Business Marketing
Solved Exam Questions
Course Introduction
Business Marketing explores the principles and strategies used by organizations to market their products and services to other businesses rather than individual consumers. This course covers key topics such as business-to-business (B2B) market analysis, customer relationship management, organizational buying behavior, segmentation, and the development of effective marketing mixes for industrial markets. Students will learn to evaluate and implement marketing plans tailored to the unique challenges of B2B environments, examine the role of digital marketing and supply chain relationships, and develop skills in negotiation and sales within the context of business marketing.
Recommended Textbook
MKTG 2nd Edition Canadian by Charles W. Lamb
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20 Chapters
3306 Verified Questions
3306 Flashcards
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Page 2
Chapter 1: An Overview of Marketing
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138 Verified Questions
138 Flashcards
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Sample Questions
Q1) What is created when customer expectations regarding product quality,service quality,and value-based price are met or exceeded?
A)a value line
B)quality products
C)planning excellence
D)customer satisfaction
Answer: D
Q2) Networkcar.com sells a plug-in device that connects to computer diagnostic ports that are standard on cars.The device beams signals to dealers who can remotely diagnose or spot trouble.The device allows car dealerships to maintain a closer bond with their customers by offering maintenance before a problem leaves customers with an inoperable or possibly dangerous car.With the device,what can dealers better engage in?
A)management empowerment
B)management-customer synergy
C)relationship marketing
D)transactional marketing
Answer: C
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Chapter 2: The Marketing Environment, social Responsibility, and Ethics
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152 Flashcards
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Sample Questions
Q1) What is measured by comparing the relative cost of a standard of goods and services in different geographic areas?
A)gross individual profit
B)purchasing power
C)net profit
D)relative pricing
Answer: B
Q2) The competitive environment of a business encompasses the number of competitors the firm must face,the relative size of the competitors,regulatory agencies,and the degree of interdependence within the industry.
A)True
B)False
Answer: False
Q3) What are the four components of the pyramid of corporate social responsibility?
A)sustainability,creativity,profit,and culture
B)economic,legal,ethical,and philanthropic
C)organizational,financial,social,and cultural
D)sustainability,legality,creativity,and competition
Answer: B
Page 4
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Chapter 3: Strategic Planning for Competitive Advantage
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Sample Questions
Q1) Which of the following provides the mechanism for evaluating marketing results in light of the marketing plan's goals and for correcting actions that do not help the marketing organization reach these objectives within the budget guidelines?
A)control
B)implementation
C)budgeting
D)planning
Answer: A
Q2) A planning manager visiting a company's health and beauty aids division discovers the division has no effective method for allocating resources,nor for evaluating actual results against planned results.What is the planning manger likely to suggest the division prepare?
A)a marketing audit
B)a contingency plan
C)a service audit
D)a market share plan
Answer: A
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Page 5
Chapter 4: Decision Support Systems and Marketing Research
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Sample Questions
Q1) Measurement error occurs when the sample who was actually interviewed differs from the target population.
A)True
B)False
Q2) Several types of analysis are common to marketing research.Noting how many respondents answered a question a certain way,which of the following is the simplest?
A)one-way frequency counts
B)statistical analyses
C)cross-tabulations
D)passive people meters
Q3) In the survey used by an organization of mothers who swap toys,respondents were asked,"Would you be willing to pay a small fee in order to take advantage of this service?
Circle YES or NO." What type of question is this?
A)open ended
B)sampling frame
C)scaled response
D)dichotomous
Q4) List the three types of Internet samples and give a brief definition of each.
Page 6
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Chapter 5: Consumer Decision Making
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Sample Questions
Q1) Refer to Whiskey.Which psychological influence on consumers' purchase of whiskey are the manufacturers trying to change?
A)value
B)perception
C)reference group
D)personality
Q2) Which of the following statements best describes reference groups?
A)Reference groups stimulate,but do not constrain,consumption behaviour.
B)Reference groups have strong influence on all brands and product purchases.
C)A person can belong to only one reference group.
D)Reference groups serve as information sources and influence perceptions.
Q3) Assume you have gone to the corner convenience store to pick up a bar of your usual brand of deodorant soap.What type of decision making will take place? How would this differ from the decision making that would take place if the store was out of your regular brand?
Q4) Listening to someone describe how boring it was to be a movie extra is an example of experiential learning.
A)True
B)False
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Chapter 6: Business Marketing
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183 Flashcards
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Sample Questions
Q1) Which of the following statements best describes the differences between the business market and the consumer market?
A)Organizational buying decisions are usually made independently by a purchasing agent while consumer buying decisions are made jointly.
B)Business customers tend to be more geographically concentrated whereas customers in consumer markets tend to be more geographically dispersed.
C)The channel of distribution is less often direct for business markets than for consumer markets.
D)Purchasing by businesses is a less formal process than it is in consumer markets.
Q2) What is the term for a cooperative agreement between business firms?
A)shared capital contract
B)global partner development strategy
C)strategic alliance
D)joint contract
Q3) Explain the four ways demand in business markets differs from demand in consumer markets.
Q4) What is a strategic alliance? How is it linked to relationship marketing?
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8
Chapter 7: Segmenting, targeting, and Positioning
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Sample Questions
Q1) Train collectors Jack McCoy and Sandro Dias have decided to open a store that sells train memorabilia-everything from toy train sets to full-sized railroad signs.After 18 months in business,they have noticed most of their sales are to the same small group of customers (about 40 people)even though they have records to show there are over 200 active train collectors within a 50-mile radius of their store.Which of the following does their retailing experience support?
A)the optimizer principle
B)the min-max rule demand
C)the 80/20 principle
D)the rule of demand
Q2) If you wanted to introduce a magazine devoted to providing information on how to live off the land in Canada,you would be likely to target western Canadian men who have a strong need for individualism and limited government regulations.In other words,you would probably use which type of segmentation?
A)socio-cultural
B)geodemographic
C)attitudinal
D)situational
Q3) What is a market segment? Why do companies engage in market segmentation?
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Page 9
Chapter 8: Customer Relationship Management CRM
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122 Flashcards
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Sample Questions
Q1) Refer to Subaru.Which of the following provides the most likely reason that Subaru has added this section to its site?
A)to design a more effective customer outreach program
B)to increase the effectiveness of its channels of distribution
C)to increase the importance of customer service
D)to design more targeted marketing communications
Q2) Refer to Blood Services.What is the card sent by the organization an example of?
A)a touch point
B)a predictive campaign
C)a point-of-sale interaction
D)a service message
Q3) You have decided your business should adopt a CRM marketing approach.You have invested in computer software that captures customer data such as name,address,age,education,and lifestyle characteristics.Now you find many customers are reluctant to provide you with such information.What are the general consumer concerns regarding this issue,and how could you address these concerns?
Q4) Technology plays a major role in any CRM system.
A)True
B)False
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Chapter 9: Product Concepts
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Sample Questions
Q1) When a company markets several different products under the same brand name,how is it referred to?
A)as a family brand
B)as a generic brand
C)as a bargain brand
D)as an umbrella brand
Q2) Rights to a trademark exist as long as the mark is used.If a firm does not use it for two years,the trademark is considered abandoned,and a new user can claim exclusive ownership of the mark.
A)True
B)False
Q3) Which type of labels contain standard promotional claims like "new," "improved," and "super"?
A)descriptive
B)persuasive
C)repositioning
D)informational
Q4) Name and briefly describe six branding alternative strategies.
Q5) List and briefly define the three different types of cobranding.
Q6) How would a marketer define the term product?
Page 11
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Chapter 10: Developing and Managing Products
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Sample Questions
Q1) What is the final stage in the new-product development process? What tasks are set in motion during this stage?
Q2) The same manufacturer produces Hanes,Playtex,and Bali clothing for women.This manufacturer assembled a group of nine regular customers and asked them to discuss what they like and do not like about its current product line for full-figured women and to suggest new-product ideas,such as jewellery,wide shoes,and belts.Which research technique did the manufacturer use?
A)a focus group
B)a brainstorming session
C)a product-review committee
D)a venture team
Q3) After products and marketing programs have been developed for new products,they are usually tested in the marketplace.What is test marketing? How might a company benefit from the use of test marketing? How can test marketing cause problems for a company?
Q4) The multiple-step new-product development process is an essential ingredient in new-product development.List the seven steps of this process.
Q5) Name and describe four categories of new products.
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Chapter 11: Services and Nonprofit Organization Marketing
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194 Verified Questions
194 Flashcards
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Sample Questions
Q1) Refer to TeamBuilds.Which category of service processing does TeamBuilds offer?
A)possession processing
B)information processing
C)mental stimulus processing
D)people processing
Q2) Hyatt Regency's Platinum Card Program allows members to bypass any line at the check-in desk and get immediate check-in service.In this example,what are developed by offering value-added services that are not readily available from other hotel chains?
A)social bonds
B)service delivery paradigms
C)personal communication channels
D)structural bonds
Q3) Services have four unique characteristics that distinguish them from goods:intangibility,inseparability,heterogeneity,and perishability.These characteristics can make the marketing of services more difficult.What special strategies should marketers adopt for services to address each of the four characteristics?
Q4) Describe the two unique challenges faced by service providers as they decide on a pricing strategy to use.
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Page 13
Chapter 12: Marketing Channels and Supply Chain Management
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163 Flashcards
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Sample Questions
Q1) Girls can log onto www.Barbie.com and design their own special Barbie doll.They can choose the doll's skin tone,hair colour,clothes,accessories,and name.The doll is created to the new owner's specifications and mailed to her by Mattel.With this doll,what is Mattel using?
A)market aggregation
B)niche marketing
C)mass customization
D)disintermediation
Q2) Residents of New Liskeard,Ontario,live in an isolated area of the province.Residents must travel two hours to receive medical treatment.Luckily,a physician has just opened a new practice in town.In this case,the physician has overcome service discrepancies by opening an office close to consumers.
A)True
B)False
Q3) One important reason channel members are included between producers and end users is to overcome discrepancies.Name and briefly describe four discrepancies channel members overcome.
Q4) Describe contract logistics.How does contract logistics affect the efficient deployment of supply chain management?
Page 14
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Chapter 13: Retailing
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Sample Questions
Q1) Salil Rojas has just opened a specialty store that will sell pet caskets and other items used to bury deceased pets.Because it will be a specialty store,he should have a broad product assortment with moderately low prices.
A)True
B)False
Q2) Retailing opportunities can take place without customers shopping at a store.Name and briefly discuss four forms of nonstore retailing.
Q3) Refer to Wawa.Who buys most of the merchandise sold in the individual stores?
A)a franchisee
B)the home office
C)a store manager
D)a licensee
Q4) A typical discount store competes by carrying a limited line of high-turnover,high-margin goods.
A)True
B)False
Q5) Describe two common selling techniques that are commonly used in by retail salespeople.
Q6) Define retailing.Name two ways that retailing affects people.
15
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Chapter 14: Integrated Marketing Communication
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179 Verified Questions
179 Flashcards
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Sample Questions
Q1) What does the promotional mix consist of?
A)advertising,publicity,direct marketing,and personal selling
B)advertising,product,promotion,and place
C)advertising,personal selling,sales promotion,and public relations
D)advertising,telemarketing,public relations,and sales promotions
Q2) The maker of Frank's RedHot pepper sauce spent $25,000 to create an ad that was targeted to consumers.Because it created the ad itself and did not use an ad agency,what did Frank's RedHot sauce engage in?
A)channelling
B)creating noise
C)receiving
D)encoding
Q3) Which of the following statements best describes the AIDA model?
A)The AIDA model explains why public relations is the most important element in the promotional mix.
B)Advertising is most effective at the purchase stage of the AIDA model.
C)Certain promotional tools are more effective at certain stages of the AIDA model.
D)The promotional mix should not be influenced by the AIDA model.
Q4) Several factors affect the choice of promotional mix.Name five of these factors.
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Chapter 15: Advertising, public Relations, and Direct Response
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Sample Questions
Q1) Tools for the public relations manager include all of the following EXCEPT which of the following?
A)press relations
B)lobbying
C)sales promotions
D)corporate communications
Q2) A magazine ad for Bosch appliances shows a father cuddling his young daughter who is giggling.Which executional style is being used in this ad?
A)slice-of-life
B)fantasy
C)mood or image
D)testimonial
Q3) What is the term for the promotional mix element that evaluates public attitudes,identifies issues that may elicit public concern,and executes programs to gain public understanding and acceptance?
A)advertising
B)mass communications
C)public relations
D)sales promotion
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Chapter 16: Social Media and Marketing
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Sample Questions
Q1) For what specific purpose would a marketer use tools such as DIY Dashboard,Tealium,and Vocus?
Q2) What is the term for using consumers to develop and market product?
A)socialsourcing
B)co-creation
C)brainstorming
D)crowdsourcing
Q3) What is one of the most recent developments on the social media scene?
A)It will soon be possible to repost another user's message on Twitter.
B)Organizations will be able to host virtual networking events and "meet and greets" in the virtual world.
C)Searches on Bing will feature a Facebook module that shows you what your friends have liked as it relates to the search.
D)Marketers will be able to send short,160-character text messages to your cell phone.
E) YouTube users will not only be able to watch videos,but also be able to upload their own videos to the site.
Q4) Identify at least five devices through which social media can be accessed and delivered.
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Page 18
Chapter 17: Sales Promotion and Personal Selling
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Sample Questions
Q1) What is the term for a cash refund given to consumers for the purchase of a product during a specific time period?
A)a premium
B)a trade discount
C)a rebate
D)a functional allowance
Q2) Which of the following statements best describes the relative amount of time spent in the selling process by different types of salespeople?
A)A consultative salesperson would spend a lot of time generating leads.
B)A traditional salesperson would spend a lot of time following up the sale.
C)A relationship salesperson would spend a lot of time qualifying leads.
D)A consultative salesperson would spend a lot of time closing the sale.
Q3) You are the sales promotion manager for Vita-Balls,a new children's vitamin that is designed to be chewed like gum.Your company uses a pull strategy,and you are responsible for recommending sales promotion tools to accomplish this strategy.Describe three specific sales promotion activities you would recommend for Vita-Balls.
Q4) What are the seven steps in the personal selling process?
Q5) What is sales promotion? What are the objectives of sales promotion?
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Chapter 18: Pricing Concepts
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Sample Questions
Q1) What is the impact of the Internet on pricing strategies?
Q2) While shopping,Anita found a "gardening kit" containing a pair of work gloves,a trowel,and a hand rake handsomely arranged in a clay flower pot.The items,which were sold together,retailed at $24.50,but had been marked down to $12.99.The retailer sold only one for $24.50 and six at the $12.99 price.Which of the following describes demand for the gardening kit package?
A)It is predictable.
B)It is synergistic.
C)It is inelastic.
D)It is elastic.
Q3) Consumers use price as an indicator of the quality of a product,especially when consumers have a substantial degree of knowledge about the product.
A)True
B)False
Q4) Today's firms must develop specific,measurable,and attainable pricing objectives if they hope to survive in highly competitive markets.
A)True
B)False
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Page 20
Chapter 19: Setting the Right Price
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Sample Questions
Q1) Refer to Mrs.K's Premium Quebec Cheese.Which type of pricing involves dividing the state of Quebec into segments and pricing products based on the freight charges to different segments?
A)uniform delivered
B)freight absorption
C)zone
D)basing point
Q2) Price discrimination can sometimes be justified.
A)True
B)False
Q3) Refer to Toronto Blue Jays.If you elected to buy a season pass for the same seat,the ticket price was reduced or discounted.This $35 is an example of which type of price?
A)base
B)zone
C)demand
D)functional
Q4) Two reasons are given to explain why some companies price their products too,low thereby reducing company profits.What are they?
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Chapter 20: Developing a Global Vision
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Sample Questions
Q1) Arista-Buvez,Inc.manufactures a specialized fish food designed to enhance the natural colouration of tropical fish.The product is exported to 27 countries.Arista-Buvez wants to convey similar messages to its target market in each country and has a small promotional budget.To ensure the company fully meets the needs of all global markets,Arista-Buvez's most logical choice is to develop a new and unique promotional campaign for each country.
A)True
B)False
Q2) Petroleum shortages have resulted in all of the following EXCEPT which of these?
A)the creation of huge amounts of wealth for oil-producing countries such as Norway and Saudi Arabia
B)the inability of oil-producing nations to service foreign debts when prices go up
C)the capacity for some countries such as Mexico and Venezuela to borrow heavily against oil reserves to develop more rapidly
D)inflation in oil-dependent nations and transfer of wealth to oil-producing nations
Q3) What is a market grouping? Describe the best-known market grouping.
Q4) Describe a multinational corporation (MNC).Name two MNCs you are familiar with.
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