Chapter 4

 

Multiple Choice

 

23.Which of the following is not a type of question found in the ADAPT questioning system?

a.	Assessment questions
b.	Activation questions
c.	Projection questions
d.	Problem questions
e.	Transition questions

 

 

 

24.   The ADAPT questioning system is similar to the SPIN questioning system in that:

a.	Both questioning systems include a sequential set of questions.
b.	Both questioning systems seek to uncover needs.
c.	Both questioning systems seek to stimulate the buyer’s interest in solving uncovered problem.
d.	Both questioning systems may utilize open-end and closed-end questions.
e.	All of the above are correct.

 

 

 

25.   “How well are your current suppliers performing?” is an example of which type of ADAPT question?

a.	Assessment questions
b.	Activation questions
c.	Discovery questions
d.	Problem questions
e.	Transition questions

 

 

 

26.   “What are the growth objectives of the company?” is an example which type of ADAPT question?

a.	Assessment questions
b.	Activation questions
c.	Transition questions
d.	Problem questions
e.	Discovery questions

 

 

 

27.   “How will the supplier’s inability to deliver on time affect your planned expansion?” is an example which type of ADAPT question?

a.	Assessment questions
b.	Activation questions
c.	Projection questions
d.	Problem questions
e.	Discovery questions

 

 

 

28.   If the salesperson is successful with projection questions he/she should:

a.	Ask for the order.
b.	Ask transition questions.
c.	Ask implication questions.
d.	Begin presenting a solution.
e.	All of the above are correct.

 

 

29.   “How would a system that your operators found easier to use affect your business operations?” is an example which type of ADAPT question?

a.	Assessment questions
b.	Activation questions
c.	Projection questions
d.	Problem questions
e.	Discovery questions

 

Question Score: 1 of 1 pt       Test Score: 55% (11 of 20 pts)
The Bhopal disaster pointed to the need for what?
(a) Economic sustainability
(b) Social sustainability
(c) Environmental sustainability
(d) Human rights laws
(e) Institutional framework

Question Score: 1 of 1 pt       Test Score: 55% (11 of 20 pts)
Bryce is a vice president of a mid-sized technology company. He is in charge of many annual drives to foster good will among the company’s neighbors and outlying neighborhoods. Bryce is in charge of _____.
(a) Managing the social responsibility program
(b) Writing the firm’s policy statement
(c) Conducting the social audit
(d) Organizing collusive acts
(e) Convincing investors to participate in  company  decisions

Question Score: 1 of 1 pt       Test Score: 55% (11 of 20 pts)
Which of the following options best defines “social reasonability”?

(a) Social responsibility is a word associated with practices that support the future, as well as the present.
(b) Social responsibility is “an economy’s capacity to regularly produce outcomes consistent with long-term economic development”.
(c) Social responsibility is the phrase used to describe the role businesses, institutions, and people can have in creating and maintaining the health and well-being of communities
(d) Social responsibility means preservation of environmental resources and biodiversity, creation of sustainable access to safe drinking  water, and enhancement  of quality of life among the most impoverished
(e) Social responsibility refers to improvement of daily life for the greatest number of people through improving fair income distribution

Question Score: 1 of 1 pt       Test Score: 55% (11 of 20 pts)
In connection with corporate social responsibility,____________ is a term associated with practices that support the future, as well as the present.

(a) Social responsibility
(b) Sustainability
(c) Healing
(d)  foresight
(e) Empathy

Question Score: 1 of 1 pt       Test Score: 55% (11 of 20 pts)

Jasper wants his business to be socially responsible, but he is afraid the cost will be too much for him and for his employees. Which of the following is probably the best way to convince Jasper that he is worrying needlessly?

(a) Researching popular attitudes toward social responsibility
(b) Finding examples of the harm that lack of social responsibility can do
(c) Convincing his stakeholders
(d) Recommending the defensive approach
(e) Presenting the example of the Johnson & Johnson company

Question Score: 0 of 1 pt       Test Score: 55% (11 of 20 pts)
Which of the following questions describes the point at issue between Mike and Joel?
(a) Did the company secure higher profits after implementing the proactive approach to social responsibility?
(b) Should companies ever invest resources into programs aimed at addressing social responsibility?
(c) Was the company doing well before implementing proactive social responsibility programs?
(d) Can the proactive approach to social responsibility be credited for the company’s increased profits?
(e)    Should there be laws to encourage or require companies to behave in socially responsible ways?

Question Score: 0 of 1 pt       Test Score: 55% (11 of 20 pts)
Estelle makes sure that her department does not excess the energy quota that the corporate officers have set. She listens carefully to employee’s work problems and recently got permission to sponsor one of her more talented workers in business management courses. Which of the following best describes what Estelle is practicing?
(a) Sustainable development
(b) Commercial acumen
(c) Community service
(d) Social responsibility
(e) Servant leadership

Question Score: 1 of 1 pt       Test Score: 55% (11 of 20 pts)
Lydia’s textile business has finally taken off and is making a large profit. Now she would like to concentrate on social responsibility. Which of the following would be the best course of action for Lydia?
(a) Write a company credo
(b) Sponsoring a charitable foundation
(c) Reduce her workers’ hours
(d) Reduce her company’s energy use to less than that prescribed by law
(e) Adopt socialism

Question Score: 0 of 1 pt       Test Score: 55% (11 of 20 pts)
The business partners of a large American restaurant chain sponsored a trip for employee volunteers to take food the victims of a natural disaster in the Caribbean. What are partner encouraging?
(a) Adherence to the company credo
(b) World peach
(c) Long-term orientation
(d) Global citizenship
(e) The accommodative approach

 

Question Score: 0 of 1 pt       Test Score: 55% (11 of 20 pts)
Which of the following statements is false?
(a) Impoverished communities in high-risk areas are predicated to be most vulnerable overall.
(b) Fewer deaths and injuries due to exposure to extreme cold are expected
(c) Global warming may trigger changes in water quality that will likely have an adverse effect on many freshwater species and their ecosystems.
(d) Many experts predict that inadequate education, health care, public health programs, and economic development may lead to health crises
(e) Overall food production is predicated to rise when temperate increases beyond 1 to 3 C

Question Score: 0 of 1 pt       Test Score: 55% (11 of 20 pts)
In what way does Novica support social sustainability?
(a) They encourage artistic and economic growth in developing nations
(b) They founded the fair-trade movement
(c) They sponsor worker education programs
(d) They strive to wipe out child slavery
(e) They promote a safe, healthy workplace

Question Score: 0 of 1 pt       Test Score: 55% (11 of 20 pts)
At what part of environmental sustainability was the “Cash for Clunkers” program aimed?
(a) Pure water
(b) Clean air
(c) Biodiversity
(d) Waste management
(e) Green jobs

Pretend that you are the manager of Clover Valley Dairy, which has no market research specialist. As manager, you must evaluate the situation of the company. Your reply should include answers to the three “Questions for Discussion” found at the end of the case study, and should also explore the purpose of the research, definition of the problem, and the design of the study. Evaluation of the cost/value of the research should also be included.

 

In the fall of 1978, Vince Roth, General Manager of the Clover Valley Dairy Company, was considering whether a newly developed multipack carrier for yogurt was ready for market testing and, if so, how it should be tested.

 

Since 1930, the Clover Valley Dairy Company had sold, under the trade name Valleyview, milk, ice cream, and other milk by-products—such as yogurt, cottage cheese, butter, skim milk, buttermilk, and cream—in Camden, New Jersey. The raw milk was obtained from independent farmers in the vicinity of Camden and was processed and packaged at the Clover Valley Dairy.

 

Clover Valley’s sales had grown steadily from 1930 until 1973 to an annual level of $3.75 million. However, between 1973 and 1977, a series of milk price wars cut the company’s sales to $3.6 million by 1977. During this time, a number of other independent dairies were forced to close. At the height of the price wars, milk prices fell to 75 cents per half-gallon. In the spring of 1977, an investigation of the milk market in Camden was conducted by the Federal Trade Commission and by Congress. Since then, prices had risen so that Clover Valley had a profit for the year to date.

 

Clover Valley served approximately 130 grocery store accounts, which were primarily members of a co-operative buying group or belonged to a 10-store chain that operated in the immediate area. Clover Valley no longer had any major chain accounts, although in the past they had sold to several. Because all three of the major chains operating in the area had developed exclusive supply arrangements with national or regional dairies, Clover Valley was limited to a 30 percent share of the Camden area dairy product market.

 

Although Clover Valley had a permit to sell its products in Philadelphia, a market six times the size of Camden, management decided not to enter that market and instead concentrated on strengthening their dealer relationships. In addition, it was felt that, if a price war were to ensue, it might extend from Philadelphia into the Camden area.

 

Read the two Wall Street Journal articles:

• Campbell Rethinks Soup as It Prepares to Enter Russia and China (PDF)
• Campbell Soup To Exit Russia (PDF)

Question 1: Why did Campbell’s soup fail to attract the Russian soup market in spite of favorable initial market research results and a seemingly suitable product for the targeted market? (Response length: 1 paragraph)

• Instructions: Identify, define, apply, and underline three (3) relevant concepts from chapters 1, 3, 4, and/or 8 in your response to question 1. Avoid vague generalizations. Be specific and stick to what the question is asking. Avoid irrelevant arguments.  Be sure to analyze this issue from the viewpoint of international marketing strategy (segmentation, target market, product development, marketing research, etc.) and the marketing environment.

Question 2: What could the Campbell’s soup company have done differently to successfully attract Russian consumers to its product? (Response length: 1 paragraph)

• Instructions: Be specific and use accurate terminology to describe your strategic recommendation. For example, if you recommend a product formulation change, then you should use product strategy-related terminology.

Question 3: Why would your proposed solution improve Campbell’s chances of success? (Response length: 1 paragraph)

• Instructions: Identify, define, apply, and underline two (2) relevant concepts from chapters 1, 3, 4, and/or 8 in your response to question 3. Avoid vague generalizations. Be specific and stick to what the question is asking. Avoid irrelevant arguments.  Be sure to analyze this issue from the viewpoint of international marketing strategy (segmentation, target market, product development, marketing research, etc.)

Formatting:

1. 1-inch margins, single-spaced 10- or 11-point Arial font.
2. Label each section of your paper using the question numbers (1, 2, 3, etc).
3. Proofread. Each and every spelling error, grammar error, and/or incorrect term usage after the fifth (5th) occurrence will incur a 1 point deduction from the total assignment score.

*Feedback and grades will be posted within 1-2 weeks of your submission.

Remember:

Use clear, concise sentences in your postings. Think through your ideas. Check grammar and spelling.

***NO PLAGIARIZING, TURN IT IN WILL BE USED***

The purpose of the Core Assessment is to introduce students to database analysis in consumer behavior, and decision making based on data (CLO 2, 3, 4 & 5).  Students will:

• Use the Student Data File located in the student file folder.
• Analyze the data and explain the marketing implications as it relates to using customer profiles for future marketing strategy.

Directions

Use the DDB Life Style StudyTM Data  located in the student data files to analyze the following questions:

1. What characterizes individuals who feel they have acquired too much debt (DDB Tables 1B through 7B)? What are the marketing implications of this?  What are the regulatory implications of this?
2. Using DDB Table 1B through 7B, what characterizes people committed enough to favorite brands to resist other brands when they are on sale?  What are the marketing implications of this?

Using the questions provided, please write a 2-3 page report (in essay format) detailing your analysis of the case. Use the following format:

• Double-spaced Microsoft Word document using 1 inch left and right margins.
• Formatted following APA formatting rules.
• Integrate Consumer behavior theory from the textbook and other sources.
• Provide a reference page and in-text citations.
• Enter page numbers on all pages, including the first page.
• Spell check and proofread your report