18) To reach Generation Y, rock band Foo Fighters created a digital street team that sends targeted e-mail messages to members who “get the latest news, exclusive audio/video sneak previews, tons of chances to win great Foo Fighters prizes, and become part of the Foo Fighters Family.” Which of the following techniques for reaching Generation Y are the Foo Fighters using? A. Student ambassadors B. Cool events C. Online buzz D. Computer games E. Unconventional sports 19) “Power prices” use price as a key strategic tool. These “power prices” have discovered the highly ________ effect of price on the botXXX XXne. A. dramatic B. leveraged C. soothing D. direct E. abrasive 20) New-to-the- world products are ________. A. new products that supplement established product lines (package sizes, flavors, and so on) B. new products that allow a company to enter an established market for the first time C. new products that create an entirely new market D. existing products that are targeted to new markets or market segments E. new products that provide improved performance or greater perceived value and replace existing products 21) Marketing communications can contribute to brand equity by establishing the brand in memory and to________ (in)a brand image. A. communicate B. create demand C. create interest D. craft 22) Following the ________ approach to target market selection encompasses a strong knowledge of the segment’s needs, a strong market presence, and operating economies through specializing in production, distribution, and promotion. A. market specialization B. product specialization C. selective specialization D. single-segment concentration E. full market coverage 23) Major retailer types include the following EXCEPT ________. A. the Internet B. catalog showroom C. discount store D. specialty store E. superstore 24) Which of the following is NOT included in the definition of conflict? A. perception B. negative effects C. disruption of tasks D. something that is cared about E. incompatibility 25) The two general approaches to bargaining are known as ________. A. emotional and rational. B. formal and informal. C. affective and reflective D. distributive and integrative E. legal and restrictive 26) _____ bargaining is negotiation that seeks to divide a “fixed pie.” A. Integrative B. Conjunctive C. Reflective D. Distributive E. Affective 27) Which level of Maslow’s hierarchy of needs deals with satisfying one’s hunger, thirst, and need for sex? A. physiological B. psychological C. social D. safety E. esteem 28) John Kotter’s view argues that management focuses on coping with complexity, whereas leadership focuses on coping with _____. A. morale B. change C. defeat D. success E. conflict 29) Which of the following statements about leadership is true? A. leaders are hierarchically superior to followers. B. Nonsanctioned leadership is as important as or more important than formal influence. C. managers are leaders. D. Formal rights enable managers to lead effectively. E. leaders are managers. 30) Which of the following statements best defines a work group? A. A work group is a group comprised of 10 or more people B. The performance of a work group is generally greater than the sum of its inputs from individual members. C. A work group consists of 3 or more people who take on self-supervising responsibilities. D. A work group consists of 3 or more people from across departmental or functional lines. E. A work group interacts primarily to share information, rather than to engage in work that requires joint effort. 31) Which type of skill training has become increasingly important in organizations? A. social B. financial C. problem solving D. interpersonal E. technical 32) _____ can be used to increase the perception that employees are treated fairly. A. Focusing on subjective evaluations B. Selective evaluation C. Multiple raters D. Documenting with a journal E. Due process 33) According to a recent survey, about ___ percent of employees working in the 1,000 largest U.S. corporations receive ethics training. A. 25 B. 10 C. 75 D. 50