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Marketing Awareness - Two


1. Marketing is best defined as:
a) matching a product with its market
b) promoting and selling products
c) facilitating satisfying exchange relationships.
d) distributing products at the right price to stores
e) none of these

2. The expansion of the definition of marketing to include non business activities adds which one of these examples to the field of marketing?
a) Proctor and Gamble selling toothpaste.
b) St. Pauls Church attracting new members.
c) PepsiCo selling soft drinks
d) Liver’s donating Rs. 5 to a charity with every pack purchased
e) None of these

3. Tom goes to a vending machine, deposits Rs. 20, and receives a Cola. Which one of the following aspects of the definition of marketing is focused on here?
a) Production concept b) Satisfaction of organization goals
c) Product pricing and distribution d) Exchange
e) None of these

4. The marketing environment is Best described as being:
a) composed of controllable variables
b) composed of variables independent of one another
c) an indirect influence on marketing activity
d) dynamic and changing
e) None of these

5. A physical, concrete product you can touch is
a) a service b) a goods c) an idea d) a concept e) a philosophy

6. Chimney Sweeps employs people to clean fireplaces and chimneys in homes and apartments. The firm is primarily the marketer of:

a) a service b) a goods c) an idea d) an image e) None of these

7. Which one of the following statements by a company chairman best reflects the marketing concept?
a) We have organized our business to make certain that we satisfy customer’s needs
b) We believe that the marketing department must organize to sell what we produce
c) We try to produce only high quality, technically efficient products
d) We try to encourage company growth
e) None of these

8. The marketing concept is a way of thinking or a management philosophy that affects:
a) Only marketing activities b) most efforts of the organization
c) mainly the efforts of sales personnel d) mainly customer relations
e) none of these

9. If VonAir, a hairdryer manufacturer, is focusing on customer satisfaction, it will find that what consumers really want is:
a) More watts b) More speed c) Higher heat setting
d) Attractive Hair e) None of these

10. The XKL company wants to adopt the marketing concept. To be consistent with this move, it should adopt which of the following philosophies?
a) The customer is always right b) Making money is our business
c) Sell, sell, sell d) Keep prices low
e) None of these

11. Which of the following represents an output from the marketing environment?
a) Money borrowed by Liverpool F.C. to help finance its operations
b) Nike’s television advertising campaign featuring a leading sports personality
c) Information on shoppers attitudes purchased by Debenhams Department Stores
d) Steel purchased by Volvo to be used in producing cars
e) None of these

12. Compaq Computers collects information about political, legal, regulatory, societal, economic, competitive and technological forces that may affect its marketing activities. This process is called
a) environmental scanning b) survey of environment
c) marketing information analysis d) environmental analysis
e) None of these

13. When Pepsi Co takes the information collected through research and attempts to assess and interpret what it means for its soft drink marketing efforts, Pepsi Co, is involved in environmental:
a) scanning b) forces c) management d) analysis
e) None of these

14. After Compaq Computers gathers information related to its marketing environment, it attempts to define current environmental changes and predict future changes, allowing it to determine possible opportunities and threats facing the company this process is called
a) environmental scanning b) survey of environment c) marketing planning
d) environmental analysis e) none of these

15. If cigarette manufacturers were to lobby Parliament to get restrictions on cigarette advertising eased, their environmental response would best be described as
a) passive b) reactive c) proactive d) conservative e) None of these

16. There are two major categories of laws that directly affect marketing practices procompetitive legislation and
a) consumer protection legislation b) unfair trade practices laws
c) trading standards legislation d) consumer price discrimination legislation
e) None of these

17. If the National Association of Hoisery Manufacturers sets guidelines for its member firms to follow regarding the use of unethical practices, it is engaging in
a) legislation b) lobbying c) self-regulation d) environmental scanning
e) None of these

18. The consumer movement is
a) against foreign imports that are much cheaper than products produced in the home market
b) a movement that is trying to improve consumer satisfaction
c) a social movement that is able to challenge big business practices
d) a diverse group individuals, groups and organizations attempting to protect the rights of consumers
e) None of these

19. Lynx has demonstrated against the sale of coats made of animal furs. This group’s efforts to change shoppers’ attitudes represent _______ for fur retailers
a) an opportunity b) self-regulation c) a societal force
d) an economic force e) None of these

20. The period in the business cycle in which there is extremely high unemployment, low wages, minimum total disposable income, and a lack of confidence in the economy by consumers is
a) recovery b) prosperity c) depression d) recession e) None of these

21. Which product is MOST likely be purchased through routine decision making?
a) Car b) Desk c) Shirt d) Soft drink e) None of these

22. Alice plans to buy a new swim suit for her spring break cruise. She has not seen this year’s styles and will do some shopping around before making a purchase decision. Alice is engaging in _____
a) routine response behaviour b) extensive decision making
c) limited decision making d) extensive response behaviour
e) None of these

23. Purnima has left her parents home and moved into a new flat. She is spending considerable time and effort in comparing the ranges of furniture in different retail stores. Which type of decision making process is she using?
a) Selective b) Intensive c) Extensive
d) Shopping e) None of these

24. If Kwik-Fit runs an ad asking customers to check windscreen wiper blades for wear, the firm is attempting to stimulate which of the following?
a) Information Search b) Evoked set formation
c) Evaluation of alternatives d) Problem recognition
e) None of these

25. As Pankaj Parashar runs out of shaving cream, he tries to remember what he did the last time this happened. He is engaging in
a) external search b) evoked set development c) internal search
d) cognitive dissonance e) None of these

26. The major factors used to divide markets into consumer markets or organizational markets are the
a) buyer characteristics and size of purchases
b) product prices and buyer characteristics
c) buyer characteristics and the purposes for which they buy products
d) buyer characteristics and product characteristics
e) None of these

27. Sanket and Pankaj are caught up in the fitness craze and are looking for a health club to join. This purchase is likely to be affected by __________ involvement
a) low b) internal c) enduring d) evoked e) None of these

28. The three major categories of influences that are believed to influence the consumer buying decision process are personal, psychological, and
a) person-specific b) social c) demographic
d) situational e) None of these

29. Which one of the following is considered a situational factor influencing the consumer buying decision process?
a) Family b) Culture c) A raise in pay d) Personality
e) None of these

30. Shopping in his local Spar, Jim sees a new diet cola. He picks up a six-pack to take home and try. This purchase is indicative of __________ decision making
a) Low-involvement b) extensive c) internal set d) situational
e) None of these

31. Individuals and business organizations that purchase products for the purpose of making profit either by using the products to produce other products or by using them in their operations are classified as:
a) reseller markets b) institutional markets c) producer markets
d) government markets e) None of these

32. Tools Inc. buys hammers, bolts and other hardware items and sells them to hardware shops at a price that includes a profit. Tools Inc. would be part of what kind of market?
a) reseller b) producer c) institutional d) Government e) None of these

33. Tom Graham works for an organization in which his purchases must be accountable to the public. His buying procedures are extremely complex. Based on this description, Tom works for an organization in which market type?
a) reseller b) producer c) government d) supplier e) None of these

34. A practice unique to organizational sales in which two organization agree to buy from each other is:
a) a source loyal purchase b) a straight rebuy
c) a modified rebuy purchase
d) a reciprocity arrangement e) None of these

35. When the purchasing manager for ABBA seat covers buys material and thread, he considers a variety of factor. Which one of the following is LEAST likely to concern the buyer in the purchase decision?
a) does the quality of the goods meet company specifications
b) does the supplier consistency deliver on time
c) does the supplier also sell to my competitors
d) does the price meet the company budget requirements
e) None of these

36. Which of the following products is most likely to be purchased on the basis of contract negotiation?
a) Eggs b) Office supplies c) Used cars d) A custom made bulldozer
e) None of these

37. Inelastic demand in industrial markets refers to a situation where
a) demand for a given product fluctuates very little over time
b) price increases or decreases will not significantly alter demand for a given product
c) demand for a given product fluctuates wildly over time
d) the demand for one product depends heavily on the demand for another product
e) None of these

38. The fact that organizational customers purchase products to be used directly or indirectly in the production of goods and services to satisfy customers needs means that demand for industrial products is
a) joint b) economically stable c) derived d) inelastic
e) None of these

39. Which method of organizational buying is appropriate when the product is highly homogeneous and examination of each item is not feasible?
a) Negotiation b) Sampling c) Description d) Inspection
e) None of these

40. A grocery shop wants to order several dozen large grade 1 eggs from its local supplier. The shop’s buyer will most likely use which purchase method
a) description b) sampling c) negotiation d) inspection
e) None of these

41. A product is
a) everything the customers receives in an exchange
b) the physical object the customer receives in an exchange
c) the service that is rendered to a customer
d) the idea that the customer receives in an exchange
e) none of these

42. A light bulb can be considered all of the following EXCEPT
a) a consumer product
b) an business to business product
c) either a consumer product or an industrial product
d) a consumer product if it is used to light the office of the board of directors
e) None of these

43. An example of a convenience consumer product is
a) stereo equipment b) petrol c) a motorcycle d) a bicycle
e) None of these

44. B.D. SHARMA called several airlines to compares rates and chose a flight on VAISHNO DEVI as it had a better reputation for service and competitive prices. That airline ticket is an example of which type of product?
a) convenience b) shopping c) specialty d) unsought
e) None of these

45. Products that are relatively inexpensive and are purchased frequently with minimal effort can be classified as _____________ products
a) shopping b) convenience c) Industrial d) specialty
e) None of these

46. Industrial products are
a) purchased for personal consumption
b) frequently purchased for both their functional aspects and their psychological rewards
c) traditionally classified according to their characteristics and intended uses
d) not purchased by non-business organizations
e) none of these

47. Large tools and machines used in a production process for a considerable length of time are classified as
a) major equipment b) accessory equipment c) component parts
d) raw materials e) none of these

48. Items that are purchased routinely, do not become part of the final physical product, and are treated like expense items rather than capital goods are called
a) raw materials b) major equipment c) accessory equipment
d) component parts e) none of these

49. Products that are used directly in the products of a final product but are not easily identifiable are categorized as
a) accessory products b) component parts c) consumable supplies
d) process materials e) None of these

50. Which one of the following is NOT an industrial product?
a) oil to be refined into fuel for homes
b) transistors used as components for portable radios
c) paper, pens and glue used in bank branch offices
d) computer software to help people complete personal tax forms
e) None of these


1.a 2.b 3.d 4.d 5.b 6.a 7.a 8.b 9.d 10.a

11.b 12.a 13.d 14.d 15.c 16.a 17.c 18.d 19.c 20.c

21.d 22.c 23.c 24.d 25.c 26.c 27.c 28.b 29.c 30.a

31.c 32.a 33.c 34.d 35.c 36.d 37.b 38.c 39.b 40.a

41.a 42.d 43.b 44.b 45.b 46.c 47.a 48.c 49.d 50.d

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