Deck 14: International Distribution: Exporting and Retailing

Question 1

Which does sampling encourage?

A) Testing a product
B) Repeat purchases
C) Referrals to peers
D) Entries into contests
E) Recall of the brand name

Answer 1

A

Question 2

Types of coupons used in international sales promotions include all the following except:

A) Print media
B) Direct mail
C) On package
D) Storefront
E) Response offer

Answer 2

D

Question 3

Which of the following is not a common goal of consumer promotions in international marketing?

A) Obtain trial usage of a product
B) Increase consumption of an existing brand
C) Build brand loyalty
D) Pre-empt competitive efforts
E) Reduce direct selling costs

Answer 3

E

Question 4

A price discount in the form of a printed or electronic certificate is a:

A) Coupon
B) Premium
C) Bonus pack
D) Contest
E) Sweepstakes

Question 5

A gift inside a cereal box is a(n):

A) Coupon
B) Premium
C) Bonus pack
D) Instant redemption prize
E) Contest prize

Question 6

Which of the following allows a consumer to take advantage of testing a product without paying for it?

A) Contest or sweepstake
B) Coupon
C) Loss leader program
D) Sampling
E) Market-based promotions

Question 7

Marketing activities that are designed to stimulate consumer and marketing channel demand for a product or service are:

A) Sales promotions
B) Consumer promotions
C) Trade promotions
D) Channel promotions
E) Market-based promotions

Question 8

Which of the following focuses on stimulating product demand at the consumer level?

A) Channel strategy
B) Push strategy
C) Pull strategy
D) Promotional strategy
E) Market-based promotions

Question 9

Which of the following occurs when an international marketer promotes a product to intermediaries?

A) Channel strategy
B) Push strategy
C) Pull strategy
D) Promotional strategy
E) Market-based promotions

Question 10

The most recent trend in couponing is the use of:

A) Print media
B) Direct mail
C) On-package
D) Scanner delivered
E) Electronic delivered by mobile phone

Question 11

Which of the following include coupons,sweepstakes,refunds and rebates,premiums,bonus packs,price-off programs,and samples?

A) Sales promotions
B) Consumer promotions
C) Trade promotions
D) Channel promotions
E) Market-based promotions

Question 12

Which of the following is an item offered as a reward for purchasing another item?

A) Premium
B) Bonus pack
C) Rebate
D) Loss leader
E) Market-based promotions

Question 13

Which of the following require consumers to mail a form or certificate to a marketer along with a proof of purchase?

A) Contest or sweepstake
B) Premium
C) Rebate
D) Loss leader
E) Market-based promotions

Question 14

Which of the following incur the additional expense of providing extra merchandise at a standard price?

A) Premiums
B) Bonus packs
C) Rebates
D) Loss leaders
E) Market-based promotions

Question 15

What type of manager now plays an important role in international marketing sales promotions?

A) Search engine optimization
B) Search engine operator
C) Search engine mediator
D) Search engine facilitation
E) Search engine moderator

Question 16

Which of the following presents a consumer with an immediate price break,expressed as a percentage of the price at the time of purchase?

A) Contest or sweepstake
B) Premium
C) Loss leader
D) Price-off promotion
E) Market-based promotions

Question 17

Which of the following consist of trade allowances,trade contests,trade shows,and point-of-purchase materials?

A) Sales promotions
B) Consumer promotions
C) Trade promotions
D) Channel promotions
E) Market-based promotions

Question 18

When Dubai's Center Centre Mall rewarded customers who spent at least 300 AED with lottery numbers that could be used to potentially win a prize,the center was using which of the following techniques?

A) Contests and sweepstakes
B) Premiums
C) Rebates
D) Loss leaders
E) Market-based promotions

Question 19

The use of which of the following has waned in the United States,even though the technique continues to be an effective promotional technique in other parts of the world?

A) Direct mail
B) Consumer promotions
C) Trade promotions
D) Direct marketing campaigns
E) Market-based promotions

Question 20

International consumer promotions include all of the following except:

A) Coupons
B) Premiums
C) Bonus packs
D) Contests and sweepstakes
E) Point-of-purchase displays

Question 21

A slotting or listing fee is:

A) A payment that is made by an international marketer in order to secure shelf space in a store
B) A payment to remove an item from store shelves that did not sell
C) A form of cooperative advertising
D) The fee paid to advertise on television
E) A form of consumer promotion

Question 22

Which type of consumer purchases only a favored brand and does not look for,nor do they often buy,substitutes?

A) Promotion prone
B) Price sensitive
C) Brand loyal
D) Preferred brand
E) Deal prone

Question 23

Which type of consumer uses price as the only purchase criterion?

A) Promotion prone
B) Price sensitive
C) Brand loyal
D) Preferred brand
E) Deal prone

Question 24

Large international beverage marketers including Pepsi and Coca-Cola utilize which kind of allowance for retailers that perform important marketing functions?

A) Off invoice
B) Bill back
C) Display
D) Slotting
E) Market-based promotions

Question 25

Which of the following involves the management of communications with all organizational stakeholders?

A) Public relations
B) Marketing
C) Advertising
D) Channel communication
E) Market-based promotions

Question 26

A payment that is made by an international marketer in order to secure shelf space in a store is referred to as which of the following?

A) Bill-back fee
B) Shelving fee
C) Promotional fee
D) Slotting fee
E) Placement fee

Question 27

Which of the following is not a major form of international trade promotion?

A) Trade shows
B) Trade allowances
C) Cooperative advertising
D) Couponing
E) Point-of-purchase materials

Question 28

What term describes a price reduction or other consideration paid to an intermediary as an incentive to promote a specific product?

A) Trade coupon
B) Trade allowance
C) Bill-back allowance
D) Slotting fee
E) Market-based promotions

Question 29

The most direct interaction with potential customers takes place with this promotion:

A) Trade contests
B) Channel discounts
C) Slotting fees
D) Trade shows
E) Display allowances

Question 30

Which type of allowance takes the form of a monetary allowance presented to a retailer or intermediary at the end of a promotional period?

A) Off invoice
B) Bill back
C) Display
D) Slotting
E) Market-based promotions

Question 31

Slotting fees are often referred to as which of the following in Europe?

A) Placement
B) Intermediary
C) Listing
D) Shelving
E) Promotional

Question 32

When two organizations pay for a commercial because it mentions both products,it is:

A) A consumer promotion
B) A trade show
C) Creative advertising
D) Cooperative advertising
E) A multimedia advertising program

Question 33

Which of the following are often considered to be trade promotions given that they assist retailers in selling a product?

A) Coupons
B) Point-of-purchase materials
C) Rebates
D) Refunds
E) Market-based promotions

Question 34

When Samsung offers a price break to wholesalers who distribute a certain volume of products,it is which form of promotion?

A) Off invoice
B) Bill back
C) Display
D) Slotting
E) Market-based promotions

Question 35

Which of the following involves reacting to negative events caused by a company's mistake,consumer grievances,or unjustified or false claims?

A) Public relations
B) Damage control
C) Corporate communications
D) Marketing communications
E) Market-based promotions

Question 36

What term describes an arrangement in which a manufacturer agrees to pay for part of the advertising expenses for a retailer in exchange for promoting a specific product or products?

A) Display advertising
B) Promotional advertising
C) Cooperative advertising
D) Trade advertising
E) Market-based promotions

Question 37

Which type of consumer takes advantage of coupons,price-off programs,and premiums?

A) Promotion prone
B) Price sensitive
C) Brand loyal
D) Preferred brand
E) Deal prone

Question 38

Which of the following types of promotional tools signals to a consumer that a company is adapting to the changing times?

A) Couponing
B) Contests and sweepstakes
C) Social media
D) Push promotions
E) Pull promotions

Question 39

External stakeholders for a company include all of the following except:

A) Unions
B) Shareholders
C) Media
D) Customers
E) Managers

Question 40

When prizes are offered to companies or individual salespersons for selling a given manufacturer's product,the type of trade promotion is a:

A) Slotting fee
B) Trade contests
C) Relationship management
D) Cooperative advertising
E) Market-based promotion

Question 41

Which of the following involves a company taking credit for a positive event outcome?

A) Enhancing
B) Entitling
C) Expanding
D) Extorting
E) Explaining

Question 42

Differences in motivation,consumer behaviors,and decision-making processes are considered when international sales promotion campaigns are developed.

Question 43

Which of the following creates an agreement between a marketing organization and an individual,team,or landmark?

A) Sales promotion campaign
B) Creative brief
C) Marketing agreement
D) Sponsorship
E) Market-based promotions

Question 44

Swedish giant,Ericsson,supports and sponsors the Swedish Paralympic Team as part of which type of campaign?

A) Cause-related marketing
B) Guerrilla marketing
C) Stealth marketing
D) Event marketing
E) Market-based promotion

Question 45

Which of the following are promotions that are aimed at retail customers?

A) Trade promotions
B) Channel promotions
C) Consumer promotions
D) Marketing promotions
E) Market-based promotions

Question 46

Sagami Rubber Industries of Japan sponsors music events and helps create consumer awareness of various diseases,which is an example of:

A) Cause-related marketing
B) Guerrilla marketing
C) Stealth marketing
D) Event marketing
E) Market-based promotions

Question 47

Which of the following emphasizes the value of an outcome in a public relations campaign?

A) Enhancement
B) Entitlement
C) Expansion
D) Extortion
E) Explaining

Question 48

International trade promotions are an important part of international marketing campaigns.

Question 49

Push strategies are generally aimed at ultimate consumers first,followed by channel intermediaries.

Question 50

Cultural differences have little impact on international sales promotions.

Question 51

Sales promotions take two major forms: consumer promotions and trade promotions.

Question 52

Pull strategies are generally aimed at channel intermediaries first,followed by ultimate consumers.

Question 53

Advertising a product to a group of potential retail consumers is an example of which of the following strategies?

A) Pull strategy
B) Push strategy
C) Stealth promotion strategy
D) Lifestyle strategy
E) Market-based promotion

Question 54

Which of the following are promotions that are aimed at marketing intermediaries?

A) Trade promotions
B) Channel promotions
C) Consumer promotions
D) Marketing promotions
E) Market-based promotions

Question 55

International sales promotions continue to grow in popularity in international marketing.

Question 56

Consumer promotions are aimed at retail consumers.

Question 57

Which of the following uses marketing techniques to connect with buyers through specific live events including concerts,performance,or festivals to promote a product or brand?

A) Sponsorship
B) Guerrilla marketing campaign
C) Stealth marketing
D) Event marketing
E) Market-based promotions

Question 58

Trade promotions are aimed at intermediaries.

Question 59

Which of the following involves identifying false statements about a company online and responding to them?

A) Buzz marketing
B) Guerrilla marketing
C) Internet interventions
D) Public relations
E) Market-based promotions

Question 60

International sales promotions efforts aim at stimulating demand across national or cultural boundaries.

Question 61

International mass media advertising budgets have gradually increased over the past decades.

Question 62

Reaching international consumers who do not have access to traditional media continues to be a problem for international marketers.

Question 63

International consumer promotions include coupons,premiums,and trade shows.

Question 64

Reactions to mobile couponing vary greatly by region or country.

Question 65

A recent study indicated that Chinese consumers do not respond positively to rebates.

Question 66

Typically it is not important to set objectives for trade promotions,but rather to respond to competitive offers.

Question 67

One objective of international consumer promotions is to maintain market share.

Question 68

Coupons work to stimulate the immediate sale of a product.

Question 69

The Internet and electronic media can now be used to deliver coupons.

Question 70

International retailers have gained in channel power in recent years.

Question 71

Price-off promotions reduce company revenues per sale.

Question 72

One objective of international consumer promotions is to pre-empt competitive actions.

Question 73

Sweepstakes rely on a chance drawing of names,while contests rely on some type of consumer skill.

Question 74

International marketers often find that consumer promotions that do not work well in one country do work well in others.

Question 75

The use of international consumer promotions has declined in recent years due to the proliferation of the Internet and direct marketing availability.

Question 76

Consumer acceptance of premiums varies greatly by culture.

Question 77

Sweepstakes require a purchase to enter.

Question 78

International trade promotions include trade shows,cooperative advertising,and coupons.

Question 79

International media audiences have become increasingly fragmented in recent years.

Question 80

Advertising clutter is not a significant problem in international markets.