Business Administration
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Course Introduction
Business Administration is a multidisciplinary field that focuses on the organization, planning, and analysis of business activities necessary for effective and efficient operations. This course covers fundamental concepts such as management, marketing, finance, human resources, operations, and strategic planning. Students will learn how businesses are structured and managed, the decision-making processes essential for organizational success, and the impact of economic, legal, and social factors on business operations. The course prepares students with leadership, communication, and problem-solving skills, enabling them to apply management principles in diverse business environments.
Recommended Textbook
Contemporary Marketing 16th Edition by Louis
E. Boone
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22 Chapters
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Page 2
Chapter 1: Marketing: The Art and Science of Satisfying Customers
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Sample Questions
Q1) Relationship marketing moves customers up a loyalty ladder-from new customers to regular purchasers,then to loyal supporters of the firm and its goods and services,and finally to advocates who not only buy its products but recommend them to others.
A)True
B)False
Answer: True
Q2) Manufacturers engage in risk taking when they create goods and services based on research and their belief that consumers need them.
A)True
B)False
Answer: True
Q3) What is the ultimate objective of relationship marketing?
A) Find new customers
B) Create regular purchasers
C) Turn customers into advocates
D) Turn customers into loyal supporters
Answer: C
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Page 3
Chapter 2: Strategic Planning in Contemporary Marketing
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Sample Questions
Q1) Preparation of quarterly and semiannual plans by personnel such as the general sales manager or advertising director would be classified as _____ planning.
A) consumer
B) tactical
C) procedural
D) operational
Answer: B
Q2) As the senior vice-president of marketing,Naomi will be closely involved in her firm's strategic planning.
A)True
B)False
Answer: True
Q3) Tactical planning usually involves the production of quarterly and semiannual plans,along with divisional budgets,policies,and procedures.
A)True
B)False
Answer: True
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Page 4
Chapter 3: The Marketing Environment, Ethics, and Social Responsibility
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Sample Questions
Q1) The industry deregulation phase has focused on increasing the competition in industries such as utilities and financial services.
A)True
B)False
Answer: True
Q2) The deregulation movement has ended total monopoly protection for most utilities.
A)True
B)False Answer: True
Q3) In addition to planning for change,marketers must set goals to meet the concerns of customers,employees,shareholders,and members of the general public.
A)True
B)False Answer: True
Q4) Despite its many advantages,technology can seldom address social concerns.
A)True
B)False
Answer: False
Page 5
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Chapter 4: Social Media: Living in the Connected World
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Sample Questions
Q1) Directing consumers to a specific landing page for a marketing campaign,rather than the company's home page first,helps potential consumers to participate in a conversation with the marketers.
A)True
B)False
Q2) Which of the following phases in the development of a social media marketing campaign involves the selection of social media platforms and social media tools to be used to reach the target audience?
A) Setting goals
B) Developing strategies and choosing tactics
C) Producing content
D) Implementing the plan
Q3) Marketers generally view the goal of social media marketing as developing a conversation with potential customers.
A)True
B)False
Q4) What is content marketing? What are the characteristics of an effective social media marketing content?
Q5) Briefly explain how firms develop strategies for a social media marketing plan.
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Chapter 5: E-Business: Managing the Customer Experience
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Sample Questions
Q1) In interactive marketing,the customer controls the amount and type of information received from a marketer.
A)True
B)False
Q2) China and United States have the most number of Internet users.What is the use of Internet to people in these countries?
Q3) Big Martin Corporation uses its website to target customers and promote its products.Big Martin is engaged in:
A) integrated marketing.
B) Web services.
C) e-marketing.
D) online trading.
Q4) _____ describes the wide range of transactions taking place via Internet applications such as email and virtual shopping carts.
A) Webonomics
B) E-business
C) Web servicing
D) Digital transcription
Q5) What are electronic storefronts? How do they function?
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Chapter 6: Consumer Behavior
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Sample Questions
Q1) Jacqueline plans to purchase a 40-inch flat-screen television.After reading Consumer Reports,comparing technologies and prices on the Internet,and talking with friends and family who have made similar purchases,Jacqueline makes her selection.The component of attitude that is most apparent in this situation is the cognitive component.
A)True
B)False
Q2) The consumer decision process does not apply to low-involvement purchases.
A)True
B)False
Q3) Differentiate between a need and a motive.
Q4) Over the past decade,the market for fresh spinach has increased dramatically.However,an outbreak of E.coli bacteria from certain spinach fields reduced spinach sales temporarily.The behavioral component of attitude was most likely affected by this event.
A)True
B)False
Q5) Discuss the role of children and teenagers in the consumer marketplace.How are marketers targeting this market?
Page 8
Q6) Briefly describe the steps involved in the consumer decision process.
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Chapter 7: Business-to-Business (B2B)Marketing
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Sample Questions
Q1) The buying center is an informal group whose size and composition varies among purchase situations and firms.
A)True
B)False
Q2) Organizational purchases such as office buildings and computer systems can be categorized as expense items.
A)True
B)False
Q3) The segmentation of B2B marketplace based on how business purchasers will use the product is called:
A) segmentation by purchasing category.
B) segmentation by customer type.
C) segmentation by end-use application.
D) segmentation by demographic characteristics.
Q4) A firm deciding to purchase more energy-efficient machines in response to rising fuel prices illustrates the first step in the business buying process.
A)True
B)False
Q5) Differentiate between B2B marketing and consumer product marketing.
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Chapter 8: Global Marketing
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Sample Questions
Q1) What is countertrade? Why would a country choose to countertrade?
Q2) ISO 9000 standards of the International Organization for Standardization sets requirements for:
A) quality in goods and services.
B) production operations.
C) worker compensation.
D) operations that minimize harm to the environment.
Q3) A multidomestic marketing strategy indicates that a firm:
A) customizes its marketing decisions to effectively reach individual marketplaces.
B) disregards the principles of market segmentation.
C) considers all foreign countries to have equally competitive situations with respect to its industry.
D) employs universal promotional messages for marketing its products.
Q4) A noticeable trend toward multinational economic integration has developed since the end of World War II.
A)True
B)False
Q5) Discuss the ISO certification.
Q6) What is a multinational corporation? How have these organizations evolved?
Page 10
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Chapter 9: Market Segmentation, Targeting, and Positioning
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Sample Questions
Q1) The marketing strategy that targets potential customers based on specific occupation or lifestyle is called micromarketing.
A)True
B)False
Q2) The tagline used by Blue Jet cleaners,"Pay for Performance." is an example of a positioning strategy that is based on _____.
A) product homogeneity
B) product users
C) price/quality
D) competitors
Q3) Psychographic segmentation is the most common method of market segmentation.
A)True
B)False
Q4) A positioning map provides a valuable tool to help managers position products by graphically illustrating consumers' perceptions of competing products within an industry.
A)True
B)False
Page 11
Q5) What is a positioning map? Why do marketers reposition their products?
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Chapter 10: Marketing Research and Sales Forecasting
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Sample Questions
Q1) Differentiate between a probability sample and a nonprobability sample.List out the different types of probability and nonprobability samples.
Q2) Researchers rarely use an entire population for a study,unless the total population is small,because of the high costs associated with it.
A)True
B)False
Q3) Firms conduct marketing cost analysis to determine:
A) the appropriate levels of market capitalization.
B) the current levels of corporate assets and liabilities.
C) the profitability of certain customers, territories, or product lines.
D) the marketing strategies of its competitors.
Q4) Which of the following is true of secondary data used in marketing research?
A) It is the data collected for a specific market study.
B) It provides richer and more detailed information compared to primary data.
C) It is usually collected and compiled by the investigator conducting the study.
D) It requires less time and is less expensive to gather.
Q5) Describe the different sources of internal data within firms.
Q6) What is a quota sample? How is it different from a stratified sample?
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Chapter 11: Relationship Marketing and Customer Relationship Management (CRM)
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Sample Questions
Q1) In a cooperative alliance,the partners establish a new business unit in which each takes an ownership position.
A)True
B)False
Q2) A downstream relationship in the supply chain refers to the relationship between a company and its customers,including the end users of its product.
A)True
B)False
Q3) Which of the following is true of a vertical strategic alliance created by firms in B2B markets?
A) It is created among the firms at the same level of the supply chain.
B) It can only be formed between companies that serve different industry.
C) It is formed when firms that are at adjacent states in the supply chain.
D) It cannot be formed between two firms if their annual revenues are significantly different.
Q4) Explain cobranding and comarketing.Give an example of each.
Q5) What are the different methods employed by marketers to obtain customer feedback?
Q6) What is electronic data interchange? What are its applications?
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Chapter 12: Product and Service Strategies
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Sample Questions
Q1) Staples are convenience goods and services that consumers constantly replenish to maintain a ready inventory.
A)True
B)False
Q2) Define benchmarking.Describe the benchmarking process.
Q3) Price is generally the deciding factor in purchasing raw materials since the costs vary widely across markets.
A)True
B)False
Q4) Convenience products that customers constantly replenish to maintain a ready inventory are categorized as:
A) staples.
B) impulse goods.
C) emergency goods.
D) shopping products.
Q5) The marketing mix is the blending of the four strategy elements-product,price,distribution,and promotion-to satisfy the target market.
A)True
B)False
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Chapter 13: Developing and Managing Brand and Product Categories
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Sample Questions
Q1) Explain how a strong brand identity benefits firms in marketing their products.
Q2) Pond's and Sunsilk beauty products,marketed by Unilever,are examples of _____ brands.
A) family
B) individual
C) generic
D) captive
Q3) At the _____ stage in the consumer adoption process,potential buyers begin to seek information about the product.
A) trial
B) evaluation
C) interest
D) adoption
Q4) Cannibalization is the loss of sales of an existing product due to competition from a new product introduced into the market by a competing firm.
A)True
B)False
Q5) List out the steps that companies follow in the category management process.
Q6) Differentiate between brand extension and line extension strategies.
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Chapter 14: Marketing Channels and Supply Chain Management
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Sample Questions
Q1) A VMS that coordinates channel activities through formal agreements among participants is called a(n)_____ marketing system.
A) corporate
B) community
C) administered
D) contractual
Q2) Direct selling is a marketing channel that moves goods directly from producer to the:
A) retail storage warehouse.
B) channel captain.
C) marketing intermediary.
D) ultimate consumer or business purchaser.
Q3) Which of the following modes of transportation is the costliest?
A) Railroads
B) Air freight
C) Water freight
D) Pipelines
Q4) Define supply chain.Describe a manufacturing supply chain with an example.
Q5) What is the advantage of intermodal transportation? Give examples of intermodal coordination.
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Chapter 15: Retailers, Wholesalers, and Direct Marketers
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Sample Questions
Q1) Discuss the different types of direct marketing.
Q2) Identify and describe four types of limited-function merchant wholesalers.
Q3) General merchandise retailers distinguish themselves from specialty and limited-line retailers by the large number of product lines they carry.
A)True
B)False
Q4) Macy's focuses on fashion-oriented merchandise,backed by a complete array of customer services.Hence,Macy's can be regarded as a:
A) self-selection retailer.
B) full-service retailer.
C) self-service retailer.
D) partial-assistance retailer.
Q5) Truck wholesalers make regular deliveries to retailers and perform collection and promotion functions.
A)True
B)False
Q6) Differentiate between a wholesaler and a wholesaling intermediary.
Q7) Discuss the pricing strategies used by retailers to attract consumers.
Q8) How do retailers select target markets?
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Chapter 16: Integrated Marketing Communications,
Advertising, and Public Relations
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Sample Questions
Q1) The receiver's response,known as _____,completes the communication process.
A) epistle
B) encoded message
C) feedback
D) channeled data
Q2) Mass consumption and geographically dispersed markets make advertising particularly appropriate for marketing goods and services aimed at large audiences likely to respond to the same promotional messages.
A)True
B)False
Q3) Oriental Insurance promotes identity theft insurance with an advertisement that warns viewers about stealing of credit cards and usage of fake social security numbers.Which appeal is being used in this commercial to motivate the viewers to act?
A) Factual appeal
B) Humor
C) Cooperation appeal
D) Fear appeal
Q4) Discuss the major types of advertising media.
Page 18
Q5) Discuss the three primary objectives of advertising.
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Chapter 17: Personal Selling and Sales Promotion
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Sample Questions
Q1) New sales personnel often find prospecting frustrating because it:
A) can only be accomplished during certain times of the year.
B) can be done in a variety of ways.
C) is subject to a number of laws and regulations.
D) usually offers no immediate payback.
Q2) Relationship selling involves regular contacts between sales representatives and customers over an extended period.
A)True
B)False
Q3) What is cold calling? How can a salesperson make a successful cold call?
Q4) Describe the three major personal selling approaches.
Q5) Kelly is a dentist who knows that her patients are more likely to take home pens inscribed with her name and phone number instead of an ordinary business card.The inscribed pens distributed by Kelly for her practice represent specialty advertising.
A)True
B)False
Q6) Girl Scouts selling cookies door-to-door exemplify cold-call selling.
A)True
B)False
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Chapter 18: Pricing Concepts
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Sample Questions
Q1) Explain the two most common cost-oriented pricing procedures: full-cost and incremental-cost.
Q2) The Acme Flashlight Company breaks even at 20,000 flashlights at $6 each,with the average variable cost per flashlight of $4.The amount of its fixed costs is:
A) $20,000
B) $40,000
C) $60,000
D) $80,000
Q3) Prestige objectives reflect marketers' recognition of the role of price in creating an overall image of the firm and its product offerings.
A)True
B)False
Q4) A cost that remains stable at any production level within a certain range is called a(n)_____ cost.
A) variable
B) fixed
C) average total
D) marginal
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Page 20
Chapter 19: Pricing Strategies
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Q1) A newly opened seafood restaurant advertises various deals on meal packages and special prices on dinner packages to attract customers.This is an example of _____ pricing.
A) leader
B) promotional
C) competitive
D) list
Q2) A(n)_____ is a general guideline that reflects marketing objectives and influences specific pricing decisions.
A) MAP
B) pricing policy
C) leader pricing strategy
D) EDLP
Q3) A credit allowance given for a used item when a customer purchases a new item is known as a _____.
A) rebate
B) trade-in
C) functional discount
D) cash discount
Q4) Discuss the three alternative strategies for pricing exports.
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Chapter 20: Your Career in Marketing
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Sample Questions
Q1) The primary function of a purchasing agent is to purchase the goods,materials,supplies,and services required by a consumer.
A)True
B)False
Q2) _____ assist management in drafting speeches,arranging interviews,overseeing company archives,responding to information requests,and handling special events,such as sponsorships and trade shows,that generate promotional benefits for the firm.
A) Purchasing agents
B) Merchandisers
C) Accountants
D) Public relations professionals
Q3) For which of the following roles courses in computer science and information systems are considered a prerequisite?
A) Public relations specialist
B) Advertising specialist
C) Marketing research analyst
D) Merchandiser
Q4) Explain the three basic formats used in preparing a résumé.
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Page 22
Chapter 21: Developing an Effective Marketing Plan
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Q1) A marketing plan is not reevaluated once it is completely implemented.
A)True
B)False
Q2) A firm's marketers must write a marketing plan before formulating an overall marketing strategy.
A)True
B)False
Q3) Which of the following components of the marketing mix focuses on deciding the goods and services a firm should offer in order to meet the needs of its customers?
A) Product strategy
B) Distribution strategy
C) Promotional strategy
D) Pricing strategy
Q4) A firm's goals should be specific and measurable.
A)True
B)False
Q5) An exit strategy is a plan for a firm to leave the market.
A)True
B)False
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Chapter 22: Financial Analysis in Marketing
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Q1) Venus Inc.,a software consultancy firm,had depreciation of $20.8 million and a net interest expense of $3.2 million for the past year.The firm's operating profit for the same year was $319.0 million.What was the firm's taxable income for the past year?
A) $400 million
B) $299.2 million
C) $295 million
D) $316.8 million
Q2) Which of the following profitability ratios measures the firm's efficiency in generating sales and profits from the total amount invested in the company?
A) Inventory turnover
B) Gross profit margin
C) Return on assets
D) Net interest expense
Q3) While calculating the accounts receivable turnover ratio,sales to buyers using credit cards like MasterCard and Visa are counted as credit sales because the seller is providing credit to the buyer who buys without cash.
A)True
B)False
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