Deck 13: Promotionintroduction to Integrated Marketing Communications

Question 1

Because publicity is "free," it is usually far less effective than advertising if the firm has a new message.

Answer 1

False

Question 2

A major advantage of mass selling is that the source can receive immediate feedback from the receiver.

Answer 2

False

Question 3

Promotion is communicating information between the seller and the potential buyer or others in the channel to influence attitudes and behavior.

Answer 3

True

Question 4

The marketing manager's promotion job is to tell target customers that the right Product is available at the right Place at the right Price.

Question 5

Sales promotion can be aimed at intermediaries, at final consumers, or even at a firm's own employees.

Question 6

More money is spent on media costs for publicity each year than is spent on media costs for advertising.

Question 7

Publicity is any paid form of nonpersonal presentation of ideas, goods, or services by an identified sponsor.

Question 8

Personal selling involves direct spoken communication between sellers and potential customers.

Question 9

Mass selling includes both advertising and publicity.

Question 10

The promotion part of the marketing mix involves telling target customers that the right product is available at the right place at the right price.

Question 11

Sales promotion may be aimed at final consumers, retailers, wholesalers, or a company's own employees.

Question 12

With personal selling, the company's marketing mix can be adapted to the needs of each target market, but personal selling is usually quite expensive.

Question 13

Direct spoken communication between sellers and potential customers is personal selling.

Question 14

Spoken communication with large numbers of customers at the same time is mass selling.

Question 15

Publicity is the nonpersonal presentation of ideas, goods, or services which is paid for by an identified sponsor.

Question 16

Publicity allows a firm to avoid media costs.

Question 17

Face-to-face communication with large numbers of customers at the same time is mass selling.

Question 18

When the target market is large and spread out, mass selling may be less expensive than personal selling.

Question 19

A marketing manager can choose from only two promotion methods-personal selling and mass selling.

Question 20

Advertising is any paid form of nonpersonal presentation of ideas, goods, or services by an identified sponsor.

Question 21

It is the job of the marketing manager to come up with an effective promotion blend.

Question 22

The informing objective in Promotion is simply a matter of educating the consumer about the firm's product.

Question 23

The basic idea behind integrated marketing communications is that it is critical for all of the different firms in a channel of distribution for a product to have an input in developing the advertising campaign for the product.

Question 24

The general objective of promotion is to affect buyer behavior.

Question 25

It is the job of a sales promotion specialist to come up with an effective promotion blend.

Question 26

The four promotion jobs of the AIDA model are to get Attention, to hold Interest, to arouse Desire, and to obtain Action.

Question 27

Integrated marketing communications means the intentional coordination of every communication from a firm to a target customer to convey a consistent and complete message.

Question 28

Deciding on the right promotion blend should be the job of the advertising manager.

Question 29

In comparison with other promotion methods, sales promotion can neither be implemented quickly, nor get results quickly.

Question 30

Sales promotion is special advertising or personal selling that is aimed at intermediaries in the channel.

Question 31

Developing integrated marketing communications is more difficult when different firms in the channel handle different aspects of the promotion effort.

Question 32

The three general promotion objectives of informing, persuading, and reminding are all concerned with providing more information.

Question 33

According to the AIDA model, promotion should try to change Attitudes, shape Intentions, arouse Desire, and cause Activity.

Question 34

Because the advertising, sales, and sales promotion managers all have similar outlooks and experiences, they usually work together very well to develop the right promotion blend.

Question 35

In total, firms spend less money on advertising than on personal selling or sales promotion.

Question 36

The four promotion jobs of the AIDA model are to get Attention, to Inform, to eliminate Doubt, and to change Attitudes.

Question 37

A point-of-purchase sample given to consumers is a good example of sales promotion.

Question 38

A sales promotion manager's job is choosing the right media and developing the advertisements.

Question 39

The right promotion blend depends on what the firm want to accomplish-so the objective must be clearly defined.

Question 40

A firm that adopts the integrated marketing communications concept tries to coordinate all of its promotion communications to a target customer to convey a consistent and complete message.

Question 41

Integrated direct-response promotion has expanded beyond direct-mail advertising to include other media.

Question 42

Communication often breaks down because the receiver's decoded message is different than the message the source encoded.

Question 43

In addition to mail, direct-response promotion may include websites, broadcast, e-mail, and interactive media.

Question 44

Direct-response promotion targets groups instead of individuals.

Question 45

For communication to be effective, there must be a common frame of reference between the source and the receiver.

Question 46

In direct-response promotion, CRM databases have been successful in targeting final consumers but have been of little help in targeting business customers.

Question 47

Direct-response promotion targets specific individuals who respond directly.

Question 48

In addition to mail, direct-response promotion may include telephone, videos, e-mail, and the Internet.

Question 49

Direct-response promotion usually relies on a customer relationship management database to target specific prospects.

Question 50

Achieving a measurable, direct response from specific target customers is the heart of direct marketing.

Question 51

Most direct marketing communications are designed to prompt immediate feedback.

Question 52

The main problem with integrated direct-response promotion is that it's nearly impossible to determine if it's effective.

Question 53

Direct-response promotion usually relies on a CRM database.

Question 54

In the traditional communication process, a receiver tries to deliver a message to a source through a message channel.

Question 55

The message channel may be as important as the message itself in influencing the receiver.

Question 56

"Noise" in the traditional communication process is any distraction that reduces the effectiveness of the communication process.

Question 57

Customers evaluate both the message and the source of the message only in terms of credibility.

Question 58

A major advantage of mass selling is that the source-the seller-can get immediate feedback from the receiver.

Question 59

The traditional view of promotion has focused on communication initiated by the seller.

Question 60

During the traditional communication process, a source does decoding and a receiver does encoding.

Question 61

In customer-initiated communication, the customer decides how much information to get.

Question 62

The pushing approach recognizes the value of cooperation among firms in a distribution channel.

Question 63

The traditional principles of communication are not important in customer-initiated interactive communication.

Question 64

In the pushing effort, an intermediary is likely to pay more attention to the producer that offers it the best profit potential.

Question 65

In customer-initiated interactive communication, the most common message channel to use for search is the Internet-and a search engine like Google.

Question 66

Online interactive communication enables retailer websites to remember individual customers and automatically recall their past purchases.

Question 67

In customer-initiated interactive communication, marketers must stand up and grab attention in order to be selected by the customer.

Question 68

A complete promotion blend may need to consider channel members (along the channel) as well as customers (at the end of the channel).

Question 69

In customer-initiated communication, the source decides how much information to send.

Question 70

The traditional view of promotion has focused on communication initiated by the buyer.

Question 71

In customer-initiated interactive communication, noise is no longer a factor.

Question 72

Customer-initiated interactive communication makes it easy for a consumer to get as much information as desired.

Question 73

An online interactive approach allows a marketer to customize communication to the needs and responses of the customer.

Question 74

In customer-initiated communication, it is common for the customer to initiate communication with a search process.

Question 75

One reason personal selling is important in promotion to intermediaries is that marketing mixes often have to be adjusted from one geographic territory to another and from one intermediary to another.

Question 76

With new types of interactive promotion, the communication process is often initiated by the buyer.

Question 77

A pushing effort might include sales promotion as well as personal selling.

Question 78

"Pushing" a product through a channel relies on very aggressive promotion to final consumers to try to get them to ask intermediaries for the product.

Question 79

In the customer-initiated communication process, marketing managers should simply ignore online information they do not create.

Question 80

Pushing (a product through a channel) means using normal promotion effort to help sell the whole marketing mix to intermediaries.