Name : _______________________________________ ID No. : _________________ Circle the correct answer. 1.

__________ is the actors and forces outside marketing that affect marketing management's ability to build and maintain successful relationship with target customers. a. Micro-environment b. Macro-environment c. Marketing Environment d. Marketing Intermediaries 2. The __________ consists of the actor close to the company that affect its ability to serve its customers. a. Micro-environment b. Macro-environment c. Marketing Environment d. Marketing Intermediaries 3. The __________ consists of the larger societal forces that affect the whole microenvironment. a. Micro-environment b. Macro-environment c. Marketing Environment d. Marketing Intermediaries 4. __________ help an organization to promote, sell and distribute its goods to final buyers. a. Micro-environment b. Macro-environment c. Marketing Environment d. Marketing Intermediaries 5. Which of the following is not the major actor in the organization's micro-environment? a. Suppliers b. Competitors c. Customers d. Technology

6. Firms and individuals who provide the resources needed by the company and its competitors to produce goods and services. a. Resellers b. Distributors c. Suppliers d. Publics 7. __________ help the company to stock and move goods from their points of origin to the destinations. a. Resellers b. Marketing Services Agencies c. Physical Distribution Firms d. Financial Intermediaries 8. Which of the following is one of several trends in natural environment that need the marketers' awareness? a. Legislation regulating business b. Shortage of raw materials c. High R&D budget d. Changing government agency enforcement 9. Economic environment :a. Major interest to marketers because it involves people and people make up markets. b. Forces that affect new technologies, creating new product and market opportunities. c. Made up of institutions and other forces that affect society's basic values, perceptions, preferences and behaviours. d. Factors that affect consumer buying power and spending patterns. 10. The __________ consists of law, government agencies and pressure groups that influence and limit various organizations and individuals in a given society. a. Political Environment b. Cultural Environment c. Demographic Environment d. Natural Environment

11. All the individuals and households who buy or acquire goods and services for personal consumption or on behalf of their household. a. Consumer Buying Behaviour b. Consumer Market c. Business Buying Process d. Business Market 12. The buyer behaviour of the organizations that buy goods and services for use in the production of other products and services or for the purpose of reselling or renting them to others at a profit. a. Business Market b. Business Buying Process c. Consumer Buying Behaviour d. Business Buyer Behaviour 13. As marketers we are intent on predicting buyer behaviour. Among other disciplines, many branches of psychology have led to our present scientific knowledge of consumer behaviour. There are four important psychological factors affecting the consumer buying behaviour. They are motivation, perception, learning and beliefs and attitudes. Which of the following is describing perception? a. The process by which people select, organise and interpret information to form a meaningful, picture of the world. b. A descriptive thought or conviction that a person holds about something. c. A person's relatively consistent evaluations, feelings and tendencies towards an object or an idea. d. Changes in an individual's behaviour arising from experience. 14. "A marketing manager of an organization will try to purchase business suits, whereas a low level worker in the same organization will purchase rugged work clothes". This statement is a good example to describe which of the personal factors that affecting consumer behaviour? a. Economic situation b. Lifestyle c. Occupation d. Age 15. The stage of the buyer decision process in which consumers take further action after purchase based on their satisfaction or dissatisfaction. a. Post Purchase Behaviour b. Need Recognition c. Evaluation Of Alternatives d. Purchase Decision

16. The demand for business goods is ultimately derived from the demand for consumer goods. a. Derived demand b. Fluctuating demand c. Inelastic demand d. Larger buyers 17. Request for quotations, proposal and requirements are the good examples of __________ in nature of the buying unit of business market. a. Several buying influences b. Small scale buyers c. Close supplier - customer relationships d. Professional purchasing 18. Social class is :a. Two or more people who interact to accomplish individual or mutual goals. b. Relatively permanent and ordered division in a society whose members share similar values, interests and behaviours. c. A group of people with shared value system based on common life experiences and situations. d. The set of basic values, perceptions, wants and behaviours learned by a member of society from family and other important institutions 19. An industrial buying situation in which buyer routinely reorders something without modification. a. Modified rebuy b. New task c. Systems buying d. Straight rebuy 20. The buyer can compile a small list of qualified suppliers by reviewing trade directories, doing a computer search or phoning other companies for recommendation. a. Product specification b. General need description c. Supplier search d. Value analysis

State either the statement is True (T) or False (F).

21.

Marketing Service Agencies are the distribution firms that help the company find customers or make sales to them. Financial publics influence the organization's ability to obtain funds-banks, investment houses, shareholders are the major financial publics. Demography is the study of human populations in terms of size, density, location, age, gender, race, occupation and other statistics. Problem recognition is the third stage of the business buying process. Capital items is the industrial goods that enter the manufacturer's product completely, including raw materials and manufactured materials and parts. Evaluation of alternatives is the stage of the buyer decision process in which the consumer is around to search for more information. Consumer buying is generally short term focused where they conclude the relationship with seller upon the transaction is completed. Buying decision of a consumer market is face complicated buying process where they have to adhere to purchasing standards and involve approval of many people. Business buyer usually faces more complex buying decisions. Demand for goods in consumer market is heavily affected by the changes in the prices where it can be concluded that consumer market demand is price elastic.

22.

23.

24.

25.

26.

27.

28.

29.

30.

30