Chapter $1$: Creating Customer Relationships and Value through Marketing$1.$ With this chapter and every chapter, always start with a good understanding of the key termsthat are in bold and$/$or italics throughout the chapter$\mathrm{.}2.$ Understand the concept of exchange and why it is an essential element of marketing$3.$ Know and be able to apply the elements that must be present for marketing to occur$\mathrm{.}4.$ Understand the relationship in this course between needs and wants, and how they areessential to the mission and purpose of marketing$\mathrm{.}5.$ What is a market?$6.$ Know the $4$ Ps $($aka$,$ the marketing mix, and the controllable factors$),$ and how marketinguses them to deal with the environmental forces$\mathrm{.}7.$ Know what the environmental forces are and how each can affect marketing$\mathrm{.}8.$ What is relationship marketing and Why is it important in marketing?$9.$ What is a marketing program and what is its purpose?$10.$ Why are market segments important to organizations and how do they influence what theorganization does?$11.$ What is the marketing concept?$12.$ What does a marketing orientation do for an organization?$13.$ Understand the concepts of customer relationship management and the customerexperience$\mathrm{.}14.$ What is a product, and for our purposes, how broadly is it defined?$15.$ Who are ultimate consumers, and why is that term applied to them?$16.$ Who are organizational buyers? What qualities separate them from ultimate consumers?$17.$ What are the four marketing utilities? Why are they important in the process of consumersmaking decisions about purchases?Chapter $2$: Developing Successful Organizational and Marketing Strategies$1.$ What is strategy? How does strategy differ from tactics?$2.$ Understand the different elements of todays organizations and what happens in each level$\mathrm{.}3.$ What are core values and why are they important?$4.$ What is a mission? Why does an organization need a defined mission?$5.$ What is culture?$6.$ What is a business? How does it differ from other organizations that are not businesses?$7.$ What are goals & objectives, and how are they important in a marketing plan?$8.$ What is the purpose of a marketing dashboard?$9.$ What is a marketing metric, and how does having them help management run a business?$10.$ What are core competencies, and why is it important that an organization knows what itscore competencies are?$11.$ What is business portfolio analysis, and what does it help an organization understandabout its offerings?$12.$ Understand the $4$ elements of business portfolio analysis$\mathrm{.}13.$ What are the four market$-$product strategies?$14.$ What is the strategic marketing process and what does it help an organization accomplish?$15.$ What is situation analysis and why does an organization need to always pay attention to it$?16.$ What is SWOT analysis, and what does each letter of the acronym mean?$17.$ What is market segmentation, and why do organizations use it$?18.$ What are points of difference, and why do organizations need to know what their points ofdifference are in the markets they serve?Chapter $3$: Understanding the Marketing Environment, Ethical Behavior, and Social Responsibility$1.$ What does the process of environmental scanning accomplish? Why is it important?$2.$ What are demographics? Why are the elements of demographics important to themarketing process?$3.$ What are generational cohorts? Understand the major characteristics of each one listed inthe chapter$\mathrm{.}4.$ What is multi$-$cultural marketing, and why is it important for organizations to practice iteffectively?$5.$ What are we talking about when we discuss the economy?$6.$ Consumer income is classified into three major categories: gross income, disposableincome, and discretionary income. Understand the differences between these threecategories$\mathrm{.}7.$ What is the difference between the marketspace and the marketplace?$8.$ Understand the differences between the four types of competition...pure competition,monopolistic competition, oligopoly, and monopoly$\mathrm{.}9.$ What is consumerism? How did the term get started? What is its purpose?$10.$ What does self$-$regulation mean?$11.$ What are ethics, and why are they so important in organizations?$12.$ What is the Consumer Bill of Rights? Where did it get its start?$13.$ What is a code of ethics? What does having a code of ethics mean to an organization?$14.$ The two main concepts of ethics we will study are moral idealism and utilitarianism. Howdo they differ?$15.$ What is social responsibility? Profit responsibility? Stakeholder responsibility?Societal responsibility?Note: Students often confuse social responsibility and societal responsibility. They are notthe same, so be sure you understand them thoroughly?$16.$ Green Marketing and cause marketing are common practices today. What are they andwhy do organizations use them?Chapter $4$: Understanding Consumer Behavior$1.$ There are five stages in the consumer purchase decision process:A$.$ Problem recognitionB. Information searchC. Alternative evaluationD. Purchase decisionE. Post$-$purchase behaviorKnow what each of them is and any subsets of any of them$\mathrm{.}2.$ There are the levels of customer involvement:A$.$ Extended problem solvingB. Limited problem solvingC. Routine problem solvingBe able to recognize which of these levels is used in a question about consumer purchases$\mathrm{.}3,$ What are the five situational influences that affect purchase decisions? Be able to recognizewhich one $($or more$)$ is represented in a purchase decision question$\mathrm{.}4,$ The psychological influences on consumer behavior involve:A$.$ MotivationB. PersonalityC. PerceptionD. Perceived riskUnderstand how each element can influence a purchase decision$\mathrm{.}5.$ What strategies might an organization use to minimize the consumers perceived risk?$6.$ There are two main types of learning: cognitive and behavioral. Understand the differencesand be able to apply them in a situational question$\mathrm{.}7.$ What are opinion leaders, and how do they have an impact on the demand for products andservices?$8.$ What is word of mouth and why is it such an important element of sociocultural influences onconsumer behavior?$9.$ What are reference groups, and why are they influential in the consumer purchase decisionprocess?$10.$ What is the process of consumer socialization and how does it influence individual consumerbehavior?$11.$ How does the family life cycle influence how consumers act in their purchase decisions?$12.$ Purchase decisions in families are often divided by various factors such age, gender, level ofeducation, and other factors. Review the Family Decision Making process and be familiar withhow these decisions are often made$\mathrm{.}13.$ Large cultures are often divided into smaller sub$-$groups, sometimes called sub$-$cultures. Whatare sub$-$cultures and why is it important for marketing organizations to recognize them?