Deck 2: End-User Analysis: Segmenting and Targeting

Question 1

What is the first step to take when segmenting end-users by service outputs?

A) dividing end-users into groups based on demographic factors
B) analyzing the buying habits of potential end-users of a product
C) identifying similar characteristics among the product's end-users
D) listing service outputs that are potentially demanded by the product's end-users
E) providing relevant information on service outputs to potential end-users of the product

Answer 1

D

Question 2

Which term refers to the depth of product brands or models offered within each generic product category?

A) intensity
B) variety
C) assortment
D) complexity
E) collection

Answer 2

C

Question 3

What is the most likely goal of targeting a channel segment?

A) building new channels
B) gaining sales and profits
C) identifying customer needs
D) evaluating channel members
E) implementing service strategies

Answer 3

B

Question 4

On Saturday,Dana,who wants to replace the floor in her living room,attended a do-it-yourself class at Home Depot about tile installation.Which service output demand is Home Depot most likely trying to satisfy?

A) waiting time
B) bulk breaking
C) spatial convenience
D) customer service
E) information sharing

Question 5

Bulk breaking refers to an end-user's ability to ________.

A) purchase a small number of units
B) buy directly from a wholesaler
C) receive expedited shipping
D) negotiate for lower prices
E) compare similar products

Question 6

Which service output increases consumer satisfaction by lowering transportation requirements and search costs?

A) information sharing
B) spatial convenience
C) customer service
D) delivery time
E) bulk breaking

Question 7

Maria purchases a twelve-pack of paper towels instead of a package of four rolls because of the lower per-unit price.Maria is most likely benefitting from the service output of________.

A) information sharing
B) spatial convenience
C) customer service
D) delivery time
E) bulk breaking

Question 8

According to the text,CDW has most likely distinguished itself in the computer market by ________.

A) offering the lowest prices at all times
B) focusing on new product features
C) providing a variety of service outputs
D) using standardized global marketing
E) serving as a wholesaler to businesses

Question 9

A channel manager most likely names end-user segments based on identifying characteristics for the purpose of ________.

A) differentiating product benefits
B) conducting bulk breaking activities
C) dividing groups by conjoint analysis results
D) aiding internal communication and organization
E) ensuring that spatial convenience demands are met

Question 10

According to research,which component of the marketing mix is LEAST amenable to global standardization efforts?

A) price
B) place
C) publicity
D) product
E) promotion

Question 11

According to the text,what is the best method for segmenting end-users by service output demands?

A) conducting research to define segments that describe end-users' service output needs and purchasing patterns
B) analyzing end-users based on the channel segments used for making product and advertising decisions
C) correlating end-user shopping habits with media habits, product features, and service outputs
D) asking potential end-users for their preferences for various service outputs
E) sorting end-users into segmented groups based on psychographic data

Question 12

Vending machines and community shopping centers are intended to satisfy consumer demands for ________.

A) information sharing
B) spatial convenience
C) customer service
D) delivery time
E) bulk breaking

Question 13

Dog groomers employed by Groomer-to-Go,a mobile pet grooming salon,drive to the homes of customers to bathe and groom dogs inside the Groomer-to-Go van.The owner of Groomer-to-Go has most likely decided to meet customer demands for ________.

A) lower per unit pricing
B) customer follow-up
C) spatial convenience
D) service assortment
E) differentiation

Question 14

What is the most likely result of bulk breaking?

A) consumers purchasing large lots at high costs
B) end-users minimizing search time and costs
C) wholesalers maintaining steady stock levels
D) end-users carrying less unnecessary inventory
E) service providers offering more flexibility

Question 15

Which of the following is NOT considered a service output?

A) product price
B) bulk breaking
C) product variety
D) delivery time
E) information sharing

Question 16

According to the text,CDW offers customers all of the following service outputs EXCEPT ________.

A) fast delivery
B) product advice
C) personal sales assistance
D) brand variety and assortment
E) hardware component bulk breaking

Question 17

Which service output is known as solutions retailing by some manufacturers and retailers?

A) information sharing
B) spatial convenience
C) customer service
D) delivery time
E) bulk breaking

Question 18

Which term refers to generically different classes of goods that constitute the breadth of product lines?

A) variety
B) depth
C) assortment
D) complexity
E) intensity

Question 19

Amazon.com offers free shipping for consumers who spend more than $25,but free shipping typically takes 7-10 days.Consumers who are willing to pay additional shipping charges receive products more quickly.Amazon's shipping speed options are a function of which service output?

A) information sharing
B) spatial convenience
C) customer service
D) waiting time
E) bulk breaking

Question 20

Discount department stores such as Wal-Mart,Target,and Kohl's are most likely characterized by ________ assortments and ________ varieties of products.

A) deep; narrow
B) limited; wide
C) deep; wide
D) limited; narrow
E) wide; limited

Question 21

Accent is a small,local store that sells only accessories.Accent offers a large line of belts,purses,earrings,scarves,and necklaces in a significant number of prices,styles,and brands.Accent's customers most likely have a high demand for ________.

A) information
B) bulk breaking
C) product variety
D) product assortment
E) spatial convenience

Question 22

Which term refers to the benefits of marketing channel systems,such as reduced storage costs,increased product varieties,and faster deliveries?

A) service outputs
B) end-user segments
C) spatial conveniences
D) product assortments
E) customization features

Question 23

Which statement about the service output of waiting time is most likely true?

A) Waiting time demands are usually low for post-sales service.
B) An end-user's demand intensity for quick delivery rarely changes.
C) Longer waiting times are typically compensated with lower prices.
D) Waiting time refers to the time between manufacturing and marketing.
E) Waiting time demands when purchasing new equipment are usually very high.

Question 24

Which service output involves educating end-users about product attributes and usage capabilities?

A) information sharing
B) customer service
C) bulk breaking
D) waiting time
E) product variety

Question 25

According to the text,which service output demand does the cable television industry typically fail to meet?

A) bulk breaking
B) customer service
C) product variety
D) waiting time
E) information sharing

Question 26

How does Cabela's most likely facilitate excellent customer service?

A) developing information systems
B) hiring knowledgeable workers
C) providing product variety
D) offering free delivery
E) keeping prices low

Question 27

Which statement about bulk breaking is most likely FALSE?

A) Small lot sizes typically support faster consumption.
B) Larger lot sizes result in higher handling and storage costs.
C) End-users sometimes prefer small lot sizes despite higher prices.
D) Lot sizes and per-unit costs usually increase with bulk breaking.
E) Increased bulk breaking usually results in higher service output levels.

Question 28

Which statement about market segments is most likely true?

A) Most end-users are highly service-sensitive and highly price-insensitive.
B) In most cases, the same channel strategy satisfies the needs of all segments.
C) A segment's demand for service outputs is typically unrelated to price factors.
D) End-users in a segment make trade-offs between product attributes, service outputs, and price.
E) Service outputs are more relevant to segment end-users in the business marketplace than in the consumer marketplace.

Question 29

Which of the following would most likely help identify the types of service outputs that firms must provide to appeal to consumers?

A) price-service variability analysis
B) end-user segmentation analysis
C) conjoint analysis
D) cluster analysis
E) SWOT analysis

Question 30

According to the text,targeting means ________.

A) focusing on a single segment
B) selecting all profitable segments
C) choosing what segments not to target
D) investing in all segments that offer some potential
E) designing new marketing channels to target every segment

Question 31

Markets with limited infrastructural development,such as Mexico,are most likely characterized by ________.

A) manufacturers selling products directly to end-users
B) consumers with high service output demands
C) standardization among channel members
D) end-users with few service output needs
E) generic channels with high cost gaps

Question 32

Which factor is LEAST relevant when determining the best segments to target?

A) segment size
B) sales potential
C) length of channel
D) cost to serve the segment
E) intensity of competition

Question 33

According to the text,stores such as JCPenney and Hot Topic are focusing on ________.

A) segmenting global markets by service output needs
B) ensuring that spatial convenience demands are met
C) matching product assortments to target consumers
D) providing a limited variety of new, trendy items
E) reducing the waiting time for mail order products

Question 34

Which of the following would most likely help define potential target market segments and design marketing channel solutions?

A) collecting end-user data based on social media familiarity
B) distinguishing between business consumers and end-users
C) identifying the products that end-users tend to purchase
D) sorting end-users by their product attribute preferences
E) grouping end-users by their service output demands

Question 35

When expanding into global markets,which of the following almost always needs to occur?

A) standardizing advertising campaigns
B) modifying packaging designs
C) segmenting end-users' needs
D) altering promotional efforts
E) localizing marketing activities

Question 36

The LEAST likely reason that end-users of DirecTV are satisfied with the firm's customer service is that DirecTV ________.

A) provides useful information to all customer service representatives
B) places its own employees at third-party call centers to gain control
C) offers higher pay than cable providers to call center employees
D) gives customer service representatives free satellite TV
E) conducts all customer service functions in-house

Question 37

When developing a marketing channel strategy,which of the following should be determined first?

A) product features
B) end-user demands
C) service capabilities
D) technological capabilities
E) number of channel members

Question 38

When Sean's riding lawn mower stopped working,he contacted the local John Deere dealer.The John Deere dealer sent a representative to Sean's house to pick up the mower and take it to the shop for repairs.Once the mower was fixed,a John Deere representative returned the machine to Sean's house.Which service output demand is the John Deere dealer most likely addressing?

A) information sharing
B) product variety
C) bulk breaking
D) waiting time
E) spatial convenience

Question 39

What is the most likely result of increased product variety and assortment in a marketing channel system?

A) increased distribution costs
B) reduced storage requirements
C) higher service output demands
D) limited bulk breaking opportunities
E) reduced success rates in customer service

Question 40

Which term refers to all aspects of easing the shopping and purchase process for end-users as they interact with commercial suppliers or retailers?

A) direct marketing
B) personal selling
C) channel strategy
D) service output
E) customer service

Question 41

How can channel managers use the information gathered through service output segmentation for marketing channel design and management?

Question 42

What is the relationship between product price and service outputs? How does this relationship affect the purchasing decisions of end-users?

Question 43

Briefly describe the six categories of service outputs.

Question 44

When grouping end-users according to service output needs,it is important to segment the market based on how end-users want to buy a product.

Question 45

Information about segmented service output demand enables channel managers to determine which segments offer the best growth and profit opportunities for targeting purposes.

Question 46

What are the three basic steps for segmenting end-users based on service output demands?

Question 47

When designing a marketing channel,it is best to focus on product features rather than how consumers plan to use a product.

Question 48

End-users represent the demand component of marketing channels.

Question 49

How has CDW used market segmentation and service outputs to differentiate itself from the competition?

Question 50

Most consumers prefer marketing channels with fewer service outputs because price and product features are their only concern when making purchases.