Business Marketing Review Questions
Course Introduction
Business Marketing explores the concepts, strategies, and practices involved in marketing products and services to other businesses rather than to individual consumers. This course covers topics such as buyer behavior in organizational markets, segmentation and targeting in B2B contexts, relationship management, channel strategies, pricing, branding, and the use of digital tools in business marketing. Students will analyze case studies and develop skills necessary for building effective marketing plans that drive value within complex supply chains and competitive industrial environments.
Recommended Textbook
Marketing 17th International Edition by Hult and Ferrell
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21 Chapters
3942 Verified Questions
3942 Flashcards
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Chapter 1: An Overview of Strategic Marketing
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164 Verified Questions
164 Flashcards
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Sample Questions
Q1) The application of mechanical and human efforts to either people or objects to provide intangible benefits to customers is known as a(n)
A)issue.
B)experience.
C)idea.
D)good.
E)service.
Answer: E
Q2) During the market orientation, businesspeople realized that if they could produce products efficiently, customers would buy them.
A)True
B)False
Answer: False
Q3) Discuss the concept of green marketing and why it is important to marketers. Answer: Answer not provided.
Q4) The marketing environment is a set of static, unchanging surroundings.
A)True
B)False
Answer: False
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Chapter 2: Planning Implementing and Evaluating Marketing Strategies
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153 Verified Questions
153 Flashcards
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Sample Questions
Q1) How does a firm use a market opportunity to reach a particular target market?
Answer: Answer not provided.
Q2) Alex has been analyzing information from his company's database about customer purchasing habits, since he is responsible for the managing the growth of the industrial supply division of his company. Alex plans to use the information from his analysis to create new marketing strategies that will develop and sustain relationships with those customers who are more profitable for the company. What type of concept is Alex using?
A)Customer relationship management
B)Electronic data interchange
C)Business-to-consumer marketing
D)Strategic partnerships
E)The marketing concept
Answer: A
Q3) An organization's goals focus on the ends or results that the firm seeks.
A)True
B)False
Answer: True
Q4) Compare and contrast corporate strategy and marketing strategy.
Answer: Answer not provided.
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Chapter 3: The Marketing Environment
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Sample Questions
Q1) To achieve their objectives, consumer advocates write letters to companies, lobby government agencies, broadcast public service announcements, and boycott companies whose actions they deem irresponsible.
A)True
B)False
Answer: True
Q2) Changes Salon is part of the hair and personal care service industry. In what type of competitive environment is Changes Salon most likely operating?
A)pure competition.
B)a monopoly.
C)monopolistic competition.
D)oligopolistic competition.
E)an oligopoly.
Answer: A
Q3) Wealth is an accumulation of past income and natural and financial resources.
A)True
B)False
Answer: True
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Chapter 4: Social Responsibility and Ethics in Marketing
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181 Flashcards
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Sample Questions
Q1) Under President Kennedy's consumer bill of rights, consumers must have access and opportunity to review all relevant information about a product before buying it.
A)True
B)False
Q2) Bribery is a pricing-related ethical issue.
A)True
B)False
Q3) Which of the following statements about implementing an ethics and legal compliance program is false?
A)It requires open communication.
B)It requires consistent enforcement of standards from the code of conduct.
C)It rarely needs to be revised.
D)It requires taking reasonable steps in response to violations of standards.
E)It helps create a buffer zone on issues that could trigger serious legal complications for the company.
Q4) Top management sets the ethical tone for the entire organization.
A)True
B)False
Q5) Discuss some of the important ethical issues in marketing.
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Chapter 5: Marketing Research and Information Systems
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190 Flashcards
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Sample Questions
Q1) In ____ sampling, there is no way to calculate the likelihood that a specific element of the population being studied will be chosen.
A)population
B)random
C)stratified
D)probability
E)nonprobability
Q2) The hypothesis being tested determines the general data-gathering approach to use.
A)True
B)False
Q3) Darren uses Microsoft Excel to determine how much the responses to his survey about household decision making for toilet paper vary. Darren is in the ____ step of the marketing research process.
A)interpreting research findings
B)reporting research findings
C)collecting data
D)designing the research project
E)developing a hypothesis
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Page 7
Chapter 6: Target Markets: Segmentation and Evaluation
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Sample Questions
Q1) Alli segments its diet pills based on those who have morning cravings, those who tend to overeat near the end of the day, those who need all day long appetite suppression, and those who want appetite control and more energy. This is an example of market segmentation based on variables of
A)demographics.
B)lifestyles.
C)psychographics.
D)behavior.
E)personality characteristics.
Q2) The undifferentiated strategy can be effective for an organization that has a homogeneous market and can develop and maintain a single marketing mix.
A)True
B)False
Q3) The types of surveys used to forecast sales are customer, executive, and competitor surveys.
A)True
B)False
Q4) Why do marketers rely heavily on demographic characteristics when segmenting consumer markets?
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Chapter 7: Consumer Buying Behavior
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Sample Questions
Q1) After purchasing a product, postpurchase evaluation may result in cognitive dissonance. Cognitive dissonance is
A)the congruence between external and internal searches for product information.
B)a function of the manner in which the manufacturer of the product describes its attributes.
C)dissatisfaction with the purchase.
D)the establishment of criteria for comparing products.
E)doubts that occur because the buyer questions whether the decision to purchase the product was right.
Q2) Monique reads through her emails containing advertisements for sweaters from H&M, purses from JC Penney, and tennis shoes from Foot Locker. Later while at the mall, she remembers only the shoe ad, thanks to the recent tear in her own Reeboks. Monique has engaged in selective
A)distortion.
B)exposure.
C)analysis.
D)retention.
E)organization.
Q3) Identify and describe the five major categories of situational influences.
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Page 9
Chapter 8: Business Markets and Buying Behavior
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Sample Questions
Q1) As the new sales representative for H & L Electronics, Sophie is responsible for calling on hospital management and selling electronic hospital equipment such as blood pressure cuffs, scales, and heart monitors. Sophie knows that she needs to be friendly with the administrative assistants in the management offices in order to make sure that H & L's information brochures and new product diagrams actually get to the management staff. In this situation, Sophie is exhibiting her knowledge that administrative assistants are often ________ in the buying decision process.
A)gatekeepers
B)users
C)influencers
D)buyers
E)controllers
Q2) Institutional markets include state prisons.
A)True
B)False
Q3) When purchasing products, business customers are especially concerned about quality, service, price, and supplier relationships.
A)True
B)False
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Page 10
Chapter 9: Reaching Global Markets
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Sample Questions
Q1) The unification of Europe permits virtually free trade among the member nations of the European Union.
A)True
B)False
Q2) Importing is the sale of products to foreign markets.
A)True
B)False
Q3) Which of the following agreements provides a forum for tariff negotiations, reducing trade restrictions, resolution of international trade problems, and ground rules for international trade?
A)The World Trade Organization
B)The North American Free Trade Agreement
C)The Latin American Free Trade Agreement
D)The European Union Free Trade Agreement
E)The General Agreement on Tariffs and Trade
Q4) Customs and taboos are culture-bound and should be taken into consideration when products are marketed in a foreign environment.
A)True
B)False
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Chapter 10: Digital Marketing and Social Networking
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181 Flashcards
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Sample Questions
Q1) Podcast listeners have the ability to send comments to the podcaster regarding the material presented in a podcast.
A)True
B)False
Q2) Refer to Scenario 10.1. Visitors to the Disney website have the ability to regulate the information they view and the activities they participate in. This is an example of
A)addressability.
B)interactivity.
C)accessibility.
D)connectivity.
E)control.
Q3) The Facebook audience is large, but it has yet to surpass the audience of a popular television network.
A)True
B)False
Q4) Traditional advertising is unlimited in terms of interactivity.
A)True
B)False
Q5) In what ways can digital media be used as a market research tool?
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Chapter 11: Product Concepts
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187 Flashcards
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Sample Questions
Q1) Many products never get beyond the introduction stage.
A)True
B)False
Q2) Depending on the length of time it takes them to adopt a new product, people can be divided into five major adopter categories: early adopters, early majority, late majority, laggards, and A)late adopters.
B)nonadopters.
C)innovators.
D)middle adopters.
E)middle majority.
Q3) Distribution outlets become more difficult to secure during the growth stage of a product's life cycle because of aggressive competition.
A)True
B)False
Q4) A seller's profits peak in the maturity stage of a product's life cycle.
A)True
B)False
Q5) Describe and illustrate the four major categories of consumer products.
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Chapter 12: Developing and Managing Products
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Sample Questions
Q1) Product managers can be responsible for a single product, a product line, or several products.
A)True
B)False
Q2) Marketers at Starbucks have generated several ideas for new food products. Management has assessed whether these ideas are consistent with Starbucks' objectives and resources. Several product ideas were dropped after this analysis. The next stage of development for the remaining product ideas is A)product development.
B)idea screening.
C)concept testing.
D)business analysis.
E)test marketing.
Q3) The majority of new-product projects initiated by major companies reach the commercialization stage.
A)True
B)False
Q4) Identify and explain the dimensions of product quality.
Q5) Why and how might an organization delete existing products?
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Chapter 13: Services Marketing
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202 Flashcards
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Sample Questions
Q1) Financial price-an exact dollar amount-may or may not be charged for a nonprofit product.
A)True
B)False
Q2) Which of the following is similar for both for-profit and nonprofit marketing?
A)Emphasis on profit as a motive
B)Ability to use effective marketing activities
C)Concern for the entry of competitors into the field
D)Complexity of the typical distribution channels
E)Definition of target markets
Q3) Although nonprofit goals differ from for-profit goals, certain business marketing concepts can be adopted to enhance nonprofit operations.
A)True
B)False
Q4) The U.S. economy is the world's first service economy.
A)True
B)False
Q5) What specific marketing problems are experienced by a provider of high-contact services that are not experienced by a provider of low-contact services?
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Chapter 14: Branding and Packaging
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216 Flashcards
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Sample Questions
Q1) Brand name awareness is an important element of brand equity because a familiar brand is more likely to be in a customer's ____ than an unfamiliar brand.
A)inept set
B)loyalty set
C)preference group
D)brand group
E)consideration set
Q2) Although difficult to measure, brand loyalty represents the value of a brand to an organization.
A)True
B)False
Q3) The most important function of packaging is
A)offering convenience to customers.
B)protecting the product and maintaining its functionality.
C)covering the product.
D)communicating information to the customer.
E)attracting the attention of the customer.
Q4) What functions do packages perform? Why are packaging considerations important to marketers?
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Chapter 15: Marketing Channels and Supply Chain Management
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Sample Questions
Q1) Johnson Controls hires a consultant to assess its materials handling procedures. The consultant recommends the implementation of ____ if they want easier movement of items between internal destinations in the warehouse.
A)unit loading
B)piggybacking
C)containerization
D)inventory management
E)priority transportation
Q2) Because the iPhone is such a popular product and the company is so powerful, Apple, Inc. is in a position to exert considerable control over channel structures and the way the iPhone is marketed. This is an illustration of channel ____ in the distribution channel.
A)conflict
B)leadership
C)dominance
D)cooperation
E)negotiation
Q3) What is supply chain management? How can it help marketing channel members?
Q4) How do marketing channel decisions influence the rest of the marketing mix?
Page 17
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Chapter 16: Retailing, Direct Marketing, and Wholesaling
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Sample Questions
Q1) All of the following are types of limited-service merchant wholesalers except
A)cash-and-carry wholesalers.
B)truck wholesalers.
C)mail-order wholesalers.
D)specialty-line wholesalers.
E)drop shippers.
Q2) Sherri McRae wants to establish a fashion wholesaling firm. Because of the risks involved in the rapid obsolescence of high-fashion items, Sherri does not want to establish an organization in which she has title to the garments. Which of the following types of wholesale establishments has she ruled out?
A)Merchant wholesaler
B)Agent
C)Broker
D)Functional middleman
E)Commission merchant
Q3) Why would any specific retail store, such as PetSmart, be considered a category killer?
Q4) Compare and contrast department stores and discount stores.
Q5) What are the three types of nonstore retailing, and what are some examples of each?
Page 18
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Chapter 17: Integrated Marketing Communications
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Sample Questions
Q1) Hunt's decided to put a much larger share of its promotion budget into ____ because of the heavy reliance it will be placing on coupons in the second quarter.
A)advertising
B)sales promotion
C)public relations
D)telemarketing
E)personal selling
Q2) The coordination of promotion and other marketing efforts for maximum informational and persuasive impact defines
A)communication.
B)integrated marketing communications.
C)tactile communication.
D)kinesic communication.
E)proxemic communication.
Q3) Promotion that focuses on creating awareness is only important when introducing a new product to the market.
A)True
B)False
Q4) Discuss the major factors that affect the selection of promotion mix elements.
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Chapter 18: Advertising and Public Relations
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Sample Questions
Q1) Coors advertises that its beer is the only one that is kept cold from the brewery to the store. This type of advertising is called
A)pioneer.
B)competitive.
C)comparative.
D)defensive.
E)institutional.
Q2) Which of the following statements applies to media planning?
A)Characteristics of the product are the most important consideration in selecting the media for a campaign.
B)The message content affects the types of media used for an advertising campaign.
C)The location of the advertising target is irrelevant in media planning.
D)Total media dollars spent on advertising have decreased over the last 30 years.
E)Regardless of the message to be conveyed, newspapers are one medium that is appropriate for almost any circumstances.
Q3) What are the major components of a media plan? What limitations must be considered as the media plan is implemented?
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20
Chapter 19: Personal Selling and Sales Promotion
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Sample Questions
Q1) The aim of a motivational program is to create a working environment in which sales personnel can achieve their goals.
A)True
B)False
Q2) If Green Giant wants to provide its resellers with a secondary incentive to stimulate repurchases after an initial consumer coupon campaign for its latest product, it can offer resellers a sum of money for each unit purchased. This type of sales promotion is a A)buying allowance.
B)count-and-recount allowance.
C)scan-back allowance.
D)buy-back allowance.
E)coupon follow-up campaign.
Q3) Discuss the major factors to consider when designing sales territories.
Q4) Team selling involves building mutually beneficial long-term associations with a customer through regular communications over prolonged periods of time.
A)True
B)False
Q5) What are some limitations of using sales promotion?
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Chapter 20: Pricing Concepts
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Sample Questions
Q1) Refer to Scenario 20.1. If Concession Supply wanted to make a profit of $800 on each case, it would need to sell ____ cases.
A)150
B)300
C)100
D)75
E)200
Q2) Which factor is least likely to affect pricing decisions?
A)Competitive prices
B)Legal and regulatory issues
C)Organizational and marketing objectives
D)Customers' interpretation and response
E)Shifting stock values
Q3) What do all of the following have in common: tuition, fee, premium, retainer, dues?
A)They are all usually paid in cash.
B)They are forms of exchange similar to, but not identical with, money.
C)They are forms of exchange similar to, but not identical with, barter.
D)They are different terms for the concept of price.
E)They have nothing in common.
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Page 22
Chapter 21: Setting Prices
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Sample Questions
Q1) A price-skimming strategy assumes that
A)the initial demand is highly elastic.
B)the product is efficient.
C)it will be difficult to recoup development costs.
D)all consumers have homogeneous tastes.
E)the initial demand is highly inelastic.
Q2) Breyer's produces a variety of ice cream flavors and lines of varying qualities. The higher quality ice cream varieties are priced higher than the basic ones. Breyer's is using ____ to price its ice cream.
A)captive pricing
B)price baiting
C)premium pricing
D)bait pricing
E)differential pricing
Q3) Some stores employ comparison shoppers to learn what prices their competitors are charging.
A)True
B)False
Q4) Describe the six steps of the process that marketers can use to establish prices.
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