MGT 103 UCSD EXAM QUESTIONS AND
ANSWERS GRADED A+ 2025/2026
Segmentation - ANS characteristics of individuals, groups, or organizations used to divide a
market into segments
demographic variables - ANS age (generations, life cycle), gender, race, occupation
geographic variables - ANS region, city size, state size
psychographic variables - ANS personality, motives, LIFESTYLES
behavioristic variables - ANS end use, benefit expectations, brand loyalty, price sensitivity
80/20 rule - ANS 80% of consumption comes from 20% same customers
targeting - ANS evaluation of potential consumer segments... which route do you want to
take? new moms with kids who like to hike or empty nesters who like to travel?
target market process - ANS 1. segmentation 2. targeting 3. positioning
1 @COPYRIGHT 2026 ALLRIGHTS RESERVED.
, positioning - ANS act of designing company's offer and image so that it occupies a distinct
and valued place in consumers minds....building profile of ideal customer and focus only on
your target audience... SPEAK THEIR LANGUAGE
frame of reference - ANS the goal they can expect to achieve by using the brand ....
association consumers have to a brand
ex. frontier known for cheap flights
points of parity - ANS attributes that inform the consumer that you are capable of providing
something that might work
points of difference - ANS what makes your brand unique
production differentiation - ANS features, performance, style, design
service differentiation - ANS delivery, installation, training services
image differentiation - ANS symbols, events, atmosphere
personal differentiation - ANS hiring, training
service elements - ANS intangibility, inconsistency, inseparability, inventory
intangibility - ANS cannot touch services, no direct ownership
inseparability - ANS cannot separate the service from those who create it.... delivered and
done at same time
2 @COPYRIGHT 2026 ALLRIGHTS RESERVED.
ANSWERS GRADED A+ 2025/2026
Segmentation - ANS characteristics of individuals, groups, or organizations used to divide a
market into segments
demographic variables - ANS age (generations, life cycle), gender, race, occupation
geographic variables - ANS region, city size, state size
psychographic variables - ANS personality, motives, LIFESTYLES
behavioristic variables - ANS end use, benefit expectations, brand loyalty, price sensitivity
80/20 rule - ANS 80% of consumption comes from 20% same customers
targeting - ANS evaluation of potential consumer segments... which route do you want to
take? new moms with kids who like to hike or empty nesters who like to travel?
target market process - ANS 1. segmentation 2. targeting 3. positioning
1 @COPYRIGHT 2026 ALLRIGHTS RESERVED.
, positioning - ANS act of designing company's offer and image so that it occupies a distinct
and valued place in consumers minds....building profile of ideal customer and focus only on
your target audience... SPEAK THEIR LANGUAGE
frame of reference - ANS the goal they can expect to achieve by using the brand ....
association consumers have to a brand
ex. frontier known for cheap flights
points of parity - ANS attributes that inform the consumer that you are capable of providing
something that might work
points of difference - ANS what makes your brand unique
production differentiation - ANS features, performance, style, design
service differentiation - ANS delivery, installation, training services
image differentiation - ANS symbols, events, atmosphere
personal differentiation - ANS hiring, training
service elements - ANS intangibility, inconsistency, inseparability, inventory
intangibility - ANS cannot touch services, no direct ownership
inseparability - ANS cannot separate the service from those who create it.... delivered and
done at same time
2 @COPYRIGHT 2026 ALLRIGHTS RESERVED.
