chapter 13

Question 1

pricing to maximize profit (bottom line)

Answer 1

profit-maximizing

Question 2

pricing to gain the greatest possible market percentage

Answer 2

market-share

Question 3

considers the of the product and adds a “markup” to arrive at a final cost

Answer 3

cost-oriented pricing

Question 4

the pricing plan based on the marketing mix

Answer 4

pricing strategy

Question 5

line of product: $199-399

Answer 5

price lining

Question 6

odd-even pricing

Answer 6

psychological pricing

Question 7

price reduction offered as an incentive to purchase- cash discount

Answer 7

discounting

Question 8

techniques to communicate information about products

Answer 8

promotion

Question 9

firm promotes aggressively to intermediaries

Answer 9

push strategy

Question 10

firm promotes directly to consumers, who demand the product from intermediaries

Answer 10

pull strategy

Question 11

advertising, personal selling, sales promotions, publicity, public relations

Answer 11

promotional mix

Question 12

the most expensive form of promotion per contact

Answer 12

personal selling

Question 13

short-term promotional activities designed to stimulate buying or cooperation from distributors

Answer 13

sales promotions

Question 14

information made available to consumers via media outlets- free, but the company has no control over it

Answer 14

publicity

Question 15

company-influenced information aimed at building goodwill or dealing with an unfavourable event

Answer 15

public relations

Question 16

an entity other than the producer who distributes the product

Answer 16

intermediary

Question 17

an intermediary who sells products to other businesses for resale

Answer 17

wholesaler

Question 18

an intermediary who sells products directly to consumers

Answer 18

retailer

Question 19

the path a product follows to the end user

Answer 19

distribution channel

Question 20

independent intermediary- deals in related product lines of a few producers

Answer 20

sales agent

Question 21

independent intermediary- matches numerous sellers andbuyers a needed

Answer 21

broker

Question 22

use as many channels and members as possible

Answer 22

intensive

Question 23

use of a limited number of outlets

Answer 23

selective

Question 24

use of only one intermediary in a market area

Answer 24

exclusive

Question 25

when members of a distribution channel disagree over the roles they should play and/ or the rewards they should receive

Answer 25

channel conflict

Question 26

internet-based channel members who perform one or both of two functions
1- collect info about sellers and present it to consumers
2- they help deliver internet products to buyers

Answer 26

e-intermediaries

Question 27

activities needed to move a product efficiently from manufacturer to consumer

Answer 27

physical distribution

Question 28

the storing of goods through the distribution process

Answer 28

warehousing options