Question 1: What is the economic effect (described in Chapter 8) that takes hold as the size of a country's population of working age individuals increases?

• Reduced productivity, as jobs are divided among more workers.
• Greater economic stability, as per-capita income stored in savings accounts increases.
• Increased discretionary spending due to higher incomes among working-age adults.
• Increase in family size as more individuals move into their child-rearing years. (The answer can be found in Section 8.5: "The Global Business Environment" in Principles of Marketing)

Question 2: Which of the following answers is the BEST example of trigger marketing?

• Nathaniel bought a big-screen TV on April 30th. On June 15th, he receives an email offer for a 30% discount on home theater electronics.
• Doug and Sally cancelled their cell phone contract. Their provider used their profile data to purge similar records from their prospect database.
• Bernard searched for round-trip flight online. The travel website he used captured his email address for future marketing campaigns.
• Meredith grouped prospects in her marketing database into segments based on their likelihood to use her department store's in-house financing. (The answer can be found in Section 7.4: "Driving Better Strategies with Customer Data" in Principles of Marketing)

Question 3: Which statement illustrates how the business buying decision process DIFFERS from the consumer purchase decision process?

• Business buyers' needs and desires arise from derived demand.
• Reference groups influence the business buying process more than the consumer buying process.
• Business buyers are more influenced by impersonal environmental factors.
• The business buyer goes through fewer steps than the consumer.(The answer can be found in Section 7.1: "Consumer Purchasing Behavior" in Principles of Marketing)

Question 4: Which answer reflects the second of the four steps in the process by which consumers' emotions influence their purchase decisions?

• Consumer feels motivation to satisfy a need.
• Consumer becomes aware of a need.
• Emotion awakens a consumer's need.
• Consumer makes a purchase. (The answer can be found in Section 7.2: "It's All in Their Minds"-Emotions and Motivations" in Principles of Marketing )