1. Welcome to Created for Marketing, 8th Ed., by Lamb, Hair and McDaniel South-Western/Thomson Learning Chapter 1 - An Overview of Marketing Created by John T. Drea, Western Illinois University Click here to start

2. BasicTerms Odds & Ends Welcome to Orientation! Of the following... Go to Round 2 Click on a point value to select an answer Relationships Select another chapter Go to Final Challenge! Who Wants to Be a Marketer? Round 1 Chapter 1 – An Overview of Marketing 100 200 300 400 500 100 200 300 400 500 100 200 300 400 500 100 200 300 400 500 100 200 300 400 500

3. Whoops! You’ve clicked on an area other than a point value or button. Please click below to return to the main answer board. Click to Return to the Answer Board

4. Basic Terms - 100 points Answer: It is the feeling a customer has that a product has met or exceeded expectations. Question:What is customer satisfaction? Back to the answer board

5. Basic Terms - 200 points Answer:It is the name of the strategy that focuses on creating long-term partnerships with customers. Question:What is relationship marketing? Back to the answer board

6. Basic Terms - 300 points Answer:It is defined as the ratio of benefits to the sacrifice necessary to achieve those benefits. An example can be found in the efforts of auto brands like Lexus. Question:What is customer value? Back to the answer board

7. Basic Terms - 400 points Answer: It is the delegation of authority to solve customer problems quickly - usually by the first person the customer notifies concerning a problem. Question:What is empowerment? Back to the answer board

8. Basic Terms - 500 points Answer: It is the term used to describe collaborative efforts of people to accomplish common objectives. Question:What is teamwork? Back to the answer board

9. Welcome to Orientation! - 100 points (answers/questions concerning marketing management philosophies) Answer: This “orientation” is based on the idea that people will buy more if aggressive sales techniques are used. Question:What is a sales orientation? Back to the answer board

10. Welcome to Orientation! - 200 points (answers/questions concerning marketing management philosophies) Answer: This “orientation” is based not on an aggressive sales force, but rather on a customer’s decision to purchase a product. Further, it states that perceived customer value defines a business. Question:What is a market orientation? Back to the answer board

11. Welcome to Orientation! - 300 points (answers/questions concerning marketing management philosophies) Answer: Of the following, it is the one that is not one of the four marketing management orientations discussed. –Marketing orientation –Sales orientation –Management orientation Question:What is a management orientation? Back to the answer board

12. Welcome to Orientation! - 400 points (answers/questions concerning marketing management philosophies) Answer: This “orientation” is a philosophy that focuses on the internal capabilities of the firm (as opposed to the needs and desires of consumers.) Question:What is a production orientation? Back to the answer board

13. Welcome to Orientation! - 500 points (answers/questions concerning marketing management philosophies) Answer: This “orientation” is the idea that an organization exists not just to satisfy customer wants and needs and to meet organizational objectives - it should also benefit society’s long term best interests. Question:What is a societal marketing orientation? Back to the answer board

14. Of the following… - 100 points Answer: Of the following orientations, it is the one most closely associated with questions like “What can our engineers design?” and “What is easy to produce, given our equipment?” –Market orientation –Production orientation –Sales orientation Question:What is a production orientation? Back to the answer board

15. Of the following… - 200 points Answer: Of the following orientations, it is the one most closely associated with a question like “What ad campaign will encourage more customers to buy our products?” –Market orientation –Production orientation –Sales orientation Question:What is a sales orientation? Back to the answer board

16. Of the following… - 300 points Answer: Of the following orientations, it is the one most closely associated with a question like “What is in the long run best interests of society” –Market orientation –Social marketing orientation –Sales orientation Question:What is a social marketing orientation? Back to the answer board

17. Of the following… - 400 points Answer:Of the following, the marketing orientation Wal-Mart started out using when it entered the Japanese market. –Production –Sales –Market Question:What is a market orientation? Back to the answer board

18. Of the following… - 500 points Answer: Of the following, when employees are authorized to handle customer problems without management approval. –teamwork –empowerment –customer-oriented personnel. Question:What is empowerment? Back to the answer board

19. Relationships - 100 points (answers/questions concerning customer relations) Answer: Under this marketing strategy, costs frequently fall because serving existing customers is less expensive than attracting new customers. Question:What is relationship marketing? Back to the answer board

20. Relationships - 200 points (answers/questions concerning customer relations) Of the following, it is the one that is NOT associated with a successful relationship marketing strategy. –Customer-oriented personnel –Empowerment –Large advertising campaign Question:What is a large advertising campaign? Back to the answer board

21. Relationships - 300 points (answers/questions concerning customer relations) Answer: This plays a large role in the relationship marketing strategies of companies on Fortune’s list of 100 best companies to work for. Question:What is training? Back to the answer board

22. Relationships - 400 points (answers/questions concerning customer relations) Answer: Four strategies companies use to build their relationship marketing programs. Question:What are customer- oriented personnel, training, empowerment, and teamwork Back to the answer board

23. Relationships - 500 points (answers/questions concerning customer relations) Answer: How much more expensive it is to acquire a new customer than to keep a current customer (according to AMR Research, Inc.) Question:What is 10 times as expensiveto acquire a new customer? Back to the answer board

24. Odds & Ends - 100 points Answer: It is both an organizational function and a set of processes for creating and delivering value to customers. Question:What is marketing? Back to the answer board

25. Determine how much of your total you want to wager, then click below. Go to the Open Challenge Question!

26. Odds & Ends - Open Challenge Answer:It is the concept which states that the social and economic justification for an organization’s existence is the satisfaction of customer wants and needs while meeting organizational objectives (such as profit.) Question:What is the marketing concept? Back to the answer board

27. Odds and Ends - 300 points Answer: Between attracting new customers and retaining existing customers, it is the one that relationship marketing focuses on: Question:What is retaining existing customers? Back to the answer board

28. Odds and Ends - 400 points Answer: Between a marketing orientation and a sales orientation, it is the one that would be most closely associated with the following statement: “The customer, not the seller, defines value.” Question:What is a marketing orientation? Back to the answer board

29. Odds and Ends - 500 points Answer:How a market-oriented firm defines its business : Question:What is in terms of the benefits customers seek? Back to the answer board

30. Exchange Sales v. MarketCustomers and Society Potpourri Go to Final Challenge! Click on a point value to select an answer Who Wants to Be a Marketer? Round 2 Chapter 1 – An Overview of Marketing 100 200 300 400 500 100 200 300 400 500 100 200 300 400 500 100 200 300 400 500 100 200 300 400 500 Select another chapterGoTeamGo!

31. Whoops! You’ve clicked on an area other than a point value or button. Please click below to return to the main answer board. Click to Return to the Answer Board

32. Exchange - 100 points Answer: It occurs when a person gives up something he/she has in order to get something he/she would rather have. Question:What is exchange? Back to the answer board

33. Exchange - 200 points Answer: The number of parties in an exchange. Question:What is at least two? Back to the answer board

34. Exchange - 300 points Answer: The typical notion of exchange is that we give up this object of value in order to get the goods and services we want. Question:What is money? Back to the answer board

35. Exchange - 400 points Answer: Each party must be capable of these for exchange to occur. Question:What are communication and delivery? Back to the answer board

36. Exchange - 500 points Answer: Even if an exchange doesn’t occur, this can still take place. Question:What is marketing? Back to the answer board

37. Go Team Go! - 100 points (answers/questions that concern teamwork and customer relations) Answer: Organizations like Disney are noted for encouraging this among employees, which entails assigning employees to teams and teaching them to work together to satisfy common objectives. Question:What is teamwork? Back to the answer board

38. Go Team Go! - 200 points (answers/questions that concern teamwork and customer relations) Answer:An example of this practice would be allowing giving employees the authority and resources to solve many customer problems quickly and directly. Question:What is empowerment? Back to the answer board

39. Go Team Go! - 300 points (answers/questions that concern teamwork and customer relations) Answer: An example of this practice linked to customer value can be found at Southwest Airlines, where pilots may tend to the boarding gate when their help is needed, and ticket agents may help move luggage. Question:What is teamwork? Back to the answer board

40. Go Team Go! - 400 points (answers/questions that concern teamwork and customer relations) Answer: Job performance, company performance, product value and customer satisfaction typically all improve when people in the same work area emphasize this, stressing cooperation instead of competition. Question:What is teamwork? Back to the answer board

41. Go Team Go! - 500 points (answers/questions that concern teamwork and customer relations) Answer: Of the following, interfunctional coordination (using skills and resources from throughout the organization) is commonly associated with this type of organization. –Sales oriented –Market oriented –Production oriented Question:What is a market oriented organization? Back to the answer board

42. Customers and Society - 100 points Answer: It is the difference between a market orientation and a societal marketing orientation. Question:What is a focus on the interests of individual and/or society? Back to the answer board

43. Determine how much of your total you want to wager, then click below. Go to the Open Challenge Question!

44. Customers and Society - Open Challenge Answer: The four reasons cited as to “why study marketing” are 1) marketing is important to business, 2) marketing offers outstanding career opportunities, 3) marketing affects your every day life, and 4) this reason. Question:What is marketing plays an important role in society? Back to the answer board

45. Customers and Society - 300 points Answer: An example of this orientation would be Duracell’s and Eveready’s reduction of levels of mercury in their batteries. Question:What is a societal marketing orientation? Back to the answer board

46. Customers and Society - 400 points Answer: To deliver this to customers, marketers must do the following things: –offer products that perform –give consumers more than they expected –avoid unrealistic pricing –give the buyer facts –offer an organization-wide commitment in service Question:What is customer value? Back to the answer board

47. Customers and Society - 500 points Answer: It is the amount of every dollar spent by consumers that goes for marketing costs, such as marketing research, product development, packaging, transportation, storage advertising, and sales. Question:What is fifty cents of every dollar? Back to the answer board

48. Sales v. Market - 100 points (answers/questions comparing a sales and a market orientation) Answer: It is the orientation which focuses outward, on the wants and preferences of customers. Question:What is a market orientation? Back to the answer board

49. Sales v. Market - 200 points (answers/questions comparing a sales and a market orientation) Answer: When asked “what business are you in,” someone with this orientation would likely reply “we sell goods and services to our customers.” Question:What is a sales orientation? Back to the answer board

50. Sales v. Market - 300 points (answers/questions comparing a sales and a market orientation) Answer:Rather than direct marketing activities at targeted groups of people, this orientation directs marketing activities at everyone. Question:What is a sales orientation? Back to the answer board

51. Sales v. Market - 400 points (answers/questions comparing a sales and a market orientation) Answer: Marketing managers with this orientation seek to achieve profit through maximum sales volume. Question:What is a sales orientation? Back to the answer board

52. Sales v. Market - 500 points (answers/questions comparing a sales and a market orientation) Answer:Marketing managers with this orientation seek to achieve profits primarily through the use of intensive promotion. Question:What is a sales orientation? Back to the answer board

53. Potpourri - 100 points Answer: It is one of the reasons cited in the text for the question “Why study marketing?” Question:What is… (accept any one of the following) –Marketing plays an important role in society –Marketing is important to business –Marketing offers outstanding career opportunities –Marketing affects your life every day Back to the answer board

54. Potpourri - 200 points Answer: This orientation suggests that satisfying consumer needs and organizational needs is not enough - companies should also work to help society’s long-term best interests. Question:What is a societal marketing orientation? Back to the answer board

55. Potpourri - 300 points Answer: This marketing term would describe a customer who purchased a sports drink to feel refreshed, only to discover the product that the product surpassed her expectation - it also tasted great and provided key nutrients. Question:What is customer satisfaction? Back to the answer board

56. Potpourri - 400 points Answer: This orientation requires top- management leadership, a customer focus, competitor intelligence, and interfunctional coordination to meet customer wants and needs. Question:What is a market orientation? Back to the answer board

57. Potpourri - 500 points Answer: An example of this type of orientation was 3M’s development and patenting of the adhesive component of Post-It Notes a year before the commercial application was identified. Question:What is a production orientation? Back to the answer board

58. And now, it’s time for Directions: Get two pieces of paper. On one piece, write your team’s wager. Use the other piece of paper to write the “question” for the final challenge “answer.” Click here for the Final Challenge Answer

59. Final Challenge! Answer: It stimulates an awareness of changes in customer desires and preferences so that the product offerings remain relevant. Question:What is asking “What is the firm’s business?”