chapter 16

Question 1

________ marketing calls for socially and environmentally responsible actions that meet the present needs of consumers and businesses while also preserving or enhancing the ability of future generations to meet their needs.
A) Sustainable
B) Customer driving
C) Mass
D) Customer-driven
E) Differential

Answer 1

A) Sustainable

Question 2

The ________ concept specifically focuses on future company needs, but not the future welfare of customers.
A) societal marketing
B) strategic planning
C) sustainable marketing
D) global marketing
E) cause marketing

Answer 2

B) strategic planning

Question 3

The ________ concept specifically focuses on the future welfare of customers, but not on future company needs.
A) societal marketing
B) strategic planning
C) sustainable marketing
D) marketing
E) selling

Answer 3

A) societal marketing

Question 4

The ________ concept focuses on meeting the company’s short-term sales, growth, and profit needs by engaging customers and fulfilling their needs and wants more effectively and efficiently than the competition.
A) societal marketing
B) strategic planning
C) sustainable marketing
D) marketing
E) cause marketing

Answer 4

D) marketing

Question 5

The ________ concept focuses on the future welfare of consumers and future company needs.
A) societal marketing
B) strategic planning
C) sustainable marketing
D) marketing
E) cause marketing

Answer 5

C) sustainable marketing

Question 6

A common criticism of the marketing system is that marketing channel members ________.
A) are too few in number
B) mark up prices beyond the value of their services
C) provide only essential services
D) undervalue their service costs
E) are overly protective of manufacturers’ interests

Answer 6

B) mark up prices beyond the value of their services

Question 7

Critics charge that high advertising and promotion costs unnecessarily increase retail prices. Marketers most likely respond to this criticism by arguing that advertising ________.
A) provides essential psychological benefits about products
B) adds value by giving consumers product information
C) generates tax breaks for small businesses
D) applies a functional value to the product
E) lowers prices by increasing competition

Answer 7

B) adds value by giving consumers product information

Question 8

A toothbrush that costs ten cents to manufacture may cost a consumer $3.00 to buy. According to critics, this is an example of ________.
A) deceptive advertising
B) redlining
C) excessive markup
D) high-pressure selling
E) shoddy manufacturing

Answer 8

C) excessive markup

Question 9

________ includes practices such as misrepresenting the product’s features or performance or luring customers to the store for a bargain that is out of stock.
A) Deceptive packaging
B) Deceptive promotion
C) Deceptive pricing
D) Deceptive distribution
E) Deceptive branding

Answer 9

B) Deceptive promotion

Question 10

In advertising, puffery refers to ________.
A) broadcasting a straightforward promotional message
B) including innocent exaggeration for effect
C) creating emotional appeals for a brand
D) creating subliminal appeals for a brand
E) providing value-added promotions

Answer 10

B) including innocent exaggeration for effect

Question 11

Insurance, real estate, and used cars salespeople are trained to deliver smooth, canned talks to entice purchases. This is known as ________.
A) sustainable marketing
B) high-pressure selling
C) customer-driven marketing
D) redlining
E) reverse redlining

Answer 11

B) high-pressure selling

Question 12

High-pressure selling may work in situations that involve ________.
A) valued customers
B) repeat customers
C) service-based sales
D) one-time sales
E) complex products

Answer 12

D) one-time sales

Question 13

Some salespeople practice high-pressure selling because ________.
A) their personalities are more suited to that tactic
B) their compensation is often tied to their sales
C) they enjoy the challenge of convincing someone to buy something they don’t need
D) it is the only tactic that works
E) it helps build a long-term relationship with the customer

Answer 13

B) their compensation is often tied to their sales

Question 14

A company should avoid high-pressure selling if it wants to ________.
A) achieve short-term gains
B) move a previous year’s product models
C) comply with local and federal laws
D) build long-term relationships with valued customers
E) maintain an accurate customer database

Answer 14

D) build long-term relationships with valued customers

Question 15

A class-action lawsuit was brought against a national burger chain, charging that its food contributed to the nationwide obesity epidemic. The suit was eventually dismissed, but critics continue to point out the health dangers of many fast food menu items. From the description, it can be concluded that these critics are concerned that the fast food industry is ________.
A) using high-pressure sales tactics
B) creating deceptive promotions
C) engaging in deceptive pricing
D) utilizing misleading packaging
E) selling harmful products

Answer 15

E) selling harmful products

Question 16

Some companies intentionally manufacture their products with materials or components that will break, wear, rust, or rot sooner than they should. This practice is called ________.
A) perceived obsolescence
B) redlining
C) planned obsolescence
D) puffery
E) reverse redlining

Answer 16

C) planned obsolescence

Question 17

) Trendy Teens manufactures fashionable clothing and accessories for the tween and teen female markets. New merchandise with a very different look is rolled out each season and heavily promoted as the “must-have” style in a variety of media. For which of the following could Trendy Teens be easily criticized in this scenario?
A) deceptive promotion
B) redlining
C) high-pressure selling
D) planned obsolescence
E) perceived obsolescence

Answer 17

E) perceived obsolescence

Question 18

Which of these consequences is NOT a likely outcome of selling shoddy or unsafe products?
A) product liability lawsuits
B) loss of customers
C) attracting the attention of regulators
D) bad reputation
E) higher production costs

Answer 18

E) higher production costs

Question 19

Critics claim that companies in the ________ industry are more likely to introduce planned streams of new products that make older models obsolete.
A) automotive
B) housing
C) food and beverage
D) consumer electronics
E) music

Answer 19

D) consumer electronics

Question 20

Critics claim that the urban poor often have to shop in smaller stores that carry inferior goods and charge higher prices because the large, national chain stores refuse to establish stores. This is known as the discriminatory practice of ________.
A) perceived obsolescence
B) reverse redlining
C) redlining
D) puffery
E) planned obsolescence

Answer 20

C) redlining

Question 21

Consumers that rush to buy the newest model of a mobile phone or mobile device are considered to be ________.
A) trend setters
B) victims of high-end marketing campaigns
C) redliners
D) serial replacers
E) overconsumers

Answer 21

D) serial replacers

Question 22

The nation’s low-income areas have 30 percent fewer supermarkets than do affluent areas. As a result, many low-income consumers find themselves ________.
A) buying due to high-pressure methods
B) in food deserts
C) redlining
D) being influenced by heavy advertising and promotion
E) influenced by predatory pricing tactics

Answer 22

B) in food deserts

Question 23

Critics who assert that the marketing system promotes too much interest in material possessions are most likely concerned that the result of successful marketing will be ________.
A) high-pressure selling tactics
B) unsustainable overconsumption
C) perceived obsolescence
D) planned obsolescence
E) deceptive pricing

Answer 23

B) unsustainable overconsumption

Question 24

________ includes practices such as misrepresenting the product’s features or performance or luring customers to the store for a bargain that is out of stock.
A) Deceptive packaging
B) Deceptive pricing
C) Deceptive promotion
D) Puffery
E) Alluring imagery

Answer 24

C) Deceptive promotion

Question 25

Carboi is a company that offers consumers the opportunity to buy carbon offsets, which are contributions to projects that combat global warming by reducing carbon emissions. Carboi offers contribution packages for driving, flying, and home energy use. Through Carboi, consumers can pay some of the ________ costs of their private goods and services.
A) promotional
B) safety
C) recovery
D) distribution
E) social

Answer 25

E) social

Question 26

People who buy magazines that they like or who opt in to e-mail, social media, or mobile marketing programs rarely complain about the ads because they involve products and services of interest. This is counter to the claim that the marketing system creates ________.
A) minimalistic social costs
B) the creation of false wants
C) excessive materialism
D) high promotion costs
E) cultural pollution

Answer 26

E) cultural pollution

Question 27

Jeremy Clarkson, a marketing critic, is concerned about the pervasiveness of marketing. He points to advertising messages everywhere, from websites and e-mails to unwanted direct mail and catalogs to television commercials and product tie-ins to billboards and store signs. From the description given, it can be concluded that Jeremy is concerned about ________.
A) high promotion costs
B) cultural pollution
C) deceptive practices
D) false wants and too much materialism
E) the balance between private goods and social goods

Answer 27

B) cultural pollution

Question 28

Which of the following is NOT a social criticism of marketing?
A) high prices
B) deceptive practices costs
C) branding
D) planned obsolescence increases cultural pollution.
E) high-pressure selling

Answer 28

C) branding

Question 29

The European Commission accused Google of abusing its Web-search dominance, harming both competitors and consumers in European Union markets. The Commission also began investigating antitrust issues related to Google’s Android mobile operating system. If the accusations prove to be true, Google is practicing ________.
A) planned obsolescence
B) excessive materialism
C) predatory practices
D) acquisition
E) redlining

Answer 29

C) predatory practices

Question 30

A major step in regulating unfair or deceptive acts or practices was the enactment of the ________ in 1938.
A) Robinson-Patman Act
B) Wheeler-Lea Act
C) Consumer Product Safety Act
D) Taft-Hartley Act
E) Sherman Act

Answer 30

B) Wheeler-Lea Act

Question 31

The two major citizen action movements to keep businesses in line are ________.
A) consumerism and environmentalism
B) protectionism and materialism
C) consumerism and protectionism
D) liberalism and monetarism
E) innovation and predatory pricing

Answer 31

A) consumerism and environmentalism

Question 32

________ is an organized movement of citizens and government agencies to improve the rights and power of buyers in relation to sellers.
A) Environmentalism
B) Proactivism
C) Affirmative action
D) Consumerism
E) Liberalism

Answer 32

D) Consumerism

Question 33

Which of the following is a traditional right of sellers?
A) the right to introduce any product in any size and style, provided it is not hazardous to personal health or safety
B) the right to expect a product to be safe
C) the right to expect a product to perform as claimed
D) the right to consume now in a way that will preserve and sustain the world for future generations of consumers
E) the right to be well informed about important aspects of a product

Answer 33

A) the right to introduce any product in any size and style, provided it is not hazardous to personal health or safety

Question 34

Which of the following is a traditional right of buyers?
A) the right to charge any price for a product, provided no discrimination exists among similar kinds of buyers
B) the right to spend any amount to promote a product, provided it is not defined as unfair competition
C) the right to use any product message, provided it is not misleading or dishonest in content or execution
D) the right to use buying incentive programs, provided they are not unfair or misleading
E) the right not to buy a product that is offered for sale

Answer 34

E) the right not to buy a product that is offered for sale

Question 35

Controlling the ingredients that go into certain products and reducing the level of advertising “noise” are part of proposals relating to the consumer’s right to ________.
A) not buy a product that is offered for sale
B) expect a product to perform as claimed
C) be well informed about important aspects of the product
D) be protected against questionable products, promotions, and marketing practices
E) influence marketing practices in ways that will improve quality of life

Answer 35

E) influence marketing practices in ways that will improve quality of life

Question 36

Promoting the use of sustainable ingredients, recycling and reducing solid wastes, and managing energy consumption relate to the consumer’s right to ________.
A) not buy a product that is offered for sale
B) be well informed about important aspects of a product
C) consume now in a way that will preserve the world for future generations
D) be protected against questionable products and marketing practices
E) influence marketing practices in ways that will improve quality of life

Answer 36

C) consume now in a way that will preserve the world for future generations

Question 37

________ is an organized movement of concerned citizens, businesses, and government agencies designed to protect and improve people’s current and future living environment.
A) Socialism
B) Consumerism
C) Environmentalism
D) Consumption
E) Reduction

Answer 37

C) Environmentalism

Question 38

________ is a management approach that involves developing strategies that both support the ecological balance and produce profits for the company.
A) Consumerism
B) Quasi-environmentalism
C) Environmental sustainability
D) Materialism
E) The marketing concept

Answer 38

C) Environmental sustainability

Question 39

A product’s ________ is the total negative CO2e impact associated with its manufacture and consumption and ultimate disposal.
A) green score
B) consumer value
C) sustainability index
D) environmental impact
E) carbon footprint

Answer 39

E) carbon footprint

Question 40

A product or service’s ________ is calculated by adding together the greenhouse gas emissions resulting from every stage of a product or service’s lifetime, from raw material production, sourcing, manufacturing, packaging, transport, and wholesale and retail processes to consumer usage and end-of-life disposal.
A) carbon footprint
B) consumer value
C) sustainability index
D) environmental impact
E) green score

Answer 40

A) carbon footprint

Question 41

Firms that manufacture products that cannot be made without emitting carbon dioxide can buy ________ to reduce their overall carbon footprint.
A) green shoots
B) renewable energy credits
C) carbon cleaners
D) environmental controllers
E) carbon reducers

Answer 41

B) renewable energy credits

Question 42

JJ’s Steel takes iron ingots and makes high tensile steel products. The manufacturing process releases significant amounts of carbon dioxide into the atmosphere so the firm buys land and plants enough pine trees to absorb the same amount of greenhouse gases it emits during the steel making process. JJ’s Steel is practicing ________.
A) carbon offsetting
B) carbon footprinting
C) carbon cleaning
D) environmental controlling
E) carbon reducing

Answer 42

A) carbon offsetting

Question 43

________ involves minimizing pollution from production and all environmental impacts throughout the full life cycle of goods.
A) The marketing concept
B) Pollution control
C) Product stewardship
D) Consumerism
E) Pollution prevention

Answer 43

C) Product stewardship

Question 44

A company can develop a ________ that provides a framework for pollution control, product stewardship, and new environmental technology for the company and others to follow.
A) pollution prevention mantra
B) carbon offsetting program
C) product stewardship pledge
D) sustainability vision
E) beyond green initiative

Answer 44

D) sustainability vision

Question 45

The Card Company strives to recover, reuse, and recycle paper at the end of its life cycle to be used in the production of all new greeting cards. In fact, a hundred percent of all of its cards are made from recycled materials. In this case, The Card Company is demonstrating ________.
A) pollution prevention
B) pollution control
C) product stewardship
D) the marketing concept
E) the selling concept

Answer 45

C) product stewardship

Question 46

________ involves thinking ahead to create products that are easier to recover, reuse, recycle, or safely return to nature after usage, thus becoming part of the ecological cycle.
A) Consumerism
B) Design for environment
C) Beyond greening
D) Pollution control
E) Pollution prevention

Answer 46

B) Design for environment

Question 47

________ serves as a guide to the future, laying out how a company’s products and services, processes, and policies must evolve and what new technologies must be developed to get there.
A) An environmental mission statement
B) A cradle-to-cradle practice
C) Pollution prevention
D) Product stewardship
E) A sustainability vision

Answer 47

E) A sustainability vision

Question 48

What do most companies today focus on when it comes to protecting the environment?
A) investing heavily in pollution prevention
B) practicing product stewardship
C) developing a sustainable vision
D) investing heavily in environmental technology
E) increasing the biodegradability of products

Answer 48

A) investing heavily in pollution prevention

Question 49

The Rainforest Alliance evaluates farmers and other agricultural suppliers and certifies those using methods that support its “three pillars of sustainability.” These three pillars are ________.
A) air pollution reduction, water recycling, and pesticide-free farming
B) social, economic, and environmental
C) clean water, clean air, and clean food
D) carbon neutral, carbon reduction, and zero carbon
E) no pesticides, no herbicides, and no genetically modified seeds

Answer 49

B) social, economic, and environmental

Question 50

Which of these actions is NOT a specific approach a company can take to reduce environmental harm?
A) Source materials from sustainable suppliers.
B) Reimagine material choices.
C) Simplify product design.
D) Construct closed-loop value chains.
E) Offer more product options.

Answer 50

E) Offer more product options.

Question 51

The ________ concept holds that a company’s marketing should support the best long-run performance of the marketing system.
A) selling
B) global marketing
C) sustainable marketing
D) differential marketing
E) marketing

Answer 51

C) sustainable marketing

Question 52

Enlightened marketing calls for building long-run consumer engagement, loyalty, and relationships by continually improving the benefits consumers receive from the firm’s market offering. This is related to ________, one of the five sustainable marketing principles.
A) consumer-oriented marketing
B) embracing a sense of mission
C) helping society
D) green marketing
E) building long-term customer value

Answer 52

E) building long-term customer value

Question 53

The App Store views and organizes its marketing activities from the viewpoint of its buyers, who are predominantly comprised of the Millennial generation. Management works hard to sense, serve, and satisfy the needs of this tech savvy demographic. Which of the following does The App Store most likely practice?
A) consumer-centric marketing
B) societal marketing
C) sense-of-mission marketing
D) affiliate marketing
E) innovative marketing

Answer 53

A) consumer-centric marketing

Question 54

Which sustainable marketing principle emphasizes building long-run consumer engagement, loyalty, and relationships?
A) sense-of-mission marketing
B) innovative marketing
C) customer value-building marketing
D) consumerist marketing
E) differential marketing

Answer 54

C) customer value-building marketing

Question 55

Ethical marketing most likely involves ________.
A) applying high moral standards when making marketing decisions
B) considering the consumer’s point of view
C) seeking real product and marketing improvements
D) defining goals in broad social terms rather than narrow product terms
E) placing an emphasis on increasing short-run sales rather than long-term value

Answer 55

A) applying high moral standards when making marketing decisions

Question 56

Doing good” and “doing well” are considered a double bottom line of values and profits for many organizations such as TOMS. Profits sometimes suffer as a result. This is one of the challenges of ________ marketing.
A) societal
B) sense-of-mission
C) consumer-oriented
D) customer value
E) innovative

Answer 56

B) sense-of-mission

Question 57

Lakeland Inc. employees get 40 hours paid leave each year to pursue volunteer projects. The company runs a service day that hosts projects in 25 countries, and it supports a nonprofit that brings young people into public service for a year. Lakeland could be most accurately described as practicing ________ marketing.
A) affiliate
B) undifferentiated
C) differentiated
D) innovative
E) sense-of-mission

Answer 57

E) sense-of-mission

Question 58

When a company makes marketing decisions by considering consumers’ wants and interests, the company’s requirements, and society’s long-run interests, it is most likely practicing ________ marketing.
A) value
B) societal
C) sense-of-mission
D) consumer-oriented
E) customer value

Answer 58

B) societal

Question 59

What are deficient products?
A) products that have neither immediate appeal nor long-run benefits
B) products that give high immediate satisfaction but hurt consumers in the long run
C) products that have low appeal but may benefit consumers in the long run
D) products that are either unsafe or inferior
E) products in the decline stage of the product life cycle

Answer 59

A) products that have neither immediate appeal nor long-run benefits

Question 60

Products that give high immediate satisfaction but may hurt consumers in the long run are called ________ products.
A) deficient
B) pleasing
C) salutary
D) desirable
E) threatening

Answer 60

B) pleasing

Question 61

Which of the following is the best example of a salutary product?
A) cereal
B) cigarettes
C) bottled water
D) junk food
E) dental insurance

Answer 61

E) dental insurance

Question 62

Beverages that are high in sugar are called ________ products.
A) deficient
B) pleasing
C) salutary
D) desirable
E) salubrious

Answer 62

B) pleasing

Question 63

________ products give both high immediate satisfaction and high long-run benefits.
A) Deficient
B) Pleasing
C) Desirable
D) Salutary
E) Threatening

Answer 63

C) Desirable

Question 64

Maytag’s front-loading Neptune washer comes in attractive designs and also guarantees quick cleaning and high energy efficiency. The Neptune washer is most likely an example of a ________ product.
A) deficient
B) pleasing
C) salutary
D) desirable
E) disposable

Answer 64

D) desirable

Question 65

The societal marketing concept states that companies should try to turn ________.
A) deficient products into pleasing ones
B) desirable products into pleasing ones
C) deficient products into salutary ones
D) all of their products into salutary ones
E) all of their products into desirable ones

Answer 65

E) all of their products into desirable ones

Question 66

The challenge for makers of ________ products is to add long-run benefits without reducing the products’ agreeable qualities.
A) salutary
B) desirable
C) pleasing
D) durable
E) deficient

Answer 66

C) pleasing

Question 67

The challenge posed by ________ products is to add some agreeable qualities so that they will become more desirable in the consumers’ minds.
A) salutary
B) desirable
C) pleasing
D) durable
E) aesthetic

Answer 67

A) salutary

Question 68

Jeff Barkins is a conscientious marketing manager. Sometimes, Jeff and his staff are unclear what decisions to make when faced with moral dilemmas. Jeff and other managers could create broad guidelines that everyone in the organization must follow in the form of a ________.
A) business value statement
B) company mission statement
C) company vision statement
D) corporate marketing ethics policy
E) financial statement

Answer 68

D) corporate marketing ethics policy