Deck 12: Services Marketing

Question 1

Select a familiar nonprofit organization,and describe its target market and marketing mix.

Answer 1

Answer not provided.

Question 2

What specific marketing problems are experienced by a provider of high-contact services that are not experienced by a provider of low-contact services?

Answer 2

Answer not provided.

Question 3

All services suffer from heterogeneity.Explain this problem,and discuss different ways that heterogeneity can occur in service delivery.

Answer 3

Answer not provided.

Question 4

How do the target markets of nonprofit organizations differ from the target markets of for-profit organizations?

Question 5

Discuss the importance of services in the U.S.economy,and explain the growth of services in our economy.

Question 6

What dimensions do customers use to evaluate service quality?

Question 7

List and explain the six distinguishing characteristics of service products.Then discuss some of the marketing issues and problems associated with each characteristic.

Question 8

In what ways do inseparability and intangibility affect the pricing of services?

Question 9

Any human or mechanical effort that adds value to a product is called

A) a service.
B) an intangible.
C) overhead.
D) customer service.
E) service marketing.

Question 10

Which of the following is not a service product?

A) Maroon 5 concert
B) Flight on Southwest Airlines
C) A 100 percent service satisfaction guarantee
D) Overnight stay at Holiday Inn
E) Dry cleaning of a suit

Question 11

Service industries account for ____ of the gross domestic product of most developed nations.

A) more than half
B) a small portion
C) approximately 25 percent
D) nearly all
E) nearly three-quarters

Question 12

Describe how nonprofit marketing differs from for-profit marketing.

Question 13

How can a service marketer smooth the fluctuations in demand from times of peak demand to times of off-peak demand?

Question 14

Services are usually provided through the application of ____ directed at people or objects.

A) tangible and intangible products
B) physical labor
C) human or mechanical efforts
D) ideas and other intangible efforts
E) knowledge and technology

Question 15

How does the promotion of services differ from the promotion of goods?

Question 16

How does the marketing mix (product,price,distribution,and promotion)differ in nonprofit marketing?

Question 17

Identify and discuss the four factors that affect the delivery of service quality.How can service marketers use these factors to their advantage?

Question 18

In general,differences between goods and services are determined by the

A) degree of labor intensiveness.
B) type of target market.
C) degree of tangibility.
D) type of provider.
E) degree of consumer contact.

Question 19

Explain the role of promises and trust in the successful marketing of a service.

Question 20

Explain how the characteristics of services affect the development and management of marketing mixes.

Question 21

Services have six basic characteristics: intangibility,inseparability of production and consumption,perishability,client-based relationships,customer contact,and

A) labor-intensiveness.
B) orientation toward value.
C) homogeneity.
D) heterogeneity.
E) specialization.

Question 22

Hair stylists find it challenging to market their service because the customer must be involved in production (i.e.,the haircut).This illustrates which of the following unique features of services?

A) Intangibility
B) Inseparability
C) Perishability
D) Heterogeneity
E) Homogeneity

Question 23

The more ____ involved with delivering a service,the greater the degree of heterogeneity.

A) mechanical efforts
B) phone contact
C) perishability
D) tangibility
E) human labor

Question 24

Which of the following services falls closest to the middle of the tangibility continuum?

A) College education
B) Dinner at the Olive Garden
C) A new Ford Escape
D) A custom built yacht
E) A trip to Brazil

Question 25

The growth of business services is largely attributed to

A) increases in incomes and living standards.
B) decreases in the consumption of products.
C) increases in governmental expenditures.
D) increases in the complexity and competitiveness of business environments.
E) increases in population.

Question 26

Marketers of services must deal with the challenges of balancing supply and demand and planning for peak and off-peak times.What characteristic of services creates these challenges?

A) Inseparability
B) Customer contact
C) Perishability
D) Heterogeneity
E) Intangibility

Question 27

All of the following are elements of the inseparability characteristic of services except that

A) consumers are involved in production.
B) centralized mass production is difficult.
C) consumption and production are simultaneous.
D) many services cannot be performed without the customer being present.
E) services are easy to standardize and control.

Question 28

Which of the following is most likely to be considered a business service?

A) Housecleaning
B) Consulting
C) Haircutting
D) Personal training
E) Alaskan cruise

Question 29

According to your text,one perspective from which to view services is as a ____ targeted at a(n)____.

A) sporting event; spectators
B) concert; audience
C) play; actors
D) performance; audience
E) presentation; spectators

Question 30

Personal trainers cannot complete their work without their clients present because of the ____ feature of services.

A) perishability
B) intangibility
C) inseparability
D) heterogeneity
E) tangibility

Question 31

Which of the following factors have contributed the least to the growth of services in the U.S.economy?

A) Increased interest in travel and entertainment
B) Increased number of women in the workforce
C) Increased proportion of older people in the United States
D) Increased interest of Americans in fitness and recreation
E) Increased number of high-tech goods

Question 32

Jason Robinson,a dentist,finds that he is not bringing in enough revenue to cover his expenses.He would like to schedule more patients,but he finds that in almost every time slot,he is seeing an existing patient.Jim's difficulty in expanding his practice involves the aspect of service called

A) slotting.
B) perishability.
C) credence.
D) inseparability.
E) heterogeneity.

Question 33

Because practically all marketers provide some services,____ typically do not exist in today's business environment.

A) pure goods
B) pure services
C) customer services
D) service products
E) tangible-dominant products

Question 34

Kathy Adkins,owner of Adkins Styling Salon,looks at the day's appointment schedule and notices that it is completely full.She wishes some of the empty slots from earlier in the week were available on this Saturday afternoon.Her thoughts deal with the ____ characteristic of services.

A) credence
B) heterogeneity
C) perishability
D) search
E) inseparability

Question 35

The intangibility aspect of a service means that

A) there is a lack of perceived quality compared to a tangible good.
B) unused capacity cannot be stockpiled or inventoried for later use.
C) consumers may have a problem evaluating service offerings.
D) services are not produced at the same time they are consumed.
E) services are not labor-intensive.

Question 36

The fact the services cannot be inventoried and then sold at a later date is called

A) intangibility.
B) heterogeneity.
C) inseparability.
D) perishability.
E) nonstorability.

Question 37

The continuum of tangibility goes from ____ on one end to ____ on the other end.

A) service-dominant products; good-dominant products
B) pure products; pure services
C) rational products; irrational products
D) mostly service goods; mostly product goods
E) easy to see; not easy to see

Question 38

Lauren is a concert promoter who works for pop star Justin Timberlake.She works very hard to make sure most of Justin's concerts are sold out because she understands the concept of perishability,which means

A) because the concert is not tangible,customers will have a difficult time judging its quality in advance.
B) the production of the concert and the consumption of the concert by the fans cannot be separated so tickets must be sold.
C) a high level of interaction will exist between the customers and the musicians,which makes the customers' presence necessary.
D) that if the tickets are not sold,seats will remain empty and they can never be sold to anyone again.
E) that each concert is different and customers will miss a unique experience if they are not present at the concert.

Question 39

Which of the following countries was the world's first service economy?

A) England
B) United States
C) Sweden
D) Canada
E) Germany

Question 40

Which of the following products associated with weddings is most likely to be considered a service?

A) Wedding cake
B) Floral arrangements
C) Bridal gown
D) Reception hall
E) String quartet music

Question 41

Client-based relationships are least likely to be developed by

A) towing services.
B) accountants.
C) beauticians.
D) orthodontists.
E) psychiatrists.

Question 42

Machinery such as ATMs and online customer services can reduce the ____ that comes from increased contact with human employees.

A) intangibility
B) perishability
C) inseparability
D) heterogeneity
E) tangibility

Question 43

Which of the following is the best example of a high-contact service?

A) Appliance repair
B) Newspaper delivery
C) Dog training
D) Interior decorating
E) Plastic surgery

Question 44

The fact that the first massage Gretchen gives each day is better than the last massage demonstrates the ____ of services.

A) heterogeneity
B) customer contact aspect
C) intangibility
D) inseparability
E) perishability

Question 45

A service is usually offered as part of a bundled package of services with a core service and one or more ____ services.

A) basic
B) tangible
C) supplementary
D) auxiliary
E) other core

Question 46

Which of the following service providers would typically call their customers "clients"?

A) High school teachers
B) Waiters
C) Lawyers
D) Dry cleaners
E) Nurses

Question 47

The level of interaction necessary between a customer and service provider in order to complete a service is called

A) tangibility.
B) client-based relationships.
C) customer contact.
D) consumer interaction.
E) heterogeneity.

Question 48

The owner of the Lords and Ladies hair salon has difficulty in standardizing and controlling the quality of service that the customers in his salon receive.This problem illustrates which of the following unique features of service?

A) Intangibility
B) Inseparability
C) Perishability
D) Heterogeneity
E) Marketability

Question 49

Which of the following statements about customer contact in services marketing is false?

A) Service employees are important in creating satisfied customers.
B) High-contact services are less expensive to deliver because they are typically equipment-based.
C) The main principle of customer contact is that satisfied employees lead to satisfied customers.
D) Service companies can minimize customer dissatisfaction by changing high-contact services into low-contact services.
E) Employee training programs are an effective way to ensure good customer contact and reduce problems.

Question 50

Because of a service's ____,standardization and quality are difficult to control.

A) intangibility
B) inseparability
C) homogeneity
D) heterogeneity
E) perishability

Question 51

Which of the following is a low-contact service?

A) Childcare
B) Website design
C) Health care
D) Manicure
E) Legal services

Question 52

When service companies change high-contact services into low-contact services,the

A) service becomes more expensive to deliver.
B) quality of the service declines.
C) service becomes less personalized.
D) time required to deliver the service increases.
E) service becomes less standardized.

Question 53

The necessary interaction between service provider and customer that allows a service to be delivered is called

A) customer contact.
B) service exchange.
C) marketing.
D) relationship marketing.
E) service contact.

Question 54

Many services base their success on building a group of satisfied customers who use their services on a regular basis over long periods of time.This critical component of success is referred to as

A) partnerships.
B) repeated customer contact.
C) inseparable clientele.
D) long-term customers.
E) client-based relationships.

Question 55

H&R Block,a major tax preparation firm,reported having a problem with its employees being inconsistent in the filing of returns.The firm is experiencing a problem with which of the following characteristics of the service offering?

A) Tangibility
B) Intangibility
C) Perishability
D) Inseparability
E) Heterogeneity

Question 56

Maria asks Glenda what housecleaning service she would recommend in Oakview.Glenda responds that Pristine Cleaning is great if you can be assured that Janice will be the person assigned to your house.Glenda's recommendation addresses which of the following service features?

A) Heterogeneity
B) Intangibility
C) Perishability
D) Inseparability
E) Homogeneity

Question 57

The main characteristic of a ____ is that customers are satisfied to the point that they use a service repeatedly over a period of time.

A) service relationship
B) professional marketer
C) high-contact service
D) heterogeneous service
E) client-based relationship

Question 58

What should marketers do to promote the consistency and reliability of their services most effectively?

A) Limit the number of employees in their organization
B) Train employees and develop standard procedures for dealing with customers
C) Encourage employees to be creative in solving customer issues and complaints
D) Perform as much of the service as possible before the customer arrives
E) Require employees to be shining,happy people all day long

Question 59

If Best Western bundles its rooms with services such as free local phone calls,cable television,wireless Internet access,and complimentary breakfast,these services are known as ____ services.

A) core
B) supplementary
C) bundled
D) business
E) complimentary

Question 60

Client-based relationships are most likely to be developed by

A) funeral directors.
B) electricians.
C) installers.
D) doctors.
E) brick layers.

Question 61

Compared to goods marketers,services providers are more likely to promote performance documentation,availability,guarantees,and

A) distribution.
B) tangible elements.
C) management expectations.
D) price.
E) customer expectations.

Question 62

By installing ATMs,banks have increased production capacity and reduced the number of personnel.This results in a decrease in

A) perishability.
B) intangibility.
C) customer contact.
D) inseparability.
E) customer service.

Question 63

The heterogeneity characteristic of services provides marketers with tremendous opportunity to

A) customize their services to meet unique individual needs.
B) hold down the cost of providing services to customers.
C) create standardized packages that will appeal to many customers.
D) offer the same service as all of their competitors.
E) develop relationship marketing with their customers.

Question 64

Which of the following service characteristics results in variability of service quality yet provides the opportunity for customizing services to match the specific needs of individual customers?

A) Homogeneity
B) Perishability
C) Heterogeneity
D) Intangibility
E) Inseparability

Question 65

Symbols such as the Travelers' Financial Services umbrella are designed to help customers overcome the ____ of services.

A) heterogeneity
B) unpredictability
C) inseparability
D) intangibility
E) perishability

Question 66

Just Relax Massage Therapists have a large customer base although they do very little advertising.Their promotion strategy relies mostly on

A) news stories.
B) a webpage.
C) word of mouth.
D) newspaper ads.
E) television ads.

Question 67

Service marketers make promises to customers,suggesting that the customer place some degree of trust in the service provider.In this way,service marketers are trying to address the challenge of the service characteristic of

A) perishability.
B) heterogeneity.
C) inseparability.
D) intangibility.
E) customer contact.

Question 68

Production and consumption of services must simultaneously occur due to the ____ characteristic of services.

A) intangibility
B) heterogeneity
C) customer contact
D) perishability
E) inseparability

Question 69

A sign in a doctor's office waiting room says "Please be courteous of the others waiting with you." The doctor's office is trying to positively influence the ____ aspect of services.

A) tangibility
B) perishability
C) inseparability
D) customer contact
E) heterogeneity

Question 70

Using appointments or reservations for scheduling delivery of services is an attempt to address the ____ characteristic of services.

A) perishability
B) intangibility
C) heterogeneity
D) inseparability
E) homogeneity

Question 71

An American West Airlines flight from Dallas to Houston was full,and the tickets were more expensive than the almost-empty American West flight from Chicago to Phoenix.This is an example of what kind of service pricing?

A) Bundled
B) Demand-based
C) Supply-based
D) Upfront
E) Customer-based

Question 72

The marketing channels for services are usually

A) complex and multifaceted.
B) characterized by two to three intermediaries.
C) dependent on the geographical location of the consumer.
D) determined by the customer.
E) direct from provider to customer.

Question 73

Prudential Insurance uses "the rock" symbol to communicate stability and security to customers.This is Prudential's attempt to help customers better understand its services by

A) emphasizing tangible cues in promoting the service.
B) using word association.
C) personalizing the selling of the service.
D) utilizing publicity techniques to enhance the service.
E) distributing the service directly through television.

Question 74

Brittany recently moved to a new city and is trying to find a new mechanic to do maintenance and repair on her car.She visits several places to judge their overall appearance,cleanliness,and organization and finally chooses a mechanic.Brittany was trying to overcome the ____ aspect of services.

A) heterogeneity
B) perishability
C) customer contact
D) intangibility
E) inseparability

Question 75

In an attempt to attract customers,service marketers often promise great results and satisfaction to customers,but marketers should be careful not to

A) deliver on these promises and risk financial losses and the success of the company.
B) promise less than they can actually deliver and keep customers away.
C) make the appearance of their facilities consistent with their promises to customers.
D) promise too much and cause customer expectations beyond what they can deliver.
E) make the quality of their services too tangible in the eyes of the customer.

Question 76

A first class airline ticket offers a ____ service of transportation as well as ____ services of drink and food service,special boarding rights,and extra customer service.

A) primary; secondary
B) core; supplementary
C) bundled; extra
D) complementary; main
E) major; minor

Question 77

If a nonsmoker dines in a restaurant without a no-smoking section,then the overall quality of service experienced by the nonsmoking customer probably declines.This is an example of which of the following service characteristics?

A) Perishability
B) Inseparability
C) Heterogeneity
D) Intangibility
E) Homogeneity

Question 78

Transamerica's pyramid-shaped building in San Francisco is used to symbolize strength,security,and reliability.This type of promotion is designed to address the ____ characteristic of services.

A) intangibility
B) perishability
C) heterogeneity
D) inseparability
E) customer service

Question 79

Clean,sharp looking employees with appropriate uniforms help assure customers about service quality and therefore address the ____ of services.

A) intangibility
B) perishability
C) tangibility
D) inseparability
E) heterogeneity

Question 80

What are the three primary ways that marketers deliver services?

A) Over the phone,online,or in-person
B) Continuously,periodically,or on demand
C) At the customer's home,in-person,or by telecommunications
D) Through service centers,delivery vehicles,or the mail
E) Service facilities,customer's home,or from a distance