AndyChiang/dgen · Datasets at Hugging Face

sentence stringlengths 21 624	distractors sequence	answer stringlengths 2 32
blank contributes to a product's usefulness as well as to its looks.	[ "Style", "Package", "Brand", "Functionality" ]	Design
Product mix blank refers to the number of different product lines the company carries. Procter & Gamble markets 250 brands organized into many product lines.	[ "length", "height", "perimeter", "depth" ]	width
Product mix blank refers to the number of versions offered of each product in the line. Crest toothpaste comes in 13 varieties, ranging from Crest Multicare to Crest Baking Soda formulations.	[ "length", "height", "width", "perimeter" ]	depth
The blank of the product mix refers to how closely related the various product lines are in end use, production requirements, distribution channels, or some other way.	[ "length", "depth", "width", "perimeter" ]	consistency
The total financial value of a brand is estimated through the process of brand blank.	[ "differentiation", "extensions", "positioning", "equity" ]	valuation
For a fee, some companies blank names or symbols previously created by other manufacturers, names of well-known celebrities, and/or characters from popular movies and books, any of which can provide an instant and proven brand name.	[ "service", "market", "package", "brand" ]	license
You have an upset stomach. Your spouse rushes to the corner convenience store for a bottle of Pepto-Bismol. This product is a blank product.	[ "unsought", "specialty", "shopping", "augmented" ]	convenience
Mabel Lu is planning to buy a new washing machine. She notices that they come in numerous price ranges. She wants to make sure she gets the most for her money. This product is a blank product.	[ "convenience ", "unsought", "specialty", "augmented" ]	shopping
Chicken of the Sea brand tuna sells more than the same size Kroger brand tuna, even though the Kroger tuna costs $0.15 less per can. Chicken of the Sea has brand blank.	[ "extension", "specialty", "service", "valuation" ]	equity
blank is the product life cycle period when sales fall off and profits drop.	[ "Introduction", "Growth", "Maturity", "Development" ]	Decline
blank is characterized by rapid market acceptance and increasing sales	[ "introduction", "maturity", "decline", "development" ]	growth
All of the following are stages in the PLC EXCEPT blank.	[ "introduction", "growth", "maturity", "decline" ]	adoption
In the blank stage, the firm faces a trade-off between high market share and high current profit.	[ "decline", "maturity", "introduction", "adoption" ]	growth
blank normally lasts longer and poses strong challenges to the marketing managers	[ "growth", "decline", "phase-in", "adoption" ]	maturity
Most products in the marketplace are in the blank stage of the product life cycle.	[ "growth", "decline", "introduction", "development" ]	maturity
JoAnn Fabrics, Inc., has just created a new combination of colors and fabric types. The firm wants to be sure of the way consumers perceive its new product. The firm is concerned with the product blank.	[ "idea", "concept", "proposal", "presentation" ]	image
Sherri's Exclusives sells currently accepted and popular clothing items in given fields. blank does she stock in her store	[ "styles", "fads", "exclusives", "services" ]	fashions
Mattel's Barbie is an example of an age-defying product. Barbie, simultaneously timeless and trendy, is in the blank stage of the PLC.	[ "introduction", "growth", "decline", "adoption" ]	maturity
Over the past 100 years or so, Binney and Smith's Crayola crayons have become a household staple in more than 80 countries around the world. Crayola crayons are in the blank stage of the PLC.	[ "introduction", "growth", "decline", "incubation" ]	maturity
When Kraft focused on cost-cutting with its older and established brands, leaving them to wither without much investment or modification, Kraft had decided to blank the older products.	[ "extend", "maintain", "drop", "review" ]	harvest
blank pricing involves setting prices based on the costs for producing, distributing, and selling the product plus a fair rate of return for the company's efforts and risks.	[ "Value-based", "Fixed cost", "Variable", "Skimming" ]	Cost-based
Many people feel that blank pricing is fairer to both buyers and sellers. Sellers earn a fair return on their investment but do not take advantage of buyers when buyers' demand becomes great.	[ "variable", "elasticity", "inelasticity", "penetration" ]	markup
If demand changes greatly with a small change in price, we say the demand is blank.	[ "variable", "inelastic", "value-based", "fixed" ]	elastic
Companies are fortunate to have demand that is more blank because they may be able to set higher prices.	[ "elastic", "external", "internal", "fixed" ]	inelastic
blank pricing is the approach of setting a low initial price in order to attract a large number of buyers quickly and win a large market share.	[ "Market-skimming", "Below-market", "Value-based", "Leader" ]	Market-penetration
When amusement parks and movie theaters charge admission plus fees for food and other attractions, they are following a blank pricing strategy.	[ "by-product", "optional-product", "skimming", "penetration" ]	captive-product
Price discrimination may be used to match competition as long as the strategy is temporary, localized, and blank.	[ "offensive", "published", "private", "used in all channels" ]	defensive
Johnson Boats wants to introduce a new model of boat into mature markets in highly developed countries with the goal of quickly gaining mass-market share. As a consultant, you should recommend a blank pricing strategy.	[ "market-skimming", "zone", "loss-leader", "captive-product" ]	market-penetration
When Whallans Gift Card Shop offers a price reduction to customers who buy Christmas cards the week after Christmas, Whallans is giving a blank discount.	[ "functional", "annual", "allowance", "credit" ]	seasonal
Bose prices its most expensive noise reduction earphones at $399.95, which is a full $100.00 more than its next most expensive earphones. It costs Bose only a few dollars more to make the most expensive earphones. Bose is using blank pricing.	[ "customer-segment", "skimming", "penetration", "captive-product" ]	product-form
not a key function that intermediaries play in completing transactions is blank of the following	[ "promotion", "information", "matching", "financing" ]	negotiation
In marketing terms, we say that the number of intermediary levels indicates the blank of a channel.	[ "depth", "complexity", "involvement", "width" ]	length
A conventional distribution channel consists of one or more blank producers, wholesalers, and retailers.	[ "product-related", "contract", "estranged", "merchant" ]	independent
When determining the number of channel members to use at each level, three strategies are available: intensive, exclusive, and blank distribution.	[ "multichannel", "international", "direct", "extensive" ]	selective
Sometimes a producer chooses only a few dealers in a territory to distribute its products or services. Generally these dealers are given a right to blank distribution.	[ "selective ", "intensive ", "administered ", "corporate " ]	exclusive
Which type of distribution is used when the producer wants more than one, but fewer than all, of the intermediaries who are willing to carry its products? blank	[ "exclusive ", "intensive ", "administered ", "corporate " ]	selective
When a company compares the likely sales, costs, and profitability of different channel alternatives, it is using blank criteria to evaluate its channel options.	[ "selective", "adaptive", "control", "distribution" ]	economic
The goal of marketing logistics should be to provide a blank level of customer service at the least cost.	[ "maximum", "moderate", "minimum", "competitive" ]	targeted
Through the use of blank, or "smart tag" technology, a company is able to locate exactly where a product is within the supply chain.	[ "PRM", "VMS", "IT", "3PL" ]	RFID
When two Taco Bell restaurants have a disagreement over who should be able to sell in quantity at a discount to the local high school band, they are in a blank conflict.	[ "vertical", "problematic", "no-win", "functional" ]	horizontal
Staples Office Supply opened an online store that created competition with many of its dealers. The corporate office created a blank conflict.	[ "problematic", "no-win", "horizontal", "intermediation" ]	vertical
Chewing gum is stocked in many outlets in the same market or community; in fact, it is placed in as many outlets as possible. This is an example of blank distribution.	[ "exclusive", "selective", "multichannel", "disintermediated" ]	intensive
Tiffany & Co jewelry can only be found in a limited number of intermediaries. This is an example of blank distribution.	[ "intensive", "quality", "high-end", "independent" ]	exclusive
blank includes all the activities involved in selling products or services directly to final consumers for their personal, nonbusiness use.	[ "Franchising", "Brokering", "Wholesaling", "Disintermediation" ]	Retailing
blank is the basis of all discount operations and is typically used by sellers of convenience goods. Retailers offering this level of service require customers to perform their own "locate-compare-select" process in order to save money.	[ "Limited-service", "Full-service", "Specialty-service", "Wholesaling" ]	Self-service
blank of small store carries a limited line of high-turnover convenience goods and makes most of its revenues from cigarette , beverage , and gasoline sales	[ "chain ", "department", "supermarket", "hypermarket" ]	convenience
blank retailers in the United States are growing faster than product retailers.	[ "Discount", "Merchant", "Specialty", "Off-price" ]	Service
Merchandising blank are corporations that combine several different retailing forms under central ownership.	[ "agents", "brokers", "franchises", "independents" ]	conglomerates
A retailer may fail because it tries to provide "something for everyone" and ends up satisfying no market well. Successful retailers blank their target markets well and position themselves strongly.	[ "increase", "franchise", "wholesale", "position" ]	define
More growth in online retailing is expected from blank retailers than other retail types.	[ "click-only", "brick-and-mortar", "independent", "franchised" ]	click-and-brick
Retail convergence is a merging of all of the following EXCEPT blank.	[ "consumers", "products", "prices", "retailers" ]	employees
blank, the world's second largest retailer after Wal-Mart, has embarked on an aggressive mission to extend its role as a leading international retailer.	[ "McDonald's", "Target", "Ikea", "Costco" ]	Carrefour
blank includes all activities involved in selling goods and services to those buying for resale or business use.	[ "Retailing", "Franchising", "Discounting", "Disintermediation" ]	Wholesaling
blank, or manufacturers' representatives, represent a buyer or seller on a more permanent basis.	[ "Brokers", "Franchises", "Retailers", "Intermediaries" ]	Agents
Many wholesalers are not blank-minded; they are behind the times in personal selling, seeing selling as a single salesperson talking to a single customer instead of as a team effort.	[ "absent", "management", "franchise", "customer" ]	promotion
The promotion mix is the company's primary communication activity; the marketing mix must be coordinated for the greatest communication impact. What is NOT included in the entire marketing mix? blank	[ "product", "price", "place", "promotion" ]	competitor
Mass-media advertising routinely involves a company investing millions or even billions of dollars to reach tens of blank of customers with a single ad.	[ "billions", "thousands", "hundreds", "tens" ]	millions
All too often companies today have failed to blank their various communications channels, resulting in a hodgepodge of communications to consumers.	[ "promote", "rechannel", "open", "verify" ]	integrate
not one of the four major communication functions is blank of the following	[ "feedback", "encoding", "response", "decoding" ]	noise
The receiver assigns meaning to the symbols encoded by a company in its advertisements through a process known as blank.	[ "disencoding", "feedback", "acknowledgement", "response" ]	decoding
In the communication process, the reaction of the receiver after being exposed to a message is called the blank.	[ "answer", "noise", "feedback", "decoding" ]	response
A consumer is reading a magazine with an advertisement, but is distracted from reading the advertisement or its key points. This unplanned static or distortion during the communication process is called blank.	[ "distraction", "feedback", "response", "decoding" ]	noise
The six buyer-readiness stages include all of the following EXCEPT blank.	[ "awareness", "knowledge", "power", "liking" ]	hesitation
In the model of buyer-readiness stages, the first stage is blank.	[ "preference", "knowledge", "liking", "insistence" ]	awareness
A message showing a product's quality, economy, value, or performance is called a blank appeal.	[ "structural", "emotional", "moral", "standard" ]	rational
Marketers using humor in their messages claim that they attract more attention and create more loyalty and belief in the brand. This type of message is called a blank appeal.	[ "rational", "structural", "moral", "standard" ]	emotional
Moral appeals are directed to the audience's sense of what is "right" and blank.	[ "affordable", "traditional", "positive", "emotional" ]	proper
A blank argument is only likely to be effective when the audience is highly educated or likely to hear opposing claims, or when the communicator has a negative association to overcome.	[ "one-sided", "moral", "emotional", "scientific" ]	two-sided
In designing the message structure, marketers must decide whether to present the blank arguments first or last in a message.	[ "emotional", "structural", "moral", "scientific" ]	strongest
The two broad types of blank channels are personal and nonpersonal.	[ "marketing", "competitive", "buyer", "seller" ]	communication
Communication through the mail is categorized as a blank communication channel.	[ "nonpersonal", "word-of-mouth", "objective", "inefficient" ]	personal
blank from marketing communications may suggest changes in the promotion program or in the product offer itself.	[ "Encoding ", "Decoding ", "Noise", "Shelter" ]	Feedback
Using the blank method for setting an advertising budget, the company starts with total revenues, deducts operating expenses and capital outlays, and then devotes some portion of the remaining funds to advertising.	[ "integrated ", "moving-average", "competitive-parity ", "percentage-of-sales " ]	affordable
Though the blank method of setting an advertising budget is simple to use and helps management think about the relationships among promotion spending, selling price, and profit per unit, it wrongly views sales as the cause of promotion rather than the result.	[ "affordable", "competitive-parity", "objective-and-task", "regression" ]	percentage-of-sales
blank directs marketing efforts toward final consumers	[ "blitz", "push", "buzz", "pulse" ]	pull
blank directs marketing efforts toward market channel members	[ "pull ", "blitz", "buzz", "pulse" ]	push
Harpo Enterprises maintains the Oprah Winfrey show, a Web site, and O magazine. Because Harpo Enterprises practices integrated marketing communications, these different brand contacts all maintain blank in design and tone.	[ "variety", "contact", "creativity", "convenience" ]	consistency
HP's advertising agency assembles words and illustrations into an advertisement that will convey the company's intended brand message. In the communication process, HP is blank.	[ "messaging", "sending", "decoding", "responding" ]	encoding
The decision to use a cleaning genie to communicate the strength and power of Mr. Clean cleaning liquid is representative of the blank process of the communication model.	[ "sourcing", "signifying", "decoding", "messaging" ]	encoding
Mercy University's initial ads for the school's new MBA program are most likely intended to create blank.	[ "liking", "preference", "insistence", "conviction" ]	awareness
An example of a blank appeal is the Salvation Army appeal, "While you were trying to figure out what to get the man who has everything, don't forget the man who has nothing."	[ "emotional", "awareness", "rational", "standard" ]	moral
Advertising blank define the task that advertising must accomplish with a specific target audience during a specific period of time.	[ "budgets", "strategies", "campaigns", "evaluations " ]	objectives
An advertising objective is classified by its primary purpose, which is to inform, persuade, or blank.	[ "convince", "compete", "explain", "encourage" ]	remind
When the advertising objective is to build primary demand for a new product category, blank advertising will most likely be used.	[ "persuasive ", "comparative ", "patronage ", "institutional " ]	informative
A product in the maturity stage will often require blank advertising.	[ "informative", "comparative", "persuasive", "cooperative" ]	reminder
The big idea or the creative concept may emerge as a blank, a phrase, or a combination of the two.	[ "appeal", "differentiation", "strategy", "evaluation" ]	visualization
What is the first element that a reader notices in a print ad? blank	[ "copy", "headline", "slogan", "color" ]	illustration
The number of times an average person in the target market is exposed to an ad is known as the blank.	[ "impact ", "reach", "exposure", "engagement" ]	frequency
Scheduling ads unevenly, which is called blank, builds awareness that is intended to be carried over to the next advertising period.	[ "continuity", "shuffling", "sequencing", "segmenting" ]	pulsing
Companies that use a customer sales force structure organize their salespeople by blank.	[ "product", "territory", "demand", "hierarchy" ]	industry
The growing trend of using a group of people from sales, marketing, engineering, finance, technical support, and even upper management to service large, complex accounts is known as blank selling.	[ "department ", "multiple ", "personal ", "simultaneous " ]	team
A sales blank is the standard that establishes the amount each salesperson should sell and how sales should be divided among the company's products .	[ "goal", "task", "incentive", "contest" ]	quota
Sales blank encourage a sales force to make a selling effort that is above and beyond the normal expectation.	[ "quotas", "meetings", "reports", "plans" ]	contests
During the prospecting stage, a salesperson needs to discriminate between good leads and poor leads, which is known as blank.	[ "closing", "referring", "presenting", "approaching" ]	qualifying
A salesperson who researches a company's buying styles and product line is most likely in the blank stage of the selling process.	[ "prospecting", "approach", "presentation", "closing" ]	preapproach
The salesperson meets the customer for the first time in the blank step of the selling process.	[ "prospecting", "qualifying", "preapproach", "presentation" ]	approach
Salespeople should be trained to recognize blank signals from the buyer, which can include physical actions such as leaning forward and nodding or asking questions about prices and credit terms.	[ "qualifying", "approach", "objection", "follow-up" ]	closing
The sales force of CDW Corporation, as described in the opening scenario, develops strong relationships with customers as part of the blank stage of the selling process.	[ "prospecting", "approach", "demonstration", "closing" ]	follow-up
Morrill Motors splits the United States into 10 sales regions. Within each of those regions, the company maintains two sales teamsone for existing customers and one for prospects. blank type of sales force structure does Morrill Motors use	[ "territorial", "product", "customer", "workload" ]	complex
Direct marketing is continuing to become more blank oriented.	[ "television", "mail", "telephone", "radio" ]	Web

**blank** contributes to a product's usefulness as well as to its looks.

[ "Style", "Package", "Brand", "Functionality" ]

Design

Product mix **blank** refers to the number of different product lines the company carries. Procter & Gamble markets 250 brands organized into many product lines.

[ "length", "height", "perimeter", "depth" ]

width

Product mix **blank** refers to the number of versions offered of each product in the line. Crest toothpaste comes in 13 varieties, ranging from Crest Multicare to Crest Baking Soda formulations.

[ "length", "height", "width", "perimeter" ]

depth

The **blank** of the product mix refers to how closely related the various product lines are in end use, production requirements, distribution channels, or some other way.

[ "length", "depth", "width", "perimeter" ]

consistency

The total financial value of a brand is estimated through the process of brand **blank**.

[ "differentiation", "extensions", "positioning", "equity" ]

valuation

For a fee, some companies **blank** names or symbols previously created by other manufacturers, names of well-known celebrities, and/or characters from popular movies and books, any of which can provide an instant and proven brand name.

[ "service", "market", "package", "brand" ]

license

You have an upset stomach. Your spouse rushes to the corner convenience store for a bottle of Pepto-Bismol. This product is a **blank** product.

[ "unsought", "specialty", "shopping", "augmented" ]

convenience

Mabel Lu is planning to buy a new washing machine. She notices that they come in numerous price ranges. She wants to make sure she gets the most for her money. This product is a **blank** product.

[ "convenience ", "unsought", "specialty", "augmented" ]

shopping

Chicken of the Sea brand tuna sells more than the same size Kroger brand tuna, even though the Kroger tuna costs $0.15 less per can. Chicken of the Sea has brand **blank**.

[ "extension", "specialty", "service", "valuation" ]

equity

**blank** is the product life cycle period when sales fall off and profits drop.

[ "Introduction", "Growth", "Maturity", "Development" ]

Decline

**blank** is characterized by rapid market acceptance and increasing sales

[ "introduction", "maturity", "decline", "development" ]

growth

All of the following are stages in the PLC EXCEPT **blank**.

[ "introduction", "growth", "maturity", "decline" ]

adoption

In the **blank** stage, the firm faces a trade-off between high market share and high current profit.

[ "decline", "maturity", "introduction", "adoption" ]

growth

**blank** normally lasts longer and poses strong challenges to the marketing managers

[ "growth", "decline", "phase-in", "adoption" ]

maturity

Most products in the marketplace are in the **blank** stage of the product life cycle.

[ "growth", "decline", "introduction", "development" ]

maturity

JoAnn Fabrics, Inc., has just created a new combination of colors and fabric types. The firm wants to be sure of the way consumers perceive its new product. The firm is concerned with the product **blank**.

[ "idea", "concept", "proposal", "presentation" ]

image

Sherri's Exclusives sells currently accepted and popular clothing items in given fields. **blank** does she stock in her store

[ "styles", "fads", "exclusives", "services" ]

fashions

Mattel's Barbie is an example of an age-defying product. Barbie, simultaneously timeless and trendy, is in the **blank** stage of the PLC.

[ "introduction", "growth", "decline", "adoption" ]

maturity

Over the past 100 years or so, Binney and Smith's Crayola crayons have become a household staple in more than 80 countries around the world. Crayola crayons are in the **blank** stage of the PLC.

[ "introduction", "growth", "decline", "incubation" ]

maturity

When Kraft focused on cost-cutting with its older and established brands, leaving them to wither without much investment or modification, Kraft had decided to **blank** the older products.

[ "extend", "maintain", "drop", "review" ]

harvest

**blank** pricing involves setting prices based on the costs for producing, distributing, and selling the product plus a fair rate of return for the company's efforts and risks.

[ "Value-based", "Fixed cost", "Variable", "Skimming" ]

Cost-based

Many people feel that **blank** pricing is fairer to both buyers and sellers. Sellers earn a fair return on their investment but do not take advantage of buyers when buyers' demand becomes great.

[ "variable", "elasticity", "inelasticity", "penetration" ]

markup

If demand changes greatly with a small change in price, we say the demand is **blank**.

[ "variable", "inelastic", "value-based", "fixed" ]

elastic

Companies are fortunate to have demand that is more **blank** because they may be able to set higher prices.

[ "elastic", "external", "internal", "fixed" ]

inelastic

**blank** pricing is the approach of setting a low initial price in order to attract a large number of buyers quickly and win a large market share.

[ "Market-skimming", "Below-market", "Value-based", "Leader" ]

Market-penetration

When amusement parks and movie theaters charge admission plus fees for food and other attractions, they are following a **blank** pricing strategy.

[ "by-product", "optional-product", "skimming", "penetration" ]

captive-product

Price discrimination may be used to match competition as long as the strategy is temporary, localized, and **blank**.

[ "offensive", "published", "private", "used in all channels" ]

defensive

Johnson Boats wants to introduce a new model of boat into mature markets in highly developed countries with the goal of quickly gaining mass-market share. As a consultant, you should recommend a **blank** pricing strategy.

[ "market-skimming", "zone", "loss-leader", "captive-product" ]

market-penetration

When Whallans Gift Card Shop offers a price reduction to customers who buy Christmas cards the week after Christmas, Whallans is giving a **blank** discount.

[ "functional", "annual", "allowance", "credit" ]

seasonal

Bose prices its most expensive noise reduction earphones at $399.95, which is a full $100.00 more than its next most expensive earphones. It costs Bose only a few dollars more to make the most expensive earphones. Bose is using **blank** pricing.

[ "customer-segment", "skimming", "penetration", "captive-product" ]

product-form

not a key function that intermediaries play in completing transactions is **blank** of the following

[ "promotion", "information", "matching", "financing" ]

negotiation

In marketing terms, we say that the number of intermediary levels indicates the **blank** of a channel.

[ "depth", "complexity", "involvement", "width" ]

length

A conventional distribution channel consists of one or more **blank** producers, wholesalers, and retailers.

[ "product-related", "contract", "estranged", "merchant" ]

independent

When determining the number of channel members to use at each level, three strategies are available: intensive, exclusive, and **blank** distribution.

[ "multichannel", "international", "direct", "extensive" ]

selective

Sometimes a producer chooses only a few dealers in a territory to distribute its products or services. Generally these dealers are given a right to **blank** distribution.

[ "selective ", "intensive ", "administered ", "corporate " ]

exclusive

Which type of distribution is used when the producer wants more than one, but fewer than all, of the intermediaries who are willing to carry its products? **blank**

[ "exclusive ", "intensive ", "administered ", "corporate " ]

selective

When a company compares the likely sales, costs, and profitability of different channel alternatives, it is using **blank** criteria to evaluate its channel options.

[ "selective", "adaptive", "control", "distribution" ]

economic

The goal of marketing logistics should be to provide a **blank** level of customer service at the least cost.

[ "maximum", "moderate", "minimum", "competitive" ]

targeted

Through the use of **blank**, or "smart tag" technology, a company is able to locate exactly where a product is within the supply chain.

[ "PRM", "VMS", "IT", "3PL" ]

RFID

When two Taco Bell restaurants have a disagreement over who should be able to sell in quantity at a discount to the local high school band, they are in a **blank** conflict.

[ "vertical", "problematic", "no-win", "functional" ]

horizontal

Staples Office Supply opened an online store that created competition with many of its dealers. The corporate office created a **blank** conflict.

[ "problematic", "no-win", "horizontal", "intermediation" ]

vertical

Chewing gum is stocked in many outlets in the same market or community; in fact, it is placed in as many outlets as possible. This is an example of **blank** distribution.

[ "exclusive", "selective", "multichannel", "disintermediated" ]

intensive

Tiffany & Co jewelry can only be found in a limited number of intermediaries. This is an example of **blank** distribution.

[ "intensive", "quality", "high-end", "independent" ]

exclusive

**blank** includes all the activities involved in selling products or services directly to final consumers for their personal, nonbusiness use.

[ "Franchising", "Brokering", "Wholesaling", "Disintermediation" ]

Retailing

**blank** is the basis of all discount operations and is typically used by sellers of convenience goods. Retailers offering this level of service require customers to perform their own "locate-compare-select" process in order to save money.

[ "Limited-service", "Full-service", "Specialty-service", "Wholesaling" ]

Self-service

**blank** of small store carries a limited line of high-turnover convenience goods and makes most of its revenues from cigarette , beverage , and gasoline sales

[ "chain ", "department", "supermarket", "hypermarket" ]

convenience

**blank** retailers in the United States are growing faster than product retailers.

[ "Discount", "Merchant", "Specialty", "Off-price" ]

Service

Merchandising **blank** are corporations that combine several different retailing forms under central ownership.

[ "agents", "brokers", "franchises", "independents" ]

conglomerates

A retailer may fail because it tries to provide "something for everyone" and ends up satisfying no market well. Successful retailers **blank** their target markets well and position themselves strongly.

[ "increase", "franchise", "wholesale", "position" ]

define

More growth in online retailing is expected from **blank** retailers than other retail types.

[ "click-only", "brick-and-mortar", "independent", "franchised" ]

click-and-brick

Retail convergence is a merging of all of the following EXCEPT **blank**.

[ "consumers", "products", "prices", "retailers" ]

employees

**blank**, the world's second largest retailer after Wal-Mart, has embarked on an aggressive mission to extend its role as a leading international retailer.

[ "McDonald's", "Target", "Ikea", "Costco" ]

Carrefour

**blank** includes all activities involved in selling goods and services to those buying for resale or business use.

[ "Retailing", "Franchising", "Discounting", "Disintermediation" ]

Wholesaling

**blank**, or manufacturers' representatives, represent a buyer or seller on a more permanent basis.

[ "Brokers", "Franchises", "Retailers", "Intermediaries" ]

Agents

Many wholesalers are not **blank**-minded; they are behind the times in personal selling, seeing selling as a single salesperson talking to a single customer instead of as a team effort.

[ "absent", "management", "franchise", "customer" ]

promotion

The promotion mix is the company's primary communication activity; the marketing mix must be coordinated for the greatest communication impact. What is NOT included in the entire marketing mix? **blank**

[ "product", "price", "place", "promotion" ]

competitor

Mass-media advertising routinely involves a company investing millions or even billions of dollars to reach tens of **blank** of customers with a single ad.

[ "billions", "thousands", "hundreds", "tens" ]

millions

All too often companies today have failed to **blank** their various communications channels, resulting in a hodgepodge of communications to consumers.

[ "promote", "rechannel", "open", "verify" ]

integrate

not one of the four major communication functions is **blank** of the following

[ "feedback", "encoding", "response", "decoding" ]

noise

The receiver assigns meaning to the symbols encoded by a company in its advertisements through a process known as **blank**.

[ "disencoding", "feedback", "acknowledgement", "response" ]

decoding

In the communication process, the reaction of the receiver after being exposed to a message is called the **blank**.

[ "answer", "noise", "feedback", "decoding" ]

response

A consumer is reading a magazine with an advertisement, but is distracted from reading the advertisement or its key points. This unplanned static or distortion during the communication process is called **blank**.

[ "distraction", "feedback", "response", "decoding" ]

noise

The six buyer-readiness stages include all of the following EXCEPT **blank**.

[ "awareness", "knowledge", "power", "liking" ]

hesitation

In the model of buyer-readiness stages, the first stage is **blank**.

[ "preference", "knowledge", "liking", "insistence" ]

awareness

A message showing a product's quality, economy, value, or performance is called a **blank** appeal.

[ "structural", "emotional", "moral", "standard" ]

rational

Marketers using humor in their messages claim that they attract more attention and create more loyalty and belief in the brand. This type of message is called a **blank** appeal.

[ "rational", "structural", "moral", "standard" ]

emotional

Moral appeals are directed to the audience's sense of what is "right" and **blank**.

[ "affordable", "traditional", "positive", "emotional" ]

proper

A **blank** argument is only likely to be effective when the audience is highly educated or likely to hear opposing claims, or when the communicator has a negative association to overcome.

[ "one-sided", "moral", "emotional", "scientific" ]

two-sided

In designing the message structure, marketers must decide whether to present the **blank** arguments first or last in a message.

[ "emotional", "structural", "moral", "scientific" ]

strongest

The two broad types of **blank** channels are personal and nonpersonal.

[ "marketing", "competitive", "buyer", "seller" ]

communication

Communication through the mail is categorized as a **blank** communication channel.

[ "nonpersonal", "word-of-mouth", "objective", "inefficient" ]

personal

**blank** from marketing communications may suggest changes in the promotion program or in the product offer itself.

[ "Encoding ", "Decoding ", "Noise", "Shelter" ]

Feedback

Using the **blank** method for setting an advertising budget, the company starts with total revenues, deducts operating expenses and capital outlays, and then devotes some portion of the remaining funds to advertising.

[ "integrated ", "moving-average", "competitive-parity ", "percentage-of-sales " ]

affordable

Though the **blank** method of setting an advertising budget is simple to use and helps management think about the relationships among promotion spending, selling price, and profit per unit, it wrongly views sales as the cause of promotion rather than the result.

[ "affordable", "competitive-parity", "objective-and-task", "regression" ]

percentage-of-sales

**blank** directs marketing efforts toward final consumers

[ "blitz", "push", "buzz", "pulse" ]

pull

**blank** directs marketing efforts toward market channel members

[ "pull ", "blitz", "buzz", "pulse" ]

push

Harpo Enterprises maintains the Oprah Winfrey show, a Web site, and O magazine. Because Harpo Enterprises practices integrated marketing communications, these different brand contacts all maintain **blank** in design and tone.

[ "variety", "contact", "creativity", "convenience" ]

consistency

HP's advertising agency assembles words and illustrations into an advertisement that will convey the company's intended brand message. In the communication process, HP is **blank**.

[ "messaging", "sending", "decoding", "responding" ]

encoding

The decision to use a cleaning genie to communicate the strength and power of Mr. Clean cleaning liquid is representative of the **blank** process of the communication model.

[ "sourcing", "signifying", "decoding", "messaging" ]

encoding

Mercy University's initial ads for the school's new MBA program are most likely intended to create **blank**.

[ "liking", "preference", "insistence", "conviction" ]

awareness

An example of a **blank** appeal is the Salvation Army appeal, "While you were trying to figure out what to get the man who has everything, don't forget the man who has nothing."

[ "emotional", "awareness", "rational", "standard" ]

moral

Advertising **blank** define the task that advertising must accomplish with a specific target audience during a specific period of time.

[ "budgets", "strategies", "campaigns", "evaluations " ]

objectives

An advertising objective is classified by its primary purpose, which is to inform, persuade, or **blank**.

[ "convince", "compete", "explain", "encourage" ]

remind

When the advertising objective is to build primary demand for a new product category, **blank** advertising will most likely be used.

[ "persuasive ", "comparative ", "patronage ", "institutional " ]

informative

A product in the maturity stage will often require **blank** advertising.

[ "informative", "comparative", "persuasive", "cooperative" ]

reminder

The big idea or the creative concept may emerge as a **blank**, a phrase, or a combination of the two.

[ "appeal", "differentiation", "strategy", "evaluation" ]

visualization

What is the first element that a reader notices in a print ad? **blank**

[ "copy", "headline", "slogan", "color" ]

illustration

The number of times an average person in the target market is exposed to an ad is known as the **blank**.

[ "impact ", "reach", "exposure", "engagement" ]

frequency

Scheduling ads unevenly, which is called **blank**, builds awareness that is intended to be carried over to the next advertising period.

[ "continuity", "shuffling", "sequencing", "segmenting" ]

pulsing

Companies that use a customer sales force structure organize their salespeople by **blank**.

[ "product", "territory", "demand", "hierarchy" ]

industry

The growing trend of using a group of people from sales, marketing, engineering, finance, technical support, and even upper management to service large, complex accounts is known as **blank** selling.

[ "department ", "multiple ", "personal ", "simultaneous " ]

team

A sales **blank** is the standard that establishes the amount each salesperson should sell and how sales should be divided among the company's products .

[ "goal", "task", "incentive", "contest" ]

quota

Sales **blank** encourage a sales force to make a selling effort that is above and beyond the normal expectation.

[ "quotas", "meetings", "reports", "plans" ]

contests

During the prospecting stage, a salesperson needs to discriminate between good leads and poor leads, which is known as **blank**.

[ "closing", "referring", "presenting", "approaching" ]

qualifying

A salesperson who researches a company's buying styles and product line is most likely in the **blank** stage of the selling process.

[ "prospecting", "approach", "presentation", "closing" ]

preapproach

The salesperson meets the customer for the first time in the **blank** step of the selling process.

[ "prospecting", "qualifying", "preapproach", "presentation" ]

approach

Salespeople should be trained to recognize **blank** signals from the buyer, which can include physical actions such as leaning forward and nodding or asking questions about prices and credit terms.

[ "qualifying", "approach", "objection", "follow-up" ]

closing

The sales force of CDW Corporation, as described in the opening scenario, develops strong relationships with customers as part of the **blank** stage of the selling process.

[ "prospecting", "approach", "demonstration", "closing" ]

follow-up

Morrill Motors splits the United States into 10 sales regions. Within each of those regions, the company maintains two sales teamsone for existing customers and one for prospects. **blank** type of sales force structure does Morrill Motors use

[ "territorial", "product", "customer", "workload" ]

complex

Direct marketing is continuing to become more **blank** oriented.

[ "television", "mail", "telephone", "radio" ]

Web