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Kotler / Armstrong, Chapter 11
Companies have two choices when setting
prices for a product during the introductory
stage. These choices are _____ and _____.
1. market-skimming pricing; fixed pricing
2. market-skimming pricing; value pricing
3. value pricing; cost pricing
4. market-penetration pricing; marketskimming pricing
Kotler / Armstrong, Chapter 11
Companies have two choices when setting
prices for a product during the introductory
stage. These choices are _____ and _____.
1. market-skimming pricing; fixed pricing
2. market-skimming pricing; value pricing
3. value pricing; cost pricing
4. market-penetration pricing; marketskimming pricing
Kotler / Armstrong, Chapter 11
In order for market-penetration pricing to work,
which of the following market conditions
must be met?
1. The market must not be price sensitive.
2. Production and distribution costs must
stay the same as volume increases.
3. The market must be highly price sensitive.
4. none of the above
Kotler / Armstrong, Chapter 11
In order for market-penetration pricing to work,
which of the following market conditions
must be met?
1. The market must not be price sensitive.
2. Production and distribution costs must
stay the same as volume increases.
3. The market must be highly price sensitive.
4. none of the above
Kotler / Armstrong, Chapter 11
Setting price steps between product lines is
called _____ pricing.
1. by-product
2. product line
3. product-step
4. price-skimming
Kotler / Armstrong, Chapter 11
Setting price steps between product lines is
called _____ pricing.
1. by-product
2. product line
3. product-step
4. price-skimming
Kotler / Armstrong, Chapter 11
Offering to sell accessory products along with
the main product is called ________ pricing.
1. optional-product
2. captive-product
3. product-line
4. by-product
Kotler / Armstrong, Chapter 11
Offering to sell accessory products along with
the main product is called ________ pricing.
1. optional-product
2. captive-product
3. product-line
4. by-product
Kotler / Armstrong, Chapter 11
When a company offers to sell optional or
accessory products along with its main
product, this practice is referred to as _____.
1. by-product pricing
2. product line pricing
3. optional-product pricing
4. price-skimming pricing
Kotler / Armstrong, Chapter 11
When a company offers to sell optional or
accessory products along with its main
product, this practice is referred to as _____.
1. by-product pricing
2. product line pricing
3. optional-product pricing
4. price-skimming pricing
Kotler / Armstrong, Chapter 11
Ordering the #3 meal at a fast food restaurant
is using the _____ pricing method.
1. by-product
2. captive-product
3. product line
4. product bundle
Kotler / Armstrong, Chapter 11
Ordering the #3 meal at a fast food restaurant
is using the _____ pricing method.
1. by-product
2. captive-product
3. product line
4. product bundle
Kotler / Armstrong, Chapter 11
Because of _____ pricing, Sony’s PlayStation
games generate more than a third of the
company’s profits.
1. by-product
2. product line
3. optional-product
4. captive-product
Kotler / Armstrong, Chapter 11
Because of _____ pricing, Sony’s PlayStation
games generate more than a third of the
company’s profits.
1. by-product
2. product line
3. optional-product
4. captive-product
Kotler / Armstrong, Chapter 11
Which of the following is not a price
adjustment strategy?
1. psychological
2. dynamic
3. geographic
4. domestic
Kotler / Armstrong, Chapter 11
Which of the following is not a price
adjustment strategy?
1. psychological
2. dynamic
3. geographic
4. domestic
Kotler / Armstrong, Chapter 11
A reduction given to buyers who pay their bills
promptly, such as “2/10, net 30,” is called a
_____ discount.
1. cash
2. prepay
3. trade
4. buyer
Kotler / Armstrong, Chapter 11
A reduction given to buyers who pay their bills
promptly, such as “2/10, net 30,” is called a
_____ discount.
1. cash
2. prepay
3. trade
4. buyer
Kotler / Armstrong, Chapter 11
Marketers who purchase large quantities of
products at the same time may receive a
_____ discount.
1. cash
2. reseller
3. rebate
4. quantity
Kotler / Armstrong, Chapter 11
Marketers who purchase large quantities of
products at the same time may receive a
_____ discount.
1. cash
2. reseller
3. rebate
4. quantity
Kotler / Armstrong, Chapter 11
_____ discounts are often given to retailers in
order to encourage early ordering in
anticipation of heavy selling seasons.
1. Functional
2. Reseller
3. Seasonal
4. Quantity
Kotler / Armstrong, Chapter 11
_____ discounts are often given to retailers in
order to encourage early ordering in
anticipation of heavy selling seasons.
1. Functional
2. Reseller
3. Seasonal
4. Quantity
Kotler / Armstrong, Chapter 11
Which of the following is not an example of
segmented pricing?
1. customer segment
2. time
3. location
4. sales promotion
Kotler / Armstrong, Chapter 11
Which of the following is not an example of
segmented pricing?
1. customer segment
2. time
3. location
4. sales promotion
Kotler / Armstrong, Chapter 11
Yield (revenue) management pricing is often
practiced by which of the following?
1. airlines
2. restaurants
3. hotels
4. all of the above
Kotler / Armstrong, Chapter 11
Yield (revenue) management pricing is often
practiced by which of the following?
1. airlines
2. restaurants
3. hotels
4. all of the above
Kotler / Armstrong, Chapter 11
Reference prices are prices that buyers carry
around in their minds and refer to when
looking at a product.
1. true
2. false
Kotler / Armstrong, Chapter 11
Reference prices are prices that buyers carry
around in their minds and refer to when
looking at a product.
1. true
2. false
Kotler / Armstrong, Chapter 11
If your customers usually perceive higher price
products as having higher quality, you
would consider using ______ pricing.
1. psychological
2. emotional
3. rational
4. cost-based
Kotler / Armstrong, Chapter 11
If your customers usually perceive higher price
products as having higher quality, you
would consider using ______ pricing.
1. psychological
2. emotional
3. rational
4. cost-based
Kotler / Armstrong, Chapter 11
For most purchases, consumers don’t have all
the skills or information they need to figure
out if they are paying a good price.
1. true
2. false
Kotler / Armstrong, Chapter 11
For most purchases, consumers don’t have all
the skills or information they need to figure
out if they are paying a good price.
1. true
2. false
Kotler / Armstrong, Chapter 11
Temporarily pricing your product below list price
or even below cost is called _____ pricing.
1. blue light
2. retail
3. promotional
4. psychological
Kotler / Armstrong, Chapter 11
Temporarily pricing your product below list price
or even below cost is called _____ pricing.
1. blue light
2. retail
3. promotional
4. psychological
Kotler / Armstrong, Chapter 11
_____ pricing is used for market penetration and
to hold on to increasingly competitive
markets.
1. FOB-origin
2. Uniform-delivered
3. Basing-point
4. Freight-absorption
Kotler / Armstrong, Chapter 11
_____ pricing is used for market penetration and
to hold on to increasingly competitive
markets.
1. FOB-origin
2. Uniform-delivered
3. Basing-point
4. Freight-absorption
Kotler / Armstrong, Chapter 11
Which of the following is a reason for a firm to
consider a price cut?
1. The firm has excess capacity.
2. The firm has falling market share due to
price competition.
3. The firm wants to dominate the market
through lower costs.
4. all of the above
Kotler / Armstrong, Chapter 11
Which of the following is a reason for a firm to
consider a price cut?
1. The firm has excess capacity.
2. The firm has falling market share due to
price competition.
3. The firm wants to dominate the market
through lower costs.
4. all of the above
Kotler / Armstrong, Chapter 11
The _____ seeks to prevent unfair price
discrimination by ensuring that sellers offer
the same price to customers at a given level
of trade.
1. Anderson-Lieberman Act
2. Robinson-Patman Act
3. Sherman Act
4. Clayton Act
Kotler / Armstrong, Chapter 11
The _____ seeks to prevent unfair price
discrimination by ensuring that sellers offer
the same price to customers at a given level
of trade.
1. Anderson-Lieberman Act
2. Robinson-Patman Act
3. Sherman Act
4. Clayton Act