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Rajarshi Shahu School of Business studies Narhe

Subject: BOM

Question
A
B
C
D
Answer

________ reflects the perceived benefits and costs to customers.

Loyalty
Satisfaction
Value
Expectations
C

Question

For each target market, the firm develops a ________. The offering is positioned in the minds of the
target buyers as delivering some central benefit(s).
value offering
niche offering
market offering
segment offering
C

A
B
C
D
Answer

Question

________ can be seen as the development, design, and implementation of marketing programs,
processes, and activities that recognizes the breadth and interdependencies of their effects.

A
B
C
D
Answer

Niche marketing
Holistic marketing
Relationship marketing
Supply-chain marketing
B

Question

________ includes all the actual and potential rival offerings and substitutes that a buyer might
consider.
Competition
The product offering
A value proposition
The supply chain
A

A
B
C
D
Answer

Question

________ marketing has the aim of building mutually satisfying long-term relations with key partie
such as customers, suppliers, distributors, and other marketing partners in order to earn and retain
their business.

A
B
C
D
Answer

Holistic
Demand-based
Direct
Relationship
D

Question
A
B
C
D
Answer

Companies who form a ________ collect information on each customer's past transactions,
demographics, psychographics, and media and distribution preferences.
sales network
holistic union
marketing network
supply-chain network
C

Question

David Packard of Hewlett-Packard once said, "Marketing is far too important to leave to ________

A
B
C
D
Answer

the advertising boys

uninformed managers
novices
the marketing department
D

Question

During market segmentation analysis, the marketer identifies which segments present the greatest
opportunity. These segments are called ________.
target markets
primary markets
tertiary markets
demographic markets
A

A
B
C
D
Answer

Question

If a marketer decides to use warehouses, transportation companies, banks, and insurance companies
to facilitate transactions with potential buyers, the marketer is using what is called a ________.

A
B
C
D
Answer

service channel
distribution channel
brand channel
relationship channel
A

Question
A
B
C
D
Answer

Marketing is not a department so much as a ________.

company orientation
philosophy
function
branch of management
A

Question
A
B
C
D
Answer

Which of the following is NOT included in Boden's 7P marketing mix?

People
Process
Planning
Physical evidence
C

Question
A
B
C
D
Answer

According to Robert Lauterborn which of the sellers 4 Ps corresponds to customer cost?

Product
Price
Place
Promotion
B

Question
A
B
C

In marketing the term traders refers to

Group of sellers
Group of buyers
Group of of buyers & sellers

D
Answer

Physical place
A

Question
A
B
C
D
Answer

If performance meets consumer expectations, the consumer is ________.

delighted
satisfied
disappointed
surprised
B

Question
A
B
C
D
Answer

In _______ consumer ranks brands and forms purchase intentions

alternative evaluation
Purchase decision
Post purchase decision
Need recognition
A

Question
A
B
C
D
Answer

"Tangiblize the intangible" refers to which P

Question

________ can increasingly be conducted electronically, with buyer and seller seeing each other on
their computer screens in real time.

A
B
C
D
Answer

Public relations
E-commerce
Advertising
Personal selling
D

Question

_________________is discomfort caused by post purchase conflict

People
Process
Product
Physical Evidence
D

A
B
C
D
Answer

Intention
Decision
alternative evaluation
cognitive dissonance
D

Question

.In the purchasing decision process, the ________ are those who have the power to prevent sellers o
information from reaching members of the buying center.

A
B
C
D
Answer

gatekeepers
buyers
initiators
approvers
A

Question
A
B
C
D
Answer

.----------is created by informing prospective buyers that a product exist

Form Utility
Place Utility
Time Utility
Information Utility
D

Question
A
B
C
D
Answer

With respect to consumer behaviour, one's friends and relatives could be considered a/an:
impersonal influence.
reference group influence.
perceptual influence.
institutional influences.
B

Question
A
B
C
D
Answer

_____ are things you should do based on the expectations of you from your position within a group.
Duties
Actions
Roles
Responsibilities
C

Question
A
B
C
D
Answer

_____ is never simple, yet understanding it is the essential task of marketing management.
Brand personality
Consumption pioneering
Early adoption
Consumer buying behavior
D

Question

______ can be said to be specific requirement of an individual , which , when backed up by

purchasing power gets converted into _____

A
B
C
D
Answer

Need,Want
Need , Demand
Demand , Desire
Want , Demand
D

Question

_______ is the process through which a relatively permanent change in behavior results from the
consequences of past behavior.

A
B
C
D
Answer

action
motive
perception
learning

Question
A
B
C
D
Answer

_______ refers to providing the product at a place which is convenient for consumers to access
Convenience
Service
Place
Sales
C

Question

________ activities are the means by which firms attempt to inform, persuade, and remind
consumersdirectly or indirectlyabout the brands they sell.

Consumer behavior

B
C
D
Answer

Market segmentation
Marketing research
Marketing communication
D

Question

________ are basic human requirements, while ________ are the ways in which those requirement
are satisfied.

A
B
C
D
Answer

Wants; needs
Demands; wants
Needs; wants
Needs; demands
C

Question

________ is the art and science of choosing target markets and getting, keeping, and growing
customers through creating, delivering, and communicating superior customer value.

A
B
C
D
Answer

Marketing management
Knowledge management
Operations management
Strategic management
A

Question

________ is the study of how individuals, groups, and organizations select, buy, use, and dispose of
goods, services, ideas, or experiences to satisfy their needs and wants.

A
B
C
D
Answer

Target marketing
Psychographic segmentation
Psychology
Consumer behavior
D

Question
A
B
C
D
Answer

________ markets are made up of members of the distribution chain.

Consumer
Business-to-business (industrial)
Channel
Institutional
A

Question

________ refers to the decision-making process by which formal organizations establish the need
for purchased products and services and identify, evaluate, and choose among alternative brands an
suppliers.

A
B
C
D
Answer

Marketing channels
Organizational buying
Corporate retailing
Inventory control
B

Question

________ reflects a customer's judgment of a product's performance in relation to his or her

expectations.

A
B
C
D
Answer

Brand image
Satisfaction
Value
Perception
B

Question
A
B
C
D
Answer

_________ effects what people buy, how they buy and when they buy.
Heritage
Sub culture
Culture
Occasion
C

Question
A
B
C
D
Answer

_________ function is not a function of physical supply of marketing.

Transportation
Channel Distribution
Advertisement
Storage & Warehousing
C

Question

_________ orientation determines future needs and has a strategy in place to meet those needs for
the long term relationship.

A
B
C
D
Answer

Marketing
Sales
Production
Research
A

Question

__________ described the role of the marketing manager as a " mixer of ingredients"; one who
sometimes follows recipes prepared by others, sometimes prepares his own recipe as he goes along
sometimes adapts a recipe from immediately available ingredients, and at other times invents new
ingredients no one else has tried

A
B
C
D
Answer

James Culliton
Neil Borden
Kotler
Armstrong
A

Question
A
B
C
D
Answer

__________ donating a percentage of revenue to a specific cause.

Corporate social marketing
Cause marketing
Cause-related marketing
Corporate philanthropy
C

Question
A
B
C
D
Answer

__________ involves supporting behavior change campaigns.

Corporate social marketing
Cause marketing
Cause-related marketing
Corporate philanthropy
A

Question
A
B

__________ is the single factor that best indicates social class.

Time
Money

C
D
Answer

Occupation
Fashion
C

Question

__________ refers to the information a consumer has stored in their memory about a product or
service.

A
B
C
D
Answer

Cognitive dissonance
Product knowledge
Product research
Marketing research
B

Question

__________ social issues through efforts such as sponsorships, licensing agreements and
advertising.

A
B
C
D
Answer

Corporate social marketing

Cause marketing
Cause-related marketing
Corporate philanthropy
B

Question
A
B
C
D
Answer

___________ are the groups that individuals look to when forming attitudes and opinions.
Reference groups
Teenage groups
Religious groups
Adult groups
A

Question
A
B
C
D
Answer

___________ develop on the basis of wealth, skills and power.

Economical classes
Purchasing communities
Competitors
Social classes
D

Question
A
B
C
D
Answer

___________ is want for specific products backed by an ability to pay

Demand
Supply
Need
Market
A

Question

____________ buy finished goods & services from the producer market & sell them to Other
market.

A
B
C
D
Answer

Intermediaries
Resource markets
Meta markets
Mega markets
A

Question

____________ is individuals and households who buy goods and services for personal consumption

A
B
C
D
Answer

The target market

A market segment
The consumer market
The ethnographic market
C

Question
A
B
C
D
Answer

____________ is reflected through behavior, activities, interest, opinions.

belief
motive
desire
lifestyle
D

Question
A
B
C

____________ is the definition of reference groups.

Groups that an individual looks to when forming attitudes and opinions
Groups of people who have been referred to by someone they know
Groups of office colleagues

D
Answer

Chat groups on the internet

A

Question
A
B
C
D
Answer

____________ is the satisfaction, value, or usefulness a user receives from a good or a service.
Cost
Utility
Price
Benefit
B

Question
A
B
C
D
Answer

____________ products are those that have an independent physical existence.

Service
Tangible
Information
Futuristic
B

Question
A
B
C
D
Answer

_____________ are the consistent patterns people follow in their lives.

Lifestyles
Motives
Opinions
Attitudes
A

Question

_____________ involves managing demand, which in turns involves managing customer

relationship.

A
B
C
D
Answer

Direct Marketing
Marketing Management
Production Management
Product Management
B

Question

_____________ is key to marketing, without a / an _____________, there is no need to market.

A
B
C
D
Answer

Product, exchange
Exchange, product
Exchange, exchange
Product, Product
C

Question

_____________ is the process of selecting, organizing and interpreting information inputs to

produce meaning.

A
B
C
D
Answer

action
motive
perception
learning
C

Question
A
B
C
D
Answer

______________ activities are focused on converting prospects to actual paying customers

Marketing
Sales
Production
Research
B

Question
A
B
C
D
Answer

______________ implies face-to-face interaction between individuals.

Transaction marketing
Emarketing
Interaction marketing
Promotional marketing
C

Question

______________ is a measure of how products and services supplied by a company meet or surpas
customer expectation

A
B
C

Market size
Market structure
Customer Satisfaction

D
Answer

Customer inertia
C

Question

______________ is defined as the idea that a companys marketing decisions should consider
consumers wants, the company requirements, consumers long-run interest, and societys long-run
interests.

A
B
C
D
Answer

Societal marketing
Internal marketing
Green marketing
Macro marketing
A

Question

______________ is the bundle of costs customers expect to incur in evaluating, obtaining , using, an

disposing of the given marketing officering.

A
B
C
D
Answer

Cost Structure
Price
Cost
Total customer cost
D

Question

______________ refers to the set of values, ideas, and attitudes that are accepted by a homogenous
group of people and transmitted to the next generation.

A
B
C
D
Answer

Heritage
Culture
Sub culture
Patriotism
B

Question

_______________ is an internal energizing force that orients a person's activities toward satisfying
need or achieving a goal.

A
B
C
D
Answer

action
motive
perception
learning
B

Question

________________ emphasize(s) that profitable marketing begins with the discovery and
understanding of consumer needs and then develops a marketing mix to satisfy these needs.

A
B
C
D
Answer

The marketing concept

The strategic plan
The product influences
The price influences
A

Question

________________ is one of the most basic influences on an individuals wants and behavior of a
consumer.

A
B
C
D
Answer

Brand
Culture
Product
Price
B

Question

________________ is the perceived monetary value of the bundle or economic, functional, and
psychological benefits customers expect from a given market offering.

A
B
C
D
Answer

Total customer value

Price
Cost
Total customer cost
A

Question
A
B
C
D
Answer

_________________ is the major objective of marketing.

Profit
Sales
Consumer satisfaction
Reputation
C

Question

_________________ is the most common type or consumer decision making process and the way
consumers purchase most packaged goods.

A
B
C
D
Answer

Limited decision making

Extended decision making
Routine decision making
Alternative search
C

Question
A
B
C
D
Answer

_________________ refers to the buying behavior of final consumers.

Consumer buyer behavior
Target market buying
Market segment buying
Business buying behavior
A

Question

__________________ is more than just repeat purchase behavior. It also includes a preference for a
particular brand and a positive emotional response to the brand.

A
B
C
D
Answer

Attitude
Individualism
Purchase behavior
Brand loyalty
D

Question

__________________aims to build long-term mutually satisfying relations with key parties, which
ultimately results in marketing network between the company and its supporting stakeholders.

A
B
C
D
Answer

Holistic Marketing
Relationship Marketing
Societal Marketing
Integrated Marketing
B

Question
A
B

______________is a person who saws the seed in customers mind to buy the product
Decider
Buyer

C
D
Answer

Initiator
User
C

Question
A
B
C
D
Answer

______________is need directed towards specific products.

Demand
Want
Value
Need
B

Question
A
B
C
D
Answer

___________people are involved in the purchase of involvement products

Few
Some
More
Moderate
C

Question
A
B
C
D
Answer

_________does not constitute an organizational customer

Satish
MRF
Redcross
Banks
A

Question
A
B
C
D
Answer

______is not a organizational product

Soap
Fax machine
Copier
Typewriter
A

Question

The same teacher may teach differently on two different days, two different topics talks about
which P ?

A
B
C
D
Answer

Promotion
Physical Evidence
Price
People
D

Question
A
B
C
D
Answer

We guarantee every product we sell appeal tomotive.

Curosity
Variety
Quality
Comfort
C

Question

A social process involving the activities necessary to enable individuals and organizations to obtai
what they need and want through exchanges with others is a definition of:

A
B
C
D
Answer

distribution.
marketing.
barter.
countertrade.
B

Question

A ________ is someone seeking a response (attention, a purchase, a vote, a donation) from another
party, called the ________

A
B
C
D
Answer

salesperson, customer
fund raiser, contributor
marketer, prospect
politician, beggar
C

Question

A ________________ is a group of people with shared value systems based on

common life experiences and situations.
culture
subculture

A
B

C
D
Answer

lifestyle composite
social class
B

Question

A a marketing strategy wherein a product/service/brand/company is marketed in association with a

problem that is prevailing in customers setting, is known as:

A
B
C
D
Answer

Internal marketing
cause-related marketing
problem focussed marketing
problematic marketing
B

Question

A change in an individual's behavior prompted by information and experience refers to which one o
the following concept?

A
B
C
D
Answer

Learning
Role selection
Perception
Motivation
A

Question

A cluster of complimentary products & services that are closely related in the minds of consumers
but are spread across a set of diverse industries is called

A
B
C
D
Answer

Metamarket
Marketplace
Marketsapce
Retail Market
A

Question
A
B
C
D
Answer

A consumer is :
a customer
end-user of the goods
alcoholist
tired customer
B

Question

A consumer's expectations are most likely NOT to be satisfied in which of the following situations?

A
B
C
D
Answer

A specialized item a customer wants is out of stock and the sales clerk offers to order it.
An economy-class passenger is seated in business class because of lack of seats.
A student waits in line one minute at a bank branch on the first day of the month.
A woman attends her first self-help group meeting of an organization she knows little about.
A

Question
A
B
C
D
Answer
Marks
Unit

A consumer's need is escalated to a motive under which of the following conditions?

Crisis
The need is aroused to a sufficient level of intensity
Pressure
Seeking satisfaction
B
1
AB

Question

A customer can have any colour he likes for his car so long as it's black --- Henry Ford ,
statement applicable to
Product Concept
Production Concept
Selling Concept
Marketing Concept
B

A
B
C
D
Answer

Question

A customer wants a car whose operating cost, not its initial price, is low. Such a need can be called
_______ need.

A
B
C
D
Answer

stated
real
unstated
delight
B

Question
A
B
C
D
Answer

A fundamental part of the distribution function is to get the product:

To the right place at the right time
Launched into new markets
To intermediaries
To market to avoid channel conflict
A

Question

A gap between a persons actual and desired state on some physical or psychological dimension is
a(n):

A
B
C
D
Answer

unsatisfied need.
unsatisfied want.
market inefficiency.
unsatisfied demand function.
A

Question

A group of relevant brands that a prospective consumer is favorably familiar with when they are
thinking about making a purchase, is known as:

A
B
C
D
Answer

market place
super set
evoked set
sub set
C

Question

A Habeeb's salon at F.C. Rd offers a very satisfactory service in haircut while the customers
complain regarding service at the M.G. Rd branch of the same group. Which service problem can
this be attributed to?

A
B
C
D
Answer

Inseperability
Perishability
Heterogeneity
Randomness of service quality
C

Question

A marketing manager for a new line of detergent decides to mail free samples to consumers. The
logic for using this approach is best explained by:

the need to reduce dissonance.

B
C
D
Answer

consumer attitudes.
reinforcement.
the typical consumer's adoption process.
D

Question

A marketing philosophy summarized by the phrase 'a stronger focus on social and ethical concerns
in marketing' is characteristic of the _________ period.

A
B
C
D
Answer

production
sales
marketing
societal marketing
D

Question
A
B
C
D
Answer

A need can only be communicated to a customer by way of theEmail

In person
offering
exchange
C

Question

A person can obtain a product in one of four ways. Which of these ways is most appropriate when
the person trades with another person?

A
B
C
D
Answer

Self-producing
Using force
Begging
Exchanging
D

Question
A
B
C
D
Answer

A person remember inputs that support beliefs, forgets those that don't. This is known as :
selective retention
selective distortion
selective learning
selective exposure
A

Question
A
B
C
D
Answer

A person who purchases goods or services, but not necessarily the end consumer is known as
Buyer
Consumer
Intermediary markets
User
A

Question

A person's attitudes fit into a pattern, and to change one attitude may require difficult adjustments in
many others. Thus, a company should ________ try to fit its products into existing attitudes rather
than attempt to change attitudes.

A
B
C
D
Answer

seldom
usually
once in a while
never
B

Question
A
B
C
D
Answer

A series of utility adding activities carried out by a firm are known as the :
Perceived value
Value chain
Distribution channel
Supply chain
B

Question
A

A social definition of marketing says ________.

effective marketing requires companies to remove intermediaries to achieve a closer connection wit
direct consumers

a company should focus exclusively on achieving high production efficiency, low costs, and mass
distribution to facilitate the broadest possible access to the company's products

marketing is the process by which individuals and groups obtain what they need and want through
creating, offering, and freely exchanging products and services of value with others

marketing is the process of aggressive selling and promotion to encourage the purchase of products
that might otherwise be unsought by the consumer

Answer

Question
A
B
C
D
Answer

A stage where person becomes more receptive to information about a product

Visiting store
Heightened Attention
Reading Material
Phoning Friends
B

Question

A teenage girl continually nags her mother to buy her a pair of high-heeled shoes that feel very
uncomfortable to walk in, but are worn by all of her friends. This is an example of:

A
B
C
D
Answer

physiological needs.
personal needs.
safety needs.
social needs.
D

Question
A
B
C
D
Answer

A test in which people are shown a list of brands and asked which they remember is called:
Recall test
Recognition
brand memory test
Understanding TEST
A

Question

A Titan watch has one year warranty. In some showrooms they have provided an extended warranty
of three years. Which type of customer need is the company trying to satisfy?

A
B
C
D
Answer

Real Need
Stated need
Unstated Need
Delight Need
D

Question
A
B
C

A transaction does not involves ________.

single party
each party has something that might be of value to the other party
each party is capable of communication and delivery

D
Answer

each party is free to accept or reject the exchange offer

A

Question
A
B
C

A transaction involves ________.

at least one party
each party has something that might not be of value to the other party
each party is capable of communication and delivery but not free to accept or reject the exchange
offer

D
Answer

at least two parties

D

Question
A
B
C
D
Answer

A value based philosophy is a key component of :

Selling philosophy
Barter
Marketing Philosophy
Product Philosophy
C

Question
A
B
C
D
Answer

A(n) ________ need is one that the consumer is reluctant or unwilling to explicitly verbalize.
secondary
unstated
delight
secret
D

Question

According to ___________ theory, Consumers are not only give preference to the product capabilit
(functional aspects) but also cues like size, color and design of the product.

A
B
C
D
Answer

Herzberg
Sigmund Freud
Abraham Maslow
Peter Druck
B

Question
A
B
C
D
Answer

According to Maslows Hierarchy of Needs, the highest orders of needs are called as
self-actualization needs
social needs
safety needs
physiological needs
A

Question

According to Theodore Levitt, who drew a perceptive contrast between the selling and marketing
concepts, ________ is preoccupied with the need to convert products into cash.

A
B
C
D
Answer

marketing
selling
direct marketing
holistic marketing
B

Question
A
B
C
D
Answer

Additional 3 Ps of marketing mix are

People, Process, Physical evidence
Product, Price, Promotion
People, Process, Promotion
Physical evidence, Process, Place
A

Question

Adoption refers to the decision of consuming units to purchase new products and services
______________.

A
B
C
D
Answer

regularly
occasionally
seldom
on holidays
A

Question

Advertising, Sales Promotion, Public Relation, Personal selling are important elements of _______

A
B
C

Marketing Mix
Communication Mix
Product Mix

D
Answer

Line Mix
B

Question
A
B
C
D
Answer

Affinity marketing is focused on the desires of consumers that belong to ___________ groups.
Social
Reference
Family
Nationality
B

Question
A
B
C
D
Answer
Marks
Unit

Age lifecycle, Occupation, Economic Situation comprise of ________________factor

Social
Cultural
Physiological
Personal
D
1
AB

Question

Aggressive promotion, strong publicity, heavy price discounts, high power personal selling all these
factors are associated with ___________

A
B
C
D
Answer

Exchange Concept
Sales Concept
Product Concept
Production Concept
B

Question

All of the following are among the primary differences between a business market and a consumer
market EXCEPT:

A
B
C
D
Answer

purchase decisions to satisfy needs.

market structure and demand.
the nature of the buying unit.
the types of decisions and the decision process involved.
A

Question

All of the following would be among the major industries that make up the business market
EXCEPT ________.

A
B
C
D
Answer

agriculture, forestry, and fisheries

the Internet
construction
banking, finance, and insurance
B

Question

An equilibrium is a situation in which the actual quantity demanded is equal to the actual quantity
supplied.

A
B
C
D
Answer

a) True.
b) False.
c) Partially true.
d) Partially false.
A

Question
A
B
C
D
Answer

An open group of individuals who have similar social rank is known as:
Social Class
Club
Interest Group
Circle
A

Question

Anil comes to conclusion that Maruti is the car for his family This statement is ----stage of consume
buying

A
B
C
D
Answer

Need recognition
Development of decision
Evaluation of alternative
decision
D

Question

Anything that can be offered to a market for attention, acquisition, use, or consumption that might
satisfy a want or need is called a(n):

A
B
C
D
Answer

Idea.
Demand.
Product.
Service.
C

Question

As a major steel manufacturer, Laxmi Steel focuses on having the most efficient manufacturing
processes in place. The company believes that its competitive edge lies in its ability to offer the bes
prices. They also maintain an excellent distribution network that ensures wide availability of their
products. Laxmi Steel has a ________.

A
B
C
D
Answer

selling orientation
production orientation
product orientation
marketing orientation
B

Question
A
B
C
D
Answer

At the heart of any marketing program is the __________,the firms offering to the market
service offer
product
sales support team
packaging
B

Question

Automobile companies, new & used car dealers, auto magazines, spare parts dealers, service shops,
auto sites together are part of

A
B
C
D
Answer

Automobile Metamarket
Marketspace
Non profit Market
Government Market
A

Question
A
B
C

Basic needs such as food, clothing, and safety refer to:

Social needs
Physical needs
Physical wants

D
Answer

Individual needs
B

Question

Because business purchases are usually more complex than consumer purchases, business buyers
tend to ________.

A
B
C
D
Answer

be influenced by the attitudes of others

use a more formalized buying process
act independently
rely on intuition
B

Question
A
B
C
D
Answer

Biogenic needs are

Self esteem status
Security, Protection
Hunger, Thirst
Sense of belonging, Love
C

Question
A
B
C
D
Answer

Brands that meet consumers initial buying criteria are called the ________.
total set
awareness set
consideration set
choice set
C

Question
A
B
C
D
Answer

Bread and milk are which kind of products?

Specialty Products
Convenience products
Shopping products
Unsought products
B

Question

Business markets have several characteristics that contrast sharply with those of consumer markets.
All of the following would be among those characteristics EXCEPT ________.

A
B
C
D
Answer

fewer, larger buyers

close supplier-customer relationship
professional purchasing
inverted demand
D

Question

Buyers level of _________________ determines why he/she is motivated to seek information abou
a certain products and brands but virtually ignores others

A
B
C
D
Answer

Significance
Involvement
Commitment
Dedication
B

Question
A
B
C
D
Answer

Buying biscuits falls under one of the following buying behavior________

dissonance reducing
Variety seeking
Habitual
complex
C

Question
A
B
C
D
Answer

Buying decision process involves :

3 steps
5 steps
7 steps
only 1 step
B

Question
A
B
C
D

Buying roles are

Influencer, Buyer, Seller, Consumer, User, Gatekeeper
Influencer, Buyer, Gatekeeper, Decider,Customer, Initiator
Influencer, Buyer, Gatekeeper, Decider, User, Approver
Influencer, Buyer, Gatekeeper, Decider, User, Approver,organisation.

Answer

Question
A
B
C
D
Answer

Buying tea falls under one of the following buying behavior

Dissonance reducing
Variety seeking
Habitual
Complex
C

Question

By studying and understanding consumers, organizations can establish and maintain a competitive
advantage in the:

A
B
C
D
Answer

Stock market
academic universe
marketplace
medical industry
C

Question
A
B
C
D
Answer

Car rental firms, hair dressers, and management consultants provide ________.
Goods
Experiences
Services
Events
C

Question
A
B
C
D
Answer

Cause related marketing can reflect adoption of -----------------Mass customisation

Social Marketing
Customer orientation
Sales Orientation
B

Question
A

Changing/twisting current received information, inconsistent with beliefs, refers to:

selective retention

B
C
D
Answer

selective distortion
selective learning
selective exposure
B

Question
A
B
C
D
Answer

Cognitive dissonance is high whenPurchase is expensive

Purchase is made in frequently
Consumers face social risk
Product is low involvement
D

Question
A
B
C
D
Answer

Cognitive dissonance occurs in which stage of the buyer decision process model?
Need Recognition
Brand identification
Evaluation of alternatives
Post-Purchase behaviour
D

Question

Companies address needs by putting forth a ________, a set of benefits that they offer to customers
to satisfy their needs.

A
B
C
D
Answer

brand
value proposition
deal
demand
B

Question

Companies derive market value from ________, such as brands, customer base, employees,
distributor and supplier relations, and intellectual capital.

A
B
C
D
Answer

variable assets
factories
intangible assets
tangible assets
C

Question
A
B
C
D
Answer

Companies omit to ask the vital question, "What business are we in?"
Customer
Marketing Myopia
Customer Loyalty
Selling
B

Question

Companies see ________ as an opportunity to enhance their corporate reputation, raise brand
awareness, increase customer loyalty, build sales, and increase press coverage.

A
B
C
D
Answer

cause-related marketing
brand marketing
equity marketing
direct marketing
A

Question

Companies that practice ________ are implementing a total market orientation and are likely to be
the most successful.

A
B
C
D
Answer

reactive market orientation

proactive marketing orientation
both reactive and proactive marketing orientation
invent and market
C

Question

Companies that sell products or services in the same market place, vying for the same customer as
one another are known as:

A
B
C
D
Answer

Cartel
Competitors
Cooperatives
Suppliers
B

Question

Consider the real estate industry. The ________ for this industry includes construction companies,
financing institutions, paint manufacturers, interior decorators, furniture manufacturers, and
plumbing industries.

A
B
C
D
Answer

marketspace
latent market
geographic market
metamarket
D

Question

Constantly being on the lookout for novel ways to solve familiar problems or address familiar need
in engaging in __________________________.

A
B
C
D
Answer

adoption
use innovativeness
consumer culture
attitude behavior
B

Question

Consumer exhibit ________type of behaviour when the customer are not very brand conscious and
often switch to the brand.

A
B
C
D
Answer

Extensive problem solving buying behaviour

Routinized buying behaviour
Variety seeking behaviour
Impulse buying Behaviour
C

Question
A
B
C
D
Answer

Consumer purchases are influenced strongly by cultural, social, personal, and ________
psychographic characteristics
psychological characteristics
psychometric characteristics
supply and demand characteristics
B

Question
A
B

Consumers looking for post-purchase reinforcement are experiencing:

dissonance.
anxiety.

C
D
Answer

interest.
trial.
A

Question

Counterfeiter, cloner, adapter, imitators are the strategies of_____ while dealing with the
competition in the marketplace ?

A
B
C
D
Answer

Market-Nicher
Market- Challenger
Market-Follower
Market-Nicher
C

Question
A
B
C
D
Answer

Customer Delight is when

Customers expectations are fulfilled
Customers gets product
Customers gets more than expected
Customers expectations are not fullfilled
C

Question
A
B
C
D
Answer

Customer is king
Marketing approach
Selling approach
Relationship approach
Economic approach
A

Question
A
B
C
D
Answer

Customer loyalty depends on how customers perceive ___________ of the product

price
quality
offering
value
D

Question
A
B
C
D
Answer

Customer loyalty is a commitment to re-buy or _________ a preferred product or service.

repatronize
reuse
recycle
recollect
A

Question
A
B
C
D
Answer

Customer service activities are

Identifiable, but relatively intangible
Unrelated to the success of goods and services
Unidentifiable, but relatively tangible
Unimportant to customers
A

Question
A
B
C
D
Answer

Customer value triad includes quality, service &_________

Performance
Price
Retail outlet
Satisfaction
B

Question
A
B
C
D
Answer

Customers exhibit greater price sensitivity in their search for ________.

the right product
the right service
the right store
value
D

Question

Customers with a long record of purchases from a preferred provider caused by their psychological
and emotional bond with a particular product are called as _______________

A
B
C
D
Answer

Loyal Customer
Satisfied Customer
Dissatisfied customer
All of the above
A

Question
A
B
C
D
Answer

Demand can be classified asNegative demand, Declining demand, Existing demand, Overfull demand
Irregular demand, Declining demand, Existing demand, Overfull demand
Negative demand, Declining demand, Existing demand, Unwholesome demand
Negative demand, Declining demand, Latent demand, Overfull demand
D

Question
A
B
C
D
Answer

Demand for transmission gera is

Domestic buying behaviout
Industrial buying behavior
Regional buying behavior
Local buying behavior
B

Question
A
B
C
D
Answer

DMU is__________
Data measuring unit
Decision monitoring unit
Decision making unit
Decision mapping unit
C

Question
A
B
C
D
Answer

Doest not help organizational buyer to reduce risk

Experience with supplier
Vendor image
Television advertisement
Supplier standing in industry
C

Question
A
B
C

Experiential Information source suggests________ the product.

Buying
Selling
Handling

D
Answer

Ignoring
C

Question
A
B
C
D
Answer

Extended decision making: delayed purchase::Routine decision making:

Slow purchase
Repurchase
No purchase
Fast purchase
B

Question
A
B
C
D
Answer

External sources do not involvePersonal source like family

Non personal source like advertisements
Third party reports
Retrieving information from memory
D

Question
A
B
C
D
Answer

Factors affecting Consumer Behavior are Cultural Factors,________ and Personal Factors
Legal Factors
Social Factors
Political Factors
Environmental Factors
B

Question
A
B
C
D
Answer

Family is one of the ________ factors that influence consumer behavior.

cultural
business
psychological
personal
C

Question

Find the missing step in Buyer Decision Process.

Need Recognition------Information Search-------Evaluation of Alternatives-------Purchase

Decision-------????????
A
B
C
D
Answer

After sales service

Post purchase behavior
Market research
Customer feedback
B

Question
A
B
C
D
Answer

Following is the advantage of customer loyalty

Increase in brand awareness
Increase in the frequency of purchase
Increase in the marketing spend
Increase in price per customer
B

Question
A
B
C
D
Answer

For __________ to exist, both ability & willingness to buy are necessary.
Need
Wants
Demand
Value
C

Question

For some brand loyal customers what does wearing Levis 501 jeans provide that other jeans
cannot?

A
B
C
D
Answer

Need fulfillment
Need recognition
Want recognition
Want satisfaction
D

Question

Four components of ______________ orientation are relationship marketing, integrated marketing,

internal marketing & socially responsibility marketing.

A
B
C

Product
Selling
Marketing

D
Answer

Holistic Marketing
D

Question
A
B
C
D
Answer

Friendliness, Adaptability, Authoritarianism are examples of :

Internal traits
Involvement
Behaviour
Action
A

Question
A
B
C
D
Answer

Generally _______ the risk higher the involvement.

lower
higher
insignificant
trivial
B

Question

Generally, the consumer's purchase decision will be to buy the most preferred brand, but two factor
can come between the purchase intention and the purchase decision. Which of the following is one
of these factors?

A
B
C
D
Answer

cognitive dissonance
alternative evaluation
attitude of others
new product adoption
C

Question
A
B
C
D
Answer

Good marketing is no accident, but a result of careful planning and ________.

execution
selling
strategies
tactics
A

Question
A
B
C
D
Answer

Handling customer complaints is part of which P out of 7 Ps?

Physical Evidence
Promotion
Process
People
C

Question
A
B
C
D
Answer

Henry Ford : Mass Production ::Mccarthy:

Selling Concept
Marketing Myopia
4Ps of Marketing
Consumerism
C

Question
A
B
C
D
Answer

Henry Ford: Mass production:: LeDoux:

Selling Concept
Marketing Myopia
Preservation
Consumerism
C

Question

Henry Ford's famous quote "Doesn't matter what color car you want, as long as it is black." refers to

A
B
C
D
Answer

Product Orientation
Marketing Orientation
Production orientation
Sales orientation
C

Question

Holistic marketing incorporates ________ and understanding broader concerns and the ethical,
environmental, legal, and social context of marketing activities and programs.

A
B
C
D

safe product design

cultural marketing
social responsibility marketing
cross-functional teams

Answer

Question

Holistic marketing incorporates ________, ensuring that everyone in the organization embraces
appropriate marketing principles, especially senior management.

A
B
C
D
Answer

profit objectives
share of customer
internal marketing
the marketing mix
C

Question

How do consumers respond to various marketing efforts the company might use? What is a starting
point of a buyers behavior?

A
B
C
D
Answer

Belief
Subculture
Post purchase feeling
Stimulus-response Model
D

Question

How the consumer processes information to arrive at brand choices occurs during
which stage of the buyer decision process?
need recognition
information search
evaluation of alternatives
purchase decision
C

A
B
C
D
Answer

Question

Identify the concept that emerged in the mid-1950s as a customer-centered, sense-and-respond

philosophy.

A
B
C
D
Answer

the product concept

the production concept
the selling concept
the marketing concept
D

Question
A
B
C
D
Answer

Identify the statement which is not related to high involvement level of purchase
Expenditure is very high
Type of buy is routine purchase
Risk involved is high
Time taken is high
B

Question
A
B
C
D
Answer

Identify the statement which is not related to problem recognition stage

Which may take place over a period of time
Which may occur as a result of routine depeletion
which include decision about choice criteria
Which is initiated by emotional or psychological need
C

Question
A

If a company is guilty of marketing myopia, then it is:

in danger of having dangerous cost overruns because it is trying to please too many diverse custom
groups.

B
C
D
Answer

so taken with its products that it focuses only on existing wants and loses sight of underlying
guilty of prejudice towards certain customer groups.
falling into the trap of copying rather than inventing products.
B

Question

If a consumer uses Google to find comparative reports on new automobiles in preparation for
deciding on whether to purchase one or not, the consumer is using which of the following
information sources for assistance?

A
B
C
D
Answer

Personal
Public
Commercial
Experiential
C

Question

If a female consumer hates smoking and is willing to pay an extra tax just to help eliminate smokin
in her city, she is exhibiting ________ with respect to her views toward smoking.

negative demand

B
C
D
Answer

non-existent demand
latent demand
declining demand
A

Question

If actual performance exceeds the expected performance of the product, Then customer is
___________________

A
B
C
D
Answer

Satisfied
Dissatisfied
Delighted
Neutral
C

Question
A
B
C
D
Answer

If Target consumers are uninterested in the product, the product is said to have :
Surplus demand
Overfull demand
Existing demand
Zero Demand
D

Question

If the automobile industry sends advertising communications and personal sales messages to
prospective buyers in a simple marketing system, it expects ________ in return if the exchange
process is really working.

A
B
C
D
Answer

goods
services
money
information
D

Question

If your company were to make light bulbs to be used in photocopiers, It would most likely be sellin
to a ________________ market.

A
B
C
D

Consumer
business
government
service

Answer

Question
A
B
C
D
Answer

Importance and intensity of interest in a product in a particular buying situation is known as:
Commitment
Dedication
Involvement
Significance
C

Question

In ________ consumers may share a strong need that cannot be satisfied by an existing product.

A
B
C
D
Answer

negative demand
latent demand
declining demand
irregular demand
B

Question
A
B
C
D
Answer

In ________more customers would like to buy the product than can be satisfied.
latent demand
irregular demand
overfull demand
negative demand
C

Question

In business markets, advertising can play a role, but a stronger role may be played by the sales forc
______, and the companys reputation for reliability and quality.

A
B
C
D
Answer

brand image
distribution
price
promotion
C

Question

In business to business marketing emphasis is more on____

A
B
C
D
Answer

Trade channel
Personal selling
Online marketing
Advertising
B

Question

In organizational buying, product- specific buying factors leading to joint decision making usually
include ...........................

A
B
C
D
Answer

Technology orientation
Low time pressure for purchases
Routine products
Low perceived risk
A

Question

In response to giant retailers and category killers, entrepreneurial retailers are building entertainmen
into stores with coffee bars, lectures, demonstrations, and performances. They are marketing a(n)
________ rather than a product assortment.

A
B
C
D
Answer

experience
customer value
customer delight
total service solution
A

Question

In response to threats from such companies as Amazon, Yahoo, eBay and dozens of others,
established manufacturers and retailers became brick-and-click oriented by adding online service
to their existing offerings. This process became known as ________.

A
B
C
D
Answer

e-commerce
disintermediation
e-collaboration
reintermediation
D

Question
A
B

In the ___________ era , output increases to meet demand

Production
Sales

C
D
Answer

Marketing
Barter
A

Question
A
B
C
D
Answer

In the context of consumer behaviour, Lifecycle stage is a ______ factor.

Personal
Social
Cultural
Psychological
A

Question
A
B
C
D
Answer

In the context of consumer behaviour, Perception is a________ factor.

Personal
Social
Cultural
Psychological
D

Question

In the context of consumer behaviour, the difference between the desired state and the actual
condition relates to _____ stage.

A
B
C
D
Answer

Information search
Purchase
Post purchase feeling
Need recognition
D

Question

In the course of converting to a marketing orientation, a company faces three hurdles________.

A
B
C
D
Answer

organized resistance, slow learning, and fast forgetting

management, customer reaction, competitive response
decreased profits, increased R&D, additional distribution
forecasted demand, increased sales expense, increased inventory costs
A

Question

In the model of buyer behavior, which of the following is not a major type of force or event in the
buyer's environment?

A
B
C
D
Answer

economic
cultural
technological
channels
D

Question

In the purchasing decision process, the ________ are those who request that something be
purchased. They may be users or others in the organization.

A
B
C
D
Answer

users
initiators
influencers
deciders
B

Question
A
B
C
D
Answer

In the terminology of marketing mix, place refers to

Geographical area
Market
Company
Distribution Channels
D

Question

In Walt Disney's Magic Kingdom, customers can visit a fairy kingdom, a pirate ship, or even a
haunted house. Disney is marketing a(n) ________.

A
B
C
D
Answer

experience
service
event
organization
A

Question
A
B

In which Era, sense and respond was the company orientation towards the market place?
Selling concept
Holistic Concept

C
D
Answer

Production Concept
Marketing Concept
D

Question

In which of the following dimensions of holistic marketing might we find an emphasis on

communications, products and services, and channels?

A
B
C
D
Answer

Internal marketing
Integrated marketing
Socially responsible marketing
Relationship marketing
B

Question

In which situation do marketers attempt to place their ads in appropriate media contexts to enhance
their effectiveness?

A
B
C
D
Answer

communications
purchase
usage
disposition
A

Question

In which type of marketing does a company partner with a charity or 'cause' by which the 'cause'
benefits financially from the sale of specific products?

A
B
C
D
Answer

World Class Marketing

Corporate social marketing
Cause-related marketing
Systems Marketing
C

Question

Individual or group of individuals who offer donations or money in lieu of religious services offere
to them by religious organisation like temple, church and mosque.This is a ______________

A
B
C
D

religious process
relation
transction
charity

Answer

Question
A
B
C
D
Answer

Industrial products are

purchased for personal consumption.
frequently purchased for both their functional aspects and their psychological rewards.
traditionally classified according to their characteristics and intended uses.
not purchased by non-business organisations.
D

Question

Industry boundaries are blurring at an incredible rate as companies are recognizing that new
opportunities lie at the intersection of two or more industries this is called ________.

A
B
C
D
Answer

industry convergence
heightened competition
customization
globalization
A

Question
A
B
C
D
Answer

Interest:Gather information:: Decision:

Consumer know the product
Adoption or rejection
Buy product to experiment
Rethink the decision
B

Question
A
B
C
D
Answer

Internet sites created for the purpose of shopping online are known as:
Meta Market
Market Place
Market Space
Physical market
C

Question

Jaggu buys spares for use in the servicing of motorcycles in his garage. Jaggu is involved in
________.

A
B
C
D
Answer

consumer buying behavior

marketing
retail buying
business buying
D

Question

Jerry Welsh, of American Express announced a donation of $1 for every new card issued and $0.01
for every transaction to restoration of the Statue of Liberty. This novel strategy is known as

A
B
C
D
Answer

social marketing
environmental marketing
cause-related marketing
benefit marketing
C

Question

Julia is worried about the rising pollution levels in her city. She doesn't mind paying extra for goods
and services that use sustainable processes to help control pollution. This is an example of _______
for pollution.

A
B
C
D
Answer

declining demand
nonexistent demand
latent demand
negative demand
D

Question

Kenilworth Inc. is shifting from its rented four-room office to a standalone office building owned b
the company itself. This can be classified as a ________.

A
B
C
D
Answer

modified rebuy
straight rebuy
new rebuy
new task
D

Question
A
B

Key Components of Marketing concept

Product concept, Production concept, Selling Concept and Societal Concept
Product, Price, Place and Promotion

C
D
Answer

Customer Orientation, Integrated effort and Goal Achievement

Suppliers, Customers, Competitors and Intermediaries
C

Question
A
B
C
D
Answer

Latent demand is said to exist when

Consumers dislike a product
Consumers are unaware of a product
Consumers have a strong need which cant be satisfied by existing product
More consumers would like to buy a product that can be satisflied.
C

Question

Major Promotional elements includes Advertising, Sales Promotion, Direct Marketing, Personal
selling & _________

A
B
C
D
Answer

Outdoor Advertising
Electronic Outdoor Advertising
Public Relations
Discounts
C

Question

Managers of ________ businesses concentrate on achieving high manufacturing efficiency, low

costs, and mass distribution.

A
B
C
D
Answer

selling-oriented
product-oriented
production-oriented
marketing-oriented
C

Question

Many brick-and-click competitors became stronger contenders in the marketplace than the pureclick firms because they had a larger pool of resources to work with and ________.

A
B
C
D
Answer

better prices
greater value
well-established brand names
one-on-one communications
C

Question

Many countries have ________ industries to create greater competition and growth opportunities.

A
B
C
D
Answer

open-market
deregulated
regulated
controlled
B

Question
A
B
C
D
Answer

Market refers to :
A group of sellers
A group of buyers
A Group of buyers & sellers
Physical place
C

Question
A
B
C
D
Answer

Market where demand for goods is greater than supply

Sellers market
Buyers market
Retail market
Wholesale market
A

Question

Marketers argue for a ________ in which all functions work together to respond to, serve, and
satisfy the customer

A
B
C
D
Answer

cross-functional team orientation

collaboration model
customer orientation
management-driven organization
C

Question

Marketers at Johnny Inc. believe in putting their customers ahead of everything else. Their products
are carefully designed to meet customer requirements and the entire focus is on achieving customer
satisfaction. Johnny Inc., follows the ________ concept in doing business.

A
B
C
D
Answer

production
product
selling
marketing
D

Question
A
B
C
D
Answer

Marketers often use the term ________ to cover various groupings of customers
people
demographic segment
social class position
market
D

Question

Marketing activities are often designed to influence _______________ and lead to profitable
exchanges.

A
B
C
D
Answer

Consumer decision making

Sales strategies
Advertising strategies
Export strategies
A

Question

Marketing evaluation and ________ processes are necessary to understand the efficiency and
effectiveness of marketing activities and how both could be improved

A
B
C
D
Answer

control
analysis
measurement
feedback
A

Question
A
B
C
D
Answer

Marketing involves identifying, creating, ___________, delivering value to the customer.

Advertising
Attracting
Communicating
Conserving
C

Question
A
B
C
D
Answer

Marketing is
Only a function of management
Function of management as well as a business philosophy
It is only a business philosophy
Selling goods and services
B

Question
A
B
C
D
Answer

Marketing is ___________
Selling more
Managing customer relationships profitably
Frequently Advertising
Making & distributing products
B

Question
A
B
C
D
Answer

Marketing is a concept which can create __________ for products & services in market.
Demand
Supply
Consumer
Competitors
A

Question

Marketing is both an "art" and a "science." This suggests that the formulated side of marketing and
the ________ side need to work in harmony.

A
B
C
D
Answer

creative
execution
management
selling
A

Question

Marketing is defined by the American Marketing Association as the activity, set of institutions, and
processes for ______, ________, ________, and __________ offerings that have value for
customers, clients, partners, and society at large.

A
B
C
D
Answer

Making, Arranging, Maintaining and Selling

Creating, Communicating, Delivering, and Exchanging
Creating, Advertising, Selling, and Transferring
Performing, Displaying, Offering, and Exchanging
B

Question
A
B
C
D
Answer

Marketing is managing profitable _____________.

Business
Image
Products
Customer Relationships
D

Question

Marketing managers should adapt the marketing mix to ___________________ and constantly
monitor value changes and differences in both domestic and global markets.

A
B
C
D
Answer

Sales strategies
Marketing concepts
Cultural values
Brand images
B

Question
A
B
C
D
Answer

Marketing Mix for services has:

4 Ps
3 Ps
6 Ps
7 Ps
D

Question
A
B
C
D
Answer

Marketing Myopia is
Long term view of marketing
Short term marketing
Short sighted view of marketing
Broad minded view of marketing
C

Question
A
B
C
D
Answer

Marketing myopia means ______ sightedness.

Short
Long
medium
broad
A

Question

Marketing strategies are often designed to influence _______________ and lead to profitable
exchanges.

A
B
C
D
Answer

Consumer decision making

Sales strategies
Advertising strategies
Export strategies
A

Question
A
B
C
D
Answer

Marketplace is_____________ and Marketspace is ________________

virtual, real
non-existent, physical
physical, digital
cluster of products, group of metamediaries
C

Question
A
B
C
D
Answer

Markets classified on the basis of Geographical area isNational, Spot, Regional, International
Spot, Terminal, Central, Regional
National, International, Regional, Local
Spot, National, International, Regional
C

Question
A
B
C

Markets classified on the basis of volume per transaction of business are:

Conventional, Modern
Agent, C&F
Retail, Wholesale

D
Answer

CFAs, Stockist
C

Question

Maslow's theory is that ________ are arranged in a hierarchy from the most pressing at the bottom
to the least pressing at the top.

A
B
C
D
Answer

stimuli
perceptions
decisions
human needs
D

Question
A
B
C
D
Answer

Mass customization has been enhanced and made to work more effectively because of:
Pricing strategies that penetrate
the realization customers want consistency and duplication in their products
sports marketing models and their effect on manufacturing
computer controlled factory equipment and the Internet
D

Question

A
B
C
D
Answer

Match the pair

Group A Group B
1. Product I. Customer Convenience
2. Price II. Customer Solution
3. Place III. Communication
4.Promotion IV. Customer Cost
1-IV,2-III,3-I,4-II
1-II,2-IV,3-I,4-III
1-I,2-III,3-IV,4-II
1-II,2-IV,3-III,4-I
B

Question
A
B
C
D

McCarthy: Four Ps::William Mindak :

Selling Concept
Marketing Myopia
Public Relations
Consumerism

Answer

Question
A
B
C
D
Answer

Measuring customer satisfaction is essential because

Highly satisfied customer is not the one which stays loyal longer
Buys more
Cost more to serve
Talk favourable about company
C

Question
A
B
C
D
Answer

Membership group is a type of _______ group.

Primary
Secondary
Dissociative
Reference
D

Question

Merchandising,Pricing, Propaganda, Physical Distribution and Termination are terms associated

with _______

A
B
C
D
Answer

Selling Functions
Buying Functions
Marketing Functions
Production function
C

Question
A
B
C
D
Answer

Modern Marketing concept emphasizes--------orientation

Sales
Product
Customer
Enterprise
C

Question

Mohan Sawhney has proposed the concept of ________ to describe a cluster of complementary
products and services that are closely related in the minds of consumers but are spread across a
diverse set of industries.

A
B
C
D
Answer

metamarket
vertical integration
horizontal integration
betamarket
A

Question

Most large companies research _____ buying decisions to find out what they buy, where they buy,
how and how much they buy, when they buy, and why they buy.

A
B
C
D
Answer

market
permanent
consumer
social
C

Question
A
B
C
D
Answer

Non Profit and Governmental Market is a type of _____Market.

Institutional Market
Global market
Business market
Consumer Market
A

Question

Of key interest to marketers are the major informational sources to which the consumer will turn an
the relative importance of each. Which of the following would be considered to be an experiential
information source?

A
B
C
D
Answer

Using the product itself.

Using the product itself a.
Acquaintances.
Web sites.
A

Question

Of the four competing philosophies, the Furniture Industry is an example of what kind of
orientation:

A
B
C
D
Answer

Sales Orientation
Societal Marketing Orientation
Marketing Orientation
Production Orientation
A

Question

Once you have decided you need a new car,you may search web,talk to friends and gather
information this stage in buyer decision Porcess is refereed as____________

A
B
C
D
Answer

Need recognition
Information search
alternative evaluation
Purchase decision
B

Question

One of the key tasks of marketers is ____________ and to create consumer perceptions that the
product is worth purchasing.

A
B
C
D
Answer

to make products easily visible and available

to promote sales of products
to differentiate their products from those of competitors
to do marketing surveys
C

Question

One traditional depiction of marketing activities is in terms of the marketing mix or four Ps. The
four Ps are characterized as being ________.

A
B
C
D
Answer

product, positioning, place, and price

product, production, price, and place
promotion, place, positioning, and price
product, price, promotion, and place
D

Question
A
B
C
D

Online Shopping is a classic example of __________

Marketplace
Market space
Metamarket
place

Answer

Question
A
B
C
D
Answer

Only when you own the product, you get the ______ utility.
Place
Form
Possession
Time
C

Question
A
B
C
D
Answer

Opinion leaders are sometimes referred to as ________

the middle class
the upper class
buzz marketers
the influentials
D

Question

P&G through its NGO partner CRY, executes a project focused on enabling the childs right to
education: Padhega India to Bhadega India. This is an example of __ type of marketing.

A
B
C
D
Answer

Product
Concept
Cause-related marketing
Retail
C

Question
A
B
C
D
Answer

Phenemenon of select inputs to be exposed to our awareness is known as:

selective retention
selective distortion
selective learning
selective exposure
D

Question
A

Physical stores where the customers shop for products are also known as:
Meta Market

B
C
D
Answer

Market Place
Market Space
Customer market
B

Question
A
B
C
D
Answer

Problem awareness :unfulfilled desire:: stimulus:

Alternatives
Cue or drive
weighing features
picking where to buy
B

Question
A
B
C
D
Answer

Problem recognition is part of:

The marketing mix.
Personal influence.
The decision process.
Segmentation
C

Question
A
B
C
D
Answer

Product concept approach to marketing is also known as ____________.

Technology push model
Quality Push Model
Quality Model
Techno quality model
A

Question
A
B
C
D
Answer

Product oriented marketing is ________ concept of marketing.

New
Old
Future
Recent
B

Question
A
B
C
D
Answer

Profit through Customer Satisfaction Is aimed in . Concept

Marketing
Production
Holistic
Selling
A

Question
A
B
C
D
Answer

Purchase of Mercedes may be a status consideration. This isEconomic criteria

Social criteria
Technical criteria
Personal criteria
B

Question

Quality, features, style, options, brand name, packaging, guarantees and warranties, and service are
related to which element of the marketing mix?

A
B
C
D
Answer

Place
Price
Product
Promotion
C

Question

Ramesh trains his company's sales force to go after the consumer. He repeatedly asks his team to
bear in mind the essential fact that it is the sales team's responsibility to rouse the consumer's intere
and make him feel that he needs the product. A true salesman is one who can convert an indifferent
consumer walking into the store into a new customer. Ramesh believes in the ________ concept.

A
B
C
D
Answer

product
production
selling
marketing
C

Question
A

Rising promotion costs and shrinking profit margins are the result of
globalisation

B
C
D
Answer

privatisation
deregulation
heightened competition
D

Question

Sales of woollen clothing usually increase during the winter season and decline thereafter. This is a
example of ________ demand.

A
B
C
D
Answer

irregular
declining
latent
negative
A

Question
A
B
C
D
Answer

Satisfied customers are likely to engage in generating __________ for a product.

Intelligence
curiosity
word-of-mouth
inertia
C

Question
A
B
C
D
Answer

Selection of a car is ------- involvement product decision

Low
High
No
Moderate
B

Question
A
B
C
D
Answer

Services are_______
Tangible
Physical
Intangile
Incapable
C

Question

Several scholars have found that companies who embrace the marketing concept achieve superior
performance. This was first demonstrated for companies practicing a ________understanding an
meeting customers expressed needs.

A
B
C
D
Answer

reactive market orientation

proactive marketing orientation
total market orientation
impulsive market orientation
A

Question
A
B
C
D
Answer

Small sellers concentrate their marketing efforts on reaching ________.

approvers
initiators
key buying influencers
users
C

Question
A
B
C
D
Answer

Soft Drinks, Salt, air tickets, shoes, cosmetics are majorly sold in
Business Markets
Consumer Markets
Industrial Markets
Government Markets
B

Question
A
B

Steps in consumer buyer behavior are

Purchase, information search, Problem recognition, Evaluation and Post purchase evaluation
Problem recognition, information search, evaluation of alternatives, Purchase decision, Post
purchase evaluation

C
D

Purchase, Problem recognition, Complaining, getting a replacement

Evaluation of alternatives, Purchase, Problem recognition, Information search, Post purchase
evaluation

Answer

Question

Successful marketing requires that companies fully connect with their customers. Adopting a
________ marketing orientation means understanding consumersgaining a 360-degree view of
both their daily lives and the changes that occur during their lifetimes.

A
B
C
D
Answer

holistic
customer
segmented
focused
A

Question

That business markets have more buyers involved in the purchase decision is evidence of which of
the following characteristic differences between business and consumer markets?

A
B
C
D
Answer

market structure and demand

the nature of the buying unit
types of decisions made
type of decision process itself
B

Question
A
B
C
D
Answer

The "shopping product" consumer classification would include such products as:
Life insurance, burial plots, new products
soft drinks, bread, milk
automobiles, homes, vacations
expensive jewelry, gourmet dinners, limited production automobiles
C

Question

The ________ concept holds that consumers and businesses, if left alone, will ordinarily not buy
enough of the organizations products.

A
B
C
D
Answer

production
selling
marketing
product
B

Question

The ________ concept holds that consumers will favor those products that offer the most quality,
performance, or innovative features.

product

B
C
D
Answer

marketing
production
selling
A

Question

The ________ consists of all the organizations that acquire goods and services used in the
production of other products or services that are sold, rented, or supplied to others.

A
B
C
D
Answer

business market
consumer market
e-commerce market
global market
A

Question

The ________ holds that the organizations task is to determine the needs, wants, and interests of
target markets and to deliver the desired satisfactions more effectively and efficiently than
competitors in a way that preserves or enhances the consumers and the societys well-being.

A
B
C
D
Answer

customer-centered business
focused business model
societal marketing concept
ethically responsible marketing manager
C

Question

The ________ includes the immediate actors involved in producing, distributing, and promoting the
offering. The main actors are the company, suppliers, distributors, dealers, and the target customers

A
B
C
D
Answer

operations environment
management environment
strategic environment
task environment
D

Question

The ________ is practiced most aggressively with unsought goods, goods that buyers normally do
not think of buying, such as insurance, encyclopedias.

production concept

B
C
D
Answer

selling concept
marketing concept
product concept
B

Question

The ________ process consists of analyzing marketing opportunities; selecting target markets;
designing marketing strategies; developing marketing programs; and managing the marketing effor

A
B
C
D
Answer

marketing planning
strategic planning
market research
opportunity analysis
A

Question

The ________ promises to lead to more accurate levels of production, more targeted
communications, and more relevant pricing.

A
B
C
D
Answer

Age of Globalization
Age of Deregulation
Industrial Age
Information Age
D

Question

The ________ refers to the various links that are involved in moving a product from its
manufacturer into the hands of its buyer.

A
B
C
D
Answer

distribution chain
network chain
supply chain
promotion network
A

Question
A
B
C
D

The _______________ era integrates consumer research and analysis into all efforts
Production
Sales
Product
Marketing

Answer

Question

The __________________ is a person within a reference group who, because of special skills,
knowledge, personality, or other characteristics, exerts influence on others.

A
B
C
D
Answer

facilitator
referent actor
opinion leader
social role player
C

Question
A
B
C
D
Answer

The 4 Ps of Marketing Mix for goods are:

Product, prize, present, and promotion
Promotion, people, process, physical evidence
place, price, promotion & product
product, price, people & promotion
C

Question

The ability of a company to deal with customers one at a time has become practical as a result of
advances in ________, computers, the Internet, and database marketing software.

A
B
C
D
Answer

improved communication flow

information technology
just-in-time manufacturing
factory customization
D

Question

The balance between Company profits, Customer wants and Society's interests is achieved in the

A
B
C
D
Answer

Relationship Marketing Orientation

Marketing Orientation
Societal Marketing Orientation
Sales orientation
C

Question
A
B
C
D
Answer

The business marketer normally deals with _____________ than the consumer marketer does.
far greater but smaller buyers
far greater and larger buyers
far fewer but far larger buyers
far fewer and smaller buyers
C

Question

The buyer decision process consists of five stages. Which of the following is NOT one of these
stages?

A
B
C
D
Answer

Evaluation of Alternatives
Information search
Variety-seeking buying behavior
Post purchase behavior
C

Question

The buying process can be triggered by a(n) __________ when one of the persons normal needs
hunger, thirst, rises to a level high enough to become a drive.

A
B
C
D
Answer

awareness
external stimuli
internal stimuli
experiential motivation
C

Question
A
B
C
D
Answer

The buying process starts when the buyer recognizes a _________.

Product
an advertisement for the product
a salesperson from a previous visit
problem or need
D

Question
A
B
C
D

The buying process starts with ________, in which the buyer recognizes a problem or need.
need recognition
information search
evaluation of alternatives
separation of needs and wants

Answer

Question
A
B
C
D
Answer

The characteristics of customers is part of the:

market audit
demographics.
marketing mix.
target market.
B

Question
A
B
C
D
Answer

The concept of Markeing Myopia was conceived by..

Max weber
Theodere Levitt
Kelvin Lane Keller
Philip Kotler
B

Question
A
B
C
D
Answer

The consumers estimate of the products overall capacity to satisfy his or her needs is called:
Product Cost
Product Value
Product need
Product Satisfaction
B

Question

The controllable variables a company puts together to satisfy a target group is called the
____________________.

A
B
C
D
Answer

Marketing audit
Marketing mix
Business Plan
Marketing plan
B

Question
A

The customer perceived value for the product directly impacts the product's __________ .
distribution chain

B
C
D
Answer

price
taxation
size
B

Question
A
B
C
D
Answer

The decision making unit of a buying organisation is.....................

Gatekeepers
Management
The Purchasing department
The buying centre
D

Question
A
B
C
D
Answer

The demand for business goods is ultimately derived from the demand for ________.
raw materials
consumer goods
electronics
business solutions
B

Question
A
B
C
D
Answer

The desire to drink a Coke instead of orange juice is an example of a(n):

necessity.
need.
want.
requirement.
C

Question

The difference between short term consumer wants and long term consumer welfare is achieved in

A
B
C
D
Answer

Societal Marketing Orientation

Marketing Orientation
Relationship Marketing Orientation
Sales orientation
A

Question
A
B
C
D
Answer

The first stage in the Buying Process is

Information Serach
Evaluation of Alternatives
Purchase Decision
Need/Problem Recognition
D

Question

The five-stage model of the consumer buying process includes all of the following stages EXCEPT
________.

A
B
C
D
Answer

problem recognition
information search
social interaction
purchase decision
C

Question

The four Ps represent the sellers view of the marketing tools available for influencing buyers. From
a buyers point of view, each marketing tool is designed to deliver a customer benefit. Robert
Lauterborn suggested that the sellers four Ps correspond to the customers four Cs. The four Cs are
________

A
B
C
D
Answer

customer focus, cost, convenience, and communication

customer solution, customer cost, convenience, and communication
convenience, control, competition, and cost
competition, cost, convenience, and communication
B

Question
A
B
C
D
Answer

The four Ps translated into the four Cs are ________.

customer focus, cost, convenience, and communication
customer solution, customer cost, convenience, and communication
convenience, control, competition, and cost
competition, cost, convenience, and communication
B

Question

The habits and patterns of consumers in the acquisition and usage of goods and services are known
as:

A
B
C
D
Answer

Personal habits
Social habits
Good Habits
Buying Behaviour
D

Question

The incentive and premium received on product and services in order to boost short term sale is
called as___________.

A
B
C
D
Answer

advertising
public relation
sales Promotion
direct Marketing
C

Question

The increase in worth of a product or service as a result of a particular activity - in the context of
marketing, the activity might be packaging.

A
B
C
D
Answer

Quality
Value Addition
Creativity
Innovation
B

Question
A
B
C
D
Answer

The main objective of Marketing as opposed to selling is

Profit
Customer Value
Targets
Growth
B

Question

The market is in a state of ________ demand if; a major part of the market dislikes the product and
may even pay a price to avoid it.

A
B
C
D

Positive
Spiralling
Negative
Stagnant

Answer

Question
A

The marketing concept holds that ________.

a firm should find the right products for its customers, and not the right customers for its products

B
C
D
Answer

customers who are coaxed into buying a product will most likely buy it again
a new product will not be successful unless it is priced, distributed, and sold properly
a better product will by itself lead people to buy it without much effort from the sellers
A

Question
A
B
C
D
Answer

The marketing concept holds that customers will remain loyal if:
a company offers numerous 'specials'.
the company produces a product with enough features to satisfy everybody.
the customers' needs are met at a price that represents value for money.
the company's marketing activities are persuasive enough
C

Question

The mental act, condition or habit of placing trust or confidence in another shows which of the
following options?

A
B
C
D
Answer

Motive
Belief
Behavior
Attitude
B

Question
A
B
C
D
Answer

The most important characteristic of marketing as a business function is its focus on:
inter-functional responsibilities.
customer needs.
barter exchange requirements.
production efficiencies.
B

Question

The most Unique Element of 4Ps is :

A
B
C
D
Answer

Price
Place
product
Promotion
A

Question
A
B
C
D
Answer

The only revenue producing element in the marketing mix is.

Product.
Price.
Place.
Promotion.
B

Question
A
B
C
D
Answer

The process that creates changes in behaviour is called:

selective adaptation.
learning.
involvement manipulation.
attitude adjustment.
B

Question

The Promotional campaign Malaysia Truly Asia tries to attract tourists to visit Malaysia. This typ
of promotion/advertising is known as

A
B
C
D
Answer

Event Marketing
Person Marketing
Idea Marketing
Place Marketing
D

Question

The provision of goods or services which fulfill the customer's expectations in terms of quality and
service, in relation to price paid is likely to result in:

A
B
C
D
Answer

Cognitive dissonance
Customer Satisfaction
Customer Confusion
Customer Agony
B

Question
A
B
C
D
Answer

The purchase decision and consumption process always occur in the context of _____.
others
a specific situation
marketing communications
an extended decision-making process
B

Question

The purchasing department buys office supplies on a routine basis from a pre-approved list of
suppliers. This type of purchase is classified as a ________.

A
B
C
D
Answer

straight rebuy
modified rebuy
new task
secondary purchase
A

Question

The quote "I do not consider a sale complete until goods are worn out and the customer still
satisfied. We will thank anyone to return goods that are not perfectly satisfactory...Above all things
we wish to avoid having a dissatisfied customer." refers to:

A
B
C
D
Answer

Product Orientation
Marketing Orientation
Production orientation
Sales orientation
B

Question

The relationship between the consumer's expectations and the product's ________ determines
whether the buyer is satisfied or dissatisfied with a purchase

A
B
C
D
Answer

brand personality
recognition
service quality
perceived performance
D

Question
A
B
C
D
Answer

The scope of marketing comprises ofGoods, Services, Consumer Behavior, Celebrity Persons
Services, Experiences, Events, Persons
Organization, Perception, Information, Ideas
Persons,Places, Perception, Properties
B

Question
A
B
C
D
Answer

The set of marketing tools a firm uses to pursue its marketing objectives is known as:
Exchange
Transaction
Marketing Mix
Value
C

Question

The situation in which consumers receive information has an impact on their behavior and is
referred to as the _____ .

A
B
C
D
Answer

Communications
Purchase
Usage
Disposition
A

Question

The Soccer World Cup is promoted aggressively to both companies and fans. This is an example of
marketing a(n) ________.

A
B
C
D
Answer

idea
service
luxury item
event
D

A
B
C
D

The store front, the uniforms employees wear, signboards are elements of
Store
Retail outlet
Physical evidence
Place

Answer

Question
A
B
C
D
Answer

The sum of the perceived tangible & intangible benefits per costs to customers is called:
Price
Satisfaction
Value
Cost
C

Question
A
B
C
D
Answer

The task of business is to deliver ______________ at a profit

Products
Customer Value
Products and Services
Customer Needs
B

Question

The telephone operator working in an organization which is in the process of buying goods from
suppliers acts as-

A
B
C
D
Answer

Initiators
Buyers
Gatekeepers
Deciders
C

Question
A
B
C
D
Answer

The term industry refers to :

A group of sellers / firms
A group of buyers
A Group of buyers & sellers
Physical place
A

Question
A

The term 'marketing mix' describes:

a composite analysis of all environmental factors inside and outside the firm.

B
C
D
Answer

a series of business decisions that aid in selling a product.

the relationship between a firm's marketing strengths and its business weaknesses.
a blending of strategic elements to satisfy specific target markets.
D

Question
A
B
C
D
Answer

The term marketing refers to:

new product concepts and improvements.
advertising and promotion activities.
a philosophy that stresses customer value and satisfaction.
planning sales campaigns
C

Question
A
B
C
D
Answer

The typical buying center has a minimum of ________ members.

23
34
45
56
D

Question

The utilization of marketing approaches by hospitals, theaters, universities and nonprofit

organizations:

A
B
C
D
Answer

has not changed compared to practices in the past.

has increased substantially in the recent past.
is outside the domain of marketing per se.
is only appropriate in for-profit situations.
B

Question
A
B
C
D
Answer

The want satisfying power of a product is called its------Utility

Demand
Supply
Need
A

Question

The website selling tickets for Sachin's 200th match crashed. Which of the following demand states
applies to this situation?

A
B
C
D
Answer

nonexistent demand
latent demand
overfull demand
unwholesome demand
C

Question
A
B
C
D
Answer

There is a high chance of Customer loyalty from a_______ customer.

First time
Delighted
Female
Wealthy
B

Question

Those who buy goods and services for resale, as inputs to production of other goods or services, or
for use in the day-to-day operations of the organization are:

A
B
C
D
Answer

intermediaries.
utilitarian consumers.
organizational customers.
Consumer.
C

Question

Those who buy goods and services for their own personal use or the use of others in their immediat
household are:

A
B
C
D
Answer

Customer
organizational customers.
intermediaries.
ultimate consumers.
D

Question
A
B
C
D

Three elements of extended marketing mix are

Quality, service & price
People, Processes & Physical Evidence
Packaging, Public Relations & Personal Selling
People, Politics & Power

Answer

Question

To create and capture value, sellers need to understand business organizations needs, resources,
policies, and ________.

A
B
C
D
Answer

buying procedures
demands
protocols
strategies
A

Question
A
B
C
D
Answer

To satisfy a want or need of a customer ________ can be offered to a market.

Management Strategy
Demand
Better Vision
Product
D

Question
A
B
C
D
Answer

To understand a consumer's behavior, we must know about the _____.

company
situation
stimulus object
b, and c
D

Question

Todays successful companies at all levels have one thing in common. The common theme can best
be described as one where the companies are:

A
B
C
D
Answer

oriented around public service.

strongly customer focused and heavily committed to marketing.
moving toward globalization and socialization.
more interested in governmental regulation and control than ever before.
B

Question
A
B
C
D
Answer

Toilet soap is----------involvement product

High
No
Low
Moderate
C

Question

Tools Inc. buys hammers, bolts and other hardware items and sells them to hardware shops at a pric
that includes a profit. Tools Inc. would be a part of what kind of market?

A
B
C
D
Answer

Reseller market
Producer market
Institutional market
Target market
A

Question
A
B
C
D
Answer

Toy advertisements are aimed at young children:

because they are the real decision makers.
in the hope that they will influence their parents.
because they have a great deal of purchasing power.
because TV ads aimed at children in India are subsidized by the government.
B

Question
A
B
C
D
Answer

Transactional Marketing Concept can also be called as

Societal Marketing Concept
Traditional Marketing Concept
Holistic Marketing Concept
Product Concept
B

Question

Two of the most important psychological factors that impact consumer decision -making process ar
product _____________ and product involvement.

A
B
C
D
Answer

Marketing
Strategy
Price
Knowledge
C

Question

Two of the most important psychological factors that impact consumer decision-making process are
product _____________ and product involvement.

A
B
C
D
Answer

Marketing
Strategy
Price
Knowledge
D

Question

Ultimately, the amount of steel sold to General Motors depends on the consumers' demand for GM
cars and trucks. From the standpoint of the steel manufacturer, which of the following demand form
is most pertinent?

A
B
C
D
Answer

derived demand
inelastic demand
geographic demand
relational demand
A

Question
A
B
C
D
Answer

Under Product Concept, the marketing strategy of a company is to

Carrying out promotion for large scale selling
Anticipating & fulfilling the need & wants of consumers
making continuous product improvements
making available affordable products
C

Question

Under which of the following company orientations toward the marketplace would we expect to fin
the better mousetrap fallacy?

A
B
C
D
Answer

Production concept
Product concept
Selling concept
Marketing concept
B

Question
A
B
C
D
Answer

Understanding __________ is the starting point of the entire marketing activity.

Competitor
Economy
Markets
Customer Needs
D

Question

Understanding consumer buying behavior is not easy. The answers are often locked
deep within the consumers head. The central question for marketers is:
how much money is the consumer willing to spend?
how much does the consumer need the product being offered for sale?
how much does a discount or a coupon affect the purchase rate?
how do consumers respond to various marketing efforts the company might use?

A
B
C
D

Answer

Question

Using marketing research to identify latent needs of consumers points to which of the following
marketing orientations ?

A
B
C
D
Answer

Selling orientation
Promotion orientation
Proactive marketing orientation
Reactive market orientation
C

Question

Varad is in the process of buying a new car. He is highly involved in the purchase and perceives
significant differences among his three favourite models. Varad's next step is most likely to be
________.

A
B
C
D
Answer

opinion leadership
cognitive dissonance
evaluation of alternatives
Post purchase behavior
C

Question

Varun thought he had received the best deal on his new car. Shortly after the purchase, Varunl starte
to notice certain disadvantages of his new car as he learned more about other cars available. Varun i
experiencing ________.

A
B
C
D
Answer

Post purchase cognitive dissonance

Post purchase culture
information evaluation
selective perception
A

Question

Wal-Mart has become the worlds largest retailer by delivering on its promise, Always low prices
always. This would be an example of the marketing philosophy that says:

A
B
C
D
Answer

Take care of your customers, and market share and profits will follow.
Buy cheap, sell cheap.
Always take discounts and pass some of them on to consumers.
Distribution is the secret to all conquests in marketing.
A

Question

Walt Disneys Magic Kingdom represents a/an ________ marketing oreintation: customers visit a
fairy kingdom, a pirate ship, or a haunted house.

A
B
C
D
Answer

experiential
services
event
celebrity
A

Question
A
B
C
D
Answer

Wants can become demands if they are backed by __________

Needs
Buying power
Products
Consumer research
B

Question

Webmax produced and marketed cameras. After considerable research and development, they
developed a new digital camera that had an array of new features. Webmax was so sure about the
new offering that they even reduced their marketing budget. What sort of orientation does Webmax
have toward the marketplace?

A
B
C
D
Answer

production orientation
product orientation
selling orientation
marketing orientation
B

Question
A
B
C
D
Answer

What are the four broad components of holistic marketing?

relationship, internal, position, and performance marketing
integrated, internal, position, and performance marketing
relationship, integrated, internal, and performance marketing
integrated, relationship, social responsibility, and position marketing
C

Question
A
B
C
D
Answer

What can be marketed as an experience ?

Places
Ideas
Information
Amusement Parks
D

Question

What can we say about the size of the business market compared to consumer markets?

A
B
C
D
Answer

It is approximately the same.

It is smaller.
It is somewhat larger.
It is huge.
D

Question
A
B
C
D
Answer

What is the basic property of a service which makes it different from Goods?
Shape
Size
It is very expensive
Intangibility
D

Question

When a consumer makes the final decision on which brand to buy, he or she selects a brand from th
________ set.

A
B
C
D
Answer

choice
awareness
consideration
total
A

Question
A
B
C
D
Answer

When a customer has a(n) ________ need he/she wants a car whose initial cost is low.
stated
real
unstated
delight
A

Question

When a customer has a(n) ________ need the customer wants to be seen by friends as a savvy
consumer.

A
B
C
D
Answer

real
unstated
delight
secret
D

Question

When a customer has a(n) ________ need, the customer might expect something like admiration
from friends because he or she has purchased something that might indicate a certain market savvy.

A
B
C
D
Answer

real
unstated
delight
secret
D

Question
A
B
C
D
Answer
Marks
Unit

When a need is directed to a specific object, it becomes aDemand

Desire
Want
Value
C
1
EA

Question

When a non-profit organization, like a university, purchases copying paper in bulk for its
photocopying machines, what is it purchasing?

A
B
C
D
Answer

A consumer good.
A consumer service.
An industrial good.
An industrial service.
C

Question

When an individual wants and he also has the _________ to buy it, then wants are converted to
demands.

A
B
C
D
Answer

Intelligence
Curiosity
Ability
Inertia
C

Question

When campaigns are conducted against cigarettes, alcohols, hard drugs, handguns and pirated
movies, such products can be said to have _____ demand.

A
B
C

Stable demand
Overfull demand
Unwholesome demand

D
Answer

Stagnant demand
C

Question

When companies measure the number of people who are willing and able to buy their products, the
are measuring ________.

A
B
C
D
Answer

Market potential
real needs
standard of living
disposable income
A

Question

When consumers are seeking low-involvement products, they are unlikely to engage in extensive
search, so _________________ is important.

A
B
C
D
Answer

Order processing
Order booking
Ready availability
Information about warranty
C

Question

When customer expectations regarding product quality, service quality, and value-based price are
met or exceeded, _____ is created.

A
B
C
D
Answer

customer satisfaction
planning excellence
a quality rift
a value line
A

Question

When customer gets all the services under one roof from diversified industries that market is
called................

A
B
C
D
Answer

Business Market
Consumer Market
Meta market
Grey market
C

Question

When customer gets more than what he is expected from that product then it is called as..............

Consumer behaviour

B
C
D
Answer

Consumer Delight
Consumer Satisfaction
Consumer Product
B

Question

When many consumers share a strong need that cannot be satisfied by any existing products, one
can say that ____ type of demand exists.

A
B
C
D
Answer

Latent
Surplus
Negative
Stagnant
A

Question

When marketers interview a small number of recent purchasers, asking them to recall the events
leading to their purchase, the marketers are using the ________ method to learn more about the
consumer buying process

A
B
C
D
Answer

introspective
retrospective
prospective
prescriptive
B

Question

When online marketers such as "flipkart" cut out the majority of middlemen that normally would
participate in the exchange process, they were advocating ________.

A
B
C
D
Answer

category killers
every-day-low prices
reintermediation
disintermediation
D

Question

When organizations face a demand level that is higher then they can or want to handle, the demand
can be said to be:

A
B
C
D
Answer

Stable
Irregular
Overfull demand
Zero
C

Question

When organizations face demand that varies on a seasonal, daily or even hourly basis, causing
problems of idle capacity or overcrowded capacity, then they have a _____ type of demand.

A
B
C
D
Answer

Irregular
Stable
Latent
Zero
A

Question

When people start purchasing masks for swine flu , in large numbers, they exhibit ________
demand.

A
B
C
D
Answer

irregular
declining
overfull demand
latent
A

Question
A
B
C
D
Answer

When Satish sells a TV to Arnav and receives Rs 5000 in cash, a ___________ has just occurred.
transfer
contribution
donation
transaction
D

Question

When Vishu buys his own house, he would like to have a home theater system and a jacuzzi. He
plans to save enough money in the next three years so that he can fulfill his wish. Vishu's desire for
the home theater and the jacuzzi is an example of a(n) ________.

A
B
C
D
Answer

need
want
unstated need
latent demand
B

Question

When Volvo runs advertisements suggesting that it is the safest car money can buy, it is engaging in
which of the following forms of marketing programming?

A
B
C
D
Answer

Technological
Positioning
Market segmentation
Public relations
B

Question

Which approach assumes that customers & businesses will not buy enough of the organizations
products if left alone?

A
B
C
D
Answer

Production Concept
Product Concept
Selling Concept
Holistic Concept
C

Question
A
B
C
D
Answer

Which approach assumes that customers will buy the product if it s available & affordable?
Production Concept
Product Concept
Sales Concept
Marketing Concept
A

Question
A
B
C
D
Answer

Which from the following does not influence the consumer buying behavior?
Cultural Factors
Social Factors
Personal Factors
Technological environment
D

Question
A
B
C
D
Answer

Which is not the characteristics of Business Market

fewer buyers
Large buyers
Close supplier relationship
individual buyers
D

Question
A
B
C
D
Answer

Which of the 4 Ps corresponds to customer convenience?

Product
Price
Place
Promotion
C

Question
A
B
C
D
Answer

Which of the 4 Ps corresponds to customer cost?

Product
Price
Place
Promotion
B

Question
A
B
C
D
Answer

Which of the 4 Ps corresponds to customer solution?

Product
Price
Place
Promotion
A

Question
A
B
C
D
Answer

Which of the 4 Ps corresponds to customer targeted communication?

Product
Price
Place
Promotion
D

Question
A
B
C
D
Answer

Which of the 4P is referred to as the Heart of Marketing Mix ?

Place
Promotion
Product
Price
C

Question

Which of the following 4Ps of marketing mix involves decisions regarding channels coverage,
assortments, locations, inventories or transports?

A
B
C
D
Answer

Product
Price
Place
Promotion
C

Question
A

Which of the following are the core concepts of marketing?

Need, value, Holistic marketing

B
C
D
Answer

Need want, demand

market, marketing & marketer
need, desire, customer
B

Question
A
B
C

Which of the following conditions are not necessary for an exchange to take place?
Each party must have something that interests the other
Each party must be in position to communicate and deliver the product
The parties must involve themselves even if they consider each other undesirable or unacceptable to
deal with

D
Answer

Each party must be free to accept or reject any offer from the other party
C

Question
A
B
C
D
Answer

Which of the following consumer buying behaviours requires the least effort?
High involvement buying situation.
New buying situation.
Routine buying.
Impulsive buying.
C

Question
A
B
C
D
Answer

Which of the following does not refer to post-purchase behaviour?

Satisfaction
Cognitive Dissonance
Dissatisfaction
Need recognition
D

Question
A
B
C
D
Answer

Which of the following essentially takes place at retailers end?

Promotion
Research
Pricing
Exchange
D

Question

Which of the following holds that consumers prefer products that are widely available and
inexpensive?

A
B

the product concept

the production concept

C
D
Answer

the selling concept

the marketing concept
B

Question
A

Which of the following is an example of a social influence on consumer behavior?

The editor of fashion magazines writes that any teen who wants to be well -should be dressed in
style for the first day of school

B
C

The manufacturer of a line of aromatherapy candles markets them at very exclusive stores
When Kanchan went to the store to buy a new dress for Mrudul, she decided not to buy anything
because of the crowded conditions of the store

Nikhil purchased a pair of Tata brand clogs instead of the dazzale she wanted because the Dazzales
were too expensive

Answer

Question

Which of the following is considered to be a more advanced form of information search wherein th
person might phone friends or go online to secure information about a product or service?

A
B
C
D
Answer

Active information search

Short-term memory processing
Subliminal processing of information
Heightened attention
A

Question

Which of the following is considered to be biggest single source of consumer information from a
commercial source (over 40 percent of car buyers use this source to gather information)?

A
B
C
D
Answer

the U.S. Chamber of Commerce

J.D. Power & Associates
Consumer Reports
The Better Business Bureau
C

Question
A
B
C
D
Answer

Which of the following is NOT a consumption response?

task definition
problem recognition
purchase
disposition
A

Question
A
B
C
D
Answer

Which of the following is not a part of Services Marketing Mix

Procedure
People
Physical evidence
Product
A

Question
A
B
C
D
Answer

Which of the following is not a stage in the consumer decision-making process?

Need Recognition
Post-purchase evaluation
Evaluation of alternatives
Straight re-purchase
D

Question
A
B
C
D
Answer

Which of the following is not an element of promotion mix.

Advertisement
Branding
Personal selling
Sales promotion
B

Question
A
B
C
D
Answer

Which of the following is NOT considered a type of reseller?

wholesaler
retailer
manufacturer
distributor
C

Question
A
B

Which of the following is NOT consistent with a manager having a marketing orientation?
Inventory levels are set with customer requirements and costs in mind
Customer relationship focuses on customer satisfaction before and after sale, leading to a profitable
long-run relationship

C
D
Answer

Focus of advertising is on product features and how products are made

Packaging is designed for customer convenience and as a selling tool
C

Question

Which of the following is not customer value.

A
B
C
D
Answer

Product value & image Vale

Service value & Personal Value
Personnel value & image value
Demand value & Supply Value
D

Question

A
B
C
D
Answer

Which of the following is not Dimensions of transactions

1. At least two things of value.
2. Agreed upon conditions.
3. Product dimensions
4. A time of agreement.
5. A place of agreement.
6. Monitory value of transaction.
1& 3
4& 6
5&2
3&6
D

Question
A
B
C
D
Answer

Which of the following is NOT included as a basic idea in the definition of marketing concepts?
Total company effort
Profit
Productivity
Customer satisfaction
C

Question
A
B
C
D
Answer

Which of the following is not included in the decision-making unit of a buying organization?
individuals who use the product or service
individuals who control buying information
individuals who make the buying decision
individuals who supply the product
D

Question

Which of the following is NOT included in the marketing management process used by the
marketing manager to achieve its objectives?

A
B
C
D

Planning marketing activities

Raising funds to finance the marketing projects
Controlling marketing plans
Directing implementation of the marketing plans

Answer

Question
A
B
C
D
Answer

Which of the following is not one of McCarthy's Four P's?

product
place
profit
price
C

Question
A
B
C
D
Answer

Which of the following is NOT one of the five stages of buyer decision process model?
Need Recognition
Information Search
Purchase Decision
Brand Identification
D

Question
A
B
C
D
Answer

Which of the following is NOT one of the four components of holistic marketing?
Relationship marketing
Integrated marketing
Social marketing
Target marketing
D

Question
A
B
C
D
Answer
Marks
Unit

Which of the following is NOT part of Maslow's Hierarchy of Needs?

Self Esteem needs
Safety needs
Customer needs
Physiological needs
C
1
AB

Question
A
B
C
D
Answer

Which of the following is NOT part of the family consumer decision-making unit?
Purchaser
Initiator
Solitary survivor
User
C

Question
A
B
C
D
Answer

Which of the following is NOT regarded as a characteristic of relationship marketing?

Ongoing dialogue
Transaction oreintation
Personal communications
Long-term focus
B

Question
A
B
C
D
Answer

which of the following is not the characteristic of organizational buying?

Reciprocity
Derived demand
Fewer buyers
Impulse purchase
D

Question
A
B
C
D
Answer

Which of the following is not the step in the buyers decision process?
Information search
Social pressures
Evaluation of alternatives
Post-purchase behavior
B

Question
A
B
C
D
Answer

Which of the following is not true with routine decision making

Time pressure is high
Impulse purchase
Purchase delay
Rebuy the same brand
C

Question
A
B
C
D
Answer

Which of the following is NOT true?

Liking the advertisement usually means liking the brand.
Liking the advertisement leads to buying the brand.
Liking the advertisement and liking the brand are separate theoretical constructs
Liking the advertisement may not lead to buying the brand.
B

Question

Which of the following is the most recent stage of marketing evolution?

A
B
C
D
Answer

Customer centric era

Production era
Sales era
Marketing department era
A

Question
A
B
C
D
Answer

Which of the following is true for business marketers?

They deal with more and larger buyers than consumer marketers.
They deal with more and smaller buyers than consumer marketers.
They deal with fewer and larger buyers than consumer marketers.
They deal with fewer and smaller buyers than consumer marketers.
C

Question
A
B
C
D
Answer

Which of the following is true of business markets?

Buyers are usually not skilled at comparing competitive product offerings.
Buyers have limited purchasing power.
Products sold in such markets are usually not standardized.
Business buyers buy goods to make or resell a product to others at a profit.
D

Question
A
B
C
D
Answer

Which of the following is unwholesome demand

Consumers buying all products put into market place .
More consumers would like to buy the product than can be satisfied.
consumers max be attracted to products that may have understandable , social consequences
Consumers begin to buy the product less frequently.
C

Question

Which of the following match of value and cost is correct.

A
B
C
D
Answer

i) Product value a) Psychic cost

ii) Service value b) Energy cost
iii) Personnel value c) Time cost
iv) Image value d) Monitory cost
i-d , ii-a, iii-b, iv-c
i-c , ii-d, iii-a, iv-d
i-d , ii-c, iii-b, iv-a
i-c , ii-a, iii-b, iv-d
C

Question

Which of the following Ps is concerned with various methods of transporting and storing goods,
and then making them available for the customer.

A
B
C
D
Answer

Product
Price
Place
Promotion
C

Question
A
B
C
D
Answer

Which of the following reflects the marketing concept philosophy?

you won't find a better deal anywhere.
when it's profits versus customers' needs, profits will always win out.
we're in the business of making and selling superior products.
we don't have a marketing department, we have a customer department.
D

Question
A
B
C
D
Answer

Which of the following statements about marketing is NOT wholly true?

Selling is the most important part of marketing.
Marketing efforts aim at getting, keeping, and growing customers.
An important part of marketing is communicating value.
Marketing is often described as the "art of selling products".
A

Question
A
B
C
D
Answer

Which of the following statements about marketing is true?

It is of little importance when products are standardized.
It can help create jobs in the economy by increasing demand for goods and services.
It helps to build a loyal customer base but has no impact on a firm's intangible assets.
It is more important for bigger organizations than smaller ones.
B

Question

Which of the following statements is/are true: ! - The offering of an economic incentive to motivate
consumers to engage in revenue exchange relationships with the company, is a salient feature of
cause related marketing. II - The contribution by the company to the associated cause when a
consumer engages himself in such exchanges is a feature of cause related marketing. III - Cause
related marketing is the same as sales promotion with a cause.

A
B
C
D

I & II
I, II & III
II only
III only

Answer

Question

Which of the following statements is/are true: I - Cause Related Marketing and Corporate Social
Responsibility (CSR) are often used interchangeably and there is no difference between the two. II
CSR is purely altruistic in nature, at least in definition. III - Cause Related Marketing is done with a
sole objective of building surplus i.e. profit and goodwill.

A
B
C
D
Answer

I, II and III
I & II
II & III
I & III
C

Question
A
B
C
D
Answer

Which one is wrong ?

Customer is the center of all Marketing activities.
Marketing focuses on the needs and wants of customers
Marketing is all about seliing goods and services
It is concerned about satisfying customers through supply of goods and services
C

Question
A
B
C
D
Answer

Which one of the following BEST describes the human need?

Food
French-fries
Burger
Pizza
A

Question
A
B
C
D
Answer

Which one of the following is a key to build lasting relationships with consumers?
Price of the product
Need recognition
Customer satisfaction
Quality of product
C

Question
A
B
C
D

Which one of the following is an example of a customer in an organisational market?

a housewife who buys detergent
a consumer who hires a Lawyer
A garment factory which buys buttons for their garments
a factory manager who buys petrol for her personal car

Answer

Question
A
B
C
D
Answer

Which one of the four elements does not apply to services:

Intangibility
Physical existence
Inconsistency
Hetreogenity
C

Question

Which orientation is based on the assumption that consumers & business, if left alone, will
ordinarily not buy enough of organizations product?

A
B
C
D
Answer

Production
Product
Selling
Marketing
C

Question

Which orientation is based on the assumption that consumers will favour those products that offer
the most quality, performance or innovative features?

A
B
C
D
Answer

Production
Product
Selling
Marketing
B

Question

Which orientation is based on the assumption that consumers will prefer products that are widely
available & inexpensive?

A
B
C
D
Answer

Production
Product
Selling
Marketing
A

Question
A
B
C
D

Which product is MOST likely to be purchased through routine decision making?

Television set
Soft drink
Shirt
Car

Answer

Id
Question
A
B
C
D
Answer
Marks
Unit

Which statement about relationship marketing is correct?

It is short run oriented
It places an emphasis on keeping customers.
It cannot be conducted with final consumers
It is not a good policy for non-profit organisations
B
1
AA

Question
A
B
C
D
Answer

While considering the place for a product which of the following is important for customer.
Communication
Convenience
Cost
Solution
B

Question
A
B
C
D
Answer

Who coined the concept of Marketing Mix in an article The Concept of the Marketing Mix.
Philip Kotler
1. Jerome McCarthy
Neil Borden
James Culliton
C

Question
A
B
C
D
Answer

Who has coined the term "marketing myopia"?

Philip Kotler
J.Stanton
James Culliton
Theodore Levitt
D

Question
A
B
C

Who is perceived as an expert in terms of consumer behaviour theory?

Buyer
User
Initiator

D
Answer

Influencer
D

Question
A
B
C
D
Answer

Who proposed the 4 Ps classifications in 1960?

Neil Borden
E. Jerome McCarthy
P. J. Verdoorn
Philip Kotler
B

Question

Why would most consumers spend more on a product than they know it is available for elsewhere?

A
B
C
D
Answer

The consumer is not an economic buyer.

The consumer is not in a rush to buy.
The consumer hasn't considered his or her economic needs.
The consumer doesn't feel it is worth travelling to get the lower price.
D

Question

With respect to consumer decision making, the ________ is the set of strong contenders from which
one will be chosen as a supplier of a good or service.

A
B
C
D
Answer

decision set
awareness set
consideration set
choice set
D

Question
A
B
C

With respect to customer satisfaction, smart companies aim to:

a. give the customer anything and everything they want.
b. make customers addicted to their products and services.
c. delight customers by promising only what they can deliver, then delivering more than they
promise.

D
Answer

always save the customers money, time, and other resources.

C

Question

With respect to post purchase behavior, the larger the gap between expectations and Performance:

A
B

the greater likelihood of re-purchase.

the greater the customers dissatisfaction.

C
D
Answer

the less likely the consumer will be influenced by advertising.

the less likely the consumer will need sales confirmation and support.
B

Question

With the rise of Internet and hybrid models of purchasing, __________ is becoming less relevant

A
B
C
D
Answer

promotion
place
price
process
B

Question

A company must always guard against dissatisfying customers. On

average, a satisfied customer tells 3 people about a good purchase
experience. A dissatisfied customer, however, on average gripes to
________ people.

7
9
11
30
C

B
C
D
Answer

Question
A
B
C
D
Answer

Latent demand exists when

Consumers dislike a product
Consumers are unaware of a product
Consumers share a strong need which can not be satisfied by an existing
product
More consumers would like to buy a product than can be satisfied
d

Question

____________ work in a virtual trading space called metamarkets that

connect customers with the providers of goods and services they need to
fill their needs.

Metamediaries
Marketmediaries
Retailers
Wholesalers

Answer

Question

______________ Orientation is based on assumption that consumers wil

prefer products that are widely available & inexpensive.
Production
Product
Selling
Marketing

Answer

Question

______________ orientation is based on assumption that consumers will

favour those products that offer the most quality, performance or
innovative features.

Production
Product
Selling
Marketing

Answer

Question

______________ orientation is based on assumption that consumers &

business, if left alone, will ordinarily not buy enough of organizations
product.

Production
Product
Selling

B
C

A
B
C

B
C

B
C

Marketing

Answer

Question

______________ orientation is based on assumption that marketing

involves creation, delivery and communication of superior value to targe
market than competitors.

Production
Product
Selling
Marketing

Answer

Question

______________ classified marketing mix into 4 Ps.

McCarthy
Kotler
Culliton
Bordon

Answer

Question

According to Robert Lauterborn which of the sellers 4 Ps corresponds to

customer convenience?
Product
Price
Place
Promotion

Answer

Question

According to Robert Lauterborn which of the sellers 4 Ps corresponds to

communication?
Product
Price

B
C

A
B
C

A
B
C

A
B

C
D

Place
Promotion

Answer

Question

Desire for specific satisfiers of needs are called

Wants
Demands
Delight
Value

Answer

Question

Marketing is both an art and a sciencethere is constant tension

between the formulated side of marketing and the ________ side.
creative
selling
management
forecasting

Answer

Question

The most formal definition of marketing is ________.

meeting needs profitably
identifying and meeting human and social needs
the 4Ps (Product, Price, Place, Promotion)
an organizational function and a set of processes for creating,
communicating, and delivering, value to customers, and for managing
customer relationships in ways that benefit the organization and its stake
holders.

A
B
C

A
B
C

A
B
C
D

Answer

Question
A
B
C
D
Answer

Question
A
B
C
D
Answer

Question
A
B
C
D
Answer

Question
A
B
C
D
Answer
Marks

In words of the late Sam Walton founder of Wal-Mart There is only one
boss the -------Dealer
Customer
Product
Company
B
.---------are wants for specific products backed by an ability to pay
Demand
Supply
Need
Utilities
A
Marketing in identifying, creating, ___________, delivering value to the
customer.
Advertising
Attracting
Communicating
Conserving
c
________ goods constitute the bulk of most countries production and
marketing efforts.
Durable
Impulse
Physical
Service
c
1

Unit

Question

________ can be produced and marketed as a product.

Information
Celebrities
Durable goods
Organizations
A

A
B
C
D
Answer

Question

Companies selling mass consumer goods and services such as soft drinks
cosmetics, air travel, and athletic shoes and equipment spend a great deal
of time trying to establish a superior brand image in markets called
________.

business markets
global markets
consumer markets
nonprofit and governmental markets
C

B
C
D
Answer

Question
A
B
C
D
Answer

Customers are showing greater price sensitivity in their search for

________.
the right product
the right service
the right store
value
D

Question

Some companies are now switching from being solely product-centered

(with product managers and product divisions to manage them) to being
more ________ centered.

competency
strategy
marketing
customer-segment
D

B
C
D
Answer

Question

Companies are recognizing that much of their market value comes from
________, particularly their brands, customer base, employees,
distributor and supplier relations, and intellectual capital.

variable assets
the value proposition
intangible assets
tangible assets
C
1
1

B
C
D
Answer
Marks
Unit

Question

When IKEA noticed that people wanted good furniture at a substantially

lower price and created knockdown furniture, they demonstrated
marketing savvy and turned a private or social need into a(n) ________.

market need
profitable business opportunity
product development
invention
B

B
C
D
Answer

Question

Janet is very upset that she cant get tickets to the new Rolling Stones
concert. Why do they keep advertising the show if you cant get
tickets? wonders Janet.Which of the following demand states applies to
Janets situation?

nonexistent demand
latent demand
overfull demand
unwholesome demand
C

B
C
D
Answer

Question
A
B
C
D
Answer

Question
A
B
C
D
Answer

When jaideep purchases his air conditioning unit in the winter to avoid
the high prices found in the summer, he is exhibiting ________ demand.
irregular
declining
impulse
latent
A

In a modern exchange economy, all of the following markets are likely to

exist EXCEPT ________.
class market
manufacturer market
government market
consumer market
A

Question

According to information found in Radical Marketing, a company can

emulate a radical marketer by doing all of the following EXCEPT
________.

hiring only passionate missionaries, not marketers

having the CEO own the marketing function

C
D
Answer

Question
A
B
C
D
Answer

using marketing research at every opportunity

creating a community of consumers
C
What does the acronym KFC stands for
Kentuki fried chutney
Kentuki Fried Chicken
Kentuki Fried Chips
Kentuki Free Chips
B

Question

When online dot.coms, such as eBay and Amazon cut out the majority of
middlemen that normally would participate in the exchange process, they
were advocating ________.

category killers
every-day-low prices
reintermediation
disintermediation
D

B
C
D
Answer

Question

If marketers are characterized as gardening rather than hunting, the

________ is most likely to be the concept the marketers are following.

production concept
product concept
selling concept
marketing concept
D

B
C
D
Answer

Question

When 3M, HP, and Google practice researching or imaging latent needs
of consumers through a probe-and-learn process, they are most likely
using which of the following marketing orientations with respect to their
consumers?

Selling orientation
Promotion orientation
Proactive marketing orientation
Reactive market orientation
C

B
C
D
Answer