Over which of Porter’s Five Forces do consumers have the greatest influence? Over which do they have the least? How might these factors affect a firm’s overall marketing strategy?
> 1. Describe how Hubway can use relationship selling to build partnerships with retailers and corporations. 2. How might Hubway create sales promotions using specialty advertising?
> 1. What are the benefits of e-marketing for Hubway? What are the potential drawbacks? 2. Thus far, Hubway essentially engages in business-to-consumer (B2C) e-marketing. Cite two or three examples of ways in which Hubway might branch out into business-to
> 1. In your opinion, should Food Network try to attain prestige objectives through pricing? Why or why not? 2. How would you classify the market structure for Food Network’s offerings (both content and tangible goods)? Explain. 3. How might Food Network a
> 1. Over the next ten years, do you think Geoffrey Small’s insistence on exclusivity will continue to benefit his business or begin to be detrimental? Why? 2. In your opinion, why does Geoffrey Small have such successful partnerships throughout his marke
> 1. Why is the link between relationship marketing and social responsibility so important to Small’s business success? 2. Geoffrey B. Small is an avant-garde designer and unconventional businessperson. What examples does he set, and what might marketers
> 1. If you were a Food Network marketer, how would you state the network’s overall marketing message? 2. Describe the types of advertising appeals that you think would be most effective with Food Network viewers. 3. In what ways do Food Network and its ad
> In this chapter, you learned that American Girl has expanded its products beyond the original American Girl dolls, intended for nine-year-old girls. Why has this strategy worked for the company? Identify another well-known product that appeals to a speci
> 1. Do you think General Mills’ rapid progress toward some of its goals means it has set appropriate benchmarks for social responsibility achievement? Or should it set higher ones? 2. How can the company further improve the nutritional quality of some of
> 1. Critics say marketing games manipulate customers into giving away ever more personal information without the real thrill of game playing. Do you agree? Why or why not? 2. Banks say they are cautious about adopting gamification techniques because of co
> 1. How would you define the major problem faced by GaGa that a marketing research program could resolve? How has this problem affected the marketing of the company’s products? How might marketing research help? 2. Identify the methods of collecting prima
> 1. Experience has taught the Kings that smaller, specialty markets are the strongest retail outlets for their GaGa SherBetter. Under what conditions might they begin to make a successful move into the larger supermarket chains? 2. How might the right who
> 1. Scripps identifies its core audience as upscale women who are decision makers. Give at least one example each of cultural, social, and family influences that might sway their viewing and purchasing choices as related to Food Network. 2. What marketin
> 1. Is segmenting customers as “Explorers,” “Admirals,” and the like a useful marketing tool? Why or why not? 2. Which segments of the cruise market are most likely to be influenced by social media? Why?
> 1. How can Costco.com better inform its online customers of the product variety available and the real value of its special offers? 2. What priority do you think Costco should put on expanding its online business abroad? Is this more or less important t
> 1. Hotel chains see millennials as critical to their financial growth. What are some reasons why? 2. How should the hotel industry use social media to connect with younger travelers?
> 1. What steps could Scripps and Food Network take to avoid marketing myopia? Create a company motto for them reflecting your ideas. 2. Identify three trends in the social-cultural environment that you believe should be factors in strategic marketing pla
> 1. What factors account for the rising popularity of Greek yogurt? 2. Do you think the sales trend will continue upward? Why or why not?
> Imagine your favorite restaurant. List as many installations, raw materials, and supplies as you can that you think the restaurant owner or manager must be responsible for purchasing.
> How can marketers use interactive and social marketing to convert needs to wants and ultimately build long-term relationships with customers?
> 1. How does BoltBus use a combination of penetration pricing and everyday low pricing (EDLP) to achieve its objectives? 2. BoltBus is well-known for its $1 ticket sales promotion. Though it has been successful thus far, could it ever backfire? If so, ho
> 1. Where does BoltBus fall on the goods–services continuum? With this in mind, what strategies might BoltBus use to gain a competitive advantage over rival bus companies? 2. What steps might BoltBus marketers take to extend its product lifecycle?
> 1. Describe how Zappos is building brand equity along the four dimensions of brand personality. 2. What steps might Zappos take to build its private brands without endangering its relationship with the producers of manufacturing brands?
> What is purchase fraud?
> Describe how firms can alleviate some of the privacy concerns of online shoppers.
> How is wireless access changing e-marketing?
> Describe the type and purpose of information found on a corporate website.
> Explain how a Web presence can improve the performance of traditional brick-and-mortar operations.
> Describe the issues that go into developing a successful website. How does the purpose of the website affect its implementation and cost?
> List the five e-business categories.
> Draw a line representing the goods–services continuum. Then place each of the following along the continuum. Briefly explain your decision. a. Skype b. Teleflora.com c. Pottery Barn d. Hyundai dealership e. Redbox
> What are the four main features of a well-written corporate social media policy? Why should companies write such policies?
> What is the purpose of monitoring and measuring the SMM campaign?
> How do social media marketers arrive at a target audience?
> Why is it important for the goals of a social media marketing campaign to be both clear and flexible?
> For what purposes do not-for-profit organizations turn to social media marketing?
> As you scan the list of types of positions in social media marketing, choose two for which you think you would be best suited. Explain the reasons for your choice.
> Briefly describe the marketing uses for each of the social media platforms and social media tools.
> Why is it worthwhile for a firm to create an ethics program?
> Describe the importance of consumer rights in today’s marketing activities.
> How might marketers make the most of shifts in the social-cultural environment?
> Visit the website for a large company such as Kraft Foods, Samsung, or Campbell Soup. Look for ways the firm practices differentiated marketing. How do you think this approach benefits the firm?
> Why do marketers monitor the technological environment?
> Describe an industry or firm that you think might be able to weather an economic downturn and explain why.
> What is the function of the Federal Trade Commission? The Food and Drug Administration?
> How can social responsibility benefit a firm as well as the society in which it operates?
> Why is environmental scanning an important activity for marketers?
> What is the rule of three? Suppose you worked for a small firm in a large industry—such as a small manufacturer of furniture. How might you actually use the rule of three to enhance your firm’s position in the marketplace?
> How might an understanding of diversity help formulate a firm’s marketing strategy?
> Why is it so important for a firm to identify its core competencies?
> What is the difference between a firm’s mission and its objectives? Why is it important that both are conveyed clearly to employees and to customers?
> Foreign investment continues to grow in the United States. Do you think this is a positive trend for U.S. businesses and consumers? Why or why not?
> How does the BCG matrix help marketers decide which products to offer? According to the matrix, which types of products are most desirable, and why?
> What motivates firms to develop sustainable products?
> How do ethics and social responsibility help a firm achieve marketplace success?
> How has social media like Twitter and Facebook changed marketing communications?
> Describe the significance of the shift from transaction-based marketing to relationship marketing. When does relationship building begin?
> What might be some of the benefits of mobile marketing for firms that use it to reach out to consumers?
> Give an example of how the National Highway Traffic Safety Administration’s “Click it or Ticket” campaign could use one or more of the nontraditional marketing techniques to promote the cause in a state that is newly adopting it.
> Why do not-for-profit organizations need to engage in marketing efforts?
> Define “relationship marketing” and describe how it fits into the marketing concept.
> What are the three different types of competition? Give an example of each.
> Do you agree with countertrade as a legitimate form of conducting business? Why or why not? Describe a countertrade agreement that Microsoft might make in another country.
> Identify the four types of utility, and give an example of each.
> Describe briefly the three traditional global pricing strategies. Give an example of a firm or product that would be likely to adopt one of the three approaches, and explain why.
> What is the difference between a competitive bid and a negotiated price.
> What is the difference between loss leader and leader pricing? When do retailers use each?
> How is product-line pricing helpful to both retailers and their customers?
> Describe the three ways that buyers and sellers handle transportation expenses.
> What are allowances? How do they work?
> Why is competitive pricing risky for marketers?
> Although cannibalization generally forces price cuts, in what ways can it actually benefit a firm?
> What is the difference between a skimming price strategy and a penetration pricing strategy? Under which circumstances is each most likely to be used?
> Suppose you are employed by a large electronics retailer, and a customer comes to you with cognitive dissonance over the purchase of an expensive computer system from your store the previous week. How would you work with the customer to help dispel that
> Explain how the use of yield management can result in greater revenue than other pricing strategies.
> Explain the advantage of modified breakeven analysis over the basic breakeven formula.
> How can locating the breakeven point assist in price determination?
> Explain the advantages and drawbacks of using incremental-cost pricing rather than full-cost pricing.
> What are the practical problems in applying price theory concepts to actual pricing decisions?
> Identify each factor influencing elasticity and give a specific example of how it affects the degree of elasticity in a good or service.
> What are the major price implications of the PIMS studies? Suggest possible explanations for the relationships the PIMS studies reveal.
> Give an example of each of the major categories of pricing objectives.
> How do pricing objectives for a global firm differ from those used generally?
> Distinguish between fair-trade and unfair-trade laws. As a consumer, would you support either fair-trade or unfair-trade laws? Would your answer change if you were the owner of a small store?
> What are some of the ways marketers can break through consumers’ perceptual screens? If you were a marketer for a line of designer pet clothing, what method might you use?
> What are the benefits of sampling? What are the drawbacks?
> What is the role of sales promotion in the marketing effort?
> What is expectancy theory? How do sales managers use it?
> What is the role of a sales incentive?
> Why is it important for a salesperson to understand order processing—regardless of the type of selling he or she is engaged in?
> What is team selling? Describe a situation in which you think it would be effective.
> Which of the four sales channels is each of the following salespeople most likely to use?
> What is trade promotion? What are its objectives?
> How does each of the following factors affect the decision to emphasize personal selling or non-personal advertising and sales promotion?
> Identify and describe the different advertising media. Which are on the rise? Which are facing possible decline?
> What are the two conditions that must exist for a consumer to be influenced by a reference group? Have you ever made a purchase based on reference group influence? If so, what was the purchase and how did you come to the decision to make it? If not, why
> Identify the different types of emotional appeals in advertising. What are the benefits and pitfalls of each?
> What are the three primary objectives of advertising? Give an example of when each one might be used.
> How does the nature of the market for a firm’s goods or services affect the choice of a promotion method?
> For each of the following goods and services, indicate which direct marketing channel or channels you think would be best.
> Why is sponsorship such an important part of a firm’s IMC?
