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1、对外经济贸易大学20032004学年第二学期营销学原理期末考试试卷（A卷）课程代码及课序号：MKT2061、2、3、4、5、6、7学号： 姓 名： 成 绩： 班级： 课序号： 任课教师： 题号IIIIIIIVV合计分值注意事项：1 本试卷考试时间为120分钟；2 请使用中文或英文答卷；3 本试卷满分为100分，占本课程总评成绩的50；4 禁止使用计算器、快译通等电子设备和各类字典。I. Multiple Choice: (For each question, only one choice is correct, 20 points) Score: () 1. A firm that comp
2、ares its own operations with those of a leading competitor is engaging in:a. copyingb. a parallel strategyc. benchmarkingd. none of the above() 2. There are 24 million left-handed people in the United States. However, most marketers do not attempt to appeal to or design products for this group becau
3、se there is little census data about it. This group, therefore, is not a(n) _ segment.a.actionableb.substantialc.differentiabled.measurable() 3. The totality of features and characteristics of a product that bear on its ability to satisfy stated or implied needs is called:a.value.b.quality.c.the cor
4、e product.d.none of the above.() 4. An industry characterized by many buyers and sellers trading a homogeneous commodity, where no single buyer or seller has much influence on the going market price, operates in:a.pure competition.b.monopolistic competition.c.target profit pricing.d.monopoly.() 5._
5、data have the characteristics of being relatively cheap and quick to obtain.a.Syndicatedb.Market intelligencec.Primaryd.Secondary() 6. Promotion, contact, and matching are all functions of:a.branding.b.the distribution channel.c.test marketing.d.logistics.() 7. The performance a consumer perceives i
6、n a product relative to her expectations is the source of:a.customer satisfaction.b.customer value.c.customer demand.d.customer need.() 8. A good, though expensive, sales-promotion tool to use to introduce a new consumer product, such as a bath soap, is:a.coupons.b.samples.c.premiums.d.contests.() 9
7、._ provide the resources that a company needs to produce goods and services.a.Distributorsb.Banksc.Suppliersd.Resellers() 10.The _ is all the actors and forces outside marketing that effect a marketers ability to develop and maintain successful relationships with target customers.a.microenvironmentb
8、.external environmentc.marketing environmentd.macroenvironment() 11._ are people who have so many resources that they can indulge in many pursuits.a.Fulfilledsb.Achieversc.Actualizersd.Experiencers() 12.A _ sales force structure is built around the individual lines produced by a company.a.productb.c
9、ustomerc.territoriald.consumer() 13.The _ are skeptical and they adopt an innovative product only after a majority of people have tried it.a.early adoptersb.early majorityc.late majorityd.laggards() 14.The main difference between merchant wholesalers and agents and brokers is that:a.merchant wholesa
10、lers take title to the goods they sell while agents and brokers do not.b.agents and brokers take title to the goods they sell while merchant wholesalers do not.c.merchant wholesalers represent buyers while agents and brokers represent sellers.d.agents and brokers do not have to worry about store atm
11、osphere while merchant wholesalers do.() 15.A _ produces a lot of funds that a business uses to pay its bills and support other business areas that need investment.a.dogb.cash cowc.stard.question mark() 16.The proper order of the traditional product life-cycle is:a.introduction, growth, maturity, de
12、cline.b.introduction, maturity, growth, decline.c.decline, maturity, growth, introduction.d.introduction, decline, growth, maturity.() 17.Any paid form of nonpersonal communication is known as:a.publicity.b.sales promotions.c.advertising.d.personal selling.() 18.Your SUVs quickly grow popular becaus
13、e your first-rate engineers designed vehicles, which, in virtually every case, perform at the level your marketers claim they will. In other words, your SUVs possess high:a.performance quality.b.brand quality.c.conformance quality.d.extension quality.() 19.You market air-conditioning systems and the
14、ir servicing to businesses. One of your long-time clients has built a new wing on its office building and wants your firm to upgrade its old system and extend the upgraded system into the new wing. Your client has made what sort of buying decision?a.straight rebuyb.new-taskc.system buyd.modified reb
15、uy() 20.Shirtco, a manufacturer of mens fashion shirts, has experienced an increase in demand for its product line, and the sales forecast indicates a continued upward trend during the next season. The best seller in the line is made from a special fabric produced by only one supplier, who has just
16、raised prices by 20%. Fabric represents 15% of the production cost of the shirt. Another textile mill offers to supply fabric of comparable quality, but different material, at old price. Market research indicates the new fabric would be accepted by consumers, but several changes would be required in
17、 production. Shirtco selects to buy the old fabric from the old supplier at the higher price. This is an example ofa.short-run inelasticity.b.acceleration principle.c.derived demand.d.professional purchasing.II. True or False (10 points) Score: （ ）1.You want to start an online bookstore. Because eve
18、ry person effectively constitutes a market, you can target them through mass marketing, offering each customer a product that suits his or her needs.（ ）2.Market nichers serve small segments not served by other firms.（ ）3.The aim of total quality management (TQM) is to ensure that products are comple
19、tely free of defects (缺陷).（ ）4.Maintaining top-of-mind product awareness is the purpose of reminder advertising.（ ）5.The majority of companies use a straight salary compensation plan.（ ）6.Social class is determined only by ones income.（ ）7.Convenience stores are now trying to change their image and
20、attract more female customers.（ ）8.The actual product consists of the brand name, features, quality level, and packaging.（ ）9.The final step in new-product development is commercialization.（ ）10.All the organizations that buy goods and services either for resale or rental, or that produce other good
21、s and services, are called the business market.III. Define the following concepts briefly. (12 points) Score: 1 Marketing (3 points) 2 Strategic business unit (SBU) (3 points)3 Marketing information system (MIS) (3 points)4. Opinion leader (3 points)IV. Answer the following questions briefly. (18 po
22、ints) Score: 1 What are the basic differences between selling concept and marketing concept? (6 points)2 Describe the kinds of horizontal （横向）and vertical （纵向）channel conflict that might occur in the automobile industry? (6 points)3 Classify and explain the advertising objectives by its primary purp
23、ose. (6 points)V. Case Analysis (40 points) Score: 1. (20 points)Suppose a mobile phone manufacturer has the following costs and expected price:Variable cost$50Fixed costs$1,000,000Expected price$100Now answer the following questions:(1) Suppose the manufacturer wants to breakeven, that is, for tota
24、l revenue to cover total cost, at least how many units of the phone must be sold at this price? (7 points)(2) Calculate the total revenue at the breakeven point. (6 points)(3) If the manufacture wants to make a target profit of $500,000, how many units of the phone must be sold at this price? (7 poi
25、nts)2. Product Mix of Unilever China (20 points)Product line managers are often concerned with managing the length, width and consistency of their product lines. Some companies have very wide product mix, while others have narrow but long product lines. The following table illustrates the product mi
26、x of Unilever China.CategoryBrandHair CareLux (力士), Hazeline (夏士莲)Skin CareHazeline (夏士莲), Ponds (玉兰由), Dove (多芬), Vaseline (凡士林)Personal CleaningLux (力士), Dove (多芬)Oral CareZhonghua (中华), Signal (洁诺)Ice CreamWalls (和路雪)TeaLipton (立顿), Jinghua (京华)Savory (调味品)Knorr (家乐), Laocai (老蔡)Spreads & Dressin
27、gs (食伴酱)Skippy (四季宝), Hellmann (好乐门)Laundry (洗衣)Omo (奥妙), Comfort (金纺)Now answer the following questions:1) Define the width, length, and consistency of a product mix. Describe the product mix of Unilever China in terms of width, length, and consistency. (9 points)2) What brand strategy (line extensions, brand extensions, multibrands or new brands) does Unilever apply to its Skin Care line? Explain the strength and weakness of such brand strategy. (11 points)- END -
