MEGA MGT301 Searching File

MGT301 Searching file

Provide by Orange Monkey

1. When railroad companies thought that user wanted trains rather
than transportation and overlooked the growing challenge of other
mode of transportation they were for the being the selling
concept
False
2. When backed by buying power, needs become demands.
False
3. Smart marketers look on the attributes of the products and services they sell.
They create brand experience for consumers.
True
4. The selling concept holds the consumer will not buy enough of the firms
products unless it undertakes a large-scale selling and promotion effort
True

5. Costumer value is defined as the customer's evaluation of the percieved

difference between all the benefits and all the costs fo a marketing offer relative
to those of competing offers.
A) True (Theme 1 page 8) (100% Sure)
6. The selling concept holds that consumers will not buy enough of the firms
products unless it undertakes a large-scale selling and promotion effort.
7. Customer Relationship Management (CRM) is nothing more than a customer

data management activity.
A) False
8. When railroad companies thought that users wanted trains rather

modes of transportation they were following the selling concept.
A) False (Confirm) (Correct Product Concept) (100% Sure)
9. The significant trends in the natural environment include shortage of raw

material and increased pollution
https://chat.whatsapp.com/IWDa5TJbpzHCMWxrLZetks for quiz

https://chat.whatsapp.com/JaviPVJhaPf2hMGfuugBy4 for more
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True
10. Environment concerns have been on the decline in the past decade,
more government legislation and the green movement may be the cause of
this trend.
False
11. The marketing mix of tangible products includes all,
EXCEPT
Process / physical evidence

12. Marketers of products, services and ideas only practice marketing, whereas
buyers do not.
False
13. Which of the following actors/forces are the persons or companies that
provide resources required by the firm and its opponents to make goods
Suppliers
14. A firm that operates in more than one country in known as:
Global firm
15. With relevance 4Ps versus 4Cs the product matches with which of the
following option?
Customer solution
16. The strategic planning process consists all, Except
Formulating marketing strategy
17. Which of the following options refers to providing the resources needed to
produce goods and services?
Company
18. The process of creating value is the forms of goods, services and ideas that
improves consumer life is called
Societal marketing
19. Your accounting department and measure revenues and costs to help the
marketing department know how well it is achieving its objective
True
20. ABC organization wants to lunch a new baby cereal in the market. For this purpose
it wants to get it information about the selection of different products by parents.
This

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process of getting information falls under which of the following
marketing function?
Information about he ways to do business
21. Toyota Motors wants to launch a new model of care for the elite class. For
this purpose it hires a marketing manager who will be responsible for the
advertisement and sales of that new model of new car. With respect to the planning
perspective in which category the planning of marketing managers
falls?
Strategic planning
22. When firms take aggressive action to affect the publics in their
marketing environment, they are taking and environmental
management perspective
True
23. Tanveer jafer works for a firm that is a distribution channel member that helps
the company find customers or make sales to them. Tanveer works for a reseller
True
24. Today’s marketers must be good at building relationship in order to
connect effectively with customers, other in the company, and external
partners
True
25. Significant reasons for business laws to be enacted include protecting the interests
of society, protecting consumers, and protecting companies from each other
True
26. Customer-perceived value depends on the product’s perceived performance
relative to a buyer’s expectation
false
27. Commercial accounting is done through a system known as
False
28. The verbal portion of an advertisement, including headlines, body, and

signature reflects which one of the following concepts? Select correct option:
Storyboard
29. Connecting with employees in the company refers to which of the following
options? Select
Intranet

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30. Which one of the following affects both demographic and psychological
factors? Price elasticity
31. The name of a vast public web of computer networks that connect users of all
types all around the world to each other?
Internet
32. According to Mintzberg, when a manager searches the organization and

its environment for opportunities and initiates projects to bring about change,
the manager is acting in which role?
Entrepreneur
33. Which one of the following concept states that consumers will favor products
that offer the most quality, performance and features? Select correct option:
Product concept
34. Collecting, analyzing and interpretation of data refer to which of the
following concepts?
Marketing research
35. In SWOT analysis, strength and weaknesses are part of which of the
following environment?
Internal
36. A manufacturer spends a large amount of money on research and

development leading to the introduction of a product that is likely to present the
firm with a breakthrough opportunity. The manufacturer prices the product
with the goal of achieving a 20 percent return on its investment. Which of the
following types of pricing objectives is the company using? Select correct option:

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Target return
37. Which of the following is an intensive growth strategy of increasing sales in

present markets with present products?
Market penetration
38. Which one of the following concept is the latest in a marketing
philosophy? Societal
marketing
39. Publics including workers, managers, volunteers and the board of directors
show which of the following publics?
Internal Publics
40. A marketing manager of a large consumer foods company is studying

distribution, promotion, and price of the company's product. Marketing manager
is studying which one of the following concepts?
Marketing mix
41. In the BCG approach, stars are high-share, high-growth businesses or
products. They need heavy investment to finance rapid growth. When their
growth slows down, they turn into which of the following?
Dogs
42. Value pricing" means setting a fair price for a marketing mix that gives the
target market superior customer value.
True
43. Which one of the following promotion tools includes press releases and
special events?
Publicity
44. Companies should set up systems that _____ customer to complain. Select
correct option:

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Encourage
45. Buyer decision process consists of five stages. Which of the following is NOT one
of these stages?
Information search
46. Publics--carry news, features, and editorial opinions refer to which of the
following publics?
Media publics
47. All of the following are the customer markets EXCEPT which of the
following? Government markets
48. The standards that state the amount each salesperson should sell and how
sales should be divided among the company’s products. It refers to which one
of the following concepts?
Sales quotas
49. There are major steps in media selection. Which is NOT one of these
steps? Deciding on format elements
50. Society and culture shape the basic form of human needs refers to which one of
the following option?
Wants
51. What is our business? Who’s our customer? What do our customers value?
What should our business be? All these simple-sounding questions define which
Mission statement
52. Finance, research and development, purchasing and manufacturing are all
activities of which element of the micro environment?
The company
53. All of the following are the stages in the adoption process EXCEPT: Select
correct option:

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Laggards
54. Connecting with employees in the company refers to which of the following options?
Intranet
55. A __________ is a retail establishment that combines supermarket and
discount store shopping in one
location.
Hypermarket
56. Which one of the following is NOT a part of industry structure analysis?
Select correct option:
Competitor page 49
57. Characteristics such as age, gender and marital status are known
as _________________
Biographical characteristics
58. In the Boston Consulting Group approach, which one of the following is a
measure of company strength in the market?
BCG matrix
59. Which one of the following is the function of direct distribution channel?
The flow of products from producers to customers
60. A firm that operates in more than one country known as: Select correct
option: Global firm
61. Which of the following is not one of the four primary management
functions? Staffing
62. Which one of the following SBUs is low-growth, high share businesses
which generate a lot of cash that the firm uses to pay its bills and support other
SBUs that need investment.

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Cash cows
63. Following are the elements of the marketing mix EXCEPT:

Target market
64. Which one of the following is the function of direct distribution

channel? The flow of products from producers to
customers
65. Connecting with employees in the company refers to which of the following
options? Intranet
66. To reduce inventory management costs, many companies use a system where
they carry only small inventories of parts or merchandise, often only enough for
a few days of operation refers to which of the following concepts? Select correct
option:
Just-in-time logistics
67. What can be offered to a market to satisfy a need or want?

Product page10
68. Distribution of product to get it in the market refers to which of the
following activities?
Place or distribution activities
69. Which of the following statements about the determinants of personality is

true? Personality appears to be a result of external factors
70. Which of the following group is focused by producer to sell their

products? Intermediaries
71. Which one of the following is the major direct-marketing communications tool
in today’s business world?

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Television marketing
72. Which one of the following factor relates to family that influences
consumer behavior?
Social
73. Which of the following is NOT a sales promotion? Select correct
option: Premiums
74. Which one of the following is the way in which consumers perceive an actual
or potential product?
Product concept
75. Which one of the following option is true for Marketing? Select correct
option: Demand management
76. The verbal portion of an advertisement, including headlines, body, and

signature reflects which one of the following concepts?
Storyboard
77. What are the companies doing from the following options as a result of an
explosion of more focused media that better match today’s targeting strategies?
Less broadcasting and more narrowcasting
78. People often buy the kind of clothing. What does it show? Select correct
option: Lifestyle
79. A sales representative from a software company shows an accounting firm that
a new software package can perform bookkeeping tasks that the firm's
present package cannot. The accounting firm is most likely in which stage of
the organizational buying decision process?
Problem recognition

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80. Which one of the following categories refers to a group of products that are
closely related because they function in a similar manner, are sold to the same
customer groups, are marketed through the same type of outlets, or fall within
given price ranges?
Product line
81. Which of the following advertising is used heavily for creating a primary
demand when introducing a new product in the
market?
Informative advertising
82. Which one of the following is NOT a part of market potential? Select
correct option?
Inflation
83. Mobilink divides buyers into groups based on their knowledge, attitudes,
uses or responses to a product. It is obviously using which type of
segmentation?:
Behavioral
84. The first step in the marketing control process is BEST described as one where
the marketer performs which of the following activities?
Sets specific goals page39
85. Which one of the following is an example of a convenience consumer
product? Petrol
86. Which one of the following is a part of marketing functions? Select correct option:
• Standardizing and grading

• Financing & Risk taking
• Securing Marketing Information
• All of the above

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87. Which of the following communication and promotion tools involve
direct connections with customers aimed toward building customer-unique
value and lasting relationships?
Personal selling and direct marketing
88. Winning a new customer is usually more costly than retaining an existing
customer. How much time it is
costly?
5-10 times
89. Belief that “violence is wrong” is an evaluative statement. Such an

opinion constitutes which of the following component of an attitude. Select
correct option:
Cognitive
90. A person on the University Book Shop's survey asks respondents to tell the shop,
in their own words, what they like least about textbook shopping. What is a type of
this question?
An open-ended
91. In contrast to vending machines which dispense only products, there are
other systems that dispense information and take orders without direct human
aid. This system refers to which one of the following options?
The internet
92. Which one of the following is the first step of marketing research process?
Define problem
93. Which one of the following option is true for the core marketing concept?

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• Needs
• Wants
• Demands
• All of the given options
94. What type of new product strategy, Pizza Hut is using when it allows Marriott
to offer its new specialty pizzas in the hotel chain's room service
menu?
Market development
95. A firm has decided to localize its products and services to meet local
market demands. Which one of the following approaches is a good
approach for this segmentation?
Geographic
96. LG is going to introduce a new mobile set in the market. How the consumers will
be aware of this product?
By Promotion
97. To reduce time demands on their outside sales forces, many companies
have increased the size of their inside sales forces, which include technical support
people and sales assistants. Which one of the following can also be another part of
the sales force?
Telemarketers
98. Marketing manager wants to improve the packaging of new products after
reading customer responses to its customer opinion poll. Which one of the following
is NOT a function of packaging?
It determines product quality page98
99. A cash discount of "2/10, net 30,” means that:
Payment is due within 30 days; the buyer can deduct 2 percent if the bill is paid
within 10 days.

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100. Products that are used directly in the production of a final product but are not
easily identifiable are categorized as which one of the following?
Component parts
101. If you wish to emphasize the importance of making decisions consistent

with fundamental liberties and privileges, the focus of your teaching will also be on
which of the
following?
Rights
102. Which of the following management is responsible for setting the

company’s mission, objectives, broad strategies and policies?
Top management
103. Mr. A is a marketing manager for a large consumer foods company. He
is studying distribution, promotion and price of the company’s product. Mr. A
is studying which of the following concepts?
Marketing strategy
108. Which one of the following sets refers to the key building blocks for developing
and managing customer relationship?
d. Customer value and customer satisfaction
109. “Provide more quality products and services without variation in the quality”
refers to which of the following marketing functions?
a. Standardizing and grading
110. What does this statement show “Increasing demand as well as changing or
even reducing demand”?
De marketing
111. When Nokia introduced its new mobile set in the market in response to
consumer demand, it was following which one of the following philosophies?
Marketing concept
112. Which one of the following models can be used to analyze the environment both
for new and existing business?
Five forces model

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113. Most portfolio analysis methods evaluate SBUs on which of following
two dimensions?
Market growth rate; relative market share
114. In SWOT analysis, strength and weaknesses are part of which of the
Internal
115. All of the following activities are the part of marketing process
EXCEPT: Developing the business portfolio
116. Which of the following is an intensive growth strategy of increasing sales in
current markets with current products?
Market penetration
117. Niche marketing is opposite to which one of the following
concepts? Mass marketing
118. Which one of the following is NOT a part of marketing control
process? Take risk for profits
119. All of the following are examples of customer market
EXCEPT: Government markets
120. Publics-carry news, features and editorial opinion refers to which of the
following publics?
Media publics
121. Study of human populations in terms of size, density, location, age, sex,
race, occupation and other statistics refers to which of the following studies?
Demography
123. What is another name of Echo boomers?

Baby boomlets
124. An SBU can be a company division, a product line with a division, or
sometimes a single product or brand
True
125. Revlon has clearly defined its “mission” of selling lifestyle and self-expression. As
the firm prepares to launch its strategic plan, the mission needs to be turned into a
detailed set of objectives that guide the whole company
True

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126. Marketers all agree that questionnaires are the most common research
instrument. True
127. ABC interior design wants to collect research data through mechanical
observation. The three typical methods are video cameras, checkout scanners, and
internet cookies
False
128. Guided by marketing strategy, the company designs a marketing mix made
up of factors under its control-product, price, place, and
promotion
True
129. The first step in strategic planning is to define the company
mission True
130. After conducting formal marketing research for your department , you make an
oral presentation with notes to management. You are following normal marketing
research steps
False
131. Marketing research is considered to systematically design, collect and report
data directly relevant to a specific marketing situation facing the organization
True
132. A company with limited resources might decade to serve all segments of a market
False
133. The difference between human needs and wants is that needs are states of
felt deprivation
True
134. Human needs are shaped by culture and individual personality

False
135. The owner of the 21 store chain of bicycles, explained to the store managers at a
recent sales meeting that marketers, more than any other group in the company, must
be the trend trackers and opportunity seekers
True
136. As an employee of bankers enterprises, you market wild and crazy games for
teens to play at parties. You work in the business market.
False

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137. A university hires a professor for giving lectures to MBA students. The
university is primarily the marketer of which of the following?
A service
138. Though which of the following connectivity mediums one can communicate
with others through social networks, forums, chats, emails?
Internet
139. Nestle company is dealing in large number of products like milk, mieral water,
juices, dairy creams and ghee. These products are called.
Product portfolio
140. XYZ firm is involved in providing advice on risk assessment and priority setting,
this firms is basically providing which of the following options to its customers?
Product , service , Support, all option

141. Which part of BCG matrix shows low-share business units in high-growth
markets and requires a lot of cash to hold their share?
Dogs
142. A network of networks that consists of millions of smaller domestic,
academic, business and government networks, which together carry various
information and services it represent which of the following network?
Internet
143. Consumer will favor product that are highly available and affordable. The
concept is relevant to which of the following options
Selling concept
144. A demand of a product comes from
All options
145. Dealing with uncertainty about future customer purchases refers to which of
the following marketing functions?
Securing marketing info
146. Today’s marketers must be good at building relationships in order to
connect effectively with customers, others in the company, and external
partners

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True
147. The societal marketing concept call on marketers to balance consumer wants
and desires, company profits, and society's interest.
True
148. Customer value is defined as the customer's evaluation of the perceived

difference between all the benefits and all the costs of a marketing offer relative to
those of competing offers.
True
149. Demarketing is a marketing philosophy focused upon product differentiation
and positioning
False
150. Your accounting department must measure revenues and costs to help the
marketing department know how well it is achieving its objectives.
True
151. . When sellers focus on existing needs and lose sight of the underlying customer
wants, they suffer from marketing myopia.
True
152. Most firms follow the production concept when they face
overcapacity. False
153. The significant trends in the natural environment include shortages of raw
materials and increased pollution
True
154. When firms take aggressive action to affect the public and forces in their
marketing environment, they are taking an environmental management
perspective. True
155. At times it becomes necessary to reduce demand for some products and
services. When the government tries to reduce the smoking of tobacco products, it
adds more tax to the products and is practicing demarketing.
True
156. Marketing management is interested in serving all customers in every way to

remain competitive in today's market
True

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Selling is managing profitable customer relationships.
True
False (Lesson no 44 Page no 220 Old Handouts)
11. An exchange is the core concept of marketing, whereas a transaction is

marketing’s unit of measurement.
True (Lesson no 2 Page no 11 Old Handouts)
False
13. Marketing management is interested in serving all customers in every

way to remain competitive in today’s markets.
True
False (Not sure)
16. The selling concept holds that consumers will not buy enough of the firm’s
True (Lesson no 4 Page no 20 Old Handouts)
False
19. When seller focus on existing needs and lose sight of underlying customer
True
False (Lesson no 2 Page no 11 Old Handouts)
21. When backed by buying power, wants become demands.

True (Lesson no 2 Page no 11 Old Handouts and Lesson no 44 Page no 222
Old Handouts)
False
1. Mr. Mohsen is currently involved in marketing research. He is using flexible as well as
difficult questions which allow further explanation. Identify this form of
research which Mohsen is using?

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1. Personal interviewing
2. Online interviewing
3. Telephone interviewing
4. Mall intercepts
2. Consumer behavior is very much affected by the social factors. Social
factors include:
1. Culture
2. Subculture
3. Social Class
4. Groups
3. How many steps are involved in marketing research process?
1. Three
2. Four
3. Two
4. Five
4. Which one of the following sets represents 4 C’s of the marketing mix?
1. Customer Solution, Cost, Convenience, Communication

2. Customer, Cost, Convenience, Comfort
3. Convenience, Communication, Coverage, Cost
4. Cost, Coverage, Communication, Consultancy
5. Strategic control involves looking at whether a company's basic strategies are
well matched to its opportunities.
1. True
2. False
6. Demand marketing is concerned with?
1. Increasing demand
2. Decreasing demand
3. Finding demand
4. All of the given
7. Most firms follow the production concept when they face overcapacity. 1.
False

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8. Making more sales to current customers without changing a firm's products
is market penetration.
1. True
2. False
9. Bunny bread is mostly used in breakfast times in different areas of
Lahore. Manufacture of Bunny bread has made this for all type of customers
ranging from housewives to children and teens to old people. Bunny bread is
using which of the following market coverage strategy?
1. Differentiated
2. Undifferentiated
3. Concentrated
4. None of the given
10. The aim of De-marketing is:
1. To reduce demand temporarily

2. To reduce demand permanently
3. To shift demand
4. All of the given options
11. Ali is very efficient in computer technology and reads all the latest information
on electronics. He also has a very charming and charismatic personality, so when
he recommends certain equipment, other people tend to follow his advice. Ali is
a/an _____.
1. Group member
2. Opinion Leader
3. Group Moderator
4. All of the given
12. The creative people must find the best style, tone, words, and format for
executing the message. Which of the following is the style that shows one or more
typical people using the product in a normal setting?
1. Lifestyle
2. Slice of life
3. Personality symbol
4. Real-world depiction
13. Which type of wholesaler not only provides transportation and delivers
products to retailers, but also provides the service of placing products on retailers'
shelves?

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1. Truck wholesaler
2. Cash-and-carry wholesaler
3. Rack jobber
4. Rack jobber
14. The buying center is a fixed and formally identified unit within the
buying organization.
1. True
2. False
15. Females are now more indulged in working in offices then the earlier. This shifts
in demographic represents which one of the following?
1. Increasing diversity of population

2. Changing family and living patterns
3. Emergence of a new market
4. Income and education increases
16. What does the meaning of the physical arrangement of the illustration,
headline, subheadline, body copy and the signature?
1. Copy
2. Art design
3. Layout
4. Storyboard
17. All of the following are the sources where consumer can obtain
information EXCEPT:
1. Personal
2. Commercial
3. Attitude
4. Public
18. Which of the following is the marketing unit of measurement?
1. Value
2. Transaction
3. Profit
4. Satisfaction
19. Which of the following environment consists of the factors that affect
consumer purchasing power and spending patterns?

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1. Demographic environment
2. Cultural environment
3. Economic environment
4. Consumer environment
20. ABC Company is identifying and developing new markets for its current
product. ABC Company is exploring possibilities for which of the following
strategies?
1. Product development
2. Market penetration
3. Diversification
4. Market development
21. The marketing research process includes all, EXCEPT:
1. Defining the problem

2. Developing the research plan
3. Making critical decisions
4. Reporting the findings
22. Marketing Research composed of the following steps: defining the problems
and research objectives, implementing the research plan, interpreting and
reporting the findings. Which of the following step is missing?
1. Developing the research budget

2. Choosing the research agency
3. Choosing the research method
23. Large number of manufacturers and greater number of product variety increases
1. Bargaining power of buyers

2. Bargaining power of suppliers
3. Rivalry among the competitors
4. Threat of substitute
24. Who is our target market and what's our value proposition are two
important questions underlying marketing strategy.
1. True
2. False
25. Customer Relationship Management (CRM) is nothing more than a customer

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1. True
2. False
26. Collection of raw facts refers to which of the following options?
1. Information
2. Data
3. Results
4. Reports
27. A researcher on the University Book Shop's survey asks respondents to tell
what they like least about textbook shopping. What type of question it is?
1. An open-ended
2. A dichotomous
3. A multiple choice
4. A close ended
1. True
2. False
29. When sellers focus on existing needs and lose sight of underlying customer
1. True
2. False
30. The simplest definition of modern marketing is managing profitable
customer relationships.
1. True
2. False
31. Which of the following is NOT a part of the macro-environment?
1. Demographic forces
2. Natural forces
3. Competitors' forces
4. Political forces

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32. What is our business? Who’s our customer? What do our customers value?
What should our business be? All these simple-sounding questions define which
1. Objectives and goals

2. Mission statement
3. Business portfolio
4. Operational strategies
33. The societal marketing concept calls on marketers to balance consumer wants
and desires, company profits, and society's interest.
1. True
2. False
34. Nokia is about to launch a new product but uncertain about the success and
failure of the product is called?
1. Securing market information

2. Risk taking
3. Competition
4. Financing
35. The customer focused marketing is described as:
1. Identify your profitable customers

2. Build relationships with customers
3. Provide sustainable advantage over competitors
36. “How are you telling consumers in your target group about your product”
This question belongs to which marketing concept?
1. Product
2. Price
3. Place
4. Promotion
37. Human needs are shaped by culture and individual personality.
1. True
2. False

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38. Alternative evaluation is how the consumer processes information to arrive at
brand choices. Consumers do not use a simple and single evaluation process in all
buying situations.
1. True
2. False
39. Those factors that determine the size and means of payment exchanged for
goods and services are part of which one of the following mix?
1. Price promotion mix

2. Price factor mix
3. Basic price mix
4. Production price mix
40. What is the reason(s) of acquiring information from the market?
1. All of the given

41. Similar to 4P’s of marketing, the 4C’s are:
1. Care, choice, community, challenge

2. Care, choice, community, collection
3. Care, company, community, challenge
4. Care, collaboration, command, challenge
42. The process of dividing a total market into small market groups to meet the
desired needs of each customer in each group. It is refers to which of the following
concepts?
1. Segmenting
2. Differentiating
3. Target marketing
4. Concentrating
43. The marketing environment is made up of ______ forces.
1. Three
2. Two
3. Four
4. Five
44. A local firm wants to adopt the marketing concept. To be consistent with this
move, it should adopt which of the following philosophies?

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1. Making money is our business
2. The customer is always right
3. Keep prices low
4. Focus on competitors only
45. When you collect informationfrom your company's accounting and sales
records stored in the computer. You are developing an internal database.
1. True
2. False
46. Consumers are spending more on products and services that will improve their
lives rather than their image” reflects which aspect of the cultural environment?
1. People's view of others

2. People's view of themselves
3. People's view of organizations
4. People's view of nature
47. ABC Company, the sportswear designer and manufacturer, decided to open its
own specialty shops to sell its merchandise, the firm was engaging in which of
the following?
1. Vertical channel integration

2. A conventional marketing channel
3. Horizontal channel integration
4. Channel expansion
48. Marketing management is interested in serving all customers in every way
to remain competitive in today's markets.
1. True
2. False
49. Consumer market can be segmenting in how many ways?
1. 1
2. 2
3. 3
4. 4
and positioning.

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1. True
2. False
51. At times it becomes necessary to reduce demand for some products and
services. When the government tries to reduce smoking of tobacco products, it
adds more tax to the products and is practicing demarketing.
1. True
2. False
52. Product, price, place, and promotion make up the elements of a firm's
marketing mix.
1. True
2. False
53. After carefully questioning your msjor suppliers and resellers, you ascertain they
do not form important sources of intelligence information for marketing
decision making.
1. True
2. False
54. The buying process starts from which one of the following stages in which the
buyer recognizes a problem or need?
1. Need recognition
2. Information search
3. Evaluation of alternatives
4. Purchase decision
55. What does the term sales quota refer to?
1. Sales objectives
2. Time to make a sale
3. Sales methods
4. Number of customers
56. Ethical issues such as; irritation to consumers, unfairness deception or fraud,
and invasion of privacy refer to which of the following?
1. Mass marketing
2. Direct marketing
3. Indirect marketing

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4. All of the given
57. To find the right product for your customers is relevant to which of the
following concept?
1. Product concept
58. Which of the following advertising becomes more important to build
selective demand as competition increases?
1. Persuasive advertising
2. Informative advertising
3. Patronage advertising
4. Reminder-oriented advertising
59. The twofold goal of marketing is to attract new customers by promising

superior value and to keep and grow current customers by delivering
satisfaction.
1. True
2. False
60. Dissonance-reducing buying behaviour occurs when consumers are highly
involved with an expensive, infrequent, or risky purchase but see a lot of
difference among brands.
1. True
2. False
61. Smart marketers look beyond the attributes of the products and services they
sell. They create brand experiences for consumers.
1. True
2. False
62. In which of the following contact method where a group of six to ten people
have been gathered for interviewing to know the reasons of success or failure of
any brand or product?

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1. Personal Interviewing
2. Telephonic Interviewing
3. Computer Interviewing
4. Mail Questionnaires
63. Marketing strategy is the marketing logic by which a company hopes to
achieve profitable customer relationships.
1. True
2. False
64. Mr. Amjad wants to start a textile business. In the initial phase he wants to get
some useful data about competitors marketing strategies. Which of the following will
give him a true competitor insight?
1. Business Publications
2. Press Releases
3. Competitor’s Advertisements
4. All of the given
65. Hybrid cars and android technology in mobiles are examples of:
1. Technological products
2. Economical products
3. Ecological products
4. Natural products
66. Strategic market planning is the task of selecting an overall company strategy
for long-run survival and growth.
1. True
2. False
67. A company decides on its promotion budget by using four common methods to
set the total budget for advertising. What is NOT one of these methods?
1. The affordable method

2. The percentage-of-sales method
3. The integrated method
4. The competitive-parity method
68. Winning a new customer is usually more costly than retaining an existing
customer. How much time it is costly?

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1. 5-10 times
2. 10-15 times
3. 15-20 times
4. 20-25 times
69. A sales representative from a software company approaches to accounting firm
and offer a “new software package” that can perform bookkeeping tasks much
better than the firm’s existing package cannot. The accounting firm is most likely
in which stage of the organizational buying decision process?
1. Problem recognition
70. What is the first step in the selling process?
1. Approaching the customer

2. Making the presentation
3. Overcoming objections
4. Prospecting and qualifying
71. In which of the following pricing the seller selects a given city as a "basing
point" and charges all customers the freight cost from that city to the customer
location, regardless of the city from which the goods are actually shipped?
1. Base-point pricing
2. Freight absorption pricing
3. Transfer pricing
4. Zone pricing
72. The different ways to market product to customers include: direct mail,
catalog, telemarketing and online marketing is part of?
1. Direct marketing channels

2. Selling
3. Promotion
4. Advertising
73. Which one of these is not the benefit of buyers in direct marketing? 1.
Convenient

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2. Greater product access and selection
3. Customer relationship building
4. Buying is easy
74. Which promotion mix ingredient costs considerably more than advertising to
reach one person but can provide more immediate feedback?
1. Publicity
2. Sales promotion
3. Personal selling
4. Public relations
75. Mr. Sajid is confused about using the marketing research process. He seems to
be having problems in one of step which is often considered as the hardest step to
take. You are required to identify this step?
1. Defining the problem

2. Defining the research objectives
3. Defining the problem and research objectives
4. Researching a research agency to help
76. "At Nike, we sell shoes" is a market-oriented business definition.
1. True
2. False
77. Customer-perceived value depends on the product's perceived performance
relative to a buyer's expectations.
1. True
2. False
78. Which one of the following the “target audience” for an advertising campaign?
1. Information base on which to develop the campaign

2. Location and geographic distribution of persons
3. Group of people toward whom the advertisements are directed
4. Overall goal of the advertising campaign
79. In which of the following stage marketer provides quality product and
services without variation in quality?
1. Storing
2. Selling

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3. Standardizing and grading
4. Risk Taking
80. Marketing plan is started from which one of the following component?
1. Executive summary
2. Marketing strategy
3. Action programs
4. Opportunity analysis
81. In international marketing research, a common problem which marketers may
have to face is the availability of which one of the following?
1. Primary data
2. Research specialists
3. Secondary data
4. Intelligence limitations
82. It is one of the major responsibility of marketing manager to have
complete marketing information before defining and understanding the
consumer markets. Marketing information is very important because it is used
to:
1. Satisfy company objectives

2. Make better marketing decisions
3. Make management’s job easier
4. Please customers
83. Mission statements should be realistic and general in nature.
1. True
2. False
84. Delivering superior customer value and customer satisfaction are the two keys
to building lasting customer relationships.
1. True
2. False
85. HSY, designer has a leading brand image in the minds of the customers. It is
called as:
1. Promotion
2. Positioning
3. Advertising

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4. Awareness
86. A marketing research department provides product information, so that
the customer might come up with some alternatives. Such situation describes
which of the following consumer buying behavior stage?
1. Need recognition
2. Information search
3. Evaluation of alternatives
4. The purpose of decision
87. When your marketing manager discussed factors and forces outside marketing
that affect marketing management's ability to build and maintain
successful relationships with target customers, you knew that she was talking
about the external marketing concept.
1. True
2. False
88. Which of the following set refers to the order of action in marketing
control process?
1. Measure performance – evaluate performance – corrective action – set

goals 2. Corrective action – set goals - measure performance – evaluate
performance 3. Set goals - Measure performance – evaluate performance -
corrective action 4. Set goals - Measure performance – corrective action – evaluate
performance 89. Secondary data must be:
1. Relevant
2. Accurate
3. Current
4. All of the given
90. Last step of marketing research process is _________.
1. defining the problem and research objectives

2. developing the research plan
3. analyzing the information
4. presenting the findings
91. The marketing research step that comes after “identifying and defining the
research problem” in the marketing research process is which one of the following?
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1. Interpretation
2. Implementation
4. Observation
92. Which one of the following is the function of a channel of distribution?
1. Directs the flow of products from producers to customers

2. Links producers to other marketing intermediaries
3. Takes title to products and resells them
4. Manages transportation and warehousing functions
93. Mr. A retains complete ownership of all members of its distribution channel. Mr.
A channel would be best described as which of the following VMS?
1. Corporate
2. Contractual
3. Conventional
4. Administered
94. Which of the following advertising is used in which a company directly or
indirectly compares its brand with one or more other brands?
1. Informative advertising
2. Reminder advertising
3. Comparative advertising
4. Institutional advertising
95. Your manager asked you to go through three of your competitors' garbage bins
to gather marketing intelligence from their discarded paperwork. One of them
caught you in the act and has summoned you to court. The judge will most likely
rule this to be an illegal activity and fine you and your company.
1. True
2. False
96. Which of the following option refers to the actors and forces outside marketing
that can affect marketing management ability?
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1. Marketing environment
2. Marketing planning
4. Marketing audit
97. Which one of the following information can easily be collected through
experimental research?
1. Unknown
2. Causal
3. Complicated
4. Interactive
98. Which of the following is the set of actual and potential buyers of a product?
1. A market
2. An audience
3. A group
4. A segment
99. Derived demand refers to the business demand that ultimately comes from
the demand for consumer goods.
1. True
2. False
100. Pepsi cola is a carbonated water drink which is used to quench thirst.
Here Pepsi cola denotes which type of level of product?
1. Core product
2. Actual product
3. Augmented product
4. Industrial product
101. The principles of personal selling described as which one of the
following orientation?
1. Relationship orientation
2. Service orientation
3. Customer orientation
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4. Transaction orientation
102. All of the following are included in the Porters five forces model
of competition EXCEPT:
1. Bargaining Power of Competitors

2. Bargaining Power of Buyers
3. Threat of New Entrants
4. Bargaining Power of Suppliers
103. The difference between and wants is that needs are states of felt deprivation.
1. True
2. False
104. Which of the following communication and promotion tools involve
direct connections with customers aimed toward building customer-unique
value and lasting relationships?
1. Personal selling and direct marketing

2. Public relation and publicity
3. E-commerce and E-business
4. Advertising and sales promotion
105. HTC decided to lower its prices due to recent economic recession. The firm
is responding to which of the following option?
1. Political environment
106. Which form of data that already exist somewhere and can be obtained
more quickly and easily even at lower cost?
1. Primary
2. Census
3. Secondary
4. Syndicated
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107. When the aim of the promotion, while introducing a new consumer product, is to
achieve high awareness levels, the firm will most likely make heavy use of which
one of the following promotional mix?
1. Advertising
2. Sales promotion
3. Personal selling
4. Publicity
108. What would be the ingredients of a baby cereal to attract a large
target market? It is the problem statement of which of the following
research?
1. Exploratory Research
2. Descriptive Research
3. Causal Research
4. All of the given
109. Which one of the following research studies illustrates that “Sale
is decreasing due to substitute product”?
1. Causal research
2. Observational research
3. Experimental research
4. Survey research
110. Data/Information that already exists and collected somewhere else

and readily available from other sources as well is known as:
1. Primary data
2. Secondary data
3. Encrypted data
4. Bulk data
111. All of the Ahmad’s friends try to copy his style, his dressing and the way
he speaks. He is also considered as one of the most reliable person in the group.
Ahmad is regarded as a/an:
1. Group member
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2. Opinion Leader
3. Group Moderator
4. All of the given
112. The selling concept holds that consumers will not buy enough of the
firm's products unless it undertakes a large-scale selling and promotion effort.
1. True
2. False
113. In the process of buying routinely purchased items, buyers also plays the role of
which of the following category?
1. Deciders
2. Gatekeepers
3. Influencers
4. Buyers
114. The late majorities are skeptical; they adopt an innovation only after
their friends have tried it.
1. True
2. False
115. All of the following are the logistics functions EXCEPT?
1. Order processing
2. Warehousing
3. Inventory management
4. Retailing
116. ________ is defined as achieving goals depends on knowing the needs

and wants of the target markets and delivering the desired satisfaction better
than competitors do?
1. Marketing concept
2. Production concept
3. Marketing management
4. Societal marketing
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117. Marketing offers are limited to physical products.
1. True
2. False
118. At Air Online, "we provide online services." is a market-oriented
business definition.
1. True
2. False
119. ________ is the public information about a company, good, or
service appearing in the mass media as a news item.
1. Publication
2. Publishing
3. Publicity
4. All of the given
120. When the size, purchasing power and profiles of business market
segments can be determined, they are said to possess the requirement of being
what?
1. Measurable
2. Accessible
3. Substantial
4. Actionable
121. Suppose you are at the point of testing hypotheses about decreasing sales in
a certain markets and their causes. You are involved in what type of research?
1. Exploratory
2. Descriptive
3. Causal
4. Focus group
122. Zara, the cosmetics brand focuses on quality products, performance
and features. It holds which of the following concept?
2. Product concept
4. Total Quality Management
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123. Political force is one of the forces of marketing macro environment.
How marketers view political forces?
1. Easily ignored
2. Easily influenced
3. Simple to recognize
4. Beyond their control
124. Virtual University of Pakistan is using the systematic design,
collection, analysis, and reporting of data relevant to marketing its new
undergraduate and graduate programs to minority students. What do you call
this?
1. Promotion
2. Marketing research
3. Cost-benefit analysis
4. Identifying the target market
125. Which of the following method is simple to use and helps management
think about the relationships among promotion spending, selling price, and profit
per unit?
1. Percentage-of-sales
2. Affordable
3. Competitive-parity
4. Objective-and-task
126. Strategic market planning is the task of selecting an overall
company strategy for long-run survival and growth.
1. True
2. False
127. Which of the following is used as research instrument for data collection?
1. Experiment
2. Observation
3. Questionnaire
4. Information
128. The societal marketing concept is divided into:
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1. Society, company, government
2. Society, company, consumers
3. Company, consumers, competitors
4. Society, company, competitors
129. The production concept and product concept are two philosophies that
can both lead to marketing myopia.
1. True
2. False
Which one of the following is the major benefit of using event

sponsorship? • Enhances personal selling efforts
• Provides an excellent back-drop for advertisements
• Provide large amounts of free media coverage
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• Neutralizes the effects of unfavorable public relations
Which of the following sales management tool shows that which customers and
prospects to see during the next 12 months and in which months as well as which
activities to carry out?
Time-and-duty analysis
• Sales force automation systems
• Annual call plan
• Sales quota plan
An effective form of direct marketing today is using the 30-minute television
advertising programs for a single product to get instant feedback from customers
refers to which of the following concepts?
• TV advertising
• Infomercials
• Home shopping TV
• Publicity
3 Shortage of raw material is specific area of concern of which environmental
factor? 1. Political Environment
2. Cultural Environment
3. Natural Environmental
4. Technological Environmen
Which of the following is a way in which a firm can respond to the price change
by the competitor?
1. Reduce price
2. Reduce the quality
A _________ combines successive stages of production and distribution under
single ownership.
1. Administered vertical marketing system
2. Conventional marketing channel
3. Use of power brokers in a channel framework
4. Corporate vertical marketing system
When suppliers, distributors, and customers partner with each other to
improve the performance of the entire system, they are participating in which
of the following systems?
1. Value delivery network
2. Channel of distribution
3. Supply chain
4. Demand chain
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Which one of the following steps comes after identifying and defining
problem in marketing research?
1. Interpretation
2. Implementation
4. Observation
General pricing approaches and pricing strategies are ______ things.
1. One and the same things
2. Different things
Which of the following is NOT an external factor while setting the price of a
new product?
1. Nature of Market and Demand
2. Competitor’s Strategies and prices
3. Environmental factors
4. None of the above
Which one of the following is a technique to stimulate the creation of
ideas? 1. Barnstorming
2. Briefing
3. Brainstorming
4. Banqueting
The BCG growth-share matrix classifies which of the following four types of
SBUs? 1. Product; price; promotion; placement
2. Sales; market share; price; promotion
3. Stars; cash cows; question marks; dogs
4. Planning; organizing; leading; controlling
A marketing manager of a large consumer foods company is studying distribution,
promotion, and price of the company’s product. Marketing manager is studying which
one of the following concepts?
2. Marketing mix
3. Market offering
4. Marketing plan
All of the following are the forces of company’s micro environment
EXCEPT: 1. The company
2. The Supplier
3. Competitor
4. Demographic
Items offered free or at minimal cost as a bonus for purchasing a product refers to
which one of the following options?
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1. Rebates
2. Premiums
3. Samples
4. Coupons
In SWOT analysis, threats and opportunities are part of which of the
1. Internal
2. Inside
3. External
4. Domestic
Which one of the following is NOT a part of marketing channel firms
(intermediaries)? 1. Physical distribution firm
2. Marketing service agency
3. Financial intermediary
4. Stock exchange
addWhen Kodak sets the general price range of its cameras low and its related film
high, it is practicing which one of the following pricing?
1. Market-penetration pricing
2. Market-skimming pricing
3. Product line pricing
4. Captive-product pricing
The process of dividing a total market into market groups so that persons within
each group have relatively similar product needs refers to which of the following
concepts? 1. Segmenting
2. Differentiating
3. Target marketing
4. Concentrating
Connecting with employees in the company refers to which of the following
options? 1. Extranet
2. Internet
3. Intranet
4. World wide web
Which of the following communication and promotion tools involve direct
connections with customers aimed toward building customer unique value and
lasting relationships? 1. Personal selling and direct marketing
2. Public relation and publicity
3. E-commerce and E-business
4. Advertising and sales promotion

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Which of the following is NOT a form of direct marketing?
1. Personal selling
2. Advertising
3. Telephone marketing
4. Direct-mail marketing
Elimination can BEST be described as the process of deleting a product from the
product mix when it:
1. Is perceived as a failure by top management
2. Increases production costs and decreases profits
3. No longer responds to promotional efforts
4. No longer satisfies a sufficient number of customers
A company decides on its promotion budget by using four common methods to set
the total budget for advertising. What is NOT one of these methods?
1. The affordable method
2. The percentage-of-sales method
3. The competitive-parity method
Which of the following characteristics should not be included in mission
statement? 1. Be realistic
2. Be bro
3. Be specific
4. Be motivating
When management at Honda Motorcycles makes decisions on which type of
saddlebags, handle bars, and seats for its bikes, they become engaged in which one of
the following pricing?
1. Product line pricing
2. Optional-product pricing
3. Captive-product pricing
4. Value-based pricing
People vary in their emphasis on serving themselves versus serving others reflects
which of the following views?
1. People’s views of themselves
2. People’s views of others
3. People’s views of organizations
4. People’s views of societies
Study of human populations in terms of size, density, location, age, sex, race,
occupation and other statistics refers to which of the following studies?
1. Segmentation
2. Demography
3. Psychographic
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4. Geographic
The Students Union is buying office equipment. For a supplier, the Students Union
is an example of which one of the following markets?
1. A producer market
2. A reseller market
3. An institutional market
4. A government market
Which one of the following is NOT a part of marketing control
process? 1. Set goals for organization
2. Measure performance
3. Take risk for profit
4. Evaluate performance
A manufacturer spends a large amount of money on research and development
leading to the introduction of a product that is likely to present the firm with a
breakthrough opportunity. The manufacturer prices the product with the goal of
achieving a 20 percent return on its investment. Which of the following types of pricing
objectives is the company using?
1. Target return
2. Profit maximization
3. Nonprice competition
4. Meeting competition
In which of the following pricing the seller selects a given city as a “basing point” and
charges all customers the freight cost from that city to the customer location,
regardless of the city from which the goods are actually shipped?
1. Base-point pricing
2. Freight absorption pricing
3. Transfer pricing
4. Zone pricing
Which one of the following option is true for Marketing?
1. Demand management
2. Customer relationship
3. Making a sale
4. Making a profit
ABC Company developed its successful new line of ketchup by observing and
listening to its which of the following groups?
1. Employees
2. Sales force
3. Customers
4. Suppliers

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Research of buying decisions by large companies to find out what they buy, where
they buy, how much they buy refers to which one of the following buying decision?
1. Market buying decision
2. Consumer buying decision
3. Group buying decision
Large tools and machines used in a production process for a considerable length of
time are classified as which one of the following?
1. Office equipment
2. Accessory equipment
3. Raw material
4. Consumable supply
the aim of the promotion, while introducing a new consumer product, is to achieve
high awareness levels, the firm will most likely make heavy use of which one of the
following promotional mix?
1. Advertising
2. Sales promotion
3. Personal selling
4. Publicity
Orders can be submitted by which of the following ways:
1. By mail or telephone
2. Through salespeopl
3. Via computer
Which one of the following options represents the collection of businesses and
products that make up a company?
1. Strategic business unit
2. Mission statement
3. Strategic plan
The degree to which a market segment is sufficiently large or profitable refers to
which of the following concepts?
1. Substantiality
2. Accessible
3. Actionable
4. Measurable
Three key issues associated with initiating price changes are, the circumstances, the
tactics and:
1. Sales targets
2. Bad publicity

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3. Stock levels
4. Competitor reactions
A state of “felt deprivation” in human is called:
1. Want
2. Demand
3. Value
4. Need
Sales promotion includes a wide assortment of tools. Which one of the following is
NOT one of these tools?
1. Contests
2. Premiums
3. Telephone surveys
4. Coupons
Which one of the following is a part of 4 C’s?
1. Consumer
2. Company
3. Convenience
4. Competitors
Which method of research can be used to obtain information if people are
unwilling or unable to provide?
1. Observation
2. Focus groups
3. Personal interviews
4. Questionnaires
Which one of the following category provides the resources needed by the company
and competitors to produce goods and services?
1. Suppliers
2. Customers
3. Competitors
4. Publics
Which one of the following is the first step of marketing research
process? 1. Define problem
2. Data analysis
3. Interpretation
4. Implementation
Which of the segmenting strategies carries higher-than-average risks in
consumer markets?
1. Multiple-segment

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2. Concentrated
3. Differentiated
4. Undifferentiated
Which of the following is a pricing strategy used while the product is in running
phase? 1. Market-Skimming Prices
2. Product Line Pricing
What is the purpose of intranets?
1. Buying and selling processes
2. Business-to-business purchasing
3. Communication among employees
4. Maintaining customer relations
Which one of the following can be estimated from historical data or from
price/quantity data across sales districts?
1. Price elasticity
2. Features/benefits
3. Price/quantity
4. Pricing patterns
Which one of the following takes possession of truckloads of potatoes, arranges
for storage, and transports them to auctions to be sold?
1. Selling agent
2. Commission broker
3. Commission merchant
4. Selling broker
What does the term sales quota refer to?
1. Sales objectives
2. Time to make a sale
3. Sales methods
4. Number of customers
Which of the following is “something of value” that might be offered to
FINAL CONSUMERS as part of the “price equation”?
1. Sufficient margin to allow for profit
2. Promotion aimed at customers
3. Price-level guarantees
4. Repair facilities
Three common techniques sales managers use to boost sales force morale that include
the organizational climate, sales quotas and which one of the following is the third
technique? 1. Positive incentives
2. Positive thinking

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3. Positive recognition
4. Positive feedback
Which of the following planning is not the type of planning?
1. Strategic Planning
2. Tactical Planning
3. Production Planning
4. Operational Planning
Which one of the following is NOT an ethical pricing issue?
1. Product dumping
2. Predatory pricing
3. Price fixing
4. Slow Skimming
Large tools and machines used in a production process for a considerable length of
time are classified as which one of the following?
1. Office equipment
2. Accessory equipment
3. Raw material
4. Consumable supply
Which of the following is NOT a part of the macro-environment?
1. Demographic forces
2. Natural forces
3. Competitors’ forces
4. Political forces
The principles of personal selling described as which one of the following
orientation? 1. Relationship orientation
2. Service orientation
3. Customer orientation
4. Transaction orientation
Which of the following may be ignored while making channel distribution
decisions? 1. Analyzing Consumer Service Needs
2. Setting Channel Objectives and Constraints
3. Identifying Major Alternatives
The search for new-product ideas should be _____ rather than
haphazard. 1. Consistent
2. Systematic
3. Continual

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4. Seldom
The consumer can obtain information from any of several sources. Which is NOT
one of these sources?
1. Personal
2. Commercial
3. Attitude
4. Public
A sales representative from a software company shows an accounting firm that a
new software package can perform bookkeeping tasks that the firm’s present
package cannot. The accounting firm is most likely in which stage of the
organizational buying decision process?
2. Product specification
3. Product selection
4. Product purchase
Those factors that determine the size and means of payment exchanged for goods
and services are part of which one of the following mix?
1. Price promotion mix
2. Price factor mix
3. Basic price mix
4. Production price mix
Which one of the following is an alternative to product line stretching that adds
more items within the present range of the line?
1. Product mix
2. Interactive marketing
3. Product line filling
4. Co-branding
What are the companies doing from the following options as a result of an
explosion of more focused media that better match today’s targeting strategies?
1. More narrowcasting and less broadcasting
2. Less broadcasting and more narrowcasting
3. Less narrowcasting and broadcasting
4. More narrowcasting and broadcasting
After analysis and processing data, it is converted into which of the following
forms? 1. Facts
2. Postulates
3. Information
4. Results
Following activities are the part of marketing process EXCEPT which of the following?

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1. Analyzing marketing opportunities
2. Selecting target markets
3. Developing the business portfolio
4. Managing the marketing effort
Political force is one of the forces of marketing macro environment. How marketers
view political forces?
1. Easily ignored
2. Easily influenced
3. Simple to recognize
4. Beyond their control
Unique psychological characteristics that lead to relatively consistent and
lasting responses to one’s own environment refers to which one of the
following?
1. Belief
2. Culture
3. Personality
4. Self-awareness
Which of the following marketing mix activity is most closely associated with
newsletters, catalogues and invitations to organization-sponsored events?
1. Pricing
2. Distribution
4. Promotion
What does it reflect “The receiver’s response to a message”?
1. Feedback
2. Media
3. Noise
4. Decoding
Nationally distributed consumer convenience products such as cigarettes are MOST
likely distributed through which of the following channels?
1. Producer, agents, wholesalers, retailers, consumers
2. Producer, wholesalers, consumers
3. Producer, wholesalers, retailers, consumers
4. Producer, industrial distributor, wholesalers, retailers, consumers
Marketing stimuli consist of the four Ps. Which is NOT one of these
Ps? 1. Product
2. Political
3. Promotion
4. Place

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Which of the following set refers to the order of action in marketing control
process? 1. Measure performance – evaluate performance – corrective action – set
goals 2. Corrective action – set goals – measure performance – evaluate
performance 3. Set goals – Measure performance – evaluate performance –
corrective action
4. Set goals – Measure performance – corrective action – evaluate performance Polaroid
is aiming its Cool Cam camera at teenagers. Which of the following options reflect
Teenagers?
1. Target audience
2. Segmentation
3. Target market
4. Focus group
Which one of these is a department of advertising agency?
1. Creative
2. Research
3. Media
4. All of above
Which one of the following factors influences the consumer buying decision
process? 1. Person-specific
2. Social
3. Demographic
4. Situational
People change the goods and services they buy over time because of two
important factors. Which one of the following sets reflects these factors?
1. Belief and attitude
2. Perception and personality
3. Age and life-cycle stage
4. Family and tradition
Measure and evaluate performance is the part of which marketing
function 1. Marketing Analysis
2. Marketing Implementation
3. Marketing Planning
4. Marketing Control
Less frequently purchased consumer products and services which are compared by
the customer on different product attributes, refers to which one of the following
product? 1. Unsought products
2. Specialty products
3. Shopping products
4. Industrial products

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Which of the following is NOT an internal factor while setting the price of a
new product?
1. Marketing Strategy
2. Objectives
3. Marketing Mix
Marketing information from which of the following databases can be accessed
more quickly and cheaply
1. External
2. Internal & External
3. Internal
4. Representatives
During the new product development process, the creation of a large pool of ideas
for potential new products is the primary goal of which one of the following
steps?
1. Idea generation
2. Idea screening
3. Concept development
4. Prototype development
Survey research, called the backbone of primary research, is the most widely used
method for primary data collection and is best suited for gathering which of the
following information?
1. Personal
2. Attitude
3. Descriptive
4. Exploratory
A sales representative from a software company shows an accounting firm that a
new software package can perform bookkeeping tasks that the firm’s present
organizational buying decision process?
2. Product specification
3. Product selection
4. Product purchase
Low consumer involvement in purchase and little significant brand difference
comes in which type of buying behavior.
1. Complex buying behavior
2. Dissonance-reducing buying behavior
3. Habitual buying behavior
4. Variety-seeking buying behavior

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In which one of the following stages of the product life cycle sales fall off and
profits stop?
1. Growth
2. Introduction
3. Decline
4. Maturity
Which type of wholesaler not only provides transportation and delivers
products to retailers, but also provides the service of placing products on
retailers’ shelves?
1. Truck wholesaler
3. Rack jobber
4. Rack jobber
Which one of the following is NOT base for marketing segmentation?
1. Consumer markets
2. Industrial markets
3. Business markets
4. International markets
Michael Porter developed which of the following model?
1. GE Approach/Model
2. BCG Model
3. Five Forces Model
4. Value Chain model
Mr. Kashan works on the prototype of a new action-orientated computer game
module, he is engaging in which phase of the new product development process?
1. Idea generation
2. Commercialization
3. Test marketing
When a company caters to clothing, cosmetics and toiletries markets, it is probably
using which type of segmentation?
1. Age and life cycle
2. Gender
3. Behavior
4. Geographic
Which one of the following is the first step in the new product
development? 1. Idea screening
3. Idea generation

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4. Concept testing
Which one of the following is NOT a content of marketing plan?
1. Objectives
2. Control
3. Budget
4. Production
What is the initial stage in the development of an advertising
campaign? 1. Setting the budget for advertising
2. Identifying and analyzing the target audience
3. Defining the advertising objectives
4. Creating the advertising platform
Which one of the following is NOT a part of industry structure
analysis? 1. Buyers
2. Sellers
3. Entry/exit barriers
4. Competitor
If a company’s customers are concentrated in a small geographic area and the
company sells technical products, which promotion method will it most likely use?
1. Advertising
2. Publicity
3. Personal selling
4. Sales promotion
In creating research questionnaires, which of the following is good advice for
research specialist to follow?
1. Use care in the wording and ordering of questions
2. Questions do not have to be arranged in a logical order
3. Ask personal questions in the middle of the instrument
4. Avoid eye contact as it may confuse the respondents
Which one of the following categories refers to a group of products that are closely
related because they function in a similar manner, are sold to the same customer
groups, are marketed through the same type of outlets, or fall within given price
ranges? 1. Product line
2. Line extension
3. Private brand
4. Product bandwidth
Which one of these is not included in product classification?
1. Durable products
2. Nondurable products

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3. Actual products
4. Pure services
Which promotion mix ingredient costs considerably more than advertising to reach
one person but can provide more immediate feedback?
1. Publicity
2. Sales promotion
3. Personal selling
4. Public relations
Which one of the following is the function of a channel of
distribution? 1. Directs the flow of products from producers to
customers
When the aim of the promotion, while introducing a new consumer product, is to
achieve high awareness levels, the firm will most likely make heavy use of which one
of the following promotional mix?
1. Advertising
2. Sales promotion
3. Personal selling
4. Publicity
In SWOT analysis, threats and opportunities are part of which of the
1. Internal
2. Inside
3. External
4. Domestic
Large number of manufacturers and greater number of product variety
increases 1. Bargaining power of buyers
2. Bargaining power of suppliers
3. Rivalry among the competitors
4. Threat of substitute
A company can increase its business in four ways. Which is not one of these
ways? 1. It can add new product lines, thus widening its product mix.
2. It can lengthen its existing product lines.
3. It can add more versions of each product and thus deepen its product
mix. 4. The company can discontinue some of its lines.
The act of setting prices for customers located in different parts of the world is
called ___________________.

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1. Geographic Pricing
2. Value based Pricing
The various stages of the personal selling process are illustrated below, which one of
the following is NOT specific roles of the sales representative?
1. Negotiating and closing the sale
2. Sales presentation
3. Prospecting
4. Devising product strategy
Collecting, analyzing and interpretation of data refer to which of the following
concepts? 1. Marketing research
2. Marketing intelligence
3. Marketing information
4. Marketing knowledge
Anything that can be offered to a market for attention, acquisition, use, or
consumption and that might satisfy a want or need refers to which one of the
following concepts?
1. Product
2. Price
3. Place
4. Promotion
The process of dividing a total market into market groups so that persons within
each group have relatively similar product needs refers to which of the following
concepts? 1. Segmenting
2. Differentiating
3. Target marketing
4. Concentrating
Heavy promotion exists in which of following philosophies?
1. Outside-in perspective
2. Inside-out perspective
3. Societal marketing concept
Which public take developments into account on larger scale?
1. Financial publics
2. Media publics
3. Government publics
4. Citizen-action publics
In relation to a product launch strategy, a company engaged in high levels of
promotion at the same time as selling at a high price is following which one of the
strategy? 1. Slow penetration strategy

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2. Rapid penetration strategy
3. Rapid skimming strategy
4. Slow skimming strategy
Why is the headline of a print advertisement such a critical component of the
copy? 1. It determines the final layout design.
2. It is often the only part of the advertisement that is read.
3. It takes up the most space.
4. It links the copy to the signature.
Network television advertising is very expensive. The media planner looks both at
the total cost of using a medium and at which of the following cost?
1. Cost per exposure
2. Cost of premium offers
3. Cost of the magazine it is using
4. Opportunity cost
Which one of the following stage introduces a new product into the
market? 1. Product Concept
2. Product Development
3. Test Marketing
Which of the following tasks are included in marketing management?
1. Marketing analysis
2. Marketing planning
3. Marketing implementation
4. All of the above
Which one of the following options BEST represents the involvement of management
and employees in the continuous improvement of the production of goods and
services? 1. Total Quality Management
2. Marketing Management
3. Customer Relationship Management
4. Knowledge Management
A transaction in which the organization is making an initial purchase of an item
to be used to perform a new job refers to which of the following purchases? 1.
Straight rebuy purchase
2. Delayed purchase
3. New-task purchase
4. Modified rebuy purchase
Which of the following is a pricing strategy used at the launch of a
product? 1. Market-Skimming Prices

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2. Product Line Pricing
In international pricing companies that market their products internationally must
decide what prices to charge in the different countries in which they operate.
1. True
2. False
Which one of the following groups serves as opinion leaders to the rest of the
market? 1. Late majority
2. Early Adopter
3. Early Majority
4. Laggards
Which one of the following is not the component of micro
environment? 1. Suppliers
2. Competitors
3. Political
4. Intermediaries
All of the following are the logistics functions EXCEPT?
1. Order processing
2. Warehousing
3. Inventory management
4. Retailing
Suppose marketers at Lever Brothers are trying to determine whether the use of
coupons for detergent was the reason for a sales increase in a particular store. What
would be this type of study conducted to answer this question?
1. Exploratory
2. Descriptive
3. Casual
4. Qualitative
A ________ is a retail establishment that combines supermarket and discount
store shopping in one location.
1. Superstore
2. Department store
3. Hypermarket
4. Mega market
Choose the best description regarding marketing view point.
1. Matching a product with its market
2. Promoting and selling products
3. Facilitating and satisfying exchange relationships
4. Distributing products at the right price to stores

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Product develpers need to think about products and services on three levels. Each
level adds more customer value. Which one of the following is the most basic level
that addresses the question, “What is the buyer really buying?”
1. Actual product
2. Augmented product
3. Core benefit
4. Co-branding
High involvement in purchase and perceive a significant differences among brands
Marketing management is really a:
1. Supply Chain Management
2. Demand Management
3. Product Management
4. Knowledge Management
A skimming price policy for a product is appropriate when demand for the
product is elastic.
1. True
2. False
In the Boston Consulting Group approach, which one of the following is a
measure of company strength in the market?
1. Relative market share
2. BCG matrix
4. Market growth rate
Which one of the following affects both demographic and psychological
factors? 1. Quantity discounts
2. Price elasticity
3. Quality discounts
4. Mark-up pricing
There are __ ways through which the organizations change their prices to meet the
change in demand of a product.
1. 1
2. 2
Competitor price increases are more likely to be followed when they are due
to: 1. Falling sales

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2. General rising costs
3. Increased advertising
4. Price wars
Which one of the following concept is the latest in a marketing
philosophy? 1. Societal marketing concept
2. Selling concept
Whether the price raised or lowered, the action will affect on: Select correct
option: 1. Buyers
2. Competitors
3. Competitors
4. All of above
Which of the following concept best describes the situation when the product’s cost is
too high and marketer looks for ways to bring it down?
1. Selling concept
2. Product concept
Which one of the following involves designing and producing the container or wrapper
for a product?
1. Packaging
2. Designing
3. Branding
4. Labeling
ABC Research Group must guard against problems during the implementation
phase of marketing research for its clients. Typically, management will not encounter
which of these problems?
1. Respondents who refuse to cooperate or give biased answers
2. Interviewers who make mistakes or take shortcuts
3. Interpreting and reporting the findings
4. Primary data that conflict with secondary data
The total market approach to finding a target market will probably be
UNSUCCESSFUL when:
1. Product differentiation is used
2. The firm defines the total market as its target market
3. People within the market have heterogeneous needs
4. People within the market have homogeneous needs

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The process of shaping and refining potential product ideas refers to which one of
the following options?
1. Prototype development
3. Test marketing
4. Idea screening
Which one of the following research instrument is used to collect large
amount of information at the low cost?
1. Mail questionnaires
4. Computer interviewing
“How are you telling consumers in your target group about your product” This
question belongs to which marketing concept?
1. Product
2. Price
3. Place
4. Promotion
Which one of the following wholesaler provides a convenient and effective
method of selling small items to customers in remote areas that other wholesalers
might find unprofitable to serve?
1. Mail-order wholesalers
2. Specialty-line wholesalers
3. Cash-and-carry wholesalers
4. Truck wholesalers
Once a product prototype is developed, it is ready for. Which one of the following
steps best describe this statement of the new product development?
2. Idea screening
4. Test marketing
Through vehicle the coded message is transmitted from the source to the receiver.
Which one of the following vehicle is used for this purpose?
1. Decoder
2. Encoder
3. Relay channel
4. Media
What does the meaning of the physical arrangement of the illustration,
headline, subheadline, body copy and the signature?

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1. Copy
2. Art design
3. Layout
4. Storyboard
Which of the following is not the type of retailers?
1. Self-service retailers
2. Limited service retailers
3. Half service retailers
4. Full service retailers
1. Demand management
2. Customer relationship
3. Making a sale
4. Making a profit
Following are the elements of the marketing mix EXCEPT:
1. Distribution
2. Product
3. Target market
4. Pricing
One risk of ___ is that sales may come at the expense of other items.
1. Line extension
2. Packaging
3. Social marketing
4. Internet marketing
Building, keeping and growing profitable value-laden relationships with all customers
of a company refers to which one of the following concept?
1. Customer lifetime value
2. Customer perceived value
3. Customer relationship management
4. Societal marketing
1. Distribution
2. Product
3. Target market
4. Pricing
XYZ Company launched new CDs players and tested it in new restaurant. XYZ
Company is considering which of the following strategies?

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3. Diversification
Niche marketing is opposite to which one of the following concepts?
1. New Marketing exploration
2. Knowledge management
3. Mass marketing
4. Market intelligence
Marketing researchers usually draw conclusions about large groups of
consumers by studying which of the following small component of the total
consumer population?
1. Group
2. Sample
3. Target group
4. Audience
Marketing intermediary is one of the forces of marketing micro environment. What
roles do they play?
1. Identify individuals & households
2. Identify marketing service agencies
3. Promote, sell & distribute goods to final buyers
4. Minimize supply costs to attract customers
Which of the following phase of marketing research process is considered
MOST expensive and subject to error?
1. Exploratory research
2. Hypothesis
3. Data collection
4. Data validation
Which product life cycle stage features an emphasis on informative
promotion, development of distribution channels and low sales?
1. Market establishment
2. Market introduction
3. Market growth
4. Market maturity
Drawing conclusion from research after analysis of collected data
called: 1. Gathering
2. Collection
3. Interpretation
4. Survey

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following?
1. Belief
2. Culture
3. Personality
4. Self-awareness
Which of the following environment consists of the factors that affect
consumer purchasing power and spending patterns?
4. Consumer environment
Which of the following environment includes laws, government agencies, and
pressure groups that influence and limit various organizations and individuals in a
given society?
1. Natural environment
2. Political environment
3. Societal environment
1. Self-service retailers
2. Limited service retailers
For a day care center, disposable diapers, juice boxes, cleaning supplies and electricity
are examples of which one of the following costs?
1. Fixed costs
2. Variable costs
3. Derived costs
4. Total costs
If a retailer needed help with store design and training sales personnel, it would
most likely use the services of which of the following wholesalers?
1. Full-service wholesaler
2. Full-price wholesaler
3. Rack jobber
Consumer products and services refers to which of the following products that
having unique characteristics or brand identification?
1. Shopping products
2. Unsought products
3. Specialty products
4. Industrial products
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Yoghurt represents which type of product for most consumers?
1. Convenience
2. Shopping
3. Specialty
4. Unsought
1. Exploratory
2. Descriptive
3. Casual
4. Qualitative
High involvement in purchase and see little difference among brands comes in which
type of buying behavior.
When a company cannot supply all its customers’ needs; what would be an
effect on price?
1. Price will increase
2. Price will remain same
3. Price will decrease
4. Price will decrease up to a curtails limit
Which of the following traits should salespeople have?
1. Honesty
2. Patience
3. Responsiveness
Which of the following forces shows the marketing macro
environment? 1. Demographic, economic, natural, technological,
political, and social 2. Demographic, natural, economic, political, social,
and cultural
3. Demographic, economic, natural, technological, political, and
cultural 4. Demographic, economic, natural, social, political, and
legal
The type of salesperson that usually requires training in physical science or
engineering refers to which one of the following salespersons?
1. Trade salesperson
2. Missionary salesperson

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3. Technical salesperson
4. Sales assistants
The Students Union is buying office equipment. For a supplier, the Students Union
is an example of which one of the following markets?
1. A producer market
2. A reseller market
3. An institutional market
4. A government market
Supply’s sales force of ABC Company continues to expand, the firm plans to add a
fleet of company cars to its sales compensation package. For ABC Company, this
would represent which one of the following purchases?
1. New-task
2. Modified rebuy
3. Straight rebuy
4. Repetitive
Which one of these is included in levels of marketing segmentations?
1. Mass Marketing
2. Segment Marketing
3. Niche Marketing
4. All of given above
What type of new product strategy, Pizza Hut is using when it allows Marriott to
offer its new specialty pizzas in the hotel chain’s room service menu?
3. Market saturation
Demographic segmentation divides the market into groups based on which of
the following variables?
1. Size, location, industry, customer
2. Size, company, industry, technology
3. Location, size, occupation, race
4. Customer, technology, company, industry
Marketing manager wants to improve the packaging of new products after
reading customer responses to its customer opinion poll. Which one of the
following is NOT a function of packaging?
1. It contains and protects the product
2. It contains the brand mark
3. It determines product quality
4. It may contain the brand symbol
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Which of the following is the last step in marketing research process?
2. Interpreting and reporting the findings
3. Defining the problem and research objectives
4. Implementing the research plan
Observers have noted a shift from a “me-society” to a “we-society.” Which of
the following statement reflect this statement?
1. People’s views of themselves
2. People’s views of others
3. People’s views of organizations
4. People’s views of society
Items offered free or at minimal cost as a bonus for purchasing a product refers to
which one of the following options?
1. Rebates
2. Premiums
3. Samples
4. Coupons
British Steel provides steel to various manufacturers in Britain. British Steel would
most likely segment markets based on which one of the following variables: 1.
Demographic
2. Psychographic
3. Type of organization
4. Market density
There are three decision involved in designing a sample. Which of the following is
NOT a part of sample designing?
1. Sampling unit
2. Sampling size
3. Sampling procedure
4. Sampling cost
Which of the following planning is not the type of planning
1. Strategic Planning
2. Tactical Planning
3. Production Planning
4. Operational Planning
distribution? 1. Directs the flow of products from producers to
customers

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Fast-food restaurants offer tasty and convenient food at affordable prices; they
contribute to fatness that harms consumer health and causes health problems in the
long run. This statement reflects which one of the following concepts?
2. Societal marketing concept
3. Product concept
1. Exploratory
2. Descriptive
3. Casual
4. Qualitative
All of the following are the stages involved in the consumer adoption process
EXCEPT: 1. Desire
2. Awareness
3. Interest
4. Trial
To reduce inventory management costs, many companies use a system where they
carry only small inventories of parts or merchandise, often only enough for a few
days of operation refers to which of the following concepts?
1. Just-in-time logistics
2. Limited inventory logistics
3. Economic order quantity
4. Supply chain management
Low consumer involvement in purchase but significant perceived brand difference
In SWOT analysis, strength and weaknesses are part of which of the
1. Internal
2. Outdoor
3. External
4. Outside

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Which one of the following options represents the collection of data for the
purpose of applying appropriate actions at a subsequent time?
1. Lifestyle
2. Learning
3. Perception
4. Attitude
People often buy the kind of clothing. What does it show?
1. Attitude
2. Status
3. Learning
4. Lifestyle
In the BCG approach, stars are high-share, high-growth businesses or products.
They need heavy investment to finance rapid growth. When their growth slows down,
they turn into which of the following?
1. Dogs
2. Question marks
3. Cash cows
4. SBU
Which one of the following stage introduces a new product into the
market? 1. Product Concept
2. Product Development
3. Test Marketing
In which of the following research the aim is to describe things such as the
market potential for a product or the demographics and attitudes of customers
who buy the product?
1. Exploratory research
2. Descriptive research
3. Casual research
4. Observational research
Mr. A retains complete ownership of all members of its distribution channel.
Mr. A channel would be best described as which of the following VMS?
1. Corporate
2. Contractual
3. Conventional
4. Administered
If you are attempting to create primary demand toward your product, you will use
which type of the following ads?
1. Informative

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2. Persuasive
3. Reminder
4. Cooperative
A _________ combines successive stages of production and distribution under
single ownership.
1. Administered vertical marketing system
2. Conventional marketing channel
3. Use of power brokers in a channel framework
4. Corporate vertical marketing system
The fact that organizational customers purchase products to be used directly or
indirectly in the production of goods and services to satisfy customers’ needs. This
situation shows which of the following demands?
1. Joint
2. Derived
3. Inelastic
4. More fluctuating
Which one of the following affects both demographic and psychological
factors? 1. Quantity discounts
2. Price elasticity
3. Quality discounts
4. Mark-up pricing
The mental act, condition or habit of placing trust or confidence in another shows
which of the following option?
1. Motive
2. Belief
3. Behavior
4. Attitude
Which one of the following research instruments is used to collect information
quickly? 1. Mail questionnaires
4. Computer interviewing
Which one of the following steps is NOT a part of marketing process?
1. Analyzing marketing opportunities
2. Selecting target market
3. Designing the business portfolio
4. Develop marketing mix
Which of the following SBUs are not the types of SBU

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Stars
1. Cash Cows
2. Cats
3. Dogs
1) Which of the following terms is used to describe the factors and forces outside marketing
that affect marketing management's ability to build and maintain successful relationships
with target customers?
A) the marketing environment
2) You are directed to study the actors close to the company that affect its ability to
serve its customers–departments within the company, suppliers, marketing
intermediaries, customer markets, competitors, and publics. What are you studying?
A) the macroenvironment
B) the microenvironment
3) You are directed to study the factors that are larger societal forces that affect your
company– demographic, economic, natural, technological, political, and cultural. What are
you studying? A) the macroenvironment
4) Which of the following is NOT a type of factor in a company's
macroenvironment? D) competitor
5) All of the groups within a company are called the ________.
C) internal environment
6) Which type of organization helps companies to stock and move goods from their
points of origin to their destination?
A) financial intermediary
B) physical distribution firm

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7) Banks, credit companies, insurance companies, and other businesses that help
finance transactions or insure against the risks associated with the buying and selling
of goods and services are referred to as ________.
A) financial intermediaries
8) A company's marketing environment includes various ________ that are made up of
groups that have an actual or potential interest in, or impact on, an organization's ability to
achieve its objectives.
D) publics
9) Which of the following is NOT an example of a public that is part of a company's
marketing environment?
A) financial
E) marketing department
10) A radio station that carries news, features, and editorial opinions about your area is
best classified as which type of public?
A) financial
B) media
11) Consumer organizations and environmental groups are examples of ________
publics. D) citizen-action
E) media
12) Workers, managers, and members of the board of directors are all part of a
company's ________.
A) general public
B) internal public
13) Percy Original caters to a market of individuals and households that buy goods and
services

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for personal consumption. What type of market does Percy Original
cater to? D) consumer
E) marketing intermediary
14) Which type of market buys goods and services to produce public services or to transfer
them to others who need them?
A) government
15) Members of which type of market buy goods and services for further processing or for
use in the production process?
A) business
16) Rachel Patino works for a wholesale company called Distributors Unlimited.
She is responsible for buying and selling goods at a profit to small retailers. What is
her market? A) business
B) reseller
17) Your marketing department is currently researching the size, density, location,
age, and occupations of your target market. Which environment is being researched?
A) demographic
18) The three largest age groups in America are the baby boomers, Generation
Xers, and ________.
A) seniors
B) Millennials
19) The most important demographic trend in the United States is the
________. A) changing age structure of the population

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20) The youngest of the baby boomers are now in their ________.
C) mid-40s
21) Which of the following is the most commercially influential American
demographic age group today?
B) baby boomers
22) Which of the following descriptions most accurately characterizes the baby
boomers? D) They hold 75% of the country's financial assets.
E) They were largely unaffected by the recent recession.
23) Which demographic group was once labeled "the MTV generation" but has become the
most educated generation to date?

A) Generation X
24) Which of the following descriptions most accurately characterizes Gen
Xers? A) There are more Gen Xers than Millennials.
B) They were the first generation of latchkey kids.
25) Which demographic group is also referred to as the echo boomers?
A) Generation X
B) Millennials
26) Which demographic group includes large tween and teen markets?
A) Generation X
B) Millennials
27) Which of the following descriptions most accurately characterizes
Millennials? A) They are children of baby boomers.
28) Which demographic group is characterized by a total fluency and comfort with
computer, digital, and Internet technology?
A) Generation X

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B) Millennials
E) baby boomers
29) Which of the following demographic groups has NOT seen a percentage increase in the
past 50 years?
A) women staying at home with their children
30) The number of ________ households is now growing faster than the number of
________ households.
D) nontraditional; traditional
E) male-dominant; female-dominant
31) In 1950, women made up less than 40 percent of the workforce; now they
make up ________.
E) 59 percent
32) Americans are very mobile. Over the past two decades, the U.S. population has shifted
most heavily toward the ________ states.
A) Midwestern
B) Northwestern
C) Sunbelt
33) Which of the following geographical areas has NOT experienced a recent
population increase?
D) the Northeast
E) the South
34) In the 1950's the American population began shifting from large cities to
________. D) suburbs
E) coastal towns
35) As more and more Americans are moving to "micropolitan areas," marketers can most

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reasonably assume that ________.
B) micropolitan areas may offer the same advantages as metropolitan areas
36) An increasing number of American workers work out of their homes with
technological conveniences such as PCs, high-speed Internet access, and fax machines.
These workers are referred to as the ________ market.

A) LOHAS
B) SOHO
37) Which of the following most accurately reflects the popularity of
telecommuting? C) About 40% of American businesses currently offer
telecommuting programs for their employees.
38) Over the past 50 years, which of the following groups of workers has become
smaller? A) managers
B) manufacturers
39) Because of increasing ________, Americans will demand higher quality products,
books, magazines, travel, personal computers, and Internet services.
C) levels of education
40) Which of the following is an accurate statement about the diversity of the
American population?
B) More than 12 percent of people living in the United States were born in another
country. 41) Of the following, which is the fastest-growing group in the United States?
C) Hispanics
42) Because of an expected increase in ethnic populations, marketers are likely to place a
greater

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emphasis on ________.
A) geographic segmentation
B) targeted advertising messages

43) Members of which of the following groups are more likely than the general population
to have professional jobs, own a vacation home, own a notebook computer, and own
individual stocks?
A) Gen Xers
B) gays and lesbians
44) Of the following diversity segments in the American population, which is
currently the largest?
A) adults with disabilities
45) The ________ environment consists of factors that affect consumer purchasing
power and spending patterns.
D) economic
46) A country with a(n) ________ economy consumes most of is own agricultural and
industrial outputs and offers few market opportunities.
D) subsistence
47) A country with a(n) ________ economy has rich markets for many different kinds of
goods. A) industrial
48) Value marketing is the strategy of offering consumers ________.
D) reasonable quality at a fair price
49) Which of the following statements about income distribution in the United States is NOT

files
true?
A) In recent decades, the rich have gotten richer.
B) In recent decades, the middle class has grown.
D) consumers at all levels of income distribution

51) Which of the following combinations of expenses use up most household
income? C) food, housing, transportation
52) Ernst Engel's laws generally have been supported by recent studies. He discovered
that as family income rises, the percentage spent on ________ declines and the
percentage spent on ________ remains about constant.
D) food; housing
53) The natural resources that are needed as inputs by marketers or that are
affected by marketing activities are referred to as the ________.
A) raw material market
B) natural environment
54) Which of the following American government agencies is charged with setting and
enforcing pollution standards?
A) the Environmental Protection Agency (EPA)
55) What movement has encouraged marketers to pursue environmentally sustainable
strategies? A) the EPA
B) the black market
C) the green movement
56) Which country leads the world in research and development
spending? E) the United States
57) Which of the following is a result of regulations set up by the Food and Drug
Administration

files
Mgt301 Important Mcq’s For Final Term
Solve By Vu_Toper RM
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1. The societal marketing concept call on marketers to balance consumer
wants and desires, company profits, and society's interest.
• True ✔
• False
2. Customer value is defined as the customer's evaluation of the perceived
difference between all the benefits and all the costs of a marketing offer
relative to those of competing offers.
• True ✔
• False
3. Demarketing is a marketing philosophy focused upon product
differentiation and positioning
• True ✔
• False
4. Your accounting department must measure revenues and costs to help the
marketing department know how well it is achieving its objectives.
• True ✔
• False
5. When sellers focus on existing needs and lose sight of the underlying customer
• True ✔
• False
6. Most firms follow the production concept when they face overcapacity.
• True
• False ✔
7. The significant trends in the natural environment include shortages of raw
materials and increased pollution
• True ✔
• False
8. When firms take aggressive action to affect the public and forces in their
marketing environment, they are taking an environmental management
perspective. • True ✔
• False
9. At times it becomes necessary to reduce demand for some products and services.
When the government tries to reduce the smoking of tobacco products, it adds more
tax to the products and is practicing demarketing.
• True ✔
• False
remain competitive in today's markets.
• True ✔
• False
21. Product, Price, Place and promotion make up the elements of a firm's marketing mix.
• True y
• False
customer rleationships.
• True y
• False
23. Customer-perceived value depends on the product's perceived performance
relative to a buyer's expectations.
• True y
• False
• True y
• False
49. Characteristics such as age, gender, and marital status are known as ___
• Psychographic characteristics
• Biographical characteristics
• Geographical characteristics
• Behavioral characteristics
50. ___ works on supposition that consumers/customers buy products which fulfill
their needs.
• Production concept
• Marketing concept y
• Selling concept
• Product Concept
51. Which of the following options refers to the activities that are associated
with planning, pricing, promoting and distributing the product or service?
• Marketing y
• Selling
• Promotion
• All of given
52. ___ focuses on making every possible sale of the product, regardless of the
need of customer.
• Marketing concept
• Selling concept y
• Product concept
53. ___ focuses on making better-quality products for their customers.
• Marketing concept
• Selling concept
• Product concept y
54. Marketing is a process which aimed at ___
• Production
• Financial management
• Satisfaction of consumer needs/wants y
• None
55. The ___ is a marketing concept that holds that the company makes its
marketing decisions by considering consumer's needs and, wants and society's
long term interests. • Product
• Production
• Selling
• Societal Marketing y
56. A transaction involves ___
• At least two individuals/ Parties
• Both is capable to communicate and deliver
• Both are free to accept or reject the offer
• All of given y
57. Delivering customer satisfaction in return of profit is known as:
• Management
• Marketing y
• Selling
• Distribution
58. Building, keeping and growing profitable value-laden relationships with all
customers of a company refers to which of the following options?
• Customer lifetime value
• Customer perceived value
• Customer relationship management Y
• Societal marketing
59. The 4 P's of marketing are the product, price, place, and promotion.
Occasionally marketers consider two more P's. These are:
• People and Processes
• Profits and Processes
• People and Profits y
• Profits and Procedure
60. All of the following are the actors of micro environment EXCEPT:
• Company
• Suppliers
• Marketing Intermediaries
• Demographic environment y
61. All of the following are the forces of macro environment EXCEPT:
• Economic
• Natural
• Technological
• Public y
62. All of the following are the types of public's EXCEPT:
• Financial
• Media
• Local
• Suppliers y
63. Which of the following is known as the providers of resources to produced

goods and services?
• Suppliers y
• Competitors
• Customers
• Public
64. All of the following are actors of political environment EXCEPT:
• Laws
• Government agencies
• Pressure groups
• Marketing intermediaries y
65. All of the following are indicators of economic environment EXCEPT:
• Per capita income

• Inflation rate
• Internet rate
• Gender ratio y
66. All of the following are indicators of demographic environment EXCEPT:
• Density
• Life expectancy
• Median age
• Per capita income y
67. Which of the following micro environment actors help the company to
promote, sell and distribute its products to final buyers?
• Marketing intermediaries y
• Competitors
• The company
• Public
68. In which of the following marketing channels no intermediaries involves to make

their products available to final buyers?
• Direct channel y
• Flexible channel
• Indirect channel
• Static channel
69. In macro environment, 'pressure groups' and 'government agencies' are part of:
• Demographic environment
• Political environment y
• Economic environment
• Cultural environment
70. Expanding fields of health care, space, robotics, and bio-genetic industries
refers to which of the following environment?
• Cultural environment
• Economic environment
• Technological environment y
• Demographic environment
71. Marketing stimuli consist of:
• Product
• Price
• Place
• All of given y
72. Which of the following is not an environmental stimulus?
• Economic factors
• Price factor y
• Technological factors
• Cultural factors
73. Which of the following is the part of buyer's black box?
• Buyer's characteristics y
• Consumer behavior
• Buyer attitude
• Buyer's personality
74. Which of the following is NOT the part of cultural factors?
• Sub culture
• Culture
• Social class
• Family y
75. Which of the following is NOT the part of personal factors?
• Self-concept
• Lifestyle
• Age and life-cycle stage
• Roles and status y
76. Which of the following is NOT the part of psychological factors?
• Motivation
• Perception
• Learning
• Self-concept y
77. Which of the following best describes Upper class?
• Social elite who live on inherited wealth y

• Professionals
• Unskilled labors
• Independent business persons
78. Which of the following best describes the group which the consumers are inspired
with, compare themselves with them and want to be like them?
• Membership group
• Brand community
• Social networking group
• Reference group y
79. Which of the following needs does not belong to Maslow's hierarchy of needs?
• Cultural needs y
• Self-actualization needs
• Self-esteem needs
• Safety needs
80. Which of the following best describes the process by which people select,
organize, and interpret information to form a meaningful picture of the world?
• Motivation
• Perception y
• Learning
• Self-concept
81. The tendency of consumers to remember good point made about a brand they
favor and forget good points made about competing brands is called:
• Selective distribution
• Selective retention y
• Selective attention
• None
82. Which of the following buying behavior is undertaken by buyers when they are
highly involved in purchase process and there are significant perceived differences
among brands?
• Complex buying behavior y

• Variety seeking buying behavior
• Dissonance reducing buying behavior
• Habitual buying behavior
83. Which of the following buying behavior is undertaken by buyers when they are
highly involved with an expensive, risky and infrequent purchase but there are few
perceived differences among brands?
• Dissonance reducing buying behavior y

• Variety Seeking buying behavior
• Complex buying behavior
84. Which of the following buying behavior is undertaken by buyers in purchase of

grocery items?
• Habitual buying behavior y

sports car?
• Complex buying behavior y

biscuits?

• Variety seeking buying behavior y
87. Which of the following is NOT the part of social factors?
• Family y
• Social class
• Roles and status
• Reference Groups
88. The group which has a direct impact on consumer's purchasing behavior is called:
• Membership group y
• Brand community
• Reference group
• Social networking group
89. The tendency of people to interpret information in a way that will support what
they already believe is called:
• Selective distortion y
• Selective retention
• Selective attention
• None

carpet?
• Dissonance buying behavior y
91. Examples of business markets include which one of the following options?
• Manufacturers
• Service providing companies
• Government institutes
• All of given y
92. Which of the following markets deal with few customers and generate more
revenue?
• Business markets y
• Consumer markets
• Financial markets
• Capital markets
93. The business markets have ___ buyer and seller dependency on each
other as compared to consumer markets.
• Weak
• Strong y
• Moderate
• Little
94. The business buying process is more complex than consumer buying process
because it requires:
• Formal documentation
• Product specification
• Proposal writings
• All of given y
95. In business buying behavior model, which of the following marketing stimuli
affect the buying organization which leads to generate buyer responses?
• Price
• Place
• Promotion
• All of given y
96. In which of the following buying situations, the buyer purchases a product or
service for the first time?
• Straight rebuy
• Modified rebuy
• New task y
• None
97. In which of the following buying situations, the buyer wants to amend
product specifications, prices, terms, or suppliers?
• Straight rebuy
• Modified rebuy y
• New task
• None
98. In which of the following buying situations, the buyer routinely reorders
something without any amendments?
• Straight rebuy y
• Modified rebuy
• New task
• None
99. Which of the following participants are involved in the business buying
decision process?
• Users
• Influencers
• Buyers
• All of given y
100. All of the following participants are involved in the business buying decision
process EXCEPT:
• Buyers
• Deciders
• Rack jobbers y
• Gatekeepers
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76) Most marketers today believe they still lack a sufficient quantity of research data to
make high-quality decisions.
FALSE
77) The real value of marketing research and information lies not in quantity but
in the customer insights provided.
TRUE
78) Customer needs and buying motives are typically obvious to
marketers. FALSE
79) An effective MIS assesses information needs, develops needed
information, and distributes the information to help managers use it in decision
making.
TRUE
80) Too much marketing information can be as harmful as too little.
TRUE
81) When you glean information from your company's accounting and sales records
stored in the computer, you are developing an internal database.
TRUE
82) You have just extracted sales and cost data used by the accounting department
for preparing financial statements. Most likely, this information is complete and in
useable form to build an internal marketing database.
FALSE
83) Data age quickly, so keeping the database current requires dedicated
resources. TRUE
84) Major suppliers and resellers are not important sources of intelligence
information for marketing decision making.
FALSE
85) Your manager asked you to go through three of your competitors' garbage bins to
gather marketing intelligence from their discarded paperwork. One of them caught you
in the act and has summoned you to court. The judge will most likely rule this to be an
illegal activity and fine you and your company.
FALSE
76. In the last decade, Coach has ignored marketing research when designing
new bags. (Answer: True; p. 96; Easy)
77. Many analysts believe that Coach’s exhaustive market research has failed to
pay off. (Answer: True; p. 96; Easy)
78. Today, marketing managers are viewing research information not only as an input for making
internal decisions but also as an input for external partners.
(Answer: True; p. 97; Moderate)
79. Most marketers today believe they still lack a sufficient quantity of research data to make high-
quality decisions.
(Answer: False; p. 97; Easy)
80. An effective MIS assesses information needs, develops needed information, and
distributes the information to help managers use it in decision making.
81. Too much information can be as harmful as too little.
(Answer: True; p. 98; Easy)
82. When you glean information from your company’s accounting and sales records stored in the
computer, you are developing an internal database.
83. You have just extracted sales and cost data used by the accounting department for preparing
financial statements. Most likely, this information should be complete and in useable form to build
an internal marketing database.
(Answer: False; p. 99; Challenging)
84. It is important to note that data age quickly, and keeping the database current requires a
major effort. (Answer: True; p. 99; Easy)
85. After carefully questioning your major suppliers and resellers, you ascertain they do not form
important sources of intelligence information for marketing decision making.
86. Your manager asked you to go through three of your competitors’ garbage bins to gather
marketing intelligence from their discarded paperwork. One of them caught you in the act and has
summoned you to court. The judge will most likely rule this to be an illegal activity and fine you and
your company. (Answer: False; p. 101; Challenging)
87. Good sources of marketing intelligence information include competitors’ annual reports,
business publications, trade show exhibits, press releases, advertisements, and Web pages.
88. Your firm faces determined marketing intelligence efforts by competitors. You take the typical
response by “letting it ride.”
89. Marketing research is conducted to systematically design, collect, and report data directly
relevant to a specific marketing situation facing the organization.
(Answer: False; p. 102; Moderate)
90. The research and development department just released a report and commented that
“Defining the problem and research objectives is often the hardest step in the research process.”
91. Once the research problems and objectives have been defined, researchers must determine
the exact information needed and present it to management.
92. After conducting formal marketing research for your department, you make an oral
presentation with notes to management. You are following normal marketing research steps.
93. Marketing researchers can conduct their own searches of secondary data sources today
by using commercial secondary data sources.
94. Secondary data provide good starting points and often help to define problems and research
objectives, though most companies must also collect primary data.
95. ABC Interior Designs wants to collect research data through mechanical observation. The three
typical methods are video cameras, checkout scanners, and Internet cookies.
96. A single-source data system uses huge consumer panels and electronically monitors survey
respondents’ purchases and exposure to various marketing activities.
97. Focus groups use no interviewer to bias the answers, may produce more honest answers, and
can be used to collect large amounts of data at a low cost per respondent.
98. You have decided upon a method of collecting research data with flexible interviewing, whereby
trained interviewers can explain difficult questions and explore issues as the situation requires. Audio-
visual aids can also be used. We refer to this as focus group interviewing.
99. Parley Trade Shows wants to use the latest technology in marketing research. You are told this
method is online (Internet) marketing research.
100. Ideally, a sample should be representative so that the researcher can make accurate
estimates of the thoughts and behaviors of the larger population.
101. You want to calculate confidence limits for sampling error. It would be best to use
nonprobability samples.
102. Marketers all agree that questionnaires are the most common research
instrument. (Answer: True; p. 111; Easy)
103. The researcher interprets findings, draws conclusions, and reports those conclusions to
management. Ideally, we should present important findings that are useful to the major decisions
faced by management to prevent overwhelming them.
104. You have just identified the “touch points” of the 400 best customers in your database. At this
point, you want to manage detailed information about each of them to maximize customer loyalty.
You should use customer relationship management (CRM).
(Answer: True; p. 113; Challenging)
105. Buy-It-Lower Stores has gained many benefits from CRM. If this company is typical, it will realize
how to provide higher levels of customer service and develop deeper customer relationships.
Management can also pinpoint low-value customers and begin to eliminate them while tailoring offers
to specific customers. (Answer: False; p. 114; Challenging)
1. The marketing of goods and services to companies, governments, or not-for-profit

organizations for use in the creation of goods and services that they can produce and market to
others is referred to as Answer: business marketing.
2. Organizational buyers include manufacturers, wholesalers, retailers, and government
agencies Answer: That buy goods and services for their own use or resale
3. Which of the following statements represents an organizational buying decision? Answer:
The owner of a fried chicken restaurant hires a snow removal service to keep the parking lot clear.
4. Organizational buyers can be divided into three different markets. They are
Answer: industrial, reseller, and government markets.
5. The services market sells diverse services such as legal advice, auto repair, and dry cleaning.
Along with finance, insurance, real estate businesses, and __________, communication and
public utility firms, as well as not-for-profit organizations, these firms represent about 75
percent of all industrial firms.
Answer: transportation
1. Product, price, place and promotion make up the elements of a firm’s marketing mix.
A. True (Chapter no 1 Original Book Page no 34)

B. False
2. Selling is managing profitable customer relationships.
A. True
B. False (Lesson no 44 Page no 220 Old Handouts)
A. True
B. False (Chapter no 1 Original Book Page no 8)
4. The twofold goal of marketing is to attract new customers by promising superior value
and to keep and grow current customers by delivering satisfaction.
A. True (Lesson no 44 Page no 220 Old Handouts)

B. False

A. True
B. False (Lesson no 2 Page no 11 Old Handouts and Lesson no 44 Page no 222
Old Handouts)
6. At times it becomes necessary to reduce demand for some products and services. When the
government tries to reduce the smoking of tobacco products, it adds more tax to
the products and is practicing demarketing.
A. True
B. False
and positioning.
A. True
B. False
8. Marketers of products, services, and ideas only practice marketing, whereas buyers
do not. A. True B. False
A. True
B. False
10. Delivering superior customer value and customer satisfaction are the two keys to
building lasting customer relationships.
A. True
B. False
11. An exchange is the core concept of marketing, whereas a transaction is

A. True (Lesson no 2 Page no 11 Old Handouts)

B. False
12. Customer-perceived value depends on the product’s perceived performance

relative to a buyer’s expectations.
A. True

remain competitive in today’s markets.
A. True
B. False ??????
felt deprivation.
A. True
B. False
15. The selling concept holds that consumers will not buy enough of the firm’s
A. True (Lesson no 4 Page no 20 Old Handouts) B. False
16. Customer value is defined as the customer’s evaluation of the perceived difference
between all the benefits and all the costs of a marketing offer relative to those of competing
offers. A. True (Lesson no 2 Page no 12 Old Handouts) B. False
17. The societal marketing concept calls on marketers to balance consumer wants and
desires, company profits, and society’s interest.
18. When sellers focus on existing needs and lose sight of underlying customer wants, they
suffer from marketing myopia.
A. True B. False (Lesson no 2 Page no 11 Old Handouts)
19. Smart marketers look beyond the attributes of the products and services they sell. They
create brand experiences for consumers.
A. True (Lesson no 2 Page no 11 Old Handouts and Lesson no 44 Page

no 222 Old Handouts)
B. False
1. Raheela works for the Aftab Beverage Company. She helps define
product specifications and also provides information for evaluating
alternatives. Raheela plays the role of gatekeeper.
a. True b. False
Rachel Stein works for the LeBray Beverage Company. She helps define
product specifications and also provides information for evaluating
alternatives. Rachel plays the role of gatekeeper.
Answer: FALSE
AACSB: Analytical thinking
Skill: Application
Objective: LO 6.2: Identify the major factors that influence business buyer
behavior. Difficulty: Easy
Note : Name changed.
2. In the proposal solicitation stage of the business buying process, the buyer
invites qualified suppliers to submit proposals.
a. True (Lesson no 16 Page no 79 Old Handouts) b. False
3. Mission statements must fit the market environment, as indicated here by the
Girl Scouts’ mission: “where girls grow strong.”
a. True b. False
Mission statements must fit the market environment, as indicated here by

the Girl Scounts of American’s mission: “where girls grow strong.”
Note: Difference in these statements are that there is no American’s mission

written in above statement.
4. The central question for marketers is how do consumers respond to

various marketing efforts the company might use? The starting point is
called the stimulusresponse of buyer behavior.
a. True (Answer: True; p. 129; Moderate) b. False
5. Five characteristics are especially important in influencing an innovation’s rate

of adoption. Two of these are relative advantage and compatibility.
6. The macroenvironment consists of the factors close to the company that affect
its ability to service its customers, such as suppliers, customer markets,
competitors, and publics.
a. True b. False
7. Sarwar Incorporation wants to use the latest technology in marketing research.

You are told this method is online (Internet) marketing research.
a. True (Answer: True; p. 109; Easy) b. False
8. When firms take aggressive action to affect the publics and forces in
their marketing environment, they are taking an environmental management
perspective.
a. True (True; Moderate; p. 132) b. False
9. Marketing researchers can conduct their own searches of secondary data

sources today by using commercial secondary data sources.
a. True (Answer: True; p. 103; Easy) b. False 10. In the supplier
selection stage, the buyer reviews supplier performance. a. True b. False In the
supplier selection stage the buyer reviews supplier performance. (F)
11. The production concept and product concept are two philosophies that can
both lead to marketing myopia.
a. True True (Theme 1 page 5) (100% Sure) b. False
12. Holiday Inn has divided the total customer market into smaller segments
and selected the most promising segments. Deciding what position it wants to
occupy in these segments is called targeting.
a. True b. False (Answer: False; p. 50; Moderate)
13. ABC Fortunes has just developed a formal statement of its purpose. This firm
has put together a mission statement.

to remain competitive in today’s markets. (DoubtFul)
a. True b. False (False; Moderate; p. 11)
15. Today’s marketers must be good at building relationships in order to

connect effectively with customers, other in the company, and external
partners.
16. When sellers focus on existing needs and lose sight of underlying
customer wants, they suffer from marketing myopia.
a. True (Chapter no 1 Page no 9 Original Book) b. False
17. The demand for many business goods tends to change more slowly than
a. True b. False (Lecture no 16 Page no 74 Old Handouts)
18. A company buying a product or service for the first time faces a new
task situation.
19. As an employee of Bankers Enterprises, you market wild and crazy

games for teens to play at parties. You work in the business market.
a. True b. False (False; Easy; p. 108)
20. More and more companies are shifting their brand management focus
toward customer relationship management.
21. An exchange is the core concept of marketing, whereas a transaction

is marketing’s unit of measurement.
22. Marketing strategy is the marketing logic by which a company hopes

to achieve profitable customer relationships.
a. True (Answer: True; p. 49; Challenging) b. False

23. Most household income is used up in purchasing food, housing, and
transportation.
a. True b. False

differentiation and positioning.
a. True b. False False (Confirm) (100% Sure)

25. After purchasing the product, the consumer will be satisfied or dissatisfied and
will engage in post purchase behavior.
26. Revlon has clearly defined its “mission” of selling lifestyle and self
expression. As the firm prepares to launch its strategic plan, the mission needs to be
turned into a detailed set of objectives that guide the whole company.
27. Making more sales to current customers without changing a firm’s products
in market penetration.
28. The owner of 21-store chain of bicycles, explained to the store managers at a
recent sales meeting that marketers, more than any other group in the company,
must be the trend trackers and opportunity seekers.
29. Marketing research firms, advertising agencies, media firms, and

marketing consulting firms are referred to as marketing services
agencies.
a. True (True; Easy; p. 108) b. False
30. After carefully questioning your major suppliers and resellers, you ascertain
they do not form important sources of intelligence information for marketing
decision making.
a. True b. False (Answer: False; p. 101; Challenging)
31. Business demand ultimately derives from the demand for consumer goods.
a. True b. False (Lesson no 16 Page no 76 Old Handouts)
33. You have just extracted sales and cost data used by the accounting department
for preparing financial statements. Most likely, this information should be
complete and in useable form to build an internal marketing database.

34. The microenvironment consists of larger societal forces that affect the
microenvironment, such as demographic, economic, political, and cultural
forces. a. True b. False (False; Easy; p. 107)
35.The difference between human needs and wants is that needs are states of
felt deprivation.
36. The collection of businesses and products that make up a company is called its
marketing strategy.
a. True b. False (Answer: False; p. 49; Easy)
38. Within the organization, buying activity consists of two major parts: the buying center
and the buying decision process.
39. Alternative evaluation is the process by which people select, organize, and
interpret information to form a meaningful picture of the world.
40. According to Engel’s laws, consumers tend to spend a smaller percentage of income on
food as income rises.
a. True b. False
41. Business buyers are subject primarily to economic influences when they make their
buying decisions. Emotional or personal factors rarely are involved. (Read Chapter no
8 Page no 311 Original Book)
a. True b. False
42. Tanveer Jafer works for a firm that is a distribution channel member that helps the
company find customers or make sales to them. Tanveer works for a reseller.
a. True b. False False (Theme 1 Page 6) (100% Sure)
44. In the Boston Consulting Group approach, relative market share serves as a measure
of company strength in the market.
a. True (Lecture no 16 Page no 74 Handouts) b. False
46. Strategic control involves looking at whether a company’s basic strategies are
well matched to its opportunities.
47. Influencers often help define specifications and also provide information for
evaluating alternatives.
48. In the business buying process, the buyer and seller are relatively less dependent on
each other.
49. A person’s buying choices are further influenced by four major psychological
factors: motivation, perception, learning, and beliefs and attitudes.
a. True (Answer: True; p. 138; Easy) b. False 50. All business buying decisions
follow all steps of the business buying process. (Doubtful) a. True b. False 51. At Air
Online, “we provide online services,” is a market-oriented business definition. a. True
b. False
At America Online, “we provide online services,” is a market-oriented

business definition. (Answer: False; p. 38; Moderate)
52. The twofold goal of marketing is to attract new customers by promising superior value
and to keep and grow current customers by delivering satisfaction.
a. True True (Theme 1 Page 6) (100% Sure) b. False
53. Environmental concerns have been on the decline in the past decade;
government legislation and the green movement may be the cause of this
trend.
FALSE Diff: 2 Page Ref: 80

Skill: Concept
Objective: 3-3
54. When a consumer learns about a new product for the first time and
time makes a decision to try it, it is called the alternative evaluation
process.
55. The consumer’s purchase decision will be to buy the most preferred brand, but
two factors can come between the purchase intention and purchase decision. The
first factor is need recognition.
56. Most businesses that manufacture products for the consumer market also sell
directly to consumers.
a. True b. False
57. Early adopters are guided by respect; they are opinion leaders in
their communities and adopt new ideas early but carefully.
58. Dissonance-reducing buying behavior occurs when consumers are

highly involved with an expensive, infrequent, or risky purchase but see
a lot of difference among brands.

59. Social classes are society’s relatively permanent and ordered
divisions whose members share similar values, interests, and
behaviors.
60. Your manager asked you to go through three of your competitors’ garbage bins to
gather marketing intelligence from their discarded paperwork. One of them
caught you in the act and has summoned you to court. The judge will most likely
rule this to be an illegal activity and fine you and your company.

61. Product, price, place and promotion make up the elements of a
firm’s marketing mix.
a. True True (Confirm) (100% Sure) b. False
62. Strategic market planning is the task of selecting an overall

company strategy for long-run survival and growth.
63.At times it becomes necessary to reduce demand for some

products and services. When the government tries to reduce the
smoking of tobacco products, it adds more tax to the products and is
practicing demarketing.
64. Smart marketers look beyond the attributes of the products and
services they sell. They create brand experiences for consumers.
65. It is important to note that data becomes old/age quickly, and

keeping the database current requires a major effort.
66. When your marketing manager discussed factors and forces

outside marketing that affect marketing management’s ability to build
and maintain successful relationships with target customers, you knew that
she was talking about the external marketing concept.

67. The early majority are deliberate; although they rarely are leaders,
they adopt new ideas before the average person.

68. In general, innovators tend to be relatively older, more mature, and
have a lower income than late adopters.
69. Customer-perceived value depends on the product’s

perceived performance relative to a buyer’s expectations.
70. Marketing research is conducted to systematically design, collect,

and report data directly relevant to a specific marketing situation
facing the organization.
71. The first step in strategic planning is to define the company
mission. (Answer: True; p. 37; Moderate) a. True b. False
72. Almost all major purchases result in cognitive dissonance, or

discomfort caused by post purchase conflict.
73. Significant reasons for business laws to be enacted include protecting

the interests of society, protecting consumers, and protecting
companies from each other.
74. The order-routine specification includes the final order with the
chosen supplier or suppliers and lists items such as technical
specifications, quantity needed, expected delivery time, return
policies, and warranties.

75. People differ greatly in their readiness to try new products. In
each product area, there are “consumption pioneers.” They are
also called laggards.
76. A market segment consists of consumers who respond in different

ways to a given set of marketing efforts.
firm’s products unless it undertakes a large-scale selling and promotion
effort.
a. True (True; Easy; p. 12) b. False 78. Marketing offers are limited
to physical products.
a. True b. False (100% sure)
79. Today’s marketers recognize the importance of working with

their intermediaries as channels through which they sell their
products rather than as mere products.
a. True b. False False (Confirm) (100% Sure)
80. Your firm faces determined marketing intelligence efforts by

competitors. You take the typical response by “letting it ride.”
81. In the general needs description of the buying process, the

buyer describes the characteristics and quantity of the needed
item.
a. True (Page Ref: 175 TRUE 17) b. False
82. The significant trends in the natural environment includes

shortages of raw materials and increased pollution.
a. True
b. False (False; Challenging; p. 123)
83. Mission statements should both fit the market environment
and be motivating.
84. The main differences between business and consumer markets are
in market structure and demand, the nature of the buying unit, and the types
of decisions and the decision process involved.
85. The research and development department just released a report

and commented that “Defining the problem and research objectives is often
the hardest step in the research process.”
86. Delivering superior customer value and customer satisfaction are the two
keys to building lasting customer relationships.
a. True b. False
87. Your accounting department must measure revenues and costs to

help the marketing department know how well it is achieving its
objectives.
88. After conducting formal marketing research for your department,

you make an oral presentation with notes to management. You are
following normal marketing research steps.
89. Although consumers in different countries have different values,

attitudes, and behaviors, the products they buy are very similar to each
other.
90. Customer value is defined as the customer’s evaluation of the

perceived difference between all the benefits and all the costs of a
marketing offer relative to those of competing offers.
91. The simplest definition of modern marketing is managing

profitable customer relationships.
92. Marketing mix is the set of uncontrollable, marketing tools that the
firm can use to influence the demand for its products.
93. An effective MIS (Marketing Information System) assesses

information needs, develops needed information, and distributes the
information to help managers use in decision making.
94. Marketers of products, services, and ideas only practice

marketing, whereas buyers do not.
a. True b. False
95. In a straight rebuy, the buyer wants to alter product specifications,

prices, terms, or suppliers.

97. Secondary data provide good staring points and often help to
define problems and research objectives, though most companies
must also
collect primary data.

98. Gatekeepers have formal or informal power to select or approve the
final suppliers.
a. True b. False
Gatekeepers have formal or informal power to select or approve the final

suppliers. Answer: FALSE
Skill: Concept
Objective: LO 6.2: Identify the major factors that influence business buyer
behavior. Difficulty: Easy
99. Consumer organizations such as environmental and minority groups

may question a company’s marketing decisions. This type of public is
called the local public.
a. True
b. False False (Confirm) (Correct Product Concept) (100% Sure)
101. The reason the demographic environment is of major

interest to marketers is because it involves people, and people
make up markets.
a. True True (Confirm) (100% Sure) b. False 102. Mission
statements should be realistic and general in nature. a. True b. False (Answer:
False; p. 39; Moderate)
104. The newer the buying task, and the more complex and costly the
item, the lesser the amount of time the buyer will spend searching for
suppliers.

105. Guided by marketing strategy, the company designs a marketing
mix made up of factors under its control-product, price, place, and
promotion.
106. An SBU can be a company division, a product line within a division

or sometimes a single product or brand.
107. A belief is the specific mix of human traits that may be attributed to
a particular brand.
108. “At Nike, we sell shoes” is a market-oriented business
definition. a. True b. False (Answer: False; p. 38; Moderate)

a. True
b. False (Lesson no 2 Page no 11 Old Handouts and Lesson no 44 Page no 222
Old Handouts)
a. True (Lesson no 2 Page no 11 Old Handouts and Lesson no 44 Page no 222

Old Handouts) b.
False
111. A dissonance reducing buying behavior is designed to probe

consumers' hidden, subconscious motivations.

112. Consumer buying behavior refers to the buying behavior of
businesses. a. True b. False (Answer: False; p. 128; Easy)
113. The researcher interprets findings, draws conclusions, and reports

those conclusions to management. Ideally, we should present important
findings that are useful to the major decisions faced by management to
prevent overwhelming them.
114. Good sources of marketing intelligence information includes

competitors, annual reports, business publications, trade show exhibits,
press releases, advertisements, and Web pages.
116. Who is our target market and what's our value proposition
are two important questions underlying marketing strategy.
117. The societal marketing concept calls on marketers to balance

consumer wants and desires, company profits, and society's
interests.
a. True True (Theme 1 page 6) (100% Sure) b. False 118. Most firms
follow the production concept when they face overcapacity. a. True b. False
False (Theme 1 page 5) (100% Sure)
119. A company with limited resources might decide to serve all segments of
a market.
a. True b. False (Answer: False; p.50; Moderate)
120. At Air Online, “we create customer connectivity, anytime, anywhere.” is

a product-oriented business definition.
a. True b. False
At America Online, “we create customer connectivity,
anytime, anywhere.” is a product-oriented business definition. (Answer:
False; p.38; Moderate)
121. The image a product reflects in the minds of consumers is called

market segmentation.
a. True (Answer: False; p. 50; Easy) b. False
122. Customer Relationship Management (CRM) is nothing more than

a customer data management activity.
a. True True (Confirm) (100% Sure) b. False
123. Major factors are changing the face of today’s marketing

communications. Mass markets have fragmented; thus, marketers are
shifting away from mass marketing.

124. A break-even chart shows the total cost and total revenue expected
at various sales volume levels.
a. True (Lesson no 25 Page no 120 Old Handouts) b. False 125.
Demand and consumer value perceptions set the floor for prices.
a. True b. False (False; p. 263; Moderate)
126. In industrial markets, product managers have an influence on the

company’s price-setting decisions.
a. True (True; p. 269; Easy) b. False
127. Cost-based pricing relies on consumer perception of value to drive pricing. a.
True b. False (False; p. 267; Easy)
128. Informative ads are used primarily in the growth stage of the product
life cycle.
a. True b. False Answer: FALSE Diff: 2.

Page Ref: 431.
Skill: Concept Objective:15-2
129. Overhead cost is another term for variable cost.

a. True b. False (False; p. 266; Easy)
130. Slice of life, lifestyle, and personality symbol are all parts of public
relations. a. True b. False (Lesson no 33 Page no 172 Old Handouts)
131. Percentage-of-sales method wrongly views sales as the cause of

promotion rather than the result.
132. When a manufacturer seeks a market for by-products and accepts a

price that covers more than the cost of storing and delivering them, it is
able to reduce the main product’s price to make it more competitive.
a. True (True; p. 277; Moderate) b. False

133. An example of service variability is that within a given Marriott hotel,
one registration-desk employee may be cheerful and efficient, whereas
another may be unpleasant and slow.
a. True (100% Sure) b. False
134. Developing a stronger position within several segments creates more

total sales than undifferentiated marketing across all segments.
135. When a company introduces a new brand name in the same

product category, it is called line extension.
a. True b. False (100% Sure) Answer: FALSE Diff: 2 Page Ref:

250 Skill: Concept
Objective:
136. Lahore Florists segments markets into groups of nonusers,

ex-users, potential users, first-time users, and regular users of its
flowers and services. This firm uses usage rate as the
segmentation approach.
a. True b. False Note: Name difference doubtful
137. Today, most companies have moved away from mass marketing and
are being choosier about the customers with whom they wish to
build relationships.

138. Shopping products are less frequently purchased consumer products
and services that customers compare carefully on suitability, quality,
price and style.
139. Service inseparability means that the quality of services depends

on who provides them, as well as when, where, and how they are
provided.
a. True b. False (100% Sure)
140.At a recent marketing seminar, the featured speaker stated that a

target market consists of a set of buyers who share common needs
or
characteristics that the company decides to serve. You believe
this is a correct definition.
a. True b. False (100% Sure)
141.At this point your company wants to move away from mass
marketing and engage in target marketing. The three steps to take, in
order, are market segmentation, marketing positioning and target
marketing.
a. True (100% Sure) b. False 142. Commercial accounting is done
through a system known as: a. True b. False False (Confirm) (100% Sure)
143. ABC Interior Designs wants to collect research data through

mechanical observation. The three typical methods are video cameras,
checkout scanners, and internet cookies.
144. Marketers all agree that questionnaires are the most common
research instrument.
145. An increasing number of retailers and wholesalers have created their
own brands-such as Hyper Star offering variety of food products. This is
called co-branding.
a. True b. False (False; p. 233; Challenging; LO3)

An increasing number of retailers and wholesalers have created their own brands—such
as WalMart offers Sam’s Choice beverages and food products. This is called co-
branding. (False; p. 233; Challenging; LO3)
146. Customer retention is perhaps the best measure of quality-a service

firm’s ability to hang on to its customers depends on how consistently it
delivers
value to them.
a. True Answer: TRUE b. False Diff: 2 Page Ref: 242

Skill: Concept
Objective: 8-3
147. In international product and service marketing, it is important to

know what different colors mean to different countries.
a. True (True; p. 232; Easy; LO3) {AACSB: Global} b. False
In international product and service branding, it is important to know what different words
mean in different countries.
(True; p. 232; Easy; LO3) {AACSB: Global}
Note: Marketing and branding difference
148. Programs that include public health campaigns to reduce smoking,

alcoholism, drug abuse, and overeating are examples of the social idea
known as social marketing.
a. True (Lesson no 13 Page no 544,545 Original Book) b. False
149. In industrial markets, salespeople outrank top management in

determining the sales price of products.
150. POP promotions include displays and demonstrations that take place at
the point of purchase or sale.
151. If Canon Camera Company follows a high-price, high-margin strategy, it

may attract competition from Nikon, Minolta and Pentax.
a. True (True; p. 273; Moderate) b. False

152. The three characteristics for advertising appeals are: meaningful,
believable and distinctive.
153. Because there is such variation among the economies of countries around
the world, it is not practical to segment international markets on the basis
of economic factors.
a. True b. False
154. Many marketers believe that behavior variables are the best starting point
for building market segments.
155. Product costs set a floor to the price; consumer perceptions of the
product’s value set the ceiling.
156. Dove marketers can go beyond the brand’s cleaning cream attributes and
talk about the resulting benefit of softer skin. This is known as product
attributes in brand positioning.
a. True b. False (False; Challenging; p. 292)
157. Internal marketers face special challenges. They must figure out what
products to introduce to other countries.
a. True b. False (False; Moderate)
158. Value-based pricing is the reverse of cost-based pricing.
a. True (True; p. 264; Challenging) b. False
159. An e-mail from a company that offers free shipping on your next
purchase of more than Rs. 3000/= is an example of sales promotion.
(Doubtful)
a. True b. False
160. Co-branding is a form of product that consists of activities, benefits
or satisfactions offered for sale that are essentially intangible and do not
result in the ownership of anything. Examples are banking, hotel, airline,
retail, tax preparation and home repair. (Doubtful)
a. True b. False
161. A company’s total marketing communications mix is also called its

promotion mix.
162. Your assignment at work is to divide buyers into different groups

based on social class, lifestyle and personality characteristics. After a
planning session with the marketing and sales staff, you issue a memo to
upper management recommending psychographic segmentation. You are
right on target.
a. True b. False
163. One important quality for a brand name is that it should translate easily
into foreign languages.
164. The simplest pricing method is break-even pricing-adding a standard

markup to the cost of the product.
165. If the pull strategy is effective, consumers will then demand the product
from channel members, who will in turn demand it from producers.
166. Behavioral segmentation requires finding the major advantages or

features people look for in the product class, the kinds of people who
look for each advantage or feature and the major brands that deliver each
advantage or feature.
a. True b. False 167. The service-profit chain means the set of all product lines and
items that a particular seller offers for sale.
a. True b. False Answer: FALSE

Diff: 2 Page Ref:238
Skill: Concept
Objective: 8-3
168. Competitors prices and offers are external factors that companies have to
deal with.
169. When a major moving van company sells accessory products that must
be used in moving a household’s furniture, it is practicing captive-product
pricing.
170. Shopping For The Rich and Famous is a buying service that helps
wealthy clients find the best buys in exclusive clothing, high-end cars,
travel and
financial services. This firm would use income segmentation.
Answer: TRUE
Diff: 2 Page Ref: 194
AACSB: Reflective Thinking Skills
Skill: Application
Objective: 7-2 b. False
171. Manufacturers may offer an allowance in return for the retailer’s agreement
to feature the manufacturer’s products in some way.
a. True (From Google) b. False
Manufacturers also may offer an allowance (usually so much off per case) in
return for the retailer's agreement to feature the manufacturer's products in
some way.
172. Niche marketing offers smaller companies an opportunity to compete

by focusing their limited resources on serving niches that may be
unimportant to or overlooked by larger companies.
a. True b. False
173. The demand curve shows the number of units the market will buy in a
given time period at different prices that might be charged. In normal
cases, the higher the price, the higher the demand.

174. Sales promotion consists of short-term incentives to encourage purchases
or sales of a product or service.
a. True (Lesson no 34 Page no 175 Old Handouts) b. False 175.
Consumers position products with or without the help of marketers. a.
True b. False
176. The widespread use of mass marketing has masked the fact that for
centuries consumers were served as individuals where businesses practiced
individual marketing.
a. True (Answer: True; p. 200; Easy; LO4) b. False
177. Karachi Gifts divides its markets into units of nations, regions, and
cities. Bombay uses geographic segmentation.

AACSB: Analytic Skills
Skill: Application
Objective: 7-2
178. Unsought products are products and services that the customer usually
buys frequently, immediately, and with a minimum of comparison and buying
effort.
179. We define service as anything that can be offered to a market for

attention, acquisition, use or consumption and that might satisfy a want
or need.
a. True b. False (100 % Sure)
180. Each firm should be able to find a single way to segment each
market. a. True b. False (Answer: False; p. 165; Easy)
181. In a product business, products are fairly standardized and can sit on
shelves waiting for customers. In a service business, the customer and
front-line service employee interact to create the service.
a. True (Chapter no 15 Page no 634 Original Book) b. False 182.
Packaging does not include the material necessary to ship a product. a.
True b. False
183. This type of segmentation uses different marketing approaches for

different time periods of peoples lives and different family situations. This
segmentation method is called demographic.

184. Gender segmentation has long been used in clothing, cosmetics, toiletries
and magazines.
185. Products support services identify the product or brand, describe

several things about the product, and promote the product through attractive
graphics.
186. A company’s product mix has four important dimensions: width, length,
depth and consistency.
a. True (Lesson no 13 Page no 570 Original Book) b. False
187. Developing a stronger position within several segments creates more

total sales than undifferentiated marketing across all segments.
188. The brand of a product can determine its customer value.
a. True (True; p. 226; Moderate; LO2) b. False 189. Style is a larger concept than
design. Design describes the appearance of a product.

190. Customers come to know a brand through a wide range of contacts and
touch points. These include word of mouth, personal interactions with
company Web pages. Many brands are not maintained by advertising but by
brand experience.

191. A product’s position is the way the product is defined by the
retailers who sell it to target markets. It is how it is defined on important
attributes the place the product occupies in the retailers minds relative to
competing products.
(Read Lesson no 18 Page no 88 Old Handouts)
a. True b. False
192. An aspect of managing service differentiation is in the company’s

service delivery.

193. Research about and planning for loyalty status as a segmentation
approach is generally not useful or practical for most firms.
a. True b. False (Answer: False; p. 173)
194. Kia offers a new car model with the same features as a
comparable but higher priced Toyota or Ford and provides a longer
warranty. Kia is following a more- for-less strategy.
f: 213
Skill: Application
Objective: 7-4
195. Maslow’s theory is that human needs are arranged in a hierarchy.

They include physiological needs, safety needs, social needs, esteem
needs, and
self-actualization needs. An unsatisfied need motivates one to take
action to satisfy it.
196. A business marketer normally deals with far fewer buyers than the
consumer marketer does.
197) The demand curve shows the number of units the market will buy in a
given time period at different prices that might be charged. In normal
cases, the higher the price, the lower the demand.

Skill: Concept
Objective: 10-3
1. The most effective consumer promotion tool is sampling.

A. True (Page no 788 original book not handouts) B. False
2. Major factors are changing the face of today’s marketing communications. Mass markets
have fragmented, thus, marketers are shifting away from mass marketing.
3. Companies that set a low initial price in order to get their “foot in the door” quickly and
deeply, attract a large number of buyers quickly, and win a large market share practice market-
skimming pricing.
(False; p. 275; Easy)
4. When a manufacturer seeks a market for by-products and accepts a price that covers more
than the cost of storing and delivering them, it is able to reduce the main product’s price to
make it more competitive. (True; p. 277; Moderate)
5. The simplest pricing method is break-even pricing—adding a standard markup to the cost of
the product.
6. Environmental elements are categorized as external factors that affect pricing decisions.
Answer: TRUE
Skill: Concept
Objective: 10-3
7. POP promotions include displays and demonstrations that take place at the point of purchase
or sale.
A. True (Original book page no 788 not handouts) B. False
8. If demand changes greatly with price, we say the demand is inelastic.

Answer: FALSE
Skill: Concept
Objective: 10-3
9. Pricing often plays an important role in helping to accomplish company’s multi-

level objectives.
(True; p. 263; Easy)
10. Informative ads are used primarily in the growth stage of the product life
cycle. A. True B. False
11. The more elastic the demand, the more it pays for the seller to raise the
price. (False; p. 273; Challenging)
12. Slice of life, lifestyle and personality symbol are all parts of public relations. A. True
B.False (Book page no 769 original book not
handouts)
13. If Canon Camera Company follows a high-price, high-margin strategy, it

may attract competition from Nikon, Minolta, and Pentax.
(True; p. 273; Moderate)
Answer: TRUE
Skill: Concept
Objective: 14-4
15. Companies that set a low initial price in order to get their “foot in the
door” quickly and deeply, attract a large number of buyers quickly, and
win a large market share practice market-skimming pricing.
16. Pricing often plays an important role in helping to accomplish a
company’s multi-level objectives.
17. A specific communication task to be accomplished with a specific

target audience during a specific period of time is called an advertising
objective. A. True (Original book page no 905) B. False
18. Demand and consumer value perceptions set the floor for
prices. (False; p. 263; Moderate)
19. Manufacturers may offer an allowance in return for the retailer's

agreement to feature the manufacturer's products in some way.
ts) B. False
20. Sales promotion consists of short-term incentives to encourage the

purchase or sale of a product or service.
A. True (Page no 200 Old Handouts) B. False
21. When a major moving van company sells accessory products that must be
used in moving a household’s furniture, it is practicing captive-product
pricing. (True; p. 277; Easy)

(True; p. 264; Challenging)
product's value set the ceiling.
Answer: TRUE
Skill: Concept
Objective: 10-2
24. Competitors’ prices and offers are external factors that companies have
to deal with.
25. The demand curve shows the number of units the market will buy in a given time
period at different prices that might be charged. In normal cases, the higher the
price, the higher the demand.
26. Value-based pricing is when costs vary directly with the level of product.
(False; p. 264; Moderate)
27. The most expensive consumer promotion tool is sampling.

28. Cost-based pricing relies on consumer perception of value to drive pricing. (False;
p. 267; Easy)

30. In industrial markets, product managers have an influence on the

company’s price-setting decisions.
31. The percentage-of-sales method wrongly views sales as the cause of

Answer: TRUE
Skill: Concept
Objective: 14-4
32. A company’s total marketing communications mix is also called its promotion
mix. A. True (Page no 160 old handouts) B. False
purchase of more than Rs3000/= is an example of sales promotion.
A. True B. False
34. Advertisers look for media that showcase the product effectively.
Fashions are best advertised on television, and automobile performance is best in
color magazines.
A. True B. False (Page no 174 old handouts)
35. In industrial markets, salespeople outrank top management in

determining the sales price of products.
36. Value-based pricing is when costs vary directly with the level of
product. (False; p. 264; Moderate)
37. The three characteristics for advertising appeals are: meaningful,

believable and distinctive.
A. True (Original Book page no 803,804) B. False
39. The media planner has to know the reach, frequency, and impact of
each ad.
A. True (Original Book Page no 807) B. False
Quiz No 3 2021 MGT 301
3. The most effective consumer promotion tool is sampling.

4. Major factors are changing the face of today’s marketing communications. Mass markets
have fragmented, thus, marketers are shifting away from mass marketing .
3. Companies that set a low initial price in order to get their “foot in the door” quickly
and deeply, attract a large number of buyers quickly, and win a large market share
practice market-skimming pricing.
4. When a manufacturer seeks a market for by-products and accepts a price that covers
more than the cost of storing and delivering them, it is able to reduce the main product’s
price to make it more competitive.
6. The simplest pricing method is break-even pricing—adding a standard markup to the

cost of the product. (False; p. 267; Easy)
6. Environmental elements are categorized as external factors that affect

pricing decisions.
Answer: TRUE
Skill: Concept
Objective: 10-3
7. POP promotions include displays and demonstrations that take place at the point
of purchase or sale.
A. True (Original book page no 788 not handouts) B. False
8. If demand changes greatly with price, we say the demand is inelastic.

Answer: FALSE
Skill: Concept
Objective: 10-3
9. Pricing often plays an important role in helping to accomplish company’s

multilevel objectives.
10. Informative ads are used primarily in the growth stage of the product life
cycle. A. True B. False
11. The more elastic the demand, the more it pays for the seller to raise the price.
(False; p. 273; Challenging)
13. Slice of life, lifestyle and personality symbol are all parts of public
relations. A. True B.False (Book page no 769 original book not
handouts)
13. If Canon Camera Company follows a high-price, high-margin strategy,

it may attract competition from Nikon, Minolta, and Pentax.
Answer: TRUE
Skill: Concept
Objective: 14-4
19. Companies that set a low initial price in order to get their “foot in the
door” quickly and deeply, attract a large number of buyers quickly, and win
a large market share practice market-skimming pricing.
20. Pricing often plays an important role in helping to accomplish a

company’s multi-level objectives.
21. A specific communication task to be accomplished with a specific

target audience during a specific period of time is called an advertising
objective. A. True (Original book page no 905) B. False
19. Demand and consumer value perceptions set the floor for prices.
(False; p. 263; Moderate)
20. Manufacturers may offer an allowance in return for the retailer's agreement
to feature the manufacturer's products in some way.
21. Sales promotion consists of short-term incentives to encourage the purchase
or sale of a product or service.
22. When a major moving van company sells accessory products that must
be used in moving a household’s furniture, it is practicing captive-
product pricing.

(True; p. 264; Challenging)
Answer: TRUE
Skill: Concept
Objective: 10-2
25. Competitors’ prices and offers are external factors that companies have
to deal with.
26. The demand curve shows the number of units the market will buy in a given
time period at different prices that might be charged. In normal cases, the
higher the price, the higher the demand.
28. The most expensive consumer promotion tool is sampling. A. True

(Page no 144 Old Handouts) B. False
29. Cost-based pricing relies on consumer perception of value to drive

pricing. (False; p. 267; Easy)

31. In industrial markets, product managers have an influence on

the company’s price-setting decisions.
32. The percentage-of-sales method wrongly views sales as the cause of
Answer: TRUE
Skill: Concept
Objective: 14-4
33. A company’s total marketing communications mix is also called its

promotion mix.
A. True (Page no 160 old handouts) B. False
purchase of more than Rs3000/= is an example of sales promotion.
A. True B. False
35. Advertisers look for media that showcase the product effectively.
Fashions are best advertised on television, and automobile performance is best in
color magazines.
A. True B. False (Page no 174 old handouts)
36. In industrial markets, salespeople outrank top management

in determining the sales price of products.
38. The three characteristics for advertising appeals are:

meaningful, believable and distinctive.
A. True (Original Book page no 803,804) B. False
39. The media planner has to know the reach, frequency, and impact of
each ad.
A. True (Original Book Page no 807) B. False
MGT301 SOLVED QUIZ 1 2021

Effort by Sarim
1. Product, price, place and promotion make up the
elements of a firm’s marketing mix.
A. True (Chapter no 1 Original Book Page no

34) B. False

A. True
3. Human needs are shaped by culture and

individual personality.
A. True
B. False (Chapter no 1 Original Book Page no 8)
4. The twofold goal of marketing is to attract

new customers by promising superior value and to
keep and grow current customers by delivering
satisfaction.
A. True (Lesson no 44 Page no 220 Old

Handouts) B. False
A. True
B. False (Lesson no 2 Page no 11 Old Handouts
and Lesson no 44 Page no 222 Old Handouts)
6. At times it becomes necessary to reduce demand for

some products and services. When the government
tries to reduce
the smoking of tobacco products, it adds more tax to
the products and is practicing demarketing.
A. True
B. False
7. Demarketing is a marketing philosophy focused

upon product differentiation and positioning.
A. True
B. False
9. Marketing offers are limited to physical

products. A. True
B. False
10.Delivering superior customer value and
customer satisfaction are the two keys to building
lasting customer relationships.
A. True
B. False
9. An exchange is the core concept of marketing,
whereas a transaction is marketing’s unit of
measurement.
Handouts) B. False
10. Customer-perceived value depends on the
product’s perceived performance relative to a buyer’s
expectations.
A. True
11. Marketing management is interested in serving

all customers in every way to remain competitive in
today’s markets.
A. True
B. False (Not sure)
12. The difference between human needs and wants is
that needs are states of felt deprivation.
A. True
B. False
13. When backed by buying power, needs become demands. A.
True
14. The selling concept holds that consumers will not

buy enough of the firm’s products unless it undertakes a
large scale selling and promotion effort.
Handouts) B. False
15. Customer value is defined as the customer’s evaluation

of the perceived difference between all the benefits and
all the costs of a marketing offer relative to those of
competing offers.
Handouts) B. False
16. The societal marketing concept calls on marketers

to balance consumer wants and desires, company profits,
and society’s interest.

Handouts) B. False
17. When sellers focus on existing needs and lose sight

of underlying customer wants, they suffer from
marketing myopia.
A. True
18. Smart marketers look beyond the attributes of

the products and services they sell. They create
brand experiences for consumers.
Handouts) B. False
A. True (Lesson no 2 Page no 11 Old Handouts

B. False
MGT301 Solved Grand Quiz 2020

Question No 1
Revlon has clearly defined its “mission” of
selling lifestyle and self-expression. As the firm
prepares to launch its strategic plan, the
mission needs to be turned into a detailed set
of objectives that guide the whole company.
Select Correct Option
✓ True ............................. (For More Visit VUStudents.pk)

✓ False
Question No 2
During proposal solicitation, the buying center

often will draw up a list of desired supplier
attributes and their relative importance.
✓ True
✓ False ........................... (For More Visit VUStudents.pk)
Question No 3
Customer-perceived value depends on the

product’s perceived performance relative to a
buyer’s experience.

✓ False
Question No 4
When a consumer learns about a new product for

the first time and makes a decision to try it, it is
called the alternative evaluation process.

✓ False
Question No 5
The elements of the marketing mix commonly

known as the “four Ps” include: product, price,
place, and promotion.

✓ False
Question No 6
Most businesses that manufacture products for

the consumer market also sell directly to
consumers.

✓ False
Question No 7
Holiday inn has divided the total customer market

into smaller segments and selected the most
promising segments. Deciding what position it
wants to occupy in these segments is called
targeting.
✓ True
Question No 8
The owner of the 21-store chain of bicycles,

explained to the store managers at a recent sales
meeting that marketers, more than any group in
the company,
must be the trend trackers
and opportunity seekers.

✓ False
Question No 9
ABC Fortunes has just developed a formal statement
of its purpose. This firm has put together a
mission statement.

✓ False
Question No 10
Environmental concerns have been on the

decline in the past decade; more government
legislation and the green movement may be the
cause of this trend.
✓ True
Question No 11
Today’s marketers recognize the importance

of working with their intermediaries as
channel through which they sell their products
rather than as mere partner.
✓ True
Question No 12
More and mor companies are shifting their

brand management focus toward customer
relationship management.
✓ True
Question No 13
Today’s marketers must be a good at
building relationships in order to connect
effectively with customers, others in the
company, and external partners.
✓ True
✓ False ........................... (For More Visit
VUStudents.pk) Question No 14
Mission statement must fit the market

environment, as indicated here by the Girl
Scouts. “where girls grow strong”.
✓ True ............................. (For More Visit

VUStudents.pk) ✓ False
Question No 15
Your firm faces determined marketing
intelligence efforts by competitors. You take the
typical response by “letting it ride.”
✓ True
Question No 16
Smart marketers look beyond the attributes of

the products and services they sell. They

Question No 17
The main differences between business

and consumer markets are in market
structure and
demand, the nature of the buying unit, and
the types of decisions and the decision
process involved.

✓ False
Question No 18
Customer value is defined as the

customer’s evaluation of the perceived difference
between all the benefits and all the cost of a
marketing offer relative to those of competing
offers.

✓ False
Question No 19
When you collect information from your

company’s accounting and sales stored in the
computer, you are developing an internal
database.

✓ False
Question No 20
When sellers focus on existing needs and lost

sight of underlying customer wants, they suffer
from marketing myopia.

✓ False
Question No 21
The buying center is a fixed and formally identified

unit within the buying organization.
✓ True
Question No 22
Social classes are society’s relatively permanent

and ordered whose members share similar
values, interests, and behaviors.

Question No 23
Who is out target market and what’s our
proposition are two important questions
underlying marketing strategy.

Question No 24
ABC interior Designs wants to collect research

data through obtention. The three typical
methods are video cameras, checkout
scanners, and internet cookies.
✓ True
Question No 25
The simplest definition of modern

marketing is managing profitable

Question No 26
“At Nike, we sell shoes” is a market-oriented

✓ False
Question No 27
The order-routine specification includes the final

order with the chosen supplier or suppliers and
lists items such as technical specifications,
quality needed, expected delivery time, return
policies, and warranties.
✓ True
Question No 28
The newer the buying task, and the complex and

costly the item, the lesser the amount of time the
buyer will spend searching for suppliers.

✓ False
Question No 29
The twofold of marketing is to attract new

customers by promising superior value and to
satisfaction.

✓ False
Question No 30
No single competitive marketing strategy is best
for all companies.

✓ False
76. Harley-Davidson customers are mainly the Hell's Angels/Muscle Heads

crowd. (Answer: False; p. 128; Easy)
77. The Harley-Davidson Company found out that buying behavior is simple
and understanding it is the essential task of marketing management.
78. Consumer buying behavior refers to the buying behavior of

businesses. (Answer: False; p. 128; Easy)
79. The central question for marketers is: How do consumers respond to
various marketing efforts the company might use? The starting point is
called the stimulusresponse of buyer behavior. (Answer: True; p. 129;
Moderate)
80. A dissonance-reducing buying behavior is designed to probe consumers'

hidden, subconscious motivations.
81. Each culture contains groups of people with shared value systems based
on common life experiences and situations.
82. Asian Americans, the fastest growing and most affluent U.S.
demographic segment, include Chinese Americans, Japanese Americans, Asian
Indians, Korean Americans, and Filipino Americans.
83. Younger consumers are better off financially than mature consumers. They are
the ideal market for exotic travel, restaurants, high-tech home entertainment
products, and leisure goods and services. (Answer: False; p. 132; Easy)
84. Social classes are society's relatively permanent and ordered divisions
whose members share similar values, interests, and behaviors.
85. Social classes are now taking to the streets, as well as cafes, nightclubs,
and the Internet, in record numbers. Their goal: to seek out the trendsetters
in each
community and subtly push them into talking up a specific brand to their
friends and admirers.
86. Lifestyle is a person's pattern of living as expressed in his or her

psychographics. (Answer: True; p. 136; Easy)
87. A belief is the specific mix of human traits that may be attributed to a
particular brand.
88. A person's buying choices are further influenced by four major

psychological factors: motivation, perception, learning, and beliefs and
attitudes. (Answer: True; p. 138; Easy)
89. A motive exists when consumers are highly involved with an

expensive, infrequent, or risky purchase but see little difference
among brands. (Answer: False; p. 138; Easy)
90. Maslow's theory is that human needs are arranged in a hierarchy. They
include physiological needs, safety needs, social needs, esteem needs, and self
actualization needs. An unsatisfied need motivates one to take action to satisfy
it. (Answer: True; p. 139; Moderate)
91. Alternative evaluation is the process by which people select,

organize, and interpret information to form a meaningful picture of the
world. (Answer: False; p. 142; Challenging)
92. The consumer's purchase decision will be to buy the most preferred brand,
but two factors can come between the purchase intention and purchase
decision. The first factor is need recognition. (Answer: False; p. 143;
Moderate)
93. After purchasing the product, the consumer will be satisfied or dissatisfied
and will engage in postpurchase behavior.
94. Almost all major purchases result in cognitive dissonance, or discomfort

caused by postpurchase conflict. (Answer: True; p. 144; Easy)
95. When a consumer learns about a new product for the first time and
makes a decision to try it, it is called the alternative evaluation process.
96. People differ greatly in their readiness to try new products. In each
product area, there are "consumption pioneers." They are also called
laggards. (Answer: False; p. 146; Challenging)
97. Early adopters are guided by respect; they are opinion leaders in
their communities and adopt new ideas early but carefully.
98. The early majority are deliberate; although they rarely are leaders, they adopt
new ideas before the average person. (Answer: True; p. 146; Moderate)
99. The late majorities are skeptical; they adopt an innovation only after their
friends have tried it.
100. In general, innovators tend to be relatively older, more mature, and have
a lower income than late adopters.
101. Five characteristics are especially important in influencing an innovation's

rate of adoption. Two of these are relative advantage and
compatibility. (Answer: True; p. 147; Moderate)
102. Although consumers in different countries have different values, attitudes,
and behaviors, the products they buy are very similar to each other.
103. Dissonance-reducing buying behavior occurs when consumers are

highly involved with an expensive, infrequent, or risky purchase but see a
lot of difference among brands.
104. Alternative evaluation is how the consumer processes information to arrive

at brand choices. Consumers do not use a simple and single evaluation process
in all buying situations.
105. The consumer's purchase decision will be to buy the most preferred brand,
but two factors can come between the purchase intention and purchase
decision. The first factor is need recognition. (Answer: False; p. 143;
Moderate) 1.
2. Customer value is defined as the customer's evaluation of the
perceived difference between all the benefits and all the costs of a
marketing offer relative to those of competing offers.
1. True
2. False
1. True
2. False
1. True
2. False
1. True
2. False
than transportation and overlooked the growing challenge of other modes of
transportation they were following the selling concept.
1. True
2. False
7. Delivering superior customer value and customer satisfaction are the two
keys to building lasting customer relationships.
1. True
2. False
8. The production concept and product concept are two philosophies that
can both lead to marketing myopia.
1. True
2. False
9. When backed by buying power, needs become
demands. 1. True
2. False
10. Customer-perceived value depends on the product's perceived
performance relative to a buyer's expectations.
1. True
2. False
11. Mission statements should be realistic and general in
nature. 1. True
2. False
12. Strategic control involves looking at whether a company's basic strategies
are well matched to its opportunities.
1. True
2. False
13. After carefully questioning your msjor suppliers and resellers, you
ascertain they do not form important sources of intelligence information for
marketing decision making.
1. True
2. False
14. Marketing strategy is the marketing logic by which a company hopes
to achieve profitable customer relationships.
1. True
2. False
15. Making more sales to current customers without changing a firm's products
is market penetration.
1. True
2. False
16. Your manager asked you to go through three of your competitors'
garbage bins to gather marketing intelligence from their discarded
paperwork. One of them
caught you in the act and has summoned you to court. The judge will most
likely rule this to be an illegal activity and fine you and your company.
1. True
2. False
17. Strategic market planning is the task of selecting an overall company
strategy for long-run survival and growth.
1. True
2. False
18. When you collect informationfrom your company's accounting and
sales records stored in the computer. You are developing an internal
database. 1. True
2. False
19. "At Nike, we sell shoes" is a market-oriented business
definition. 1. True
2. False
1. True
2. False
21. The twofold goal of marketing is to attract new customers by
promising superior value and to keep and grow current customers by
delivering satisfaction. 1. True
2. False
22. The late majorities are skeptical; they adopt an innovation only after
their friends have tried it.
1. True
2. False
1. True
2. False
24. Strategic market planning is the task of selecting an overall company
strategy for long-run survival and growth.
1. True
2. False
25. Dissonance-reducing buying behaviour occurs when consumers are
highly involved with an expensive, infrequent, or risky purchase but see a lot
of difference among brands.
1. True
2. False
differentiation and positioning.
1. True
2. False
27. At Air Online, "we provide online services." is a market-oriented
1. True
2. False
28. When your marketing manager discussed factors and forces outside
marketing that affect marketing management's ability to build and maintain
successful relationships with target customers, you knew that she was talking
about the external marketing concept.
1. True
2. False
29. Customer Relationship Management (CRM) is nothing more than a
customer data management activity.
1. True
2. False
30. Alternative evaluation is how the consumer processes information to arrive
at brand choices. Consumers do not use a simple and single evaluation process
in all buying situations.
1. True
2. False
31. Product, price, place, and promotion make up the elements of a firm's
marketing mix.
1. True
2. False
32. Smart marketers look beyond the attributes of the products and services
they sell. They create brand experiences for consumers.
1. True
2. False
overcapacity. 1. True
2. False
1. True
2. False
35. The societal marketing concept calls on marketers to balance consumer
1. True
2. False
firm's products unless it undertakes a large-scale selling and promotion
effort. 1. True
2. False
37. Marketers of products, services, and ideas only practice marketing,
whereas buyers do not.
1. True
2. False
38. At times it becomes necessary to reduce demand for some products
and services. When the government tries to reduce smoking of tobacco
products, it adds more tax to the products and is practicing demarketing.
1. True
2. False
to remain competitive in today's markets.
1. True
2. False
40. An exchange is the core concept of marketing, whereas a transaction
is marketing's unit of measurement.
1. True
2. False
felt deprivation.
1. True
2. False
42. When sellers focus on existing needs and lose sight of underlying
customer wants, they suffer from marketing myopia.
1. True
2. False
overcapacity. 1. True
2. False
44. Who is our target market and what's our value proposition are two
important questions underlying marketing strategy.
1. True
2. False
76. In the last decade, Coach has ignored marketing research when designing
new bags.
77. Many analysts believe that Coach's exhaustive market research has failed to
pay off.
78. Today, marketing managers are viewing research information not only as an
input for making internal decisions but also as an input for external
partners. (Answer: True; p. 97; Moderate)
79. Most marketers today believe they still lack a sufficient quantity of research
data to make high-quality decisions.
80. An effective MIS assesses information needs, develops needed

information, and distributes the information to help managers use it in
decision making.

82. When you glean information from your company's accounting and sales
records stored in the computer, you are developing an internal database.
83. You have just extracted sales and cost data used by the accounting department
for preparing financial statements. Most likely, this information should be
complete and in useable form to build an internal marketing database.
84. It is important to note that data age quickly, and keeping the database
current requires a major effort. (Answer: True; p. 99; Easy)
85. After carefully questioning your major suppliers and resellers, you ascertain
they do not form important sources of intelligence information for marketing
decision making.
86. Your manager asked you to go through three of your competitors' garbage bins
to gather marketing intelligence from their discarded paperwork. One of them
caught you in the act and has summoned you to court. The judge will most
likely rule this to be an illegal activity and fine you and your company.
87. Good sources of marketing intelligence information include competitors'
annual reports, business publications, trade show exhibits, press releases,
advertisements, and Web pages.
88. Your firm faces determined marketing intelligence efforts by competitors.

You take the typical response by "letting it ride."
89. Marketing research is conducted to systematically design, collect, and

report data directly relevant to a specific marketing situation facing the
organization. (Answer: False; p. 102; Moderate)
90. The research and development department just released a report and
commented that "Defining the problem and research objectives is often the
hardest step in the research process."
91. Once the research problems and objectives have been defined,
researchers must determine the exact information needed and present it to
management. (Answer: False; p. 102; Challenging)
92. After conducting formal marketing research for your department, you make
an oral presentation with notes to management. You are following normal
marketing research steps.
93. Marketing researchers can conduct their own searches of secondary data
sources today by using commercial secondary data sources.
94. Secondary data provide good starting points and often help to define
problems and research objectives, though most companies must also collect
primary data. (Answer: True; p. 105; Moderate)
95. ABC Interior Designs wants to collect research data through
mechanical observation. The three typical methods are video cameras,
checkout scanners, and Internet cookies.
96. A single-source data system uses huge consumer panels and

electronically monitors survey respondents' purchases and exposure to
various marketing activities.
97. Focus groups use no interviewer to bias the answers, may produce more
honest answers, and can be used to collect large amounts of data at a low
cost per respondent.
98. You have decided upon a method of collecting research data with
flexible interviewing, whereby trained interviewers can explain difficult
questions and explore issues as the situation requires. Audio-visual aids can
also be used. We refer to this as focus group interviewing. (Answer: False;
p. 108; Moderate)
99. Parley Trade Shows wants to use the latest technology in marketing research.
You are told this method is online (Internet) marketing research.
100. Ideally, a sample should be representative so that the researcher can

make accurate estimates of the thoughts and behaviors of the larger
population. (Answer: True; p. 110; Easy)
101. You want to calculate confidence limits for sampling error. It would be best
to use nonprobability samples. (Answer: False; p. 110; Challenging)
102. Marketers all agree that questionnaires are the most common
research instrument.
103. The researcher interprets findings, draws conclusions, and reports

those conclusions to management. Ideally, we should present important
findings that are useful to the major decisions faced by management to prevent
overwhelming them. (Answer: True; p. 113; Moderate)
104. You have just identified the "touch points" of the 400 best customers in
your database. At this point, you want to manage detailed information about
each of them to maximize customer loyalty. You should use customer
relationship management (CRM).
(Answer: True; p. 113; Challenging)
105. Buy-It-Lower Stores has gained many benefits from CRM. If this company
is typical, it will realize how to provide higher levels of customer service
and develop deeper customer relationships. Management can also pinpoint
low-value customers and begin to eliminate them while tailoring offers to
specific customers.
121) Bombay Gifts divides its markets into units of nations, regions, and
cities. Bombay uses geographic segmentation.
Answer: TRUE
Skill: Application
Objective: 7-2
122) Shopping for the Rich and Famous is a buying service that helps wealthy
clients find the best buys in exclusive clothing, high-end cars, travel, and
financial services. This firm most likely uses income segmentation.
Answer: TRUE
Skill: Application
Objective: 7-2
123) LaGrange Florists segments markets into groups of nonusers, ex-users,
potential users, first-time users, and regular users of its flowers and services.
This firm uses usage rate as its segmentation approach.
Answer: FALSE
Skill: Application
Objective: 7-2
124) Because Cruise Ships International currently has limited financial and
personnel resources, it should avoid concentrated or niche marketing until its
resources are again substantial.
Answer: FALSE
Skill: Application
Objective: 7-3
125) Kia offers a new car model with the same features as a comparable but
higher priced Toyota or Ford and provides a longer warranty. Kia is
following a more forless strategy.
Answer: FALSE
Skill: Application
Objective: 7-4
1) We define a ________ as anything that can be offered to a market for

attention, acquisition, use, or consumption and that might satisfy a want or
need. A) private brand
B) service variability
C) service
D) product
E) service encounter
Answer: D
Skill: Concept
Objective: 8-1
101) Today, most companies have moved back toward mass marketing and are
being choosier about the customers with whom they wish to build
relationships. Answer: FALSE
Skill: Concept
Objective: 7-1
102) Your company wants to move away from mass marketing and
engage in customer-driven marketing. The four steps to take, in order,
are market segmentation, marketing positioning, differentiation, and
targeting. Answer: FALSE
Skill: Concept
Objective: 7-1
103) Demographic segmentation can be used to divide the market by different

time periods of people's lives and different family situations.
Answer: TRUE
Skill: Concept
Objective: 7-2
104) Gender segmentation has long been used in clothing, cosmetics, toiletries,
and magazines.
Answer: TRUE
AACSB: Multicultural and Diversity Understanding
Skill: Concept
Objective: 7-2
105) Your assignment at work is to divide buyers into different groups based
on social class, lifestyle, and personality characteristics. After a planning
session with the marketing and sales staff, you issue a memo to upper
management recommending psychographic segmentation. You are right on
target. Answer: TRUE
Skill: Concept
Objective: 7-2
106) Research about and planning for loyalty status as a segmentation approach
is generally not useful or practical for most firms.
Answer: FALSE
Skill: Concept
Objective: 7-2
107) For simplicity's sake, most marketers generally limit their segmentation
analysis to one or a few variables.
Answer: FALSE
Skill: Concept
Objective: 7-2
108) Clusters of marketable groups of customers with similar likes,

dislikes, lifestyles, and purchase behaviors can be identified by
multivariable segmentation systems that merge and analyze
geographic, demographic, lifestyle, and behavioral data.
Answer: TRUE
AACSB: Use of Information Technology
Skill: Concept
Objective: 7-2
109) There are many exceptions to the geographic segmentation assumption

that consumers in nations close to one another will have many common
behaviors and traits.
Answer: TRUE
AACSB: Dynamics of the Global Economy
Skill: Concept
Objective: 7-2
110) Because there is such variation among the economies of countries around
the world, it is not practical to segment international markets on the basis
of economic factors.
Answer: FALSE
AACSB: Dynamics of the Global Economy
Skill: Concept
Objective: 7-2
111) In evaluating different market segments, a firm should look at three

factors: segment size and growth, segment structural attractiveness, and
company objectives and resources.
Answer: TRUE
Skill: Concept
Objective: 7-3
112) At a recent marketing seminar, the featured speaker stated that a target
market consists of a set of buyers who share common needs or characteristics
that the company decides to serve. This is a correct definition.
Answer: TRUE
Skill: Concept
Objective: 7-3
113) Developing a stronger position within several segments creates more total
sales than undifferentiated marketing across all segments.
Answer: TRUE
Skill: Concept
Objective: 7-3
114) Niche marketing offers smaller companies an opportunity to compete

by focusing their limited resources on serving niches that may be unimportant
to or overlooked by larger companies.
Answer: TRUE
Skill: Concept
Objective: 7-3
115) Though the use of mass marketing has been widespread in the past 100 years,
for centuries consumers were served as individuals as businesses
practiced individual marketing.
Answer: TRUE
Skill: Concept
Objective: 7-3
116) Mass marketing is becoming a marketing principle for the 21st

century. Answer: FALSE
Skill: Concept
Objective: 7-3
117) When a company chooses a target marketing strategy, its choices are
influenced by factors related to company resources, the degree of product
variability, and the product's life-cycle stage.
Answer: TRUE
Skill: Concept
Objective: 7-3
118) A product's position is the way the product is defined by the retailers who
sell it to target markets. It is how it is defined on important attributes?the place
the product occupies in the retailers' minds relative to competing
products. Answer: FALSE
AACSB: Communication Abilities
Skill: Concept
Objective: 7-4
119) Consumers position products in their minds in order to simplify the

buying process.
Answer: TRUE
Skill: Concept
Objective: 7-4
120) A market rarely exists for products that offer less and therefore
cost less. Answer: FALSE
Skill: Concept
Objective: 7-4
101) Wholesaling includes all the activities involved in selling products or

services directly to final consumers for their personal, nonbusiness use.
Answer: FALSE
Skill: Concept
Objective: 13-1
102) Marketers who use shopper marketing use the retail store itself as an
important marketing medium. Answer: TRUE
Skill: Concept
Objective: 13-1
103) Department stores carry narrow product lines with deep assortments within
those lines.
Answer: FALSE
Skill: Concept
Objective: 13-1
104) In recent years, convenience stores have redesigned their stores to closely
focus on serving their primary target market made up of young, blue-collar
men. Answer: FALSE
Skill: Concept
Objective: 13-1
105) Category killers carry a deep assortment of a particular product line and have
a knowledgeable staff. Answer: TRUE
Skill: Concept
Objective: 13-1
106) Off-price retailers pay regular wholesale prices for their merchandise
but maintain low prices by accepting lower margins and selling higher
volume. Answer: FALSE
Skill: Concept
Objective: 13-1
107) A discount store buys at less-than-regular wholesale prices and

charges consumers less than retail.
Answer: FALSE
Skill: Concept
Objective: 13-1
108) Independent off-price retailers may in fact be divisions of larger

retail corporations.
Answer: TRUE
Skill: Concept
Objective: 13-1
109) Warehouse clubs appeal almost exclusively to low-income consumers

seeking bargains.
Answer: FALSE
Skill: Concept
Objective: 13-1
110) Chain stores are located near residential areas and are open long hours,
seven days a week; they carry a limited line of high-turnover goods.
Answer: FALSE
Skill: Concept
Objective: 13-1
111) In a retailer cooperative, independent retailers contract with each other to
set up a central buying operation and conduct joint promotional
efforts. Answer: TRUE
Skill: Concept
Objective: 13-1
112) Retailers first must position themselves in a market and then decide how
they will define the target customers in these markets.
Answer: FALSE
Skill: Concept
Objective: 13-2
113) To create the right atmosphere, some retailers control every aspect
of the consumer's store experience, including what customers hear and
smell. Answer: TRUE
Skill: Concept
Objective: 13-2
114) Power centers are decreasing in number.

Answer: FALSE
Skill: Concept
Objective: 13-2
115) The wheel-of-retailing concept deals mainly with wholesalers rolling

out reduced service levels.
Answer: FALSE
Skill: Concept
Objective: 13-3
116) The life cycle of new retail forms is getting longer.

Answer: FALSE
Skill: Concept
Objective: 13-3
117) Retail convergence means greater competition for retailers and greater
difficulty in differentiating offerings.
Answer: TRUE
Skill: Concept
Objective: 13-3
118) Megaretailers have shifted the balance of power between retailers and
producers, giving retailers more power.
Answer: TRUE
Skill: Concept
Objective: 13-3
119) Like retailers, a wholesaler must decide on segmentation and

targeting, differentiation and positioning, and the marketing mix.
Answer: TRUE
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MGT301 SOLVED QUIZ 1 2021

Effort by Sarim
1. Product, price, place and promotion make
up the elements of a firm’s marketing mix.
A. True (Chapter no 1 Original Book

Page no 34) B. False
A. True
3. Human needs are shaped by culture and

individual personality.
A. True
B.False (Chapter no 1 Original Book Page no 8)
4. The twofold goal of marketing is to attract
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customers by promising superior value and to

satisfaction.

Handouts) B. False
5. When backed by buying power, needs

become demands.
A. True
B.False (Lesson no 2 Page no 11 Old Handouts
and Lesson no 44 Page no 222 Old
Handouts)
6. At times it becomes necessary to reduce

demand for some products and services. When
the government tries to reduce the smoking of
tobacco products, it adds more tax to the
products and is practicing demarketing.
A. True
B. False
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7. Demarketing is a marketing philosophy focused

A. True
B.False
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8. Marketers of products, services, and ideas only

practice marketing, whereas buyers do not.
A. True B. False
9. Marketing offers are limited to physical
products. A. True
B. False
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10. Delivering superior customer value and
customer satisfaction are the two keys to building
lasting customer relationships.
A. True
B. False
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11. An exchange is the core concept of marketing,
whereas a transaction is marketing’s unit of
measurement.
Handouts) B. False
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12. Customer-perceived value depends on the
product’s perceived performance relative to a
buyer’s expectations.
A. True
B.False (Lesson no 2 Page no 11 Old Handouts)
13. Marketing management is interested in

serving all customers in every way to remain
competitive in today’s markets.
A. True
B.False (Not sure)
14. The difference between human needs and

wants is that needs are states of felt deprivation.
A. True
B. False
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15. When backed by buying power, needs become

demands. A. True
16. The selling concept holds that consumers will

not buy enough of the firm’s products unless it
undertakes a large scale selling and promotion
effort.
Handouts) B. False
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17. Customer value is defined as the customer’s

evaluation of the perceived difference between all
the benefits and all the costs of a marketing offer
Handouts) B. False
18. The societal marketing concept calls on

marketers to balance consumer wants and desires,
company profits, and society’s interest.
Handouts) B. False
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19. When sellers focus on existing needs and lose

sight of underlying customer wants, they suffer from
marketing myopia.
A. True
20. Smart marketers look beyond the attributes

of the products and services they sell. They
Handouts) B. False
21. When backed by buying power, wants

become demands.
A. True (Lesson no 2 Page no 11 Old Handouts

B. False
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REGARD SARIM 03162965677
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Solved by: HASSAN TAIMUR
MIDTERM EXAMINATION
Fall 2008
MGT301- Principles of Marketing (Session - 2)
Question No: 1 ( Marks: 1 ) - Please choose one
If the company’s sales are slow down, and profits level off or decline. At which stage
the company has reached?
► Introduction
► Decline (correct)
► Growth
► Maturity (profit high sale peek)
A period of rapid market acceptance and increasing profits refers to which of

the following stages of the product life cycle?
► Decline
► Maturity
► Introduction
► Growth
In which of the following product life cycle stages, sales are zero and the
company’s investment costs mount?
► Product development
► Introduction
► Growth
► Maturity
Which one of the following groups is skeptical and adopts innovations only after most
of the market has accepted the product?
► Innovators (help to get product)
► Late majority (correct)

► Early Adopter (opinion leader to the rest market)
► Early Majority (typical consumer)

Software
A review of the sales, costs and profit projections for a new product to find out whether
they satisfy the company’s objectives refers to which one of the following concepts?
► Business feasibility
► Feasibility study
► Business analysis (correct)
► Product acceptance
After concept testing, a firm would engage in which stage for developing and marketing
a new product?
► Marketing strategy development (correct)
► Business analysis
► Product development (After analysis Markting and busines strategy)
► Test marketing
Which one of the following categories refers to a group of products that are closely
related because they function in a similar manner, are sold to the same customer groups,
are marketed through the same type of outlets, or fall within given price ranges?
► Product line (correct)

► Line extension
► Private brand
► Product bandwidth
Marketers need to position their brands clearly in target customers’ minds. The
strongest brands go beyond attributes or benefit positioning. On which of the following
basis the products are positioned?
► Desirable benefit
► Good packaging
► Strong beliefs and values
► Customer image
Which one of the following attribute may grab attention and produce pleasing
aesthetics, but it does not necessarily make the product perform better?
► Design (contribute a product to perform better)
► Style (correct)
► Variable
► Packaging
Software
You have an upset stomach. Your spouse rushes to the corner convenience store for a
medicine. This product falls under which of the following categories?
► Unsought
► Convenience (correct)
► Shopping
► Specialty
Product planners need to think about products and services on three levels. Each
level adds more customer value. Which one of the following is the most basic level
that addresses the question, “What is the buyer really buying?”
► Actual product (buyer need)
► Augmented product (extra qualities like warranty for any product)

► Core benefit = (core product) (correct)
► Co-branding
Mass marketers, such as Target and Venture Stores, ignore market segment differences
and target the whole market with one offer. What is their approach to segmenting?
► Undifferentiated marketing (correct)

► Differentiated marketing (user to user different products)
► Target marketing (segmentation= e.g chose 5 out of 10)
► Intelligent marketing

A marketer has brought same products in the market for all segments without
considering the needs and wants of the customers. Which one of the following strategy
is being practiced by the marketer?
► Undifferentiated marketing strategy (without segmention e.g mass marketing)

► Differentiated marketing strategy (different product for differnet
segmentation)
► Concentrated marketing strategy (correct)
► Custom marketing strategy (customer imge)

► Size, location, industry, customer
► Size, company, industry, technology
► Location, size, occupation, race (correct)
► Customer, technology, company, industry

Software
Income segmentation is used to target which of the following groups?
► Affluent
► Middle class
► Lower income class (correct)
► All of the given options
When a company identifies the parts of the market it can serve best and most
profitably. Which one of the following factor is in the practice of a company?
► Concentrated marketing (correct) (proved with exampls)

► Mass marketing
► Targeted marketing
► Market segmentation
Question No: 17 ( Marks: 1 ) - Please choose one Which

of the following demands that business markets have more?
► Derived demands (correct)

► Steady demands
► Fluctuating
► Competitive
which of the following options?
► Motive
► Belief (correct)
► Behavior
► Attitude
People are expected to perform activities according to the persons around them.
These activities reflect which one of the following concept?
► Motive
► Role
► Lifestyle
► Tradition (correct)
How do consumers respond to various marketing efforts the company might use? What
is a starting point of a buyer’s behavior?
Software
► Belief
► Subculture
► Post purchase feeling
► Stimulus-response Model (correct)
A person on the University Book Shop's survey asks respondents to tell the shop, in their
own words, what they like least about textbook shopping. What is a type of this question?
► An open-ended (correct)
► A dichotomous
► A multiple choice (close ended)
► A scale
General Motors need to assess the company's image relative to a new competitor. The
time schedule is flexible, the research budget is very limited and a low response rate
will not be a major problem. Which one of the following survey would be used by
General Motors?
► Mail (low cost and low /late responce) (correct)
► Telephone ( quickly response/ cost effected)

► Personal interview
► Population
If Proctor and Gamble need to know what percentage of customers examines product
labels before making a product selection in the supermarket? By which method this
study would be accomplished?
► Focus groups (6 to 10 selectd individual)
► Mail surveys ( cost efeected and low rply rate)

► Personal interviews (include focus group)
► Observations (by seeing behavior of people) (correct)
The objective of which of the following research is to gather preliminary information

that will help define the problem and suggest hypotheses?
► Descriptive (survey research)
► Exploratory (for gether primery information include observational

research ) (correct)
► Causal (experiment)
► Corrective

Software
Harvard University is using the systematic design, collection, analysis, and reporting of
data relevant to marketing its programs to minority students. What do we call this?
► Promotion
► Self-study
► Marketing research (systematic design, collection, analysis, and reporting
of data ) (correct)
► Cost-benefit analysis
Marketing information from which of the following databases can be accessed

more quickly and cheaply?
► External
► Internal & External
► Internal (primry data= all ready have) (correct)
► Representatives
The marketing information system is not limited to use by the company. It may
also provide information to which of the following?
► The government
► External partners (Managing / Marketin Info Systm) (correct)

► Various publics (stake holder of company)
► Competitors
Beliefs and values that are passed on from parents to children and are reinforced by
schools, churches, business and government refer to which of the following beliefs
and values?
► Crucial
► Core (correct)
► Secondary
► Primary
Which of the following forces shows the marketing macro environment?
► Demographic, economic, natural, technological, political, and social

► Demographic, natural, economic, political, social, and cultural
► Demographic, economic, natural, technological, political, and
cultural (correct)
► Demographic, economic, natural, social, political, and legal

Software
Finance, research and development, purchasing and manufacturing are all activities
of which element of the microenvironment?
► The suppliers (inventry supply)
► The competitors
► The companies (correct)
► The publics (dircetly affect the behavior of company)
Question No: 31 ( Marks: 1 ) - Please choose one Which

one of the following is NOT a content of marketing plan?
► Objectives
► Control
► Budget
► Production (correct)
Some banks have increased their market share by offering accounts especially
for children in another city. This example illustrates which of the following
growth strategies?
► Market penetration
► Market development ( product development) (correct)
► Horizontal diversification
► Conglomerate diversification
Three main strategies for intensive growth are market penetration, product
development and the other one?
► Product improvement( market same product new)

► Market saturation
► Market growth
► Market development (correct) (market new and product same)
“Planning that involves developing a strategy to meet competition and ensure long-
term survival and growth” represents which one of the following planning type?
► Long-range planning
► Short-range planning
► Annual planning
► Strategic planning (correct)
In case of an intense competition there are a number of manufacturers and buyers who have
more options for product switching. Which one of the following forces represents it?
Software
► Threat of new entrants
► Bargaining power of buyers(lesson no.5) (correct)

► Bargaining power of suppliers
► Rivalry among competing firms
Which one of the following concepts is a useful philosophy in a situation when

the product’s cost is too high and marketers look for ways to bring it down?
► Selling concept (emphasize just on sale)

► Product concept ( emphasize on product)
► Production concept (concern about cost) (correct)
► Marketing concept (customer oriented image)
When a church targets different demographic groups to increase attendance, it is

an example of which of the following options?
► Mindless marketing
► Ethics in marketing
► Societal marketing
(gov. sector use it) (correct)
► Not-for-profit marketing
If a food company gives 5 percent discount in particular burger to increase sales, it

is altering which one of the following elements of the marketing mix?
► Promotion (correct)
► Price
► Product
► Place
An automobile manufacturing company places steel beams in the doors of its cars
for which of the following purposes?
► Increase short run customer satisfaction

► Increase long run customer satisfaction
► Add style to its cars
► Reduce the possibility of accidents
Identify the name for the recent technology advances including wide use of the Internet?
► An old economy
► Transformation
► A new world.
► The digital age (correct)
Software
Question No: 41 ( Marks: 10 )
A marketer plays an important role in increasing the sales of an organization. What

guiding principles did he follow to become a successful marketer and which skills
he needed?
ANSWER:
He should satisfy the customers' need with quality product, competitive price
and satisfaction on the company's brand.
He should meet the market demand by supplying sufficient quantity of his

products as, when and where demanded.
He should use the modern techniques of promotion of his product or service
to convince the mind of customers.
He should provide good after sale services to further satisfy the customers.
Feedback from the market and take remedial measures to improve the quality
of product, packaging and labeling should also be improved.
He will have good market survey to ensure the improvement of his product
and competitive price.
/wEPDwUKMTY2N
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MC090409714 : Amjad Sajjad
Quiz Start Time: 11:44 PM

Time Left
Question # 2 of 25 ( Start time: 11:45:09 PM )
Total Marks: 1
A local firm wants to adopt the marketing concept. To be consistent with this move,
it should adopt which of the following philosophies?
Making money is our business
The customer is always right (correct)

Software
If the competitor’s price cut harm the company’s sales and profit then what should
your company do:
Hold the current price
Increase the price
Decrease the price(correct)
Either increase or decrease the price
/wEWBgLJ78n9C

Time Left
Total Marks: 1
Mr. ABC examined his firm's recently completed market attractiveness-business

position model; he finds that the firm's biscuit unit is low on both dimensions. Which
one of the following strategies would this placement dictate?
Invest(question mark-required high investment)

Software
/wEPDwUKMTY2N
/wEWBgKAvZD6C
Time Left
Total Marks: 1
Which of the following is a synonym name of Echo boomers?

Baby boomlets (correct)
Baby boomers
Generation-X
Generation-Y
Click here to Save Answer & Move to Next Question
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Software
/wEWBgKe+fP6C
Time Left
Total Marks: 1
One of the following is NOT a key function that intermediaries play in

completing transactions.

Promotion
Negotiation
Financing
Pricing (correct)
Click here to Save Answer & Move to Next Question
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Paper 1
MIDTERM EXAMINATION
Spring 2010
MGT301- Principles of Marketing
Your firm has just developed its first successful MIS. It interacts with information users
to assess information needs, develop needed information, _____ the marketing
information and help managers use it in their decision making.
► Distribute
► Collect
► Retrieve
► Store
Chapter 4 (question 3)
Q#4http://wenku.baidu.com/view/0c607d4ce518964bcf847c86.html
► Motive
► Role
► Lifestyle
► Tradition
A role consists of the activities people are expected to perform according to the
persons around them.

http://faculty.sheltonstate.edu/~tmajor/BUS285/Outlines/ch05outlilne.pdf
Companies are refraining to use poisonous gases in the manufacturing of their

products to prevent damage to the environment. The companies are trying to follow:
► Production Concept
► Product Concept
► Marketing Concept
► Societal Marketing Concept (page 51)
http://books.google.com/books?id=PnERvpCI5QYC&pg=PA51&dq=societal+marketing
+concept&hl=en&ei=wkGBTZyhMsPhrAfUlNGyBw&sa=X&oi=book_result&ct=result
&resnum=2&sqi=2&ved=0CC0Q6AEwAQ#v=onepage&q=societal%20marketing%20c
oncept&f=false
► Focus groups
► Mail surveys
► Personal interviews
► Observations
(Q#20) http://www.scribd.com/doc/27111863/Marketing-Research-and-
Information-Systems-Section-A
Advertising agencies are an example of which of the following

marketing intermediaries?
► Insurance company
► Financial intermediary
► Marketing services agency
► Physical distribution firm
(page 43)Marketing service agencies (such as marketing research firms, advertising
agencies, media firms, etc.) help the company target and promote its products
Through which process individuals and groups obtain what they need and want
by creating and exchanging products and value with others?
► Production process
► Marketing process
► Managerial process
► accounting process
(page 1) Marketing is defined as a social and managerial process by which,
individuals and groups obtain what they need and want through creating and
exchanging products and value with others.
Which one of the following scheme is TRUE regarding marketing research in sequence?
► Gathering data, analysis, interpretation

► Analysis, gathering data, interpretation
► Interpretation, gathering data, analysis
► Interpretation, reporting, analysis
http://www.quickmba.com/marketing/research/
Which method of research can be used to obtain information if people are unwilling or
unable to provide?
► Observations
► Focus groups
► Questionnaires
(page 56)Observational research can be used to obtain information that people
are unwilling or unable to provide.

(Q#6)http://flashcarddb.com/cardset/77455-marketing-flashcards
Sampling requires the answer to three questions. Which of the following is

an inappropriate one?
Who is to be sampled (what sampling unit)?

How many people should be surveyed (what sample size)?
Why should they be sampled (justification)?
How should the people be chosen (what sampling method)?
(page 57)Designing a sample calls for three decisions:
► Who is to be surveyed (what sampling unit)?
►How many people should be surveyed (what sample size)?
► How should the sample be chosen (what sampling procedure)?
Relationship marketing is a consistent application of up to date knowledge of
individual customers to product and service design. Why it is communicated
interactively to customers?
► For delivering short term value & satisfaction to customers

► For delivering long term value & satisfaction to customers
► For delivering short term value to management
► For delivering long term value to management
The consistent application of up-to-date knowledge of individual

customers to product and service design . . . . In order to develop a
continuous and long-term relationship No Slide Title - Marketing Teacher
http://www.davechaffey.com/E-marketing-Glossary/Relationship-marketing.htm


► Location, size, occupation, race
(page 57)Demographic segmentation divides the market into groups based on
variables such as age, gender, family size, family life cycle, income, occupation,
education, religion, race, and nationality.
When the size, purchasing power and profiles of business market segments can
be determined, they are said to possess the requirement of being what?
► Measurable
► Accessible
► Substantial
► Actionable
P#228,, Measurable:Size, purchasing power, profiles of segments can be
measured Question No: 14 ( Marks: 1 ) - Please choose one
Which one of the following sets reflects the marketing strategy statement in new
product development?
► Idea generation; idea screening; concept development

► Idea generation; concept development; concept testing
► Target market description; planned product positioning; sales goals
► Idea generation; test marketing; commercialization
The new-product development process consists of eight stages: idea generation,
idea screening, concept development and testing, marketing strategy development
The concepts of exchange and relationships lead to the concept of a market. Which
one of the following sets reflects the market?
► Actual buyers & Potential buyers

► Whole sellers & Retailers
► Consumers & Customers
► Agents & Brokers
The concepts of exchange and relationships lead to the concept of a market. A
market is the set of actual and potential buyers of a product
Which one of the following sets represents 4 C’s of the marketing mix?
► Customer solution, cost, convenience, communication

► Customer, cost, convenience, comfort
► Convenience, communication, coverage, cost
► Cost, coverage, communication, consultancy
4). Perhaps a better classification would be the 4 Cs:
a). Product = Customer Solution.
b). Price = Customer Cost.
c). Place = Convenience.
d). Promotion = Communication.
Supply's sales force of ABC Company continues to expand, the firm plans to add a
fleet of company cars to its sales compensation package. For ABC Company, this would
represent which one of the following purchases?
► New-task
► Modified rebuy
► Straight rebuy
► Repetitive
(Q#13)http://www.scribd.com/doc/27111875/Organisational-Markets-and-Buying-
Behaviour-Section-A
The Cost to attract a new customer is how much more than to keep a current
customer satisfied.
► 5 to 10 times
► 6 to 12 times
► 10 to 20 times
► 10 to 15 times
(page18)
http://books.google.com.pk/books?id=Lx5dxjc_Kq0C&pg=PA207&lpg=PA207&dq=Wh
ich+of+the+following+are+the+products+bought+by+individuals+and+organizations+fo
r+further+processing+or+for+use+in+conducting+a+business%3F&source=bl&ots=xbE
GBr0aWO&sig=EPiR9ZLiXk1iATwkita2wgUAOCc&hl=en&ei=JSkSTf2_NouOjAekk
Kn2BQ&sa=X&oi=book_result&ct=result&resnum=5&ved=0CDMQ6AEwBA#v=snipp
et&q=Cost%20to%20attract%20a%20new%20customer%20&f=false
XYZ retail store tries to satisfy all its customers and makes every effort in achieving
its sales. This is because they believe that losing a customer means not only losing a
single sale but the entire stream of purchase that customer will make in his life time of
patronage. This phenomenon is known as:
► Customer Lifetime Value
► Customer Equity
► Superior Customer Value
► Customer Satisfaction
6. _____ is an important concept when we realize that losing a customer means losing
more
than a single sale. It means losing the entire stream of purchases that the customer
would make over a lifetime of patronage.
► Heuristics
►Net profit
► Customer lifetime value
►Relationship marketing
(c; Moderate) Revision questions - :: Centre for Diploma Programmes - Multimedia ...
Which one of the following options refers to “The art and science of choosing
target markets and building profitable relationships”?
► Customer relationship management
► Knowledge management
► Total quality management
► Marketing management
P#14,,Marketing Management: Marketing management is “the art and science
of choosing target markets and building profitable relationships with them.”
In Boston Consulting Group approach, which one of the following options provides
a measure of market attractiveness?
► Business portfolio
► Market share
► Market growth rate
► Relative market share
P#31Analyzing the Current Business Portfolio: The second step is to assess the
attractiveness of its various SBUs and decide how much support each deserves. The
best-known portfolio planning method is the Boston ConsultingGroup (BCG) matrix:
The process in which individuals or groups select, purchase, use or dispose of

products, services, ideas or experiences to satisfy needs and desires is known as:
► Consumer behavior
► Supplier behavior
► Organizational behavior
P#60,,Consumer Behavior
Consumer behavior is the process through which the ultimate buyer makes purchase
decisions.This can be defined as the processes involved when individuals or groups
select, purchase, use, or dispose of products, services, ideas, or experiences to satisfy
needs and desires (Solomon, 1996).
Brand created and owned by the producer of a product or service is called:
► National Brand
► Private Brand
► License Brand
► Co-branding
P#97,,A manufacturer’s brand (or national brand) is a brand created and owned by
the producer of a product or service (Examples include IBM and Kellogg).
Marketing management functions in ascending order are:
► Control – implementation – market planning

► Market planning – control – implementation
► Implementation – control – market planning
► Marketing planning – implementation - control
P#37,,This involves four marketing management functions. The four functions are:
analysis, planning, implementation, and control
The marketing mix consists of the four Ps: product, price, place, and promotion. In
this modern marketing era, these tools might be more appropriately named the four Cs:
Customer solution, Customer cost, Communication and ___________.
► Customer control
► Convenience
► Consideration
► Customer relationship
Launching a product in a small part of the market is called:
► Test marketing
► Product testing
► Marketing analysis
► All of the given
(page180)
http://books.google.com/books?id=O5gAIP8G2woC&pg=PA180&lpg=PA180&dq=Lau
nching+a+product+in+a+small+part+of+the+market+is+called+Test+marketing&source
=bl&ots=JLKrYRIOha&sig=tbD0-jBMprP0RoIEVpW3-
dQQlTI&hl=en&ei=f1SBTcWoEsOsrAejw9WzBw&sa=X&oi=book_result&ct=result&r
esnum=3&ved=0CCcQ6AEwAg#v=onepage&q=Launching%20a%20product%20in%20
a%20small%20part%20of%20the%20market%20is%20called%20Test%20marketing&f=
false
The Planning which is concerned with translating the general goals and plans
developed by strategic managers into objectives that are more specific is called:
► Strategic Planning
► Tactical Planning
► Operational Planning
► Mission Planning
tactical Planning: Tactical planning is concerned with translating the general goals and
plans developed by strategic managers into objectives that are more specific
and activities.
In a business market the buyer has to make the most amount of decisions while
making a:
► Straight rebuy
► New task
► Modified rebuy
► None of the given options
The buyer makes the fewest decisions in the straight rebuy and the most in the
new-task decision. http://gmx.xmu.edu.cn/ews/business/pmarketing/chapter06.htm
Manufacturers of surf excel are successful in making their product occupy a desirable
place in the hearts of its customers. Now surf excel is considered as a powerful all
purpose family detergent. The marketers have successfully ___________ its product.
► Differentiated
► Targated
► Positioned
► Segmented
P#88,,Tide is positioned as a powerful, all-purpose family detergent; In the automobile
market, Toyota and Subaru are positioned on economy, Mercedes and Cadillac on luxury
Consumers are overloaded with information about products and services. Question No: 30
( Marks: 1 ) - Please choose one
XYZ companying is designing different products for different age groups. They are
keeping in mind the needs, wants and demands of the different age groups so that
their product would prove successful and profitable. XYZ is practicing
► Mass marketing
► Segment marketing
► Niche marketing(review again)
► Protect the product
► Help to sell the product
► Raise total distribution cost
Packaging used to just contain and protect the product.
packaging also may reduce total distribution costs. An attractive package may
speed turnover so that total costs will decline as a percentage of sales.
http://jupapadoc.startlogic.com/compresearch/papers/JCR10-3.pdf
Which of the following steps in strategic planning occurs at the business unit level
rather than the corporate level?
► Defining the company mission

► Planning marketing strategies
► Setting companies objectives and goals
► Designing the business portfolio
(Handout page 29)
(Q#3)http://wps.prenhall.com/bp_armstrong_mai_7/19/5037/1289678.cw/index.html
► Product modifications
► Product improvements
► New brands that a firm develops
P#101,,By new products we mean original products, product improvements,
product modifications, and new brands that the firm develops through its own research
and development efforts.
A political force is one of the actors of marketing macro environment. It is difficult

for the marketers to deal with the political environment because:
► It is simple to recognize
► It is beyond their control
► It is easily ignored
► It is easily influenced
Paper 2
MIDTERM EXAMINATION
Spring 2010
Time: 60 min
Marks: 47

If XYZ Insurance Company observes a sudden increase in the number of farmers
seeking flood insurance in Pakistan due to major floods in India, Which one of the
following is representing flood situation for the company?
► Marketing opportunity
► Marketing strategy
► Marketing concept
► Marketing threat
http://www.d17.net/farm-insurance/mba-questionf-erin-farm-insurance-saw-a-
sudden-increase-in-the-number-of-farmer
If a local company wants to adopt the marketing concept. To be consistent with

this move, it should adopt which of the following philosophies?
► Focusing on today is important for us
► Making money is our business
► The customer is always right
► Keeping prices low is our objective
(Handout page 20)
http://www.netmba.com/marketing/concept/
The marketing concept is the philosophy that firms should analyze the needs of their
customers and then make decisions to satisfy those needs, better than the
competition.
http://www.referenceforbusiness.com/management/Mar-No/Marketing-
Concept-and-Philosophy.html
The digital age will fundamentally change customers’ thinking of convenience, speed,
price, product information and service. This new consumer thinking will affect which
one of the following businesses?
► A few businesses
► Every business
► Established businesses
► Starting up businesses
Chapter 3
► The new model will fundamentally change customers’ notions of convenience,

speed, price, product information, and service. This new consumer thinking
will affect _____.
a few businesses
every business
established businesses
starting up businesses
(b; Easy; p. 74)
Which of the following is an intensive growth strategy of increasing sales in

► Market development
(page 32)
http://books.google.com/books?id=d_CyGUpYBYwC&pg=PA32&lpg=PA32&dq=M
arket+pe
netration+is+an+intensive+growth+strategy+of+increasing+sales+in+current+mar
kets+wit
h+current+products&source=bl&ots=SvI3OuxIrp&sig=XFOLRqDJERyjAAaB-
FNs2AGOvaM&hl=en&ei=6zuCTdiqC9DirAfr2Im8CA&sa=X&oi=book_result&ct=res
ult&res
num=6&ved=0CDkQ6AEwBQ#v=onepage&q=Market%20penetration%20is%20an%
20intens
ive%20growth%20strategy%20of%20increasing%20sales%20in%20current%20mar
kets%2 0with%20current%20products&f=false
and values?
► Crucial
► Core
► Secondary
► Primary
(page 47) Core beliefs and values are passed on from parents to children and are
reinforced by schools, churches, business, and government.

Which one of the following factor influences the consumer buying decision process?
► Person-specific
► Social
► Demographic
► Situational
(Q#8)http://www.scribd.com/doc/27111825/Consumer-Buying-
Behaviour-Section-A
The receptionist at a doctor's office throws away certain product circulars mailed by
pharmaceutical companies and keeps the ones on products she believes are useful.
The receptionist is performing which role in the buying centre?
► Influencer
► Buyer
► Decider
► Gatekeeper
(Q#16) http://www.scribd.com/doc/27111875/Organisational-Markets-and-
Buying-Behaviour-Section-A
ABC Company divides the pet market according to the owners’ race, occupation, income
and family life cycle. Which of the following types of segmentation is being used by the
Company?
► Occasion
► Age and life cycle
► Demographic
► Psychographic
(Q#3)http://wps.pearsoned.co.uk/ema_uk_he_harker_mktgintro_1/127/32608/8347
780.cw/c ontent/index.html
When Burger King targets different groups from children and teens to adults and seniors
with different ads and media, it is practicing which one of the following segmentation?
► Demographic
► Psychographic
► Behavioral
Chapter 7
► When Burger King targets different groups—from children and teens to adults
and seniors—with different ads and media, it is practicing _____ segmentation.
demographic
age and life cycle
psychographic
behavioral
end-use
(Answer: b; p. 167; Moderate)

► Decline
► Growth
► Maturity
► Introduction
Growth is a period of rapid market acceptance and increasing profits.
http://www.zainbooks.com/books/marketing/principles-of-
marketing_22_product-lifecycle.html
contribute to fatness that harms consumer health. Which one of the following concepts is
NOT being followed by this company?
► Product concept
► Production concept
► Societal marketing concept
Chapter 1
► According to the authors of your text, fast-food restaurants offer tasty and
convenient food at affordable prices; they contribute to a national obesity
epidemic that harms consumer health and causes environmental problems in the
long run. This statement reflects that they often overlook the _____ business
philosophy.
marketing concept
product concept
production concept
societal marketing concept
new-idea
(Answer: d; p. 11; Moderate)
Which one of the following is a chief goal of the implementation function in

marketing process?
► Develops marketing plans
► Turns plans into actions
► Takes corrective actions
► Develops strategic plans
http://www.zainbooks.com/books/marketing/principles-of-marketing_10_marketing-
process.html
Marketing Implementation is the process that turns marketing plans into
marketing actions in order to accomplish strategic marketing objectives

Which one of the following are the MOST useful source of speedier and more
comprehensive information?
Suppliers
► Key customers
► Company reports
► Sales force
(page 52)Many companies have developed advanced computer-based internal
reports systems to allow for speedier and more comprehensive information
(page 37)Perhaps a better classification would be the 4 Cs:


When Nokia introduced its new mobile set in the market in response to
consumer demand, it was applying which one of the following concepts?
► Selling concept
► Customer concept
This customer focused philosophy is known as the 'marketing concept'. The
marketing concept is a philosophy, not a system of marketing or an organizational
structure. It is founded on the belief that profitable sales and satisfactory returns on
investment can only be achieved by identifying, anticipating and satisfying
customer needs and desires
ABC Company wants to learn about consumer attitudes toward mail order purchases
and conducts a study to acquire this information. Which one of the following data would
BEST be classified for this study?
► Causal
► Experimental
► Primary
► Secondary
(Q#6)http://www.scribd.com/doc/27111863/Marketing-Research-and-Information-
Systems-Section-A
Demographic forces, Economic forces, Natural forces, Technological forces are

included in the company’s:
► Marketing environment
► Microenvironment
► Macro environment
(page 225) The macro-environmental components are thought to be:
demographic, economic, natural, technological, political, and cultural forces.

Customer relationship management helps to deliver:

► Customer Loyalty
P#15,,CRM Customer relationship management “CRM is the overall process of
building and maintaining profitable customer relationships by delivering
superior customer value and satisfaction.”
When competition is intense and there are many manufacturers then the buyer has
more options of product switching. This is represented in Porters model as:
Threat of Substitute
Bargaining power of buyers
Bargaining power of suppliers
Rivalry among competing firms
► Bargaining Power of Buyers: When competition is intense and number of
manufacturer is greater the buyer have more options for product switching over this
will increase the buying power of buyer
challenges.html
What are we going to do? And, how are we going to do it? In which of the
following categories do these two questions fall?
► Researching
► Planning
► Controlling
► Managing
what are we going to do and how are we going to do it? Organizations, which are
not able to perform the effective planning, are actually planning for failures PG
NO 28
(Handout page 29)

Environmental groups are included in which of the following publics?
► Citizen-action publics
► Media publics
► Government publics
► Local publics
(page63)
http://books.google.com/books?id=Lx5dxjc_Kq0C&pg=PR28&dq=principle+of+marketing+
kotler+13th&hl=en&ei=JjqCTZSvDs_IrQfhqc3dCA&sa=X&oi=book_result&ct=result&resnu
m=8&ved=0CFUQ6AEwBw#v=onepage&q=Environmental%20groups%20&f=false
Which one of the following environment depicts consumer purchasing power and
spending patterns?
► Demographic environment
► Cultural environment
► Economic environment
► Consumer environment
Chapter 1
► The _____ environment consists of factors that affect consumer purchasing

social-cultural
political-legal
technological
economic
natural
(Answer: d; p. 79; Easy)
Mr. X wants to conduct a marketing research. He has limited resources and he needs to
collect large amounts of information. Mr. X should adopt which of the following
contact method?
► Mail questionnaire
► Telephone interviewing
► Personal interviewing
► Computer interviewing
Each culture contains smaller subcultures, which can be defined as:

► Personality characteristics of a consumer
► The motives that people have for their behavior
► Shared value systems based on common life experiences
► Geographic regions and income levels
P#64,,Each culture contains smaller subcultures or groups of people with
shared value systems based on common life experiences and situations
Which of the following units would most likely be considered in the study of
consumer behavior?
► Competitors
► Suppliers
► Individuals
P#60,,Why to Study Consumer Behavior:
Basic objective of the studying consumer behavior is that the firm needs to
know who buys their product? How they buy? When and where they buy? Why
they buy? How they respond to marketing stimuli. Because they study consumer
behavior (CB) what Consumer Behavior is about?How, why, where and when
consumers make purchase decisions? Considers who influences the decisions?
What is Consumer Behavior about? All these are important questions, which are
to be known to the companies so that they can design, and implement marketing
strategies to satisfy the customers. Consumers determine the sales and profits
of a firm by their purchase decisions, thus the economic viability of the firm.
The firms that buy goods and services in order to produce products and services to sell to
others are called:
► Business markets
► Consumer markets
► International markets
The business market includes firms that buy goods and services in
order to produce products and services to sell to others. P#74
Business demand is usually ____________.
► Derived
► Steady
► Predictable
► Unpredictable
Business markets have derived demand (business demand that ultimately
comes from or derives from the demand for consumer goods)P#74
Identify the other market offerings marketers have broadened the concept of "product"
to include.
► Organizations, persons and places
► Ideas, services and organization
► Places, organizations and times
http://books.google.com/books?id=Lx5dxjc_Kq0C&pg=PR28&dq=principle+of+marketin
g+kotler+
13th&hl=en&ei=JjqCTZSvDs_IrQfhqc3dCA&sa=X&oi=book_result&ct=result&resnum=8
&ved=0C
FUQ6AEwBw#v=onepage&q=broadened%20the%20concept%20of%20%22product&f=
false

A good package may:
All of the given options
The positive differential effect that knowing the brand name has on customer response
to the product or service is known as ________
► Brand Equity
Brand Positioning
► Brand Loyalty
► None of the given
http://www.google.com/search?tbm=bks&tbo=1&q=positive+differential+effect+that+knowing
+the
+brand+name+has+on+customer+response+to+the+product+or+service+&btnG=Search+B
ooks
A luxury car manufacturer was facing a loss as his sales were diminishing due to
rising inflation and weak economy. He therefore decided to manufacture fuel efficient
and cheaper cars. The manufacturer was stretching his product line:
► Upwards
Downwards
Both ways
None of the given options
P#100,,It can systematically increase the length of its product line in two
ways: by stretching its line and by filling its line. Product line stretching
stretches its line downward, upward, or both ways.
Mr. A started his business by manufacturing small cheaper cars. As his business
blossomed he decided to manufacture expensive luxury cars to add prestige to his
current products. Mr. A was stretching his product line:
► Upwards
► Downwards (not sure)
► Both ways
A company may stretch downward to plug a market hole that otherwise would
attract a new competitor or to respond to a competitor's attack on the upper
end.
During which of the following stage of product life cycle the company has to face
stiff competition from its competitors as there are many competitors in the market?
► Introduction
► Growth
► Maturity
► Decline
Paper 3
MIDTERM EXAMINATION
Spring 2010
Time: 60 min
Marks: 47
Any paid form of non-personal presentation and promotion of ideas, goods or services
by an identified sponsor reflects which one of the following concepts?
► Sales promotion
► Direct marketing
► Advertising
► Personal selling
P#237,,Advertising is described as being any paid form of non-personal
presentation and promotion of ideas, goods, and services by an identified sponsor
Marketing management
P#14,,Marketing Management:
Marketing management is “the art and science of choosing target markets and building
profitable relationships with them
The first step in the marketing control process is BEST described when the marketer
performs which of the following activities?
Evaluates performance
► Measures performance
Sets specific goals
Takes corrective action
P#39,,Marketing Control
1)Set specific goals

2)Measure performance
3). Evaluate Performance
4). Take corrective action
Which type of management is responsible for setting the company’s mission,

objectives, broad strategies and policies?
► Top management
► Middle level management
► Low level management
► Functional management
P#42,,Top management is responsible for setting the company’s mission, objectives,
broad strategies, and policies.
Your marketing department is attempting to improve strategic decision making, assess
and track competitors’ actions and provide early warning of opportunities and threats.
For this purpose which of the following will be used by your department?
► Internal databases
► External databases
► Marketing intelligence
► Company reports only
(page93)
http://books.google.com.pk/books?id=Lx5dxjc_Kq0C&pg=PA207&lpg=PA207&dq=W
hich+of+the+following+are+the+products+bought+by+individuals+and+organizations+f
or+further+processing+or+for+use+in+conducting+a+business%3F&source=bl&ots=xb
EGBr0aWO&sig=EPiR9ZLiXk1iATwkita2wgUAOCc&hl=en&ei=JSkSTf2_NouOjAekkK
n2BQ&sa=X&oi=book_result&ct=result&resnum=5&ved=0CDMQ6AEwBA#v=snippet
&q=improve%20strategic%20decision%20making&f=false
If ABC Ltd knows that its market share in Pakistan has dropped 13 percent in the first
quarter of the year but does not know what might have contributed to this decline, it is
in which stage of the marketing research process?
► Hypothesis development
► Symptom identification
► Problem identification
► Data interpretation
http://www.scribd.com/doc/27111863/Marketing-Research-and-
Information-Systems-Section-A Q#4
In the previous three years, four studies have been conducted on the characteristics of
ABC Company’s clients. As the firm seeks to put together a report showing trends in
this area, it has a hard time locating the information contained in these study reports.
What does this firm seem to need?
► A marketing research manager
► A marketing databank
► Survey research
► Primary data
http://www.scribd.com/doc/27111863/Marketing-Research-and-Information-
Systems-Section-A Q#2
Which of the following are a form of product that consists of activities, benefits or
satisfactions offered for sale that are essentially intangible and do not result in the
ownership of anything?
► Line extensions
► Services
► Brands
► Supplements
P#92,,Services are a form of product that consist of activities, benefits, or
satisfactions offered for sale that are essentially intangible and do not result in
the ownership of anything.
Which one of the following concept BEST represents the involvement of management
and employees in the continuous improvement of the production of goods and services?
(page 193)
http://books.google.com/books?id=4OgyJ740KxMC&pg=PA193&dq=involvement
+of+management+and+employees+in+the+continuous+improvement+of+the+pro
duction+of+goods+and+services&hl=en&ei=L5WDTf-
6K8fPrQewqp3LCA&sa=X&oi=book_result&ct=result&resnum=2&ved=0CC0Q6A
EwAQ#v=onepage&q=involvement%20of%20management%20and%20employees%
20in%20the%20continuous%20improvement%20of%20the%20production%20of%20g
oods%20and%20services&f=false
The publishers of “The Economist” developed a campaign to market the magazine

to university and college students studying business and management courses. The
publishers are focusing on which of the following strategies?
Product development (group ans)
Horizontal diversification
► Market development (not sure )
Which one of the following product requires a lot of advertising, personal selling and
other marketing efforts because consumer either does not know about it or knows about
it but does not normally think about buying?
► Specialty products
► Shopping products
► Industrial products
► Unsought products
P#94,,Unsought products are consumer products that the consumer either does
not know about or knows about but does not normally think of buying.
According to Peter Drucker goal of all organizations is to gain and retain customers.
This is accomplished through:
► Marketing and Innovation
► Finance and Marketing
► Human resource and Marketing
► Finance and Human Resource
(slied 11) http://www.slideshare.net/waqask/principles-of-marketing-
waqashazaraedupk
“Cool” industry manufactures air conditioners. “ABC” company distributes its

manufactured products to the markets. “ABC” is a:
Competitor
Marketing intermediary (review again)
► Customer
Public
http://www.scribd.com/doc/39248193/38997223-Marketing-Managemnt
Companies are refraining to use poisonous gases in the manufacturing of their products
to prevent damage to the environment. The companies are trying to follow:
► Product Concept
► Societal Marketing Concept
oncept&f=false
The selling concept is typically practiced for ________ goods.

► Convenience
Shopping
Specialty
Unsought
P#223,,This concept is typically practiced with unsought goods
Which one of the following statements is an example of a problem that may arise in the
implementation of the marketing concept?
► The marketer cannot satisfy all the marketing segments
► Consumers do not understand what the marketing concept is
► Dealers do not support the marketing concept
► A product may fit the needs of too many segments
► Researching
► Planning
► Controlling
► Managing
P#28,,Planning is basically concerned with what are we going to do and how are we
going to do it? Organizations, which are not able to perform the effective planning,
are actually planning for failures.
Planning which is used to supervise the operations of the organization is called:
P#28,,Operational planning is used to supervise the operations of the organization
A marketing department organization where a product manager develops a
complete strategy for a product or brand is called:
► Functional Organization
Geographic Organization
Product Management Organization
Customer Management Organization
P#39,,A product management organization where a product manager develops a
complete strategy for a product or brand

Neighborhood residents and community organizations comprise part of a firm’s:
► Local Publics
► General Publics
► Governmental Publics
► Financial Publics
P#43,,Local publics--includes neighborhood residents and community
organizations Question No: 21 ( Marks: 1 ) - Please choose one
Which of the following statements regarding the natural environment is FALSE?
► Weather has become less intense in the previous few years (not sure)
► Increased pollution is a major concern for marketers today
► Global warming is a major issue for marketers to deal with today
► The threat of governmental intervention in natural resource management is
a major issue for marketers
A(n) ________ is a segment of the population selected to represent the population as a

whole.
► Survey
► Sample
► Experiment
► Market
P#57,,A sample is a segment of the population selected for marketing research to
represent the population as a whole.
A person on the University Book Shop's survey asks respondents to tell the researcher,
in their own words, what they dislike about textbook shopping. What is the nature of this
question?
► An open-ended
► A dichotomous
► A multiple choice
► A scale
The consumer buyers’ characteristics are affected by which of the following factors?
Cultural and Social ( sure )
► Personal and Political
► Psychological and Demographical

The Hispanic, African American, Asian American, and mature consumers in America are
all examples of:
► Culture
► Sub culture
► Social class
►All of the given option
(slied 17)
http://www.slidefinder.net/c/chapter_five_consumer_markets_consumer/25370378
Question No: 26 ( Marks: 1 ) - Please choose one Identify
the term used when buyers buy without modifications.
► New task
► Same order
► Straight rebuy
► Reorder
P#76,,,In a straight rebuy the buyer reorders something without any modifications
Which of the following is NOT a characteristic of business markets?
► Business buyers are more emotional buyers than are final consumers
► Business markets are more geographically concentrated
► Business demand is derived demand
► Many business markets have inelastic demand
P#74,,Characteristics of Business Markets
They are more geographically concentrated.

Business markets have derived demand
Many business markets have inelastic demand;
When Tetra Pack promotes the idea that milk should be drunk in the morning and
the evening, it is using ____________.
► Behavioral segmentation
► Benefit segmentation
► Occasion segmentation
► Loyalty marketing
(page 85) Behavioral segmentation involves dividing a market into groups based
on consumer knowledge, attitudes, uses, or responses to a product.
KPV firm has limited resources. Which marketing strategy would you suggest that
KPV should adopt?
► Concentrated Marketing
► Differentiated Marketing
► Undifferentiated Marketing
► None of the given option
P#87,,Concentrated Marketing
A third market-coverage strategy, concentrated marketing, is especially appealing

when company resources are limited.
ABC Company is the leading manufacturer of steel, cement and other uniform
building materials. Which marketing strategy would you suggest that ABC Company
should adopt?
► Differentiated Marketing (review)
Identify the two broad classes that products and services fall into based on the types
of consumers that use them.
► Consumer products and industrial products
► Core products and augmented products
► Specialty products and unsought products
► Convenience products and shopping products
With what groups do firms conduct concept testing of new products?

► Suppliers
► Employees
► Target customers
focus groups
P#103,, Concept testing calls for testing new-product concepts with groups of
target consumers
► Upwards
► Downwards
► Both ways
P#100,,It can systematically increase the length of its product line in two ways: by
stretching its line and by filling its line. Product line stretching stretches its line
downward, upward, or both ways.
Test marketing
► Product testing
Marketing analysis
All of the given
false
Paper 4
MIDTERM EXAMINATION
Spring 2010

promotion, and price of the company's product. Marketing manager is studying
which one of the following concepts?
► Marketing plan
► Marketing mix
► Market offering
(Q#12)http://www.scribd.com/doc/27111819/An-Overview-of-Strategic-
Marketing-Section-B
Production process
Marketing process
Managerial process
► Accounting process
Marketing is defined as “a social and managerial process by which individuals and
groups obtain what they need and want through creating and exchanging products
and value with others.” Pg 1
http://www.referenceforbusiness.com/management/Mar-No/Marketing-Concept-and-
Philosophy.html
http://books.google.com.pk/books?id=eHBkhvObMKIC&pg=PA291&dq=marketing+co
ncept+The+customer+is+always+right&hl=en&ei=WfCDTeHzJsOecczOyZsD&sa=X&o
i=book_result&ct=result&resnum=2&ved=0CCwQ6AEwAQ#v=onepage&q=marketing
%20concept%20The%20customer%20is%20always%20right&f=false
A network of networks that consists of millions of smaller domestic, academic, business,

and government networks, which together carry various information and services. Which
one of the following networks represents it?
► LAN
► Intranet
► Extranet
► Internet
It is a "network of networks" that consists of millions of smaller domestic,
academic, business, and government networks, which together carry various
information and services, such as electronic mail, online chat, file transfer,
and the interlinked web pages and other resources of the World Wide Web
(WWW).
http://www.willamettehosting.com/host_terms.shtml
Market penetration
Product development
Market saturation
http://books.google.com/books?id=d_CyGUpYBYwC&pg=PA32&lpg=PA32&dq=Mar
ket+penetration+is+an+intensive+growth+strategy+of+increasing+sales+in+current+mar
kets+with+current+products&source=bl&ots=SvI3OuxIrp&sig=XFOLRqDJERyjAAaB-
FNs2AGOvaM&hl=en&ei=6zuCTdiqC9DirAfr2Im8CA&sa=X&oi=book_result&ct=resul
t&resnum=6&ved=0CDkQ6AEwBQ#v=onepage&q=Market%20penetration%20is%20an
%20intensive%20growth%20strategy%20of%20increasing%20sales%20in%20current%20m
arkets%20with%20current%20products&f=false
► Promotion
► Self-study
► Marketing research
Marketing Research
The systematic design, collection, analysis, and reporting of data relevant to

a specific marketing situation facing an organization pg no 53

Which one of the following stage is NOT a part of buyer’s black box?
► Brand choice
► Product choice
► Need recognition
► Dealer choice
Pg no 62
After deciding to order replacement parts for ageing machinery, the buyer for a
construction company examines catalogues and trade publications. The buyer is probably
at which stage of the organizational buying decision process?
► Problem recognition
► Product specification
► Product-supplier search
► Product evaluation
q18http://www.scribd.com/doc/27111875/Organisational-Markets-and-Buying-
Behaviour-Section-A
Which one of the following factor indicates "the name, term, sign, symbol, design or a
combination of these that differentiate the product of one seller or group of sellers from
the other sellers"?
► Brand
► Package
► Label
► Style
A brand is a name, term, sign, symbol, or design, or a combination of these,
that identifies the maker or seller of a product or service pg no 96
a new product?
► Marketing strategy development
► Test marketing
7855.cw/ content/index.html
Pg no 103The marketing strategy statement consists of three parts. The first part
describes the target market; the planned product positioning; and the sales, market
share, and profit goals for the first few years
New Product Development and Product Life Cycle Strategies
► The marketing strategy statement in new product development consists of

three parts: _____, _____, and _____.
idea generation; idea screening; concept development
idea generation; concept development; concept testing
idea generation; idea screening; idea management
target market description; planned product positioning; sales, market
share, and profit goals for the first few years.
Answer: (d) Difficulty: (2) Page: 272
Customer relationship management (CRM) focuses on creating two-way exchanges

with customers so that firms have an intimate knowledge of their needs, wants and
buying patterns. What does CRM deliver to customers for maintaining profitable
customer relationships?
► Superior customer value
Less expensive goods
► Quality products
► Variety of products
Most companies today are moving away from transaction marketing, with its
emphasis on making a sale. Instead, they are practicing relationship marketing,
which emphasizes maintaining profitable long-term relationships with customers by
creating superior customer value and satisfaction pg no 181

► Product concept
According to the authors of your text, fast-food restaurants offer tasty and
philosophy. a. marketing concept
b. product concept
c. production concept
d. societal marketing concept
e. new-idea
(Answer: d; p. 11; Moderate
http://docs.google.com/viewer?a=v&q=cache:Hmr6DXB-
j6gJ:140.114.53.170:8080/StudentProject/NTUTProject/Projects/Others/AKMAI8_IRCD
/content/Chapter_01/Assess/TIF/armstrong_mai08_tif_01.doc+Fast-
food+restaurants+offer+tasty+and+convenient+food+at+affordable+prices%3B+they+co
ntribute+to+fatness+that+harms+consumer+health.+Which+one+of+the+following+conc
epts+is+NOT+being+followed+by+this+company%3F+%E2%96%BA+Product+concept
+%E2%96%BA+Production+concept+%E2%96%BA+Societal+marketing+concept+%E
2%96%BA+Marketing+concept&hl=en&gl=pk&pid=bl&srcid=ADGEESh_4kMcKCfU
hRqddPGtU-dvuj5Fb-
SxIqWsQmb4WRUuXDMnJQ1y31mB_H9uegNYfk5yEubmJ6Q5aIgJ4JJPpjmaldtypRw
dJYSasjaRMRzj0hWl9r4pRPx8TyVvahV6vrDMm64u&sig=AHIEtbRzLOoxow2KqyO
MuYeyk8xLADqxiQ

► Analyzing marketing opportunities
► Selecting target market
► Develop marketing mix
The marketing process consists of four steps: analyzing market opportunities;
developing marketing strategies; planning marketing programs, which entails
choosing the marketing mix (the four Ps of product, price, place, and promotion);
and organizing, implementing, and controlling the marketing effort. Marketing is the
organizational function charged with defining customer targets and the best way to
satisfy needs and wants competitively and profitably.pg no 6

marketing process?
marketing Implementation is the process that turns marketing plans into
marketing actions in order to accomplish strategic marketing objectives.
http://www.zainbooks.com/books/marketing/principles-
of-marketing_10_marketing-process.html
Marketing Information System consists of people, equipment, and procedures to

gather, sort, _____, evaluate, and distribute information to marketing decision makers.
Analyze
Arrange
Test
Control
► An MIS consists of people, equipment, and procedures to gather, sort, _____,
evaluate, and distribute information to marketing decision makers.
test
test market
analyze
critique
assess
(Answer: c; p. 97; Easy)
Or
http://docs.google.com/viewer?a=v&q=cache:pp4fM2vhS1gJ:course.shufe.edu.cn/course
/marketing/shuangyu/xt/CHAPTER%252005.doc+Marketing+Information+System+c
onsists+of+people,+equipment,+and+procedures+to+gather,+sort,+_____,+evaluate,
+and+distribute+information+to+marketing+decision+makers.+%E2%96%BA+Anal
yze+%E2%96%BA+Arrange+%E2%96%BA+Test+%E2%96%BA+Control&hl=en
&gl=pk&pid=bl&srcid=ADGEESiE152e2B92KffXBHPp57jrXCzGW_szmLfQWzV
LKmHuCUrhaGWrqek5m_otuMK1I7k_OC5Qdwkq4suSTE_y_Fpir5AM0cLBRU3z
HY-5LBNP4m2ImXuA5FlnrLZV3mX-
9ytL6Y2m&sig=AHIEtbQCV3NhF4jWuonL3Y1CsrOdBxa8qg
or
http://www.google.com.pk/#hl=en&biw=1024&bih=677&q=Marketing+Information+Sy
stem+consists+of+people%2C+equipment%2C+and+procedures+to+gather%2C+sort%2
C+_____%2C+evaluate%2C+and+distribute+information+to+marketing+decision+make
rs.+++++++%E2%96%BA+Analyze++++++++%E2%96%BA+Arrange++++++++%E2
%96%BA+Test++++++++%E2%96%BA+Control+&aq=f&aqi=&aql=&oq=&fp=e46fc
70aacf3e376
In recent times there have been huge advancements in information technology.

This era is known as:
► An old economy
► Transformation
► A new world
► The digital age
http://www.scribd.com/doc/7051946/Social-Effects-of-ICT
Threat of new entrants
will increase the buying power of buyer pg 22
Which of the following is NOT a step in the strategic planning process?
Defining the company mission
Planning marketing and other functional strategies
Setting company objectives and goals
Setting pricing policies
►Strategic planning Process:
It is defined as the process of developing and maintaining a strategic fit between
the organization’s goals and capabilities and its changing marketing opportunities.
1). Strategic planning sets the stage for the rest of the planning in the firm.
2). There are four steps to the strategic planning process:
a). stating a clear company mission.
b). Setting supporting company objectives.

c). Designing a sound business portfolio.
d). Planning and coordinating marketing and other functional strategies pg no 29

What is the purpose of strategic planning?
► Using strengths to achieve goals
► To develop new products
► To identify competitors
► To find method of counting cash cows
http://wps.prenhall.com/bp_kotler_pom_11/31/8124/2079977.cw/index.html q
no 3

Which of the following is NOT a content of the marketing plan?
► Budget
► Production
► Objective
► Control
(page 38) diagram
Contents of a Marketing Plan

Executive Summary
Current Marketing Situation

Threats and Opportunity Analysis
Objectives and Issues
Marketing Strategy
Action Programs
Budgets
Controls
Which of the following is NOT a part of the marketing control process?
► Measure performance
► Evaluating performance
► Taking corrective actions
► Setting objective for the business
Marketing control is the process of measuring and evaluating the results of
marketing strategies and plans, and taking corrective action to ensure that
marketing objectives are attained. Implementation requires four steps:
1). Set specific goals (What do we want to achieve?).

2). Measure performance (What is happening?).
3). Evaluate performance (Why is it happening?).
4). Take corrective action (What should we do about it?).pg no

39 Question No: 23 ( Marks: 1 ) - Please choose one
A marketing department organization where sales and marketing people are assigned to
specific countries, regions, or districts is called:
► Geographic Organization
► Product Management Organization
► Customer Management Organization
2). The geographic organization where sales and marketing people are assigned to
specific countries, regions, or districts pg no 39

The disadvantage of observational research is:
► Information cannot be gained by observing relevant people
► Feelings, attitudes and motives cannot be observed
► It cannot be used to obtain information that people are unwilling or unable to
provide

Observational research where information is gained by observing relevant people,
actions, and situations. However, some things such as feelings, attitudes, motives,
and private behavior cannot be observed pg no 56
http://www.referenceforbusiness.com/management/Mar-No/Marketing-Research.html
Observational research is the gathering of primary data by observing
relevant people, actions, and situations. Observational research can be used to
obtain information that people are unwilling or unable to provide. In some
cases, observation may be the only way to obtain the needed information.
Which of the following is the disadvantages of survey research?

► Survey research is not flexible
► The respondents can give inaccurate answers
► It is difficult to collecting primary data with survey research
The major advantage of this approach is flexibility while the disadvantages include
the respondent being unwilling to respond, giving inaccurate answers, or unwilling
to spend the time to answer. Pg 56
http://www.referenceforbusiness.com/management/Mar-
No/Marketing-Research.html
Survey research is the most widely used method for primary data collection, and it
is often the only method used in a research study. The major advantage of survey
research is its flexibility.
In a reference group, people who have special skills, knowledge, personality, or

other characteristics, and exert influence on others are called:
► Opinion leaders
► Habitual buyers
► Charismatic personalities
► Wild ducks
opinion leaders—people within a reference group who, because of special skills,
knowledge, personality, or other characteristics, exert influence on others. Pg no 64
http://docs.google.com/viewer?a=v&q=cache:f9rq4NXTHMsJ:140.114.53.170:8080/
StudentProject/NTUTProject/Projects/Others/AKMAI8_IRCD/content/Chapter_05
/Assess/TIF/armstrong_mai08_tif_05.doc+In+a+reference+group,+people+who+hav
e+special+skills,+knowledge,+personality,+or+other+characteristics,+and+exert+inf
luence+on+others+are+called:+%E2%96%BA+Opinion+leaders+%E2%96%BA+
Habitual+buyers+%E2%96%BA+Charismatic+personalities+%E2%96%BA+Wild
+ducks&hl=en&gl=pk&pid=bl&srcid=ADGEESjdTacwEAbFm_a2xtxANWpN4AZ
rKRGn7N8YVi8WiSy52aTb6QfdZ_IMU_F6l-V_pMy2QOZkomSQkG-
7uBTxayrmVOyLI05YL0L05NS-
m_GkFAll9Bl5ZpMpPbnkcZaRZ5VIf4DN&sig=AHIEtbRuQGYHESLVMpahMij_
su9N8iqeBQ
► _____ are people within a reference group who, because of special skills,
knowledge, personality, or other characteristics, exert influence on others.
Opinion leaders
Habitual buyers
Charismatic personalities
Perceptionists
Wild ducks
(Answer: a; p. 133; Easy

The consumer buyer decision process begins with:
► Information search
► Evaluation of alternative
► Purchase decision
buyer decision process consists of five stages: need recognition, information search,
evaluation of alternatives, purchase decision, and post purchase behavior. Pg no 70
http://www.ehow.com/how-does_5438201_consumer-buying-decision-process.html
Mr. X is interested in buying a carpet. Although the carpet is costly but there is very
little perceived difference between the brands. This is an example of:
► Complex Buying Behavior
► Variety Seeking Buying Behavior
► Dissonance Reducing Buying Behavior
► Habitual Buying Behavior
Complex Buying Behavior
Consumers undertake complex buying behavior when they are highly involved in a
purchase and perceive significant differences among brands. Consumers may be
highly involved when the product is expensive, risky, purchased infrequently, and
highly self-expressive. Typically, the consumer has much to learn about the
product category. For example, a personal computer buyer may not know what
attributes to consider. Many product features carry no real meaning: a "Pentium
Pro chip," "super VGA resolution," or "megs of RAM."

The bases of segmentation for business markets include __________.
► Demographic
► Situational factors
Personal characteristics
(page 21)http://www.docstoc.com/docs/38293730/CHAPTER-7
► Focus
► Company’s marketing strategy
► Loyalty
(page 103) The marketing strategy statement consists of three parts. The first part
share
Ahmed bought a used car from a used car retailer. A used car is an example of:
Convenience Products
Shopping Products
Specialty Products
Unsought Products
► Shopping products are less frequently purchased consumer products and services
that customers compare carefully on suitability, quality, price, and style. When
buying shopping products and services, consumers spend much time and effort
in gathering information and making comparisons. Examples include furniture,
clothing, used cars, major appliances, and hotel and motel services.
► Shopping products marketers usually distribute their products through

fewer outlets but provide deeper sales support to help customers in their
comparison efforts. Pg 93
http://www.slideshare.net/kkjjkevin03/6
Which of the following options refers to “New Products”?

►New brands that a firm develops
http://www.scribd.com/doc/26155318/New-Product-Development-Strategy
slide no 2
Toyota is developing an electric car, powered by solar energy. They are currently
working on several alternatives of the car and need to find out which version of the car
prospective customers find most appealing. This is an example of the _________ stage of
the product development process.
► Idea generation
► Idea screening
► Concept development
► All of the given options (review)
pg 101
Which of the following is a shortest product life cycle?
► Fad
► Fashion
► Style
(page 14)http://www.slideshare.net/janemonkey/fashion-marketing-week-4
Paper 5
MGT301 MID FALL 2010
Q#1:The receptionist at a doctor's office throws away certain product circulars mailed
by pharmaceutical companies and keeps the ones on products she believes are useful.
The receptionist is performing which role in the buying center? Influencer
Buyer
Decider
Gatekeeper
Q#2:If a local company wants to adopt the marketing concept. To be consistent with
this move, it should adopt which of the following philosophies? Focusing on today is
important for us
The customer is always right
Keeping prices low is our objective
Q#3:Any paid form of non-personal presentation and promotion of ideas, goods or

services by an identified sponsor reflects which one of the following concepts? Sales
promotion
Direct marketing
Advertising
Personal selling
Q#1) http://wps.prenhall.com/bp_kotler_mm_12/33/8683/2222934.cw/index.html
Q#4:Making more sales to current customers without changing a firm’s products refers to
which of the following strategies?

Market development
Market growth
Market penetration
Product development
(page 33)
Market Penetration—making more sales to present customers without

changing products in any way.
Q#5:The objective of which of the following research is to gather
preliminary information that will help define the problem and suggest
hypotheses? Descriptive
Exploratory
Causal
Corrective
page 55) Exploratory research where the objective is to gather preliminary information
that will help to better define problems and suggest hypotheses for their solution.
Q#6:A threat is a major unfavorable situation in a firm’s environment. Threats are key
impediments to the firm’s current or desired position. Which one of the following
represents threat to a firm’s success?
Relaxation of international tariffs
The entrance of new competitors in the market

Undifferentiated products or services
Cost advantages present because of advanced technology
A threat is a major unfavourable situation in a firm’s environment. Threats are key
impediments to the firm’s current or desired position. The entrance of new competitors,
slow market growth, increased bargaining power of key buyers or suppliers,
technological changes, and new or revised regulations could represent threats to a
firm’s success.
http://university-essays.tripod.com/swot_tows_analysis.html
Q#7:Demographic segmentation divides the market into groups based on which of

Size, location, industry, customer
Size, company, industry, technology
Location, size, occupation, race
Customer, technology, company, industry
P#84,,Demographic segmentation divides the market into groups based on variables

such as age, gender,family size, family life cycle, income, occupation, education,
religion, race,
Q#8:A political force is one of the actors of marketing macro environment. It is

difficult for the marketers to deal with the political environment because: It is simple to
recognize
It is beyond their control

It is easily ignored
It is easily influenced
Q#9:Buyer and seller similarities is an attribute comes under which one of the following
concepts?
Demographic factors
Situational factors
Operating variables
Q#10:Boston University is using the systematic design, collection, analysis, and reporting
of data relevant to marketing its programs to minority students. What do we call this?
Promotion
Self-study
Marketing research
Cost-benefit analysis
(reference) Chapter 4
► Harvard University is using the systematic design, collection, analysis, and reporting
Promotion.
Self-study.
Marketing research.
► Cost-benefit analysis.
► Identifying the target market.
(Answer: c; p. 102; Challenging)
Q#11:Which one of the following statements is an example of a problem that may
arise in the implementation of the marketing concept?
The marketer cannot satisfy all the marketing segments
Consumers do not understand what the marketing concept is

Dealers do not support the marketing concept
A product may fit the needs of too many segments
Q#12:Why is business legislation enacted?
To protect consumers
To protect companies from each other
To protect the interest of the society
(page 47) Increasing legislation to:
a). Protect companies from each other.
b). Protecting consumers from unfair business practices.
c). Protecting interests of society against unrestrained business behavior.
Q#13:Three main strategies for intensive growth are market penetration, product

Product improvement
Market saturation
Market growth
Market development
The set of strategies included in intensive strategies are:

►Product development
►Market penetration
►Market development
http://www.mba-tutorials.com/strategy/1112-intensive-strategies.html
Q#14:Mr. A prefers Suzuki over Toyota, because he considers Suzuki to be cheaper,
faster, more economical and reliable. The evaluation performed by Mr. A is known as:
Customer Satisfaction
Customer Perceived Value
Customer Preference
Customer’s Choice
Q#15:Which one of the following environment depicts consumer purchasing power and
spending patterns?
Demographic environment
Cultural environment
Economic environment
Consumer environment
The _____ environment consists of factors that affect consumer purchasing power and
spending patterns.
►social-cultural
►political-legal
► technological
►economic
►natural
Q#16:When a church targets different demographic groups to increase attendance, it is

Not-for-profit marketing
Mindless marketing
Ethics in marketing
Societal marketing
http://flashcarddb.com/cardset/77455-marketing-flashcards
Q#17:All of the following are included in the Porters five forces model of competition
EXCEPT:
Threats of new entrants
Bargaining Powers of competitors
Threat of substitute products
Rivalry among competing firms in industry
(page41)
http://books.google.com/books?id=xr64aks8wCEC&pg=PA49&dq=Porters+five+forces+
model+of+competition+EXCEPT:&hl=en&ei=_SmGTbPrC5CcvgOilq3UCA&sa=X&oi
=book_result&ct=result&resnum=1&ved=0CCkQ6AEwAA#v=onepage&q&f=false
Q#18:You purchase cleaning supplies regularly. It is showing which buying situation?

Modified rebuy
Straight rebuy
Modified straight rebuy
Consumer buy
► In a straight rebuy the buyer reorders something without any modifications. It

is usually handled on a routine basis by the purchasing department.
Product modifications
Product improvements
New brands that a firm develops
Q#19:Why is the demographic environment a major interest to marketers?
Because it involves global financing
Because it involves people and people make up markets
Because demographics involve diverse consumer products
Because demographics focus on local marketing opportunities
(page106)http://books.google.com/books?id=xye9Jf04Rv4C&pg=PA106&dq=Why+is+t
he+demographic+environment+a+major+interest+to+marketers?&hl=en&ei=VKKETb7l
IoKmuAOrroHQCA&sa=X&oi=book_result&ct=result&resnum=2&ved=0CC0Q6AEw
AQ#v=onepage&q=Why%20is%20the%20demographic%20environment%20a%20majo
r%20interest%20to%20marketers%3F&f=false
Q#20:The major marketing research tool for gaining insights into consumer thoughts
and feelings is:

Focus group interviewing
Telephone interviewing
Online interviewing
(page100)
http://books.google.com/books?id=Lx5dxjc_Kq0C&pg=PA100&dq=major+marketing+r
esearch+tool+for+gaining+insights+into+consumer+thoughts&hl=en&ei=jiyGTcLQAoG
KuAO1yIi9CA&sa=X&oi=book_result&ct=result&resnum=4&ved=0CD0Q6AEwAw#v
=onepage&q&f=false
Q#22:Which of the following is a shortest product life cycle?

Fad
Fashion
Style
Q#23:Business demand ultimately comes from the demand for consumer goods. This
is known as __________ demand.
Derived
Inelastic
Elastic
Fluctuating
Business markets have derived demand (business demand that ultimately comes from
or derives from the demand for consumer goods)P#74
Q#24:Microsoft introduced new software which enhances voice chatting on the internet.
Most of the people are unaware of this software. The people who are aware of the
product are not interested in buying this software. This software, is an example of:
Shopping Products
Specialty Products
Unsought Products
http://library.isb.edu/digital_collection/Marketing_by_Gemmy_Allen.pdf
Unsought products are those not normally thought of either because consumers don’t
want to think of them (burial insurance) or consumers are unaware of them (a
telephone number allowing you to check your email messages).
Q#25:The two dimensions of product quality are:
Level and consistency
Precision and accuracy
Level and precision
Consistency and precision
Product quality has two dimensions—level and consistency.P#95,,
Q#26:The Hispanic, African American, Asian American, and mature consumers in
America are all examples of:

Culture
Sub culture
Social class
(slied 17)
Q#27:When a company decides to harvest a product, what happens to the

product? Various costs are reduced
The product is eliminated
Products cannot be harvested
(Q#10) http://wps.prenhall.com/bp_kotler_pom_11/31/8126/2080306.cw/index.html
Paper 6
MIDTERM EXAMINATION
Spring 2010

Marketing concept
Marketing threat
All of the following are accurate descriptions of a company’s mission statement,

EXCEPT which one?
Mission statement should fit the market environment
► Mission statement should be realistic
Mission statement should be broad
Mission statement should be motivating
(page 30)
Be realistic.
2). Be specific.
3). Fit the market environment.
4). Indicate distinctive competencies.
5). Be motivating.
(Q#3)http://www.docstoc.com/docs/68391417/Chapter-2-Company-and-Marketing-
Strategy

(page 43)Marketing service agencies (such as marketing research firms,
advertising agencies, media firms, etc.) help the company target and promote its
products
"How people feel about corporations, government agencies, trade unions and
universities" refers to which of the following views?
► People's view of others

► People's view of societies
► People's view of themselves
► People's view of organizations
(Q#11)http://wps.pearsoned.co.uk/ema_uk_he_kotler_prinmark_4/27/7110/1820178.
cw/content/index.html
Your marketing department is attempting to improve strategic decision making, assess and
track competitors’ actions and provide early warning of opportunities and threats. For this
purpose which of the following will be used by your department?
et&q=improve%20strategic%20decision%20making&f=false
Gathering data, analysis, interpretation

analysis, gathering data, Interpretation
Interpretation, gathering data, analysis
Interpretation, reporting, analysis
Once the need for marketing research has been established, most
marketing research projects involve these steps:
►Define the problem
►Determine research design
►Identify data types and sources
►Design data collection forms and questionnaires
►Determine sample plan and size
►Collect the data
►Analyze and interpret the data
►Prepare the research report

Which one of the following option refers to the set of actions and activities
associated with each position one holds within a family, clubs and organizations?
► Personality
► A role
► Perception
► An attitude
marketing_15_consumer-buying-behavior.html
Roles and Status
A person belongs to many groups—family, clubs, organizations. The person's

position in each group can be defined in terms of both role and status. A role
consists of the activities people are expected to perform according to the persons
around them.
This type of segmentation centers on the use of the word “when” such as when consumers
get the idea to buy, when they actually make their purchase, or when they use the purchased
item. What do marketers call this?
Behavioral
► Occasion
► Impulse
► Emergency
Occasion segmentation consists of dividing the market into groups according to
occasions when buyers get the idea to buy, actually make their purchase, or use the
purchased item.
(page 104)
http://books.google.com/books?id=kpHCdNToC14C&pg=PA104&dq=Occasion+su
ch+as+when+consumers+get+the+idea+to+buy,+when+they+actually+make+their+
purchase,+or+when+they+use+the+purchased+item&hl=en&ei=YAWFTYjQEou0v
gOspInHCA&sa=X&oi=book_result&ct=result&resnum=4&ved=0CDcQ6AEwAw
#v=onepage&q&f=false
Which of the following are those products purchased for further processing or for use in
conducting a business?
► Line extensions
► Services
Brands
► Supplements
P#92,,Services are a form of product that consist of activities, benefits, or satisfactions
offered for sale that are essentially intangible and do not result in the ownership of
anything.
When a company introduces additional items in a given product category under the same
brand name, such as new flavors, forms, colors, ingredients, or package sizes refers to
which of the following steps?
► Line extensions
► Product mix
► Service variability
► Service intangibility
(page 98) line extensions. Existing brand names are extended to new forms, sizes,
and flavors of an existing product category.
A threat is a major unfavorable situation in a firm’s environment. Threats are key

► Relaxation of international tariffs

► The entrance of new competitors in the market
► Undifferentiated products or services
► Cost advantages present because of advanced technology
A threat is a major unfavourable situation in a firm’s environment. Threats are
key impediments to the firm’s current or desired position. The entrance of new
competitors, slow market growth, increased bargaining power of key buyers or
suppliers, technological changes, and new or revised regulations could represent
threats to a firm’s success.
Developing and maintaining a strategic fit between the organization’s goals and
capabilities, and its changing marketing opportunities represent which one of the following
concepts?
► Marketing objectives
► Strategy planning
► Marketing activities
► Corporate strategies
(page 28)The process of developing and maintaining a strategic fit between the
organization’s goals and capabilities and its changing marketing opportunities is
called Strategic planning
The publishers of “The Economist” developed a campaign to market the magazine to
university and college students studying business and management courses. The publishers
are focusing on which of the following strategies?
Product development (not sure )

Mr. ABC examined his firm's recently completed market attractiveness-business position
model; he finds that the firm's sport sunglasses unit is high on both dimensions. Which one
of the following strategies would this placement dictate?
► Invest
► Harvest
► Divest
Maintain
Chimney Sweeps employs people to clean fireplaces and chimneys in homes and
apartments. The firm is primarily the marketer of which one of the following?
► An image
► A service
► A good
► An idea
Which one of the following product requires a lot of advertising, personal selling and other
marketing efforts because consumer either does not know about it or knows about it but
does not normally think about buying?


The Company, Suppliers, Marketing Intermediaries and Customers are included in
the company’s:
► Macroenvironment
P#42,,a. The company itself (including departments).
► Suppliers.
► Marketing channel firms (intermediaries).
► Customer markets.
►Competitors.
► Publics.
Identify three considerations companies should balance when setting their

marketing strategies.
► Company profits, society's interests, and consumer

wants ►Existing products, customer needs, and market trends
► Customer wants, integrated marketing techniques, and profit margins
► Selling concepts, product integrity, and customer base
(Q#5)http://wps.prenhall.com/bp_kotler_pom_11/31/8124/2079930.cw/index.html
The marketing concept expresses the company's commitment to:
► Organizational goals
► An integrated company effort
► Consumer sovereignty
(page 83)
http://books.google.com/books?id=bqckHDepmSYC&pg=PA83&lpg=PA83&dq=m
arketing+concept+expresses+the+company%27s+commitment&source=bl&ots=-
_4GuNYNhf&sig=zWWKCLuHFr1typqFdce2v40AC-g&hl=en&ei=Eg-
FTbusOYjyvwPCmNjJCA&sa=X&oi=book_result&ct=result&resnum=9&ved=0C
EwQ6AEwCA#v=onepage&q=marketing%20concept%20expresses%20the%20co
mpany%27s%20commitment&f=false
Which one of the following options best explains the purpose of intranets?
► Buying and selling processes

► Business-to-business purchasing
► Communication among employees
► Maintaining customer relations
&resnum=2&sqi=2&ved=0CC0Q6AEwAQ#v=snippet&q=intranets&f=false

http://wps.prenhall.com/bp_armstrong_mai_7/19/5037/1289678.cw/index.html
Question No: 25 ( Marks: 1) - Please choose one
Which of the following is the study of the human population in terms of size, density,
locations, gender, race, occupation and other statistics.
► Psychographics
► Demography
► Philosophy
► Social psychology
P#25,,,Demography is the study of human populations in terms of size,
density, location, age, sex, race, occupation, and other statistics
To develop effective marketing programs, companies need information on which of
the following?
► Consumers
► Competitors
► Resellers
http://wps.prenhall.com/bp_kotler_pom_10/0,,594806-,00.html
How is online marketing research conducted?
► By collecting primary data through internet surveys and online focus groups
► By collecting secondary data through the internet
► By collecting primary data through the secondary websites
Identify the three decisions made when designing a sampling plan.
► Identifying the sampling unit, sample size and the sampling procedure
► Identifying the research problem, designing the research plan and implementing it
► Identifying the sampling unit, constructing a research design and the
sampling procedure
► Identifying the research plan, planning a sample size and market segmentation
(Q#25) http://www.scribd.com/doc/22324509/kotler04-Conducting-Marketing-
Research-and-Forecasting-Demand
Which of the following are NOT consider to be stimuli that enter as inputs into
the model of buyer behavior?
► Cultural Factors
► Economic Factors
► Marketing Mix
► Post purchase Behavior
(page 62)Marketing stimuli consist of the four Ps: product, price, place,
and promotion. Other stimuli include major forces and events in the
buyer's environment: economic, technological, political, and cultural.
The tendency for people to screen out most of the information to which they are
exposed is called:
► Selective Attention
► Selective Retention
► Selective Distortion
exposed is called Selective Attention

http://books.google.com.pk/books?id=Lx5dxjc_Kq0C&pg=PA207&lpg=PA207&dq
=Which+of+the+following+are+the+products+bought+by+individuals+and+organiz
ations+for+further+processing+or+for+use+in+conducting+a+business%3F&sourc
e=bl&ots=xbEGBr0aWO&sig=EPiR9ZLiXk1iATwkita2wgUAOCc&hl=en&ei=JSk
STf2_NouOjAekkKn2BQ&sa=X&oi=book_result&ct=result&resnum=5&ved=0CD
MQ6AEwBA#v=snippet&q=tendency%20for%20people%20to%20screen%20out
%20most%20of%20the%20information%20&f=false
KPV should adopt?

All of the following are characteristics which make up the actual product EXCEPT:
► Quality level
► Brand Name
► Features
► After-sales services
The actual product may have as many as five characteristics that combine
to deliver core product benefits. They are: a). Quality level.
b). Features.
c). Design.
d). Brand name.
e). Packaging
► Upwards
► Both ways
At the maturity stage of the life cycle, the company has an opportunity to prolong the
life of its products in many ways. When a company tries to __________ the company is
trying to increase the consumption of the current product
► Substitute the product

► Modify the distribution channel
► Modify the market
► Modify the product
http://free-books-online.org/accounting/fundamentals-of-auditing/a-new-product-
development/
a.Market modification is an approach in which the company tries to increase
the consumption of the current product.
Paper 7
MIDTERM EXAMINATION
Spring 2010
Question No: 1 ( Marks: 1 ) - Please choose one≈
When Olympia Carpets develops new carpets that are highly stain resistant and
durable, it must educate consumers about the product's benefits. This activity
calls for which one of the following marketing mix variables?
► Price
► Promotion
► Distribution
► Product
Building, keeping and growing profitable value-laden relationships with

all customers of a company refers to which of the following options?
► Customer perceived value
(Q#18) http://wps.pearsoned.co.uk/ema_uk_he_harker_mktgintro_1/127/326
07/8347583.cw/content/index.html
If a local company wants to adopt the marketing concept. To be consistent

with this move, it should adopt which of the following philosophies

≈ Keeping prices low is our objective
Advertising agencies are an example of which of the following marketing

intermediaries?
Insurance company
(page 43) Marketing service agencies (such as marketing research firms, advertising
agencies,

► Top management
(page 42) Top management is responsible for setting the company’s

mission, objectives, broad strategies, and policies.

Which one of the following is NOT a part of the macro-environment?
Demographic forces
► Natural forces
► Competitors' forces
► Political forces
(page 41) The macro environmental components are thought to be: demographic,
economic, natural, technological, political, and cultural forces.

The objective of which of the following research is to gather preliminary
information that will help define the problem and suggest hypotheses?
Descriptive
► Exploratory
► Causal
► Corrective
(page 55) Exploratory research where the objective is to gather preliminary

information that will help to better define problems and suggest hypotheses for their
solution.

Observations
► Focus groups
► Questionnaires
(page 56) Observational research can be used to obtain information that people
The mental act, condition or habit of placing trust or confidence in another

shows which of the following options?
Motive
► Belief
► Behavior
► Attitude
Belief: the mental act, condition, or habit of placing trust or confidence

in another.
http://www.spirithome.com/definif.html

Affluent
Middle class
Lower income class
► Income segmentation is used to target the _____.

affluent
middle class
lower income class
all of the above
none of the above
Chapter 7
Which of the following factors are often used for segmenting customer groups?
► Geographic factors
► Psychographic factors
► Behavioral factors
► Demographic factors
(page 84) Demographic factors are the most popular bases for segmenting
customer groups
The purpose of idea generation is to create a _____ of ideas. The purpose of
succeeding stages is to _____ that number.
► Small number; reduce
► Small number; increase
► Large number; increase
► Large number; reduce
(page 102) The purpose of idea generation is to create a large number of ideas. The
purpose of the succeeding stages is to reduce that number.
Which one of the following forces is NOT the part of company’s macro
environment?
► Demographic
► Economic
► Political
► Public
Mr. ABC has just brainstormed a large number of ideas for adding new products
and services after visiting several buying fairs. The owners will begin the first
idea-reducing stage to select the good ideas and drop the poor ones. What is
another name of idea reducing stage
Idea generation
Idea screening
Product concept
Concept development
► GrayBerry Gifts has just brainstormed a large number of ideas for adding new
products and services after visiting several buying fairs. The owners will begin the
first idea-reducing stage called _____ to arrive at a realistic number to adopt.
idea generation
idea screening
product concept
concept development
idea dissemination
(Answer: b; p. 242; Easy)
Chapter 9
The managers of a firm are providing all the facilities and assistance that a
customer demands. As a result of their efforts the customers are satisfied and
the firm is enjoying huge profits. The efforts of the manager are considered as
part of
► Customer Relationship Management
► Total Quality Management
► Supply chain Management
► Customer Acknowledgement
A movie was greatly promoted as having a lot of actions and special effects.
When the people went to see the movie it was not according to the
expectations of the people. In this case the people were:
► Satisfied
► Dissatisfied
► Overjoyed
A product fulfilled all the expectations that were advertised during the
launching of the product. Thus the customers using the product should be:
► Satisfied
► Dissatisfied
► Disappointed
To persuade people to purchase non essential goods and services which of

the following concepts would prove more fruitful?
≈ Production Concept
► Product Concept
► Selling Concept
(page25)
http://books.google.com/books?id=lf7VKtZcJlgC&pg=PA25&lpg=PA25&dq=To
+persuade+people+to+purchase+non+essential+goods+and+services&source=b
l&ots=eOxk5xNM6v&sig=4RwZOWbsfE9YZ8NV6Oo38o7lSRk&hl=en&ei=R4uD
TY7NOMSHrAeV2uC8CA&sa=X&oi=book_result&ct=result&resnum=7&ved=0C
DwQ6AEwBg#v=onepage&q&f=false
McDonald runs an advertisement featuring children, seniors, citizens

and minority groups. What does this ad show?
► Company is product oriented
► Company considers only environmental factors
► Company has several target markets
► Company is market oriented
(question 16) http://www.scribd.com/doc/27111819/An-Overview-of-

Strategic-Marketing-Section-B
Which of the following entities of a company has a separate mission and

objectives which can be planned independently from other company businesses.
► Business Portfolio
► Strategic Business Unit
► Product Line
(page 31)(SBU) is a unit of the company that has a separate mission and
objectives and which can be planned independently from other company businesses
The steps comprising the marketing control process in ascending order are:
Measure performance – evaluate performance – corrective action – set
goals
► Corrective action – set goals - measure performance –

evaluate performance
► Set goals - Measure performance – evaluate performance -

corrective action
► Set goals - Measure performance – corrective action –

(page 39)

4). Take corrective action (What should we do about it?).
Which of the following options indicate a company’s macro environment?
Demographic, economic, natural, technological, political and social
► Demographic, natural, economic, political, social and cultural
► Demographic, economic, natural, technological, political and cultural
► Demographic, economic, natural, social, political and legal
economic, natural, technological, political, and cultural forces

Why is business legislation enacted?
► To protect consumers
► To protect companies from each other
► To protect the interest of the society
(slide 44) http://www.slideshare.net/michaelcloke/analyzing-the-marketing-

environment-6528051

MIS activities begin and end with which of the following?
► Information Users
► Distributors
► Competitors
► Upper Management
(page 50) (MIS) begins and ends with the user
To develop effective marketing programs, companies need information on which

of the following?
► Consumers
► Competitors
► Resellers
(Q#1)http://wps.prenhall.com/bp_kotler_pom_10/0,,594806-,00.html

The major advantage of this approach is flexibility while the

disadvantages include
the respondent being unwilling to respond, giving inaccurate answers,

or unwilling to spend the time to answer. Pg 56
A successful marketer keeps track of a person’s needs as he grows. When he is

a child the marketer and his company may design toys for their customer. When
he becomes an adult the company may start producing ties and shirts. In this
case the marketer is looking at which factor of the consumer behavior?
Occupation
Economic situation
Roles and status
:P#66,,Age and Life-Cycle Stage
People change the goods and services they buy over their lifetimes. Tastes in food,
clothes,furniture, and recreation are often age related.
A term that describes the tendency of people to interpret information in a

way that will support what they already believe is called:
(page 118)http://books.google.com/books?id=7d7jrY_q-
XYC&pg=PA118&dq=the+tendency+of+people+to+interpret+information+in+a+w
ay+that+will+support+what+they+already+believe+is&hl=en&ei=xh2STfPECs6Pc
dTqqIkH&sa=X&oi=book_result&ct=result&resnum=2&ved=0CC0Q6AEwAQ#v=
onepage&q=the%20tendency%20of%20people%20to%20interpret%20informatio
n%20in%20a%20way%20that%20will%20support%20what%20they%20already
%20believe%20is&f=false
MR.Y goes to the convenience store every Saturday to buy groceries, such
as salts, vegetables, fruits and rice. This behavior of Mr. Y is an example of:
Habitual buying behavior occurs under conditions of low consumer

involvement and little significant brand difference. For example, take
salt.‫خ‬#69
Manufacturers of surf excel are successful in making their product occupy a

desirable place in the hearts of its customers. Now surf excel is considered as a
powerful all purpose family detergent. The marketers have successfully
___________ its product.
► Differentiated
► Targated
► Positioned
► Segmented
P#88,,Tide is positioned as a powerful, all-purpose family detergent;

In the automobile market, Toyota and Subaru are positioned on
economy, Mercedes and Cadillac on luxury Consumers are overloaded
with information about products andservices.
“Consumers segments that have similar needs and buying behavior even though
they are located in different countries” refers to which of the following
segmentation?
International marketing segmentation
Consumer marketing segmentation
Business marketing segmentation
Intermarket segmentation
► Doral Machinery International forms segments of consumers who have similar

needs and buying behavior even though they are located in different countries.
What is this form of segmentation called?
Political and legal.
Cross-cultural.
Effective.
Intermarket.
Individual.
(Answer: d; p. 176; Easy Chapter 7

Shakeel just moved into a new city. He is a very successful man and would like
to purchase a luxurious car and designer clothes. These products are examples
of:
► Convenience Products
► Shopping Products
► Specialty Products
► Unsought Products
P#93,,Specialty products are consumer products and services with

unique characteristics or brand identification for which a significant group
of buyers is willing to make a special purchase effort. Examples include
specific brands and types of cars, high priced photographic equipment,
designer clothes, and the services of medical or legal specialists.
Identify the other market offerings marketers have broadened the concept of
"product" to include.
http://books.google.com/books?id=Lx5dxjc_Kq0C&pg=PR28&dq=principle+of+ma
rketing+kotler+13th&hl=en&ei=JjqCTZSvDs_IrQfhqc3dCA&sa=X&oi=book_resu
lt&ct=result&resnum=8&ved=0CFUQ6AEwBw#v=onepage&q=broadened%20the
%20concept%20of%20%22product&f=false P#208
Another
In addition to tangible products and services, in recent years marketers have
broadened the concept of a product to include other "marketable entities”
namely, organizations, persons, places, and ideasP#94
At the __________ stage in the product life cycle, educating the market remains
a goal, but now the company also needs to meet the competition.
► Growth
► Maturity
► Decline
(page 4) http://www.docstoc.com/docs/14516989/Product-Life-Cycle
Paper 8
MIDTERM EXAMINATION
Spring 2010
Which one of the following statements by a company chairman BEST reflects

the marketing concept?
► We have organized our business to satisfy the customer needs
► We believe that marketing department must organize to sell what we produce
► We try to produce only high quality, technically efficient products
► We try to encourage company growth in the market
http://www.brainmass.com/homework-help/business/marketing/87074
Some banks have increased their market share by offering accounts especially for children
in another city. This example illustrates which of the following growth strategies?
Person’s pattern of living as expressed in his or her psychographics represents which one
of the following concept?
► Personality
► Culture
► Lifestyle
► Motive
http://www.funnelbrain.com/c-284368-persons-pattern-living-expressed-
activites-interests-opioni.html
(Slide 9)
http://docs.google.com/viewer?a=v&q=cache:9bfgZRfx1gUJ:www.imsciences.net/uploa
ds/second-semester/1-Marketing-Consumer-and-Business-Buyer-
Behavior.ppt+pattern+of+living+as+expressed+in+his+or+her+psychographics+represen
ts&hl=en&pid=bl&srcid=ADGEESiZIUQc16O0wGxWrhLKGpHtz3Z0LHWKMQQD7
VoAS_uiGm9CjFPtxabg-
ppDKzdsIiloZ1B0Q4d7dB53GsRpOqoYZC2s3Ak2eQGDjdoMpgRviX4nw2GusqoBT0
qd7qg7LdCEChRP&sig=AHIEtbTswbkMNnt_RQ7TZSgSOZlNOKmdmg&pli=1

Inelastic demand in industrial markets refers to which of the following situation?
► Demand for a given product fluctuates very little over time.

► Price increases or decreases will not significantly alter demand for a
given product.
► The demand for one product depends heavily on the demand for another product.
► Supply for a given product cannot keep up with the demand for it.
► Affluent
► Middle class
► Lower income class
(question 15) http://wenku.baidu.com/view/c9c9e085b9d528ea81c77986.html
affluent
middle class
lower income class
all of the above
none of the above
(page 194)
http://books.google.com/books?id=cRsxku7O06UC&pg=PA194&dq=products+purchase
d+for+further+processing+or+for+use+in+conducting+a+business&hl=en&ei=b3aETZaI
EoS6vQOPjuHdCA&sa=X&oi=book_result&ct=result&resnum=1&ved=0CCcQ6AEwA
A#v=onepage&q=products%20purchased%20for%20further%20processing%20or%20fo
r%20use%20in%20conducting%20a%20business&f=false
combination of these that differentiate the product of one seller or group of sellers from the
other sellers"?
► Brand
► Package
► Label
► Style
(page 104)
http://books.google.com/books?id=pawGH8XXIVkC&pg=PA104&lpg=PA104&dq=the
+name,+term,+sign,+symbol,+design+or+a+combination+of+these+that+differentiate+th
e+product+of+one+seller+or+group+of+sellers+from+the+other+sellers%22?&source=b
l&ots=m5oEkbxaF8&sig=5aB650HQSYiZBQbxwD5bN7WCVF4&hl=en&ei=p3aETbD
HCYeKvQO-
nNjHCA&sa=X&oi=book_result&ct=result&resnum=9&ved=0CEwQ6AEwCA#v=onep
age&q=the%20name%2C%20term%2C%20sign%2C%20symbol%2C%20design%20or
%20a%20combination%20of%20these%20that%20differentiate%20the%20product%20o
f%20one%20seller%20or%20group%20of%20sellers%20from%20the%20other%20selle
rs%22%3F&f=false
Customer service is another element of product strategy. The first step is to survey
customers periodically to assess the value of current services and to obtain ideas for new
ones. From this careful monitoring, marketer has learned that buyers are very upset by
repairs that are not done correctly the first time. What is the name of these types of services?
► Brand equity services
► Product support services
► Social marketing services
► Unsought product services
Chapter 9
► Customer service is another element of product strategy. The first step is to

survey customers periodically to asses the value of current services and to
obtain ideas for new ones. From this careful monitoring, Cadillac has learned
that buyers are very upset by repairs that are not done correctly the first time.
What is the name of these types of services?
brand equity services
product support services
social marketing services
unsought product services
(b; Challenging; p. 288)
Business analysis involves a review of the sales, costs, and profit projections to find
out whether they satisfy the company’s objectives
http://webcache.googleusercontent.com/search?q=cache:oXzSOcz6zKwJ:https://sec
ure.suu.edu/faculty/robertsw/AAA%2520MKTG%25203010%252013th%2520ed%
2520F%252010/Powerpoint%2520CRS/ch09/kotler13e_crs_09.ppt+A+review+of+th
e+sales,+costs+and+profit+projections+for+a+new+product+to+find+out+whether+
they+satisfy&cd=4&hl=en&ct=clnk&source=www.google.com

If the company’s sales are slow down, and profits level off or decline. At which stage the
company has reached?
► Introduction
► Decline
► Growth
► Maturity
Maturity is a period of slower sales growth because the product has achieved
acceptance by most potential buyers. Profits level off or decline because of increased
marketing outlays
(page236)
http://books.google.com/books?id=cRsxku7O06UC&pg=PA236&dq=If+the+compa
ny%E2%80%99s+sales+are+slow+down,+and+profits+level+off+or+decline&hl=en
&ei=nnmETZ_CIYOevQPfybXZCA&sa=X&oi=book_result&ct=result&resnum=2
&ved=0CC0Q6AEwAQ#v=onepage&q=If%20the%20company%E2%80%99s%20
sales%20are%20slow%20down%2C%20and%20profits%20level%20off%20or%2
0decline&f=false
Identify the first step in a strategic planning process.
► Define the company's mission

► Develop the business portfolio
► Plan marketing strategies
► Set objectives and goals
(page 29) The first step in the strategic planning process is defining the company
mission
Buying goods and services for further processing or for use in the production
process refers to which of the following markets?
► Government markets
(page 43) Business markets (buy goods and services for further processing or for
use in their production process).


d). Promotion = Communication
The managers of a firm are providing all the facilities and assistance that a customer
demands. As a result of their efforts the customers are satisfied and the firm is enjoying
huge profits. The efforts of the manager are considered as part of:

MR.Y invested Rs.50000 in a fan manufacturing company. MR Y is a _____________
of the company.
► Stakeholder
► Stockholder (review again)
Customer
Which one of the following option refers to “The art and science of choosing target
markets and building profitable relationships?”
► Knowledge Management
► Marketing Management
http://lindaweeks.com/mktgweek1.htm
Marketing management -- The art and science of choosing target markets and
building profitable relationships with them
► Convenience
► Shopping
► Specialty
► Unsought
(page 223) this concept is typically practiced with unsought goods (those that
buyers do not normally think of buying).
NAFTA is a trade agreement between:
► America, Canada and Mexico

► America, France and Canada
► Germany, Russia and America
► China, Pakistan and India
http://www.investopedia.com/terms/n/nafta.asp
A trade agreement between Canada, the United States and Mexico that
encourages free trade between these North American countries.
What are the skills that a marketer should possess to successfully achieve the goals of an
organization?
► Neither creativity nor critical thinking skills
► Both creativity and critical thinking skills
► Critical thinking skills but not creativity
► Creativity but not critical thinking
Q#10 http://www.oup.com/uk/orc/bin/9780199290437/01student/cqs/ch01/
What does this statement show “Trade of value between two parties”?
► Competition
► Transaction
► Agreement
► Need
(page 11) a transaction (a trade of values between two parties)

(page 14) Marketing Management is defined as the analysis, planning,
implementation, and control
In a marketing plan analyzing and reviewing the product, competition, market and the
distribution is included in:
► Threats and opportunity analysis
► Objectives and issues
► Current marketing situation
(page 79)http://books.google.com/books?id=F-
5gKE_EuFAC&pg=PA79&dq=Current+marketing+situation&hl=en&ei=9OyETY
SBLISevQP_vem8CA&sa=X&oi=book_result&ct=result&resnum=3&ved=0CDYQ
6AEwAg#v=onepage&q=Current%20marketing%20situation&f=false
► Local Publics
► General Publics
(page 43)Local publics--includes neighborhood residents and
community organizations
Why is the demographic environment a major interest to marketers?
► Because it involves global financing

► Because it involves people and people make up markets
► Because demographics involve diverse consumer products
► Because demographics focus on local marketing opportunities
(page 8)http://www.scribd.com/doc/15587729/Global-Marketing
(page106)
http://books.google.com/books?id=xye9Jf04Rv4C&pg=PA106&dq=Why+is+the+demog
raphic+environment+a+major+interest+to+marketers?&hl=en&ei=VKKETb7lIoKmuAO
rroHQCA&sa=X&oi=book_result&ct=result&resnum=2&ved=0CC0Q6AEwAQ#v=one
page&q=Why%20is%20the%20demographic%20environment%20a%20major%20intere
st%20to%20marketers%3F&f=false
Question No: 25 ( Marks: 1 ) - Please choose one MIS

activities begin and end with which of the following?
► Distributors
► Competitors
(page50 ) (MIS) begins and ends with the user.
ABC Company wants to know why the demand of its product is declining. For
this purpose the company should perform :
► Image development
http://www.strategicmarketsegmentation.com/decline-stage/
Which of the following is NOT one of the problems typically associated with secondary
data?
It may not exist
It might not be current
It might not be impartial
It is too expensive to obtain
(page 56)
The needed information might not exist.

►Even if the data is found, it might not be useable.
► The researcher must evaluate secondary information to make certain it
is relevant,
accurate, current, and impartial. Secondary data is a good starting point;
however, the company will often have to collect primary data.
Which of the following statements regarding research is TRUE?
► Customers will generally gladly provide information to researchers if it would

add value to the products
► Customers will generally give information when they are given compensation
for their time
► Customers do not care about the value delivered by their participation in research
studies

(page98)
http://books.google.com/books?id=cRsxku7O06UC&pg=PA98&dq=collecting+primary+
data+through+internet+surveys+and+online+focus+groups&hl=en&ei=ENWETd2dLoe
GvgPyybnRCA&sa=X&oi=book_result&ct=result&resnum=2&ved=0CC8Q6AEwAQ#v
=onepage&q=collecting%20primary%20data%20through%20internet%20surveys%20an
d%20online%20focus%20groups&f=false
An American fast food started its business in Pakistan but failed to make a profit.
After performing a marketing research the managers found out that there food was not
spicy enough. The managers failed to consider which of the following factor?
► Cultural differences (review again)
► Lifestyle differences
► Beliefs and attitudes
► Social class
A term that describes the tendency of people to interpret information in a way that
will support what they already believe is called:
(slide 23)http://www.slideshare.net/michaelcloke/consumer-markets-and-consumer-
buyer-behavior
When a company decides to go after a large share of one or a few smaller segment
instead of going after a small share of a large market, the company is practicing:
► Mass marketing
► Niche marketing
Chapter 7
Concentrated or niche marketing goes after a large share of one or a few

segments or niches instead of going after a share of a large market
When Sony TV extended its brand into new product categories including
webcams, mobiles, DVD players, printers,etc. Sony was engaged in ________
► Brand Extension
► Line Extensions
► Multi Brands
► New Brands
(page 98) brand extensions. Existing brand names are extended to new or
modified
product categories.
At the __________ stage in the product life cycle, educating the market remains a goal,
but now the company also needs to meet the competition.

► Growth
► Maturity
► Decline
Growth Stage
Educating the market remains a goal, but now the company must also meet the
competition.
http://gmx.xmu.edu.cn/ews/business/pmarketing/chapter09.htm
MGT301 Mega Quiz File By Innocent Prince

[email protected]
Some banks have increased their market share by offering accounts especially
for children in another city. This example illustrates which of the following growth
strategies?
Which of the following sets refers to the order or sequence of marketing

management functions?

Your colleague is confused about using the marketing research process. In which
footstep he is feeling difficulty?
► Defining the problem

► Defining the research objectives
► Defining the problem and research objectives
► Researching a research agency to help
Gathering secondary information is one of the steps of developing the research

plan. What does the meaning of secondary information in marketing research?
► That does not currently exist in an organized form

► That already exists somewhere, having been collected for
another purpose
► That the researcher can obtain through surveys and observation
► That already exists somewhere in an organized form

Which method of research can be used to obtain information if people
are unwilling or unable to provide?
► Observations
► Focus groups
► Questionnaires
Which one of the following statements BEST characterizes marketing research?
► Research is a continuous process, providing a constant flow of information

► Research is conducted on a special-project basis
► Research is performed when routine information is required
► Research is the basis for making recurring marketing decisions
ABC Research Group must guard against problems during the implementation
phase of marketing research for its clients. Typically, management will not
encounter which of these problems?
► Respondents who refuse to cooperate or give biased answers

► Interviewers who make mistakes or take shortcuts
► Interpreting and reporting the findings
► Primary data that conflict with secondary data
Research of buying decisions by large companies to find out what they buy,
where they buy, how and how much they buy refers to which one of the
following buying decision?
► Market buying decision

► Consumer buying decision
► Social buying decision
► Group buying decision

Society’s relatively permanent and ordered divisions whose members share
similar values, interests and behaviors reflect which one of the following option?
► Social classes
► Habitual buyers
► Charismatic leaders
► Opinion leaders
Which one of the following factor relates to family that influences consumer
behavior?
► Cultural
► Social
► Personal
► Business
The buying process starts from which one of the following stage in which the
buyer recognizes a problem or need?
You purchase cleaning supplies for your custodial help regularly. It is showing
which buying situation?
► Modified rebuy
► Straight rebuy
► Modified straight rebuy
► Consumer buy
“A purchase in which the customer buys the same goods in the same quantity on
the same terms from the same supplier” refers to which one of the following
buying situations?
► New-task
► Modified rebuy
► Straight rebuy
► Negotiated

When a company caters to clothing, cosmetics and toiletries markets, it is
probably using which type of segmentation?
► Demographic
► Gender
► Behavior
► Geographic
Mr. ABC and his staff have decided to use target marketing to reach their sales
goals. Which are their three steps (in order) to target marketing?
► Market segmentation, market positioning and target marketing
► Market segmentation, target marketing and market positioning
► Market alignment, market segmentation and market positioning
► Market recognition, market preference and market insistence
Which of the following are industrial products that aid in the buyer’s production or
operations, including installations and accessory equipment?
► Materials
► Specialty items
► Capital items
► Supplies
Developing a product or service involves defining the benefits that it will offer.
The benefits such as quality, features and design, style that are communicated
and delivered comes under which of the following categories?
► Private brands
► Product attributes
► Consumer products
► Product mixes
Marketers need to position their brands clearly in target customers’ minds. The
strongest brands go beyond attributes or benefit positioning. On which of the
following basis the products are positioned?
► Desirable benefit
► Good packaging
► Strong beliefs and values
► Customer image
An organization with several product lines has which one of the following mix that
consists of all the product lines and items which a particular seller offers for sale?
► Product mix
► Brand mix
► Consumer mix
► Packaging mix
With what groups do firms conduct concept testing for new products?
► Suppliers
► Employees
► Focus groups
After concept testing, a firm would engage in which stage for developing and
marketing a new product?

► Test marketing
If the company’s sales are slow down, and profits level off or decline. At
which stage the company has reached?
► Introduction
► Decline
► Growth
► Maturity
Which of the following marketing mix activity is most closely associated with
newsletters, catalogues and invitations to organization-sponsored events?
► Pricing
► Promotion
► Distribution
► Product

Three main strategies for intensive growth are market penetration,
product development and ______________.
► Product improvement
► Market growth
Buying goods and services for further processing or for use in the
production process refers to which of the following markets?
Which one of the following factor does not affect the economic environment of
organizations?
► Donation to hospital
► Exchange rate
► Value added tax
► Disposable income
Which one of the following are the MOST useful source of speedier and
more comprehensive information?
► Suppliers
► Key customers
► Company reports
► Sales force
Which one of the following steps in the marketing research process deals in
"defining the problems and research objectives, implementing the research plan,
and interpreting and reporting the findings"?
► Developing the research budget

► Choosing the research agency
► Choosing the research method
Developing the research plan
► An image
► A service
► A good
► An idea
In BCG matrix, which one of the following SBUs finances the company’s question
marks and stars?
► Dogs
► Stars
► Cash cows
► Question marks
Question No: 40 ( Marks: 1 ) - Please choose one Environmental

groups are one kind of which of the following publics?
► Media publics
► Local publics
A social and managerial process by which individuals and organizations obtain

what they need and want through value creation refers to which one of the
following concepts?
► Selling
► Advertising
► Barter
► Marketing
Which one of the following options represents this statement “What place do you
want your product to hold in the consumer’s mind”?
► Product
► Positioning
► Promotion
► Place

Stew Leonard, owner/operator of supermarkets, reacts adversely to losing a

single customer sale. He feels that this amounts to losing the entire stream of
future purchases that a customer is likely to make if he/she remains in the area.
Which one is an illustration of the following concepts?
► Market share
► Profitability
► Market share maintenance
A network of networks that consists of millions of smaller domestic, academic,

business, and government networks, which together carry various information
and services. Which one of the following networks represents it?
► LAN
► Intranet
► Extranet
► Internet
Which one of the following options is best to explain the purpose of intranets?


Which of the following sets refers to the order or sequence of marketing
management functions?

Which of the following sets refers to the order of action in marketing control
process?
► Measure performance – evaluate performance – corrective action – set goals

► Corrective action – set goals - measure performance – evaluate performance
corrective action
► Set goals - Measure performance – corrective action – evaluate performance

intermediaries?
► Insurance Company
Agencies that buy goods and services in order to produce public services or
transfer them to those that need them reflect which of the following markets?
► Reseller markets
In creating research questionnaires, which of the following is good advice for

research specialist to follow?
► Use care in the wording and ordering of questions

► Questions do not have to be arranged in a logical order
► Ask personal questions in the middle of the instrument
► Avoid eye contact as it may confuse the respondents
Marketing stimuli consist of the four Ps. Which is NOT one of these Ps?
► Product
► Political
► Price
► Promotion
Maslow has a list of human needs from the most pressing to the least pressing.
They include all of the following EXCEPT:
► Physiological needs
► Safety needs
► Self-actualization
Learning occurs through the interplay of all of the following EXCEPT:
► Drives
► Stimuli
► Cues
► Behavior

► Motive
► Belief
► Behavior
► Attitude
Which one of the following is NOT the stage that customers go through in the
process of adopting a new product?
► Awareness
► Interest
► Evaluation
► Culture

Which of the following is NOT a primary motivation?
► Achievement
► Self-esteem
► Self-expression
► Attitude
A transaction in which the organization is making an initial purchase of an item to

be used to perform a new job refers to which of the following purchases?
► Straight rebuy purchase

► Delayed purchase
► New-task purchase
► Modified rebuy purchase
Most organizational purchase decisions are made by which of the following

categories?
► The sales force

► A team of purchasing agents
► A firm's buying centre
► Inventory control personnel
In its purchase of a small business computer, Mr. Ateeq asked that potential
suppliers provide information only on units with 1Mb of memory. As management
evaluates the purchase, it finds that 1Mb is inadequate for many of the software
programs they use. In this instance, the firm would need to modify which aspect
of the purchase process?
► Searching
► Specification development
► Alternative evaluation
► Performance evaluation
When Burger King targets different groups from children and teens to adults and
seniors with different ads and media, it is practicing which one of the following
segmentation?
► Demographic
► Psychographic
► Behavioral
This type of segmentation centers on the use of the word “when” such as when
consumers get the idea to buy, when they actually make their purchase, or when
they use the purchased item. What do marketers call this?
► Behavioral
► Occasion
► Impulse
► Emergency
Which of the segmenting strategies carries higher-than-average risks in

consumer markets?
► Concentrated
► Differentiated
► Undifferentiated
► Multiple-segment
Which of the following are those products purchased for further processing or for
use in conducting a business?
Which one of the following factor indicates "the name, term, sign, symbol, design
or a combination of these that differentiate the product of one seller or group of
sellers from the other sellers"?
► Brand
► Package
► Label
► Style
In which of the following cases two established brand names of different

companies are used on the same product?
► Brand extension
► Brand equity
► Co-branding
► Cannibalization

When a company introduces additional items in a given product category
under the same brand name, such as new flavors, forms, colors, ingredients,
or package sizes refers to which of the following steps?
► Line extensions
► Product mix
Question # 5 of 15 ( Start time: 09:09:50 PM ) Total Marks: 1
Gathering of primary data by asking questions from concern people about their
knowledge, attitudes, preferences and buying behavior refers to which of the
following research?
Causal research
Observational research
Experimental research
Survey research
Relationship marketing is an integral part of which type of marketing philosophy?

Customer and marketing philosophy
Product philosophy
Production philosophy
Selling philosophy
Which one of the following concepts reflects the term “Order processing”?
Is the receipt and transmission of sales order information
Is the second stage in a physical distribution system
Is the same as order handling
Is characterized by electronic processing
All of the following are major steps in developing new products EXCEPT:
Test marketing
Evaluation of competitors
Business analysis
Idea generation
Which one of the following statement is not include in marketing process

Analyzing marketing opportunities
Selecting target market
Company’s mission statement
Developing marketing mix
Which of the following advertising is used heavily for creating a primary demand
when introducing a new product in the market? Select correct option:
Persuasive advertising
Comparative advertising
Institutional advertising
Which of the following is a physical, concrete product that you can touch?
A service
A good
An idea
A philosophy
A change in an individual's behavior prompted by information and

experience refers to which one of the following concept? Select correct
option:
Learning
Role selection
Perception
Motivation
Which method of research can be used to obtain information if people

are unwilling or unable to provide?
Observation
Focus groups
Personal interviews
Questionnaires
Lawyers, accountants, and other professionals typically price by

adding a standard markup for profit that reflects which one of the
following concepts?
Cost-plus pricing
Value-based pricing
Break-even price
Penetration pricing
Which of the following is NOT an alternative to increase in the price of

a commodity?
Reducing product size
Using less expensive materials
Unbundling the product
None of the above
Which of the following phase of marketing research process is considered MOST
expensive and subject to error?

Exploratory research
Hypothesis
Data collection
Data validation
Which of the following method is simple to use and helps management think
about the relationships among promotion spending, selling price, and profit per
unit?

Percentage-of-sales
Affordable
Competitive-parity
Objective-and-task
Which of the following characteristics should not be included in mission

statement?
Be realistic
Be broad
Be specific
Be motivating

Which of the following is a physical, concrete product that you can touch?
A service
A good
An idea
A philosophy

Distribution
Product
Target market
Pricing
Question # 7 of 15 ( Start time: 09:25:22 PM ) Total Marks: 1 Which

one of the following is a first step of the marketing process?
Selecting target markets

Managing the marketing effort
Developing the marketing mix
Which of the following number refers to the Universal marketing functions?

Seven
Eight
Nine
Ten
Systematic and scientific approach of getting information refers to which of the

following approaches?
Marketing survey
Marketing intelligence
Marketing research
Marketing study
What is the stage of the buyer decision process in which the consumer uses
information to evaluate brands in the choice set? Select correct option:
The alternative evaluation stage

The situational stage
The experimental stage
The informative stage
Ratio of new entrants in the industry refers to which one of the following option?
Which one of the following is a marketer’s major positioning tool that has a direct
impact on product or service performance; thus, it is closely linked to customer
value and satisfaction?
Product quality
Product style
Product design
Product features
Order processing, inventory management, materials handling, warehousing,

and transportation fall under which of the following activities? Select correct
option:
Wholesaling
Retailing
Physical distribution
Channel management
For a day care center, disposable diapers, juice boxes, cleaning supplies and
electricity are examples of which one of the following costs? Select correct
option:
Fixed costs
Variable costs
Derived costs
Total costs
Which one of the following affects both demographic and psychological factors?
Quantity discounts
Price elasticity
Quality discounts
Mark-up pricing
Which one of the following affects both demographic and psychological factors?
Quantity discounts
Price elasticity
Quality discounts
Mark-up pricing
Order processing, inventory management, materials handling, warehousing,

and transportation fall under which of the following activities? Select correct
option:
Wholesaling
Retailing
Physical distribution
Channel management
Companies manage their supply chains through which of the following?

Skilled operators
Information
Internet
Competitors
What is the initial stage in the development of an advertising campaign?

Setting the budget for advertising
Identifying and analyzing the target audience
Defining the advertising objectives
Creating the advertising platform
Demography is the study of human population in term of

Spending power
Buying power
Density
Natural resources
Which one of the following scheme is TRUE regarding marketing research?

Analysis, gathering data, interpretation
Society and culture shape the basic form of human needs refers to which one of
the following option?

Needs
Wants
Values
An exchange
Which one of the following steps comes after identifying and defining problem in
marketing research?
Interpretation
Implementation
Observation
Question # 1 of 15 ( Start time: 11:15:56 PM)
Mobilink divides buyers into groups based on their knowledge, attitudes, uses or
responses to a product. It is obviously using which type of segmentation?
Behavioral
Psychographic
Demographic
Geographic
In relation to a product launch strategy, a company engaged in high levels of

promotion at the same time as selling at a high price is following which one of
the strategy?
Slow penetration strategy
Rapid penetration strategy
Rapid skimming strategy
Slow skimming strategy
Products that are used directly in the production of a final product but are not
easily identifiable are categorized as which one of the following? Select
correct option:
Component parts
Consumable supplies
Assembly components
Process materials
Marketing environment is made up of which of the following environment?

Micro and micro environment
Demographic Environment
Economic Environment
Natural Environment
Sampling requires the answer to three questions. Which of the following is an

inappropriate one?

In which strategy, producer promotes the product to wholesalers, the wholesalers

promote to retailers and the retailers promote to consumers. Select correct
option:
Pull Strategy
Positioning Strategy
Push Strategy
Segmentation Strategy
If a retailer form Islamabad orders a quantity of merchandise to be delivered to

his store in Lahore and is quoted a price that does not include transport costs,
the retailer is paying a price called:
F.O.B. destination
FOB price
Geographic price
Base-point price
Collection of raw facts refers to which of the following options?

Information
Data
Results
Reports
The fact that organizational customers purchase products to be used directly

or indirectly in the production of goods and services to satisfy customers'
needs. This situation shows which of the following demands? Select correct
option:
Joint
Derived
Inelastic
Which one of the following is NOT a part of marketing channel firms

(intermediaries)?
Physical distribution firm
Marketing service agency
Financial intermediary
Stock exchange

present markets with present products? Select correct option:
Market development
Market penetration
Product development
Market saturation
Low consumer involvement in purchase and little significant brand difference

comes in which type of buying behavior. Select correct option:
Complex buying behavior

Dissonance-reducing buying behavior
Habitual buying behavior
Variety-seeking buying behavior
A company decides on its promotion budget by using four common methods to
The affordable method
The percentage-of-sales method
The competitive-parity method

The marketer’s job does not end when the product is bought. After purchasing
the product, the consumer will be satisfied or dissatisfied and will engage in
which of the following behavior?
Dissonance-Reducing Buying Behavior
Post purchase behavior
Mr. ABC works for an organization in which his purchases must be accountable
to the public. His buying procedures are extremely complex. Based on this
description, he works for an organization in which market type? Select correct
option:
Reseller
Producer
Supplier
Government
A retailer in an organization that purchases products for the purpose of reselling

them to:
Other retail organizations
The government
Ultimate consumers
Wholesalers
Which of the following advertising is used heavily for creating a primary demand
when introducing a new product in the market? Select correct option:
Persuasive advertising
Comparative advertising
Institutional advertising
Question # 2 of 15 ( Start time: 11:31:28 PM ) Total Marks: 1 Open-ended

questions are especially useful in which of the following research
when the researcher is trying to find out what people think but not measuring how
many people think in a certain way?
Causal research
Experimental research
coupons for detergent was the reason for a sales increase in a particular store.
What would be this type of study conducted to answer this question? Select
correct option:
Exploratory
Descriptive
Casual
Qualitative
Which one of the following scheme is TRUE regarding marketing research?

Analysis, gathering data, interpretation
A marketing manager of a large consumer foods company is studying

distribution, promotion, and price of the company's product. Marketing
manager is studying which one of the following concepts? Select correct
option:
Marketing strategy
Marketing mix
Market offering
Marketing plan
Shortage of raw material is specific area of concern of which environmental

factor?

Political Environment
Cultural Environment
Natural Environmental
Technological Environment
One risk of ___ is that sales may come at the expense of other items.
Line extension
Packaging
Social marketing
Internet marketing

ABC Company developed its successful new line of ketchup by observing and
listening to its which of the following groups? Select correct option:
Employees
Sales force
Customers
Suppliers
Companies set prices by selecting a general pricing approach that includes one
or more of three sets of factors. One of these is the buyer-based approach, which
means:

Value-based pricing
Sealed-bid pricing
Cost-plus pricing
Low-price image
An arrangement in which a supplier grants a dealer the right to sell products in

exchange for some type of consideration is: Select correct option:
Wholesaling
Retailing
Franchising
Warehousing
Which of the following concept best describes the situation when the product’s
cost is too high and marketer looks for ways to bring it down? Select correct
option:
Selling concept
Product concept
Production concept
Marketing concept
Which type of cost-oriented pricing is most closely related to markup pricing?

Cost-plus pricing
Odd pricing
Price fixing
Value pricing

All of the following are the logistics functions EXCEPT?
Order processing
Warehousing
Inventory management
Retailing
“A firm decides to target several market segments or niches and designs

separate offers for each” Which one of the following strategies BEST describes
it?
Undifferentiated marketing strategy
Differentiated marketing strategy
Concentrated marketing strategy
Custom marketing strategy
Products that are used directly in the production of a final product but are not
easily identifiable are categorized as which one of the following? Select
correct option:
Component parts
Consumable supplies
Assembly components
Process materials

following is NOT a function of packaging? Select correct option:
It contains and protects the product

It contains the brand mark
It determines product quality
It may contain the brand symbol
Defining the problem and research objectives; developing the research plan;
collecting information; analyzing the information; and presenting the findings,
these are steps of which of the following steps? Select correct option:
Marketing survey
Marketing research
Marketing study

probably using which type of segmentation? Select correct option:
Age and life cycle

Gender
Behavior
Geographic
which of the following option?

Motive
Belief
Behavior
Attitude
Which one of the following options represents the collection of businesses and
products that make up a company

Strategic business unit
Mission statement
Strategic plan
Business portfolio
A company decides on its promotion budget by using four common methods to

The integrated method
Horizontal conflict occurs among firms at the _________ level of the channel
Same
Different
Pak Suzuki Motor Company needs to assess the company's image relative to a
new competitor. The time schedule is flexible, the research budget is very
limited and a low response rate will not be a major problem. Which one of the
following survey would be used by Pak Suzuki Motor Company? Select correct
option:
Mail
Telephone
Personal interview
Population
"Value pricing" means setting a fair price for a marketing mix that gives the target
market superior customer value.

True
False
Which one of the following stage of the product life cycle generates most sales
revenue for the firm?
Introduction
Growth
Maturity
Decline
Sales usually start to decline at which one of the following stages of the product
life cycle?

At the beginning of the termination stage
At the end of the growth stage
At the beginning of the decline stage
During the maturity stage
Consumer products and services refers to which of the following products that
having unique characteristics or brand identification? Select correct option:
Shopping products
Unsought products
Specialty products
Industrial products
Which of the following is a pricing strategy used while the product is in running
phase?

Market-Skimming Prices
Product Line Pricing
Culture is the most basic cause of a person's wants and behavior. On which
basis it is divided into subcultures?
Personality characteristics of a consumer
The motives that people have for their behavior
Shared value systems based on common life experiences
Geographic regions and income levels
In which of the following cases a company introduces additional items in a given
product category under the same brand name, such as new flavors, forms,
colors, ingredients, or package sizes?
Line extensions
Product mix
Interactive marketing
Service intangibility
market potential for a product or the demographics and attitudes of customers
who buy the product?
Descriptive research
Casual research
A manufacturer spends a large amount of money on research and

development leading to the introduction of a product that is likely to present the
firm with a breakthrough opportunity. The manufacturer prices the product with
the goal of achieving a 20 percent return on its investment.
Which of the following types of pricing objectives is the company using?
Target return
Profit maximization
Nonprice competition
Meeting competition
Less frequently purchased consumer products and services which are compared
by the customer on different product attributes, refers to which one of the

following product?
Unsought products
Specialty products
Shopping products
Industrial products
Maslow has a list of human needs from the most pressing to the least pressing.
They include all of the following EXCEPT:
Physiological need
Safety need
Need recognition
Self-actualization
The step or stage of the personal selling process in which the salesperson
attempts to make a favorable impression, gather information about the
customer's needs and objectives and build rapport with the prospective
customer refers to which one of the following options? Select correct option:
Prospecting
Reproach
Approach
Qualifying

Buying and selling processes
Business-to-business purchasing
Communication among employees
Maintaining customer relations
When the purchasing manager of ABC Company buys material and thread, he
considers a variety of factors. Which one of the following is LEAST likely to
concern the buyer in the purchase decision? Select correct option:
Does the quality of the goods meet company specifications?

Does the supplier also sell to my competitors?
Does the supplier consistently deliver on time?
Does the price meet the company budget requirements?
In SWOT analysis, threats and opportunities are part of which of the following
environment?
Internal
Inside
External
Domestic
Studies of the origin of man, religion, and thought-provoking ad campaigns

are on the rise. This study reflects which of the following views? Select correct
option:
People’s views of the universe

People’s views of nature
People’s views of society
People’s views of organization

Which of the following environment involves natural resources that are
needed as inputs by marketers or that are affected by marketing activities?
Natural environment
Political environment
Technological environment
All departments must _____if the firm wants to be successful.

Think competitors
Think customers
Think research and development
None of all
Selecting an overall company strategy for long-run survival and growth refers to
which one of the following tasks?
Strategic market planning
Annual market planning
Short-term planning
Long-term planning
Product developers need to think about products and services on three levels.
Each level adds more customer value. Which one of the following is the most
basic level that addresses the question, “What is the buyer really buying?”
Actual product
Augmented product
Core benefit
Co-branding
Which of the following products are bought by final consumers for personal
consumption that include convenience products, shopping products, specialty
products and unsought products?
Consumer products
Industrial products
Actual products
Augmented products

Learning occurs through the interplay of all of the following EXCEPT which one
of the following?
Drives
Stimuli
Cues
Behavior
Which of the following is not the market challenging strategy?
Attack the leader
Acquire smaller firm

Expand market share
Avoid the leader
______ can use the bulletin boards, chat rooms and news letters for communication that
can facilitate the exchange

Buyers
Virtual business
Manufacturers/sellers
Early adopters will continue buying and later buyers will start following their lead
in___________:
Growth stage
Decline stage
Maturity stage
Introduction stage
Two basic ways to set list prices are the cost-oriented and ________oriented
approaches.
Volume
Expense
Demand
Profit
Sales decline because of many reasons, including:

Technological advances
Shift in customer tastes
Increased competition

______ involves a combination of promotion and a product alternation for the foreign
market
Communication adaptation
Dual adaptation
Product innovation
Production adaptation
Marketing concept holds that achieving organizational goals depends on determining
______________:
Needs and wants of target market
Customer or consumer of target market
Producer and seller target market
Price, place, product and promotion(4 P’s)
__________is not the major public relation decision

Setting public relation objectives
Choosing public relation messages and vehicles
Implementing the private relation plan

_
Evaluating the result
The number of product lines in the product mix is described as__________:
Product mix length

Product assortment
Product mix width
Product mix consistency
A common practice among marketers is to increase sales to current customers without

changing their products. What is this practice called?
Market skimming
Market penetration
Market development
Product extension
The ________ calls for “good deeds” followed by good words.
Marketing communication
Advertising
Sales promotion
Direct presentation of a product to a customer by a representative of the selling

organization is termed as____________
Advertisement
Personal selling
Optimal product
The rule of E-marketing is______

Intellectual capital rules
Time compression
Marketing deconstruction
Following are the strategies of environmental sustainability except:
Pollution prevention
Product stewardship
New environmental technology
A person who is bringing buyers and sellers together and assists in negotiation is called:
Broker
Selling Agent
Agent
Purchasing Agent
A person has something which is tangible and can satisfy his need or want is a:
Benefit
Product
Value
Service
A person X obtains his desired object from a person Y and offers something in return
to the person Y, his act is called:
Transaction
Trade
Exchange
Barter
A person is directly presenting a product to the customer. He is doing:
Relationship Selling
Personal Selling
Non Personal Selling

None of the above
Company is offering short term incentives to encourage the purchase or sale of a

product or service. Company is doing:
Publicity
Sales Promotion
Both 1 & 2
None of the above
Suppose Nestlé is trying to increase its sales by introducing its existing/current product
like Nestlé mineral water in a new market. It is adopting:
Market Penetration Strategy
Market development Strategy

Product Development Strategy
Diversification
A researcher is taking data from the balance sheet of a company. He is collecting:
Primary Data
Mathematical Data
Descriptive Data
Secondary Data

A person is purchasing a product and selling this product to customers. The person
is called:
Intermediary
Seller
Reseller
Supplier
The different important decisions which are to be taken while designing the advertising
campaign, does not include:
Mission
Money
Message
None of the above
The discount which is offered by the seller to trade channel members who perform
certain functions, such as selling, storing, and record keeping is called:
Functional Discount
Cash Discount
Seasonal Discount
None of the above
The promotional strategy that calls for spending a lot on promotion to build up
consumer demand; if successful, consumer will ask their retailers for the product,
the retailer will ask the wholesalers and wholesalers will ask the producers, is called:
Push Strategy
Pull Strategy
Intensive Strategy
None of the above
The store that carries a wide variety of product lines is called:
Super stores
Department store
Convenience store
Specialty stores
A quantity discount is basically a price reduction to:
Sellers
Buyers
Whole sellers
2&3
Strategy for setting a product’s price often has to be changed when the product is part
of a:
Product line
Product mix
Competition
None of the above
Question No: 4 (Marks: 1) - Please choose one
______________ is a complex concept that must be carefully defined

1. Product
2. Price
3. Promotion
4. Placement

_________ is demand-stimulating activity designed to supplement advertising and facilitate
personal selling.
1. Direct marketing
2. Direct selling
3. Sales promotion
4. Personal selling
Question No. 6 Marks: 1
The twofold goal of marketing is to attract new customers by promising superior Value and
to _____.
1. Keep and grow current customers by delivering satisfaction

2. Keep and grow current customers by delivering competitive pricing
3. Keep and grow current customers by delivering friendly service
A common practice among marketers is to identify and develop new markets for their
existing products. This practice is called _____.
1. product development
2. market penetration
3. market development
4. market skimming
Marketing plays a key role in a company’s strategic planning. Which of the following does
marketing provide?
1. guiding philosophy
2. inputs
3. strategies
The marketing information system is not limited to use by the company it serves. It may
also provide information to _____.
1. the government
2. external partners
3. Various Publics
4. None of the given options
Companies can conduct e-marketing in any of four ways. What is not one of these
1. creating a Web site
2. placing ads online
3. calling their customers to do surveys
4. setting up or participating in Web communities
As a marketer of pesticides, you should be concerned about the entire following natural
environment trends mentioned in your text except _____.
1. shortages of raw materials
2. increased pollution
3. increased government intervention
4. government subsidies
New technologies create new opportunities and new _____.

1. products
2. services
3. markets
4. means of financing purchases
Question No: 9 (Marks: 1) - Please choose one What

is one way that a social class is not measured?
1. occupation
2. education
3. income
4. number of children in the family
Your colleague is confused about using the marketing research process. He seems to
be having problems with _____, which is often the hardest step to take.
1. defining the problem

2. defining the research objectives
3. defining the problem and research objectives
4. choosing a research agency to help
Paper 1
MIDTERM EXAMINATION
Spring 2010
MGT301- Principles of Marketing
Your firm has just developed its first successful MIS. It interacts with information users
to assess information needs, develop needed information, _____ the marketing
information and help managers use it in their decision making.
► Distribute
► Collect
► Retrieve
► Store
Chapter 4 (question 3)
Q#4http://wenku.baidu.com/view/0c607d4ce518964bcf847c86.html
► Motive
► Role
► Lifestyle
► Tradition
A role consists of the activities people are expected to perform according to the
persons around them.

http://faculty.sheltonstate.edu/~tmajor/BUS285/Outlines/ch05outlilne.pdf
Companies are refraining to use poisonous gases in the manufacturing of their

products to prevent damage to the environment. The companies are trying to follow:
► Product Concept
► Societal Marketing Concept (page 51)
oncept&f=false
► Focus groups
► Mail surveys
► Observations

(page 43)Marketing service agencies (such as marketing research firms, advertising
agencies, media firms, etc.) help the company target and promote its products
► Production process
► Marketing process
► Managerial process
► accounting process
(page 1) Marketing is defined as a social and managerial process by which,
individuals and groups obtain what they need and want through creating and
exchanging products and value with others.
► Gathering data, analysis, interpretation

► Analysis, gathering data, interpretation
► Interpretation, gathering data, analysis
► Interpretation, reporting, analysis
Which method of research can be used to obtain information if people are unwilling or
unable to provide?
► Observations
► Focus groups
► Questionnaires
(page 56)Observational research can be used to obtain information that people

(Q#6)http://flashcarddb.com/cardset/77455-marketing-flashcards
Sampling requires the answer to three questions. Which of the following is

an inappropriate one?

(page 57)Designing a sample calls for three decisions:
► Who is to be surveyed (what sampling unit)?
►How many people should be surveyed (what sample size)?
► How should the sample be chosen (what sampling procedure)?
Relationship marketing is a consistent application of up to date knowledge of
individual customers to product and service design. Why it is communicated
interactively to customers?
► For delivering short term value & satisfaction to customers

► For delivering long term value & satisfaction to customers
► For delivering short term value to management
► For delivering long term value to management
The consistent application of up-to-date knowledge of individual

customers to product and service design . . . . In order to develop a
continuous and long-term relationship No Slide Title - Marketing Teacher
http://www.davechaffey.com/E-marketing-Glossary/Relationship-marketing.htm


► Location, size, occupation, race
(page 57)Demographic segmentation divides the market into groups based on
variables such as age, gender, family size, family life cycle, income, occupation,
education, religion, race, and nationality.
When the size, purchasing power and profiles of business market segments can
be determined, they are said to possess the requirement of being what?
► Measurable
► Accessible
► Substantial
► Actionable
P#228,, Measurable:Size, purchasing power, profiles of segments can be
measured Question No: 14 ( Marks: 1 ) - Please choose one

The new-product development process consists of eight stages: idea generation,
idea screening, concept development and testing, marketing strategy development
The concepts of exchange and relationships lead to the concept of a market. Which
one of the following sets reflects the market?
► Actual buyers & Potential buyers

► Whole sellers & Retailers
► Consumers & Customers
► Agents & Brokers
The concepts of exchange and relationships lead to the concept of a market. A
market is the set of actual and potential buyers of a product

Supply's sales force of ABC Company continues to expand, the firm plans to add a
fleet of company cars to its sales compensation package. For ABC Company, this would
represent which one of the following purchases?
► New-task
► Modified rebuy
► Straight rebuy
► Repetitive
(Q#13)http://www.scribd.com/doc/27111875/Organisational-Markets-and-Buying-
Behaviour-Section-A
The Cost to attract a new customer is how much more than to keep a current
customer satisfied.
► 5 to 10 times
► 6 to 12 times
► 10 to 20 times
► 10 to 15 times
(page18)
et&q=Cost%20to%20attract%20a%20new%20customer%20&f=false
XYZ retail store tries to satisfy all its customers and makes every effort in achieving
its sales. This is because they believe that losing a customer means not only losing a
single sale but the entire stream of purchase that customer will make in his life time of
patronage. This phenomenon is known as:
► Customer Lifetime Value
► Customer Equity
6. _____ is an important concept when we realize that losing a customer means losing
more
than a single sale. It means losing the entire stream of purchases that the customer
would make over a lifetime of patronage.
► Heuristics
►Net profit
►Relationship marketing
(c; Moderate) Revision questions - :: Centre for Diploma Programmes - Multimedia ...
P#14,,Marketing Management: Marketing management is “the art and science
of choosing target markets and building profitable relationships with them.”
In Boston Consulting Group approach, which one of the following options provides
a measure of market attractiveness?
► Business portfolio
► Market share
► Market growth rate
► Relative market share
P#31Analyzing the Current Business Portfolio: The second step is to assess the
attractiveness of its various SBUs and decide how much support each deserves. The
best-known portfolio planning method is the Boston ConsultingGroup (BCG) matrix:
The process in which individuals or groups select, purchase, use or dispose of

products, services, ideas or experiences to satisfy needs and desires is known as:
► Consumer behavior
► Supplier behavior
► Organizational behavior
P#60,,Consumer Behavior
Consumer behavior is the process through which the ultimate buyer makes purchase
decisions.This can be defined as the processes involved when individuals or groups
select, purchase, use, or dispose of products, services, ideas, or experiences to satisfy
needs and desires (Solomon, 1996).
Brand created and owned by the producer of a product or service is called:
► National Brand
► Private Brand
► License Brand
► Co-branding
P#97,,A manufacturer’s brand (or national brand) is a brand created and owned by
the producer of a product or service (Examples include IBM and Kellogg).

P#37,,This involves four marketing management functions. The four functions are:
analysis, planning, implementation, and control
The marketing mix consists of the four Ps: product, price, place, and promotion. In
this modern marketing era, these tools might be more appropriately named the four Cs:
Customer solution, Customer cost, Communication and ___________.
► Customer control
► Convenience
► Consideration
► Customer relationship
► Test marketing
► Product testing
► Marketing analysis
► All of the given
(page180)
false
The Planning which is concerned with translating the general goals and plans
developed by strategic managers into objectives that are more specific is called:
tactical Planning: Tactical planning is concerned with translating the general goals and
plans developed by strategic managers into objectives that are more specific
and activities.
In a business market the buyer has to make the most amount of decisions while
making a:
► Straight rebuy
► New task
► Modified rebuy
The buyer makes the fewest decisions in the straight rebuy and the most in the
new-task decision. http://gmx.xmu.edu.cn/ews/business/pmarketing/chapter06.htm
Manufacturers of surf excel are successful in making their product occupy a desirable
place in the hearts of its customers. Now surf excel is considered as a powerful all
purpose family detergent. The marketers have successfully ___________ its product.
► Differentiated
► Targated
► Positioned
► Segmented
P#88,,Tide is positioned as a powerful, all-purpose family detergent; In the automobile
market, Toyota and Subaru are positioned on economy, Mercedes and Cadillac on luxury
Consumers are overloaded with information about products and services. Question No: 30
( Marks: 1 ) - Please choose one
XYZ companying is designing different products for different age groups. They are
keeping in mind the needs, wants and demands of the different age groups so that
their product would prove successful and profitable. XYZ is practicing
► Mass marketing
► Niche marketing(review again)
Packaging used to just contain and protect the product.
packaging also may reduce total distribution costs. An attractive package may
speed turnover so that total costs will decline as a percentage of sales.
http://jupapadoc.startlogic.com/compresearch/papers/JCR10-3.pdf

(Handout page 29)
(Q#3)http://wps.prenhall.com/bp_armstrong_mai_7/19/5037/1289678.cw/index.html
► New brands that a firm develops
P#101,,By new products we mean original products, product improvements,
product modifications, and new brands that the firm develops through its own research
and development efforts.
A political force is one of the actors of marketing macro environment. It is difficult

for the marketers to deal with the political environment because:
► It is simple to recognize
► It is beyond their control
► It is easily ignored
► It is easily influenced
Paper 2
MIDTERM EXAMINATION
Spring 2010
Time: 60 min
Marks: 47

► Marketing threat

(Handout page 20)
http://www.netmba.com/marketing/concept/
The marketing concept is the philosophy that firms should analyze the needs of their
customers and then make decisions to satisfy those needs, better than the
competition.
http://www.referenceforbusiness.com/management/Mar-No/Marketing-
Concept-and-Philosophy.html
The digital age will fundamentally change customers’ thinking of convenience, speed,
price, product information and service. This new consumer thinking will affect which
one of the following businesses?
► A few businesses
► Every business
► Established businesses
► Starting up businesses
Chapter 3
► The new model will fundamentally change customers’ notions of convenience,

speed, price, product information, and service. This new consumer thinking
will affect _____.
a few businesses
every business
established businesses
starting up businesses
(b; Easy; p. 74)

(page 32)
http://books.google.com/books?id=d_CyGUpYBYwC&pg=PA32&lpg=PA32&dq=M
arket+pe
netration+is+an+intensive+growth+strategy+of+increasing+sales+in+current+mar
kets+wit
h+current+products&source=bl&ots=SvI3OuxIrp&sig=XFOLRqDJERyjAAaB-
FNs2AGOvaM&hl=en&ei=6zuCTdiqC9DirAfr2Im8CA&sa=X&oi=book_result&ct=res
ult&res
num=6&ved=0CDkQ6AEwBQ#v=onepage&q=Market%20penetration%20is%20an%
20intens
ive%20growth%20strategy%20of%20increasing%20sales%20in%20current%20mar
kets%2 0with%20current%20products&f=false
and values?
► Crucial
► Core
► Secondary
► Primary
(page 47) Core beliefs and values are passed on from parents to children and are
reinforced by schools, churches, business, and government.

Which one of the following factor influences the consumer buying decision process?
► Person-specific
► Social
► Demographic
► Situational
(Q#8)http://www.scribd.com/doc/27111825/Consumer-Buying-
Behaviour-Section-A
The receptionist at a doctor's office throws away certain product circulars mailed by
pharmaceutical companies and keeps the ones on products she believes are useful.
The receptionist is performing which role in the buying centre?
► Influencer
► Buyer
► Decider
► Gatekeeper
ABC Company divides the pet market according to the owners’ race, occupation, income
and family life cycle. Which of the following types of segmentation is being used by the
Company?
► Occasion
► Demographic
► Psychographic
780.cw/c ontent/index.html
When Burger King targets different groups from children and teens to adults and seniors
with different ads and media, it is practicing which one of the following segmentation?
► Demographic
► Psychographic
► Behavioral
Chapter 7
► When Burger King targets different groups—from children and teens to adults
and seniors—with different ads and media, it is practicing _____ segmentation.
demographic
age and life cycle
psychographic
behavioral
end-use
(Answer: b; p. 167; Moderate)

► Decline
► Growth
► Maturity
► Introduction
Growth is a period of rapid market acceptance and increasing profits.
marketing_22_product-lifecycle.html
► Product concept
Chapter 1
► According to the authors of your text, fast-food restaurants offer tasty and
philosophy.
marketing concept
product concept
production concept
societal marketing concept
new-idea

marketing process?
process.html
Marketing Implementation is the process that turns marketing plans into
marketing actions in order to accomplish strategic marketing objectives

Which one of the following are the MOST useful source of speedier and more
comprehensive information?
Suppliers
► Key customers
► Company reports
► Sales force
(page 52)Many companies have developed advanced computer-based internal
reports systems to allow for speedier and more comprehensive information


When Nokia introduced its new mobile set in the market in response to
consumer demand, it was applying which one of the following concepts?
► Selling concept
► Customer concept
This customer focused philosophy is known as the 'marketing concept'. The
marketing concept is a philosophy, not a system of marketing or an organizational
structure. It is founded on the belief that profitable sales and satisfactory returns on
investment can only be achieved by identifying, anticipating and satisfying
customer needs and desires
ABC Company wants to learn about consumer attitudes toward mail order purchases
and conducts a study to acquire this information. Which one of the following data would
BEST be classified for this study?
► Causal
► Experimental
► Primary
► Secondary
(Q#6)http://www.scribd.com/doc/27111863/Marketing-Research-and-Information-
Systems-Section-A
Demographic forces, Economic forces, Natural forces, Technological forces are

included in the company’s:
► Macro environment
(page 225) The macro-environmental components are thought to be:
demographic, economic, natural, technological, political, and cultural forces.

Customer relationship management helps to deliver:

► Customer Loyalty
P#15,,CRM Customer relationship management “CRM is the overall process of
building and maintaining profitable customer relationships by delivering
superior customer value and satisfaction.”
Threat of Substitute
will increase the buying power of buyer
challenges.html
► Researching
► Planning
► Controlling
► Managing
what are we going to do and how are we going to do it? Organizations, which are
not able to perform the effective planning, are actually planning for failures PG
NO 28
(Handout page 29)

Environmental groups are included in which of the following publics?
► Media publics
► Local publics
(page63)
http://books.google.com/books?id=Lx5dxjc_Kq0C&pg=PR28&dq=principle+of+marketing+
kotler+13th&hl=en&ei=JjqCTZSvDs_IrQfhqc3dCA&sa=X&oi=book_result&ct=result&resnu
m=8&ved=0CFUQ6AEwBw#v=onepage&q=Environmental%20groups%20&f=false
Which one of the following environment depicts consumer purchasing power and
spending patterns?
► Demographic environment
► Cultural environment
► Economic environment
► Consumer environment
Chapter 1
► The _____ environment consists of factors that affect consumer purchasing

social-cultural
political-legal
technological
economic
natural
Mr. X wants to conduct a marketing research. He has limited resources and he needs to
collect large amounts of information. Mr. X should adopt which of the following
contact method?
► Mail questionnaire
► Telephone interviewing
► Personal interviewing
► Computer interviewing
Each culture contains smaller subcultures, which can be defined as:

► Personality characteristics of a consumer
► The motives that people have for their behavior
► Shared value systems based on common life experiences
► Geographic regions and income levels
P#64,,Each culture contains smaller subcultures or groups of people with
shared value systems based on common life experiences and situations
Which of the following units would most likely be considered in the study of
consumer behavior?
► Competitors
► Suppliers
► Individuals
P#60,,Why to Study Consumer Behavior:
Basic objective of the studying consumer behavior is that the firm needs to
know who buys their product? How they buy? When and where they buy? Why
they buy? How they respond to marketing stimuli. Because they study consumer
behavior (CB) what Consumer Behavior is about?How, why, where and when
consumers make purchase decisions? Considers who influences the decisions?
What is Consumer Behavior about? All these are important questions, which are
to be known to the companies so that they can design, and implement marketing
strategies to satisfy the customers. Consumers determine the sales and profits
of a firm by their purchase decisions, thus the economic viability of the firm.
The firms that buy goods and services in order to produce products and services to sell to
others are called:
The business market includes firms that buy goods and services in
order to produce products and services to sell to others. P#74
Business demand is usually ____________.
► Derived
► Steady
► Predictable
► Unpredictable
Business markets have derived demand (business demand that ultimately
comes from or derives from the demand for consumer goods)P#74
Identify the other market offerings marketers have broadened the concept of "product"
to include.
http://books.google.com/books?id=Lx5dxjc_Kq0C&pg=PR28&dq=principle+of+marketin
g+kotler+
13th&hl=en&ei=JjqCTZSvDs_IrQfhqc3dCA&sa=X&oi=book_result&ct=result&resnum=8
&ved=0C
FUQ6AEwBw#v=onepage&q=broadened%20the%20concept%20of%20%22product&f=
false

A good package may:
The positive differential effect that knowing the brand name has on customer response
to the product or service is known as ________
► Brand Equity
Brand Positioning
► Brand Loyalty
http://www.google.com/search?tbm=bks&tbo=1&q=positive+differential+effect+that+knowing
+the
+brand+name+has+on+customer+response+to+the+product+or+service+&btnG=Search+B
ooks
► Upwards
Downwards
Both ways
P#100,,It can systematically increase the length of its product line in two
ways: by stretching its line and by filling its line. Product line stretching
stretches its line downward, upward, or both ways.
► Upwards
► Both ways
A company may stretch downward to plug a market hole that otherwise would
attract a new competitor or to respond to a competitor's attack on the upper
end.
During which of the following stage of product life cycle the company has to face
stiff competition from its competitors as there are many competitors in the market?
► Introduction
► Growth
► Maturity
► Decline
Paper 3
MIDTERM EXAMINATION
Spring 2010
Time: 60 min
Marks: 47
Any paid form of non-personal presentation and promotion of ideas, goods or services
by an identified sponsor reflects which one of the following concepts?
► Sales promotion
► Direct marketing
► Advertising
► Personal selling
P#237,,Advertising is described as being any paid form of non-personal
presentation and promotion of ideas, goods, and services by an identified sponsor
P#14,,Marketing Management:
Marketing management is “the art and science of choosing target markets and building
profitable relationships with them
The first step in the marketing control process is BEST described when the marketer
performs which of the following activities?
Evaluates performance
► Measures performance
Sets specific goals
Takes corrective action
P#39,,Marketing Control
1)Set specific goals

2)Measure performance
3). Evaluate Performance
4). Take corrective action

► Top management
P#42,,Top management is responsible for setting the company’s mission, objectives,
broad strategies, and policies.
Your marketing department is attempting to improve strategic decision making, assess
and track competitors’ actions and provide early warning of opportunities and threats.
For this purpose which of the following will be used by your department?
(page93)
http://books.google.com.pk/books?id=Lx5dxjc_Kq0C&pg=PA207&lpg=PA207&dq=W
hich+of+the+following+are+the+products+bought+by+individuals+and+organizations+f
or+further+processing+or+for+use+in+conducting+a+business%3F&source=bl&ots=xb
EGBr0aWO&sig=EPiR9ZLiXk1iATwkita2wgUAOCc&hl=en&ei=JSkSTf2_NouOjAekkK
n2BQ&sa=X&oi=book_result&ct=result&resnum=5&ved=0CDMQ6AEwBA#v=snippet
&q=improve%20strategic%20decision%20making&f=false
http://www.scribd.com/doc/27111863/Marketing-Research-and-
Information-Systems-Section-A Q#4
In the previous three years, four studies have been conducted on the characteristics of
ABC Company’s clients. As the firm seeks to put together a report showing trends in
this area, it has a hard time locating the information contained in these study reports.
What does this firm seem to need?
► A marketing research manager
► A marketing databank
► Survey research
► Primary data
http://www.scribd.com/doc/27111863/Marketing-Research-and-Information-
Systems-Section-A Q#2
► Line extensions
► Services
► Brands
► Supplements
P#92,,Services are a form of product that consist of activities, benefits, or
satisfactions offered for sale that are essentially intangible and do not result in
the ownership of anything.
Which one of the following concept BEST represents the involvement of management
and employees in the continuous improvement of the production of goods and services?
(page 193)
http://books.google.com/books?id=4OgyJ740KxMC&pg=PA193&dq=involvement
+of+management+and+employees+in+the+continuous+improvement+of+the+pro
duction+of+goods+and+services&hl=en&ei=L5WDTf-
6K8fPrQewqp3LCA&sa=X&oi=book_result&ct=result&resnum=2&ved=0CC0Q6A
EwAQ#v=onepage&q=involvement%20of%20management%20and%20employees%
20in%20the%20continuous%20improvement%20of%20the%20production%20of%20g
oods%20and%20services&f=false
The publishers of “The Economist” developed a campaign to market the magazine

to university and college students studying business and management courses. The
publishers are focusing on which of the following strategies?
Product development (group ans)
Horizontal diversification
► Market development (not sure )
Which one of the following product requires a lot of advertising, personal selling and
other marketing efforts because consumer either does not know about it or knows about
it but does not normally think about buying?
P#94,,Unsought products are consumer products that the consumer either does
not know about or knows about but does not normally think of buying.
(slied 11) http://www.slideshare.net/waqask/principles-of-marketing-
waqashazaraedupk
“Cool” industry manufactures air conditioners. “ABC” company distributes its

manufactured products to the markets. “ABC” is a:
Competitor
Marketing intermediary (review again)
► Customer
Public
http://www.scribd.com/doc/39248193/38997223-Marketing-Managemnt
Companies are refraining to use poisonous gases in the manufacturing of their products
to prevent damage to the environment. The companies are trying to follow:
► Product Concept
► Societal Marketing Concept
oncept&f=false

► Convenience
Shopping
Specialty
Unsought
P#223,,This concept is typically practiced with unsought goods
Which one of the following statements is an example of a problem that may arise in the
implementation of the marketing concept?
► The marketer cannot satisfy all the marketing segments
► Consumers do not understand what the marketing concept is
► Dealers do not support the marketing concept
► A product may fit the needs of too many segments
► Researching
► Planning
► Controlling
► Managing
P#28,,Planning is basically concerned with what are we going to do and how are we
going to do it? Organizations, which are not able to perform the effective planning,
are actually planning for failures.
Planning which is used to supervise the operations of the organization is called:
P#28,,Operational planning is used to supervise the operations of the organization
A marketing department organization where a product manager develops a
complete strategy for a product or brand is called:
Geographic Organization
Product Management Organization
Customer Management Organization
P#39,,A product management organization where a product manager develops a
complete strategy for a product or brand

► Local Publics
► General Publics
P#43,,Local publics--includes neighborhood residents and community
organizations Question No: 21 ( Marks: 1 ) - Please choose one
Which of the following statements regarding the natural environment is FALSE?
► Weather has become less intense in the previous few years (not sure)
► Increased pollution is a major concern for marketers today
► Global warming is a major issue for marketers to deal with today
► The threat of governmental intervention in natural resource management is
a major issue for marketers
A(n) ________ is a segment of the population selected to represent the population as a

whole.
► Survey
► Sample
► Experiment
► Market
P#57,,A sample is a segment of the population selected for marketing research to
represent the population as a whole.
A person on the University Book Shop's survey asks respondents to tell the researcher,
in their own words, what they dislike about textbook shopping. What is the nature of this
question?
► An open-ended
► A dichotomous
► A multiple choice
► A scale
The consumer buyers’ characteristics are affected by which of the following factors?
Cultural and Social ( sure )
► Personal and Political
► Psychological and Demographical

The Hispanic, African American, Asian American, and mature consumers in America are
all examples of:
► Culture
► Sub culture
► Social class
►All of the given option
(slied 17)
Question No: 26 ( Marks: 1 ) - Please choose one Identify
the term used when buyers buy without modifications.
► New task
► Same order
► Straight rebuy
► Reorder
P#76,,,In a straight rebuy the buyer reorders something without any modifications
Which of the following is NOT a characteristic of business markets?
► Business buyers are more emotional buyers than are final consumers
► Business markets are more geographically concentrated
► Business demand is derived demand
► Many business markets have inelastic demand
P#74,,Characteristics of Business Markets
They are more geographically concentrated.

Business markets have derived demand
Many business markets have inelastic demand;
When Tetra Pack promotes the idea that milk should be drunk in the morning and
the evening, it is using ____________.
► Behavioral segmentation
► Benefit segmentation
► Occasion segmentation
► Loyalty marketing
(page 85) Behavioral segmentation involves dividing a market into groups based
on consumer knowledge, attitudes, uses, or responses to a product.
KPV should adopt?

ABC Company is the leading manufacturer of steel, cement and other uniform
building materials. Which marketing strategy would you suggest that ABC Company
should adopt?
► Differentiated Marketing (review)
Identify the two broad classes that products and services fall into based on the types
of consumers that use them.
► Consumer products and industrial products
► Core products and augmented products
► Specialty products and unsought products
► Convenience products and shopping products
With what groups do firms conduct concept testing of new products?

► Suppliers
► Employees
focus groups
P#103,, Concept testing calls for testing new-product concepts with groups of
target consumers
► Upwards
► Downwards
► Both ways
P#100,,It can systematically increase the length of its product line in two ways: by
stretching its line and by filling its line. Product line stretching stretches its line
downward, upward, or both ways.
Test marketing
► Product testing
Marketing analysis
All of the given
false
Paper 4
MIDTERM EXAMINATION
Spring 2010

promotion, and price of the company's product. Marketing manager is studying
which one of the following concepts?
► Marketing plan
► Marketing mix
► Market offering
(Q#12)http://www.scribd.com/doc/27111819/An-Overview-of-Strategic-
Marketing-Section-B
Production process
Marketing process
Managerial process
► Accounting process
Marketing is defined as “a social and managerial process by which individuals and
groups obtain what they need and want through creating and exchanging products
and value with others.” Pg 1
http://www.referenceforbusiness.com/management/Mar-No/Marketing-Concept-and-
Philosophy.html
http://books.google.com.pk/books?id=eHBkhvObMKIC&pg=PA291&dq=marketing+co
ncept+The+customer+is+always+right&hl=en&ei=WfCDTeHzJsOecczOyZsD&sa=X&o
i=book_result&ct=result&resnum=2&ved=0CCwQ6AEwAQ#v=onepage&q=marketing
%20concept%20The%20customer%20is%20always%20right&f=false
A network of networks that consists of millions of smaller domestic, academic, business,

and government networks, which together carry various information and services. Which
one of the following networks represents it?
► LAN
► Intranet
► Extranet
► Internet
It is a "network of networks" that consists of millions of smaller domestic,
academic, business, and government networks, which together carry various
information and services, such as electronic mail, online chat, file transfer,
and the interlinked web pages and other resources of the World Wide Web
(WWW).
http://www.willamettehosting.com/host_terms.shtml
Market penetration
Product development
Market saturation
http://books.google.com/books?id=d_CyGUpYBYwC&pg=PA32&lpg=PA32&dq=Mar
ket+penetration+is+an+intensive+growth+strategy+of+increasing+sales+in+current+mar
kets+with+current+products&source=bl&ots=SvI3OuxIrp&sig=XFOLRqDJERyjAAaB-
FNs2AGOvaM&hl=en&ei=6zuCTdiqC9DirAfr2Im8CA&sa=X&oi=book_result&ct=resul
t&resnum=6&ved=0CDkQ6AEwBQ#v=onepage&q=Market%20penetration%20is%20an
%20intensive%20growth%20strategy%20of%20increasing%20sales%20in%20current%20m
arkets%20with%20current%20products&f=false
► Promotion
► Self-study
Marketing Research
The systematic design, collection, analysis, and reporting of data relevant to

a specific marketing situation facing an organization pg no 53

Which one of the following stage is NOT a part of buyer’s black box?
► Brand choice
► Product choice
► Dealer choice
Pg no 62
After deciding to order replacement parts for ageing machinery, the buyer for a
construction company examines catalogues and trade publications. The buyer is probably
at which stage of the organizational buying decision process?
► Problem recognition
► Product specification
► Product-supplier search
► Product evaluation
q18http://www.scribd.com/doc/27111875/Organisational-Markets-and-Buying-
Behaviour-Section-A
combination of these that differentiate the product of one seller or group of sellers from
the other sellers"?
► Brand
► Package
► Label
► Style
A brand is a name, term, sign, symbol, or design, or a combination of these,
that identifies the maker or seller of a product or service pg no 96
a new product?
► Test marketing
7855.cw/ content/index.html
Pg no 103The marketing strategy statement consists of three parts. The first part
share, and profit goals for the first few years
New Product Development and Product Life Cycle Strategies
► The marketing strategy statement in new product development consists of

three parts: _____, _____, and _____.
idea generation; idea screening; concept development
idea generation; concept development; concept testing
idea generation; idea screening; idea management
target market description; planned product positioning; sales, market
share, and profit goals for the first few years.
Answer: (d) Difficulty: (2) Page: 272
Customer relationship management (CRM) focuses on creating two-way exchanges

with customers so that firms have an intimate knowledge of their needs, wants and
buying patterns. What does CRM deliver to customers for maintaining profitable
customer relationships?
► Superior customer value
Less expensive goods
► Quality products
► Variety of products
Most companies today are moving away from transaction marketing, with its
emphasis on making a sale. Instead, they are practicing relationship marketing,
which emphasizes maintaining profitable long-term relationships with customers by
creating superior customer value and satisfaction pg no 181

► Product concept
According to the authors of your text, fast-food restaurants offer tasty and
philosophy. a. marketing concept
b. product concept
c. production concept
d. societal marketing concept
e. new-idea
(Answer: d; p. 11; Moderate
http://docs.google.com/viewer?a=v&q=cache:Hmr6DXB-
j6gJ:140.114.53.170:8080/StudentProject/NTUTProject/Projects/Others/AKMAI8_IRCD
/content/Chapter_01/Assess/TIF/armstrong_mai08_tif_01.doc+Fast-
food+restaurants+offer+tasty+and+convenient+food+at+affordable+prices%3B+they+co
ntribute+to+fatness+that+harms+consumer+health.+Which+one+of+the+following+conc
epts+is+NOT+being+followed+by+this+company%3F+%E2%96%BA+Product+concept
+%E2%96%BA+Production+concept+%E2%96%BA+Societal+marketing+concept+%E
2%96%BA+Marketing+concept&hl=en&gl=pk&pid=bl&srcid=ADGEESh_4kMcKCfU
hRqddPGtU-dvuj5Fb-
SxIqWsQmb4WRUuXDMnJQ1y31mB_H9uegNYfk5yEubmJ6Q5aIgJ4JJPpjmaldtypRw
dJYSasjaRMRzj0hWl9r4pRPx8TyVvahV6vrDMm64u&sig=AHIEtbRzLOoxow2KqyO
MuYeyk8xLADqxiQ

► Analyzing marketing opportunities
► Selecting target market
► Develop marketing mix
The marketing process consists of four steps: analyzing market opportunities;
developing marketing strategies; planning marketing programs, which entails
choosing the marketing mix (the four Ps of product, price, place, and promotion);
and organizing, implementing, and controlling the marketing effort. Marketing is the
organizational function charged with defining customer targets and the best way to
satisfy needs and wants competitively and profitably.pg no 6

marketing process?
marketing Implementation is the process that turns marketing plans into
marketing actions in order to accomplish strategic marketing objectives.
http://www.zainbooks.com/books/marketing/principles-
of-marketing_10_marketing-process.html
Marketing Information System consists of people, equipment, and procedures to

gather, sort, _____, evaluate, and distribute information to marketing decision makers.
Analyze
Arrange
Test
Control
► An MIS consists of people, equipment, and procedures to gather, sort, _____,
evaluate, and distribute information to marketing decision makers.
test
test market
analyze
critique
assess
(Answer: c; p. 97; Easy)
Or
http://docs.google.com/viewer?a=v&q=cache:pp4fM2vhS1gJ:course.shufe.edu.cn/course
/marketing/shuangyu/xt/CHAPTER%252005.doc+Marketing+Information+System+c
onsists+of+people,+equipment,+and+procedures+to+gather,+sort,+_____,+evaluate,
+and+distribute+information+to+marketing+decision+makers.+%E2%96%BA+Anal
yze+%E2%96%BA+Arrange+%E2%96%BA+Test+%E2%96%BA+Control&hl=en
&gl=pk&pid=bl&srcid=ADGEESiE152e2B92KffXBHPp57jrXCzGW_szmLfQWzV
LKmHuCUrhaGWrqek5m_otuMK1I7k_OC5Qdwkq4suSTE_y_Fpir5AM0cLBRU3z
HY-5LBNP4m2ImXuA5FlnrLZV3mX-
9ytL6Y2m&sig=AHIEtbQCV3NhF4jWuonL3Y1CsrOdBxa8qg
or
http://www.google.com.pk/#hl=en&biw=1024&bih=677&q=Marketing+Information+Sy
stem+consists+of+people%2C+equipment%2C+and+procedures+to+gather%2C+sort%2
C+_____%2C+evaluate%2C+and+distribute+information+to+marketing+decision+make
rs.+++++++%E2%96%BA+Analyze++++++++%E2%96%BA+Arrange++++++++%E2
%96%BA+Test++++++++%E2%96%BA+Control+&aq=f&aqi=&aql=&oq=&fp=e46fc
70aacf3e376
In recent times there have been huge advancements in information technology.

This era is known as:
► An old economy
► Transformation
► A new world
► The digital age
http://www.scribd.com/doc/7051946/Social-Effects-of-ICT
will increase the buying power of buyer pg 22
Which of the following is NOT a step in the strategic planning process?
Defining the company mission
Planning marketing and other functional strategies
Setting company objectives and goals
Setting pricing policies
►Strategic planning Process:
It is defined as the process of developing and maintaining a strategic fit between
the organization’s goals and capabilities and its changing marketing opportunities.
1). Strategic planning sets the stage for the rest of the planning in the firm.
2). There are four steps to the strategic planning process:
a). stating a clear company mission.
b). Setting supporting company objectives.

c). Designing a sound business portfolio.
d). Planning and coordinating marketing and other functional strategies pg no 29

What is the purpose of strategic planning?
► Using strengths to achieve goals
► To develop new products
► To identify competitors
► To find method of counting cash cows
http://wps.prenhall.com/bp_kotler_pom_11/31/8124/2079977.cw/index.html q
no 3

Which of the following is NOT a content of the marketing plan?
► Budget
► Production
► Objective
► Control
(page 38) diagram
Contents of a Marketing Plan

Executive Summary
Current Marketing Situation

Threats and Opportunity Analysis
Objectives and Issues
Marketing Strategy
Action Programs
Budgets
Controls
Which of the following is NOT a part of the marketing control process?
► Measure performance
► Evaluating performance
► Taking corrective actions
► Setting objective for the business
Marketing control is the process of measuring and evaluating the results of
marketing strategies and plans, and taking corrective action to ensure that
marketing objectives are attained. Implementation requires four steps:

4). Take corrective action (What should we do about it?).pg no

39 Question No: 23 ( Marks: 1 ) - Please choose one
A marketing department organization where sales and marketing people are assigned to
specific countries, regions, or districts is called:
► Geographic Organization
► Product Management Organization
► Customer Management Organization
2). The geographic organization where sales and marketing people are assigned to
specific countries, regions, or districts pg no 39

The disadvantage of observational research is:
► Information cannot be gained by observing relevant people
► Feelings, attitudes and motives cannot be observed
► It cannot be used to obtain information that people are unwilling or unable to
provide

Observational research where information is gained by observing relevant people,
actions, and situations. However, some things such as feelings, attitudes, motives,
and private behavior cannot be observed pg no 56
http://www.referenceforbusiness.com/management/Mar-No/Marketing-Research.html
Observational research is the gathering of primary data by observing
relevant people, actions, and situations. Observational research can be used to
obtain information that people are unwilling or unable to provide. In some
cases, observation may be the only way to obtain the needed information.

The major advantage of this approach is flexibility while the disadvantages include
the respondent being unwilling to respond, giving inaccurate answers, or unwilling
to spend the time to answer. Pg 56
http://www.referenceforbusiness.com/management/Mar-
No/Marketing-Research.html
Survey research is the most widely used method for primary data collection, and it
is often the only method used in a research study. The major advantage of survey
research is its flexibility.
In a reference group, people who have special skills, knowledge, personality, or

other characteristics, and exert influence on others are called:
► Opinion leaders
► Habitual buyers
► Charismatic personalities
► Wild ducks
opinion leaders—people within a reference group who, because of special skills,
knowledge, personality, or other characteristics, exert influence on others. Pg no 64
http://docs.google.com/viewer?a=v&q=cache:f9rq4NXTHMsJ:140.114.53.170:8080/
StudentProject/NTUTProject/Projects/Others/AKMAI8_IRCD/content/Chapter_05
/Assess/TIF/armstrong_mai08_tif_05.doc+In+a+reference+group,+people+who+hav
e+special+skills,+knowledge,+personality,+or+other+characteristics,+and+exert+inf
luence+on+others+are+called:+%E2%96%BA+Opinion+leaders+%E2%96%BA+
Habitual+buyers+%E2%96%BA+Charismatic+personalities+%E2%96%BA+Wild
+ducks&hl=en&gl=pk&pid=bl&srcid=ADGEESjdTacwEAbFm_a2xtxANWpN4AZ
rKRGn7N8YVi8WiSy52aTb6QfdZ_IMU_F6l-V_pMy2QOZkomSQkG-
7uBTxayrmVOyLI05YL0L05NS-
m_GkFAll9Bl5ZpMpPbnkcZaRZ5VIf4DN&sig=AHIEtbRuQGYHESLVMpahMij_
su9N8iqeBQ
► _____ are people within a reference group who, because of special skills,
knowledge, personality, or other characteristics, exert influence on others.
Opinion leaders
Habitual buyers
Charismatic personalities
Perceptionists
Wild ducks
(Answer: a; p. 133; Easy

The consumer buyer decision process begins with:
buyer decision process consists of five stages: need recognition, information search,
evaluation of alternatives, purchase decision, and post purchase behavior. Pg no 70
http://www.ehow.com/how-does_5438201_consumer-buying-decision-process.html
Mr. X is interested in buying a carpet. Although the carpet is costly but there is very
little perceived difference between the brands. This is an example of:
Complex Buying Behavior
Consumers undertake complex buying behavior when they are highly involved in a
purchase and perceive significant differences among brands. Consumers may be
highly involved when the product is expensive, risky, purchased infrequently, and
highly self-expressive. Typically, the consumer has much to learn about the
product category. For example, a personal computer buyer may not know what
attributes to consider. Many product features carry no real meaning: a "Pentium
Pro chip," "super VGA resolution," or "megs of RAM."

The bases of segmentation for business markets include __________.
► Demographic
► Situational factors
(page 21)http://www.docstoc.com/docs/38293730/CHAPTER-7
► Focus
► Company’s marketing strategy
► Loyalty
(page 103) The marketing strategy statement consists of three parts. The first part
share
Ahmed bought a used car from a used car retailer. A used car is an example of:
Shopping Products
Specialty Products
Unsought Products
► Shopping products are less frequently purchased consumer products and services
that customers compare carefully on suitability, quality, price, and style. When
buying shopping products and services, consumers spend much time and effort
in gathering information and making comparisons. Examples include furniture,
clothing, used cars, major appliances, and hotel and motel services.
► Shopping products marketers usually distribute their products through

fewer outlets but provide deeper sales support to help customers in their
comparison efforts. Pg 93
http://www.slideshare.net/kkjjkevin03/6

►New brands that a firm develops
slide no 2
Toyota is developing an electric car, powered by solar energy. They are currently
working on several alternatives of the car and need to find out which version of the car
prospective customers find most appealing. This is an example of the _________ stage of
the product development process.
► Idea generation
► Idea screening
► Concept development
► All of the given options (review)
pg 101
Which of the following is a shortest product life cycle?
► Fad
► Fashion
► Style
(page 14)http://www.slideshare.net/janemonkey/fashion-marketing-week-4
Paper 5
MGT301 MID FALL 2010
Q#1:The receptionist at a doctor's office throws away certain product circulars mailed
by pharmaceutical companies and keeps the ones on products she believes are useful.
The receptionist is performing which role in the buying center? Influencer
Buyer
Decider
Gatekeeper
Q#2:If a local company wants to adopt the marketing concept. To be consistent with
this move, it should adopt which of the following philosophies? Focusing on today is
important for us
The customer is always right
Keeping prices low is our objective
Q#3:Any paid form of non-personal presentation and promotion of ideas, goods or

services by an identified sponsor reflects which one of the following concepts? Sales
promotion
Direct marketing
Advertising
Personal selling
Q#1) http://wps.prenhall.com/bp_kotler_mm_12/33/8683/2222934.cw/index.html
Q#4:Making more sales to current customers without changing a firm’s products refers to
which of the following strategies?

Market development
Market growth
Market penetration
Product development
(page 33)
Market Penetration—making more sales to present customers without

changing products in any way.
Q#5:The objective of which of the following research is to gather
preliminary information that will help define the problem and suggest
hypotheses? Descriptive
Exploratory
Causal
Corrective
page 55) Exploratory research where the objective is to gather preliminary information
that will help to better define problems and suggest hypotheses for their solution.
Q#6:A threat is a major unfavorable situation in a firm’s environment. Threats are key
Relaxation of international tariffs
The entrance of new competitors in the market

Undifferentiated products or services
Cost advantages present because of advanced technology
A threat is a major unfavourable situation in a firm’s environment. Threats are key
impediments to the firm’s current or desired position. The entrance of new competitors,
slow market growth, increased bargaining power of key buyers or suppliers,
technological changes, and new or revised regulations could represent threats to a
firm’s success.
Q#7:Demographic segmentation divides the market into groups based on which of

P#84,,Demographic segmentation divides the market into groups based on variables

such as age, gender,family size, family life cycle, income, occupation, education,
religion, race,
Q#8:A political force is one of the actors of marketing macro environment. It is

difficult for the marketers to deal with the political environment because: It is simple to
recognize
It is beyond their control

It is easily ignored
It is easily influenced
Q#9:Buyer and seller similarities is an attribute comes under which one of the following
concepts?
Demographic factors
Situational factors
Operating variables
Q#10:Boston University is using the systematic design, collection, analysis, and reporting
Promotion
Self-study
Marketing research
Cost-benefit analysis
(reference) Chapter 4
► Harvard University is using the systematic design, collection, analysis, and reporting
Promotion.
Self-study.
Marketing research.
► Cost-benefit analysis.
► Identifying the target market.
(Answer: c; p. 102; Challenging)
Q#11:Which one of the following statements is an example of a problem that may
arise in the implementation of the marketing concept?
The marketer cannot satisfy all the marketing segments
Consumers do not understand what the marketing concept is

Dealers do not support the marketing concept
A product may fit the needs of too many segments
Q#12:Why is business legislation enacted?
To protect consumers
To protect companies from each other
To protect the interest of the society
(page 47) Increasing legislation to:
a). Protect companies from each other.
b). Protecting consumers from unfair business practices.
c). Protecting interests of society against unrestrained business behavior.
Q#13:Three main strategies for intensive growth are market penetration, product

Product improvement
Market saturation
Market growth
Market development
The set of strategies included in intensive strategies are:

►Product development
►Market penetration
►Market development
http://www.mba-tutorials.com/strategy/1112-intensive-strategies.html
Q#14:Mr. A prefers Suzuki over Toyota, because he considers Suzuki to be cheaper,
faster, more economical and reliable. The evaluation performed by Mr. A is known as:
Customer Satisfaction
Customer Perceived Value
Customer Preference
Customer’s Choice
Q#15:Which one of the following environment depicts consumer purchasing power and
spending patterns?
The _____ environment consists of factors that affect consumer purchasing power and
spending patterns.
►social-cultural
►political-legal
► technological
►economic
►natural
Q#16:When a church targets different demographic groups to increase attendance, it is

Not-for-profit marketing
Mindless marketing
Ethics in marketing
Societal marketing
http://flashcarddb.com/cardset/77455-marketing-flashcards
Q#17:All of the following are included in the Porters five forces model of competition
EXCEPT:
Threats of new entrants
Bargaining Powers of competitors
Threat of substitute products
Rivalry among competing firms in industry
(page41)
http://books.google.com/books?id=xr64aks8wCEC&pg=PA49&dq=Porters+five+forces+
model+of+competition+EXCEPT:&hl=en&ei=_SmGTbPrC5CcvgOilq3UCA&sa=X&oi
=book_result&ct=result&resnum=1&ved=0CCkQ6AEwAA#v=onepage&q&f=false
Q#18:You purchase cleaning supplies regularly. It is showing which buying situation?

Modified rebuy
Straight rebuy
Modified straight rebuy
Consumer buy
► In a straight rebuy the buyer reorders something without any modifications. It

is usually handled on a routine basis by the purchasing department.
Product modifications
Product improvements
New brands that a firm develops
Q#19:Why is the demographic environment a major interest to marketers?
Because it involves global financing
Because it involves people and people make up markets
Because demographics involve diverse consumer products
Because demographics focus on local marketing opportunities
(page106)http://books.google.com/books?id=xye9Jf04Rv4C&pg=PA106&dq=Why+is+t
he+demographic+environment+a+major+interest+to+marketers?&hl=en&ei=VKKETb7l
IoKmuAOrroHQCA&sa=X&oi=book_result&ct=result&resnum=2&ved=0CC0Q6AEw
AQ#v=onepage&q=Why%20is%20the%20demographic%20environment%20a%20majo
r%20interest%20to%20marketers%3F&f=false
Q#20:The major marketing research tool for gaining insights into consumer thoughts
and feelings is:

Focus group interviewing
Online interviewing
(page100)
http://books.google.com/books?id=Lx5dxjc_Kq0C&pg=PA100&dq=major+marketing+r
esearch+tool+for+gaining+insights+into+consumer+thoughts&hl=en&ei=jiyGTcLQAoG
KuAO1yIi9CA&sa=X&oi=book_result&ct=result&resnum=4&ved=0CD0Q6AEwAw#v
=onepage&q&f=false
Q#22:Which of the following is a shortest product life cycle?

Fad
Fashion
Style
Q#23:Business demand ultimately comes from the demand for consumer goods. This
is known as __________ demand.
Derived
Inelastic
Elastic
Fluctuating
Business markets have derived demand (business demand that ultimately comes from
or derives from the demand for consumer goods)P#74
Q#24:Microsoft introduced new software which enhances voice chatting on the internet.
Most of the people are unaware of this software. The people who are aware of the
product are not interested in buying this software. This software, is an example of:
Shopping Products
Specialty Products
Unsought Products
http://library.isb.edu/digital_collection/Marketing_by_Gemmy_Allen.pdf
Unsought products are those not normally thought of either because consumers don’t
want to think of them (burial insurance) or consumers are unaware of them (a
telephone number allowing you to check your email messages).
Q#25:The two dimensions of product quality are:
Level and consistency
Precision and accuracy
Level and precision
Consistency and precision
Product quality has two dimensions—level and consistency.P#95,,
Q#26:The Hispanic, African American, Asian American, and mature consumers in
America are all examples of:

Culture
Sub culture
Social class
(slied 17)
Q#27:When a company decides to harvest a product, what happens to the

product? Various costs are reduced
The product is eliminated
Products cannot be harvested
(Q#10) http://wps.prenhall.com/bp_kotler_pom_11/31/8126/2080306.cw/index.html
Paper 6
MIDTERM EXAMINATION
Spring 2010

Marketing concept
Marketing threat
All of the following are accurate descriptions of a company’s mission statement,

EXCEPT which one?
Mission statement should fit the market environment
► Mission statement should be realistic
Mission statement should be broad
Mission statement should be motivating
(page 30)
Be realistic.
2). Be specific.
3). Fit the market environment.
4). Indicate distinctive competencies.
5). Be motivating.
(Q#3)http://www.docstoc.com/docs/68391417/Chapter-2-Company-and-Marketing-
Strategy

(page 43)Marketing service agencies (such as marketing research firms,
advertising agencies, media firms, etc.) help the company target and promote its
products
"How people feel about corporations, government agencies, trade unions and
universities" refers to which of the following views?
► People's view of others

► People's view of societies
► People's view of themselves
► People's view of organizations
(Q#11)http://wps.pearsoned.co.uk/ema_uk_he_kotler_prinmark_4/27/7110/1820178.
cw/content/index.html
Your marketing department is attempting to improve strategic decision making, assess and
track competitors’ actions and provide early warning of opportunities and threats. For this
purpose which of the following will be used by your department?
et&q=improve%20strategic%20decision%20making&f=false

analysis, gathering data, Interpretation
Once the need for marketing research has been established, most
marketing research projects involve these steps:
►Define the problem
►Determine research design
►Identify data types and sources
►Design data collection forms and questionnaires
►Determine sample plan and size
►Collect the data
►Analyze and interpret the data
►Prepare the research report

Which one of the following option refers to the set of actions and activities
associated with each position one holds within a family, clubs and organizations?
► Personality
► A role
► Perception
► An attitude
marketing_15_consumer-buying-behavior.html
Roles and Status
A person belongs to many groups—family, clubs, organizations. The person's

position in each group can be defined in terms of both role and status. A role
consists of the activities people are expected to perform according to the persons
around them.
This type of segmentation centers on the use of the word “when” such as when consumers
get the idea to buy, when they actually make their purchase, or when they use the purchased
item. What do marketers call this?
Behavioral
► Occasion
► Impulse
► Emergency
Occasion segmentation consists of dividing the market into groups according to
occasions when buyers get the idea to buy, actually make their purchase, or use the
purchased item.
(page 104)
http://books.google.com/books?id=kpHCdNToC14C&pg=PA104&dq=Occasion+su
ch+as+when+consumers+get+the+idea+to+buy,+when+they+actually+make+their+
purchase,+or+when+they+use+the+purchased+item&hl=en&ei=YAWFTYjQEou0v
gOspInHCA&sa=X&oi=book_result&ct=result&resnum=4&ved=0CDcQ6AEwAw
#v=onepage&q&f=false
► Line extensions
► Services
Brands
► Supplements
P#92,,Services are a form of product that consist of activities, benefits, or satisfactions
offered for sale that are essentially intangible and do not result in the ownership of
anything.
When a company introduces additional items in a given product category under the same
brand name, such as new flavors, forms, colors, ingredients, or package sizes refers to
which of the following steps?
► Line extensions
► Product mix
(page 98) line extensions. Existing brand names are extended to new forms, sizes,
and flavors of an existing product category.
A threat is a major unfavorable situation in a firm’s environment. Threats are key

► Relaxation of international tariffs

► The entrance of new competitors in the market
► Undifferentiated products or services
► Cost advantages present because of advanced technology
A threat is a major unfavourable situation in a firm’s environment. Threats are
key impediments to the firm’s current or desired position. The entrance of new
competitors, slow market growth, increased bargaining power of key buyers or
suppliers, technological changes, and new or revised regulations could represent
threats to a firm’s success.
Developing and maintaining a strategic fit between the organization’s goals and
capabilities, and its changing marketing opportunities represent which one of the following
concepts?
► Marketing objectives
► Strategy planning
► Marketing activities
► Corporate strategies
(page 28)The process of developing and maintaining a strategic fit between the
organization’s goals and capabilities and its changing marketing opportunities is
called Strategic planning
The publishers of “The Economist” developed a campaign to market the magazine to
university and college students studying business and management courses. The publishers
are focusing on which of the following strategies?
Product development (not sure )

Mr. ABC examined his firm's recently completed market attractiveness-business position
model; he finds that the firm's sport sunglasses unit is high on both dimensions. Which one
of the following strategies would this placement dictate?
► Invest
► Harvest
► Divest
Maintain
► An image
► A service
► A good
► An idea
Which one of the following product requires a lot of advertising, personal selling and other
marketing efforts because consumer either does not know about it or knows about it but
does not normally think about buying?


The Company, Suppliers, Marketing Intermediaries and Customers are included in
the company’s:
► Macroenvironment
P#42,,a. The company itself (including departments).
► Suppliers.
► Marketing channel firms (intermediaries).
► Customer markets.
►Competitors.
► Publics.
Identify three considerations companies should balance when setting their

marketing strategies.
► Company profits, society's interests, and consumer

wants ►Existing products, customer needs, and market trends
► Customer wants, integrated marketing techniques, and profit margins
► Selling concepts, product integrity, and customer base
(Q#5)http://wps.prenhall.com/bp_kotler_pom_11/31/8124/2079930.cw/index.html
The marketing concept expresses the company's commitment to:
► Organizational goals
► An integrated company effort
► Consumer sovereignty
(page 83)
http://books.google.com/books?id=bqckHDepmSYC&pg=PA83&lpg=PA83&dq=m
arketing+concept+expresses+the+company%27s+commitment&source=bl&ots=-
_4GuNYNhf&sig=zWWKCLuHFr1typqFdce2v40AC-g&hl=en&ei=Eg-
FTbusOYjyvwPCmNjJCA&sa=X&oi=book_result&ct=result&resnum=9&ved=0C
EwQ6AEwCA#v=onepage&q=marketing%20concept%20expresses%20the%20co
mpany%27s%20commitment&f=false
Which one of the following options best explains the purpose of intranets?

&resnum=2&sqi=2&ved=0CC0Q6AEwAQ#v=snippet&q=intranets&f=false

http://wps.prenhall.com/bp_armstrong_mai_7/19/5037/1289678.cw/index.html
Which of the following is the study of the human population in terms of size, density,
locations, gender, race, occupation and other statistics.
► Psychographics
► Demography
► Philosophy
► Social psychology
P#25,,,Demography is the study of human populations in terms of size,
density, location, age, sex, race, occupation, and other statistics
To develop effective marketing programs, companies need information on which of
the following?
► Consumers
► Competitors
► Resellers
http://wps.prenhall.com/bp_kotler_pom_10/0,,594806-,00.html
Identify the three decisions made when designing a sampling plan.
► Identifying the sampling unit, sample size and the sampling procedure
► Identifying the research problem, designing the research plan and implementing it
► Identifying the sampling unit, constructing a research design and the
sampling procedure
► Identifying the research plan, planning a sample size and market segmentation
(Q#25) http://www.scribd.com/doc/22324509/kotler04-Conducting-Marketing-
Research-and-Forecasting-Demand
Which of the following are NOT consider to be stimuli that enter as inputs into
the model of buyer behavior?
► Cultural Factors
► Economic Factors
► Marketing Mix
► Post purchase Behavior
(page 62)Marketing stimuli consist of the four Ps: product, price, place,
and promotion. Other stimuli include major forces and events in the
buyer's environment: economic, technological, political, and cultural.
exposed is called:
exposed is called Selective Attention

http://books.google.com.pk/books?id=Lx5dxjc_Kq0C&pg=PA207&lpg=PA207&dq
=Which+of+the+following+are+the+products+bought+by+individuals+and+organiz
ations+for+further+processing+or+for+use+in+conducting+a+business%3F&sourc
e=bl&ots=xbEGBr0aWO&sig=EPiR9ZLiXk1iATwkita2wgUAOCc&hl=en&ei=JSk
STf2_NouOjAekkKn2BQ&sa=X&oi=book_result&ct=result&resnum=5&ved=0CD
MQ6AEwBA#v=snippet&q=tendency%20for%20people%20to%20screen%20out
%20most%20of%20the%20information%20&f=false
KPV should adopt?

All of the following are characteristics which make up the actual product EXCEPT:
► Quality level
► Brand Name
► Features
► After-sales services
The actual product may have as many as five characteristics that combine
to deliver core product benefits. They are: a). Quality level.
b). Features.
c). Design.
d). Brand name.
e). Packaging
► Upwards
► Both ways
At the maturity stage of the life cycle, the company has an opportunity to prolong the
life of its products in many ways. When a company tries to __________ the company is
trying to increase the consumption of the current product
► Substitute the product

► Modify the distribution channel
► Modify the market
► Modify the product
http://free-books-online.org/accounting/fundamentals-of-auditing/a-new-product-
development/
a.Market modification is an approach in which the company tries to increase
the consumption of the current product.
Paper 7
MIDTERM EXAMINATION
Spring 2010
Question No: 1 ( Marks: 1 ) - Please choose one≈
When Olympia Carpets develops new carpets that are highly stain resistant and
durable, it must educate consumers about the product's benefits. This activity
calls for which one of the following marketing mix variables?
► Price
► Promotion
► Distribution
► Product
Building, keeping and growing profitable value-laden relationships with

all customers of a company refers to which of the following options?
► Customer perceived value
(Q#18) http://wps.pearsoned.co.uk/ema_uk_he_harker_mktgintro_1/127/326
07/8347583.cw/content/index.html
If a local company wants to adopt the marketing concept. To be consistent

with this move, it should adopt which of the following philosophies

≈ Keeping prices low is our objective

intermediaries?
Insurance company
(page 43) Marketing service agencies (such as marketing research firms, advertising
agencies,

► Top management
(page 42) Top management is responsible for setting the company’s

mission, objectives, broad strategies, and policies.

Which one of the following is NOT a part of the macro-environment?
Demographic forces
► Natural forces
► Competitors' forces
► Political forces

The objective of which of the following research is to gather preliminary
information that will help define the problem and suggest hypotheses?
Descriptive
► Exploratory
► Causal
► Corrective
(page 55) Exploratory research where the objective is to gather preliminary

information that will help to better define problems and suggest hypotheses for their
solution.

Observations
► Focus groups
► Questionnaires
(page 56) Observational research can be used to obtain information that people

Motive
► Belief
► Behavior
► Attitude
Belief: the mental act, condition, or habit of placing trust or confidence

in another.
http://www.spirithome.com/definif.html

Affluent
Middle class
Lower income class

affluent
middle class
lower income class
all of the above
none of the above
Chapter 7
Which of the following factors are often used for segmenting customer groups?
► Geographic factors
► Psychographic factors
► Behavioral factors
► Demographic factors
(page 84) Demographic factors are the most popular bases for segmenting
customer groups
The purpose of idea generation is to create a _____ of ideas. The purpose of
succeeding stages is to _____ that number.
► Small number; reduce
► Small number; increase
► Large number; increase
► Large number; reduce
(page 102) The purpose of idea generation is to create a large number of ideas. The
purpose of the succeeding stages is to reduce that number.
Which one of the following forces is NOT the part of company’s macro
environment?
► Demographic
► Economic
► Political
► Public
Mr. ABC has just brainstormed a large number of ideas for adding new products
and services after visiting several buying fairs. The owners will begin the first
idea-reducing stage to select the good ideas and drop the poor ones. What is
another name of idea reducing stage
Idea generation
Idea screening
Product concept
Concept development
► GrayBerry Gifts has just brainstormed a large number of ideas for adding new
products and services after visiting several buying fairs. The owners will begin the
first idea-reducing stage called _____ to arrive at a realistic number to adopt.
idea generation
idea screening
product concept
concept development
idea dissemination
(Answer: b; p. 242; Easy)
Chapter 9
The managers of a firm are providing all the facilities and assistance that a
customer demands. As a result of their efforts the customers are satisfied and
the firm is enjoying huge profits. The efforts of the manager are considered as
part of
A movie was greatly promoted as having a lot of actions and special effects.
When the people went to see the movie it was not according to the
expectations of the people. In this case the people were:
► Satisfied
► Dissatisfied
► Overjoyed
A product fulfilled all the expectations that were advertised during the
launching of the product. Thus the customers using the product should be:
► Satisfied
► Dissatisfied
► Disappointed
To persuade people to purchase non essential goods and services which of

the following concepts would prove more fruitful?
≈ Production Concept
► Product Concept
► Selling Concept
(page25)
http://books.google.com/books?id=lf7VKtZcJlgC&pg=PA25&lpg=PA25&dq=To
+persuade+people+to+purchase+non+essential+goods+and+services&source=b
l&ots=eOxk5xNM6v&sig=4RwZOWbsfE9YZ8NV6Oo38o7lSRk&hl=en&ei=R4uD
TY7NOMSHrAeV2uC8CA&sa=X&oi=book_result&ct=result&resnum=7&ved=0C
DwQ6AEwBg#v=onepage&q&f=false
McDonald runs an advertisement featuring children, seniors, citizens

and minority groups. What does this ad show?
► Company is product oriented
► Company considers only environmental factors
► Company has several target markets
► Company is market oriented
(question 16) http://www.scribd.com/doc/27111819/An-Overview-of-

Strategic-Marketing-Section-B
Which of the following entities of a company has a separate mission and

objectives which can be planned independently from other company businesses.
► Business Portfolio
► Strategic Business Unit
► Product Line
(page 31)(SBU) is a unit of the company that has a separate mission and
objectives and which can be planned independently from other company businesses
The steps comprising the marketing control process in ascending order are:
Measure performance – evaluate performance – corrective action – set
goals
► Corrective action – set goals - measure performance –


corrective action
► Set goals - Measure performance – corrective action –

(page 39)

4). Take corrective action (What should we do about it?).
Which of the following options indicate a company’s macro environment?
Demographic, economic, natural, technological, political and social
► Demographic, natural, economic, political, social and cultural
► Demographic, economic, natural, technological, political and cultural
► Demographic, economic, natural, social, political and legal
economic, natural, technological, political, and cultural forces

Why is business legislation enacted?
► To protect consumers
► To protect companies from each other
► To protect the interest of the society
(slide 44) http://www.slideshare.net/michaelcloke/analyzing-the-marketing-

environment-6528051

MIS activities begin and end with which of the following?
► Distributors
► Competitors
(page 50) (MIS) begins and ends with the user
To develop effective marketing programs, companies need information on which

of the following?
► Consumers
► Competitors
► Resellers
(Q#1)http://wps.prenhall.com/bp_kotler_pom_10/0,,594806-,00.html

The major advantage of this approach is flexibility while the

disadvantages include
the respondent being unwilling to respond, giving inaccurate answers,

or unwilling to spend the time to answer. Pg 56
A successful marketer keeps track of a person’s needs as he grows. When he is

a child the marketer and his company may design toys for their customer. When
he becomes an adult the company may start producing ties and shirts. In this
case the marketer is looking at which factor of the consumer behavior?
Occupation
Economic situation
Roles and status
:P#66,,Age and Life-Cycle Stage
People change the goods and services they buy over their lifetimes. Tastes in food,
clothes,furniture, and recreation are often age related.
A term that describes the tendency of people to interpret information in a

way that will support what they already believe is called:
(page 118)http://books.google.com/books?id=7d7jrY_q-
XYC&pg=PA118&dq=the+tendency+of+people+to+interpret+information+in+a+w
ay+that+will+support+what+they+already+believe+is&hl=en&ei=xh2STfPECs6Pc
dTqqIkH&sa=X&oi=book_result&ct=result&resnum=2&ved=0CC0Q6AEwAQ#v=
onepage&q=the%20tendency%20of%20people%20to%20interpret%20informatio
n%20in%20a%20way%20that%20will%20support%20what%20they%20already
%20believe%20is&f=false
MR.Y goes to the convenience store every Saturday to buy groceries, such
as salts, vegetables, fruits and rice. This behavior of Mr. Y is an example of:
Habitual buying behavior occurs under conditions of low consumer

involvement and little significant brand difference. For example, take
salt.‫خ‬#69
Manufacturers of surf excel are successful in making their product occupy a

desirable place in the hearts of its customers. Now surf excel is considered as a
powerful all purpose family detergent. The marketers have successfully
___________ its product.
► Differentiated
► Targated
► Positioned
► Segmented
P#88,,Tide is positioned as a powerful, all-purpose family detergent;

In the automobile market, Toyota and Subaru are positioned on
economy, Mercedes and Cadillac on luxury Consumers are overloaded
with information about products andservices.
“Consumers segments that have similar needs and buying behavior even though
they are located in different countries” refers to which of the following
segmentation?
International marketing segmentation
Consumer marketing segmentation
Business marketing segmentation
Intermarket segmentation
► Doral Machinery International forms segments of consumers who have similar

needs and buying behavior even though they are located in different countries.
What is this form of segmentation called?
Political and legal.
Cross-cultural.
Effective.
Intermarket.
Individual.
(Answer: d; p. 176; Easy Chapter 7

Shakeel just moved into a new city. He is a very successful man and would like
to purchase a luxurious car and designer clothes. These products are examples
of:
► Convenience Products
► Shopping Products
► Specialty Products
► Unsought Products
P#93,,Specialty products are consumer products and services with

unique characteristics or brand identification for which a significant group
of buyers is willing to make a special purchase effort. Examples include
specific brands and types of cars, high priced photographic equipment,
designer clothes, and the services of medical or legal specialists.
Identify the other market offerings marketers have broadened the concept of
"product" to include.
http://books.google.com/books?id=Lx5dxjc_Kq0C&pg=PR28&dq=principle+of+ma
rketing+kotler+13th&hl=en&ei=JjqCTZSvDs_IrQfhqc3dCA&sa=X&oi=book_resu
lt&ct=result&resnum=8&ved=0CFUQ6AEwBw#v=onepage&q=broadened%20the
%20concept%20of%20%22product&f=false P#208
Another
In addition to tangible products and services, in recent years marketers have
broadened the concept of a product to include other "marketable entities”
namely, organizations, persons, places, and ideasP#94
At the __________ stage in the product life cycle, educating the market remains
a goal, but now the company also needs to meet the competition.
► Growth
► Maturity
► Decline
(page 4) http://www.docstoc.com/docs/14516989/Product-Life-Cycle
Paper 8
MIDTERM EXAMINATION
Spring 2010
Which one of the following statements by a company chairman BEST reflects

the marketing concept?
► We have organized our business to satisfy the customer needs
► We believe that marketing department must organize to sell what we produce
► We try to produce only high quality, technically efficient products
► We try to encourage company growth in the market
http://www.brainmass.com/homework-help/business/marketing/87074
Some banks have increased their market share by offering accounts especially for children
in another city. This example illustrates which of the following growth strategies?
Person’s pattern of living as expressed in his or her psychographics represents which one
of the following concept?
► Personality
► Culture
► Lifestyle
► Motive
http://www.funnelbrain.com/c-284368-persons-pattern-living-expressed-
activites-interests-opioni.html
(Slide 9)
http://docs.google.com/viewer?a=v&q=cache:9bfgZRfx1gUJ:www.imsciences.net/uploa
ds/second-semester/1-Marketing-Consumer-and-Business-Buyer-
Behavior.ppt+pattern+of+living+as+expressed+in+his+or+her+psychographics+represen
ts&hl=en&pid=bl&srcid=ADGEESiZIUQc16O0wGxWrhLKGpHtz3Z0LHWKMQQD7
VoAS_uiGm9CjFPtxabg-
ppDKzdsIiloZ1B0Q4d7dB53GsRpOqoYZC2s3Ak2eQGDjdoMpgRviX4nw2GusqoBT0
qd7qg7LdCEChRP&sig=AHIEtbTswbkMNnt_RQ7TZSgSOZlNOKmdmg&pli=1

Inelastic demand in industrial markets refers to which of the following situation?
► Demand for a given product fluctuates very little over time.

► Price increases or decreases will not significantly alter demand for a
given product.
► The demand for one product depends heavily on the demand for another product.
► Supply for a given product cannot keep up with the demand for it.
► Affluent
► Middle class
► Lower income class
(question 15) http://wenku.baidu.com/view/c9c9e085b9d528ea81c77986.html
affluent
middle class
lower income class
all of the above
none of the above
(page 194)
http://books.google.com/books?id=cRsxku7O06UC&pg=PA194&dq=products+purchase
d+for+further+processing+or+for+use+in+conducting+a+business&hl=en&ei=b3aETZaI
EoS6vQOPjuHdCA&sa=X&oi=book_result&ct=result&resnum=1&ved=0CCcQ6AEwA
A#v=onepage&q=products%20purchased%20for%20further%20processing%20or%20fo
r%20use%20in%20conducting%20a%20business&f=false
combination of these that differentiate the product of one seller or group of sellers from the
other sellers"?
► Brand
► Package
► Label
► Style
(page 104)
http://books.google.com/books?id=pawGH8XXIVkC&pg=PA104&lpg=PA104&dq=the
+name,+term,+sign,+symbol,+design+or+a+combination+of+these+that+differentiate+th
e+product+of+one+seller+or+group+of+sellers+from+the+other+sellers%22?&source=b
l&ots=m5oEkbxaF8&sig=5aB650HQSYiZBQbxwD5bN7WCVF4&hl=en&ei=p3aETbD
HCYeKvQO-
nNjHCA&sa=X&oi=book_result&ct=result&resnum=9&ved=0CEwQ6AEwCA#v=onep
age&q=the%20name%2C%20term%2C%20sign%2C%20symbol%2C%20design%20or
%20a%20combination%20of%20these%20that%20differentiate%20the%20product%20o
f%20one%20seller%20or%20group%20of%20sellers%20from%20the%20other%20selle
rs%22%3F&f=false
Customer service is another element of product strategy. The first step is to survey
customers periodically to assess the value of current services and to obtain ideas for new
ones. From this careful monitoring, marketer has learned that buyers are very upset by
repairs that are not done correctly the first time. What is the name of these types of services?
► Brand equity services
► Product support services
► Social marketing services
► Unsought product services
Chapter 9
► Customer service is another element of product strategy. The first step is to

survey customers periodically to asses the value of current services and to
obtain ideas for new ones. From this careful monitoring, Cadillac has learned
that buyers are very upset by repairs that are not done correctly the first time.
What is the name of these types of services?
brand equity services
product support services
social marketing services
unsought product services
(b; Challenging; p. 288)
Business analysis involves a review of the sales, costs, and profit projections to find
out whether they satisfy the company’s objectives
http://webcache.googleusercontent.com/search?q=cache:oXzSOcz6zKwJ:https://sec
ure.suu.edu/faculty/robertsw/AAA%2520MKTG%25203010%252013th%2520ed%
2520F%252010/Powerpoint%2520CRS/ch09/kotler13e_crs_09.ppt+A+review+of+th
e+sales,+costs+and+profit+projections+for+a+new+product+to+find+out+whether+
they+satisfy&cd=4&hl=en&ct=clnk&source=www.google.com

If the company’s sales are slow down, and profits level off or decline. At which stage the
company has reached?
► Introduction
► Decline
► Growth
► Maturity
Maturity is a period of slower sales growth because the product has achieved
acceptance by most potential buyers. Profits level off or decline because of increased
marketing outlays
(page236)
http://books.google.com/books?id=cRsxku7O06UC&pg=PA236&dq=If+the+compa
ny%E2%80%99s+sales+are+slow+down,+and+profits+level+off+or+decline&hl=en
&ei=nnmETZ_CIYOevQPfybXZCA&sa=X&oi=book_result&ct=result&resnum=2
&ved=0CC0Q6AEwAQ#v=onepage&q=If%20the%20company%E2%80%99s%20
sales%20are%20slow%20down%2C%20and%20profits%20level%20off%20or%2
0decline&f=false
Identify the first step in a strategic planning process.
► Define the company's mission

► Develop the business portfolio
► Plan marketing strategies
► Set objectives and goals
(page 29) The first step in the strategic planning process is defining the company
mission
Buying goods and services for further processing or for use in the production
process refers to which of the following markets?
(page 43) Business markets (buy goods and services for further processing or for
use in their production process).


d). Promotion = Communication
The managers of a firm are providing all the facilities and assistance that a customer
demands. As a result of their efforts the customers are satisfied and the firm is enjoying
huge profits. The efforts of the manager are considered as part of:

MR.Y invested Rs.50000 in a fan manufacturing company. MR Y is a _____________
of the company.
► Stakeholder
► Stockholder (review again)
Customer
Which one of the following option refers to “The art and science of choosing target
markets and building profitable relationships?”
► Knowledge Management
► Marketing Management
http://lindaweeks.com/mktgweek1.htm
Marketing management -- The art and science of choosing target markets and
building profitable relationships with them
► Convenience
► Shopping
► Specialty
► Unsought
(page 223) this concept is typically practiced with unsought goods (those that
buyers do not normally think of buying).
NAFTA is a trade agreement between:
► America, Canada and Mexico

► America, France and Canada
► Germany, Russia and America
► China, Pakistan and India
http://www.investopedia.com/terms/n/nafta.asp
A trade agreement between Canada, the United States and Mexico that
encourages free trade between these North American countries.
What are the skills that a marketer should possess to successfully achieve the goals of an
organization?
► Neither creativity nor critical thinking skills
► Both creativity and critical thinking skills
► Critical thinking skills but not creativity
► Creativity but not critical thinking
Q#10 http://www.oup.com/uk/orc/bin/9780199290437/01student/cqs/ch01/
What does this statement show “Trade of value between two parties”?
► Competition
► Transaction
► Agreement
► Need
(page 11) a transaction (a trade of values between two parties)

(page 14) Marketing Management is defined as the analysis, planning,
implementation, and control
In a marketing plan analyzing and reviewing the product, competition, market and the
distribution is included in:
► Threats and opportunity analysis
► Objectives and issues
► Current marketing situation
(page 79)http://books.google.com/books?id=F-
5gKE_EuFAC&pg=PA79&dq=Current+marketing+situation&hl=en&ei=9OyETY
SBLISevQP_vem8CA&sa=X&oi=book_result&ct=result&resnum=3&ved=0CDYQ
6AEwAg#v=onepage&q=Current%20marketing%20situation&f=false
► Local Publics
► General Publics
(page 43)Local publics--includes neighborhood residents and
community organizations
Why is the demographic environment a major interest to marketers?
► Because it involves global financing

► Because it involves people and people make up markets
► Because demographics involve diverse consumer products
► Because demographics focus on local marketing opportunities
(page 8)http://www.scribd.com/doc/15587729/Global-Marketing
(page106)
http://books.google.com/books?id=xye9Jf04Rv4C&pg=PA106&dq=Why+is+the+demog
raphic+environment+a+major+interest+to+marketers?&hl=en&ei=VKKETb7lIoKmuAO
rroHQCA&sa=X&oi=book_result&ct=result&resnum=2&ved=0CC0Q6AEwAQ#v=one
page&q=Why%20is%20the%20demographic%20environment%20a%20major%20intere
st%20to%20marketers%3F&f=false
Question No: 25 ( Marks: 1 ) - Please choose one MIS

activities begin and end with which of the following?
► Distributors
► Competitors
(page50 ) (MIS) begins and ends with the user.
ABC Company wants to know why the demand of its product is declining. For
this purpose the company should perform :
► Image development
http://www.strategicmarketsegmentation.com/decline-stage/
Which of the following is NOT one of the problems typically associated with secondary
data?
It may not exist
It might not be current
It might not be impartial
It is too expensive to obtain
(page 56)
The needed information might not exist.

►Even if the data is found, it might not be useable.
► The researcher must evaluate secondary information to make certain it
is relevant,
accurate, current, and impartial. Secondary data is a good starting point;
however, the company will often have to collect primary data.
Which of the following statements regarding research is TRUE?
► Customers will generally gladly provide information to researchers if it would

add value to the products
► Customers will generally give information when they are given compensation
for their time
► Customers do not care about the value delivered by their participation in research
studies

(page98)
http://books.google.com/books?id=cRsxku7O06UC&pg=PA98&dq=collecting+primary+
data+through+internet+surveys+and+online+focus+groups&hl=en&ei=ENWETd2dLoe
GvgPyybnRCA&sa=X&oi=book_result&ct=result&resnum=2&ved=0CC8Q6AEwAQ#v
=onepage&q=collecting%20primary%20data%20through%20internet%20surveys%20an
d%20online%20focus%20groups&f=false
An American fast food started its business in Pakistan but failed to make a profit.
After performing a marketing research the managers found out that there food was not
spicy enough. The managers failed to consider which of the following factor?
► Cultural differences (review again)
► Lifestyle differences
► Beliefs and attitudes
► Social class
A term that describes the tendency of people to interpret information in a way that
will support what they already believe is called:
(slide 23)http://www.slideshare.net/michaelcloke/consumer-markets-and-consumer-
buyer-behavior
When a company decides to go after a large share of one or a few smaller segment
instead of going after a small share of a large market, the company is practicing:
► Mass marketing
► Niche marketing
Chapter 7
Concentrated or niche marketing goes after a large share of one or a few

segments or niches instead of going after a share of a large market
When Sony TV extended its brand into new product categories including
webcams, mobiles, DVD players, printers,etc. Sony was engaged in ________
► Brand Extension
► Line Extensions
► Multi Brands
► New Brands
(page 98) brand extensions. Existing brand names are extended to new or
modified
product categories.
At the __________ stage in the product life cycle, educating the market remains a goal,
but now the company also needs to meet the competition.

► Growth
► Maturity
► Decline
Growth Stage
Educating the market remains a goal, but now the company must also meet the
competition.
http://gmx.xmu.edu.cn/ews/business/pmarketing/chapter09.htm
MGT301 Latest Solved Quiz solved By Masood Khan July 2011 This
only gift for only Final Term papers 2011
Which one of the following is the major benefit of using

event sponsorship?
Enhances personal selling efforts

Provides an excellent back-drop for advertisements
Provide large amounts of free media coverage
Neutralizes the effects of unfavorable public relations
Which of the following sales management tool shows that which customers
and prospects to see during the next 12 months and in which months as well
as which activities to carry out?
Time-and-duty analysis
Sales force automation systems
Annual call plan
Sales quota plan
An effective form of direct marketing today is using the 30-

minute television advertising programs for a single product to get
instant feedback from customers refers to which of the following
concepts? Select correct option:
TV advertising
Infomercials
Home shopping TV
Publicity
Shortage of raw material is specific area of concern of

which environmental factor?
Political Environment
Cultural Environment
Natural Environmental
Technological Environment
option:
Fixed costs
Variable costs
Derived costs
Total costs
Which of the following is a way in which a firm can respond to the

price change by the competitor?
Reduce price
Reduce the quality
A _________ combines successive stages of production and

distribution under single ownership.
Administered vertical marketing system

Conventional marketing channel
Use of power brokers in a channel framework
Corporate vertical marketing system
When suppliers, distributors, and customers partner with each other

to improve the performance of the entire system, they are participating
in which of the following systems?
Value delivery network

Channel of distribution
Supply chain
Demand chain
Which one of the following steps comes after identifying and
defining problem in marketing research?
Interpretation
Implementation
Observation
General pricing approaches and pricing strategies are ______

things. Select correct option:
One and the same things

Different things
Which of the following is NOT an external factor while setting the price of a
new product?
Nature of Market and Demand

Competitor’s Strategies and prices
Environmental factors
None of the above
Which one of the following is a technique to stimulate the creation

of ideas?
Barnstorming
Briefing
Brainstorming
Banqueting
The BCG growth-share matrix classifies which of the following
four types of SBUs?
Product; price; promotion; placement

Sales; market share; price; promotion
Stars; cash cows; question marks; dogs
Planning; organizing; leading; controlling
A marketing manager of a large consumer foods company is

studying distribution, promotion, and price of the company's product.
Marketing manager is studying which one of the following concepts? Select
correct option:
Marketing strategy
Marketing mix
Market offering
Marketing plan
All of the following are the forces of company’s micro

environment EXCEPT:
The company
The Supplier
Competitor
Demographic
Items offered free or at minimal cost as a bonus for purchasing

a product refers to which one of the following options?
Rebates
Premiums
Samples
Coupons
In SWOT analysis, threats and opportunities are part of which of
the following environment?
Internal
Inside
External
Domestic
Which one of the following is NOT a part of marketing channel

firms (intermediaries)?
Physical distribution firm

Marketing service agency
Financial intermediary
Stock exchange
addWhen Kodak sets the general price range of its cameras low and
its related film high, it is practicing which one of the following
pricing? Select correct option:
Market-penetration pricing
Market-skimming pricing
Product line pricing
Captive-product pricing
The process of dividing a total market into market groups so that persons
within each group have relatively similar product needs refers to which of
the following concepts?
Segmenting
Differentiating
Target marketing
Concentrating
Connecting with employees in the company refers to which of

the following options?
Extranet
Internet
Intranet
World wide web
Which of the following communication and promotion tools involve direct

connections with customers aimed toward building customer unique value
and lasting relationships?
Personal selling and direct marketing

Public relation and publicity
E-commerce and E-business
Advertising and sales promotion
Which of the following is NOT a form of direct

marketing? Select correct option:
Personal selling
Advertising
Telephone marketing
Direct-mail marketing
Elimination can BEST be described as the process of deleting a
product from the product mix when it:
Is perceived as a failure by top management

Increases production costs and decreases profits
No longer responds to promotional efforts
No longer satisfies a sufficient number of customers
A company decides on its promotion budget by using four

common methods to set the total budget for advertising. What is NOT one
of these methods?

Which of the following characteristics should not be included in

mission statement?
Be realistic
Be broad
Be specific
Be motivating
When management at Honda Motorcycles makes decisions on which type

of saddlebags, handle bars, and seats for its bikes, they become engaged
in which one of the following pricing?
Product line pricing

Optional-product pricing
Captive-product pricing
Value-based pricing
People vary in their emphasis on serving themselves versus

serving others reflects which of the following views?
People’s views of themselves

People’s views of others
People’s views of organizations
People’s views of societies
Study of human populations in terms of size, density, location, age,

sex, race, occupation and other statistics refers to which of the
following studies?
Segmentation
Demography
Psychographic
Geographic
The Students Union is buying office equipment. For a supplier,

the Students Union is an example of which one of the following markets?
A producer market
A reseller market
An institutional market
A government market
Which one of the following is NOT a part of marketing control process?

Set goals for organization
Measure performance
Take risk for profit
Evaluate performance
A manufacturer spends a large amount of money on research

and development leading to the introduction of a product that is likely
to present the firm with a breakthrough opportunity. The
manufacturer prices the product with the goal of achieving a 20 percent
return on its investment. Which of the following types of pricing objectives
is the company using?
Target return
Profit maximization
Nonprice competition
Meeting competition
In which of the following pricing the seller selects a given city as a "basing
point" and charges all customers the freight cost from that city to the
customer location, regardless of the city from which the goods are actually
shipped?
Base-point pricing
Freight absorption pricing
Transfer pricing
Zone pricing

Demand management
Customer relationship
Making a sale
Making a profit
ABC Company developed its successful new line of ketchup

by observing and listening to its which of the following groups?

Employees
Sales force
Customers
Suppliers
Research of buying decisions by large companies to find out what they buy,
where they buy, how much they buy refers to which one of the following
buying decision?
Market buying decision
Consumer buying decision
Consumer buying decision
Group buying decision
Large tools and machines used in a production process for a considerable

length of time are classified as which one of the following? Select correct
option:
Office equipment
Accessory equipment
Raw material
Consumable supply
When the aim of the promotion, while introducing a new

consumer product, is to achieve high awareness levels, the firm will most
likely make heavy use of which one of the following promotional mix?
Advertising
Sales promotion
Personal selling
Publicity
Orders can be submitted by which of the following ways:
By mail or telephone
Through salespeople
Via computer
Which one of the following options represents the collection

of businesses and products that make up a company?
Strategic business unit
Mission statement
Strategic plan
Business portfolio
The degree to which a market segment is sufficiently large or

profitable refers to which of the following concepts?
Substantiality
Accessible
Actionable
Measurable
Three key issues associated with initiating price changes are,

the circumstances, the tactics and:
Sales targets
Bad publicity
Stock levels
Competitor reactions
A state of "felt deprivation" in human is called:
Want
Demand
Value
Need
Sales promotion includes a wide assortment of tools. Which one of

the following is NOT one of these tools?
Contests
Premiums
Telephone surveys
Coupons
Which one of the following is a part of 4 C’s?

Consumer
Company
Convenience
Competitors

Observation
Focus groups
Personal interviews
Questionnaires
Which one of the following category provides the resources needed by the
company and competitors to produce goods and services? Select correct
option:
Suppliers
Customers
Competitors
Publics
Which one of the following is the first step of marketing

research process?
Define problem
Data analysis
Interpretation
Implementation
Which of the segmenting strategies carries higher-than-average risks

in consumer markets?
Multiple-segment
Concentrated
Differentiated
Undifferentiated
Which of the following is a pricing strategy used while the product is

in running phase?
Buying and selling processes

Business-to-business purchasing
Communication among employees
Maintaining customer relations
Which one of the following can be estimated from historical data

or from price/quantity data across sales districts?
Price elasticity
Features/benefits
Price/quantity
Pricing patterns
Which one of the following takes possession of truckloads of

potatoes, arranges for storage, and transports them to auctions to be sold?
Selling agent
Commission broker
Commission merchant
Selling broker
What does the term sales quota refer to?

Sales objectives
Time to make a sale
Sales methods
Number of customers
Which of the following is "something of value" that might be offered
to FINAL CONSUMERS as part of the "price equation"? Select correct
option:
Sufficient margin to allow for profit

Promotion aimed at customers
Price-level guarantees
Repair facilities
Three common techniques sales managers use to boost sales force morale
that include the organizational climate, sales quotas and which one of the
following is the third technique?
Positive incentives
Positive thinking
Positive recognition
Positive feedback
Which of the following planning is not the type of planning?

Strategic Planning
Tactical Planning
Production Planning
Operational Planning
Which one of the following is NOT an ethical pricing issue?

Product dumping
Predatory pricing
Price fixing
Slow Skimming
Large tools and machines used in a production process for a considerable
length of time are classified as which one of the following? Select correct
option:
Office equipment
Accessory equipment
Raw material
Consumable supply
Which of the following is NOT a part of the macro-environment?

Demographic forces
Natural forces
Competitors' forces
Political forces
The principles of personal selling described as which one of

the following orientation?
Relationship orientation
Service orientation
Customer orientation
Transaction orientation
Which of the following may be ignored while making

channel distribution decisions?
Analyzing Consumer Service Needs

Setting Channel Objectives and Constraints
Identifying Major Alternatives
None of the above
The search for new-product ideas should be _____ rather
than haphazard.
Consistent
Systematic
Continual
Seldom
The consumer can obtain information from any of several

sources. Which is NOT one of these sources?
Personal
Commercial
Attitude
Public
A sales representative from a software company shows an accounting firm

that a new software package can perform bookkeeping tasks that the firm's
present package cannot. The accounting firm is most likely in which stage of
the organizational buying decision process? Select correct option:
Problem recognition
Product specification
Product selection
Product purchase
Those factors that determine the size and means of payment exchanged for
goods and services are part of which one of the following mix? Select correct
option:
Price promotion mix

Price factor mix
Basic price mix
Production price mix
Which one of the following is an alternative to product line stretching that

adds more items within the present range of the line? Select correct
option:
Product mix
Interactive marketing
Product line filling
Co-branding
What are the companies doing from the following options as a result of an
explosion of more focused media that better match today’s
targeting strategies?
More narrowcasting and less broadcasting

Less broadcasting and more narrowcasting
Less narrowcasting and broadcasting
More narrowcasting and broadcasting
After analysis and processing data, it is converted into which of

the following forms?
Facts
Postulates
Information
Results
Following activities are the part of marketing process EXCEPT which of

the following?

Selecting target markets
Developing the business portfolio
Managing the marketing effort
Political force is one of the forces of marketing macro environment. How
marketers view political forces?

Easily ignored
Easily influenced
Simple to recognize
Beyond their control

following?
Belief
Culture
Personality
Self-awareness
Question # 1 of 15 ( Start time: 10:34:45 PM ) Total Marks: 1 Which of the

following marketing mix activity is most closely associated with newsletters,
catalogues and invitations to organization-sponsored events?
Pricing
Distribution
Product development
Promotion
Question # 3 of 15 ( Start time: 10:36:34 PM ) Total Marks:

1 What does it reflect “The receiver's response to a
message”? Select correct option:
Feedback
Media
Noise
Decoding
Question # 4 of 15 ( Start time: 10:37:08 PM ) Total Marks: 1 Nationally

distributed consumer convenience products such as cigarettes are MOST
likely distributed through which of the following channels?
Producer, agents, wholesalers, retailers, consumers

Producer, wholesalers, consumers

Producer, wholesalers, retailers, consumers
Producer, industrial distributor, wholesalers, retailers, consumers
Question # 6 of 15 ( Start time: 10:39:05 PM ) Total Marks: 1 Marketing

stimuli consist of the four Ps. Which is NOT one of these Ps? Select correct
option:
Product
Political
Promotion
Place
Question # 7 of 15 ( Start time: 10:39:36 PM ) Total Marks: 1 Which of

the following set refers to the order of action in marketing control
process?
Measure performance – evaluate performance – corrective action –

set goals
Corrective action – set goals - measure performance –
Set goals - Measure performance – evaluate performance -
corrective action
Set goals - Measure performance – corrective action –
Question # 8 of 15 ( Start time: 10:40:19 PM ) Total Marks: 1 Polaroid

is aiming its Cool Cam camera at teenagers. Which of the following
options reflect Teenagers?
Target audience
Segmentation
Target market
Focus group

1 Which one of these is a department of advertising
agency? Select correct option:
Creative
Research
Media
All of above

one of the following factors influences the consumer buying decision
process?
Person-specific
Social
Demographic
Situational
Question # 11 of 15 ( Start time: 10:43:04 PM ) Total Marks: 1 People change
the goods and services they buy over time because of two important factors.
Which one of the following sets reflects these factors? Select correct option:
Belief and attitude

Perception and personality
Age and life-cycle stage
Family and tradition

1 Measure and evaluate performance is the part of which
marketing function
Marketing Analysis
Marketing Implementation
Marketing Planning
Marketing Control
Question # 14 of 15 ( Start time: 10:45:52 PM ) Total Marks: 1 Less

frequently purchased consumer products and services which
are compared by the customer on different product attributes, refers
to which one of the following product?
Unsought products
Specialty products
Shopping products
Industrial products
Question # 15 of 15 ( Start time: 10:46:47 PM ) Total Marks: 1 Which of the

following is NOT an internal factor while setting the price of a new
product?
Marketing Strategy
Objectives
Marketing Mix
None of the above
Question # 7 of 15 ( Start time: 10:53:34 PM ) Total Marks: 1 Marketing

information from which of the following databases can be accessed more
quickly and cheaply
External
Internal & External
Internal
Representatives
Question # 8 of 15 ( Start time: 10:54:08 PM ) Total Marks: 1 During the

new product development process, the creation of a large pool of ideas for
potential new products is the primary goal of which one of the following
steps?
Idea generation
Idea screening
Concept development
Prototype development
Question # 11 of 15 ( Start time: 10:57:18 PM ) Total Marks: 1 Survey

research, called the backbone of primary research, is the most widely used
method for primary data collection and is best suited for gathering which
of the following information?
Personal
Attitude
Descriptive
Exploratory
Question # 12 of 15 ( Start time: 10:58:22 PM ) Total Marks: 1 A sales
representative from a software company shows an accounting firm that a
new software package can perform bookkeeping tasks that the firm's present
organizational buying decision process? Select correct option:
Problem recognition
Product specification
Product selection
Product purchase
Question # 13 of 15 ( Start time: 10:58:50 PM ) Total Marks: 1 Low

consumer involvement in purchase and little significant
brand difference comes in which type of buying behavior.

Question # 14 of 15 ( Start time: 11:00:15 PM ) Total Marks: 1 In which one

of the following stages of the product life cycle sales fall off and profits stop?
Growth
Introduction
Decline
Maturity

Which type of wholesaler not only provides transportation and

delivers products to retailers, but also provides the service of placing
products on retailers' shelves?
Truck wholesaler
Cash-and-carry wholesaler
Rack jobber
Rack jobber
Question # 2 of 15 ( Start time: 11:08:57 PM ) Total Marks: 1 Which one

of the following is NOT base for marketing segmentation? Select correct
option:
Consumer markets
Industrial markets
Business markets
International markets

1 Michael Porter developed which of the following model? Select
correct option:
GE Approach/Model
BCG Model
Five Forces Model
Value Chain model
Question # 5 of 15 ( Start time: 11:11:25 PM ) Total Marks: 1 Mr.

Kashan works on the prototype of a new action-orientated computer
game module, he is engaging in which phase of the new product
development process?
Idea generation
Commercialization
Test marketing
Product development

probably using which type of segmentation?
Age and life cycle

Gender
Behavior
Geographic

one of the following is the first step in the new
Idea screening
Concept development
Idea generation
Concept testing

one of the following is NOT a content of marketing plan? Select
correct option:
Objectives
Control
Budget
Production
Question # 10 of 15 ( Start time: 11:14:50 PM ) Total Marks: 1 What is the

initial stage in the development of an advertising campaign? Select correct
option:
Setting the budget for advertising

Identifying and analyzing the target audience
Defining the advertising objectives
Creating the advertising platform
one of the following is NOT a part of industry structure analysis?
Buyers
Sellers
Entry/exit barriers
Competitor
Question # 12 of 15 ( Start time: 11:16:29 PM ) Total Marks: 1 If a

company's customers are concentrated in a small geographic area and the
company sells technical products, which promotion method will it most
likely use?
Advertising
Publicity
Personal selling
Sales promotion
Question # 13 of 15 ( Start time: 11:17:07 PM ) Total Marks: 1 In
creating research questionnaires, which of the following is good advice
for research specialist to follow?
Use care in the wording and ordering of questions

Questions do not have to be arranged in a logical order Ask
personal questions in the middle of the instrument Avoid eye
contact as it may confuse the respondents
Question # 14 of 15 ( Start time: 11:18:02 PM ) Total Marks: 1 Which one of

the following categories refers to a group of products that are closely related
because they function in a similar manner, are sold to the same customer
groups, are marketed through the same type of outlets, or fall within given
price ranges?
Product line
Line extension
Private brand
Product bandwidth

1 Which one of these is not included in product
classification? Select correct option:
Durable products
Nondurable products
Actual products
Pure services

promotion mix ingredient costs considerably more than advertising to
reach one person but can provide more immediate feedback?
Publicity
Sales promotion
Personal selling
Public relations

the following is the function of a channel of distribution? Select correct
option:
Directs the flow of products from producers to

customers Links producers to other marketing intermediaries
Takes title to products and resells them
Manages transportation and warehousing functions
Question # 3 of 15 ( Start time: 11:27:23 PM ) Total Marks: 1 When the

aim of the promotion, while introducing a new consumer product, is to
achieve high awareness levels, the firm will most likely make heavy use of
which one of the following promotional mix? Select correct option:
Advertising
Sales promotion
Personal selling
Publicity
Question # 4 of 15 ( Start time: 11:28:45 PM ) Total Marks: 1 In SWOT

analysis, threats and opportunities are part of which of the following
environment?
Internal
Inside
External
Domestic
Question # 5 of 15 ( Start time: 11:30:10 PM ) Total Marks: 1 Large number

of manufacturers and greater number of product variety increases

Rivalry among the competitors
Threat of substitute
Question # 7 of 15 ( Start time: 11:33:13 PM ) Total Marks: 1 A company

can increase its business in four ways. Which is not one of these ways?
It can add new product lines, thus widening its product mix. It
can lengthen its existing product lines.
It can add more versions of each product and thus deepen its
product mix.
The company can discontinue some of its lines.
Question # 9 of 15 ( Start time: 11:36:03 PM ) Total Marks: 1 The act of
setting prices for customers located in different parts of the world is called
___________________.
Geographic Pricing
Value based Pricing
uestion # 10 of 15 ( Start time: 11:37:06 PM ) Total Marks: 1 The various

stages of the personal selling process are illustrated below, which one of the
following is NOT specific roles of the sales representative?
Negotiating and closing the sale

Sales presentation
Prospecting
Devising product strategy

1 Collecting, analyzing and interpretation of data refer to which of
the following concepts?
Marketing research
Marketing information
Marketing knowledge
Question # 12 of 15 ( Start time: 11:40:09 PM ) Total Marks: 1 Anything

that can be offered to a market for attention, acquisition, use, or
consumption and that might satisfy a want or need refers to which one of the
following concepts?
Product
Price
Place
Promotion
Question # 13 of 15 ( Start time: 11:41:29 PM ) Total Marks: 1 The process
of dividing a total market into market groups so that persons within each
group have relatively similar product needs refers to which of the following
concepts?
Segmenting
Differentiating
Target marketing
Concentrating

1 Heavy promotion exists in which of following
philosophies? Select correct option:
Outside-in perspective
Inside-out perspective
Societal marketing concept
Production concept

1 Which public take developments into account on larger scale?
Financial publics
Media publics
Government publics
Citizen-action publics
Question # 3 of 15 ( Start time: 11:49:55 PM ) Total Marks: 1 In relation

to a product launch strategy, a company engaged in high levels of
promotion at the same time as selling at a high price is following which
one of the strategy?
Slow penetration strategy
Rapid penetration strategy
Rapid skimming strategy
Slow skimming strategy
Question # 4 of 15 ( Start time: 11:50:52 PM ) Total Marks: 1 Why is the

headline of a print advertisement such a critical component of the copy?
It determines the final layout design.

It is often the only part of the advertisement that is read. It
takes up the most space.
It links the copy to the signature.
Question # 5 of 15 ( Start time: 11:51:49 PM ) Total Marks: 1 Network

television advertising is very expensive. The media planner looks both at
the total cost of using a medium and at which of the following cost?
Cost per exposure

Cost of premium offers
Cost of the magazine it is using
Opportunity cost

one of the following stage introduces a new product into the market?
Product Concept
Product Development
Test Marketing
Commercialization
uestion # 7 of 15 ( Start time: 11:54:09 PM ) Total Marks: 1 Which of the
following tasks are included in marketing management? Select correct
option:
Marketing analysis
Marketing planning
Marketing implementation
All of the above

the following options BEST represents the involvement of management and
employees in the continuous improvement of the production of goods and
services?
Total Quality Management

Marketing Management
Customer Relationship Management
Knowledge Management
Question # 9 of 15 ( Start time: 11:55:43 PM ) Total Marks: 1 A transaction

in which the organization is making an initial purchase of an item to be used
to perform a new job refers to which of the following purchases?
Straight rebuy purchase

Delayed purchase
New-task purchase
Modified rebuy purchase

Which of the following is a pricing strategy used at the launch of

a product?
Question # 11 of 15 ( Start time: 11:57:49 PM ) Total Marks: 1 In

international pricing companies that market their
products internationally must decide what prices to charge in the
different countries in which they operate.
True
False
Question # 12 of 15 ( Start time: 11:58:28 PM ) Total Marks: 1 Which one

of the following groups serves as opinion leaders to the rest of the market?
Late majority
Early Adopter
Early Majority
Laggards

the following is not the component of micro environment? Select correct
option:
Suppliers
Competitors
Political
Intermediaries
Question # 14 of 15 ( Start time: 12:00:34 AM ) Total Marks: 1 All

of the following are the logistics functions EXCEPT? Select correct
option:
Order processing
Warehousing
Inventory management
Retailing
Question # 15 of 15 ( Start time: 12:01:36 AM ) Total Marks: 1 Suppose
marketers at Lever Brothers are trying to determine whether the use of
coupons for detergent was the reason for a sales increase in a particular
store. What would be this type of study conducted to answer this question?
Exploratory
Descriptive
Casual
Qualitative
Question # 2 of 15 ( Start time: 12:05:02 AM ) Total Marks: 1 A

________ is a retail establishment that combines supermarket
and discount store shopping in one location.
Superstore
Department store
Hypermarket
Mega market
Question # 3 of 15 ( Start time: 12:06:10 AM ) Total Marks:

1 Choose the best description regarding marketing view
point. Select correct option:
Matching a product with its market

Promoting and selling products
Facilitating and satisfying exchange relationships
Distributing products at the right price to stores
Question # 5 of 15 ( Start time: 12:08:47 AM ) Total Marks: 1 Product

develpers need to think about products and services on three levels. Each
level adds more customer value. Which one of the following is the most basic
level that addresses the question, “What is the buyer really buying?”
Actual product
Augmented product
Core benefit
Co-branding
Question # 6 of 15 ( Start time: 12:09:52 AM ) Total Marks: 1 High

involvement in purchase and perceive a significant differences among
brands comes in which type of buying behavior. Select correct option:


1 Marketing management is really a:
Supply Chain Management

Demand Management
Product Management
Knowledge Management
Question # 9 of 15 ( Start time: 12:12:51 AM ) Total Marks: 1 A skimming

price policy for a product is appropriate when demand for the product is
elastic.
True
False
Question # 10 of 15 ( Start time: 12:13:23 AM ) Total Marks: 1 In the Boston

Consulting Group approach, which one of the following is a measure of
company strength in the market?
Relative market share

BCG matrix
Business portfolio
Market growth rate
Question # 11 of 15 ( Start time: 12:14:13 AM ) Total Marks: 1 Which one

of the following affects both demographic and psychological factors?
Quantity discounts
Price elasticity
Quality discounts
Mark-up pricing
Question # 12 of 15 ( Start time: 12:15:06 AM ) Total Marks: 1 There are __

ways through which the organizations change their prices to meet the
change in demand of a product.
1
2
Question # 13 of 15 ( Start time: 12:16:21 AM ) Total Marks: 1 Competitor

price increases are more likely to be followed when they are due to:
Falling sales
General rising costs
Increased advertising
Price wars

1 Which one of the following concept is the latest in a
marketing philosophy?
Selling concept
Marketing concept
Production concept

1 Whether the price raised or lowered, the action will affect
on: Select correct option:
Buyers
Competitors
Competitors
All of above
Which of the following concept best describes the situation when

the product’s cost is too high and marketer looks for ways to bring it
down? Select correct option:
Selling concept
Product concept
Production concept
Marketing concept
Which one of the following involves designing and producing

the container or wrapper for a product?
Packaging
Designing
Branding
Labeling
ABC Research Group must guard against problems during

the implementation phase of marketing research for its clients.
Typically, management will not encounter which of these
problems? Select correct option:
Respondents who refuse to cooperate or give biased
answers Interviewers who make mistakes or take shortcuts
Interpreting and reporting the findings
Primary data that conflict with secondary data
The total market approach to finding a target market will probably

be UNSUCCESSFUL when:
Product differentiation is used

The firm defines the total market as its target market
People within the market have heterogeneous needs
People within the market have homogeneous needs
The process of shaping and refining potential product ideas refers

to which one of the following options?
Prototype development
Concept development
Test marketing
Idea screening
Which one of the following research instrument is used to collect

large amount of information at the low cost?
Mail questionnaires
Personal interviewing
Computer interviewing
“How are you telling consumers in your target group about
your product” This question belongs to which marketing
concept? Select correct option:
Product
Price
Place
Promotion
Which one of the following wholesaler provides a convenient and effective

method of selling small items to customers in remote areas that other
wholesalers might find unprofitable to serve?
Mail-order wholesalers
Specialty-line wholesalers
Cash-and-carry wholesalers
Truck wholesalers
Once a product prototype is developed, it is ready for. Which one of

the following steps best describe this statement of the new
Commercialization
Idea screening
Concept development
Test marketing
Through vehicle the coded message is transmitted from the source to

the receiver. Which one of the following vehicle is used for this
purpose? Select correct option:
Decoder
Encoder
Relay channel
Media
What does the meaning of the physical arrangement of the

illustration, headline, subheadline, body copy and the signature?
Copy
Art design
Layout
Storyboard

Self-service retailers
Limited service retailers
Half service retailers
Full service retailers
Which one of the following option is true for

Marketing? Select correct option:
Demand management
Customer relationship
Making a sale
Making a profit
Following are the elements of the marketing mix

EXCEPT: Select correct option:
Distribution
Product
Target market
Pricing
One risk of ___ is that sales may come at the expense of other
items. Select correct option:
Line extension
Packaging
Social marketing
Internet marketing
Building, keeping and growing profitable value-laden relationships with all

customers of a company refers to which one of the following
concept?
Customer lifetime value

Customer perceived value
Customer relationship management
Societal marketing
Following are the elements of the marketing mix

EXCEPT: Select correct option:
Distribution
Product
Target market
Pricing
XYZ Company launched new CDs players and tested it in

new restaurant. XYZ Company is considering which of the
following strategies?
Product development
Market development
Diversification
Market penetration
Niche marketing is opposite to which one of the following
concepts? Select correct option:
New Marketing exploration

Knowledge management
Mass marketing
Market intelligence
Marketing researchers usually draw conclusions about large groups

of consumers by studying which of the following small component of
the total consumer population?
Group
Sample
Target group
Audience
Marketing intermediary is one of the forces of marketing

micro environment. What roles do they play?
Identify individuals & households

Identify marketing service agencies
Promote, sell & distribute goods to final buyers
Minimize supply costs to attract customers
Which of the following phase of marketing research process

is considered MOST expensive and subject to error?
Hypothesis
Data collection
Data validation
Which product life cycle stage features an emphasis on
informative promotion, development of distribution channels and low
sales? Select correct option:
Market establishment
Market introduction
Market growth
Market maturity
Drawing conclusion from research after analysis of collected

data called:
Gathering
Collection
Interpretation
Survey

following?
Belief
Culture
Personality
Self-awareness
Which of the following environment consists of the factors that

affect consumer purchasing power and spending patterns? Select correct
option:
Which of the following environment includes laws,
government agencies, and pressure groups that influence and limit
various organizations and individuals in a given society?
Natural environment
Political environment
Societal environment

Self-service retailers
Limited service retailers
option:
Fixed costs
Variable costs
Derived costs
Total costs
If a retailer needed help with store design and training sales personnel, it
would most likely use the services of which of the following wholesalers?
Full-service wholesaler
Full-price wholesaler
Rack jobber
Cash-and-carry wholesaler
Consumer products and services refers to which of the
following products that having unique characteristics or brand
identification? Select correct option:
Shopping products
Unsought products
Specialty products
Industrial products
Yoghurt represents which type of product for most

consumers? Select correct option:
Convenience
Shopping
Specialty
Unsought
Suppose marketers at Lever Brothers are trying to determine whether the

use of coupons for detergent was the reason for a sales increase in
a particular store. What would be this type of study conducted to
answer this question?
Exploratory
Descriptive
Casual
Qualitative
High involvement in purchase and see little difference among

brands comes in which type of buying behavior.

When a company cannot supply all its customers’ needs; what would be an
effect on price?
Price will increase

Price will remain same
Price will decrease

Price will decrease up to a curtails limit
Which of the following traits should salespeople have?

Honesty
Patience
Responsiveness
Which of the following forces shows the marketing macro

environment? Select correct option:
Demographic, economic, natural, technological, political, and

social Demographic, natural, economic, political, social, and
cultural Demographic, economic, natural, technological, political, and
cultural Demographic, economic, natural, social, political, and legal
The type of salesperson that usually requires training in physical science or

engineering refers to which one of the following salespersons? Select correct
option:
Trade salesperson
Missionary salesperson
Technical salesperson
Sales assistants
The Students Union is buying office equipment. For a supplier,

the Students Union is an example of which one of the following
markets? Select correct option:
A producer market
A reseller market
An institutional market
A government market
Supply's sales force of ABC Company continues to expand, the firm plans
to add a fleet of company cars to its sales compensation package. For ABC
Company, this would represent which one of the following purchases?
New-task
Modified rebuy
Straight rebuy
Repetitive
Which one of these is included in levels of marketing

segmentations? Select correct option:
Mass Marketing
Segment Marketing
Niche Marketing
All of given above
What type of new product strategy, Pizza Hut is using when it

allows Marriott to offer its new specialty pizzas in the hotel chain's
room service menu?
Market development
Product development
Market saturation
Market penetration
Demographic segmentation divides the market into groups based

on which of the following variables?


following is NOT a function of packaging? Select correct option:
It contains and protects the product

It contains the brand mark
It determines product quality
It may contain the brand symbol
Which of the following is the last step in marketing research

process? Select correct option:

Interpreting and reporting the findings
Defining the problem and research objectives
Implementing the research plan
Observers have noted a shift from a “me-society” to a “we-
society.” Which of the following statement reflect this statement? Select
correct option:
People’s views of themselves

People’s views of others
People’s views of organizations
People’s views of society
Items offered free or at minimal cost as a bonus for purchasing

a product refers to which one of the following options? Select correct
option:
Rebates
Premiums
Samples
Coupons
British Steel provides steel to various manufacturers in Britain.

British Steel would most likely segment markets based on which one of
the following variables:
Demographic
Psychographic
Type of organization
Market density
There are three decision involved in designing a sample. Which of

the following is NOT a part of sample designing?
Sampling unit
Sampling size
Sampling procedure
Sampling cost
Which of the following planning is not the type of

planning Select correct option:
Strategic Planning
Tactical Planning
Production Planning
Operational Planning

distribution? Select correct option:
Directs the flow of products from producers to customers

Links producers to other marketing intermediaries
Takes title to products and resells them
Manages transportation and warehousing functions
Fast-food restaurants offer tasty and convenient food at affordable prices;

they contribute to fatness that harms consumer health and causes health
problems in the long run. This statement reflects which one of the
following concepts?
Marketing concept
Product concept
Production concept
Suppose marketers at Lever Brothers are trying to determine whether the

use of coupons for detergent was the reason for a sales increase in
a particular store. What would be this type of study conducted to
answer this question?
Exploratory
Descriptive
Casual
Qualitative
All of the following are the stages involved in the consumer

adoption process EXCEPT:
Desire
Awareness
Interest
Trial
To reduce inventory management costs, many companies use a

system where they carry only small inventories of parts or merchandise,
often only enough for a few days of operation refers to which of the
following concepts?
Just-in-time logistics
Limited inventory logistics
Economic order quantity
Supply chain management
Low consumer involvement in purchase but significant perceived

brand difference comes in which type of buying behavior.
In SWOT analysis, strength and weaknesses are part of which of

the following environment?
Internal
Outdoor
External
Outside
Which one of the following options represents the collection of data for the
purpose of applying appropriate actions at a subsequent time? Select
correct option:
Lifestyle
Learning
Perception
Attitude
People often buy the kind of clothing. What does it

show? Select correct option:
Attitude
Status
Learning
Lifestyle
In the BCG approach, stars are high-share, high-growth businesses

or products. They need heavy investment to finance rapid growth.
When their growth slows down, they turn into which of the
following? Select correct option:
Dogs
Question marks
Cash cows
SBU
Which one of the following stage introduces a new product into

the market?
Product Concept
Product Development
Test Marketing
Commercialization
market potential for a product or the demographics and
attitudes of customers who buy the product?

Descriptive research
Casual research
Mr. A retains complete ownership of all members of its

distribution channel. Mr. A channel would be best described as which of
the following VMS?
Corporate
Contractual
Conventional
Administered
If you are attempting to create primary demand toward your product, you
will use which type of the following ads?
Informative
Persuasive
Reminder
Cooperative
A _________ combines successive stages of production and

distribution under single ownership.
Administered vertical marketing system

Conventional marketing channel
Use of power brokers in a channel framework
Corporate vertical marketing system
The fact that organizational customers purchase products to be used directly

or indirectly in the production of goods and services to satisfy customers'
needs. This situation shows which of the following demands? Select correct
option:
Joint
Derived
Inelastic
More fluctuating
Which one of the following affects both demographic and
psychological factors?
Quantity discounts
Price elasticity
Quality discounts
Mark-up pricing
The mental act, condition or habit of placing trust or confidence

in another shows which of the following option?
Motive
Belief
Behavior
Attitude
Which one of the following research instruments is used to

collect information quickly?
Mail questionnaires
Personal interviewing
Computer interviewing
Which one of the following steps is NOT a part of marketing

process? Select correct option:

Selecting target market
Designing the business portfolio
Develop marketing mix
Which of the following SBUs are not the types of

SBU Select correct option:
Stars
Cash Cows
Cats
Dogs
Mgt-301 Important Mid

Term
Mcq’s Solution 100% Correct :

Solve By Vu-Topper RM!!
Question No:1(Marks:1) Vu-Topper RM Product, price, place
and promotion make up the elements of a firm's marketing mix.
A) True Page 3
B) False
Question No:2 (Marks:1) Vu-Topper RM Significant reasons

for business laws to be enacted include protecting the interests
of society, protecting consumers, and protecting companies
from each other.
A) True (Confirm) (100% Sure)
B) False
Question No:3 (Marks:1) Vu-Topper RM Marketing

management is interested in serving all customers in every
way to remain competitive in today's markets.
B) False
Question No:4 (Marks:1) Vu-Topper RM Most firms
follow the production concept when they face
overcapacity. A) True
B) False (Theme 1 page 5) (100% Sure)
Question No:5 (Marks:1) Vu-Topper RM The societal

marketing concept calls on marketers to balance consumer
B) False
Question No:6 (Marks:1) Vu-Topper RM The reason the

demographic environment is of major interest to marketers
is because it involves people, and people make up markets.
B) False
Question No:7 (Marks:1) Vu-Topper RM Today's marketers

recognize the importance of working with their intermediaries as
channels through which they sell their products rather
than as mere partners.
A) True
B) False (Confirm) (100% Sure)
Question No:8 (Marks:1) Vu-Topper RM When
backed by buying power, wants become demands.
B) False
Question No:9 (Marks:1) Vu-Topper RM The significant trends

in the natural environment include shortage of raw material and
increased pollution.
B) False

railroad companies thought that users wanted trains
rather than transportation and overlooked the growing
challenge of other modes of transportation, they were
following the selling concept.
A) True
B) False (Confirm) (Correct Product Concept) (100% Sure)
Question No:11 (Marks:1) Vu-Topper RM Customer value is

defined as the customer's evaluation of the perceived difference
between all the benefits and all the costs fo a marketing offer
B) False
Question No:12 (Marks:1) Vu-Topper RM Customer

perceived value depends on the product's percieved
performance relative to a buyer's expectations.
B) False
Question No:13 (Marks:1) Vu-Topper RM Selling is

managing profitable customer relationships.
A) True
B) False (Confirm) (Correct Marketing) (100% Sure)
Question No:14 (Marks:1) Vu-Topper RM Delivering superior

customer value and satisfaction are the two keys to
building lasting customer relationships.
B) False
Question No:15 (Marks:1) Vu-Topper RM When sellers
focus on existing needs and lose sight of underlying
customer wants, they suffer marketing myopia.
A) True
B) False (Confirm) (100% Sure)
Question No:16 (Marks:1) Vu-Topper RM The selling

concept holds that consumers will not buy enough of the
firms products unless it undertakes a large-scale selling
and promotion effort. A) True (Theme 1 page 5) (100%
Sure)
B) False
Question No:17 (Marks:1) Vu-Topper RM Smart marketers look
beyond the attributes of the products and services they sell. They
create brand experience for consumers.
B) False
Question No:18 (Marks:1) Vu-Topper RM Customer Relationship

Management (CRM) is nothing more than a customer
D) False
Question No:19 (Marks:1) Vu-Topper RM You have decided

upon a method of collecting research data with
flexible interviewing, whereby trained interviewers can explain
difficult questions and explore issues as the situation requires.
Audio-visual aids can also be used. We refer to this as focus
group interviewing.
Ans: (False) (page 108)
Question No:20 (Marks:1) Vu-Topper RM Parley Trade

Shows wants to use the latest technology in
marketing research. You are told this method is online
(Internet) marketing research. Ans: (True) (page 109)
Question No:21 (Marks:1) Vu-Topper RM Ideally, a sample
should be representative so that the researcher can
make accurate estimates of the thoughts and behaviors of the
larger population. Ans: (True) (page 110)
Question No:22 (Marks:1) Vu-Topper RM You want to

calculate confidence limits for sampling error. It would be
best to use nonprobability samples.
Ans: (False)(page 110) 100% sure
Question No:23 (Marks:1) Vu-Topper RM Marketers all

agree that questionnaires are the most
common research instrument.
Ans: (True) (page 111)
Question No:24 (Marks:1) Vu-Topper RM The researcher
interprets findings, draws conclusions, and reports
those conclusions to management. Ideally, we should present
important findings that are useful to the major decisions faced
by management to prevent overwhelming them.
Ans: (True)(page 113)
Question No:25 (Marks:1) Vu-Topper RM You have just

identified the “touch points” of the 400 best customers in your
database. At this point, you want to manage detailed
information about each of them to maximize customer loyalty.
You should use customer relationship management (CRM).
Ans: (True)(page 113)100%sure
Question No:26 (Marks:1) Vu-Topper RM Buy-It-Lower Stores

has gained many benefits from CRM. If this company is typical,
it will realize how to provide higher levels of customer service
and develop deeper customer relationships. Management can
also pinpoint low value customers and begin to eliminate them
while tailoring offers to specific customers.
Ans: (False)(page 114)100%sure
Question No:27 (Marks:1) Vu-Topper RM The marketing of

goods and services to companies, governments, or not-for
profit organizations for use in the creation of goods and
services that they can produce and market to others is referred
to as
Ans: business marketing.
Question No:28 (Marks:1) Vu-Topper RM Product, price, place

and promotion make up the elements of a firm’s marketing mix.
A. True ( Page no 34)
B. False

A.True
B.False ( Page no 220 )
Question No:30 (Marks:1) Vu-Topper RM Human
needs are shaped by culture and individual
personality. A.True
B.False ( Page no 8)
Question No:31 (Marks:1) Vu-Topper RM The twofold

goal of marketing is to attract new customers by
promising superior value and to keep and grow current
customers by delivering satisfaction.
A.True (Page no 220 )

B.False

backed by buying power, needs become demands.
A.True
B.False ( Page no )
Question No:33 (Marks:1) Vu-Topper RM At times it becomes

necessary to reduce demand for some products and
services. When the government tries to reduce the smoking
of tobacco products, it adds more tax to the products and is
practicing demarketing.
A.True
B.False
Question No:34 (Marks:1) Vu-Topper RM An exchange is

the core concept of marketing, whereas a transaction is
A.True ( Page no 11 )
B.False
Question No:35 (Marks:1) Vu-Topper RM Customer-

perceived value depends on the product’s perceived
performance relative to a buyer’s expectations.
A.True
B.False ( Page no 11 )
Question No:36 (Marks:1) Vu-Topper RM
The selling concept holds that consumers will not buy

enough of the firm’s products unless it undertakes a
large-scale selling and promotion effort.
B. False
Question No:37 (Marks:1) Vu-Topper RM Customer value is defined

as the customer’s evaluation of the perceived difference
between all the benefits and all the costs of a marketing
offer relative to those of competing offers.
B. False
Question No:38 (Marks:1) Vu-Topper RM The societal

marketing concept calls on marketers to balance
consumer wants and desires, company profits, and
society’s interest. A.True ( Page no 21
)100%Correct
B. False
Question No:39 (Marks:1) Vu-Topper RM When sellers

focus on existing needs and lose sight of
underlying customer wants, they suffer from marketing
myopia.
A.True
B. False ( Page no 11 )
Question No:40 (Marks:1) Vu-Topper RM Smart marketers look

beyond the attributes of the products and services they sell.
They create brand experiences for consumers.
B. False

backed by buying power, wants become demands.
A. True ( Page no 11 )
B. False
Question No:42 (Marks:1) Vu-Topper RM Raheela
works for the Aftab Beverage Company. She helps
define product specifications and also provides
information for evaluating alternatives. Raheela plays
the role of gatekeeper.
a.True
b.False
Question No:43 (Marks:1) Vu-Topper RM In the

proposal solicitation stage of the business buying
process, the buyer invites qualified suppliers to submit
proposals.
a.True (Page no 79)

b. False
Question No:44 (Marks:1) Vu-Topper RM Mission

statements must fit the market environment, as
indicated here by the Girl Scouts’ mission: “where girls
grow strong.”
a.True
b. False
Question No:45 (Marks:1) Vu-Topper RM The

central question for marketers is how do consumers
respond to various marketing efforts the company
might use? The starting point is called the
stimulusresponse of buyer behavior.
a.True ( p. 129)
b.False
Question No:46 (Marks:1) Vu-Topper RM Five

characteristics are especially important in influencing
an innovation’s rate of adoption. Two of these are
relative advantage and compatibility.
a.True ( page 147)
b. False
macroenvironment consists of the factors close to the
company that affect its ability to service its customers,
such as suppliers, customer markets, competitors, and
publics.
a.True
b. False
Question No:48 (Marks:1) Vu-Topper RM Sarwar

Incorporation wants to use the latest technology in
(Internet) marketing research.
a.True (True)(p. 109)
b. False
Question No:49 (Marks:1) Vu-Topper RM When firms

take aggressive action to affect the publics and forces in
their marketing environment, they are taking an
environmental management perspective.
a.True page 132
b. False

researchers can conduct their own searches of
secondary data sources today by using commercial
secondary data sources. A.True (page 103)
b. False
Question No:51 (Marks:1) Vu-Topper RM In the

supplier selection stage, the buyer reviews supplier
performance.
a.True
b. False

production concept and product concept are two
philosophies that can both lead to marketing myopia.
a. true (page 5) 100% sure
Question No:53 (Marks:1) Vu-Topper RM Holiday Inn
has divided the total customer market into smaller
segments and selected the most promising segments.
Deciding what position it wants to occupy in these
segments is called targeting.
a.True
b. False ( page 50; )
Question No:54 (Marks:1) Vu-Topper RM ABC

Fortunes has just developed a formal statement of its
purpose. This firm has put together a mission
statement.
a.True ( page 38)
b. False

When sellers focus on existing needs and lose
sight of underlying customer wants, they suffer
from marketing myopia.
a.True ( Page no 9 )
b. False

demand for many business goods tends to change
more slowly than the demand for consumer goods.
b.False ( Page no 74 )
Question No:57 (Marks:1) Vu-Topper RM As an

employee of Bankers Enterprises, you market wild
and crazy games for teens to play at parties. You
work in the business market.
a.True
b. False (page 108)
Question No:58 (Marks:1) Vu-Topper RM More and

more companies are shifting their brand
management focus toward customer relationship
management.
a.True (page 61)
b. False
Question No:59 (Marks:1) Vu-Topper RM An

exchange is the core concept of marketing, whereas
a transaction is marketing’s unit of measurement.
a.True (page 2)
b. False

strategy is the marketing logic by which a
company hopes to achieve profitable customer
relationships.
a.True ( page 49)
b. False
Question No:61 (Marks:1) Vu-Topper RM Most
household income is used up in purchasing food,
housing, and transportation.
a.True
b. False

Demarketing is a marketing philosophy focused upon
product differentiation and positioning.
a.True
b. False confirm 100% sure
Question No:63 (Marks:1) Vu-Topper RM After

purchasing the product, the consumer will be satisfied or
dissatisfied and will engage in post purchase behavior.
a.True (page 144)
b. False
Question No:64 (Marks:1) Vu-Topper RM Revlon has clearly

defined its “mission” of selling lifestyle and self expression. As
the firm prepares to launch its strategic plan, the mission
needs to be turned into a detailed set of objectives that guide
the whole company. a.True ( page 39)
b. False
Question No:65 (Marks:1) Vu-Topper RM Making
more sales to current customers without changing a
firm’s products in market penetration.
a.True ( page 44)
b. False
Question No:66 (Marks:1) Vu-Topper RM The owner of

21-store chain of bicycles, explained to the store
managers at a recent sales meeting that marketers, more
than any other group in the company, must be the trend
trackers and opportunity seekers. a.True page 107
b. False

Marketing research firms, advertising agencies,
media firms, and marketing consulting firms are
referred to as marketing services agencies.
a.True page 108
b. False
Question No:68 (Marks:1) Vu-Topper RM After

carefully questioning your major suppliers and resellers,
you ascertain they do not form important sources of
intelligence information for marketing decision making.
a.True
b. False ( page 101)

buying center is a fixed and formally identified unit
within the buying organization.
a.True
b. False ( Page no 76 )
Question No:70 (Marks:1) Vu-Topper RM You have just

extracted sales and cost data used by the
accounting department for preparing financial statements.
Most likely, this information should be complete and in
a.True
b. False (page 99)100%sure

microenvironment consists of larger societal forces that
affect the microenvironment, such as demographic,
economic, political, and cultural forces.
A.True
b. False (page 107)

difference between human needs and wants is that
needs are states of felt deprivation.
a.True (page 106)
b. False
Question No:73 (Marks:1) Vu-Topper RM The collection of
businesses and products that make up a company is
called its marketing strategy.
a.True
b. False (page 49)
Question No:74 (Marks:1) Vu-Topper RM Too much

information can be as harmful as too little.
a.True (page 98)
b. False
Question No:75 (Marks:1) Vu-Topper RM Within the

organization, buying activity consists of two major parts: the
buying center and the buying decision process.
a.True (Page no 76)
b. False
Question No:76 (Marks:1) Vu-Topper RM Alternative

evaluation is the process by which people select, organize,
and interpret information to form a meaningful picture of
the world. a.True
b. False (page 142) 100 % sure
Question No:77 (Marks:1) Vu-Topper RM According to
Engel’s laws, consumers tend to spend a smaller percentage
of income on food as income rises.
a.True
b. False
Question No:78 (Marks:1) Vu-Topper RM Business buyers

are subject primarily to economic influences when they
make their buying decisions. Emotional or personal factors
rarely are involved. a.True (page 311)
b. False
Question No:79 (Marks:1) Vu-Topper RM Tanveer Jafer

works for a firm that is a distribution channel member that
helps the company find customers or make sales to them.
Tanveer works for a reseller.
a.True (page 108)
b. False
a.True
b. False (page 6) 100%sure
Question No:81 (Marks:1) Vu-Topper RM In the Boston

Consulting Group approach, relative market share serves as
a measure of company strength in the market.
a.True
b. False (page 40)
Question No:82 (Marks:1) Vu-Topper RM a.Derived

demand refers to the business demand that ultimately
comes from the demand for consumer goods.
a.True Page no 74)
b. False
Question No:83 (Marks:1) Vu-Topper RM a.Strategic

control involves looking at whether a company’s basic
strategies are well matched to its opportunities.
a.True (page 57)
b. False
Question:84 ( Marks 01) Vu Topper RM When

sellers focus on existing needs and lose sight of
underlying customer wants, they suffer from
marketing myopia.
Ans:false
Question:85 ( Marks 01) Vu Topper RM Social

classes are society's relatively permanent and ordered
divisions whose members share similar values,
interests, and behaviors. Ans:True
Question:86 ( Marks 01) Vu Topper RM Social classes are

now taking to the streets, as well as cafes, nightclubs, and the
Internet, in record numbers. Their goal: to seek out the
trendsetters in each community and subtly push them into
talking up a specific brand to their friends and admirers.
Ans: False
Question:87 ( Marks 01) Vu Topper RM Five
characteristics are especially important in influencing
an innovation’s rate of adoption. Two of these are
relative advantage and compatibility.
Ans:True
Question:88 ( Marks 01) Vu Topper RM The

macroenvironment consists of the factors close to the
company that affect its ability to service its customers,
such as suppliers, customer markets, competitors, and
publics.
Ans: False
Question:89 ( Marks 01) Vu Topper RM Sarwar

Incorporation wants to use the latest technology in
(Internet) marketing research. Ans:True
Question:90 ( Marks 01) Vu Topper RM When firms take
aggressive action to affect the publics and forces in
their marketing environment, they are taking an
environmental management perspective.
Ans:True
Question:91 ( Marks 01) Vu Topper RM Marketing

researchers can conduct their own searches of
secondary data sources today by using commercial
secondary data sources. Ans:True
Question:92 ( Marks 01) Vu Topper RM Holiday Inn

has divided the total customer market into smaller
segments and selected the most promising segments.
Deciding what position it wants to occupy in these
segments is called targeting.
Ans: False
Question:93 ( Marks 01) Vu Topper RM ABC

Fortunes has just developed a formal statement of its
purpose. This firm has put together a mission
statement.
Ans:True
Question:94 ( Marks 01) Vu Topper RM Today’s
marketers must be good at building relationships
in order to connect effectively with customers,
other in the company, and external partners.
Ans:True

sellers focus on existing needs and lose sight of
underlying customer wants, they suffer from
marketing myopia.
Ans:True
Question:96 ( Marks 01) Vu Topper RM
Demand and consumer value perceptions set the
floor for prices. Ans: False
Question:97 ( Marks 01) Vu Topper RM In

industrial markets, product managers have an
influence on the company’s price-setting decisions.
Ans: True
Question:98 ( Marks 01) Vu Topper RM Cost-based

pricing relies on consumer perception of value to drive
pricing. Ans: False

Overhead cost is another term for variable cost.
Ans: False
Question:100 ( Marks 01) Vu Topper RM Slice of life,

lifestyle, and personality symbol are all parts of public
relations. Ans: False

Percentage-of-sales method wrongly views sales
as the cause of promotion rather than the result.
Ans:True
a manufacturer seeks a market for by-products
and accepts a price that covers more than the
cost of storing and delivering them, it is able to
reduce the main product’s price to make it more
competitive.
Ans:True

demand for many business goods tends to change
more slowly than the demand for consumer goods.
Ans: False
Question:104 ( Marks 01) Vu Topper RM A
company buying a product or service for the first
time faces a new task situation.
Ans:True
Question:105 ( Marks 01) Vu Topper RM More

and more companies are shifting their brand
management focus toward customer relationship
management.
Ans:True
Marketing strategy is the marketing logic by
which a company hopes to achieve profitable
Ans:True
Question:107 ( Marks 01) Vu Topper RM Most

household income is used up in purchasing
food, housing, and transportation.
Ans:True

Demarketing is a marketing philosophy focused
Ans: False
Question:109 ( Marks 01) Vu Topper RM After
purchasing the product, the consumer will be satisfied or
dissatisfied and will engage in post purchase behavior.
Ans:True

Revlon has clearly defined its “mission” of selling
lifestyle and self
expression. As the firm prepares to launch its strategic plan, the
mission needs to be turned into a detailed set of objectives that
guide the whole company. Ans:True
Question:111 ( Marks 01) Vu Topper RM Making
more sales to current customers without changing
a firm’s products in market penetration.
Ans:True

carefully questioning your major suppliers and resellers,
you ascertain they do not form important sources of
intelligence information for marketing decision making.
Ans: False
Question:113 ( Marks 01) Vu Topper RM Business

demand ultimately derives from the demand for consumer
goods.
Ans:True

buying center is a fixed and formally identified unit
within the buying organization.
Ans: False
Question:115 ( Marks 01) Vu Topper RM You have just

extracted sales and cost data used by the
accounting department for preparing financial statements.
Most likely, this information should be complete and in
Ans: False
microenvironment consists of larger societal forces
that affect the microenvironment, such as
demographic, economic, political, and cultural forces.
Ans:False

difference between human needs and wants is
that needs are states of felt deprivation.
Ans:True
Question:118 ( Marks 01) Vu Topper RM The collection of

businesses and products that make up a company is
called its marketing strategy.
Ans: False
Question:119 ( Marks 01) Vu Topper RM Too

much information can be as harmful as too little.
Ans:True
Question:120 ( Marks 01) Vu Topper RM Within the

organization, buying activity consists of two major parts: the
buying center and the buying decision process.
a.True)
Question:121 ( Marks 01) Vu Topper RM Alternative
evaluation is the process by which people select, organize,
and interpret information to form a meaningful picture of
the world. Ans:False
Question:122 ( Marks 01) Vu Topper RM According to

Engel’s laws, consumers tend to spend a smaller percentage
of income on food as income rises.
Ans: False

Selling is managing profitable customer
relationships.
Ans: False
Question:124 ( Marks 01) Vu Topper RM In the Boston
Consulting Group approach, relative market share serves as
a measure of company strength in the market.
Ans: False
Question:125 ( Marks 01) Vu Topper RM Derived
demand refers to the business demand that ultimately
comes from the demand for consumer goods.
Ans:True
Question:126 ( Marks 01) Vu Topper RM Strategic

control involves looking at whether a company’s basic
strategies are well matched to its opportunities.
Ans:True
Question:127 ( Marks 01) Vu Topper RM Influencers often

help define specifications and also provide information
for evaluating alternatives.
Ans:True
Question:128 ( Marks 01) Vu Topper RM In the

business buying process, the buyer and seller are
relatively less dependent on each other.
Ans:False
Question:129 ( Marks 01) Vu Topper RM A person’s

buying choices are further influenced by four
major psychological factors: motivation, perception,
learning, and beliefs and attitudes.
Ans:True
Question:130 ( Marks 01) Vu Topper RM At Air Online,

“we provide online services,” is a market-oriented
Ans: False
Question:130 ( Marks 01) Vu Topper RM At

America Online, “we provide online services,” is a
market-oriented business definition.
Ans: False
Question:131 ( Marks 01) Vu Topper RM The twofold
goal of marketing is to attract new customers by
promising superior value and to keep and grow current
customers by delivering satisfaction.
Ans:True

a consumer learns about a new product for the
first time and time makes a decision to try it, it is
called the alternative evaluation process.
Ans: False

consumer’s purchase decision will be to buy the
most preferredbrand, but two factors can come
between the purchase intention and purchase
decision. The first factor is need recognition. Ans:
False
Question:134 ( Marks 01) Vu Topper RM Early

adopters are guided by respect; they are
opinion leaders in their communities and adopt
new ideas early but carefully.
Ans:True

Dissonance-reducing buying behavior occurs
when
consumers are highly involved with an
expensive, infrequent, or risky purchase but
see a lot of difference among brands. Ans:
False

Social classes are society’s relatively permanent
and
ordered divisions whose members share
similar values, interests, and
behaviors.
Ans:True
Question:137 ( Marks 01) Vu Topper RM Your
manager asked you to go through three of your
competitors’garbage bins to gather marketing intelligence from their
discarde paperwork. One of them caught you in the
act and has summoned you to court. The judge will
most likely rule this to be an illegal activity and fine
you and your company.
Ans: False
Product, price, place and promotion make up the elements

of a firm’s marketing mix.
Ans:True
Question:139 ( Marks 01) Vu Topper RM It is

important to note that data becomes old/age
quickly, and keeping the database current
requires a major effort.
Ans:True

your marketing manager discussed factors and
forces outside marketing that affect marketing
management’s ability to build and maintain successful
relationships with target customers, you knew that she
was talking about the external marketing concept.
Ans: False

early majority are deliberate; although they rarely
are
leaders, they adopt new ideas before the average person.
Ans:True
Question:142 ( Marks 01) Vu Topper RM In general, innovators

tend to be relatively older, more mature, and have a
lower income than late adopters.
Ans: False

Customer-perceived value depends on the
product’s
perceived performance relative to a buyer’s
expectations.
Ans:True
Marketing research is conducted to
systematically design, collect, and report data
directly relevant to a specific marketing situation
facing the organization.
Ans: False
Question:145 ( Marks 01) Vu Topper RM The first

step in strategic planning is to define the company
mission. Ans:True

Almost all major purchases result in cognitive
dissonance, or discomfort caused by post
purchase conflict.
Ans:True

order-routine specification includes the final order
with the chosen supplier or suppliers and lists
items such as technical specifications, quantity
needed, expected delivery time, return policies,
and warranties.
Ans:True

People differ greatly in their readiness to try new
products. In each product area, there are
“consumption pioneers.” They are also called
laggards.
Ans: False

market segment consists of consumers who
respond in different ways to a given set of
marketing efforts.
Ans: False

selling concept holds that consumers will not buy
enough of thefirm’s products unless it undertakes
a large-scale selling and promotion effort.
Ans:True
Marketing offers are limited to physical products.
Ans: False

Today’s marketers recognize the importance of
working with their intermediaries as channels
through which they sell their products rather
than as mere products.
Ans: False
Question:153 ( Marks 01) Vu Topper RM In the

general needs description of the buying
process, the buyer describes the characteristics
and quantity of the needed item.
Ans:True

significant trends in the natural environment
includes shortages of raw materials and
increased pollution.
Ans:False
Mission statements should both fit the market
environment and be motivating.
Ans:True
Question:156 ( Marks 01) Vu Topper RM The main

differences between business and consumer markets
are in market structure and demand, the nature of the
buying unit, and the types
of decisions and the decision process involved.
Ans:True

research and development department just released a
report and commented that “Defining the problem and
research objectives is oftene hardest step in the
research process.”
Ans:True

Delivering superior customer value and customer
satisfaction are the two keys to building lasting
customer relationships. Ans:True
Question:159 ( Marks 01) Vu Topper RM Your

accounting department must measure revenues
and costs to help the marketing department know
how well it is achieving its objectives.
Ans:True

conducting formal marketing research for
your department, you make an oral presentation
with notes to management. You are following
normal marketing research steps.
Ans:True
Although consumers in different countries have
different values, attitudes, and behaviors, the
products they buy are very similar to each other
Ans: False

Customer value is defined as the customer’s
evaluation of the perceived difference between
all the benefits and all the costs of a marketing
offer relative to those of competing offers.
Ans:True

simplest definition of modern marketing is
Ans:True
Marketing mix is the set of uncontrollable,
marketing tools
that the firm can use to influence the demand
for its products. Ans: False
Question:165 ( Marks 01) Vu Topper RM An

effective MIS (Marketing Information System)
assesses
information needs, develops needed information, and
distributes the information to help managers
use in decision making.
Ans:True

Marketers of products, services, and ideas only
practice
marketing, whereas buyers do not.
Ans: False
Question:167 ( Marks 01) Vu Topper RM In a
straight rebuy, the buyer wants to alter product
specifications, prices, terms, or suppliers.
Ans: False

Human needs are shaped by culture and
individual personality
Ans: False

Secondary data provide good staring points and
often help to define problems and research
objectives, though most companies must also
collect primary data.
Ans:True
Question:170 ( Marks 01) Vu Topper RM Gatekeepers have

formal or informal power to select or approve the
final suppliers.
Ans:False
Consumer organizations such as environmental
and minority groups may question a company’s
marketing decisions. This type of public is called
the local public.
Ans: False

railroad companies thought that users wanted
trains rather than transportation and overlooked
the growing challenge of other modes of
transportation they were following the selling
concept.
Ans:False
reason the demographic environment is of
major interest to marketers is because it
involves people, and people make up markets.
Ans:True

Mission statements should be realistic and
general in nature. Ans: False

newer the buying task, and the more complex
and costly the item, the lesser the amount of
time the buyer will spend searching for
suppliers.
Ans: False

Guided by marketing strategy, the company
designs a marketing mix made up of factors
under its control-product, price, place, and
promotion.
Ans: True

SBU can be a company division, a product line
within a division or sometimes a single product
or brand.
Ans:True
belief is the specific mix of human traits that may
be attributed to a particular brand.
Ans: False
Question:179 ( Marks 01) Vu Topper RM “At

Nike, we sell shoes” is a market-oriented
business definition. Ans: False
backed by buying power, needs become
demands. Ans:False
backed by buying power, wants become
demands. Ans: True

dissonance reducing buying behavior is designed
to probe consumers' hidden, subconscious
motivations.
Ans: False
Question: 183 ( Marks 01) Vu Topper RM Consumer

buying behavior refers to the buying behavior of
businesses. Ans: False

researcher interprets findings, draws conclusions, and
reports those conclusions to management. Ideally, we
should present important findings that are useful to the
major decisions faced by management to prevent
overwhelming them.
Ans: True
Question:185 ( Marks 01) Vu Topper RM Good

sources of marketing intelligence information
includes competitors, annual reports, business
publications, trade show exhibits, press releases,
advertisements, and Web pages. Ans:True
Question:186 ( Marks 01) Vu Topper RM Who
is our target market and what's our value
proposition are two important questions
underlying marketing
strategy.
Ans:True
societal marketing concept calls on marketers to
balance consumer wants and desires, company
profits, and society's interests.
Ans:True
Question:188 ( Marks 01) Vu Topper RM Most firms

follow the production concept when they face
overcapacity. Ans: False

company with limited resources might decide to
serve all segments of a market.
Ans: False
Question:190 ( Marks 01) Vu Topper RM At Air

Online, “we create customer connectivity,
anytime, anywhere.” is a product-oriented
Ans: False

image a product reflects in the minds of
consumers is called market segmentation.
Ans: False

Customer Relationship Management (CRM) is
nothing more than a customer data management
activity.
Ans: True
Question:193 ( Marks 01) Vu Topper RM Major
factors are changing the face of today’s
marketing communications. Mass markets have
fragmented; thus, marketers are shifting away
from mass marketing.
Ans:True
Question: 194 ( Marks 01) Vu Topper RM A

break-even chart shows the total cost and total
revenue expected at various sales volume
levels.
Ans:True

example of service variability is that within a
given Marriott hotel, one registration-desk
employee may be cheerful and efficient,
whereas another may be unpleasant and slow.
Ans: True

Developing a stronger position within several
segments creates more total sales than
undifferentiated marketing across all segments.
Ans: True

floor for prices. Ans:False
Question:198 ( Marks 01) Vu Topper RM In

industrial markets, product managers have an
influence on the company’s price-setting decisions.
Ans: True
Question:199 ( Marks 01) Vu Topper RM Cost-based

pricing relies on consumer perception of value to drive
pricing. Ans:False
Overhead cost is another term for variable cost.
Ans:False
Attributes are the least desirable level for brand positioning
because competitors can easily copy attributes and customers
are more interested in what attributes will do for them than in the
attributes themselves.
Ans: True ( Page : 244)

When a company introduces a new brand name in the same
product category, it is called line extension.
Ans: False (Page : 250 )

Customers come to know a brand through a wide range of
contacts and touch points, including word of mouth, personal
interactions with company people, telephone interactions, and
company Web pages.
Ans: True (Page 251)

Sony offers consumers more than just camcorders; it provides
consumers with a complete solution to their picture-taking
problems. This offering is called an augmented product.
Ans: True (Page : 226)

Quaker produces a variety of cereals. This variety is called
its product line. Ans: true

An example of service variability is that within a given Marriott
hotel, one registration-desk employee may be cheerful and
efficient, whereas another may be unpleasant and slow.
Ans: True (Page 238)
Dove marketers can go beyond the brand's cleansing cream
properties and talk about the resulting benefit of softer skin. This
is known as product attributes in brand positioning.
Ans: False (Page 244)
Question:208 ( Marks 01) Vu Topper RM Retailers and

wholesalers who have created their own brands?such as
Walmart's Sam's Choice beverages and food products?are
participating in co branding.
Ans: False ( Page 246)

Companies tend to set a pricing structure,
rather than a single price, that covers different
items in its line.
Ans:True (page 274)
Question:210 ( Marks 01) Vu Topper RM Companies that

set a low initial price in order to get their "foot in the
door" quickly and deeply, attract a large number of buyers
quickly, and win a large market share practice market-
skimming pricing.
Ans :False (page 275)
Question:211 ( Marks 01) Vu Topper RM Pricing often

plays an important role in helping to accomplish a
company's multi-level objectives.
Ans:True ( page 263)
Question:212 ( Marks 01) Vu Topper RM Some

industries commonly use two-part pricing, where the price
is broken down into a fixed fee and a fixed usage rate.
Ans:False(page 277)
Question:213 ( Marks 01) Vu Topper RM In industrial

markets, salespeople outrank top management in determining
the sales price of products.
Ans:False ( page 269)

In industrial markets, product managers have an influence on
the company's price-setting decisions.
Ans:True (page 269)

Environmental elements are categorized as external factors
that affect pricing decisions.
Ans:True ( page 268)

When a manufacturer seeks a market for by-products and
accepts a price that covers more than the cost of storing and
delivering them, it is able to reduce the main product's price to
make it more competitive.
Ans:True( page 277)

In a regulated monopoly, the government permits the company
to set rates that will yield a "fair" return.
Ans:True( page 272)
Nonregulated monopolies do not always charge the full price

because they do not desire to attract competition.
Ans:True( page 272)

The demand curve shows the number of units the market
will buy in a given time period at different prices that might
be charged. In normal cases, the higher the price, the
higher the demand.
Ans:False( page 272)

If demand changes greatly, we say the demand is inelastic.

The more elastic the demand, the more it pays for the seller to
raise the price. Ans:False( page 273)
If Canon Camera Company follows a high-price, high-margin
strategy, it may attract competition from Nikon, Minolta, and
Pentax.
Ans:True( page 273)
Question:223 ( Marks 01) Vu Topper RM Product costs

set a floor to the price; consumer perceptions of the
Ans:True( page 263)
Question:224 ( Marks 01) Vu Topper RM All

companies today now realize how valuable their by-
products are for resale.
Question:225 ( Marks 01) Vu Topper RM The six

major price-adjustment strategies include discount
and allowance pricing, segmented pricing,
psychographic pricing, promotional pricing,
geographical pricing, and international pricing.
Question:226 ( Marks 01) Vu Topper RM Value-based

pricing is when costs vary directly with the level of
product. Ans:False(page 264)
Value-based pricing is the reverse of cost-
based pricing.
Ans:True( page 264)

EDLP is very similar to competition-based pricing.
Ans:False(page 265)

Competitors' prices and offers are external factors that
companies have to deal with.
Ans:True( page 268)

floor for prices.
Question:231 ( Marks 01) Vu Topper RM The difference

between a discount and an allowance is that a discount is in
its simplest terms a reduction in price.

Cost-based pricing relies on consumer perception of value
to drive pricing. Ans:False(page 267)
Question:233 ( Marks 01) Vu Topper RM A break-even chart

shows the total cost and total revenue expected at
various sales volume levels.
Ans:True (page 267)
There is no difference between consumer and customer
False
In the Boston consulting group approach, relative market share provides a measure of market
attractiveness
True
Environmental concerns have been on the decline in the past decade, more government legislation and
the green movement may be the cause of this trend
True
The general publics has no power to help the organizations in meeting their goals
False
Needs are not necessary but wants are the basic one
False
The needs, wants, and demands are all the same
False
The microenvironment consists of larger societal forces that affect the microenvironment, such as
demographic, economic, political and cultural force
False
The simplest definition of modern marketing is managing profitable customer relationships
True
Market targeting is not connected with the evaluation of each market segment to decide to enter that
segment
False
Want is something you desire but does not necessitate your existence
True
At air online we create customers connectivity, anytime, anywhere, is a product-oriented business

definition
True
Recently Pakistan has been added to Amazon’s (E-Commerce company) seller list, with the inclusion, the
seller from Pakistan will have to produce new products for the new market. This is related to the Market
Development concept
True

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5. Costumer value is defined as the customer's evaluation of the percieved

7. Customer Relationship Management (CRM) is nothing more than a customer

8. When railroad companies thought that users wanted trains rather

A) False (Confirm) (Correct Product Concept) (100% Sure)

9. The significant trends in the natural environment include shortage of raw

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Process / physical evidence

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36. A manufacturer spends a large amount of money on research and

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37. Which of the following is an intensive growth strategy of increasing sales in

38. Which one of the following concept is the latest in a marketing

40. A marketing manager of a large consumer foods company is studying

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63. Following are the elements of the marketing mix EXCEPT:

64. Which one of the following is the function of direct distribution

67. What can be offered to a market to satisfy a need or want?

69. Which of the following statements about the determinants of personality is

70. Which of the following group is focused by producer to sell their

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• Standardizing and grading

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102. Which of the following management is responsible for setting the

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134. Human needs are shaped by culture and individual personality

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Product , service , Support, all option

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148. Customer value is defined as the customer's evaluation of the perceived

156. Marketing management is interested in serving all customers in every way to

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Selling is managing profitable customer relationships.

11. An exchange is the core concept of marketing, whereas a transaction is

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21. When backed by buying power, wants become demands.

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1. Increasing diversity of population

https://chat.whatsapp.com/IWDa5TJbpzHCMWxrLZetks for quiz

1. Defining the problem

1. Developing the research budget