Business Administration
Final Exam Questions
Course Introduction
Business Administration is an interdisciplinary course that introduces students to the fundamentals of managing organizations in the public, private, and nonprofit sectors. The course covers key concepts such as organizational structure, leadership, decision-making, operations, human resources, marketing, and financial management. Through theoretical study and practical case analyses, students learn how businesses operate, how to develop effective strategies, and how to address common challenges in todays dynamic business environment. Emphasis is placed on critical thinking, ethical decision-making, communication, and problem-solving skills essential for success in management and administrative roles.
Recommended Textbook Essentials of Marketing Management 1st Edition by Greg Marshall
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Chapter 1: Marketing in Todays Global Business Milieu
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110 Flashcards
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Sample Questions
Q1) Firms such as General Electric and Starbucks try to practice the concept of "doing well by doing good".What does this mean? What are some of the challenges faced by a firm that wants to create products that fit this concept?
Answer: Some industries have more trouble than others in creating environmentally responsible products (Freon vs.Air Nike shoes)minimize environmental waste.
Q2) (Little m)marketing includes ____________.
A) Marketing strategy
B) Product designing
C) Advertising
D) Production
E) Philosophy
Answer: C
Q3) Firms today are beginning to understand the importance of marketing metrics to assess marketing performance.
A)True
B)False
Answer: True
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Page 3
Chapter 2: Elements of Marketing Strategy and Planning
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Sample Questions
Q1) The two parts of value equation are benefits and cost.
A)True
B)False
Answer: True
Q2) Phat Suitz,a manufacturer of male clothing,initially started as a small firm without any separate HR department.Now the firm has more than 100 employees and the administrative assistant who has taken care of issues like processing new hires and managing benefits since the founding of the company is overwhelmed with too many tasks.Managers have determined a need for a human resources department.An examination of this issue would be found in the ___________ part of the situation analysis.
A) Firm structure
B) Firm culture
C) Firm leadership
D) Firm resources
E) Firm history
Answer: A
Q3) What is meant by market-driven strategic planning?
Answer: The process at the corporate of SBU level of using resources and functional areas of the firm toward a central purpose around the customer.
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Chapter 3: Perspectives on Crm and Marketing Metrics
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Sample Questions
Q1) How does CRM facilitate a customer-centric culture through formalization?
Answer: The effort a firm makes toward cultivating a customer-centric culture requires a high degree of formalization within the firm.Formalization means that structure,processes and tools,and managerial knowledge and commitment are formally established in support of the culture.With these elements in place,strategies and programs can be successfully developed and executed toward the goals related to customers,accompanied by a high degree of confidence they will yield the desired results.Today,the most prevalent formalization mechanism is CRM.
Q2) Describe the customer interaction phase of the CRM process cycle.
Answer: The customer interaction phase represents the actual implementation of the customer strategies and programs.This includes the personal selling effort,as well as all other customer-directed interactions.These must be aimed at all the customer touchpoints,or channels of customer contact,both in person and electronically.
Q3) CRM-driven,one-to-one marketing tends to have increased promotional costs.
A)True
B)False
Answer: False
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Page 5
Chapter 4: Managing Marketing Information
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Sample Questions
Q1) The owner of a small furniture-manufacturing firm is considering conducting marketing research.He should consider examining secondary data before collecting primary data because secondary data offers a(n)___________ advantage over primary data.
A) Specificity
B) Cost
C) Customization
D) Fit
E) Accuracy
Q2) What are the benefits of statistical software for managers/decision makers?
Q3) Define the ways in which economic data can be examined and explain why this information is important to marketing decision makers.
Q4) Which of the following would require the use of exploratory research?
A) Identify the characteristics of our target market.
B) Assess competitor actions in the marketplace.
C) Clarify the research problem.
D) Determine how customers use our product.
E) Discover differences across demographic characteristics.
Q5) Identify the difference between a census and a sample.Name the types of sampling.
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Chapter 5: Understanding Customers:
Business-To-Consumer Markets
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Sample Questions
Q1) _______ is the means of communicating through facial expressions,eye behavior,gestures,posture,and any other body language.
A) Cultural expression
B) Nonverbal communication
C) Communiqué
D) Situational communication
E) Verbal communication
Q2) Three psychological tools shape perception: Selective awareness,selective distortion and selective retention.Explain these tools.
Q3) Which of the following is an external factor that exerts a significant impact on consumer choices?
A) Occupation
B) Lifestyle
C) Situational
D) Learning
E) Perception
Q4) How does age affect purchase behavior?
Q5) What is language? Give an example of how language conveys much more about society and values.
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Chapter 6: Understanding Customers:
Business-To-Business Markets
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Sample Questions
Q1) Victor has just transitioned from working in a primarily consumer driven market to working in a B2B market.His company manufactures headlights for various vehicles.Victor's business partner believes they need to move their production plant closer to their major customers,Victor believes they can continue to operate as they always have.Who is right? Why?
Q2) Industrial sellers often include with the RFP a ________.
A) Strong financial analysis of the purchase
B) Strong request to be the sole source for the contract
C) Grease payment to smoothen the process
D) Financial incentives to make the purchase in the form of free service
E) None of the above
Q3) Influencers are any individuals,both inside and outside the organization,with relevant expertise in a particular area that is used by the buying center in making the final decision.
A)True
B)False
Q4) In B2B markets,relationships and technology are increasingly important.Describe the role of each.
Page 8
Q5) Why is the demand for products and services different in a business market?
Q6) Why is a new purchase the most difficult buying situation?
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Page 9
Chapter 7: Segmentation,target Marketing,positioning
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131 Flashcards
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Sample Questions
Q1) How does Gillette use gender segmentation?
Q2) A price leadership position (example: Walmart)implies that a company that assumes this position has superior operational elements in order to maintain the low price position.
A)True
B)False
Q3) Winner's Circle,Money and Brains,and Executive Suites are examples of _________.
A) PRIZM clusters
B) VALS types
C) Behavioral segments
D) Geographic segments based on climate
E) None of the above
Q4) With reference to the VALS framework,_______ are fundamentally conservative and they choose familiar products and established brands.
A) Makers
B) Survivors
C) Believers
D) Achievers
E) Thinkers
Q5) Explain the concept of differentiation.
Page 10
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Chapter 8: The Product Experience: Product Strategy and Building the Brand
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Sample Questions
Q1) James has been to Farm Fresh Ice Cream Shops several times.Based on his previous visits,he has developed certain emotional,psychological,and performance expectations for all subsequent visits to Farm Fresh.For instance,he believes he will feel happier when he leaves than when he arrives and that the ice cream will be rich and smooth.This is an example of the _____ dimension of brand equity.
A) Brand Assets
B) Brand Association
C) Brand Awareness
D) Brand Loyalty
E) Perceived Quality
Q2) Lucky's Lettuce has spent much time and money over the past several years trying to become the premium brand for lettuce.However managers are finding it very difficult to build a strong brand because of the commodity nature of lettuce.This is an example of the ______ limitation of branding.
A) Need for meaningful differences among products
B) Failure to persuade the customer
C) Failure to overcome poorly designed products
D) Failure to protect the brand
E) Lack of brand worthy communications
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Chapter 9: The Product Experience: New-Product
Development and Service
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Sample Questions
Q1) Products that are new-to-the-world create a product situation which can be described as ______________.
A) Supply chain shifting
B) Innovation by intimidation
C) Diluted innovation
D) Disruptive innovation
E) Destructive innovation
Q2) When talking about new products,what does new mean?
A) New-to-the-world
B) Modification to existing products
C) Additions to product lines
D) Repositioning existing products
E) All of the above
Q3) _____ involves treating employees as customers and developing systems and benefits that satisfy their needs.
A) Service inseparability
B) Internal marketing
C) Internal service value
D) Customer advocacy
E) Service branding
Page 12
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Chapter 10: Managing Pricing Decisions
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Sample Questions
Q1) Lauren went to Leisure Travel to book a vacation to the Bahamas.The travel agent told her about multiple all-inclusive resorts where the price of the airfare,hotel,and food are all included.The resort is using a __________________ strategy.
A) Product line pricing
B) Captive pricing
C) Price bundling
D) Reference pricing
E) Prestige pricing
Q2) Odd pricing means that the price is relatively higher than the competition.
A)True
B)False
Q3) Firms frequently rely on combinations of pricing tactics in the marketplace rather than putting all their eggs in one basket.
A)True
B)False
Q4) Keira is looking for a profit maximization pricing strategy.Which pricing strategy would you recommend to Keira?
Q5) Why were fair trade laws created? Who were they intended to protect?
Q6) When is the logic of competitor-base pricing not a rational option?
Page 13
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Chapter 11: Managing Marketing Channels and the Supply Chain
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Sample Questions
Q1) Channel members add their value by bridging gaps in form,time,place,and ownership that naturally exist between __________________.
A) Consumers and transporters
B) Producers and transporters
C) Producers and consumers
D) Producers and retailers
E) None of the above
Q2) Jimmy is going to be taking over the family's manufacturing company.His father Riley is explaining why the family company does not have its own transportation and warehousing facilities.Why do you think Riley has made this decision?
Q3) What is the goal of a just in time (JIT)inventory control system?
Q4) In _____________ a channel member has invested in backward or forward vertical integration by buying a controlling interest in other intermediaries.
A) Third-party logistics
B) Reverse logistics
C) Corporate VMS
D) Contractual VMS
E) Administered VMS
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Chapter 12: Points of Customer Interface: Bricks and Clicks
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Sample Questions
Q1) _________ have become extremely popular as two-income households often lack the time for an in-store retail experience.
A) Malls
B) Flea markets
C) Grocery stores
D) Sidewalk retailers
E) Catalog retailers
Q2) ____________ allow(s)retailers to differentiate their pricing to different target markets by charging a higher price to less price-sensitive consumers and lower prices to more price-sensitive shoppers.
A) High/low pricing
B) Everyday low pricing
C) Variety
D) Assortment
E) Market penetration
Q3) One of the oldest forms of retailing,catalog retailing has started to lose its popularity as two-income households often do not like shopping from home.
A)True
B)False
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Page 15
Chapter 13: Integrated Marketing Communications: Promotional Strategy, advertisig
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Sample Questions
Q1) "Cotton: The fabric of our lives" is an example of industry sponsored
A) Institutional advertising
B) Ethical advertising
C) Comparative advertising
D) Competitive advertising
E) Product advertising
Q2) The goal of _____________ advertising is to promote an industry,company,family of brands,or some other issues broader than a specific product.
A) Institutional
B) Product
C) Slice of life
D) Moral
E) Research based
Q3) What promotion mix elements should be the focus of a pull strategy?
Q4) Define sales promotion.How is it most effectively used in a promotional campaign?
Q5) Explain the fundamental differences between a push and a pull strategy.Which type is usually used?
Page 16
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Chapter 14: Integrated Marketing Communications:
Personal Selling, direct Market
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Sample Questions
Q1) Before salespeople spend much time trying to establish a relationship with a prospective account,it is important to _____ to determine if the company is a legitimate potential customer.
A) Qualify the prospect
B) Communicate the sales message
C) Handle customer objections
D) Follow up with other customers
E) Make a sales presentation
Q2) _____ drive(s)interactive marketing,controlling when,where,and how they interact.
A) The company
B) Intermediaries
C) Salespeople
D) Customers
E) Sales managers
Q3) Discuss the aptitude factors necessary for a good sales person.
Q4) What are the three post sales activities that must be monitored by the sales person?
Q5) What are the three types of online advertising discussed in the book?
Page 17
Q6) What are three reasons Geographical organization tends to have the lowest cost?
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