers now augment their mass-media marketing efforts with a
rich mix of direct marketing approaches that promote brand—consumer
interaction. For example, many brands are creating dialogues with consumers via
their own or existing online social networks. A growing part of the new customer
dialogue is consumer-generated marketing, by which consumers themselves are
playing a bigger role in shaping their own brand experiences and those of others.
This might happen through uninvited consumer-to-consumer exchanges in blogs,
video-sharing sites, and other digital forums. Increasingly, companies are also
inviting consumers to play a more active role in shaping products and brand