GB 350 CASCIO FINAL OLE MISS
STUDY GUIDE 2026 COMPLETE
QUESTIONS AND VERIFIED
ANSWERS
◉ sales philosphy. Answer: focused on aggressive sales techniques and
the belief that high sales result in high profit
◉ market philosophy. Answer: focused on satisfying customer wants
and needs while meeting organizational objectives
◉ societal marketing philosophy. Answer: focused on satisfying
customer wants and needs while enhancing individual and societal well-
being
◉ production-orientation. Answer: can survive in competition is weak
and demand>supply
not typically viable long-term
◉ sales-orientation. Answer: short-term exchanges will be sufficient for
long-term success
primary tool for exchanging value is promotion
using persuasion to create a need when the market/need doesn't exist
,also not focused on long-term, mutually beneficial customer
relationships
◉ market orientation. Answer: achieving long-term goals by optimizing
customer relationships beyond first-time exchange
◉ market orientation - adoption. Answer: "onboarding" new customers
by education them about how to use the product/service; offering an
easy return process for dissatisfied customers
◉ market orientation - retention. Answer: delivering such a great
experience that the customer comes back when the need arises again;
making it easy to come back
◉ market orientation - expansion. Answer: offering other
products/services that existing customers might need
◉ market orientation - advocacy. Answer: having a mechanism in place
that allows happy customers to sing your praises (e.g., reviews)
◉ societal marketing orientation. Answer: have a hard time justifying
premium prices as well as meeting customers expectations
◉ strategic planning. Answer: creating and maintaining a fit between the
organization's objectives and resources and the evolving market
opportunities
, ◉ ansoff's matrix. Answer: matches products with markets
(present/new product - present/new market)
◉ market penetration (ansoff's matrix). Answer: present market/present
product
goal: increase wallet share of existing offerings among existing
customers
◉ market development (ansoff's matrix). Answer: new market/present
product
goal: attract new customers to existing offerings
◉ product development (ansoff's matrix). Answer: present market/new
product
goal: develop new offerings to create value for existing customers
◉ diversification (ansoff's matrix). Answer: new market/new product
goal: develop new offerings to create value for new markets
◉ innovation matrix. Answer: as a company moves away from its core
capabilities, it transverses a range of change and innovation
STUDY GUIDE 2026 COMPLETE
QUESTIONS AND VERIFIED
ANSWERS
◉ sales philosphy. Answer: focused on aggressive sales techniques and
the belief that high sales result in high profit
◉ market philosophy. Answer: focused on satisfying customer wants
and needs while meeting organizational objectives
◉ societal marketing philosophy. Answer: focused on satisfying
customer wants and needs while enhancing individual and societal well-
being
◉ production-orientation. Answer: can survive in competition is weak
and demand>supply
not typically viable long-term
◉ sales-orientation. Answer: short-term exchanges will be sufficient for
long-term success
primary tool for exchanging value is promotion
using persuasion to create a need when the market/need doesn't exist
,also not focused on long-term, mutually beneficial customer
relationships
◉ market orientation. Answer: achieving long-term goals by optimizing
customer relationships beyond first-time exchange
◉ market orientation - adoption. Answer: "onboarding" new customers
by education them about how to use the product/service; offering an
easy return process for dissatisfied customers
◉ market orientation - retention. Answer: delivering such a great
experience that the customer comes back when the need arises again;
making it easy to come back
◉ market orientation - expansion. Answer: offering other
products/services that existing customers might need
◉ market orientation - advocacy. Answer: having a mechanism in place
that allows happy customers to sing your praises (e.g., reviews)
◉ societal marketing orientation. Answer: have a hard time justifying
premium prices as well as meeting customers expectations
◉ strategic planning. Answer: creating and maintaining a fit between the
organization's objectives and resources and the evolving market
opportunities
, ◉ ansoff's matrix. Answer: matches products with markets
(present/new product - present/new market)
◉ market penetration (ansoff's matrix). Answer: present market/present
product
goal: increase wallet share of existing offerings among existing
customers
◉ market development (ansoff's matrix). Answer: new market/present
product
goal: attract new customers to existing offerings
◉ product development (ansoff's matrix). Answer: present market/new
product
goal: develop new offerings to create value for existing customers
◉ diversification (ansoff's matrix). Answer: new market/new product
goal: develop new offerings to create value for new markets
◉ innovation matrix. Answer: as a company moves away from its core
capabilities, it transverses a range of change and innovation
