Business Marketing Review Questions
Course Introduction
Business Marketing explores the principles and strategies involved in marketing products and services to other businesses, rather than to individual consumers. The course examines key topics such as organizational buying behavior, business market segmentation, product and service development for business clients, pricing strategies, channel management, and relationship building in a B2B (business-to-business) context. Students will develop the analytical and strategic skills necessary to identify business opportunities, create value propositions, and manage successful long-term client relationships, with emphasis on current trends, technology, and ethical considerations in the business marketing environment.
Recommended Textbook
M Marketing 3rd Edition by Dhruv Grewal
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18 Chapters
2647 Verified Questions
2647 Flashcards
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Chapter 1: Overview of Marketing
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150 Verified Questions
150 Flashcards
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Sample Questions
Q1) Which of the following describes a situation in which a company conducts research to understand what potential employees are seeking,as well as what they think of the company?
A) Employment marketing
B) Empowerment marketing
C) Extended marketing
D) Exchange marketing
E) Evangelical marketing
Answer: A
Q2) Your roommate,a non-business major,sees you reading your marketing text.He or she asks,"Why is marketing important?" You respond by saying all of the following EXCEPT:
A) Marketers advise production on how much product to make.
B) Marketers tell the logistics department when to ship products.
C) Marketers engage customers and develop long-term relationships.
D) Marketers identify opportunities to expand.
E) Marketers are the most important profit center in any organization.
Answer: E
Q3) How should marketers determine prices?
Answer: Prices should be based on potential customers' perceptions of value.
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Chapter 2: Developing Marketing Strategies and a Marketing Plan
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140 Verified Questions
140 Flashcards
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Sample Questions
Q1) H&R is a small,local heating and air conditioning business.The area military base is a potential source of growth,and H&R already installs and services the type of equipment the military would require,but it is difficult to get established as a certified government contractor.H&R is considering a ____________ growth strategy.
A) product proliferation
B) market development
C) market penetration
D) diversification
E) product development
Answer: B
Q2) Some universities offer online degree programs,competing with traditional colleges based on the convenience of taking online courses.These online programs are pursuing which macro strategy?
A) Customer excellence
B) Locational excellence
C) Operational excellence
D) Product excellence
E) None of these
Answer: B
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Chapter 3: Marketing Ethics
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122 Verified Questions
122 Flashcards
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Sample Questions
Q1) Marketing has been singled out as the root cause of a host of ethical problems in business.
A)True
B)False
Answer: True
Q2) After a rash of embarrassing and potentially illegal activities in her organization,Jane decides to evaluate the organization's ethical standards and practices.Jane will assess:
A) whether or not the organization has a strong ethical climate.
B) what explicit rules exist for governing the firm's transactions.
C) the current code of ethics.
D) what system is in place for rewarding and punishing behavior.
E) all of these.
Answer: E
Q3) What is the difference between government regulation of business and corporate social responsibility?
Answer: Corporate social responsibility is a set of voluntary efforts,not required by law.
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Chapter 4: Analyzing the Marketing Environment
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119 Verified Questions
119 Flashcards
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Sample Questions
Q1) Yvonne knows her firm must look at everything they do from a consumer's point of view.One major difficulty is that a consumer's __________ change(s)over time.
A) ethnic background
B) needs,wants,and ability to purchase
C) job
D) just-in-time processes
E) all of these
Q2) By paying close attention to customer needs and continuously monitoring the environment in which it operates,a good marketer can:
A) avoid cognitive dissonance.
B) identify potential opportunities.
C) implement just-in-time marketing promotions.
D) create new demographic groups.
E) all of these.
Q3) After Hurricane Katrina,many long-time African American residents of New Orleans left but have not returned,while many Hispanics have moved to the area for work opportunities.For retail marketers in New Orleans,what does this change mean?
Q4) Which generational cohort in the United States is the fastest-growing?
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Page 6
Chapter 5: Consumer Behavior
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152 Verified Questions
152 Flashcards
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Sample Questions
Q1) How much time consumers spend searching for information depends on:
A) the perceived benefits versus perceived costs of searching.
B) the locus of control.
C) actual or perceived risk.
D) the type of product or service.
E) all of these.
Q2) André was afraid his condominium would look shabby to his future in-laws,so he had it painted just before their visit.André was addressing his __________ risk.
A) social
B) financial
C) performance
D) psychological
E) physiological
Q3) To attract and maintain habitual purchasers,marketers spend considerable effort:
A) analyzing consumer data for postpurchase dissonance signals.
B) creating strong brands and store loyalty.
C) cultivating cultural decision making.
D) reducing financial risk and increasing psychological payout.
E) all of these.
Q4) How does the shopping situation affect consumer behavior?
Page 7
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Chapter 6: Business-To-Business Marketing
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136 Verified Questions
136 Flashcards
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Sample Questions
Q1) Kimberly has just learned that B&B Coffee Supply is looking for a new source of commercial-grade coffee makers,one of the products she sells.She knows B&B has been in business for many years,but she has not been able to get any business from them.When developing her marketing strategy,Kimberly will probably assume that this represents a __________ situation for B&B Coffee Supply,and she will want to find out why B&B Coffee Supply is considering alternatives.
A) adapted buy
B) new buy
C) modified rebuy
D) straight rebuy
E) generic buy
Q2) Frieda has just received a major order from Northrop Corporation for her firm's hydraulic lift equipment.After reviewing the order information,Frieda will:
A) send an acknowledgement that the order has been received.
B) rewrite her firm's proposal.
C) submit a competitive bid.
D) proceed to vendor analysis.
E) evaluate performance.
Q3) How is vendor analysis different from a consumer's postpurchase evaluation?
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Page 8
Chapter 7: Global Marketing
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144 Verified Questions
144 Flashcards
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Sample Questions
Q1) Which of the following is NOT one of the major trade agreements affecting global marketing?
A) NAFTA
B) EU
C) GNI
D) ASEAN
E) CAFTA
Q2) Generally,firms entering foreign markets begin with:
A) less risky strategies first.
B) direct investment.
C) importing.
D) decentralized production.
E) cultural output.
Q3) Which of the following actions performed by a government may prevent or discourage a firm from entering a particular country's marketplace?
A) Setting tariffs
B) Setting quotas
C) Establishing a boycott
D) Setting exchange controls
E) All of these
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Chapter 8: Segmentation, Targeting, and Positioning
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144 Verified Questions
144 Flashcards
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Sample Questions
Q1) A firm must evaluate segments based on their attractiveness: identify the five criteria and explain how a firm would use this information to establish if a segment is worth pursuing.
Q2) The perceptions of __________ are being measured in a perceptual map.
A) competitors
B) strategic planners
C) the company's executive team
D) the current R&D team
E) consumers
Q3) Jim wants to position his firm against his competitors.In doing so he should:
A) never select a competitor in the same neighborhood.
B) avoid making the competitor's product look undesirable.
C) avoid looking too much like the competitor so that he'd confuse the target segment.
D) avoid discussing the strengths of his product so that competitors won't be aware of his product quality.
E) avoid discussing the weaknesses of his competitors so they won't retaliate.
Q4) Why must a firm's STP strategy be consistent with and derived from the firm's mission and objectives?
Q5) In a perceptual map of two dimensions,how are these dimensions determined?
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Chapter 9: Marketing Research
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145 Verified Questions
145 Flashcards
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Sample Questions
Q1) In questionnaire design,a question such as,"When was the first time you went to a dentist?" suffers from the problem of a question:
A) that respondents cannot easily or accurately answer.
B) that respondents are reluctant to answer because the information is sensitive.
C) that steers respondents to a particular response.
D) that asks two questions at once.
E) that is complex and something respondents may be unfamiliar with.
Q2) Data that has been collected prior to the start of the current research project is considered primary data.
A)True
B)False
Q3) What is the difference between data and information?
Q4) Panel data is always secondary data.
A)True
B)False
Q5) The terms "external secondary data" and "syndicated data" mean the same thing.
A)True
B)False
Q6) How can developing a questionnaire be part art and part science?
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Chapter 10: Product, Branding, and Packaging Decisions
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143 Verified Questions
143 Flashcards
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Sample Questions
Q1) What are consumers likely to do if they perceive an inexpensive brand to have about the same quality as a premium brand?
Q2) Natalie is designing a primary package for her new peanut butter popcorn.From a consumer's perspective,what should the packaging provide?
Q3) What U.S.,government agency reviews food and package labels to ensure claims made by the manufacturer about the product are true?
A) Federal Trade Commission
B) Federal Communications Commission
C) Consumer Product Safety Administration
D) Food and Drug Administration
E) Interstate Commerce Commission
Q4) Define convenience,shopping and unsought products and give an example of each.
Q5) In a competitive market,perceived value is determined by consumers mostly:
A) by quantitative analysis of brand personalities.
B) in relationship to the value of competitors' offerings.
C) by weighing primary versus secondary benefits.
D) through investment in product tracking systems.
E) through brand association and brand licensing.
Q6) How do marketers measure brand value?
Page 12
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Chapter 11: Developing New Products
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153 Verified Questions
153 Flashcards
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Sample Questions
Q1) When John began helping his favorite uncle Burton with his finances,he discovered his uncle was still renting a rotary-dial telephone from the phone company.Uncle Burton had paid thousands of dollars in rental fees over the previous forty years.Uncle Burton is a(n)__________ in the diffusion of innovation process for telephones.
A) innovator
B) laggard
C) late majority
D) early majority
E) early adopter
Q2) The fact that the Apple iPad is easy to try--demo units are available at Apple stores as well as other retail stores--is helping it to diffuse more quickly.
A)True
B)False
Q3) Jennifer has just taken over a line of organic teas for her company.She looks at the company records and sees sales have peaked,profit margins are declining,and there are many new competitors in that category.Which stage of the product life cycle are her teas in?
Q4) What is the difference between alpha testing and beta testing?
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Page 13
Chapter 12: Services: The Intangible Product
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144 Verified Questions
144 Flashcards
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Sample Questions
Q1) By changing a standard from "be nice to customers" to "greet every customer,and if possible by name," a services marketing manager has created a(n)__________ goal.
A) insurmountable
B) invisible
C) empowerment
D) measurable
E) inseparable
Q2) In Europe it is common for hotel guests to ask to see the room before they agree to rent it for the night.Which difference between a service and a product does this custom help to overcome?
Q3) The new hotel manager asked the chef,"Are you sure you know how to cook a Beef Wellington?" Which of the building blocks of service quality was the hotel manager expressing concern about?
A) Reliability
B) Responsiveness
C) Assurance
D) Empathy
E) Tangibles
Q4) How do airlines and hotels overcome the perishability of their services?
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Chapter 13: Pricing Concepts for Establishing Value
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236 Verified Questions
236 Flashcards
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Sample Questions
Q1) If the Amador County Pest Control Association got together and all members agreed to charge 3 percent of the value of a home for a termite inspection letter,the association members would be engaging in:
A) loss leader pricing.
B) bait and switch pricing.
C) horizontal price fixing.
D) monopolistic competition.
E) predatory pricing.
Q2) When Apple Computer Company introduced the iPhone--a combination phone,MP3 player,and Internet access device--in 2007,it was priced at $499,considerably higher than either the iPod or competing cell phones.Apple was probably pursuing a __________ pricing strategy.
A) market penetration
B) slotting allowance
C) price fixing
D) reference price
E) skimming
Q3) What are some of the important factors that influence price elasticity of demand? Briefly describe the influence the factor has.
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Page 15
Chapter 14: Supply Chain and Channel Management
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148 Verified Questions
148 Flashcards
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Sample Questions
Q1) In addition to merchandise and payments,information flows throughout a supply chain.Which of the following is NOT a good characterization of the flow of information in a supply chain?
A) A manufacturer will send and receive information from buyers,stores and distribution centers.
B) Stores will send and receive information from manufacturers,buyers,distribution centers and customers.
C) Distribution centers will send and receive information from stores and manufacturers.
D) Customers will send and receive information from stores and manufacturers.
E) Buyers will send and receive information from stores and manufacturers.
Q2) Successful strategic relationships among supply chain participants require:
A) mutual trust.
B) open communication.
C) common goals.
D) credible commitments.
E) all of these.
Q3) How have radio frequency identification tags made work easier for distribution centers?
Q4) What is the difference between logistics and supply chain management?
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Chapter 15: Retailing and Multichannel Marketing
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134 Verified Questions
134 Flashcards
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Sample Questions
Q1) When a company offers consumers the ability to make purchases via a smart phone,this is known as:
A) m-commerce.
B) smart retailing.
C) cell selling.
D) e-tailing.
E) channel expansion.
Q2) __________ are likely to target low-income consumers who demand national brands,but cannot afford to buy large-sized packages.
A) Category killers
B) Department stores
C) Extreme value retailers
D) Specialty stores
E) Warehouse club stores
Q3) In what type of retail situation would the old cliché "location,location,location" be true?
Q4) Belinda is opening an upscale outdoor cooking equipment store.If she wants to differentiate her store from competitors based on product offerings,what will she likely need to do?
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Chapter 16: Integrated Marketing Communications
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Sample Questions
Q1) The basic goal of integrated marketing communications is to:
A) communicate the value proposition to the target market.
B) create desire.
C) manipulate consumers.
D) outspend competitors.
E) tell the world about your company.
Q2) Brenda wants to reduce mass media IMC and to increase the use of personalized marketing communication messages.To achieve this goal,Brenda will likely increase her use of:
A) telemarketing.
B) direct mail.
C) e-mail.
D) social media.
E) all of these.
Q3) Personal selling can only be successful through the use of print,newspapers,and radio.
A)True
B)False
Q4) What types of sales promotions would a marketer consider if the goal is to build short-term sales?
Page 18
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Chapter 17: Advertising, Public Relations, and Sales Promotions
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150 Verified Questions
150 Flashcards
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Sample Questions
Q1) Gretchen has just started as a fashion marketing intern for an up-and-coming design firm.When she came in she expected to begin right away implementing the four Ps she had learned about in class.Instead,she was asked to work on a project identifying important events where celebrities might wear the fashions.She soon realized that this activity was part of __________,directly related to marketing.
A) sales promotions
B) cause-related marketing
C) public relations
D) press release development
E) a push-pull strategy
Q2) Florida Heat Pump Manufacturing Company is offering a free,all-expenses-paid trip to Las Vegas for HVAC dealers that sell at least twenty units this year.Florida Heat Pump is using a __________ promotional strategy.
A) pull
B) puffery
C) publicity
D) push
E) posttesting
Q3) Create a sales promotion to promote your university bookstore.
Page 19
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Chapter 18: Personal Selling and Sales Management
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140 Verified Questions
140 Flashcards
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Sample Questions
Q1) Alex has trouble closing sales with new customers but not with existing customers.What advice would you give Alex?
Q2) Yara has identified an attractive potential customer for her bio-diesel home power system.She knows the customer is concerned about the environment and has considerable financial resources.The customer is also a respected leader among wealthy environmentalists in the area.Next Yara will:
A) evaluate alternative systems available from competitors to see which is best for the customer.
B) send the customer a list of frequently mentioned objections and responses to each.
C) decide if she wants to contact the customer.
D) establish goals for meeting with the customer.
E) call the customer and offer a first-time discount.
Q3) Marketing executives,by a seven to one margin,believe that salespeople are born,not made.
A)True
B)False
Q4) Warren has just finished his sales presentation.He knows half the battle is asking questions.What is the other half?
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Page 20