Business Marketing
Test Questions
Course Introduction
Business Marketing explores the strategies and practices used by organizations to promote and sell products or services to other businesses and institutions rather than individual consumers. The course covers key concepts such as market segmentation, targeting, value propositions, relationship management, and the unique characteristics of business-to-business (B2B) markets. Students will analyze buyer behavior in organizational settings, examine the role of supply chains, and study the development of marketing strategies tailored to business clients. Case studies and real-world examples are used to illustrate best practices, competitive positioning, and the impact of digital technologies on B2B marketing.
Recommended Textbook Marketing 11th Edition by Charles W. Lamb
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Chapter 1: An Overview of Marketing
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Q1) _____ is the collaborative efforts of people to achieve common objectives.
A) Effort training
B) Teamwork
C) Empowerment
D) OJT training
E) Mediation
Answer: B
Q2) Marketing is important to business,so marketing should be part of the job of everyone in the organization,not just those in marketing.
A)True
B)False
Answer: True
Q3) Which marketing management philosophy focuses on the question,"What can we make or do best?"
A) production
B) marketing
C) sales
D) societal
E) internal Answer: A
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Chapter 2: Strategic Planning for Competitive Advantage
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Sample Questions
Q1) The Home Depot's purchase of Hughes Supply Company allows it to better meet the needs of its current business customers.This is an example of product development.
A)True
B)False
Answer: True
Q2) InBev bought Anheuser Busch.How will this purchase affect InBev's marketing mix?
A) It will only affect the product element of InBev's marketing mix.
B) It will only affect InBev's four Ps--not its marketing mix.
C) It will affect all of InBev's marketing mix elements, either directly or indirectly.
D) It will not affect the promotion or distribution elements of the InBev marketing mix.
E) It will have no affect on InBev's marketing mix.
Answer: C
Q3) Strategic planning is most effective when managers view it as an annual exercise. A)True
B)False
Answer: False
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Chapter 3: Ethics & Social Responsibility
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Sample Questions
Q1) The four components of the pyramid of corporate social responsibility are:
A) sustainability, creativity, profit, and culture
B) organizational culture, creativity imagery, economic performance, and objectivity
C) organizational, financial, social, and cultural responsibilities
D) sustainability, legality, creativity, and competition
E) economic, legal, ethical, and philanthropic responsibilities
Answer: E
Q2) People who believe in the _____ judge according to time-and-place ethics.
A) virtue theory
B) deontological theory of ethics
C) utilitarian theory
D) theory of moral relativism
E) casuist ethical theory
Answer: D
Q3) Unfortunately,most businesspeople have not progressed beyond the self-centered and manipulative actions of preconventional morality.
A)True
B)False
Answer: False
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Page 5
Chapter 4: The Marketing Environment
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Sample Questions
Q1) Baby boomers represent a monolithic group.
A)True
B)False
Q2) Companies use environmental management when they implement strategies that attempt to shape the external environment within which they operate.
A)True
B)False
Q3) The _____ is an agency that prevents the use of unfair methods of competition in commerce.
A) Federal Communications Commission
B) Commerce Department
C) Commission for Fair Trade
D) Federal Trade Commission
E) Sherman Antitrust Agency
Q4) Inflation is a measure of the decrease in the value of money,expressed as the percentage reduction in value since the previous year.
A)True
B)False
Q5) Compare and contrast basic and applied research. Give an example of each.
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Chapter 5: Developing a Global Vision
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Sample Questions
Q1) Belgian Beer brewer InBev bought Anheuser-Bush for $52 billion.This is an example of a _____.
A) export
B) joint venture
C) franchise
D) licensed agreement
E) foreign direct investment
Q2) Explain the following statement: "The Internet economy is being restrained by the old bricks-and-mortar rules,regulations,and habits."
Q3) The role of a domestic company that sells to an export merchant (also called a buyer for export)is to:
A) guide the marketing actions of the merchant as the goods are sold in foreign countries
B) pay all transportation, warehousing, and marketing expenses
C) sell the product to that merchant who resells the product in the foreign country without the aid or input of the original manufacturer
D) broker a partnership agreement such as a joint venture
E) dictate conditions of sale in foreign countries
Q4) Why is developing a global vision important for firms in the United States?
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Chapter 6: Consumer Decision Making
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Sample Questions
Q1) Refer to New Car Purchase.If you evaluate Zena's choice of a Chrysler based on Maslow's needs hierarchy,the car was bought to meet _____ needs.
A) self-actualization
B) security
C) esteem
D) safety
E) physiological
Q2) Jan's twin sister Joan is a fantastic cook who makes wonderful homemade meals for her family.Jan cannot cook and wishes she could do the same.An ad for Stove Top stuffing promises "one box,three meal ideas,30 minutes." Jan makes a point of adding this item to her grocery list.According to Maslow's Hierarchy this ad appeals to Jan's _____ needs.
A) physiological
B) interactive
C) esteem
D) safety
E) self-actualization
Q3) Why do marketers study consumer behavior?
Q4) Compare and contrast beliefs and attitudes.
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Chapter 7: Business Marketing
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Sample Questions
Q1) An acute shortage of heavy-duty tires is threatening to disrupt operations in mining and construction sites around the world.According to one mine operator,"I've got the coal and market,and I have the trucks to haul the coal,but I don't have the tires.I'd be willing to pay double the price if I could get the tires I need." The demand for heavy-duty tires is:
A) joint
B) inelastic
C) elastic
D) congruent
E) derived
Q2) Briefly describe the four major categories of customers in business marketing.Give examples of companies or organizations in each category.
Q3) Discuss the difference between disintermediation and reintermediation.Give an example of a company you are aware of that used these strategies.
Q4) Consumable items that do not become part of the final product are called supplies.
A)True
B)False
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Chapter 8: Segmenting and Targeting Markets
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Q1) Clearing Skies Press published a book by Robert Ruark entitled Keeping the Baby Alive Till Your Wife Gets Home.It is an advice book for new fathers.The market for this books is based on demographics.
A)True
B)False
Q2) Redbook magazine targets what it calls "Redbook jugglers," defined as 25- to 44-year-old women who must juggle family,husband,and job.According to a Redbook ad,"She's the product of the 'me generation,' the thirty-something woman who balances home,family,and career- more than any generation before her,she refuses to put her pleasures aside.She's old enough to know what she wants.And young enough to get it." This is an example of _____ segmentation.
A) demographic and psychographic
B) benefit desired and usage rate
C) geodemographic and benefit desired
D) demographic and usage rate
E) benefit desired and demographic
Q3) A product's positioning could be based on product users.
A)True
B)False
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Page 10
Chapter 9: Decision Support Systems and Marketing Research
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Sample Questions
Q1) Radio One is the largest U.S.radio broadcasting company targeting Black Americans today.Radio One staffers are constantly reviewing secondary information looking for any emerging trends in their target market.Potential disadvantages of this research approach include:
A) the questionable quality of the data
B) the high cost of collecting secondary data
C) he length of time it takes to collect secondary data
D) interviewer bias during the collection process
E) the potential for sampling error
Q2) Ethnographic research is a form of experiment research because it is conducted without any preconceptions.
A)True
B)False
Q3) What is marketing research? Name and briefly describe the three functional roles of marketing research.
Q4) List in order the seven steps of the marketing research process.
Q5) Marketing research is important to management because it helps managers in several ways.Discuss three major benefits of marketing research to managers.
Q6) Discuss two advantages and two disadvantages of using primary data.
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Chapter 10: Product Concepts
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Sample Questions
Q1) Refer to Alberto Culver Company.If a marketer looks only at the toiletries division and notes the brands and items within only that division,he or she is analyzing the _____ of the product line.
A) width
B) length
C) depth
D) levels
E) consistency
Q2) Refer to Nestle. What adjustment to its product mix is Nestle doing when it sells underperforming items?
A) product line extension
B) product line contraction
C) product pruning
D) product line retraction
E) functional modification
Q3) Cultural traits can make a package design successful in one country and a failure in another.
A)True
B)False
Q4) How would a marketer define the term product?
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Chapter 11: Developing and Managing Products
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Sample Questions
Q1) Companies that are most likely to succeed in the development and introduction of new products typically are characterized by all of the following EXCEPT:
A) establish an environment conducive to achieving new-product objectives
B) make the long-term commitment needed to support innovation and new-product development
C) capitalize on experience to achieve and maintain competitive advantage
D) use a company-specific approach that is driven by corporate objectives and strategies with a well-defined new-product strategy at its core E) introduce ten new products every year
Q2) The process of converting applications for new technologies into marketable products is called:
A) basic research
B) product modification
C) marketing development
D) product development
E) correlation analysis
Q3) Very few firms follow a formal new-product development process.
A)True
B)False
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Chapter 12: Services and Nonprofit Organization Marketing
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Sample Questions
Q1) Which type of service processing occurs when the service is directed at customers' physical possessions such as cars,homes,or clothing?
A) people processing
B) possession processing
C) mental stimulus processing
D) information processing
E) tangible processing
Q2) Refer to Boutique Hotels.When a guest asks an employee for directions to a local gallery or museum,the service received cannot be stored or warehoused.This service,therefore,is characterized as:
A) inseparable
B) perishable
C) intangible
D) unstable
E) homogeneous
Q3) Discuss three issues relating to target markets that are unique to nonprofit organizations. Provide an example of each issue.
Q4) What is a nonprofit organization? Discuss the marketing activities performed by nonprofit organizations.
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Chapter 13: Marketing Channels
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Sample Questions
Q1) _____ distribution occurs when a producer selects two or more different channels to distribute the same products to target markets.
A) Selective
B) Intensive
C) Dual
D) Contractual
E) Cumulative
Q2) Kayak.com is a company that allows customers to efficiently search databases to find the best airline and hotel deals all over the Web. Kayak does not make bookings,but rather provides recommendations for the best travel plans.Travel providers pay Kayak a commission when customers click through to their sites. Kayak.com,travelers,the airlines,and the hotels are all part of a:
A) facilitating agency
B) marketing mix intermediary
C) selective promotion channel
D) marketing channel or channel of distribution
E) transportation channel or channel of movement
Q3) Define channel power,channel control,channel leadership,and channel partnering and explain how these four terms are related.
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Chapter 14: Supply Chain Management
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Sample Questions
Q1) Explain what is meant by supply chain integration and list the six types of integration sought by firms interested in providing top-level service to customers.
Q2) Distribution managers select different transportation modes based on several distinct criteria.List and briefly define these criteria,and name the best and worst transportation mode for each criterion.
Q3) All of the following are benefits of supply chain management EXCEPT:
A) increases flexibility of supply chain activities
B) improves customer service
C) reduces supply chain costs
D) decreases cash flow
E) key means of differentiation for a firm
Q4) Which business process ensures that firms in the supply chain have the resources they need?
A) manufacturing flow management
B) customer service management
C) product development and commercialization
D) order fulfillment
E) demand management
Q5) List the components of the logistics function in the supply chain.
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Chapter 15: Retailing
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Sample Questions
Q1) Refer to Diaz.Customers of Diaz's coffee shop can purchase coffee,coffee makers,mugs,chocolate,music CDs,and all sorts of unique gift items. Diaz is practicing:
A) m-commerce
B) interactive merchandising
C) lifestyle merchandising
D) scrambled merchandising
E) pop-up shopping
Q2) Every October through December,Hickory Farms opens a temporary store in many malls to sell products during the Christmas season without the long-term commitment of a more expensive retail lease. This is an example of a pop-up shop.
A)True
B)False
Q3) Which type of retail store would typically have the highest labor costs?
A) warehouse club
B) department store
C) off-price store
D) off-price retailer
E) discount store
Q4) Discuss three new developments in retailing.
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Chapter 16: Promotional Planning for Competitive Advantage
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Sample Questions
Q1) AIDA is an acronym for Attention-Interaction-Desire-Action.
A)True
B)False
Q2) A blend of more advertising and sales promotion and less personal selling is useful when the target market is informed,loyal to the product in question,and geographically widely scattered.
A)True
B)False
Q3) An ad in a trade magazine targeted to veterinarians urges them to prescribe Hepato for cats and dogs with damaged livers.This ad was placed by the product's manufacturer.This ad is an example of how manufacturers use a(n)_____ strategy.
A) kinetic
B) pull
C) inertia
D) advertorial
E) push
Q4) Explain the concept of integrated marketing communications (IMC)and discuss why it has been growing in popularity.
Q5) Define promotion and discuss its role in a company's marketing mix.
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Chapter 17: Advertising and Public Relations
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Q1) Name five major advertising media.List two advantages and two disadvantages associated with the use of each.
Q2) Testing the effectiveness of a media campaign can be done either before or after the campaign is run.
A)True
B)False
Q3) How can advertising affect consumers?
A) changes cultural practices and conventions
B) changes strongly held values
C) manipulates society against its will
D) changes negative attitudes to positive ones
E) makes people buy things they do not want
Q4) The U.S.Army created a video game called America's Army to boost its recruiting efforts.The game is an example of:
A) an interconnect
B) a videomercial
C) advergaming
D) a relationship tool
E) an infomercial
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Chapter 18: Sales Promotion and Personal Selling
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Q1) Cisco's WebEX web conferencing and collaboration solutions is designed to generate more qualified leads with powerful,targeted,cost-effective web based seminars.Such Internet seminars are also known as:
A) vision training programs
B) webinars
C) interconnects
D) bundled training programs
E) e-classes
Q2) When a salesperson offers a discount if a prospect places a larger order,he or she is using the process of:
A) summary
B) assumption
C) negotiation
D) adaption
E) follow-up
Q3) Sales promotion offers an incentive to buy.
A)True
B)False
Q4) List the advantages personal selling offers over other forms of promotion.
Q5) What are the tasks in the sales management process?
Page 20
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Chapter 19: Pricing Concepts
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Sample Questions
Q1) Name two advantages and two disadvantages associated with the use of break-even analysis.
Q2) Sherrie is seven years old and wants to open a lemonade stand in her neighborhood.She is having a tough time deciding whether to base her pricing objectives on market share,dollar sales,or unit sales.Regardless of which she chooses,her pricing objective can be categorized as:
A) status quo
B) profit oriented
C) need oriented
D) cost oriented
E) sales oriented
Q3) Firms that price their products solely on the basis of costs are adhering to the marketing concept.
A)True
B)False
Q4) As a product moves through its life cycle,the demand for the product and the competitive conditions tend to change.For each stage in the product life cycle,discuss pricing strategies appropriate for that stage.
Q5) What is the impact of the Internet on pricing strategies?
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Chapter 20: Setting the Right Price
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Sample Questions
Q1) Refer to Apple iPhone.When the iPhone 3G was released at half the cost of the current iPhone,it appeared that Apple's strategic focus had shifted from maximizing profits to gaining market share.Its lowered price was consistent with the _____ pricing approach.
A) price-bracketing
B) penetration pricing
C) price-lining
D) price-fixing
E) price-skimming
Q2) State laws that put a lower limit on wholesale and retail prices are called _____.In states that have these laws,selling below cost is illegal.
A) unfair trade practice acts
B) price floor laws
C) protectionism acts
D) transparency laws
E) price edicts
Q3) Distinguish between a cumulative and a noncumulative discount.
Q4) What activities occur once the marketing manager has established pricing goals? Why are these activities important?
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Chapter 21: Customer Relationship Management (CRM)
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Sample Questions
Q1) A basic assumption in any lifetime value calculation is that marketing to repeat customers is more profitable than marketing to first-time buyers.
A)True
B)False
Q2) All of the following are common CRM marketing database applications EXCEPT:
A) cross-selling other products or services
B) designing targeted marketing communications
C) activity-based costing applications
D) improving customer service
E) campaign management
Q3) A _____ is a central repository for data from various functional areas of the organization that are stored and inventoried on a centralized computer system so that information can be shared across all functional departments of the business.
A) data mart
B) customer information system
C) data warehouse
D) decision support system
E) data cluster
Q4) Compare and contrast a data warehouse and a database.
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