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Q1: The most visible variation of contractual systems is

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Answer: franchising

Q2: The motivating potential score (MPS)

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Answer: is calculated based on responses to the job diagnostic survey which measures workers’ perceptions of their jobs on each of the core dimensions

Q3: The nature of the questions and the way they are asked are not important in survey research

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Answer: Wrong – False

Q4: The number of potential organizational buyers is usually___than for consumer products

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Answer: smaller

Q5: The objective(s) of distributing coupons is/are to

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Answer: stimulate demand

Q6: The offer of one free pizza with the purchase of two pizzas at the regular price might appeal to you one evening. What is the term for this incentive offer

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Answer: Consumer-oriented sales promotion

Q7: The online version of word of mouth is know as

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Answer: viral marketing

Q8: The only essential step involved in doing a historical study is defining the problem or hypothesis to be investigated

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Answer: Wrong – False

Q9: The only instrument used in survey research is the questionnaire

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Answer: Wrong – False

Q10: The particular location in which data are collected or in which the intervention is carried out describes which type of threat

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Answer: location threat

Q11: The particular locations in which data are collected, or in which an investigation is carried out, may create alternative explanations for any results that are obtained

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Answer: Correct – True

Q12: The perceptual map is a means of displaying or graphing in two dimensions the location of products or brands in the minds of

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Answer: Consumers

Q13: The performance level attained by a group is called

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Answer: Actual performance

Q14: The person who is trying to interpret some observation that he or she has just made, or the input from his or her senses is known as the

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Answer: Perceiver

Q15: The practice of building ties to customers based on a salesperson’s attention and commitment to customer needs over time is called

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Answer: relationship selling

Q16: The practice of charging a very low price with the intent of driving competitors out of business is

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Answer: predatory pricing

Q17: The practice of shielding one or more industries within the country’s economy from foreign competition through the use of tariffs or quotas, is known as

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Answer: protectionism

Q18: The practice of using barter rather than money for making global sales

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Answer: countertrade

Q19: The price of one country’s currency expressed in terms of another country’s currency is known as the

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Answer: currency exchange rate

Q20: The primary advantage that the World Wide Web has brought to literature reviews is

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Answer: immediate access to a wide variety of current materials

Q21: The primary mode for establishing external validity with single-subject studies is with

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Answer: replication

Q22: The primary sources of external product information are

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Answer: Personal, Marketer-dominated, and Public

Q23: The primary threat to internal validity in causal-comparative studies is

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Answer: subject characteristics

Q24: The primary threat to internal validity in causal-comparative studies is subject characteristics

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Answer: Correct – True

Q25: The primary threat to the validity of information in ethnographic studies is faking by respondents

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Answer: Wrong – False

Q26: The principal task of organizational structure is to encourage people to work hard and coordinate their efforts to ensure high levels of organizational performance

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Answer: Correct – True

Q27: The principles of scientific management stress which of the following

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Answer: Job specialization and simplification

Q28: The probabilities used for hypothesis testing are accurate for making generalizations to a population if the sample size is large

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Answer: Wrong – False

Q29: The probabilities used for hypothesis testing are accurate for making generalizations to a population when

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Answer: samples are random

Q30: The procedures section of a research proposal includes discussions of research design, sample, instrumentation, procedural detail, internal validity, and data analysis

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Answer: Correct – True

Q31: The process by which individuals select, organize, and interpret the input from their five senses is called

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Answer: Perception

Q32: The process by which people acquire the skills, knowledge, and attitudes necessary to function as consumers is called

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Answer: Consumer socialization

Q33: The process of building and developing long-term relationships with customers is called

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Answer: customer relationship management

Q34: The process of conveying a message to others that requires six central communication elements is called

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Answer: communication.

Q35: The process of defining a marketing problem or opportunity, systematically collecting and analyzing information, and recommending actions to improve an organization’s marketing activities is called

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Answer: marketing research

Q36: The process of___and selecting specific segments as targets is the link between the various buyers’ needs and the organization’s marketing program

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Answer: segmenting a market

Q37: The process that a researcher uses to verify that the contents of a document are accurate is known as

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Answer: internal criticism

Q38: The process which consists of six stages; prospecting, preapproach, approach, presentation, close, and follow-up is called the

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Answer: personal selling process

Q39: The product life cycle describes the stages a new product goes through in the___

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Answer: marketplace

Q40: The product manager is sometimes called the

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Answer: brand manager

Q41: The promotional element that is a short-term inducement of value offered to arouse interest in buying a good or service is called

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Answer: sales promotion

Q42: The purpose of sales analysis is to

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Answer: use the firm’s sales records to compare actual results with sales goals and identify areas of strength and weakness

Q43: The purpose of stratified random sampling is to make certain that

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Answer: the sample proportionately represents individuals from different categories of the population

Q44: The purpose of this stage is to “position and offer product in the market place” using perceptual maps and regional rollouts

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Answer: commercialization

Q45: The quality of decision making by the top-management team is a function of the personal characteristics and backgrounds of team members. For that reason, top-management teams with a homogeneous representation of team members make the best decisions

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Answer: Wrong – False

Q46: The randomized Solomon four-group design involves random assignment of subjects to four groups, with two being pretested and two not

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Answer: Correct – True

Q47: The ratio of perceived benefits to price is equal to

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Answer: Value

Q48: The reason Industry Canada frowns on reciprocity buying is because

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Answer: it restricts the normal operation of the free market.

Q49: The receivers, according to their___, perform decoding

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Answer: attitudes, values, and beliefs..

Q50: The relationship between the expense of marketing effort and the marketing results obtained is called

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Answer: sales response function

Q51: The relatively homogeneous groups of prospective buyers that result from the market segmentation process are called

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Answer: market segments

Q52: The research hypothesis typically specifies that there is no relationship in the population

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Answer: Wrong – False

Q53: The result of radical organizational restructuring and reengineering is ___

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Answer: Top-down change

Q54: The role of the professional researcher in Action Research is well defined

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Answer: Wrong – False

Q55: The Sales Era evolved from

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Answer: the realization by businesses that they could produce more goods.

Q56: The scientific management principle motivates people ___

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Answer: extrinsically

Q57: The scientific method involves answering questions through systematic and public data-collection and analysis

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Answer: Correct – True

Q58: The screening and evaluation stage of the new product process can be done

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Answer: internally or externally

Q59: The set of forces surrounding an organization that determines its ability to obtain resources is known as the

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Answer: Organizational environment

Q60: The six types of subject-completed instruments used in educational research are

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Answer: achievement tests, projective devices, sociometric devices, questionnaires, self-checklists, attitude scales

Q61: The stage of the new-product process that involves specifying the product features and marketing strategy and making financial projections needed to commercialize a product is called

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Answer: business analysis

Q62: The stage of the PLC where competitors appear is

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Answer: growth

Q63: The stages of the___are the sequence of stages a prospective buyer goes through from initial awareness of a product to eventual action

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Answer: hierarchy of effects

Q64: The standard deviation of a statistic is called

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Answer: the standard error

Q65: The strategic marketing process is how an organization allocates its marketing mix resources to reach its

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Answer: target markets

Q66: The study of a single individual and his or her experiences as told to the researcher or found in documents and archival material describes which approach to qualitative research

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Answer: biography

Q67: The study of similarities and differences among consumers in two or more nations is known as

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Answer: cross-cultural analysis

Q68: The t-test for means is a nonparametric test used when a researcher wishes to analyze ranked data

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Answer: Wrong – False

Q69: The technology used by the organization is not one of the crucial contingencies that affect the organization’s design process

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Answer: Wrong – False

Q70: The tendency for group members to put forth less effort increases as the size of the group decreases

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Answer: Wrong – False

Q71: The tendency of individuals to exert less effort when they work in a group than when they work alone is referred to as

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Answer: Social loafing

Q72: The tendency to believe that it is inappropriate, or possibly immoral, to purchase foreign made products is known as

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Answer: consumer ethnocentrism

Q73: The tendency to take credit for successes and avoid blame for failures is known as self-serving attribution

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Answer: Correct – True

Q74: The term “ecological generalizability” refers to the extent to which the results of the study can be generalized to conditions or settings other than those that prevailed in a particular study

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Answer: Correct – True

Q75: The term “hypothesis,” as used in research, usually refers to a prediction of results usually made before a study commences

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Answer: Correct – True

Q76: The term “observer effect” refers to either the effect the presence of an observer can have on the behavior on the subjects, or observer bias in the data reported

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Answer: Correct – True

Q77: The term “relationship,” as used in research, refers to the connection or association between characteristics

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Answer: Correct – True

Q78: The term instrumentation refers to the data collection process in a research investigation

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Answer: Correct – True

Q79: The term used to identify how consumers express their interests and opinions is

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Answer: Psychographics

Q80: The test involving the use of probabilities based on both sides of a sampling distribution because the research hypothesis is a nondirectional hypothesis is called a two-tailed test

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Answer: Correct – True

Q81: The test-retest method is used to estimate consistency without regard to time

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Answer: Wrong – False

Q82: The threat of “subject characteristics” refers to differences among subjects on a(n)

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Answer: extraneous variable

Q83: The three Canadian subcultures discussed most in the text are

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Answer: French Canadian, Acadian, Chinese Canadian

Q84: The three elements of motivation are direction of effort, level of persistence, and functional ways

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Answer: Wrong – False

Q85: The three important ethical questions to ask about harm in any study are, Could people be harmed during the study?, If harm could occur could the study be conducted in another way to find out what the researcher wants to know?, and Is the information that may be obtained so important that it warrants it possible to harm to the participants

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Answer: Correct – True

Q86: The three organizational levels are

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Answer: corporate level, business unit level, functional level

Q87: The three types of divisional structure are functional, divisional, and matrix

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Answer: Wrong – False

Q88: The three types of organizational buying situations are called

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Answer: Buy classes

Q89: The three types of research are

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Answer: exploratory, descriptive, and causal.

Q90: The Toronto Maple Leafs hockey team may look like potential Stanley Cup winners on a particular day but lose by 10 goals the next day. This is an example of

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Answer: inconsistency

Q91: The total amount of money a person makes in a year is defined as___. A. Household income B. Net income C. Disposable income D. Discretionary income

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Answer: Gross income

Q92: The total logistics cost factors need to be balanced against the

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Answer: customer service factors

Q93: The total logistics cost includes expenses associated with transportation, materials handling and

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Answer: warehousing, inventory, stock outs and order processing

Q94: The two-way flow of communication between a buyer and seller, designed to influence a person’s or group’s purchase decision is called

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Answer: personal selling,

Q95: The U.S. epitomizes a country where ___values are dominant

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Answer: Individualistic

Q96: The unique characteristic of historical research is that it focuses exclusively on the past

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Answer: Correct – True

Q97: The usage rate is sometimes referred to in terms of the

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Answer: 80/20 rule

Q98: The use of audio- and videotaping is especially helpful in guarding against observer effect

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Answer: Correct – True

Q99: The use of both scatterplots and correlation coefficients is recommended when relating variables involving categorical data within a single group

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Answer: Wrong – False

Q100: The use of expert opinion, observations, criterion checks, and other methods should be used to establish that the score of an instrument accurately reflects where the individual should be placed on a scale of the construct

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Answer: Correct – True