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Laura's final grade is 90/100, A (90%)
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This exam was turned in on time on Tuesday, March 22 at 5:25 PM
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Laura submitted this Attempt On time on Tuesday, March 22 at 5:25 PM Laura spent 1 hour 59 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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Laura's answers
The three selective processes are Selective exposure, Selective perception, and Selective retention. An example of Selective exposure would be a pop up ad on a website. Modifying ideas, messages, and information would be an example of selective perception. A good example of selective retention would be remembering what soda you bought yesterday, or remembering the food at a resturaunt was bad.
Word count: 61 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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Laura's answers
Three examples of the modern life cycle would be a young single person without children, a young single person with children, and a young married person without children. The one thing they would buy would be a sensible car that would be cheap on gas.
Word count: 45 words
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3. What are three types of problem solving levels? please give examples.
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Laura's answers
Routinized response behavior would be one of the three problem solving levels, a good example of this would be a person who plays video games all the time would buy the latest game without caring about the price. Another level is limited-problem solving which means the person who buys the game will put some effort on the decision to purchase the game. And the last level would be Extensive problem solving, a good example would be the gamer would check out off the possibilities and try to get the best price and quality before purchasing a game or computer.
Word count: 99 words
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4.  Identify the 6 step process of the adoption process.
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Laura's answers
The six step process of the adoption process is: 1. awareness- a person may come to know about the product but little details. 2. Interest-when the customer comes interested he may gather information on that product. 3. Evaluation-the customer starts thinking how he can use this product in his life. 4. Trail- A customer may buy this product and try it out. 5. Decision-the customer decides weather or not to buy the product. 6. Confirmation-the customer might ask his friends about the product and if he should buy the product.
Word count: 90 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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Laura's answers
Hierarchy of needs is the argument among psychologists that a person may have several reasons for buying at the same time. Examples: physiological needs, food liquid, rest, or sex; milk would be a product. Safety needs-protection and physical well being; security system would be a product. Social needs-love, friendship, status, acceptance of other. Facebook would be a product. Personal needs-self esteem, accomplishment, fun, freedom. make up for women would be a product.
Word count: 72 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.
(5pts)
Laura's answers
The different roles would be buyers, Users, Gatekeepers, Deciders, and Influencers. The users are the production workers or supervisors. the Influencers are engineering or R and D people who help write specifications. Buyers are purchasing managers who work with suppliers. Deciders are the people who control the flow of information within the organization. And Gatekeepers are people who control the flow of information within the organization. A real life example of one of the barriers could create is that this is a long process and it could take a month or longer for a vacuum cleaner company to produce a new vacuum cleaner.
Word count: 102 words
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7. Identify the three types of organizational buying processes and give examples of each.

(5pts)
Laura's answers
New task buying occurs when a customer organization has a new need and wants a great deal of information; an example would be Home depot. Straight re buy is a routine purchase that may have been made many times before; and example would be a small hardware store. Modified re buy is the in between process where some review of the buying situation is done. Wal Mart would be a good example of this. So the three types of organizational buying processes are task buying, straight rebuying, and modified rebuying.
Word count: 90 words
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8. What is the Foreign Corrupt Practices Act?
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Laura's answers
The Foreign Corrupt Practices Act was passed by Congress in 1977, prohibits U.S firms from paying bribes to foreign officials. A person who pays bribes, or authorizes an agent to pay them, can face stiff penalties.
Word count: 36 words
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9. What is reciprocity and is ethical? Give an example to justify your answer.
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Laura's answers
Ethical applies to all aspects of business conduct and is relevant to the conduct of individuals and entire organizations. Reciprocity is the actions of indivuals that can be taken in a positive or negative way. Example: the ethical thing in a business is to not take bribes, the reciprocity is the action to not take a bribe.
Word count: 57 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.
(5pts)
Laura's answers
Many firms with close relationships with their suppliers can expect more in return. The supplier can also meet needs better and create a more competitive advantage. The partnership between AlliedSignal and Betz Labatories would be a good example of a close relationship company.
Word count: 43 words
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11. List the 5 steps of the Marketing Research Process.
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Laura's answers
The 5 steps of the Marketing Research Process will be Define the problem-the most difficult step. Analyze situation-an informal study of what information is already available in the problem area. Gather problem-specific data collecting specific primary data , Interpret the data deciding what the data that has been collected means, and Solve the problem which is the last step, the managers uses the research to make decisions.
Word count: 67 words
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12. Define and give an example of secondary data?
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Laura's answers
Secondary data is information that has already been collected or published. Secondary data may provide answers or some background.
Word count: 19 words
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Explain the difference between Quantitative and Qualitative Research?
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Laura's answers
Qualitative research seeks in dept, open ended responses, not yes or no answers while Quantitative research seeks structured responses that can be summarized in numbers, like percentages, averages, or other statistics.
Word count: 31 words
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Identify three types of surveys and give an advantage and disadvantage of both.
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Laura's answers
Mail and on line surveys can be convenient but many people does not complete them. Telephone surveys are fast and effective but many customers find these surveys to be intrusive. Personal interview surveys can be in depth but the questions can affect the customer's responses.
Word count: 45 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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Laura's answers
Response rate is the percentage of people contacted who complete the survey. The results can be misleading if the respondents are not representative. Mail and E mail surveys are good examples of the response rate.
Word count: 35 words
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List the Four types of consumer product classes and give an example.
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Laura's answers
Consumer product classes are divided into four groups: Convenience products which are staples; Shopping products which are tv, washing machines, and computers; Specialty products which are any name brand products ( Niki shoes, or Aeropostol cloths ); and Unsought product which are life insurances or gravestones.
Word count: 46 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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Laura's answers
Heterogeneous shopping products are shopping products the customer sees as different and wants to inspect for quality and suitability. The customers will ask friends to refer them to a specific place or ask them where they bought this item.
Word count: 39 words
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Identify the 5 levels of brand familarity.
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Laura's answers
Five levels of brand familarity are rejection, non recognition, recognition, preference, and insistence.
Word count: 13 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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Laura's answers
Yes, A trademark is the legal aspect of a brand name. The difference is important because no one can use that particular name without paying the company for it's use.
Word count: 30 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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Laura's answers
It is important for Sears to carry more manufacturer brands because the customers will know if they need that specific brand they can go to a near by Sears and get good quality instead of going miles out of there way to get the same product.
Word count: 46 words

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