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This exam was turned in on time on Sunday, March 27 at 2:45 PM
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Whitney submitted this Attempt On time on Sunday, March 27 at 2:45 PM Whitney spent 11 days 19 hours 32 minutes taking the Attempt
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1. What are the three selective processes that we use to gather and intrepret information?  Please give examples.
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Whitney's answers
Selective exposure: we notice what interests us. If an ad or a commercial doesn't catch our eye we won't pay attention to it, therefore not buying the product. Selective perception: if what they are advertising conflicts with what we believe in, we block that out and won't look into the products being advertised. Selective retention: If what we see is not worth remembering to us, we won't remember the product being offered. Therefore, if the product is not catchy, we won't remember it well enough to buy it.
Word count: 86 words
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2. List three examples of the types of modern life cycles stages and give an example of something that would purchase.

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3. What are three types of problem solving levels? please give examples.
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Whitney's answers
Routinized problem solving is when a customer regularly selects a particular way of satisfying a need when it occurs. An example of this would be when someone has had a problem and found a way to fix it, therefore using this procedure routinely in other problems. Limited problem solving is used when some effort is required in deciding the best way to satisfy a need. For example, I already know I like Nike Shox, but the sales person at Lady Footlocker shows me the 10 different styles of Shox that they carry and I use this to make my decision. Only a little effort was put in to this decision. Extensive problem solving is when someone puts much effort into deciding how to satisfy a need. An example of this would be buying a new car. A car is a major purchase and would need to be very well planned and thought out.
Word count: 153 words
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4.  Identify the 6 step process of the adoption process.
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Whitney's answers
The six step process of the adoption process goes as follows: 1.) Awareness: a potential customer knows a little bit about the product but lacks detail, or may not even how it works at all. 2.) Interest: if the customer does become interested, they will collect some basic information and facts about the product. 3.) Evaluation: the customer may think about giving the prodcut a try, even playing it out in their minds to apply it to their own personal situation. 4.) Trial: the customer might buy the product to experiment with it. 5.) Decision: the consumer decides to either buy it(adopt) or leave it where its at(rejection). 6.) Confirmation: the customer will continue to re-evaluate their decision to buy and look for support on their decision.
Word count: 123 words
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5. Explain what is meant by a hierarchy of needs and provide and examples of one or more products that enable you to satisfy each of the four levels on need.
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Whitney's answers
A hierarchy of needs shows what customers need or want. Each customer is unique in their wants/needs. A hierarchy could also show businesses what and how to advertise their products for people who's needs are on the chart. An example that could enable you to satisfy your personal needs could be a commercial of a beautiful woman wearing a pair of shoes. The consumer may think by buying those shoes, they will look as beautiful as the woman wearing them in the ad. Invisalign commercials is a way that advertisers could help people meet their need for acceptance by others, friendship, etc. ADT home services commercials are a good way to inform families of the need to be safe and feel protected. Tempurpedic mattress ads could give satisfaction of a good night's rest in physiological needs.
Word count: 136 words
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6. Identify the different roles and  explain and give a real life example of one the barriers that that any of these roles can create.
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7. Identify the three types of organizational buying processes and give examples of each.

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Whitney's answers
The three types of organizational buying processes are new task buying, straight rebuy, and modified rebuy. New task buying is when a customer organization has a new need and wants a lot of information. Once a product is wanted for selling, product specifications have to be set, sources of supply need to be evaluated, and an order of routine needs to be established. Straight rebuy is a routine repurchase that can be made many times before. A modified rebuy is the in between process where some review of the buying system is done.
Word count: 93 words
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8. What is the Foreign Corrupt Practices Act?
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Whitney's answers
The Foreign Corrupt Practices Act was passed by Congress in 1977. This act outlawed US firms from offering bribes to foreign countries. If it is found that a bribe was used, harsh penalties apply. In 1988 small money payments were allowed to take place if it was custom to the country that was being dealt with.
Word count: 56 words
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9. What is reciprocity and is ethical? Give an example to justify your answer.
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Whitney's answers
Reciprocity is when two organziations agree to buy and sell only from each other. It could be seen as both ethical and unethical in my opinion. We all want to repay "debts" and when a person with the other company does something generous for you, you want to give back. This is where reciprocity could be deemed ethical. For instance, my company wants to do business with another company. I invite the potential partner to dinner and at the end of the meal I pay for the check. I am doing this not only to be nice, but also because I am trying to rope in this new partner. Businesses do this in hopes of the other company returning the favoy by deciding to work with them, partner with them, etc.
Word count: 131 words
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10.  Explain why a customer might be willing to work more cooperatively with a small number of suppliers rather than pitting suppliers in a competition against each other. Give an example that illustrates your points.
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Whitney's answers
A customer may be more willing to work with a small number of suppliers instead of suppliers in competition because it would be less competition to handle. Also, if a customer is already comfortable with buying from their small suppliers there is no need to venture out into the more competitive side of buying.
Word count: 54 words
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11. List the 5 steps of the Marketing Research Process.
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Whitney's answers
1.) Defining the problem 2.) Analyzing the situation 3.) Getting problem specific data 4.) Interpreting that data 5.) Solving the problem
Word count: 17 words
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12. Define and give an example of secondary data?
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Whitney's answers
Secondary data is information that has been collected or published already. An example of secondary data would be information from libraries.
Word count: 21 words
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Explain the difference between Quantitative and Qualitative Research?
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Whitney's answers
Quantitative research involves structured responses that could be shown in number form. For example, percentages, averages, or other forms of statistics would be seen as quantitative research. Qualitative research involves seeking in depth, open ended questions. Short, yes, no questions are not part of qualitative research.
Word count: 46 words
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Identify three types of surveys and give an advantage and disadvantage of both.
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Whitney's answers
Mail and online surverys are very common and convenient. But, a disadvantage of these types of surveys is the response rate; many people don't complete them. Telephone surveys are very fast and effective. They are also very popular. However, a disadvantage of telephone surveys are that customers sometimes find them intrusive and sometimes they aren't able to be sure who it is that is calling and how their information is being used. Personal interview surveys can be very in depth and its easier to get and keep the respondent's attention. Complicated directions are also easily explained and sometimes even better responses are given. Personal surveys are usually more expensive than the other two types, sometimes people answer questions in a way that will help the interviewer.
Word count: 126 words
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Define response rate  and discuss why a marketing manager might be concerned with about the response rate achieved in a particular survey. Give an example.
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Whitney's answers
Response rate is the percent of people contacted in a research sample who complete the questionnaire. Marketing managers may be concered with the response rates because they may be low, not because no one liked the prodcut being questioned, but because no one wanted to fill them out. The results may also be misleading because of the age groups being interviewed. Getting the questionnaire back can also take up to a month to return.
Word count: 74 words
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List the Four types of consumer product classes and give an example.
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Whitney's answers
1.) Convenience: Potato chips, chocolate milk. 2.) Shopping: household appliances 3.) Specialty: certain brand of toilet paper 4.) Unsought: something the customer hasn't thought of buying or doesn't know that it is out on the market at all. An example of something a customer hasn't thought of buying could be a burial plot.
Word count: 50 words
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Define Heterogeneous shopping products and why is it so important to retailers to have this characteristic? 
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Whitney's answers
Heterogeneous shopping products are products that the customer sees as diffrent and wnats to inspect for quality and suitability. For retailers it is important to have these types of products because they can give them an advantage over some other competition. These heterogeneous products can set retaliers apart from others.
Word count: 50 words
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Identify the 5 levels of brand familarity.
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Whitney's answers
1.)Rejection: customers refusing to buy something unless the image is changed. 2.)Non-recognition: consumers don't recognize the brand at all. 3.)Recognition: the customers remember the brand. 4.)Preference: the customer continues to choose one company's brand over another's of the same type of product. 5.)Insistence: customers insist on a company's branded product and will search to find it.
Word count: 52 words
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Is there any difference between a brand name and a trademark? If so, why is this difference important?
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Whitney's answers
A brand name is is a word, letter, or a group of words or letters describing a product. A trademark is the words, symbols, or marks that are legally registered for use by a single company. The difference between the two is that a trademark is a legal term, and a brand name is not.
Word count: 55 words
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In the past ,Sears emphasized its own dealer brands. Now it is carrying more well known manufacturer brands. What are the benefits to Sears of carrying more manufacturer brands?
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Whitney's answers
More selection, more diversity can offer more customers. It can also give a wider customer base. With more selection, you would most likely have all of these.
Word count: 27 words

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