Marketing Management
Pre-Test Questions
Course Introduction
Marketing Management explores the principles and practices involved in planning, organizing, and overseeing marketing activities within an organization. The course covers key topics such as market analysis, consumer behavior, product development, pricing strategies, promotion, and distribution channels. Students will learn how to develop and implement marketing strategies that align with organizational objectives, make data-driven decisions, and respond to a dynamic marketplace. Through case studies and real-world examples, the course equips students with the skills required to address challenges and capitalize on opportunities in both domestic and global markets.
Recommended Textbook
Marketing 3rd Edition by Grewal
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19 Chapters
2763 Verified Questions
2763 Flashcards
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Page 2
Chapter 1: Overview of Marketing
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Sample Questions
Q1) Which of the following is a core aspect of marketing?
A)It creates value for the customer.
B)It involves exchanges.
C)It includes development of a marketing mix.
D)It occurs in many settings.
E)All of these are core aspects of marketing.
Answer: E
Q2) Brian is struggling with the choice of publishing his new book,"How to cook Polish Barbeque" as an e-book or a paperback.Brian is addressing which core marketing aspect?
A)Developing a promotional plan.
B)Managing the Exchange function of marketing.
C)Making product decisions.
D)Deciding where and how to sell the product.
E)Pricing the product.
Answer: C
Q3) Small start-up companies are unable to control their marketing mixes.
A)True
B)False
Answer: False
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Chapter 2: Developing Marketing Strategies and a Marketing Plan
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Sample Questions
Q1) When choosing marketing communication methods,the most effective and efficient option depends on:
A)the customers.
B)the value created.
C)the message.
D)all of these
E)none of these
Answer: D
Q2) Google and other search engines allow marketers to bid to have their ads shown when consumers search on keywords related to the firm's products.These marketers are attempting to create value through _____.
A)product
B)price
C)promotion
D)place
E)cost-based
Answer: C
Q3) What is the goal of product,operational,locational,and customer excellence?
Answer: Creating and developing customer value.
Page 4
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Chapter 3: Marketing Ethics
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125 Flashcards
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Sample Questions
Q1) Which of the following types of unethical behavior are likely to be observed in marketing environments?
A)High pressure sales techniques.
B)Deceptive sales tactics.
C)Misrepresentation of company data.
D)Misleading advertising.
E)All of these.
Answer: E
Q2) Charges that firms are using "sweatshop" labor to produce their products are likely to occur during the ___________________ phase of the strategic marketing planning process.
A)planning
B)implementation
C)control
D)evolution
E)marketing mix
Answer: B
Q3) During which phase(s)of the strategic marketing planning process are ethical issues likely to arise?
Answer: Issues can arise in any phase of the process.
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Chapter 4: Analyzing the Marketing Environment
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Sample Questions
Q1) When evaluating competitors,marketers need to assess competitors':
A)strengths.
B)weaknesses.
C)likely reaction to marketer's activities.
D)all of these.
E)none of these.
Q2) As the Euro becomes more expensive relative to the dollar,Americans are likely to purchase more European wines.
A)True
B)False
Q3) When considering the use of a radio commercial in England that was designed for U.S.markets,a marketer would likely need to consider which of the following aspects of culture that might be different between the two countries?
A)dress
B)symbols
C)demographics
D)language
E)social trends
Q4) In recent decades,how has income distribution changed in the United States?
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Chapter 5: Consumer Behavior
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Sample
Questions
Q1) When Dee has business in Denver,she often goes out for a fancy meal.When deciding where to go,the only restaurants she usually considers are the local Thai restaurant and the elegant French restaurant.Do these two restaurants represent her universal,retrieval,or evoked set of choices?
Q2) There are five types of risks associated with purchase decisions.Which of the following best describes a situation where your new car stalls in the middle of a busy intersection?
A)Physiological risk
B)Social risk
C)Financial risk
D)Functional risk
E)Psychological risk
Q3) Marketers fear negative word of mouth because when consumers are dissatisfied,they:
A)are less likely to say something than when they are satisfied.
B)often want to complain to many people.
C)buy more of the product to prove they were correct in their criticism.
D)often file a lawsuit.
E)all of these.
Q4) Why are attitudes important in consumer decision making?
Page 7
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Chapter 6: Business-To-Business Marketing
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Sample Questions
Q1) As purchasing manager for Avalon Electronics,Carrie is required to submit a vendor performance analysis every three months.To meet this requirement,Carrie will probably:
A)interview vendors and seek their feedback.
B)specify and weight performance factors and quantify results.
C)develop an RFP for vendor analysis.
D)recruit new suppliers.
E)use a modified rebuy vendor form.
Q2) Which of the following is NOT one of the four general types of organizational cultures?
A)autocratic
B)democratic
C)consultative
D)capitalist
E)consensus
Q3) Filseta is a textbook company salesperson about to call on the Philadelphia School District.She would like to know in advance whether the school district's buying center is autocratic or democratic.What is the difference between the two buying center cultures? How could this information be useful to Filseta?
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Chapter 7: Global Marketing
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Sample Questions
Q1) The 1999 World Trade Organization Ministerial Conference in Seattle ended abruptly following anti-globalization protests that were sometimes violent.What are the major criticisms of globalization?
Q2) Economic measures like GDP and GNI do not fully account for a country's economic health because they only measure:
A)material output.
B)international trade.
C)global expectations.
D)purchasing power parity.
E)poverty potential.
Q3) When a company decides to minimize risk and enter a global market by shipping its products to buyers in other countries,this is known as:
A)exporting.
B)franchising.
C)a strategic alliance.
D)a joint venture.
E)direct investment.
Q4) What is the primary criticism of the World Bank?
Q5) Define globalization and identify factors that facilitate globalization.
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Chapter 8: Segmentation, Targeting, and Positioning
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Sample Questions
Q1) 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.
Q2) Identify two segmentation methods used in segmenting markets and give an example of a situation where each might be used.
Q3) Talbots,an upscale women's clothing store,targets college-educated women between 35 and 55 years old with average household income of $75,000 or more.This is a form of ________________ segmentation.
A)benefit
B)geodemographic
C)psychographic
D)demographic
E)geographic
Q4) List the steps in the Segmentation,Targeting and Positioning Process.
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Page 10
Chapter 9: Marketing Research
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Sample Questions
Q1) Why are more and more market researchers using Web surveys?
Q2) Thomas has just conducted a focus group for Apple Computer Company,asking participants their opinions regarding new features Apple is considering for their iPod players.Apple's marketing manager wants to use the results of this focus group to justify product changes and new promotional strategies.As the market researcher,how would you respond?
Q3) The objectives of a research project define the type of data needed and:
A)the statistical software to be used.
B)the dates when data will be collected.
C)the forum in which the data will be presented.
D)the identities of research participants in the project.
E)the type of research necessary to collect the data.
Q4) Which of the following is NOT one of the guidelines for developing a market research questionnaire?
A)The layout should be professional and easy to follow.
B)Questions should only address one issue at a time.
C)Questions should be sequenced appropriately.
D)Questions should use vocabulary respondents are familiar with.
E)Sensitive questions should be asked first.
Q5) What is the difference between data and information?
Page 11
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Chapter 10: Product, Branding, and Packaging Decisions
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Sample Questions
Q1) Private-label brands like Gap and Victoria's Secret have increased in importance along with the increased power of _____________ in the supply chain.
A)manufacturers
B)wholesalers
C)supply chain specialists
D)retailers
E)manufacturer's reps
Q2) Harold is a loyal Coca-Cola customer.Loyal customers like Harold are typically less price sensitive than other consumers,benefiting businesses like Coca-Cola.
A)True
B)False
Q3) What are some deceptive and unethical practices firms might use in labeling food products?
Q4) What is brand extension? Provide an example of brand extension you have encountered.
Q5) What do the following brands have in common: Scotch tape,Kleenex tissues,and Xerox copiers?
Q6) What is the advantage of a corporate or family brand? Provide an example of one.
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Chapter 11: Developing New Products
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Sample Questions
Q1) The diffusion of innovation theory focuses on:
A)the geographic boundaries of innovation.
B)the relationship between pioneer brands and imitators.
C)the psychological traits of innovators.
D)the rate at which consumers are likely to adopt a new product or service.
E)all of these.
Q2) Carmen is ready to launch her company's new product,a line of chocolate for diabetics,based on her instincts and knowledge from thirty years of marketing.Her staff is encouraging her to delay the launch until test marketing can be done.What are the advantages and disadvantages of each approach?
Q3) Why do marketers take the time and cost associated with test marketing?
Q4) Which of the following adopter categories refers to the last large group of buyers to enter a new product market?
A)Late majority
B)Early majority
C)Laggards
D)Early adopters
E)Innovators
Q5) In new product development,what advantage do first movers have?
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Chapter 12: Services: The Intangible Product
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Sample Questions
Q1) When corporate headquarters announced new service quality standards for pizza franchise owners,Roland knew he would have trouble gaining employees' support because:
A)they were not involved in setting the goals.
B)perishable services were being replaced with tangible services.
C)they were not allowed to diverge from existing standards.
D)customers were required to create service quality standards.
E)the process involved both part-time and full-time employees.
Q2) Airline passengers in Europe receive much greater monetary compensation when they are bumped due to overbooking than do passengers in the United States.How do airline passengers determine what is "fair" when there is a service failure?
Q3) Which service gap is the Ritz-Carlton Hotel trying to address when it takes time and spends up to $1700 to train a new employee?
A)Standards gap
B)Knowledge gap
C)Performance gap
D)Communication gap
E)None of these
Q4) What is the best way managers can get employees to strive for excellent service?
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Chapter 13: Pricing Concepts for Establishing Value
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Sample Questions
Q1) Sharon knew that her established customers liked her product much better than the competitors.She was planning to expand into new markets,and she was considering pricing.She was leaning toward charging a higher price than competitors to help demonstrate that hers was a high-quality product.Sharon was considering:
A)a top of market strategy.
B)the value of quality.
C)advantageous pricing.
D)premium pricing.
E)differential pricing.
Q2) Fenton has always used standard markups to determine the prices for his clothing products.You are advising him to change his pricing strategy.What advice would you give Fenton?
Q3) If the fixed costs of manufacturing a new cell phone are $10,000,the sales price is $60,and variable cost per unit is $20,the break-even point is:
A)100 units.
B)4,000 units.
C)20 units.
D)1,000 units.
E)250 units.
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Page 15
Chapter 14: Strategic Pricing Methods
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Sample Questions
Q1) What is the advantage to a business of price bundling? What is the advantage to a consumer?
Q2) A reference price might be considered deceptive if:
A)the internal reference point is different from the external reference point.
B)the reference point has been inflated or is fictitious.
C)the reference price is more than two times the cost of the item.
D)the reference price has changed more than once in the past 12-month period.
E)All of the above
Q3) Cosmetic retailers often have one price for each item but another price for three or four similar items with the same brand,all attractively packaged together.These retailers are using:
A)price lining.
B)slotting allowances.
C)cumulative quantity discounts.
D)loss leaders.
E)price bundling.
Q4) Why do marketers of new and innovative products often start out with a price skimming strategy rather than a penetration strategy?
Q5) What does an everyday low prices strategy say to consumers?
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Chapter 15: Value Delivery: Designing the Channel and Supply Chain
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Sample Questions
Q1) In a pull supply chain,__________________________.
A)orders for merchandise are generated at the store level based on sales data captured at POS terminals
B)there is a greater likelihood of being overstocked or out of stock than in a push supply system
C)merchandise is allocated to stores on the basis of demand forecasts
D)inventory management is less responsive to customer demand
E)it is more difficult to manage conditions of high uncertainty than in a push supply chain
Q2) Especially in the fashion industry where styles and trends change rapidly,a quick response system can:
A)allow retailers to better forecast long-term demand.
B)reduce logistical overlay.
C)increase cross-docking promotional effectiveness.
D)align deliveries more closely with actual sales.
E)allow manufacturers to introduce unpopular styles and still be successful.
Q3) JIT systems require a strong commitment by each party.What does this include?
Q4) How can an electronic data interchange be used by a manufacturer to support the three Ps besides Place (i.e.,Product,Price,and Promotion)?
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Chapter 16: Retailing and Multichannel Marketing
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Sample Questions
Q1) There are three types of supply chain distribution intensity:
A)intensive,exclusive,and selective.
B)primary,secondary and tertiary.
C)administered,vertical,and independent.
D)global,national,and local.
E)corporate,contractual,and independent.
Q2) A manufacturer of high-end products might consider selling products in a warehouse club if:
A)there are no high-end shopping centers within a 100-mile radius of the warehouse club.
B)the warehouse club has a good reputation.
C)the manufacturer is trying to increase market share.
D)the manufacturer overestimated demand or has a great deal of returned merchandise from other retailers.
E)the warehouse club wants to upgrade its image.
Q3) Off-price retailers specialize in having a consistent line of merchandise available at discount prices.
A)True
B)False
Q4) Describe an extreme value retailer.Where are they often found?
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Chapter 17: Integrated Marketing Communications
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Sample Questions
Q1) If you send an email and include a link,you can track how many people took the desired action of clicking on the link.This is known as:
A)the click through rate.
B)impressions.
C)frequency.
D)gross rating points.
E)reach.
Q2) In the AIDA model,marketing communications move consumers stepwise:
A)through an integrated lagged effect simulation process.
B)from attention to awareness.
C)decoding to encoding.
D)through a series of mental stages.
E)all of these.
Q3) In the AIDA model,the "do" stage is the ________________ stage.
A)Awareness
B)Action
C)Interest
D)Desire
E)Intentions
Q4) What is the major advantage of direct marketing over advertising?
Page 19
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Chapter 18: Advertising,public Relations,and Sales
Promotions
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Sample Questions
Q1) The execution style of an advertising message must:
A)match the medium and the objectives.
B)correspond with globally accepted norms.
C)include a minimum of puffery and maximum media buy.
D)selectively pull retailers into the marketing channel.
E)all of these.
Q2) Informative advertising is used to:
A)prompt repurchase of a product.
B)create and build brand awareness.
C)get people to buy your product.
D)gather information about consumers.
E)all of these
Q3) Marketers know perception is a highly selective process.What does this mean for advertisers?
Q4) Which of the following is NOT part of public relations?
A)Annual reports
B)Coupons and rebates
C)Brochures
D)News releases
E)Copies of Op Ed pieces,letters to the editor and recent press clipping
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Chapter 19: Personal Selling and Sales Management
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Q1) Several months ago,Veronica took over the sales territory managed by a very successful salesperson.Veronica should use __________________ as a first source of leads.
A)current customers
B)Chamber of Commerce gatherings
C)trade shows
D)census data
E)competitor databases
Q2) _________________ is a sales philosophy and process that emphasizes a commitment to maintaining and investing in long-term,mutually beneficial business relationships.
A)Organizational buying
B)Cold calling
C)Psychographic selling
D)Relationship selling
E)Sales management
Q3) The three main elements of financial rewards for sales representatives are salaries,commissions and bonuses.
A)True
B)False
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