_______________involves dividing a market into smaller segments of buyers with distinct needs,characteristics, or behaviors that might require separate marketing strategies or mixes.

________ involves actually distinguishing the firm's market offering to create superiorcustomer value.

When marketers at Fair & Leigh Inc. selected the Millennials, a demographic group that

includes many college students, as an untapped group of potential customers for their new line

of products, they were engaging in ________.

________ consists of arranging for a market offering to occupy a clear, distinctive, anddesirable place relative to competing products in the minds of target consumers.

Companies know they cannot appeal to all buyers in the marketplace, or at least not in the

same way. Reasons for this include all of the following EXCEPT ________.

________ calls for dividing the market into regions, states, counties, cities, or evenneighborhoods.

Many companies today are localizing their products, advertising, promotion, and sales efforts to fit the needs of individual regions, cities, and neighborhoods. This is an example of

segmentation divides the market into segments based on variables such as age,life-cycle stage, gender, income, occupation, education, religion, ethnicity, and generation.

Delta Motorworks markets its cars based on the age, gender, and income of its customers.Which of the following types of market segmentation is evident here?

________ segmentation divides buyers into different segments based on social class,lifestyle, or personality characteristics.

________ can be a poor predictor of a person's health, work or family status, needs, orbuying power.

Which of the following is NOT one of the major variables used in segmenting consumermarkets?

________ segmentation has long been used in clothing, cosmetics, toiletries, andmagazines.

Gilron Holidays runs a premium membership club that caters to customers whose annual

salary exceeds $100,000. Members of this club are offered seasonal discounts at select luxury

hotels in select cities worldwide. Gilron Holidays most likely follows a(n) ________

segmentation approach.

________ segmentation divides buyers into segments based on their knowledge, attitudes,uses, or responses concerning a product.

________ segmentation refers to dividing the market into segments according to occasionswhen buyers get the idea to buy, actually make their purchase, or use the purchased item.

Malcolm Sanders, a graduate student from Boston, makes customized snowboards for local snowboarding enthusiasts. The demand for snowboards peaks during the winter months, a busy time for Malcolm. He advertises more aggressively and sells most of his snowboards around this time. Which market segmentation approach does Malcolm most likely use?

________ requires finding the major advantages people look for in a product class, the kinds of people who look for each positive aspect of a product, and the major brands that deliver it.

Calypso Motors recently rolled out its Proteus hatchback. Proteus combines the

attractiveness of a luxury car with the excellent agility of a sports car. Calypso Motors is

confident that Proteus will appeal to both sports car enthusiasts as well as the luxury segment.

Which of the following types of market segmentation is evident here?

Which of the following refers to a behavioral segmentation variable that involvessegmenting markets into nonusers, ex-users, potential users, first-time users, and regular users

In the context of behavioral segmentation, markets segmented by ________ can becategorized into light, medium, and heavy product users.

A recent study conducted by Estelle Cosmetics Company showed that heavy users of Estelle's products comprise a small percentage of the market. The study indicated that less than 7 percent of all shoppers buy nearly 71 percent of Estelle's products in the United States. This is

an example of ________.

Consumers who show their allegiance to brands, stores, or companies help marketers tosegment consumers by their ________.

Which of the following is true about multivariable segmentation systems?

Business marketers use geographic, demographic, benefit, user status, usage rate, and

loyalty status to segment their markets. They also use ________, customer operating

characteristics, purchasing approaches, and situational factors.

________ segmentation assumes that nations close to one another will have many commontraits and behaviors.

Double Drill Inc. segments its foreign markets by per capita income. This firm segmentsthe international markets based on ________.

Marketers often segment international markets according to the type and stability ofgovernment. In such instances, they segment markets based on ________.

Which of the following refers to a cultural factor in the context of segmenting internationalmarkets?

Using ________ segmentation, marketers form segments of consumers who have similarneeds and buying behaviors even though they are located in different countries.

When the size, purchasing power, and profile of a market segment can be calculated, themarket is ________.

A market segment that is large enough or profitable enough to serve is ________.

When an effective program can be designed for attracting and serving a particular segment,the segment is best described as ________.

________ segments are conceptually distinguishable and respond differently to differentmarketing mix elements and programs.

Market segments that can be effectively reached and served are ________.

Market targeting is ________.

Which of the following is LEAST relevant when a firm evaluates different marketsegments?

Which of the following is the reason a company may choose not to focus on the largest, fastest-growing segments?

A ________ consists of a set of buyers who share common needs or characteristics that thecompany decides to serve.

________ refers to a market-coverage strategy in which a firm decides to ignore marketsegment differences and go after the whole market with one offer.

A market-coverage strategy in which a firm decides to target several market segments anddesigns separate offers for each is known as ________.

With a(n) ________ marketing strategy, a firm goes after a large share of one or a fewsmaller niches.

________ is the practice of tailoring products and marketing programs to suit the tastes ofspecific individuals and locations.

________ marketing tailors brands and promotions to the needs and wants of regionalcustomer groups, such as cities, neighborhoods, and even specific stores.

A public relations firm tailors its advertising and promotional services according to theneeds and preferences of specific customers. This exemplifies ________.

When order requests come in, the designers of Titus Furniture often go to a client's

location to note their requirements, budget, and expected date of delivery. In this way, Titus

Furniture is successful in tailor-making products for its customers. This is an example of

________.

A ________ refers to the way a product is defined by consumers on important attributes—the place the product occupies in consumers' minds relative to competing products.

________ refers to how a company will create differentiated value for targeted segmentsand what positions it wants to occupy in those segments.

________ show(s) consumer perceptions of a company's brands versus competingproducts on important buying dimensions.

To the extent that a company can differentiate and position itself as providing superiorcustomer value, it gains ________.

Through ________ differentiation, brands can be differentiated on features, performance,or style and design.

Even when competing offers look the same, buyers may perceive a difference based on________ differentiation.

Harvey's Bookstore is a popular online bookstore that has differentiated itself throughsmooth-functioning delivery networks. This is an example of ________ differentiation.

All of the following are ways a company can differentiate itself or its product EXCEPT________.

_______ positioning involves providing the most upscale product or service andcharging a higher price to cover the higher costs.

Stores such as Walmart, Best Buy, PetSmart, David's Bridal, and DSW Shoes use________ positioning.

________ positioning involves meeting consumers' lower performance or qualityrequirements at a much lower price.

The full mix of benefits on which a brand is differentiated and positioned is known as thebrand's ________.

When it first opened stores across the United States, Bateman's, an office supply chain store, had the best product selection, the best service, and the lowest prices compared to other office supply chain stores. As a result, Bateman's captured a significant chunk of the market in

the short run. Which of the following positioning strategies did Bateman's most likely use?

While there may be many differences between brands, not all are meaningful or relevant to consumers. Which of the following is NOT a criterion for establishing the value of a difference to promote?

Which of the following states the product's membership in a category and then shows its point of difference from other members of the category?

The Jay Group hires better employees than its competition by conducting effective searches and multi-tiered interviews. The company also provides high quality training to its employees, an aspect often neglected by competitors. The Jay Group is most likely to gain a strong competitive advantage through which type of differentiation?