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CHAPTER 6 – Segmenting and targeting markets

TRUE/FALSE

1. Horse Supplies Pty Ltd has developed a new range of horse feeds. The company has
identified pet ponies and horses, as well as sport horses, as creatures that would eat the
food. The owners of these animals make up the target market for the new Horse Supplies
range.
ANS: T PTS: 1 DIF: Easy
TOP 1: Understand markets and the importance of market segmentation.

2. Elsa has examined potential customers for her cooking school, and is now in the process
of dividing up the market in groups of buyers who have relatively similar product needs.
Elsa is engaged in the process of targeting.
ANS: F PTS: 1 DIF: Easy
TOP 2: Overview the steps involved in segmenting a market.

3. Once a market segment has been established, marketers can work with these segments
indefinitely to develop optimal marketing mixes for each segment.
ANS: F PTS: 1 DIF: Easy
TOP 1: Understand markets and the importance of market segmentation.

4. To be valuable, a segmentation scheme must produce segments that meet specific

criteria. One requirement is how consumers respond to certain product characteristics.
For example, if all customers are equally price-sensitive towards a product, there is no
need to offer high-, medium- and low-priced versions of that product to different
segments.
ANS: T PTS: 1 DIF: Easy
TOP 4: Discuss the criteria for successful market segmentation and segment profiling.

5. A key tension in market segmentation resides between (a) developing segments that have
sufficient sales potential (for which a broader segment definition would be useful); and
(b) to be able to meet or exceed customer needs appropriately (for which a narrower
segment definition would be useful).
ANS: T PTS: 1 DIF: Moderate
TOP 4: Discuss the criteria for successful market segmentation and segment profiling.

6. Segmentation variables include demographic, psychographic, geographic and product

usage-rate characteristics of individuals.
ANS: T PTS: 1 DIF: Easy
TOP 3: Describe the bases commonly used to segment consumer markets.
7. Nana’s Pies has traditionally segmented the market regionally. For instance, in South
Australia, pies to be served as ‘floaters’ are prepared differently from the footie pies sold
in Victoria and the chunky beefs pies sold in Hobart. This is an example of using
demographic segmentation variables.
ANS: F PTS: 1 DIF: Easy
TOP 3: Describe the bases commonly used to segment consumer markets.

8. Quality Toys is a retailer of well-made but expensive children’s educational toys. Its
target market is grandparents. Quality Toys uses demographic segmentation variables.
ANS: T PTS: 1 DIF: Easy
TOP 3: Describe the bases commonly used to segment consumer markets.

9. Bella Italia Takeaway bakes and sells gourmet breads and pasta dishes targeting young,
white-collar, university-educated, professional, high-income market segments. Bella
Italia Takeaway uses demographic segmentation variables.
ANS: T PTS: 1 DIF: Easy
TOP 3: Describe the bases commonly used to segment consumer markets.

10. Levi Strauss produces Dockers clothing designed for the baby boomer generation. Levi is
using age as a segmentation variable for Dockers.
ANS: T PTS: 1 DIF: Moderate
TOP 3: Describe the bases commonly used to segment consumer markets.

11. When Victoria Bitter beer advertises its product with the slogan ‘A big, big thirst needs a
big, cold beer’, VB marketers are attempting to market using psychographic
segmentation.
ANS: F PTS: 1 DIF: Moderate
TOP 3: Describe the bases commonly used to segment consumer markets.

12. Amber Fluid Pale Ale, a low-alcohol beer, will be sponsoring the ‘by the light of day’
tour of Queensland by an emerging Australian female blues rock band. Amber Fluid is
using geodemographic variables for segmentation.
ANS: T PTS: 1 DIF: Moderate
TOP 3: Describe the bases commonly used to segment consumer markets.

13. The segmentation tool of VALS 2 (values, attitudes and lifestyles) provides a useful
psychographic segmentation tool.
ANS: T PTS: 1 DIF: Moderate
TOP 3: Describe the bases commonly used to segment consumer markets.

14. The Roy Morgan Values Segments (TM) system categorises potential customers into
nine psychographic segments, including performers, defenders and accomplishers.
ANS: F (Exhibit 5.5) PTS: 1 DIF: Difficult
TOP 3: Describe the bases commonly used to segment consumer markets.
15. Uncle Toby’s fruit snack bars target those who prefer a healthy and tasty snack. Uncle
Toby’s is using benefit segmentation.
ANS: T PTS: 1 DIF: Easy
TOP 3: Describe the bases commonly used to segment consumer markets.

16. Mega Save Stores, which operates a number of Piggly Wiggly grocery stores, learned
that 25 per cent of its shopping base is responsible for a substantial majority of its dollar
business. This is the general idea posited by the 80/20 principle.
ANS: T PTS: 1 DIF: Easy
TOP 3: Describe the bases commonly used to segment consumer markets.

17. Colgate Toothpaste targets individuals who buy lots of toothpaste (i.e. heavy users).
Some of these users are mainly interested in having white teeth, while others are more
concerned with fresh breath. Colgate doesn’t approach these two groups differently, but
addresses both types of people as heavy users. This is an example of usage-rate
segmentation.
ANS: F PTS: 1 DIF: Moderate
TOP 3: Describe the bases commonly used to segment consumer markets.

18. Examples of demographic segmentation include when business marketers segment their
markets by income, occupation and educational variables.
ANS: T PTS: 1 DIF: Moderate
TOP 3: Describe the bases commonly used to segment consumer markets.

19. The process of dividing business markets into segments based on generic characteristics,
such as geographic location, customer type, customer size and product use, is termed
macro-segmentation.
ANS: F PTS: 1 DIF: Easy
TOP 3: Describe the bases commonly used to segment consumer markets.

20. Monica’s Mills produces flour for consumer markets. Monica has commented that the
company does not single out any particular subgroup within the population, but instead
engages in mass marketing. Marketers today would call this strategy an undifferentiated
targeting strategy.
ANS: T PTS: 1 DIF: Moderate
TOP 5: Explain strategies for selecting target markets.

21. Mizaka bikes manufactures three-wheeler scooters for young children, strong robust
scooters for young adults and extremely light scooters for competitive scooter users.
Mizaka bikes engages in multi-segment targeting.
ANS: T PTS: 1 DIF: Easy
TOP 5: Explain strategies for selecting target markets.
22. Positioning refers to influencing customers’ perceptions of a product or service and
developing an appropriate marketing mix based on this perception, whether that
perception is factual or perceived.
ANS: T PTS: 1 DIF: Moderate
TOP 6: Explain the roles of positioning strategies and product differentiation.

23. The place a product occupies in the consumers’ mind can be conceived of relative to the
competitors’ product.
ANS: T PTS: 1 DIF: Moderate
TOP 6: Explain the roles of positioning strategies and product differentiation.

24. Perceptual mapping represents a technique of displaying or graphing, in two or more

dimensions, the location of products, brands or groups of products relative to one another
in customers’ minds.
ANS: T PTS: 1 DIF: Moderate
TOP 6: Explain the roles of positioning strategies and product differentiation.

25. Changing consumers’ perceptions of a brand in relation to competing brands is called

repositioning.
ANS: T PTS: 1 DIF: Moderate
TOP 6: Explain the roles of positioning strategies and product differentiation.

26. A positioning strategy that many organisations use to distinguish their products from
those of competitors is referred to as a differentiation strategy.
ANS: T PTS: 1 DIF: Moderate
TOP 6: Explain the roles of positioning strategies and product differentiation.

27. Tariffs for imported cars have dropped from 20 per cent to 10 per cent. In order to exploit
this situation, a car company has now positioned its cars as a premium product at an
affordable price. This is an example of positioning strategy.
ANS: F PTS: 1 DIF: Moderate
TOP 6: Explain the roles of positioning strategies and product differentiation.

28. The first step in the market-segmentation process is to select (a) market or product
category for study.
ANS: T PTS: 1 DIF: Moderate
TOP 2: Overview the steps involved in segmenting a market.

29. Benefit segmentation groups potential customers based on their needs or wants, rather
than age, gender, education or geographic region.
ANS: T PTS: 1 DIF: Easy
TOP 3: Describe the bases commonly used to segment consumer markets.

30. Customer type is a form of micro-segmentation in business markets.

 ANS: F PTS: 1 DIF: Difficult
TOP 7: Understand and outline issues in segmenting business and one-to-one marketing

31. The purchasing strategies of buying organisations can serve to shape micro-segments.
ANS: T PTS: 1 DIF: Easy
TOP 7: Understand and outline issues in segmenting business and one-to-one marketing

32. An optimiser describes a business buyer who considers numerous suppliers before
making a purchase decision.
ANS: F PTS: 1 DIF: Easy
TOP 7: Understand and outline issues in segmenting business and one-to-one marketing

33. Focusing resources to reach one or a small number of target markets is a characteristic of
concentrated marketing.
ANS: T PTS: 1 DIF: Moderate
TOP 5: Explain strategies for selecting target markets.

MULTIPLE CHOICE

1. A _____ is a group of people or organisations that has wants and needs that can be
satisfied by particular product categories, has the ability to purchase these products, and
is willing to exchange resources for the products.

A company
B purchase community
C market
D consumer
E target
ANS: C PTS: 1 DIF: Easy
TOP 1: Understand markets and the importance of market segmentation.

2. You and your unemployed friends go past a car yard. In the yard you see the latest
Holden Monaro V8 sports car. The price of this car ranges from $60 000 to $75 000
depending on the options you purchase with the car. You and your friends all want this
new car, but none of you has the means to buy one. Is this group of consumers a potential
market for the Monaro car?

A Yes, they are a potential market since they are all about the same age.
B No, they do not have the ability to purchase at this time.
C No, to qualify as a market, they must need the product.
D Yes, they are a market because this product could satisfy their consumer wants and
desires.
E Yes, they are a market because this group shares relatively similar product needs and
purchasing characteristics.
 ANS: B PTS: 1 DIF: Difficult
TOP 1: Understand markets and the importance of market segmentation.

3. A market is people or organisations that have:

A the ability, willingness and power to buy.

B a medium of exchange and products they desire.
C needs and wants, as well as the ability and willingness to buy a particular product.
D unmet needs or wants and products or services that satisfy those unmet needs or
wants.
E communication, financial and capital resources.
ANS: C PTS: 1 DIF: Easy
TOP 1: Understand markets and the importance of market segmentation.

4. You and your colleagues just starting your degrees share the characteristics of being
students and being on a low income. After talking with your friends, you find you have
the same needs. A group of individuals or organisations sharing one or more
characteristics that cause them to have relatively similar product needs is called (a)
________________.

A homogenous buyers
B market segment
C retail segment
D segmentation base
E target
ANS: B PTS: 1 DIF: Easy
TOP 1: Understand markets and the importance of market segmentation.

5. The process of dividing a market into meaningful groups that are relatively similar in key
ways, such that they exhibit a demand for similar offerings, and which is identifiable, is
called ________________.

A perceptual mapping
B targeting
C micromarketing
D positioning
E market segmentation
ANS: E PTS: 1 DIF: Easy
TOP 1: Understand markets and the importance of market segmentation.

6. Some hospitals are larger than others and some universities are private as opposed to
public. XYZ Pharmaceuticals Ltd has decided that its customers are not similar enough
to respond to a single marketing mix based upon this fact. The procedure of dividing a
market into similar groups with identifiable characteristics is called ________________.
 A micro-marketing
B positioning
C market segmentation
D cannibalisation
E targeting
ANS: C PTS: 1 DIF: Moderate
TOP 1: Understand markets and the importance of market segmentation.

7. The purpose of market segmentation is to:

A reduce the market to a specific size that the company has sufficient resources to
manage.
B divide the market into equal size and profit regions for sales territories.
C group a large number of markets together, enabling a company to serve them
simultaneously.
D develop a generalised definition of the market as a whole.
E group similar consumers and to serve their needs with a specialised marketing mix.
ANS: E PTS: 1 DIF: Easy
TOP 1: Understand markets and the importance of market segmentation.

8. Shelley owns TukTuk Travel Agency and would like to improve customer satisfaction
and increase repeat business. You ask Shelley to describe a typical customer, and she
says it is hard to find one kind of customer. With corporate travel, family vacations,
retirement cruises, university breaks and honeymoons, it is hard to know how to serve all
these accounts. You suggest it is time for market segmentation because:

A it will enable Shelly to build an accurate description of the customer needs by group,
and design a marketing mix to fit each segment.
B Shelley needs to reduce the size of the market she serves.
C Shelley needs to learn how to group these markets together into one market to serve
them adequately.
D it will help develop a generalised definition of the market as a whole and the optimal
marketing mix for this market.
E this will position Shelley’s company in the minds of her consumers as compared to
the competition.
ANS: A PTS: 1 DIF: Difficult
TOP 1: Understand markets and the importance of market segmentation.

9. Market segmentation can assist marketers to accomplish their defined objectives. All of
the following factors can assist in achieving these objectives EXCEPT:

A developing more-precise definitions of customer needs and wants.

B identifying which variable base should be used for segmenting.
C identifying when and how customer needs are changing.
 D identifying where new opportunities are emerging.
E evaluating where and why demand is falling.
ANS: B PTS: 1 DIF: Difficult
TOP 1: Understand markets and the importance of market segmentation.

10. Market segmentation involves the breaking down of a heterogeneous market into
homogeneous, identifiable segments. When carried to its most extreme, one could say
that:

A this is the reason segmentation cannot be used by small firms.

B all individuals have the same needs in spite of cultural and individual differences.
C everyone belongs to the same segment.
D segmentation controls the demand for products.
E every individual in the world is a market segment (segments of one).
ANS: E PTS: 1 DIF: Moderate
TOP 7: Understand and outline issues in segmenting business and one-to-one marketing

11. You have different wants relative to your parents; therefore, market segmentation:

A has a scientific technique for selecting the segmentation basis.

B is rarely done by consumer products companies.
C only needs to be done once for each product.
D should be re-assessed on a regular basis, because people’s needs and wants change.
E is recommended every 10 years after new Census data are released.
ANS: D PTS: 1 DIF: Easy
TOP 1: Understand markets and the importance of market segmentation.

12. Apple, the manufacturer of iPods, completed a thorough examination of its customers
two years ago. It grouped the customers into segments based on lifestyle, age, usage and
benefits sought. Would you recommend a new segmentation analysis this year?

A No, once every five years is about average.

B Yes, I would recommend one be done regularly because of the rapidly changing
nature of most markets.
C No, customer markets, unlike business markets, are not rapidly changing or
developing.
D Yes, a new analysis would be in order, but it should use different bases to get some
variety.
E Yes, and the same segmentation variables should be used.
ANS: B PTS: 1 DIF: Moderate
TOP 3: Describe the bases commonly used to segment consumer markets.

13. At least four trends will lead the continued growth of one-on-one marketing. Which of
the following is NOT one of these four trends?
 A Cost of customer contact
B Time savings
C Technology
D Customisation
ANS: A PTS: 1 DIF: Difficult
TOP 7: Understand and outline issues in segmenting business and one-to-one marketing

14. Which of the following is NOT one of the four criteria identified in the text for
successful market segmentation?

A Substantiality
B Identifiability and measurability
C Targetability
D Accessibility
E Responsiveness
ANS: C PTS: 1 DIF: Difficult
TOP 4: Discuss the criteria for successful market segmentation and segment profiling.

15. Macro-segmentation variables includes each of the following, EXCEPT

________________.

A geographic location
B customer type
C product use
D individual characteristics
E customer size
ANS: D PTS: 1 DIF: Difficult
TOP 3: Describe the bases commonly used to segment consumer markets.

16. A large European camera manufacturer segments the US camera market by use: family
and personal, hobbyists, professional and scientific. In order for this segmentation
scheme to be successful, all of the following criteria must be met, EXCEPT
________________.

A substantiality
B accessibility
C identifiability and measurability
D complexity
E responsiveness
ANS: D PTS: 1 DIF: Easy
TOP 4: Discuss the criteria for successful market segmentation and segment profiling.
17. Manly Treats Company has conducted marketing research on the market for prepare-at-
home snack food. The company has determined that there are thousands of homemakers
who prepare their own snack foods. These homemakers are generally women between 25
and 54 years of age. They tend to live in suburban neighbourhoods and most read
women’s magazines. If you were interpreting these results, you might suggest that Manly
Treats Ltd should:

A conduct additional research, because they have no idea about the measurability of the
segments.
B examine the research report again to see if they can determine segment accessibility.
C conduct a follow-up analysis to determine whether the segments chosen would
respond differently from other segments to their marketing strategy.
D not segment the market, because snack foods are really the domain of such
companies as Kraft and other larger food marketers.
E segment the market based on the information provided and concentrate their efforts
on suburban homemakers aged between 25 and 54 who read women’s magazines.
ANS: C PTS: 1 DIF: Moderate
TOP 4: Discuss the criteria for successful market segmentation and segment profiling.

18. A market segment must be sufficiently large to warrant the development and
maintenance of a particular marketing mix. Serving the specific needs of this segment
must be commercially viable, even if the number of potential customers is small. This is
the criterion of ________________.

A causality
B identifiability and measurability
C responsiveness
D accessibility
E substantiality
ANS: E PTS: 1 DIF: Easy
TOP 4: Discuss the criteria for successful market segmentation and segment profiling.

19. The Great Outdoors Company, which manufactures tents, has submitted a report on
potential segments for expansion of its marketing efforts into watches. They noted that
due to an increase in consumers undertaking multiday treks in high-altitude areas, the
altitude watch segment could be classified as having substantiality in this new product
line. This means the company:

A has sufficient special stores, magazines and other outlets to make it possible to direct
advertisements at this group.
B is sufficiently large to permit a profitable market effort for its members.
C exhibits a response rate to marketing variables different from the rates of other
segments.
D is excessively large and needs to be reduced to a more easily identifiable and
measurable size.
E will find it challenging to develop a product to match this group of buyers.
 ANS: B PTS: 1 DIF: Moderate
TOP 4: Discuss the criteria for successful market segmentation and segment profiling.

20. United Rehabilitation Agency wants to identify segments by their readiness to participate
in a drug and alcohol program or in prenatal care. The agency will need to gauge whether
there are enough people to justify setting up the service. The FIRST segmentation
criterion problem that would greet this proposal is/are ________________.

A responsiveness
B identifiability and measurability
C accessibility
D substantiality
E responsibility
ANS: B PTS: 1 DIF: Difficult
TOP 4: Discuss the criteria for successful market segmentation and segment profiling.

21. Luca Shoes has identified a market for its products in Central America. Despite the size
of this market, it has had a difficult time reaching this group with information about its
products, even though radio and television stations have provided advertisements free of
charge. This illustrates a problem with segmentation relating to ________________.

A substantiality
B identifiability and measurability
C responsiveness
D accessibility
E causality
ANS: D PTS: 1 DIF: Easy
TOP 4: Discuss the criteria for successful market segmentation and segment profiling.

22. Market researchers estimate that thousands of Australians have a high blood pressure and
do not know it because they do not take annual medical examinations. A pharmaceutical
company that has developed a medicine to reduce blood pressure should not count on this
group being a good target market because the group lacks ________________.

A both accessibility and responsiveness

B substantiality
C both accessibility and substantiality
D substantiality, identifiability and measurability
E reliability and responsiveness
ANS: A PTS: 1 DIF: Easy
TOP 4: Discuss the criteria for successful market segmentation and segment profiling.
23. Approximately bi-annually, some manufacturers introduce a fancy new shape or colour
for the boxes that house the hardware running PCs. These companies contend that beige
is boring and that people are ready for ‘something fun’. These manufacturers ignore the
fact that Australians like their technology in plain wrappers (think about how few
coloured appliances you see). These bright colours and odd shapes have failed because
the market segment at which they are targeted lacks ________________.

A substantiality
B identifiability and measurability
C responsiveness
D reliability
E accessibility
ANS: C PTS: 1 DIF: Moderate
TOP 4: Discuss the criteria for successful market segmentation and segment profiling.

24. One of the requirements for a market segment is to be responsive, which means that:

A more than 50 per cent of the consumers in the identified segment will be actively
interested in the product.
B all the segments identified by a marketer should respond to the marketing mix.
C all the segments identified by a marketer should not respond to the marketing mix.
D the segments identified by a marketer should not differ in the level of their
responsiveness to the marketing mix.
E the segment identified by a marketer should differ in the level of its responsiveness to
the marketing mix, as compared with another segment confronted with the same mix.
ANS: E PTS: 1 DIF: Easy
TOP 4: Discuss the criteria for successful market segmentation and segment profiling.

25. If a market segment is particularly motivated to use discount coupons provided in

newspapers, which segmentation success criterion is in force?

A responsiveness
B identifiability and measurability
C substantiality
D accessibility
E causality
ANS: A PTS: 1 DIF: Difficult
TOP 4: Discuss the criteria for successful market segmentation and segment profiling.

26. BUG (Bulk-Up Gym) has a new fitness program for people playing sports in the local
area. After placing fliers at offices in the CBD and surrounding areas, BUG’s classes
filled up within two weeks. Which segmentation success criterion is in force?

A Substantiality
B Identifiability
 C Measurability
D Causality
E Responsiveness
ANS: E PTS: 1 DIF: Moderate
TOP 4: Discuss the criteria for successful market segmentation and segment profiling.

27. A(n) _____ is a characteristic of individuals, groups or organisations that marketers use
to divide a total market into segments.

A 80/20 rule
B differentiation rule
C perceptual map
D segmentation base
E positioning base
ANS: D PTS: 1 DIF: Easy
TOP 3: Describe the bases commonly used to segment consumer markets.

28. D’Or Watches markets its product to its customers by offering three levels of products:
luxury, moderate and budget watches. The use of the income characteristic to divide
customers into these segments is called the ________________.

A perceptual map
B accessibility quotient
C 80/20 rule
D segmentation base
E differentiation rule
ANS: D; a segmentation base is the characteristic used to segment the market.
PTS: 1 DIF: Easy
TOP 3: Describe the bases commonly used to segment consumer markets.

29. Listerine Essential Care toothpaste is designed to prevent or reduce plaque and gingivitis.
Its ads state: ‘After age 35, 3 out of 4 adults have some form of gum disease’. The
toothpaste targets the market segment over the age of 35. This age variable that has been
used to distinguish the market for this toothpaste is an example of a(n)
________________.

A perceptual map
B usage-rate characteristic
C psychographic characteristic
D segmentation base
E differentiation rule
ANS: D; a segmentation base is the characteristic used to segment the market.
PTS: 1 DIF: Easy
 TOP 3: Describe the bases commonly used to segment consumer markets.

30. AB Company has based its segmentation on the characteristics of gender and lifestyle.
These two segmentation variables are grouped under the broader classification(s) of
________________.

A demographics
B psychographics
C geographics
D demographics and psychographics
E demographics and product usage
ANS: D PTS: 1 DIF: Moderate
TOP 3: Describe the bases commonly used to segment consumer markets.

31. Which of the following is NOT a reason why marketers might select single-variable
segmentation instead of multiple-variable segmentation?

A Single-variable segmentation is simpler to explain and understand.

B Single-variable segmentation provides a more precise and realistic description of the
segment.
C Single-variable segmentation requires limited amounts of secondary data.
D The size of the segments will be larger with single-variable segmentation.
E With single-variable segmentation, it is easier to perform the segmentation itself.
ANS: B PTS: 1 DIF: Difficult
TOP 4: Discuss the criteria for successful market segmentation and segment profiling.

32. A friend has moved into your town and would like to set up their own business.
Marketing research indicates there is much demand in the community for unique gifts.
Your friend has few resources to conduct intensive consumer research to locate a
precisely identified segment. Wishing to help your friend, as a marketing student, which
of the following strategies would you suggest they employ?

A Develop an undifferentiated strategy, because it is not a large community and she

could create a single marketing mix which would serve the entire community.
B Employ a macrosegmentation strategy, because the data needed for such a strategy is
both easy to get and fits her needs exactly.
C Use a single-variable segmentation strategy, because it offers an inexpensive
alternative that would not require much experience to employ.
D Use a multiple-variable segmentation strategy, because it is easier to use than single-
variable segmentation.
E Conduct a VALS investigation of her buying market.
ANS: C PTS: 1 DIF: Difficult
TOP 4: Discuss the criteria for successful market segmentation and segment profiling.
33. Segmenting markets based on the region of the country or the world, market size, market
density (number of people on a certain unit of land) or climate is called
________________.

A location segmentation
B geographic segmentation
C geodemographic segmentation
D VALS segmentation
E micro-segmentation
ANS: B PTS: 1 DIF: Easy
TOP 3: Describe the bases commonly used to segment consumer markets.

34. Alpine ski dealerships are more prevalent in Victoria than in Queensland due to _____
segmentation.

A geographic
B economic
C demographic
D benefit
E geodemographic
ANS: A PTS: 1 DIF: Easy
TOP 3: Describe the bases commonly used to segment consumer markets.

35. As a manufacturer of blankets, you know that heavy, 100-per-cent-wool blankets sell
better in New Zealand and Tasmania, where winters are colder, while lighter-weight
blankets sell better in Western Australia and Queensland, where winters are mild and
people require fewer and lighter covers for the bed. Segmenting the market according to
climate is an example of _____ segmentation.

A psychographic
B lifestyle
C attitude
D demographic
E geographic
ANS: E PTS: 1 DIF: Easy
TOP 3: Describe the bases commonly used to segment consumer markets.

36. Which of the following statements is NOT a reason why consumer goods companies take
a regional, rather than a national, approach to marketing?

A Many companies need to find new ways to generate sales because of saturated and
intensely competitive markets.
B A regional approach gives marketing managers more control over the competitive
environment.
C Automated checkout stations with scanners enable retailers to assess accurately
 which brands sell best in each region.
D Many packaged-goods manufacturers are introducing new regional brands intended
to appeal to local preferences.
E A more regional approach allows companies to react more quickly to competition.
ANS: B PTS: 1 DIF: Moderate
TOP 3: Describe the bases commonly used to segment consumer markets.

37. Marketers use _____ to segment markets because this information is widely available,
and factors such as age or gender are often important determinants of consumer
purchasing and consumption behaviour.

A benefits
B market researchers
C demographic information
D usage rates
E economics
ANS: C PTS: 1 DIF: Easy
TOP 3: Describe the bases commonly used to segment consumer markets.

38. Income, ethnic background, gender and age are all examples of _____ segmentation
bases.

A geodemographic
B organisational
C demographic
D socioeconomic
E psychographic
ANS: C PTS: 1 DIF: Difficult
TOP 3: Describe the bases commonly used to segment consumer markets.

39. L’Oréal has traditionally targeted women over 20 years of age. This is an example of
________________.

A demographic segmentation
B benefit segmentation
C psychographic segmentation
D usage-rate segmentation
E geodemographic segmentation
ANS: A PTS: 1 DIF: Moderate
TOP 3: Describe the bases commonly used to segment consumer markets.
40. Danny’s fast-food restaurant chain ran a series of commercials comparing processed
chicken nuggets with real strips of chicken breast. The ads said children might prefer
processed nuggets, but adults enjoyed the texture and flavour of real chicken. Which
segmentation variable is Danny’s using in this advertising campaign?

A Personality
B Gender
C Occupation
D Income
E Age
ANS: E PTS: 1 DIF: Easy
TOP 3: Describe the bases commonly used to segment consumer markets.

41. Having to pester their mother to take them to get their film processed inhibited kids from
taking pictures. With the advent of digital cameras, children can now print their own
pictures. Realising this fact, Jupiter Printing promoted its services to the younger age
group. This is an example of segmenting according to ________________.

A ethnicity
B income
C age
D gender
E occupation
ANS: C PTS: 1 DIF: Easy
TOP 3: Describe the bases commonly used to segment consumer markets.

42. Mental health professionals say there is evidence that some people’s self-image is greatly
influenced by the advertisements they see, including ads using young, super-thin models.
Consumer activist groups argue that these ads encourage women’s eating disorders, and
criticise marketers for using _____ as a segmentation variable.

A ethnicity and lifestyle

B income
C age and gender
D gender and occupation
E family life cycle
ANS: C PTS: 1 DIF: Moderate
TOP 3: Describe the bases commonly used to segment consumer markets.

43. The demographic factors of gender, age and income often do not sufficiently explain why
consumer buying behaviour varies. Frequently, differences in consumption patterns
among people of the same age and gender result from their being in different stages of
________________.

A enculturation
 B segmentation
C the family life cycle
D geo-demographics
E micro-marketing
ANS: C PTS: 1 DIF: Easy
TOP 3: Describe the bases commonly used to segment consumer markets.

44. Fred Construction Company Pty Ltd is interested in finding out how many consumers in
its town are within a certain age range, are married, and have between one and three
small children. This kind of demographic study involves ________________.

A macro-markets
B psychographics
C VALS
D geo-demographics
E the family life cycle
ANS: E PTS: 1 DIF: Difficult
TOP 3: Describe the bases commonly used to segment consumer markets.

45. _____ segmentation is based on personality, motives, lifestyle and geo-demographics,

and can be used alone to segment markets or can be combined with other segmentation
variables.

A Psychographic
B Demographic
C Benefit
D Family life cycle
E Character
ANS: A PTS: 1 DIF: Moderate
TOP 3: Describe the bases commonly used to segment consumer markets.

46. The Australian Red Cross has a non-profit retail store selling second-hand items donated
by the public. Any monies made by this store help purchase clothing and supplies for the
underprivileged and needy in Australia and neighbouring countries. The store defines its
market segment as people who believe in helping others and who feel good about helping
others whenever possible. The store uses _____ segmentation.

A demographic
B psychographic
C geodemographic
D ethnic
E geographic
ANS: B PTS: 1 DIF: Moderate
 TOP 3: Describe the bases commonly used to segment consumer markets.

47. It is cold and raining, yet fans of all ages, occupations and incomes are outside watching
the INDY 300 motor race. Despite the extremes in weather found at the event (it can be
hot one day and raining the next), they will sit for hours watching the cars as they race
past them. A website designed to market INDY 300 memorabilia would be most likely to
be successful if it used _____ segmentation to determine its target market.

A demographic
B psychographic
C geodemographic
D usage rate
E family life cycle
ANS: B PTS: 1 DIF: Moderate
TOP 3: Describe the bases commonly used to segment consumer markets.

48. In psychographic segmentation, each of the following segmentation bases may be used,
EXCEPT ________________.

A lifestyle
B motives
C personality
D geo-demographics
E family life cycle
ANS: E PTS: 1 DIF: Difficult
TOP 3: Describe the bases commonly used to segment consumer markets.

49. One way to divide individuals into groups is based on the way they spend their time, the
importance of items in their surroundings, their beliefs and their socioeconomic
characteristics. This is called ________________.

A life cycle segmentation

B geo-psychographics
C lifestyle segmentation
D micro-segmentation
E positioning
ANS: C PTS: 1 DIF: Easy
TOP 3: Describe the bases commonly used to segment consumer markets.

50. One of the greatest changes in the marketing of music has been due to the Internet.
Young adults today are more likely to download their music from the Internet rather than
buying from a music store. Rather than using in-store advertising, your music company
decides to advertise afternoons and weekends on rock radio stations. You are most likely
to segment the young adult market on the basis of ________________.
 A region
B usage
C stage of family life cycle
D psychographics
E gender
ANS: D PTS: 1 DIF: Easy
TOP 3: Describe the bases commonly used to segment consumer markets.

51. A method that clusters potential customers into neighbourhood lifestyle categories and is
a combination of geographic, demographic and lifestyle segmentation is called
________________.

A geo-demographic segmentation
B vita-geographic segmentation
C geo-psychographics
D perceptual mapping
E VALS segmentation
ANS: A PTS: 1 DIF: Easy
TOP 3: Describe the bases commonly used to segment consumer markets.

52. Within the region of one city there may be many different neighbourhoods. As the
marketing manager for Kraft Foods, you tailor different ads for different neighbourhoods
in the same region. For example, viewers watching a cable show in an Asian
neighbourhood in Melbourne would see different ads during the same commercial breaks
than young, affluent professionals living in a different neighbourhood. This represents
which of the following type of segmentation?

A Motivational data
B Lifestyle data
C Geo-VALS data
D Geo-demographic data
E Psychographic-VALS data
ANS: D PTS: 1 DIF: Moderate
TOP 3: Describe the bases commonly used to segment consumer markets.

53. The Roy Morgan Value Segments scheme can identify nine segments using two key
dimensions. Which of the following is NOT one of those segments?

A Basic need
B Socially aware
C A fairer deal
D Just want to have fun
E Visible achievement
 ANS: D PTS: 1 DIF: Easy
TOP 3: Describe the bases commonly used to segment consumer markets.

54. The process of grouping customers into market segments according to the different needs
and wants they seek from a product is called ________________.

A benefit segmentation
B usage rate segmentation
C advantage segmentation
D macro-segmentation
E psychographic segmentation
ANS: A PTS: 1 DIF: Moderate
TOP 3: Describe the bases commonly used to segment consumer markets.

55. One company can make many different versions of essentially the same product. For
instance, Procter & Gamble manufactures many different brands of toothpaste; each
brand targets a different segment of consumers. Some segments describe people who
have sensitive teeth, others who want a pleasant mint flavour, those who want to avoid
tooth decay, those who want a brightener, and those who are economically minded. This
is an example of _____ segmentation.

A geodemographic
B usage rate
C demographic
D psychographic
E benefit
ANS: E PTS: 1 DIF: Easy
TOP 3: Describe the bases commonly used to segment consumer markets.

56. There are many types of law firms. Among the different types, some specialise in tax
law, some specialise in divorce law and there are those who specialise in criminal law.
These law firms are applying benefit segmentation which is:

A developed on the basis of what the service will do for the customer rather than on
consumer characteristics.
B used to market to organisations, yet not to consumers.
C not allowing marketing managers to develop consumer profiles.
D selecting the most economical and beneficial demographic variable as a segmentation
variable, to keep company costs low.
E a key strategy of building a competitive advantage over competitors.
ANS: A PTS: 1 DIF: Moderate
TOP 3: Describe the bases commonly used to segment consumer markets.

57. Which form of segmentation is closely aligned to consumers’ need for safety (as defined
by Maslow’s hierarchy of needs), such as security systems and health insurance?
 A Geodemographic
B Usage rate
C Demographic
D Psychographic
E Benefit
ANS: E PTS: 1 DIF: Moderate
TOP 3: Describe the bases commonly used to segment consumer markets.

58. The Quartz Watch Company manufactures several different categories of watches:
inexpensive fashion watches, technical plain-face watches, watches with a sweep second
hand (for nurses and medical technicians), and waterproof divers’ watches. The Quartz
Watch Company is using _____ segmentation.

A usage-rate
B benefit
C geo-demographic
D competitor
E demographic
ANS: B PTS: 1 DIF: Easy
TOP 3: Describe the bases commonly used to segment consumer markets.

59. A 19-year-old first-year university student, living away from the home environment for
the first time, obtained the title of ‘party animal’ when living in a halls of residence.
Another student in the same course was given the name of ‘bookworm’ as he was a
husband with a small child and a full-time job, and wanted to further his career in the
same firm. If you were in charge of the university’s marketing program, which is aimed
at these people as consumers, what segmentation technique would be the easiest to
employ that might help you to distinguish between them?

A Age cohort analysis

B Benefit
C Product differentiation
D Concentration
E Gender
ANS: B PTS: 1 DIF: Easy
TOP 3: Describe the bases commonly used to segment consumer markets.

60. The public transportation system in the Perth area conducted a survey that revealed
respondents could be assigned to one of four categories: (1) people who never used mass
transit, (2) people who used mass transit in the past but not now, (3) people who used
mass transit occasionally, and (4) people who used mass transit regularly. These groups
have significantly different perceptions about transportation alternatives. This is an
example of _____ segmentation.

A demographic
 B benefit
C geo-demographic
D psychographic
E usage-rate
ANS: E PTS: 1 DIF: Easy
TOP 3: Describe the bases commonly used to segment consumer markets.

61. Generally, people purchase a product more than once. Why are many retail companies
interested in customer loyalty cards and programs in an effort to obtain repeat purchases?

A Roughly 80 per cent of the profit comes from 20 per cent of the sales.
B Roughly 80 per cent of a company’s customers are repeat business.
C Roughly 50 per cent of a company’s customers purchase 80 per cent of the sales
volume of the product.
D Roughly 20 per cent of a company’s customers purchase 80 per cent of the sales
volume of the product.
E Sales are equally divided among heavy, medium and light users, but they all need
slightly different products.
ANS: D PTS: 1 DIF: Moderate
TOP 4: Discuss the criteria for successful market segmentation and segment profiling.

62. The _____ proposes that a minority of a company’s customers purchase a majority of the
volume of the product.

A majority fallacy
B 20/80 principle
C 80/20 or Pareto principle
D cannibalisation rule
E elasticity principle
ANS: C PTS: 1 DIF: Easy
TOP 4: Discuss the criteria for successful market segmentation and segment profiling.

63. As the owner of Trader Jack’s Cafe at Surfer’s Paradise in Queensland, you have noticed
the volume of your sales go to the same group of customers (about 40 people), even
though you know that a large variety of customers have eaten at your cafe. Your retailing
experience is supportive of the ________________.

A optimiser principle
B disloyal customer rule
C majority fallacy
D cannibalisation rule
E 80/20 principle
ANS: E PTS: 1 DIF: Easy
 TOP 4: Discuss the criteria for successful market segmentation and segment profiling.

64. In business-to-business marketing, _____ involves dividing markets into segments

according to such general characteristics as geographic location, type of organisation,
customer size or product use.

A micro-segmentation
B general segmentation
C macro-segmentation
D macro-marketing
E micro-marketing
ANS: C PTS: 1 DIF: Difficult
TOP 4: Describe the bases commonly used to segment consumer markets.

65. As a marketer, which of the following are you likely to use to establish general areas of
business market potential?

A Macro-segmentation
B Product differentiation strategies
C Micro-segmentation
D Micro-marketing strategies
E Segmentation bases
ANS: A PTS: 1 DIF: Difficult
TOP 1: Understand markets and the importance of market segmentation.

66. The government is a large organisation with many smaller departments. To market to this
organisation, it may be more beneficial to apply a _____ scheme.

A granular segmentation
B micro-segmentation
C macro-segmentation
D micro-marketing
E position segmentation
ANS: B PTS: 1 DIF: Moderate
TOP 1: Understand markets and the importance of market segmentation.

67. Atlas Corporation developed a commanding position in the industrial door market by
providing customised products in just four weeks, much faster than the industry average
of 12 to 15 weeks. Atlas’ primary market is defined as companies with an immediate
need for customised doors. In this example, characteristics of the buying organisation can
be used as a basis for micro-segmentation. Each of the following are characteristics of the
buying organisation that it can use for segmentation, EXCEPT:

A Roy Morgan Values Segments research.

B key purchasing criteria.
 C salience of the purchase.
D individual characteristics of the purchase decision makers.
E purchasing strategies.
ANS: A PTS: 1 DIF: Difficult
TOP 3: Describe the bases commonly used to segment consumer markets.

68. AirComfort Limited makes aeroplanes. Each year, it sells about 50 planes to be used as
crop dusters. It sells another 75 to delivery companies. It also manufactures a dozen or so
that are used for firefighting and about six that are sold for military transport purposes.
AirComfort Limited uses _____ variables.

A usage-rate
B macro-segmentation
C benefit
D psychographic
E micro-segmentation
ANS: B PTS: 1 DIF: Easy
TOP 7: Understand and outline issues in segmenting business and one-to-one marketing

69. Companies can be categorised by the type of purchasing strategy they use. _____ usually
contact familiar suppliers and place an order with the first that can meet product and
delivery requirements.

A Strugglers
B Actualisers
C Optimisers
D Satisficers
E Experiencers
ANS: D PTS: 1 DIF: Difficult
TOP 7: Understand and outline issues in segmenting business and one-to-one marketing

70. Shakila’s Office Supplies has categorised its business customers by the purchasing
strategy they use. Knowing the company has good products and a very good delivery
service, the marketing manager has focused on the _____, who usually contact familiar
suppliers and place an order immediately if these two factors are acceptable.

A experiencers
B actualisers
C optimisers
D satisfiers
E satisficers
ANS: E PTS: 1 DIF: Difficult
TOP 7: Understand and outline issues in segmenting business and one-to-one marketing
Other documents randomly have
different content
40:11 136
41:30 305
41:39 303
41:42 157
41:45 34
41:47-57 306
41:54 305
46:17 349
50:13 180
50:26 303, 411

Exodus—
1:11 35
2:1-10 311
3:8, 17 139, 309
4:25 152
5:7-18 36
11:5 135
12 390
12:37 36
13:20 36
14:23-28 37
16:36 158
18:13-26 315
20:8-11 258
20:12 411
20:24 172
20:24-26 198
21:2-6 316, 323
21:2-11 324
21:6 340
21:12-14, 18-27 334
21:16 316
21:17 332
21:24 340
21:28-35 337
22:1-4, 9 315
22:5 319, 320
22:5, 6 319
22:7-10 323
22:10-13 339
22:11, 25 320
22:16, 17 328
22:18 314
22:26, 27 324
23:10, 11 319
29:40 158
34:20 172
35:22 156
38:26 161

Leviticus—
5:13 343
6:3-5 315
6:18, 29 343
7:8-10, 14, 34 343
11:35 149
18:6-18 329
19:9 319
19:20-22 328
20:10 328
20:11, 12, 19-21 329
22:30 329
23 390
24:20 340
25:5 137
25:25-46 316
26:26 149

Numbers—
5:9, 10 343
5:11-28 314, 328
13:23 136
14:8 139
16:13, 14 139
21:13 365
21:15, 16 116
21:21 116, 308
21:30 443
26:45 349
27:8-11 332
31:29, 41 343
31:50 157
32:8 95
32:34 112, 365
32:38 365
32:42 215
33:5, 6 36
36:2-12 332

Deuteronomy—
1:4 111, 112, 116, 308
2:12, 22 106
2:24 365
2:26 307
3:9 116
3:11 217
5:12-15 258
5:16 411
6:3 139
7:5 91
10:18 420
11:10 84
12:3 91
14:29 420
15, 16, 17 340
15:7-18 323
15:12-18 316, 324
16:9 135
16:18-20 315
18:10 314
19:4 334
19:5 152
19:16-21 314
19:21 340
21:1-9 316
21:15-21 332
22:6 139
22:13-21 325
22:22-29 328
22:30 329
23:15 316
23:17 323, 326
23:17, 18 333
23:24 137
23:24, 25 319
24:1-4 329
24:6 136
24:10-13 324
24:19-22 319
25:4 135
26:2, 4 153
28:5, 17 153
34:1 365

Joshua—
2:6 138
5:2, 3 152
6:20 125
9:17, 20 111
10:3 89, 112
10:33 92, 112, 116, 117
11:1, 2 111
11:22 91
12:4 111
12:21 96, 97
12:22 133
13:9 443
13:16-19 365
13:25 217
15:10 94, 112
15:37 114, 116
15:41 111, 116
15:44 346
15:59 111
15:63 188
17:11 111, 114, 133, 214
18:24 111
19:6 110
19:18-20, 25, 28 111
19:35, 37 111, 114
19:44 377
20:7 133
20:8 365
21:19 111
21:23 377

Judges—
1:5, 27-36 116
1:17 111
1:21 188
1:27 92, 111
1:29 117
4, 5, 6 133
4:2 111
4:21 153
5:19 97
5:26 153
6:3 108, 307
6:11 111, 193
6:19 153
6:33 108
7:12 108, 307
7:22 111
8:10 108, 307
9:4, 46 351
9:53 136
11:3, 5 111
13:2 112
13:19 193
16:23-30 93, 176
18:7, 18 111
18:29 133
19:10, 11 188

1 Samuel—
2:13, 14 151
4:1 111
5:8 91
9:12 169
10:5 155
10:26 133
11:4 133
13:20, 21 161
17:1 111
17:4 91
17:43 139
19:24 356
23:1 112, 188
25:2 188
28:41 111
31:5 154
31:10 133
31:10, 12 214

2 Samuel—
1:10 156
2:16 154
3:27 129
5:6-8 188
5:9 189
5:25 92
7:2 176
8:9, ff. 81
11:1 217, 443
12:27 130
12:31 152
15:2 190
16:9 139
17:28 134
20:14 111
21:12 214
23:11 134
24 190, 192
24:16 193
24:16, 17 377
24:18, 22 135

1 Kings—
1:33 101
1:40 155
3:1 190
3:1, ff. 30
3:2 169
4:7 317
4:12 214
5:6, 17 358
6:4 194, 195
6:29, 32, 35 194
6:36 195
7:2, 6 196
7:8, 12, 23-37, 39 195
7:9 152
7:49 194
9:15 112, 190
9:15-19 94
9:16 30
9:24 189
10:1 371
10:1-13 381
10:5, 18-20 193
11:14-25 118
11:27 190
11:40 30
12:12 359
14:25 37, 118, 360
14:25-28 30, 259
15:20 111
16:23-29 365
16:24 127
16:34 99, 100, 125, 128
16:36 128
17:10 133
19:16, 17 124
19:19 134, 135
21:8 155
22:39 100, 127

2 Kings—
2:19-22 98
3:4 364
3:4-12 197
3:5-27 365
4:8 111
4:23 259
5:12 214
6:5 152
6:13 133
6:25 158
11, 12, 13, 14, 15 268
11:12, 13 195
12:17 91
12:20 189
13:20, 21 183
14:7 173
14:8-14 94, 95
14:13 196
14:19 89
14:21 367
14:23 259
15:1-27 367
15:19 61, 62
15:29 370
15:29, 30 62, 369
15:37 367
16:5-9 367
16:10 369
16:10-16 198
16:14 195
17:3-5 369
17:4 370
17:5 62, 123
17:16 370
17:24 124, 125, 370
17:24-34 100, 118
18 374, 375
18:1-6, 9 198
18:4 171
18:13 44
18:13-16 375
18:13—19:8 376
18:14 89
18:14, ff. 374
18:17 375
18:32 139
19 374, 375
19:9 31, 375
19:9-36 376
19:35 374
19:36 377
19:37 44, 64, 378
20:12 63
20:20 198, 377
20:21 378
21 378
21:6 172
22:14 199
23:5, 8 169
23:10 172, 199
23:29 32, 96
23:29, ff. 379
23:34 32, 379
24, 25 44, 65, 380
25:9, 10 200
25:27 381
25:27-30 66

1 Chronicles—
1:30 307
1:38 109
1:40 308
2:18 116
4:8 116
7:31 349
8:12 111
18:9, ff. 82
21:23 135
23:4 315
24 117
29:7 163

2 Chronicles—
1:5, 6 195
2:8 358
3:1 168
5:2 189
11:5-10 90
19:5-7 315
33 64

Ezra—
1 386
2:69 163
3:12 201
4:2 378
4:10 379
5:16 200
8:27 163

Nehemiah—
1, 2, 3, 4, 5, 6, 7 118
1:1 47
1:3 200
2:10, 19 389
3, 4, 5, 6 90
3:13, 28 202
4:1, ff. 389
6:1, ff. 389
7:2 390, 391
7:37 111
7:70-72 163
11:25 111
12:31-40 202
13:28 389

Esther—
1:2 47
3:10, 12 157

Job—
1:3 108
3:8 253
9:13, 14 251
12:7, 8 430
26:12, 13 251, 252
28:28 409
29 395
29:13 420
31 395
38:14 154
39:13 139
41 253
41:24 136
42:4-6 395

Psalms—
6:3 400
8 401
17:1 400
18:6 400
19 401
21:9 149
68:4 147
68:5 420
74:10 400
74:13, 14 282
74:13, 14, 16, 17 252
85:5 400
87:4 254
89:10 253
90:7, 13 400
104 406
104:24 404
137 200
146, 147, 148 401

Proverbs—
1:9 156
5:3 410
6:9-11 411
10:19 409
10:26 411
11:1 162
13:3 409
13:4 411
14:3 409
14:35 408
17:28 409
18:24 409
20:23 162
24:17 408
24:21 409
31:13 138
31:31 129

Ecclesiastes—
7:15-17 409
9:6-9 412
9:9 410
11:9 409

Canticles—
1:10 156
2:13 136
3:6 156
4:1-7 414
5:1 416
6:2, 3 416
8:1-3 415

Isaiah—
1:13 259
1:17, 23 420
3:18 157
3:19, 20 156
5:1-8 137
5:12 155
6 418
7:1 197
7:1, ff. 62
7:3 198
7:16 369
8:1 154
8:6 198
9:1-6 422
9:17 420
10:2 420
10:9 63, 81, 116, 361, 371
10:14 139
10:28-32 372
11:1-8 422
11:6-9 284
14:9-11 180, 422, 426
15:1 116
15:2, 4, 5 365
19 389
19:13 27
19:19-22 38
20:1 43, 372
22:22 151
27:1 253
30:7 254
31:5 64
36 44
36, 37 63, 374
37:9 31
37:38 378
39:1 377
40:12 158
41:15 135
44:28 383
45:1 383
47:8 420
51:9 253
57:3 172
66:23 259

Jeremiah—
2:10 293
2:16 27
7:6 420
7:31 172, 199
15:8 420
18:21 420
22:3 420
23:27 418
23:29 153
32:35 172
36 32
41:4, 5 200
43:7, 8 37
43:8 38
44:1 27, 37
46 32, 65
46:2 361
46:2, ff. 379
46:14, 19 27
48:22-24 365
49:11 420
50:16 135

Lamentations—
4:3 139
5:10 150

Ezekiel—
1:1 65, 66
4:9 134
4:12-15 149
5:1, 2 152
8:14 426, 427
8:16 194
16:3 77, 349
16:11 156
16:45 349
22:7, 25 420
23:40 156
27:6 293
27:8, 9 112
30:13, 16 27
30:17 31
32:21-31 422, 426
32:22-32 180
43:13-17 198
45:11, 14 158
46:3 259

Daniel—
3:5, 15 155
4:29 380
5:11, 18 382
5:25 160
5:30, 31 384
8:2 47

Hosea—
2:5, 9 138
2:11 259
7:4, 6, 7 150
9:6 27

Joel—
3:13 135

Amos—
5:19 126
6:2 116
7:14 356
8:1, 2 153
8:5 162, 259
9:7 116, 357

Micah—
1:14 92, 140
6:15 136

Nahum—
3:8 31, 64

Zephaniah—
1:10, 11 199

Zechariah—
3:1 418
4 201
7:10 420

Malachi—
3:5 420

Ecclesiasticus—
50:1-4 203

1 Maccabees—
1:21, 22 201
1:33 204
5:37 215
7:32, 33 204
9:52 124
13:48 128
14:34 94
14:36 204

Matthew—
1:8 268
3:12 135
4:25 213, 218
5:14 123, 429
5:15 151
5:26 165
5:29 199
6:30 149
6:33 430
7:5 428
7:7 430
7:24, 25 429
10:26 431
10:28 199
10:29 165
11:27 405
12:1 132
13:4 132
13:57 408, 429
14:3 165
16:13 133
19:24 151
19:30 431
22:19 165
23:37 140
24:41 135, 136
25:1-12 148
26:34, 74 140
26:36 137
26:57 101
28:2 184

Mark—
2:23 132
4:4 132
4:23 431
5:1 218
5:20 213, 218
6:4 429
6:17 165
7:11 159
7:31 213, 218
8:27 133
10:12 329
10:25 151
10:31 431
12:15-17 165
12:41 209
12:42 165
13:35 140
13:44 430
14:26 211
14:30, 68, 72 140
14:32 137, 211
16:3, 4 184

Luke—
2:1-5 432
2:2 434, 437
2:3-5 435
3:17 135
3:19 165
4:24 429
4:26 133
5:9 430
6:1 132
6:42 428
7:5 98
8:5 132
9:51-54 119
11:47, 48 183
12:2 431
12:6 165
12:28 149
13:30 431
15:8 165
15:22 157
17:21 430
18:25 151
20:36 430
21:1 209
21:2 165
22:34, 60 140
22:39 211
23:18, 21 206
24:2 184

John—
2:20 208
3:16, 36 431
3:29 416
4:5 133
4:9, 20 119
4:44 429
5:4 187
5:24 431
13:38 140
18:1 211
18:24 101
18:27 140
20:1 184

Acts—
3:2 210
8:27 39
8:27-39 33
9:11 214
9:32 111
12:23 377
15, 16 440
16:14 226
17:6 438
17:22-31 220
17:23 438, 439
17:27 178
18:1 220
18:4, 7 221
18:11 220, 440
18:12 221, 439
19:23-41 224
20:15, 17 222
20:35 431
23:23, 24 133
24:27 439
26:14 135

Romans—
16:3-16 441

1 Corinthians—
1:4 441
3:10-17 223