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

Accepted Answer

The first step to take when segmenting end-users by service outputs is to list the service outputs that are potentially demanded by the product's end-users. This will help identify common needs or preferences among the end-users and enable the company to tailor its marketing efforts to specific groups. Dividing end-users into groups based on demographic factors, analyzing buying habits or providing relevant information may come later in the process.

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

Accepted Answer

Assortment refers to the depth of product brands or models offered within each generic product category. Intensity refers to the amount of marketing effort put into promoting a product. Variety refers to the number of different product categories offered. Complexity refers to the degree of difficulty in understanding a product or service. Collection refers to a group of products or items that are sold together.

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

Accepted Answer

Targeting a channel segment is typically done with the goal of increasing sales and profits. By focusing on a specific segment of customers or channels, companies can tailor their marketing and distribution strategies to more effectively reach and sell to this group. This can lead to increased revenues and profits for the company. While identifying customer needs and implementing service strategies are important aspects of marketing and distribution, these goals are typically achieved through broader strategies rather than targeting specific channel segments. Building new channels and evaluating channel members are also important tasks, but these are more focused on the structure and management of the distribution system rather than specific customer segments.

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

Accepted Answer

Home Depot is satisfying the information sharing service output demand by providing a class on tile installation, which helps customers gain the knowledge they need to complete their projects.

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

Accepted Answer

Bulk breaking means breaking down a large quantity of a product into smaller units that can be sold separately. Therefore, end-users who want to purchase a small number of units can benefit from bulk breaking.

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

Accepted Answer

Spatial convenience refers to the ease of access or proximity of the service or product location to the customer. By increasing spatial convenience, transportation requirements and search costs are lowered, leading to increased customer satisfaction.

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

Accepted Answer

Maria is benefitting from bulk breaking, which refers to the practice of breaking down larger quantities of goods into smaller units that are more convenient for consumers to purchase and use. In this case, the twelve-pack of paper towels is a larger quantity than the package of four rolls, but because of the lower per-unit price, it makes more sense for Maria to purchase the larger quantity and benefit from the cost savings.

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

Accepted Answer

The text states that CDW "has distinguished itself by offering a variety of service outputs, including IT services, hardware and software" which indicates that they differentiate themselves by providing a range of services rather than simply focusing on low prices or new product features.

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

Accepted Answer

Channel managers often name end-user segments based on identifying characteristics to aid internal communication and organization. This helps in clearly defining and understanding the different segments they are dealing with, ensuring that strategies and communications are tailored appropriately for each segment.

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

Accepted Answer

Place is the least amenable to global standardization efforts because it is heavily influenced by local factors such as distribution channels, transportation infrastructure, and consumer preferences.

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

Accepted Answer

Conducting research to define segments that describe end-users' service output needs and purchasing patterns is the most effective method for segmenting end-users by service output demands. This allows for a deeper understanding of specific customer needs and behaviors, allowing for tailored marketing strategies and product offerings.

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

Accepted Answer

Vending machines and community shopping centers provide spatial convenience for consumers by making goods easily accessible in locations that are convenient for them.

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

Accepted Answer

By offering mobile grooming services, the owner of Groomer-to-Go is meeting the customer demand for spatial convenience, as customers do not have to travel to a grooming salon and can have their dogs groomed in the comfort of their own homes. Lower per unit pricing, customer follow-up, service assortment, and differentiation are not specifically addressed by the information given about Groomer-to-Go.

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

Accepted Answer

Bulk breaking involves breaking down large quantities of goods into smaller units, making it easier and more cost-effective for end-users to purchase only what they need. As a result, end-users will carry less unnecessary inventory, which is the most likely result of bulk breaking.

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

Accepted Answer

The product price is considered a product output, not a service output. The other options are considered service outputs.

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

Accepted Answer

The text mentions that CDW offers fast delivery, product advice, personal sales assistance, brand variety and assortment, but there is no mention of hardware component bulk breaking service output.

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

Accepted Answer

Information sharing is often referred to as solutions retailing because it involves providing customers with the necessary information to solve their problems or make informed purchasing decisions.

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

Accepted Answer

Variety refers to the range of different product lines a company offers, representing the breadth of product lines.

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

Accepted Answer

Amazon's shipping speed options directly relate to waiting time, as they offer different delivery times based on whether or not additional shipping charges are paid.

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

Accepted Answer

The answer of Discount department stores such as Wal-Mart,Target,and Kohl's...

Quiz 2: End-User Analysis: Segmenting and Targeting

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

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

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

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?

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

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

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________.

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

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

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

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

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

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 ________.

What is the most likely result of bulk breaking?

Which of the following is NOT considered a service output?

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

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

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

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?

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