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Chapter 5Business Marketing Planning: Strategic Perspectives
MULTIPLE CHOICE
a. | functional |
b. | corporate |
c. | business-level |
d. | product |
e. | divisional |
ANS: B PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Strategy | R&D Managing strategy & innovation
a. | functional |
b. | corporate |
c. | business-level |
d. | product |
e. | divisional |
ANS: C PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Strategy | R&D Managing strategy & innovation
a. | functional |
b. | corporate |
c. | business-level |
d. | product |
e. | divisional |
ANS: A PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Strategy | R&D Managing strategy & innovation
a. | strategic business unit |
b. | market segment |
c. | sub-business center |
d. | divisional organizational scheme |
e. | sector unit |
ANS: A PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Strategy | R&D Managing strategy & innovation
a. | are typically centered in a single functional area (e.g., in marketing or in R&D). |
b. | are often characterized by conflict that often divides participants in the strategy formulation process. |
c. | involve negotiation and compromise among partisan participants. |
d. | all of the above |
e. | (b) and (c) only |
ANS: E PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Strategy | R&D Managing strategy & innovation
a. | bickering within a single functional area. |
b. | issues surrounding sales territories. |
c. | turf issues. |
d. | thought world differences. |
e. | both (c) and (d) |
ANS: E PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Strategy | R&D Managing strategy & innovation
a. | is strictly prescribed by the organizational chart. |
b. | evolves during the strategy development process. |
c. | varies from one strategy situation to another. |
d. | all of the above |
e. | (b) and (c) only |
ANS: E PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Strategy | R&D Managing strategy & innovation
a. | responsible |
b. | approve |
c. | consult |
d. | implement |
e. | inform |
ANS: B PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Strategy | R&D Managing strategy & innovation
a. | responsible |
b. | approve |
c. | consult |
d. | implement |
e. | inform |
ANS: A PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Strategy | R&D Managing strategy & innovation
a. | Because different functions are rewarded for different things. |
b. | Because each function often reflects a unique orientation or thought world. |
c. | Because some functions are oriented toward short-term objectives while others center on long-term goals. |
d. | All of the above. |
e. | (a) and (c) only. |
ANS: D PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Strategy | R&D Managing strategy & innovation
a. | core strategy. |
b. | strategic resources. |
c. | customer interface. |
d. | value network |
e. | negotiated outcomes. |
ANS: E PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Strategy | R&D Managing strategy & innovation
a. | business mission. |
b. | product scope. |
c. | market scope. |
d. | basis for differentiation. |
ANS: A PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Strategy | R&D Managing strategy & innovation
a. | The business mission. |
b. | The product scope. |
c. | The market scope. |
d. | All of the above. |
e. | (b) and (c) only. |
ANS: E PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Strategy | R&D Managing strategy & innovation
a. | the business mission. |
b. | the product scope. |
c. | the basis for differentiation. |
d. | the core process processes. |
ANS: D PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Strategy | R&D Managing strategy & innovation
a. | Relationship dynamics. |
b. | Core processes. |
c. | Pricing structure. |
d. | All of the above. |
e. | (a) and (c) only. |
ANS: E PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Strategy | R&D Managing strategy & innovation
a. | suppliers. |
b. | coalitions. |
c. | strategic alliance partners. |
d. | customers. |
ANS: D PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Strategy | R&D Managing strategy & innovation
a. | a value network. |
b. | relationship dynamics |
c. | a strategic asset. |
d. | a market scope. |
ANS: A PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Strategy | R&D Managing strategy & innovation
a. | responsible |
b. | approve |
c. | consult |
d. | implement |
e. | inform |
ANS: C PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Strategy | R&D Managing strategy & innovation
a. | responsible |
b. | approve |
c. | consult |
d. | implement |
e. | inform |
ANS: E PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Strategy | R&D Managing strategy & innovation
a. | fulfillment and support. |
b. | information and insight. |
c. | relationship dynamics. |
d. | pricing structure. |
ANS: A PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Strategy | R&D Managing strategy & innovation
a. | fulfillment and support. |
b. | information and insight. |
c. | relationship dynamics. |
d. | pricing structure. |
ANS: B PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Strategy | R&D Managing strategy & innovation
a. | Superior service or technical assistance. |
b. | Superior quality. |
c. | Lowest price among competitors. |
d. | All of the above. |
e. | Only a and b. |
ANS: E PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Strategy | R&D Managing strategy & innovation
a. | Strategic assets |
b. | Core competencies |
c. | Core processes |
d. | Core strategies |
e. | Customer interfaces |
ANS: B PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Strategy | R&D Managing strategy & innovation
a. | Core competencies |
b. | Strategic assets |
c. | Core processes |
d. | Core strategies |
e. | Customer interfaces |
ANS: B PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Strategy | R&D Managing strategy & innovation
a. | Core competencies |
b. | Core strategies |
c. | Core processes |
d. | Value networks |
e. | Customer interfaces |
ANS: A PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Strategy | R&D Managing strategy & innovation
a. | Corporate strategy |
b. | Competitive strategy |
c. | Functional strategy |
d. | All of the above. |
e. | Only a and c. |
ANS: E PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Strategy | R&D Managing strategy & innovation
a. | Assess market attractiveness. |
b. | Assess competitive effectiveness. |
c. | Formulate the firms overall value proposition. |
d. | All of the above. |
e. | Only a and b. |
ANS: D PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Strategy | R&D Managing strategy & innovation
a. | marketing strategy center. |
b. | buying center. |
c. | value network. |
d. | target market. |
e. | core business. |
ANS: A PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Strategy | R&D Managing strategy & innovation
a. | The fostering of a shared appreciation of other functional units. |
b. | Minimization of interdepartmental conflict. |
c. | Elimination of interdependencies between functional units. |
d. | All of the above. |
e. | Only a and b. |
ANS: E PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Strategy | R&D Managing strategy & innovation
a. | Customer benefits, configuration, and company boundaries. |
b. | Firm benefits, configuration, and functional boundaries. |
c. | Customer benefits, configuration, and functional boundaries. |
d. | Core strategies, strategic resources, and value networks. |
ANS: A PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Strategy | R&D Managing strategy & innovation
a. | value network |
b. | balanced scorecard |
c. | customer interface |
d. | financial audit |
e. | core business strategy |
ANS: B PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Strategy | R&D Managing strategy & innovation
a. | Financial. |
b. | Customer. |
c. | Internal business processes. |
d. | Learning and growth. |
e. | All of the above. |
ANS: E PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Strategy | R&D Managing strategy & innovation
a. | Lowest total cost. |
b. | Complete customer solutions. |
c. | Product innovation. |
d. | All of the above. |
e. | Only a and c. |
ANS: D PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Strategy | R&D Managing strategy & innovation
a. | Market share. |
b. | Customer acquisition. |
c. | Customer retention. |
d. | All of the above. |
e. | Only b and c. |
ANS: D PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Strategy | R&D Managing strategy & innovation
a. | They create and deliver the value proposition for customers. |
b. | They create and support interfirm supply chain teams. |
c. | Both a and b. |
d. | Neither a or b. |
ANS: A PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Strategy | R&D Managing strategy & innovation
a. | human capital. |
b. | information capital. |
c. | organizational capital. |
d. | All of the above. |
e. | Only b and c. |
ANS: D PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Strategy | R&D Managing strategy & innovation
a. | value network |
b. | marketing strategy center |
c. | strategy map |
d. | strategic alignment |
e. | positioning map |
ANS: C PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Strategy | R&D Managing strategy & innovation
TRUE/FALSE
ANS: F PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Strategy | R&D Managing strategy & innovation
ANS: T PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Strategy | R&D Managing strategy & innovation
ANS: F PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Strategy | R&D Managing strategy & innovation
ANS: T PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Strategy | R&D Managing strategy & innovation
ANS: F PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Strategy | R&D Managing strategy & innovation
ANS: T PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Strategy | R&D Managing strategy & innovation
ANS: T PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Strategy | R&D Managing strategy & innovation
ANS: T PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Strategy | R&D Managing strategy & innovation
ANS: F PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Strategy | R&D Managing strategy & innovation
ANS: T PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Strategy | R&D Managing strategy & innovation
ANS: F PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Strategy | R&D Managing strategy & innovation
ANS: T PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Strategy | R&D Managing strategy & innovation
ANS: T PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Strategy | R&D Managing strategy & innovation
ANS: T PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Strategy | R&D Managing strategy & innovation
ANS: T PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Strategy | R&D Managing strategy & innovation
ANS: T PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Strategy | R&D Managing strategy & innovation
ANS: F PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Strategy | R&D Managing strategy & innovation
ANS: T PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Strategy | R&D Managing strategy & innovation
ANS: F PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Strategy | R&D Managing strategy & innovation
ANS: T PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Strategy | R&D Managing strategy & innovation
ANS: F PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Strategy | R&D Managing strategy & innovation
COMPLETION
ANS: thought-worlds
PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Strategy | R&D Managing strategy & innovation
ANS: decision-making
PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Strategy | R&D Managing strategy & innovation
ANS: business concept
PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Strategy | R&D Managing strategy & innovation
ANS: Core strategy
PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Strategy | R&D Managing strategy & innovation
ANS: Strategy map
PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Strategy | R&D Managing strategy & innovation
ANS: Customer value proposition
PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Strategy | R&D Managing strategy & innovation
ANS: Harvest
PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Strategy | R&D Managing strategy & innovation
ESSAY
ANS:
n/a
PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Strategy | R&D Strategic & systems skills
ANS:
n/a
PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Strategy | R&D Strategic & systems skills
ANS:
n/a
PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Strategy | R&D Strategic & systems skills
ANS:
n/a
PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Strategy | R&D Strategic & systems skills
ANS:
n/a
PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Strategy | R&D Strategic & systems skills
ANS:
n/a
PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Strategy | R&D Strategic & systems skills
Chapter 11Supply Chain Management
MULTIPLE CHOICE
a. | warehousing. |
b. | transportation. |
c. | materials handling. |
d. | all of the above. |
e. | (a) and (b) only. |
ANS: D PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Distribution | R&D Managing logistics & technology
a. | requires that firms in the supply chain share sensitive and proprietary information about customers and corporate plans. |
b. | creates excess inventory in the pipeline leading to the customer. |
c. | involves higher transportation and handling costs. |
d. | all of the above. |
e. | (b) and (c) only |
ANS: A PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Distribution | R&D Managing logistics & technology
a. | waste reduction |
b. | unit cost reduction |
c. | flexible response |
d. | all of the above |
e. | (a) and (b) only |
ANS: D PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Distribution | R&D Managing logistics & technology
a. | time compression |
b. | waste reduction |
c. | unit cost reduction |
d. | flexible response |
e. | inventory reduction |
ANS: D PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Distribution | R&D Managing logistics & technology
a. | higher profit margins. |
b. | enhanced cash flow. |
c. | higher order-to-delivery cycle time. |
d. | all of the above. |
e. | (a) and (b) only. |
ANS: E PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Distribution | R&D Managing logistics & technology
a. | demand is less predictable for innovative products. |
b. | attention centers on capturing high profits during peak demand periods for the innovative product. |
c. | minimizing inventory costs is not a major concern with innovative products. |
d. | all of the above |
e. | (a) and (b) only |
ANS: D PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Distribution | R&D Managing logistics & technology
a. | minimize logistics and inventory costs. |
b. | assure low-cost manufacturing. |
c. | adapt production capacity to uncertain demand patterns. |
d. | all of the above |
e. | (a) and (b) only |
ANS: E PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Distribution | R&D Managing logistics & technology
a. | One objective of a JIT system is to eliminate waste of all kinds from the production process. |
b. | Because JIT attempts to relate purchases to production requirements, the typical order size increases. |
c. | A significant effect of JIT purchasing has been the drastic reduction in the number of suppliers utilized by manufacturers. |
d. | Suppliers find that relationships with JIT customers are longer lasting. |
e. | both (b) and (c) |
ANS: B PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Distribution | R&D Managing logistics & technology
a. | the typical order size shrinks. |
b. | more frequent deliveries are required. |
c. | relationships with JIT customers are longer lasting and often formalized with a written contract that may span up to five years. |
d. | all of the above |
e. | (b) and (c) only |
ANS: D PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Distribution | R&D Managing logistics & technology
a. | order processing |
b. | customer service |
c. | production planning |
d. | inventory management |
e. | information management |
ANS: A PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Distribution | R&D Managing logistics & technology
a. | seeks to minimize the cost associated with each logistical activity in the firm. |
b. | attention centers on minimizing transportation costs. |
c. | attention centers on minimizing inventory costs. |
d. | recognizes that a decision made for one logistical variable affects all or some of the other logistics variables. |
e. | recognizes the importance of minimizing fixed facility (warehouse) costs. |
ANS: D PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Distribution | R&D Managing logistics & technology
a. | number of products handled. |
b. | total distribution costs. |
c. | inventory movement per warehouse facility. |
d. | the level of logistical service provided to customers. |
e. | both (a) and (d) |
ANS: D PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Distribution | R&D Managing logistics & technology
a. | provide the same level of logistical service to all customers. |
b. | adjust the level of logistical service for different segments based on requirements of the product type. |
c. | adjust the level of logistical service for different segments based on requirements of the customer. |
d. | all of the above. |
e. | (b) and (c) only. |
ANS: E PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Distribution | R&D Managing logistics & technology
a. | increases the distributors inventory carrying costs. |
b. | creates stockouts at the distributor level. |
c. | damages channel relations. |
d. | all of the above |
e. | (a) and (c) only |
ANS: D PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Distribution | R&D Managing logistics & technology
a. | merchant |
b. | mobile |
c. | fixed |
d. | third party |
e. | private |
ANS: D PTS: 1
NAT: AACSB Reflective Thinking | CB&E Model Distribution | R&D Managing logistics & technology
a. | lower variable costs for product movement. |
b. | higher customer service levels. |
c. | higher investments in inventory. |
d. | all of the above |
e. | (a) and (c) only |
ANS: B
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