Professional Documents
Culture Documents
BUS 101
Spring 2016
Chapter 8:
1. The Marketing Process (Six Steps)
2. Evolution of Marketing
a. Marketing Concept
b. Customer Relationship Management
3. Marketing Environments
4. Market Segmentation
a. Geographic
b. Demographic
c. Psychographic
d. Product Benefit
5. Market Research (Four Steps)
6. Factors Affecting Purchase Decision
a. Marketing Mix
b. Psychological Factors
c. Situational
d. Social-Cultural
Chapter 9:
1. New Product Development Process (Six Steps)
2. Product Categories
a. Convenience
b. Shopping
c. Specialty
d. Unsought
3. Total Product Offer Value Proposition
4. Branding
a. Brand
b. Brand Name
c. Trademark
5. Brand Loyalty
a. Brand Awareness
b. Brand Equity
c. Brand Loyalty
6. Product Life Cycle (Four Stages)
7. Diffusion of Innovation
8. Pricing Strategies
a. Penetration
b. Skimming
9. Break-Even Analysis (Formula)
Chapter 10:
1. Distribution
a. Physical Distribution
b. Channels of Distribution
2. Marketing Utility (Six Types of Utility)
3. Functions Of Marketing Intermediaries
a. Information
b. Matching
c. Financing
d. Negotiation
e. Promotion
f. Risk Taking
g. Transporting
4. Retailer
a. Compete based on:
i. Price
ii. Service
iii. Location
iv. Selection
v. Entertainment
5. Wholesaler
6. Distribution Strategies
a. Intensive
b. Selective
c. Exclusive
7. Channel Cooperation
a. Corporate VMS
b. Contractual VMS
c. Administered VMS
8. Supply Chain Management
Chapter 11:
1. Promotional Mix
2. Important Factors (Six Factors)
3. AIDA Model
4. Promotional Objectives
a. Build Awareness
b. Maintain/Increase Market Share
c. Stimulate Demand
d. Provide Information
5. Push vs. Pull Strategy
6. Integrated Marketing
7. Mass vs. Niche Markets
8. Types of Advertising
9. Steps in Personal Selling
10. Forms of Sales Promotion (Trade vs. Consumer)
11. Public Relations
Chapter 12:
1. Financial Accounting vs. Managerial Accounting
2. The Accounting Process (Six Steps)
3. Balance Sheet
a. Accounting Equation (A = L + OE)
4. Income Statement
a. Revenues Expenses = Income
5. Cash Flow Statement
a. Cash Flows from Operations
b. Cash Flows from Investing
c. Cash Flows from Financing
6. Solvency & Liquidity
7. Ratio Analysis
a. Liquidity
b. Leverage
c. Profitability
d. Activity
Chapter 13:
1. Financial Management/Activities
a. Prepare Budgets
b. Cash Flow Analysis
c. Planning for Expenditures
2. Role/Responsibility of Financial Manager (Six Areas)
3. Causes of Financial Failure (Three Major Causes)
4. Financial Planning Process (Four Steps)
5. Budgets (Three Types)
6. Sources of Capital: Debt vs. Equity
Chapter 14:
1. Securities Markets
a. Primary & Secondary Markets
2. Investing Basics (Four Critical Questions)
3. Stocks vs. Bonds
4. Stock Exchange
a. NYSE
b. American Stock Exchange
c. NASDAQ
5. Buying & Selling Stock
a. Market Order
b. Limit Order
c. Margin
i. Margin Call
6. Initial Public Offering
a. Role of Investment Banker
7. Types of Stock
a. Common
b. Preferred
8. Exchange Traded Funds
9. Stock Split
10. Categories of Bonds (Secured vs. Unsecured)
a. Investment Grade
b. Junk Bond
c. Debenture Bond
11. Bond Features
a. Sinking Fund
b. Callable
c. Convertible
ICE #7
Chevrolet has developed a new concept car called the Spark RS. You
are a part of a team responsible for creating the marketing strategy for
Chevys newest product. Your task is to:
ICE #8
Assume that you are the product manager for Death Wish Coffee. Provide
your response to the following key marketing questions. Dont forget to
justify your answers.
ICE #9
Channel management involves a wide variety of critical
functions/activities that allow an organization to create utility for both
consumers and other businesses (channel members). Identify and
explain two ways that channel management adds value to a
companys offerings, with regard to consumers or business partners.
ICE #10
Lexus has developed a new Hoverboard!! You are responsible for
developing the promotional mix for this new product. Your specific task
is to determine what forms of promotion will be most effective for
the Lexus Hoverboard. Identify and describe the promotional
activities (limit your response to two activities) Lexus should use to
promote this new hoverboard. Provide a rationale for your decision.
ICE #11
Will when completed.
ICE #12
Will when completed.