MRKT CH. 15 BOOK QUESTIONS

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paulpfiction
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55599
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MRKT CH. 15 BOOK QUESTIONS
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2010-12-13 12:58:06
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MRKT BOOK QUESTIONS
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MRKT CH. 15 BOOK QUESTIONS
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  1. What are the 6 elements required for communication to occur?
    • a source
    • a message
    • channel of communication
    • a receiver
    • encoding
    • decoding
  2. a difficulty for U.S. companies advertising in international markets is that the audience does not share the same _________.
    field of experience
  3. A misprint in a newspaper ad is an example of ________.
    noise
  4. Explain the difference between advertising and publicity when both appear on television.
    publicity is "indirectly paid", while advertising space is directly paid for by the company.
  5. Which promotional element should be offered only on a short-term basis?
    sales promotion
  6. Cost per contact is high with the ________ element of the promotional mix
    personal selling
  7. Promotional programs can be directed to _______, to _________, or both
    • ultimate consumer
    • an intermediary (retailer)
  8. Describe the promotional objective for each stage of the product life cycle
    • Intro - increase level of awareness
    • Growth - persuade the consumer to buy the product
    • Maturity - maintain existing buyers
    • Decline - phase out
  9. Explain the differene between a push and pull strategy
    • a push strategy deals with getting wholesalers and retailers to carry the product and have them push it on to customers
    • a pull strategy gets the consumer to demand a product from retailer, getting the product pulled through intermediaries
  10. What are the stages of the hierarcy of effects?
    • awareness
    • interest
    • evaluation
    • trial
    • adoption
  11. what are the four approches to setting the promotion budget?
    • percentage of sales
    • competitie parity
    • all you can afford
    • objective and task
  12. The ability to design and use direct marketing programs has increased with the availability of ________ and ________.
    • customer information databases
    • new printing technologies
  13. What are the 3 types of responses generated by direct marketing activities
    • direct orders
    • lead generating
    • traffic generation

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