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Ch 1 Question 1 Which of the following statements is correct?

a) Marketing is the term used to refer only to the sales function within a firm b) Marketing managers usually don't get involved in production or distribution decisions c) Marketing is an activity that considers only the needs of the organization, not the needs of society as a whole d) Marketing is the activity, set of institutions, and processes for creating, communicating, delivering,and exchanging offerings that have value for customers, clients, partners, and society at large Question 2 The term marketing refers to:a) New product concepts and improvements b) Advertising and promotion activities c) A philosophy that stresses customer value and satisfactiond) Planning sales campaignsQuestion 3 In the history of marketing, when did the production period end?a) In the late 1800s b ) In the early 1900s c) In the 1920sd ) After the end of the Second World War Question 4 A marketing philosophy summarized by the phrase "a good product will sell itself" is characteristic of the _________ period.a) Productionb)

Sales c) Marketing d) RelationshipQuestion 5 Which of the following factors contributed to the transition from the production period to the salesperiod?a) Increased consumer demand b) More sophisticated production techniquesc) Increase in urbanization d) The Great DepressionQuestion 6 An organisation with a ______ orientation assumes that customers will resist purchasing products notdeemed essential. The job of marketers is to overcome this resistance through personal selling andadvertising.a) Production b) Marketing c) Relationship d) Sales Question 7

In the relationship marketing firms focus on __________ relationships with __________.a) Short term; customers and suppliers b) Long term; customers and suppliersc) Short term; customers d)

Long term; customersQuestion 8 Political campaigns are generally examples of:a) Cause marketing b) Organization marketing c) Event marketing d) Person marketing Question 9 The Coca Cola organisation is an official sponsor of the Olympics. The firm is engaging in:a) Place marketing b) Event marketingc) Person marketing d) Organization marketingQuestion 10 Today's marketers need...a) Neither creativity nor critical thinking skills b) Both creativity and critical thinking skillsc) Critical thinking skills but not creativity d) Creativity but not critical thinking skillsQuestion 11 Which of the following is NOT an element of the marketing mix? a) Distribution b) Product c) Target market d) PricingQuestion 12 The term "marketing mix" describes:

a) A composite analysis of all environmental factors inside and outside the firm b) A series of business decisions that aid in selling a productc) The relationship between a firm's marketing strengths and its business weaknesses d) A blending of four strategic elements to satisfy specific target markets Question 13 Newsletters, catalogues, and invitations to organisation-sponsored events are most closely associated withthe marketing mix activity of: a) Pricing b) Distributionc) Product development d) Promotion

Question 14 The way in which the product is delivered to meet the customers' needs refers to: a) New product concepts and improvements b) Sellingc) Advertising and promotion activities d) Place or distribution activities Question 15 The key term in the American Marketing Association's definition of marketing is: a) Process b) Customersc) Stakeholders d) Value Question 16 A critical marketing perspective is the process of determining: a) The value of a product, person, or idea b) How places compete with each other c) The worth and impact of marketing activities d) Which type of promotional strategy works bestQuestion 17 When customer expectations regarding product quality, service quality, and value-based price are met orexceeded, _____ is created.a) Customer satisfaction b) Planning excellencec) A quality riftd) A value lineQuestion 18 A market orientation recognizes that: a) Price is the most important variable for customers

b) What the customer thinks he or she is buying is what is important c) Selling and marketing are essentially the same thingd) Sales depend predominantly on an aggressive sales forceQuestion 19 Four competing philosophies strongly influence the role of marketing and marketing activities within anorganization. Which if the following is NOT a marketing management philosophy? a) Customer orientation b) Profitability orientation c) Marketing orientationd) Competitor orientationQuestion 20 In order for exchange to occur:a) A complex societal system must be involved b) Organized marketing activities must also occur

c) Store messages d) All of the above Question 6 Which of the following is typically NOT a result of recognizing the importance of ethnic groups bymarketers?a) Use of an undifferentiated one-size-fits-all marketing strategy b) Different pricing strategies for different groupsc) Variations in product offerings to suit the wants of a particular groupd) Study of ethnic buying habits to isolate market segmentsQuestion 7 The single group within society that is most vulnerable to reference group influence is a) The older consumer who feels somewhat left out of things b) Married women, many of whom feel a need for stability in their livesc) New immigrants who really want to assimilate into their new culture d) Children, who base most of their buying decisions on outside influences Question 8 Which of the following can be described as an affective mental state?a) Attitudes b) Opinionsc) Valuesd) ConativeQuestion 9 Early adopters, of which opinion leaders are large comprised, tend to be: a) Generalized; that is, they tend to lead the group on most issues b) More likely to buy new products before their friends do and voice their opinions about them

c) From the upper class; people from other classes are more likely to be followersd) Quiet, withdrawn people who don't make fashion statements or take risks easilyQuestion 10 An imbalance between a consumer's actual and desired state in which recognition that a gap or problemneeds resolving is calleda) Motive development b) An attitudesc) A self-conceptd) Product EvalutionQuestion 11 According to Maslows Hierarchy of Needs theory, the need for fulfilment, for realizing one's ownpotential, and for fully using one's talents and capabilities are examples of __________ needs.a) Self-actualization b) Physiologicalc) Sociald) EsteemQuestion 12

A person who is in the position of attempting to satisfy their needs at the most basic level is operating atthe level of Maslow's needs hierarchy called the need for a) Self-actualization b) Esteem c) Physiological d) BelongingnessQuestion 13 Which of the following is an assumption in Maslow's hierarchy of needs? a) Needs are dependent on culture and also on social class b) Lower-level needs must be at least partially satisfied before higher needs can affect behaviour c) Needs are not prioritized or arranged in any particular order d) Satisfied needs are motivators, and new needs emerge when current needs remain unmetQuestion 14 Opinions can be referred to as cognitive and a) Is a measure of the emotional content of the opinion b) Deals with the aesthetic content of the opinion c) Refers to the individual's knowledge and information about an object or conceptd) Measures the speed with which one learns about others opinionsQuestion 15 Providing free samples of perfumes (scent) in magazines is an example of which of the following?a) Classical conditioning b) Operant conditioningc) Social learningd) Behavioural learningQuestion 16 Which of the following is NOT an example of habitual decision making?

a) Buying a latte from Starbucks every morning on the way to work b) Buying your favourite brand of shampoo in your fortnightly grocery shop c) Setting up a mortgage account with a new bank d) Running to the shop every Sunday to purchase the Sunday papersQuestion 17 Post purchase re-evaluation of the consumer product acquisition process attempts to measure the degreeof: a) Selling success experienced by the vendor b) Consumer satisfaction with the purchase c) Follow-up effectiveness of the firmd) Advertising influence on the purchaseQuestion 18 Which of the following consumer buying behaviours requires the LEAST effort? a) High involvement buying situation b) New buying situation c) Routine buying d) Impulsive buying

Question 19 With analyzing consumer lifecycles, marketers look at consumers in differing stages of their life. Manymodels upon which these are based were developed in the 1960s. Since then a lot has changed inconsumer lifecycles. Which emerging trends should marketers take into consideration?a) Fewer people are getting married b) People getting married at a later agec) More couples co-inhabitingd) All of the aboveQuestion 20The process that creates changes in behaviour is called:a) Selective adaptation b) Learning c) Involvement manipulationd) Attitude adjustment Ch 4 The process of anticipating future events and conditions and determining the best way to achieve organizationalobjectives is known as: a) Researching b) Planningc) Controllingd) ManagingQuestion 2Strategic marketing planning establishes the:a) Resource base provided by the firm's strategy b) Economic impact of additional sales

c) Tactical plans that must be implemented by the entire organizationd) Basis for any marketing strategyQuestion 3The strategic marketing planning process begins with:a) The writing of the mission statement b) The establishment of organizational objectives c) The formulation of a marketing plan d) Hiring a senior planner Question 4This sets out what an organization wants to become:a) Marketing objectives b) Mission statementc) Vision statement d) Marketing Strategy Question 5 ___________ is/are concerned with defining target markets and segments, and then setting out the direction andcompetitive approach that the organization wishes to take within these markets.

c) Store messages d) All of the above Question 6 Which of the following is typically NOT a result of recognizing the importance of ethnic groups bymarketers?a) Use of an undifferentiated one-size-fits-all marketing strategy b) Different pricing strategies for different groupsc) Variations in product offerings to suit the wants of a particular groupd) Study of ethnic buying habits to isolate market segmentsQuestion 7 The single group within society that is most vulnerable to reference group influence is a) The older consumer who feels somewhat left out of things b) Married women, many of whom feel a need for stability in their livesc) New immigrants who really want to assimilate into their new culture d) Children, who base most of their buying decisions on outside influences Question 8 Which of the following can be described as an affective mental state?a) Attitudes b) Opinionsc) Valuesd) ConativeQuestion 9 Early adopters, of which opinion leaders are large comprised, tend to be: a) Generalized; that is, they tend to lead the group on most issues b) More likely to buy new products before their friends do and voice their opinions about them

c) From the upper class; people from other classes are more likely to be followersd) Quiet, withdrawn people who don't make fashion statements or take risks easilyQuestion 10 An imbalance between a consumer's actual and desired state in which recognition that a gap or problemneeds resolving is calleda) Motive development b) An attitudesc) A self-conceptd) Product EvalutionQuestion 11 According to Maslows Hierarchy of Needs theory, the need for fulfilment, for realizing one's ownpotential, and for fully using one's talents and capabilities are examples of __________ needs.a) Self-actualization b) Physiologicalc) Sociald) EsteemQuestion 12

A person who is in the position of attempting to satisfy their needs at the most basic level is operating atthe level of Maslow's needs hierarchy called the need for a) Self-actualization b) Esteem c) Physiological d) BelongingnessQuestion 13 Which of the following is an assumption in Maslow's hierarchy of needs? a) Needs are dependent on culture and also on social class b) Lower-level needs must be at least partially satisfied before higher needs can affect behaviour c) Needs are not prioritized or arranged in any particular order d) Satisfied needs are motivators, and new needs emerge when current needs remain unmetQuestion 14 Opinions can be referred to as cognitive and a) Is a measure of the emotional content of the opinion b) Deals with the aesthetic content of the opinion c) Refers to the individual's knowledge and information about an object or conceptd) Measures the speed with which one learns about others opinionsQuestion 15 Providing free samples of perfumes (scent) in magazines is an example of which of the following?a) Classical conditioning b) Operant conditioningc) Social learningd) Behavioural learningQuestion 16 Which of the following is NOT an example of habitual decision making?

a) Buying a latte from Starbucks every morning on the way to work b) Buying your favourite brand of shampoo in your fortnightly grocery shop c) Setting up a mortgage account with a new bank d) Running to the shop every Sunday to purchase the Sunday papersQuestion 17 Post purchase re-evaluation of the consumer product acquisition process attempts to measure the degreeof: a) Selling success experienced by the vendor b) Consumer satisfaction with the purchase c) Follow-up effectiveness of the firmd) Advertising influence on the purchaseQuestion 18 Which of the following consumer buying behaviours requires the LEAST effort? a) High involvement buying situation b) New buying situation c) Routine buying d) Impulsive buying

Question 19 With analyzing consumer lifecycles, marketers look at consumers in differing stages of their life. Manymodels upon which these are based were developed in the 1960s. Since then a lot has changed inconsumer lifecycles. Which emerging trends should marketers take into consideration?a) Fewer people are getting married b) People getting married at a later agec) More couples co-inhabitingd) All of the aboveQuestion 20The process that creates changes in behaviour is called:a) Selective adaptation b) Learning c) Involvement manipulationd) Attitude adjustment Ch 4 The process of anticipating future events and conditions and determining the best way to achieve organizationalobjectives is known as: a) Researching b) Planningc) Controllingd) ManagingQuestion 2Strategic marketing planning establishes the:a) Resource base provided by the firm's strategy b) Economic impact of additional sales

c) Tactical plans that must be implemented by the entire organizationd) Basis for any marketing strategyQuestion 3The strategic marketing planning process begins with:a) The writing of the mission statement b) The establishment of organizational objectives c) The formulation of a marketing plan d) Hiring a senior planner Question 4This sets out what an organization wants to become:a) Marketing objectives b) Mission statementc) Vision statement d) Marketing Strategy Question 5 ___________ is/are concerned with defining target markets and segments, and then setting out the direction andcompetitive approach that the organization wishes to take within these markets.

This sets out what an organization wants to become: a) Marketing objectives b) Mission statement c) Vision statementd) Marketing Strategy Question 5 ___________ is/are concerned with defining target markets and segments, and then setting out the direction andcompetitive approach that the organization wishes to take within these markets. a) Marketing objectives b) Strategy marketing planning

c) Marketing activities d) Corporate strategy Question 6

A market with which of the following characteristics would generally be less competitive? a) High barriers to entryb) Lots of potential substitutes exist c) Strong bargaining power among buyers d) Strong bargaining power among suppliers Question 7 Which of the following firms has often followed a market challenger (second-mover) strategy? a) Apple Computer b) eBayc) Sainsbury's d) Amazon.com Question 8 SWOT is an acronym for: a) Strategy, working, opinion, tactical b) Strengths, weaknesses, opportunities, threatsc) Strategy, work, openness, toughness d) Strategy, weakness, opinions, tactics Question 9 In SWOT analysis, situations where organizations are able to convert weaknesses into strengths and threats intoopportunities, these are called: These objectives are often employed in mature markets as firms/products enter a decline phase. The goal is tomaximize short-term profits and stimulate a positive cash flow.a) Harvest objectives

b) Divest objectives c) Hold objectivesd) Growth objectivesQuestion 13Which of the following is a strategic marketing planning tool?a) The market share/market growth (BCG) matrix b) The consumer scanning modelc) A market vulnerability/business opportunity matrix d) Market sheet analysis Question 14These objectives are often the most suitable when firms operate in a market dominated by a major competitor and where their financial resources are limited. a) Niche b) Holdc) Harvestd) DivestQuestion 15This type of growth refers to concentrating activities on markets and/or products that are familiar.a) Diversification b) Condensive c) Integrative d) IntensiveQuestion 16A broadly defined, enduring statement of purpose that distinguishes a business from others of its type is referredto as which of the following? a) A focus statement b) A tactical planc) A business missiond) A strategic statementQuestion 17A firm can reduce the bargaining power of suppliers by: a) Designing standardized components so that many suppliers are capable of producing them b) Threatening to integrate backward into supplyc) Seeking new sources of supplyd) By pursuing all of the above optionsQuestion 18The bargaining power of buyers is greater when:a) There are many dominant buyers and many sellers b) The industry is not a key supplying group for buyers

c) Suppliers threaten to integrate forward into the buyers industry d) All of the above conditions are presentQuestion 19Diversification is best described as which of the following? a) Existing products in new markets b) Existing products in existing marketsc) New products for new marketsd) New products for existing marketsQuestion 20Market expansion is usually achieved by: a) More effective use of distribution b) More effective use of advertisingc) By cutting pricesd) All of the above are suitable tactics Ch 5

The process of anticipating future events and conditions and determining the best way to achieve organizationalobjectives is known as: a) Researching b)

Planningc) Controlling d) Managing Question 2 Strategic marketing planning establishes the: a) Resource base provided by the firm's strategy b) Economic impact of additional sales c) Tactical plans that must be implemented by the entire organization d) Basis for any marketing strategy Question 3 The strategic marketing planning process begins with: a) The writing of the mission statementb) The establishment of organizational objectives c) The formulation of a marketing plan d) Hiring a senior planner Question 4

This sets out what an organization wants to become: a) Marketing objectives b) Mission statement c) Vision statementd) Marketing Strategy Question 5 ___________ is/are concerned with defining target markets and segments, and then setting out the direction andcompetitive approach that the organization wishes to take within these markets. a) Marketing objectives b) Strategy marketing planning

c) Marketing activities d) Corporate strategy Question 6 A market with which of the following characteristics would generally be less competitive? a) High barriers to entryb) Lots of potential substitutes exist c) Strong bargaining power among buyers d) Strong bargaining power among suppliers

Question 7 Which of the following firms has often followed a market challenger (second-mover) strategy? a) Apple Computer b) eBayc) Sainsbury's d) Amazon.com Question 8 SWOT is an acronym for: a) Strategy, working, opinion, tactical b) Strengths, weaknesses, opportunities, threatsc) Strategy, work, openness, toughness d) Strategy, weakness, opinions, tactics Question 9 In SWOT analysis, situations where organizations are able to convert weaknesses into strengths and threats intoopportunities, these are called: a) Strategic windows b) Strategic leverage c) Conversion strategiesd) Vulnerability Question 10 This is something that at some time in the future may destabilize and/or reduce the potential performance of theorganization.

a) Threatb) Strength c) Weakness d) Opportunities Question 11 An example of a "threat" to a firm discovered by a SWOT analysis might be: a) Cost advantages present because of advanced technology b) The chance to acquire firms with needed technology c) Likely entry of new competitors in the industryd) Too narrow a product line for the firm Question 12 These objectives are often employed in mature markets as firms/products enter a decline phase. The goal is tomaximize short-term profits and stimulate a positive cash flow. a) Harvest objectivesb) Divest objectives c) Hold objectives d) Growth objectives Question 13 Which of the following is a strategic marketing planning tool? a) The market share/market growth (BCG) matrixb) The consumer scanning model c)

A market vulnerability/business opportunity matrix d) Market sheet analysis Question 14 These objectives are often the most suitable when firms operate in a market dominated by a major competitor and where their financial resources are limited.

a) Nicheb) Hold c) Harvest d) Divest Question 15 This type of growth refers to concentrating activities on markets and/or products that are familiar. a) Diversification b) Condensive c) Integrative d) Intensive Question 16 A broadly defined, enduring statement of purpose that distinguishes a business from others of its type is referredto as which of the following? a) A focus statement

b) A tactical plan c) A business missiond) A strategic statement Question 17 A firm can reduce the bargaining power of suppliers by: a) Designing standardized components so that many suppliers are capable of producing them b) Threatening to integrate backward into supply c) Seeking new sources of supply d) By pursuing all of the above options Question 18 The bargaining power of buyers is greater when: a) There are many dominant buyers and many sellers b) The industry is not a key supplying group for buyersc) Suppliers threaten to integrate forward into the buyers industry d) All of the above conditions are present Question 19 Diversification is best described as which of the following?

a) Existing products in new markets

b) Existing products in existing markets c) New products for new marketsd) New products for existing markets Question 20 Market expansion is usually achieved by: a) More effective use of distribution b) More effective use of advertising c) By cutting prices d) All of the above are suitable tactics Answer is option in Bold letters Muhammad_ullah17@yahoo.com