Clow Chapter1

Chapter 1 Integrated Marketing Communications
1) The Ron Jon Surf Shop logo has helped increase brand recall.
Answer: TRUE
Diff: 1 Page Ref: 2
2) Ron Jon Surf Shop's failure to effectively create cooperative advertising tie-ins hurt the
company's sales in the 1990s.
Answer: FALSE
Diff: 2 Page Ref: 3
3) The push for accountability is being driven by chief executive officers, brand managers,
creatives, and account managers.
Answer: FALSE
Diff: 1 Page Ref: 4
Objective: 1-1
4) In recent years, the nature of the job of advertising account executive has changed due to new
pressures for accountability.
Answer: TRUE
Diff: 1 Page Ref: 4
Objective: 1-1
5) A brand manager is the individual who oversees a line of products on behalf of an advertising
agency.
Answer: FALSE
Diff: 1 Page Ref: 5
Objective: 1-1
6) The people who develop advertisements and promotional campaigns are called creatives.
Answer: TRUE
Diff: 1 Page Ref: 5
Objective: 1-1
7) Brand managers, creatives, and account executives all have new tasks associated with creating
strategies to send an integrated message in today's marketing environment.
Answer: TRUE
Diff: 2 Page Ref: 5
Objective: 1-1
8) Companies are cutting expenditures on traditional media and are now moving to
nontraditional or alternative media.
Answer: TRUE
Diff: 2 Page Ref: 5
Objective: 1-1
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9) Current thinking in marketing is that engaging with consumers is the most important
ingredient in a successful communications program.
Answer: TRUE
Diff: 2 Page Ref: 5
Objective: 1-1
10) Communication is defined as transmitting, receiving, and processing information.

Answer: TRUE
Diff: 1 Page Ref: 5
Skill: AACSB: Communication
Objective: 1-2
11) Companies that use advertisements to send messages to customers are the senders in a
communications model.
Answer: TRUE
Diff: 1 Page Ref: 6
Objective: 1-2
12) When an advertising creative takes an idea and transforms it into an ad, the process is known
as encoding in a communications model.
Answer: TRUE
Diff: 2 Page Ref: 6
Objective: 1-2
13) The process of creating television commercials, print ads, and retail coupons are examples of
encoding.
Answer: TRUE
Diff: 2 Page Ref: 6
Objective: 1-2
14) Televisions sets and billboards are examples of senders in the communication process.
Answer: FALSE
Diff: 2 Page Ref: 6
Objective: 1-2
15) Decoding occurs when the message is interpreted by the receiver.

Answer: TRUE
Diff: 1 Page Ref: 6
Objective: 1-2
2
16) When a customer smells a perfume sample in a magazine while reading an ad, decoding is
taking place.
Answer: TRUE
Diff: 3 Page Ref: 6
Objective: 1-2
17) Typically, advertising messages are decoded in the same way by large numbers of consumers
because of the standard nature of the decoding process.
Answer: FALSE
Diff: 3 Page Ref: 6
Objective: 1-2
18) Noise is anything that distorts or disrupts a message and can occur at any stage in the
communication process.
Answer: TRUE
Diff: 1 Page Ref: 7
Objective: 1-2
19) The large number of marketing messages consumers are exposed to daily is an example of
noise and is also called clutter.
Answer: TRUE
Diff: 2 Page Ref: 8
Objective: 1-2
20) The actual purchase of a product or a complaint about a good or service is feedback in the
communications model.
Answer: TRUE
Diff: 2 Page Ref: 8
Objective: 1-2
21) One form of noise in the marketing communication process is multitasking, which is doing
something else at the same time an ad is being viewed.
Answer: TRUE
Diff: 3 Page Ref: 8
Objective: 1-2
22) An integrated marketing communications program should be viewed as an overall

organizational process rather than a marketing plan or marketing function.
Answer: TRUE
Diff: 2 Page Ref: 8
Objective: 1-3
3
23) Coca-Cola's consistent use of the same logo, theme, and colors on packages and in
advertisements is an example of an integrated marketing communications approach.
Answer: TRUE
Diff: 3 Page Ref: 8
Skill: AACSB: Reflective thinking
Objective: 1-3
24) In addition to the traditional elements of advertising, sales promotions, and personal selling 
promotions now also includes activities such as database marketing, direct marketing,
sponsorship marketing, Internet marketing, guerrilla marketing, and alternative marketing.
Answer: TRUE
Diff: 2 Page Ref: 9
Objective: 1-4
25) The first step to preparing an integrated marketing plan is a situational analysis in which the
marketing team identifies problems and opportunities.
Answer: TRUE
Diff: 2 Page Ref: 9
Objective: 1-4
26) The second step in developing an integrated marketing plan, following the identification of
problems and opportunities, is to define primary marketing objectives.
Answer: TRUE
Diff: 2 Page Ref: 9
Objective: 1-4
27) The budget preparation stage of a marketing analysis focuses on finding company strengths
and weaknesses and environmental opportunities and threats.
Answer: FALSE
Diff: 2 Page Ref: 9
Objective: 1-4
28) Knowing how to reach purchasing managers and other decision makers within target
businesses is a critical element in the development of a totally integrated communications plan.
Answer: TRUE
Diff: 3 Page Ref: 10
Objective: 1-4
29) The term E-active marketing is used to summarize the various activities associated with the
Internet.
Answer: TRUE
Objective: 1-4
4
30) Promotional tools include trade promotions, consumer promotions, database marketing,
personal selling, and advertising.
Answer: FALSE
Objective: 1-4
31) Data-driven marketing programs include permission marketing, frequency marketing, and E-
active marketing.
Answer: FALSE
Objective: 1-4
32) Trade promotions include contests, incentives, vendor support programs, and other fees and
discounts that help the manufacture push the product through the channel.
Answer: TRUE
Objective: 1-4
33) According to the American Productivity & Quality Center, the first stage in developing an
integrated marketing communications system is to identify, coordinate, and manage all forms of
marketing communication.
Answer: TRUE
Objective: 1-4
34) According to the American Productivity & Quality Center, the second stage in developing an
integrated marketing communications system, following the identification, coordination, and
management of all communication forms, is to bring information technology to the forefront.
Answer: FALSE
Objective: 1-4
35) The fourth and final stage of IMC development, according to the American Productivity &
Quality Center, occurs when the organization uses customer data information and insights to
assist corporate strategic planning.
Answer: TRUE
Objective: 1-4
36) Today, purchase-behavior predictions of consumers are more precise due to the development
of the Internet.
Answer: FALSE
Objective: 1-4
5
37) The advancement of the World Wide Web and information technology has caused some
channel power shift to consumers.
Answer: TRUE
Skill: AACSB: Information technology
Objective: 1-4
38) Susan researches car stereos on the Internet and by visiting Best Buy. This is an example of a
shift in power to the retailer.
Answer: FALSE
Objective: 1-4
39) The largest category of online retail sales in the United States is music and videos.
Answer: FALSE
Objective: 1-4
40) One new marketing challenge is that consumers can now purchase goods and services from
anywhere in the world, which increases competitive forces.
Answer: TRUE
Objective: 1-4
41) In the running shoe industry, the greatest market share is held by Nike.
Answer: TRUE
Objective: 1-4
42) When retailers hold stronger channel power than manufacturers and control the flow of
merchandise to consumers, manufacturers must invest in consumer promotions to encourage
retailers to stock and to push the manufacturer's brand.
Answer: FALSE
Objective: 1-4
43) Brand parity is the belief that multiple brands consist of or offer the same set of attributes
and benefit and are of equal quality.
Answer: TRUE
Objective: 1-4
6
44) In the past Bruce bought Kleenex brand tissues, but has now decided that all of tissues
brands are pretty much the same. This is an example of brand parity.
Answer: TRUE
Objective: 1-4
45) Brand loyalty has steadily increased over the last decade.
Answer: FALSE
Objective: 1-4
46) One reason for the decline in brand loyalty is the growing acceptance of private brands.
Answer: TRUE
Objective: 1-4
47) Today's consumers have a variety of choices regarding where they can obtain information
about a brand.
Answer: TRUE
Objective: 1-4
48) A Web site is not considered a contact point because the consumer and the company
employee talking to the consumer can both remain anonymous.
Answer: FALSE
Objective: 1-4
49) Television is becoming a more effective mass media outlet for advertising because so many
more people own sets and have access to cable as well as satellite.
Answer: FALSE
Objective: 1-4
50) A Globally Integrated Marketing Communications plan creates a standard message across all
cultures.
Answer: FALSE
Objective: 1-5
51) Adaptation in a global advertising campaign means rewriting an advertisement to fit the
nuances of a given language and culture.
Answer: TRUE
Objective: 1-5
7
52) Standardization would be an effective GIMC tactic in the Middle East because of the variety
of religions and cultures.
Answer: FALSE
Objective: 1-5
53) The GIMC approach is easier to apply when a company relies on the adaptation strategy for
its global expansion.
Answer: FALSE
Objective: 1-5
54) Ron Jon Surf Shop's sales increased when the company became involved in:
A) snow skiing
B) cooperative programs with other swimwear and beach sport companies
C) eliminating unprofitable locations
D) surf board manufacturing
Answer: B
Diff: 3 Page Ref: 3
Objective: 1-3
55) Ron Jon Surf Shop's marketing team used each of the following marketing tactics except:
A) sponsorship of professional surfing contests with beachwear manufacturers
B) sponsorship of "End of Summer Skateboard Contest" in Florida
C) developing an 11-page advertisement in Sports Illustrated swimsuit issue
D) developing a cooperative agreement with Chrysler Corporation to create a limited edition of
the Ron Jon PT Cruiser
Answer: C
Diff: 3 Page Ref: 3
Objective: 1-3
56) All of the following are marketing communication trends that have emerged during these
turbulent times except:
A) accountability
B) rising costs of media space and time
C) changes in tasks performed by all of the players involved in an advertising program
D) explosive development of alternative media
Answer: B
Diff: 3 Page Ref: 4
Objective: 1-1
8
57) Marketing account executives are facing increasing pressures related to:
A) accountability
B) affordability
C) accessibility
D) applicability
Answer: A
Diff: 1 Page Ref: 4
Objective: 1-1
58) An advertising agency is told a campaign should result in a 20% increase in sales. This is an
example of:
A) marketing myopia
B) standardization
C) adaptation
D) accountability
Answer: D
Diff: 2 Page Ref: 4
Objective: 1-1
59) An account executive's duties include:

A) preparing a database
B) development of an overall strategic communication plan
C) preparing the actual advertisements
D) product development and applications
Answer: B
Diff: 3 Page Ref: 5
Objective: 1-1
60) The individual who is responsible for a specific brand or line of products is the:
A) agency account executive
B) brand manager
C) media buyer
D) media planner
Answer: B
Diff: 1 Page Ref: 5
Objective: 1-1
61) The individual most likely to work for the company that produces the product is a(n):
B) brand manager
C) media buyer
D) media planner
Answer: B
Diff: 2 Page Ref: 5
Objective: 1-1
9
62) The individual in charge of Tide, Bold, and Cheer at Procter & Gamble would be the:
B) brand manager
C) media buyer
D) media planner
Answer: B
Diff: 3 Page Ref: 5
Objective: 1-1
63) The individuals who develop the actual advertisements for promotional campaigns are
called:
A) account executives
B) brand managers
C) creatives
D) receivers
Answer: C
Diff: 1 Page Ref: 5
Objective: 1-1
64) A creative's main responsibility is to:

A) compile a database regarding consumer behavior
B) evaluate the marketing plan
C) develop advertisements and campaigns
D) receive marketing messages from various sources
Answer: C
Diff: 2 Page Ref: 5
Objective: 1-1
65) Susan just developed a new slogan to use in a company's advertising. Her main job is to
think up these ideas and put them into the company's advertising plan. Susan is a(n):
A) account manager
B) brand manager
C) creative
D) media manager
Answer: C
Diff: 3 Page Ref: 5
Objective: 1-1
66) Companies are shifting advertising dollars to Web sites such as Facebook, MySpace, and
YouTube. This is an example of the current trend of:
A) greater accountability
B) a shift in responsibility of individuals involved in advertising
C) greater use of alternative media
D) greater use of database marketing
Answer: C
Diff: 2 Page Ref: 5
Objective: 1-1
10
67) Current thinking in marketing suggests that you cannot assume that the best approach is to
capture someone's attention. Instead, marketing communication now means
A) finding alternative media that can effectively communicate with consumers
B) holding advertising agencies and creatives accountable for results
C) moving marketing and advertising functions in-house rather than using an advertising agency
D) finding ways to engage with and interact with consumers
Answer: D
Diff: 3 Page Ref: 5
Objective: 1-1
68) The person or group who wishes to convey a message is which element of the
communication process?
A) sender
B) encoder
C) decoder
D) receiver
Answer: A
Diff: 1 Page Ref: 6
Objective: 1-2
69) In terms of a communications model, the sender is:

A) the company seeking to sell a product
B) a television set
C) the consumer viewing an ad on the Internet
D) a consumer ignoring an ad in a newspaper
Answer: A
Diff: 2 Page Ref: 6
Objective: 1-2
70) When Sean shops for an automobile, which are the senders in the communication process?
A) Honda and Toyota
B) NBC and CSPAN
C) The New York Times and the Chicago Sun Times
D) The Internet and the Web
Answer: A
Diff: 3 Page Ref: 6
Objective: 1-2
11
71) The verbal and nonverbal cues that a salesperson uses during a sales presentation are which
part of the communication process?
A) sending
B) encoding
C) transmission
D) filtering out noise
Answer: B
Diff: 3 Page Ref: 6
Objective: 1-2
72) In terms of the communication process, a creative preparing an ad is most likely going to be
involved in:
A) encoding
B) transmission
C) decoding
D) noise or clutter
Answer: A
Diff: 2 Page Ref: 6
Objective: 1-2
73) Preparing ad copy is which part of the communication process?

A) decoding
B) situational analysis
C) encoding
D) filtering out noise
Answer: C
Diff: 2 Page Ref: 6
Objective: 1-2
74) In terms of communication, encoding is:

A) a sales pitch recited by a salesperson
B) the database manager finding a statistical oddity
C) a chat room on the Internet
D) a purchase decision by a consumer
Answer: A
Diff: 3 Page Ref: 6
Objective: 1-2
12
75) In the communication process, the items that carry the message from the sender to the
receiver are:
A) encoding processes
B) decoding processes
C) transmission devices
D) feedback devices
Answer: C
Diff: 1 Page Ref: 6
Objective: 1-2
76) A consumer sees a billboard while driving. The billboard is a:

A) creative
B) decoding device
C) transmission device
D) form of feedback
Answer: C
Diff: 2 Page Ref: 6
Objective: 1-2
77) When a message is being heard or seen by a consumer, what is taking place?
A) encoding
B) transmission
C) decoding
D) feedback
Answer: C
Diff: 2 Page Ref: 6
Objective: 1-2
78) A person smells the fragrance of a perfume attached to a magazine advertisement. What is
taking place?
A) encoding
B) transmission
C) decoding
D) feedback
Answer: C
Diff: 2 Page Ref: 6
Objective: 1-2
13
79) The person reading a magazine advertisement plays which role in the communications
model?
A) sender
B) decoder
C) receiver
D) object
Answer: C
Diff: 1 Page Ref: 6
Objective: 1-2
80) Kodak's marketing team identifies a group of people who are most likely to use the
company's new digital photo technology and creates advertisements specifically for them. In a
communication model, these individuals are:
A) senders
B) decoders
C) receivers
D) subjects
Answer: C
Diff: 3 Page Ref: 6
Objective: 1-2
81) Noise is:

A) anything which carries a message from a sender to a receiver
B) changing a message to match the specific needs of a target audience
C) a verbal or nonverbal cue delivered by the sender
D) anything that distorts or disrupts a message
Answer: D
Diff: 1 Page Ref: 7
Objective: 1-2
82) Michelle is trying to tutor George, but a stereo is playing loudly in the room next door,
making it difficult to concentrate. This is an example of:
A) feedback disruption
B) noise
C) encoding design
D) a contact point
Answer: B
Diff: 2 Page Ref: 7
Objective: 1-2
14
83) While browsing the Internet, a consumer encounters a new pop-up ad every time a new page
is opened. This is an example of:
A) advertising effectiveness
B) perceptual distortion
C) clutter
D) brand parity
Answer: C
Diff: 2 Page Ref: 8
Objective: 1-2
84) All of the following are examples of clutter except:

A) eight minutes of ads per half hour on television
B) the inside of a bus that has ads all along the top on both sides
C) Web sites loaded with commercials
D) a miscommunication between an ad agency and a brand manager
Answer: D
Diff: 1 Page Ref: 8
Objective: 1-2
85) Which would be an example of feedback in a marketing channel?

A) new product development
B) a customer complaint
C) a decision to begin international operations
D) removing a product from the market
Answer: B
Diff: 2 Page Ref: 8
Objective: 1-2
86) Julie is explaining an integrated marketing communications program to Michael. In this

situation:
A) Julie is a sender and Michael is an encoder
B) Julie is a receiver and Michael is using a transmission device
C) Julie is a sender and Michael is a receiver
D) Julie is a transmission device and Michael is a decoder
Answer: C
Diff: 2 Page Ref: 5-7
Objective: 1-2
15
87) The coordination and integration of all marketing communication tools, avenues, and sources
within a company into a seamless program that maximizes the impact on consumers and other
end users at a minimal cost is:
A) the marketing plan
B) the marketing mix
C) integrated marketing communications
D) marketing strategy
Answer: C
Diff: 1 Page Ref: 8
Objective: 1-3
88) Integrated marketing communications affects all of the following except:

A) business-to-business market
B) marketing channel
C) internally directed communications
D) competitors' advertising
Answer: D
Diff: 1 Page Ref: 8
Objective: 1-3
89) In the marketing mix, where does integrated marketing communications belong?
A) pricing decisions
B) product design
C) promotion
D) distribution
Answer: C
Diff: 1 Page Ref: 9
Objective: 1-3
90) The marketing mix consists of the product, the price, the distribution system, and:
A) emotions
B) promotions
C) delivery systems
D) services
Answer: B
Diff: 1 Page Ref: 9
Objective: 1-3
91) Which is ordinarily not considered part of the promotions mix?

A) advertising
B) product design
C) personal selling
D) sales promotions
Answer: B
Diff: 1 Page Ref: 9
Objective: 1-3
16
92) The first element of an IMC marketing plan is a(n):
A) situational analysis
B) set of marketing objectives
C) analysis of human resources
D) statement of marketing strategies and tactics
Answer: A
Diff: 1 Page Ref: 9
Objective: 1-3
93) The second element of an IMC marketing plan, following a situation analysis is a(n):
A) situational analysis
B) marketing budget
C) marketing objectives
D) marketing strategies and tactics
Answer: C
Diff: 2 Page Ref: 9
Objective: 1-3
94) In this text, an integrated marketing communications program is compared to:

A) a pyramid of marketing activities
B) the parts of a computer
C) the government of a state
D) a car traveling at a high speed
Answer: A
Objective: 1-3
95) The foundation of an integrated marketing communications program consists of managing

the brand and corporate image, understanding buyer behaviors, and a(n):
A) analysis of the organization
B) promotions opportunity analysis
C) advertising management program
D) company assessment program
Answer: B
Objective: 1-3
96) The two types of buyer behaviors the marketing team must understand are business-to-
business behaviors and:
A) local community activities
B) governmental purchase
C) consumer buyer behaviors
D) competitive actions
Answer: C
Objective: 1-3
17
97) The term used to summarize the various activities involved with the Internet is
A) international commerce
B) e-active marketing
C) electronic marketing
D) blogging
Answer: B
Objective: 1-3
98) Promotions that help the manufacture push the product through the channel are:
A) consumer promotions
B) rebate programs
C) direct marketing programs
D) trade promotions
Answer: D
Objective: 1-3
99) Promotions which are directly oriented to end users and include coupons, contests,
premiums, refunds, rebates, free samples, and price-off offers are:
A) consumer promotions
B) rebate programs
C) direct marketing programs
D) trade promotions
Answer: A
Objective: 1-3
100) Part of the process of refining an IMC program is:

A) reducing all forms of external communications
B) viewing communications from the perspective of the customer
C) limiting technology to mandated programs
D) making sure it only pertains to the marketing department
Answer: B
Objective: 1-4
101) According to the American Productivity & Quality Center of Houston, the first step in
developing an IMC culture is:
A) to identify, coordinate, and manage all forms of marketing communications.
B) when the organization uses consumer data information and insights to assess and guide
corporate strategy
C) to bring information technology to the forefront
D) to examine all communications from the perspective of customers
Answer: A
Objective: 1-4
18
102) According to the American Productivity & Quality Center of Houston, the second step in
developing an IMC culture, following the process of identifying, coordinating, and managing all
communication forms, is to:
A) to identify, coordinate, and manage all forms of marketing communications.
B) when the organization uses consumer data information and insights to assess and guide
corporate strategy
C) to bring information technology to the forefront
D) to examine all communications from the perspective of customers
Answer: D
Objective: 1-4
103) The final stage in refining an IMC program occurs when an organization:
A) identifies and coordinates all forms of external communications
B) extends the scope of communication to include everyone in the organization
C) puts technology at the forefront
D) uses the IMC program to help drive corporate strategic planning
Answer: D
Objective: 1-4
104) One of the major new forces in the development of integrated marketing communications
is:
A) advances in technology and communication
B) changes in channel power
C) increased global competition
D) decline in effectiveness of mass-media advertising
Answer: A
Objective: 1-4
105) All of the following are trends impacting the use of integrated advertising and marketing
communications except:
A) development of information technology
B) increases in perception of brand equity
C) changes in channel power
D) increase in competition
Answer: B
Objective: 1-4
19
106) All of the following are trends impacting the use of integrated advertising and marketing
communications except:
A) integration of information by consumers
B) increases in perception of brand parity
C) increase in channel power by manufacturers
D) decline in effectiveness of television advertising
Answer: C
Objective: 1-4
107) What gives consumers and businesses access to an abundance of marketing information?
A) the nightly news
B) database management programs
C) word of mouth
D) increases in information technology
Answer: D
Objective: 1-4
108) The marketing group for Bank of America has recently started analyzing the features
customers use with ATM cards. This is an example of:
A) coordinating communication cross-functionally
B) applying information technology
C) a price and distribution system
D) developing interpersonal communications
Answer: B
Objective: 1-4
109) Predicting purchasing behavior of customers is more accurate today because of:
A) increased use of credit cards
B) the UPC bar coding system and point-of-purchase systems
C) the shift of power to retailers and consumers
D) the ability of advertisers to accurately measure how many people watch or see advertisements
Answer: B
Objective: 1-4
110) Members of a typical marketing channel include producers, wholesalers, retailers, and:
A) consumers
B) competitors
C) business agents
D) business merchants
Answer: A
Objective: 1-4
20
111) Many marketing experts feel the advancement of the Internet and information technology
has caused a shift in channel power:
A) from producers to wholesalers
B) from manufacturers to retailers
C) from retailers to wholesalers
D) to consumers
Answer: D
Objective: 1-4
112) Buying online from Amazon.com rather than a record store is an example of:
A) a power shift to the consumer
B) a power shift to the producer
C) decline in the effectiveness of mass media
D) a new form of wholesaling
Answer: A
Objective: 1-4
113) In terms of U.S. online retail sales, the category with the highest percentage of the sales, at
approximately 35% of the total sales, is:
A) computer hardware and software
B) toys and video games
C) travel
D) apparel
Answer: C
Objective: 1-4
114) The competitive environment is now more:

A) local
B) global
C) concentrated
D) benign
Answer: B
Objective: 1-5
21
115) Brand parity is the:
A) perception that there are no real differences between major brands
B) feeling that most advertising is false
C) belief that all advertisers say essentially the same thing
D) idea that brands are distinct and easy to identify
Answer: A
Objective: 1-4
116) Michael buys a CD player from the closest store because he doesn't think there is much of a
difference between brands. This is an example of:
A) a poor quality IMC program
B) standardization
C) marketing integration
D) brand parity
Answer: D
Objective: 1-4
117) To combat brand parity, the marketing team at a company such as Johnson & Johnson might
claim it:
A) is developing additional products
B) has found new customers to buy products
C) has new locations
D) sells superior products
Answer: D
Objective: 1-4
118) A contact point is:

A) the place where a marketer reaches the production team
B) the place where the product is packaged or sold
C) a description of the effects of an advertisement
D) a place in which a consumer interacts with a company
Answer: D
Objective: 1-4
22
119) The following are examples of a customer contact points, except:
A) barnes&noble.com
B) the white pages in a phone book
C) a receptionist at Microsoft
D) a sales clerk at a retail store
Answer: B
Objective: 1-4
120) Web sites, phone lines, and advertisements that present the same message and theme are:
A) contact points
B) marketing plans
C) account executives
D) marketing objectives
Answer: A
Objective: 1-4
121) Mass-media television advertising:

A) is as effective as ever
B) has risen in the past decade
C) has not been assessed effectively
D) is declining in effectiveness
Answer: D
Objective: 1-4
122) All of the following are reasons why consumers do not watch television ads except:
A) they are bored
B) the ads are annoying
C) the program is boring
D) a competing brand is being advertised
Answer: D
Objective: 1-4
123) GIMC stands for:

A) Globally Integrated Marketing Communications
B) Global and Institutional Marketing Concepts
C) Generic and Institutionalized Marketing Creations
D) Generating Ideas for Marketing Control
Answer: A
Objective: 1-5
23
124) In terms of marketing communications, standardization is:
A) using the same message across national boundaries
B) a form of adaptation
C) new product development
D) a new form of the promotions mix
Answer: A
Objective: 1-5
125) Coca Cola runs the same advertisement in all French-speaking countries. This is an example
of:
A) a diversified IMC theme
B) standardization
C) customization
D) integration
Answer: B
Objective: 1-5
126) An example of standardization is:

A) using the "Generation Next" theme in all of Pepsi's global markets
B) using women with their faces covered in ads for Islamic countries
C) developing a Web site in several languages
D) using local salespeople
Answer: A
Objective: 1-5
127) In terms of marketing communications, adaptation is:

A) not used in international environments
B) a form of e-commerce
C) advertising in unusual media
D) adjusting a message to local conditions
Answer: D
Objective: 1-5
24
128) An example of adaptation is:
A) Ford's One-World Ford Contour car
B) not selling the McRib sandwich in Israel because it violates religious practices
C) printing ads only in English for European countries
D) using direct mail
Answer: B
Objective: 1-5
129) What are the three trends that have emerged in the current turbulent new marketing
communications context?
Answer: 1. greater accountability
2. shifting in responsibility
3. explosive use of alternative media.
Objective: 1-1
130) What are the components of the communications model?

Answer: The sender is the person(s) attempting to deliver a message or idea. Encoding is
creating verbal and nonverbal cues that the sender uses to dispatch a message. A transmission
device is any item that carries the message from the sender to the receiver. Decoding takes places
when the receiver employs any set of his or her senses to capture the message. The receiver is the
intended audience for a message.
Objective: 1-2
131) What are the components of the marketing mix? The promotions mix?
Answer: The components of the marketing mix are: product, price, promotion, and distribution.
The components of the promotions mix are: advertising, personal selling, sales promotions,
direct marketing, and public relations.
Diff: 1 Page Ref: 9
Objective: 1-3
132) Define integrated marketing communications. What makes it different from traditional
promotions programs?
Answer: IMC is the coordination and integration of all marketing communication tools,
avenues, and sources within a company into a seamless program. IMC maximizes the impact on
consumers and other end-users at minimal cost it also affects all of the firm's business-to-
business, customer-focused, and internally-oriented communications.
IMC is different because it is a more sweeping or strategic approach to marketing

communications, designed to incorporate the entire company into the program.
Objective: 1-3
25
133) What are the steps in preparing a marketing plan?
Answer: The steps of preparation for a marketing plan are:
1. situational analysis
2. establishing marketing objectives
3. creating marketing budget
4. devising the marketing strategy
5. creating marketing tactics and
6. marketing evaluation.
Diff: 2 Page Ref: 9
Objective: 1-3
134) What recent trends make an IMC approach valuable to companies in the marketplace?
Answer: Information technology.
Changes in channel power.
Global competition.
Integration of information by consumers.
Brand parity.
Decline in the effectiveness of mass media television advertising.
135) Describe the brand parity problem.

Answer: Brand parity is the problem that all products are basically equal in terms of the benefits
they deliver.
Objective: 1-4
136) Describe contact points.

Answer: A contact point is any place in which the customer may interact with or acquire
information about a firm. This would include advertising, service departments, personal selling
situations, and phone calls or Internet inquiries to the company.
Objective: 1-4
137) Why is mass media advertising less effective?

Answer: Inventions such as TiVo and the VCR make it possible to fast forward through
commercials. Remotes can turn down the sound while commercials run. Cable offers more
outlets and fewer viewers per outlet. Mass media outlets, including television, newspapers, radio,
and magazines, carry a large number of ads, which creates clutter. This makes it difficult for any
one ad to standout and be noticed.
Objective: 1-4
26
138) Define GIMC. Why is GIMC important?
Answer: GIMC is globally integrated marketing communications. It is important because most
companies compete in an international arena.
Objective: 1-5
27

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Chapter 1 Integrated Marketing Communications

10) Communication is defined as transmitting, receiving, and processing information.

15) Decoding occurs when the message is interpreted by the receiver.

22) An integrated marketing communications program should be viewed as an overall

59) An account executive's duties include:

64) A creative's main responsibility is to:

69) In terms of a communications model, the sender is:

73) Preparing ad copy is which part of the communication process?

74) In terms of communication, encoding is:

76) A consumer sees a billboard while driving. The billboard is a:

81) Noise is:

84) All of the following are examples of clutter except:

85) Which would be an example of feedback in a marketing channel?

86) Julie is explaining an integrated marketing communications program to Michael. In this

88) Integrated marketing communications affects all of the following except:

91) Which is ordinarily not considered part of the promotions mix?

94) In this text, an integrated marketing communications program is compared to:

95) The foundation of an integrated marketing communications program consists of managing

100) Part of the process of refining an IMC program is:

114) The competitive environment is now more:

118) A contact point is:

121) Mass-media television advertising:

123) GIMC stands for:

126) An example of standardization is:

127) In terms of marketing communications, adaptation is:

130) What are the components of the communications model?

IMC is different because it is a more sweeping or strategic approach to marketing

135) Describe the brand parity problem.

136) Describe contact points.

137) Why is mass media advertising less effective?

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