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Marketing Management

1. 2. Single Segment concentration strategy is based on which competitive strategy : specialization Which of the following focuses on how individuals make decision to spend available resources on consumption related products and services : consumer behaviour 3. 4. 5. Different type of buyer behavior are : Complex, Variety seeking, Simple buying Identifying competitors has become a complex task due to : Emergence of industries It is a firm in a strong but not dominant position that follows an aggressive strategy of trying to gain market share : Market follower 6. Promotional research is undertaken to determine : Media decision, creative testing, Brand positioning 7. Switching cost can be Financial where a customer perceives a high risk in switching to a rival brand. 8. In the customer service external marketing matrix, the optimal quadrant in terms of marketing excellence as well as in terms of utilization of resources are : Quadrant 2 9. Presence of a very strong and growing number of middle class consumer makes for attractive markets : True 10. Switching costs can be Psychological where a customer perceives a high ris k in switching to a rival brand. 11. Which of the following strategy focuses on producing low cost clones, low cost manufacturing and operates in localized markets: Imitative Strategy 12. In which of the following type on open ended questions, words are presented, one at a time and respondents mention whatever comes to their mind connected with the given clue: Sentence Completion 13. Which of the following is a simple analysis of political, economical, social and technological factors : Step analysis 14. It is a detailed analysis focused on identifying opportunities, threats etc which has the potential to effect the business strategy : Strategic analysis 15. Which of the following revolution is a direct result of the digital revolution : Knowledge revolution 16. Which of the following are the existing products that are targeted to new market segments : Improvements and revisions of existing products 17. Objectives of market penetration are : Increase / maintain market share, restructuring mature market by driving out competitors, Increase usage by existing customer 18. 19. 20. Market research uses scientific methods for data collection and analysis to test prior notions. Even numbered pricing is used to denote a bargain : False Different type of sub cultures within a society are : Regional, racial, Relegious

Marketing Management
21. Which of the following is created when a company develops distinctive capabilities, competitive advantage or a core competency and then aims for a strategic position in the industry : Sustainable product differentiation 22. Which of the following is the ease with which a products benefits can be seen, emarginated or communicated to potential consumers : compatibility 23. 24. Changing technology may effect the demand for a firms products and services: True External analysis: Marketing audit, Internal analysis: strengths and weakness, too broad mission statement leads to : Marketing myopia, External environment: competitor, customer, market 25. 26. 27. Lower perceived risk causes high involvement in the purchase decision : True Raw material are classified as : Renewable, Non renewable, Natural Psychology: Study of an individual , Social psychology: Study of how an individual, Anthropology: Study of groups, Sociology : Influence of society on groups 28. The purpose of this research approach is to monitor service performance indicators and corrective action to improve performance : service operating data capture 29. Performance ratings are not diagnostic and can be misleading : True

Match the following: Question Selective exposure Selective perception Selective retention correct answer : Consumers are selective in : How consumer decodes the : How much of decoded message

Interpersonal Communication : Direct contact between sender 30. Which of the following is not only a communication tool but also a media tool and a medium of doing business: Internet 31. Demographic Profile of the consumer reveals how consumer allocate their time, energy and money to activities and their interests and opinions about various issues. 32. 33. 34. 35. A unique non traditional channel in India is dabbawala. Identifying competitors has become a complex task due to emergence of industries. During a given plan period , companie s persue a single growth direction only : True In this month of sales forecast, sales representatives in different territories develops estimates of how much each current and prospective customer will buy of the4 companys product : survey of buyers intentions 36. 37. 38. Product is commonly referred to as : Value proposition Purchasing power is function of : Income, occupation, Region Which of the following consis ts of competition among all product offering that compete for the customers money : Share of wallet

Marketing Management
39. Monopolistic structure is seen in industries where capital investment required to setup a firm is extremely high. 40. 41. Service operating procedures are documented in service standards. Which of the following is the last stage of the segmentation processes: Evaluating segment attractiveness 42. Communication takes place when : receiv er receives message, sender transmits message, message conveys the meaning 43. A highly concentrated buyer base will have the bargaining power and can create greater price competition. 44. Which of the following consists of competition among various firms in a given industry : Company competition 45. Which of the following represents deeper motivations and goals that the customer is trying to satisfy : Brand assur ance 46. 47. Market research uses scientific methods for data collection and analysis to test prior notions. Which of the following relates to any non personal communication through the media such as press releases press conferences etc : Advertising 48. 49. 50. 51. 52. A set of product offerings with a certain category : Product line In depth Market research is the foundation of market segmentation. When entry barriers are low, new entrants pose a significant threat: True New product means : Original product, Product improvement, Product modification After the new product has passed the conceptual stages it becomes more concrete in which stages : Test marketing, commercialization, Market strategy development 53. This method calls for identifying all potential buyer in each market and estimating their potential purchases : Expert opinion 54. 55. 56. 57. Slow skimming works when competitive threats is not so immanent : True Meaningful differentiation should satisfy the following criteria : Valued, Profitable, sustainable Brand competition consists of brands that directly compete for the same market segments. A company can be said to have competitive advantage if it posses a technology, assets or a functional excellence which its competitors do not enjoy. 58. Various bottom up method of sales forecast : Expert opinion, statical analysis, survey of buyers intention 59. 60. 61. 62. Different type of sub cultures are : Regional, Racial, Religious During a given plan period, companies peruse a single growth direction only : True Monopolistic structure is seen in : Police, defense, public transportation Market research is subjective as it attempts to provide accurate, impartial and unbiased information that refle cts the true state of affairs : True

Marketing Management
63. Competitive risk that a consumer feels causes him to be eit her more involved or less involved in decisions. 64. Threat of new entrants : Firm competitors, Threat of substitute : Substitutes, Bargaining power of buyers : suppliers, bargaining power of sellers : Consumers 65. Individuals acts and react on the basis of objective reality and not on the basis on their perceptions : True 66. 67. 68. The more perishable the product, the more the likelihood of price competition : True Often the selling concept, production and product concepts co exist in the organization: True Execution of sampling processes requires a detailed specification of how the sampling design decisions are to be implemented. 69. 70. Availability is also an important factor in choosing a channel. His theory states that human needs are arranged in a hierarchy from the most pressing to the least pressing : Abraham Maslow 71. 72. 73. An innovation is different from invention : True Attitudes can be changed or molded as they are learnt : True In product industries, type of customer services offered are : Value added services, After sales service, Customer environment 74. The element of the communications mix differ in their ability to influence and affect target markets : True 75. 76. 77. Its production may or may not be tied to a physical product : Services Marketer needs to think through five different levels of the product: True For la rge companies which are diversified into several businesses, mission statement for each SBU is essential: True 78. Buyer power is weak if : Buyer are concentrated, Suppliers are powerful if : suppliers are concentrated, economies of scale in all functions : commitment to labor force, Exit barrie r : switching costs are low 79. 80. 81. 82. 83. SWOT analysis allows a company to identify its Strengths and weakness Consumer perception impact all aspects of marketing. As per Rogers, adopter categories are : innovators, early adopters, late adopters All marketing efforts are directed towards enhancing value to the customer: True Which of the following gives a firm much greater pricing flexibility than its competitors without eroding its margins : Cost leadership 84. Which of the following indicates a broad range of prices within which the company would look to pricing the product: Pricing strategy 85. 86. Effective marketing programs can be created for serving the market : Accessible Companies needs to become strong competit ors by building competitive brands

Marketing Management
87. A horizontal marketing system is a tightly coordinated distribution channel designed specially to improve operating efficiency and marketing effectiveness. 88. 89. Characteristic s of growth stage are : Sharp growth in sales, Pro fits, no competitors A segmented approach to business strategy in win win situation for consumers and companies: True 90. 91. Advertising can create demand for or sell a poorly conceived product : True Levels of consumer decision making are: Extensive problem solving, Limited problem solving, Reutilized problem solving 92. 93. Letter of authorization delivers the report to the authorities. Objectives of market penetration : Increase maintain market share, restructuring mature market by driving out competitors, Increase usage by existing customers. 94. The drawback of this model is that the weightings and ratings are assigned by managers and may not always be very objective : GE Multifactor Portfolio matrix. 95. 96. 97. 98. 99. 100. 101. Markets with significant market share are called Fragmented markets. The industry structure determines who captures Market Dealers is guaranteed exclusive rights to the use of brand name and logo. 100% of target market ultimately adopt the product of service innovation : True Product mix is a mix of tangible and intangible needs Intrinsic qualities of an individual are : Motivation, personality, perception. Following efforts made by the company create powerful brand accessories: Public ity, Public relations, Sales promotions. 102. 103. This country scores very high on collective style of functioning and decision making : Germany Those brands that make a very powerful emotional connect with the target market are rewarded with a long lasting position : True 104. Major product characteristics that influence consumer acceptance of new products : Relative advantage, Compatibility, Sustainability 105. What are the key areas of focus for service distribution : After sales service, minimize waiting time, Managing service capability 106. Differentiated marketing relies on mass production and standardization of the product to achieve profitability. 107. Education and occupation determine the stability of present earnings as well as future growth potentials in earnings; True 108. 109. Which of the following are purely intangible services : Legal, counseling, consulting Analyzing a competitors image requires extensive research with : Customer, chain of buyers, stakeholders

Marketing Management
110. To remain a market le ader which key strategic actions are required : expand the market, defend market share, Increase sales when market siz e is constant 111. Who am I : The brand name, What am I: Competitors brand name, For whom am I : Point of differentiation, Why me : Target markets demographic fit 112. Generic dimensions along with customers evaluate service quality are : Reliability, Assurance, Responsiveness 113. The external environment of an organization can be analyzed by conducting a : Environmental scanning 114. 115. Product Perishability is seen to increase rivalry between firms Which of the following is defined as any change, alteration or renewal of an existing product/ processes which significantly improves product performance and perceived value: Innovation 116. Positive consequences of recession are : Reduction in waste, more efficient system, realistic perceptions of working conditions 117. Various business growth strategies are : Market penetration, Market development, Product development 118. Which of the following is a process that turns marketing plans into action plans and ensures that plans are executed in the way that accomplishes objectives : Evaluation 119. 120. 121. Customer service can expand or contract depending upon the situation. Perceptions can be influenced by marketers through repetitive exposure. Which of the following is a measure of brand recall when a potential use situation arises: Share of design 122. Base Price price can be lowered through the use of discounts and related tactics of allowances, rebates etc. 123. Which of the following is any form of direct but not personal contact with the targ et market : Direct Marketing 124. 125. 126. Product line represents the physical or functional solution offered to a set of target customer. Test Marketing permits testing the impact of alternative marketing plans. Effects of competitions on pricing are: Forces price down, Gives more choices, Raises price sensitivity 127. Technique used to determine the few underlying dimensions of a larger set of intercorelated variables : Factor analysis 128. 129. Acquired needs are also called Primary needs Consumer goods can be further classified as per shopping habits of customers into : convenience goods, specialty goods, impulse goods 130. Trial is the stage where consumer becomes aware of the innovation but lacks information about it.

Marketing Management
131. 132. External analysis reveals a firms competitive advantage and core competencies if any. Which of the following are used to announce new store openings, special offers for existing customers, offer new products and upgrades etc: advertising and sponsored content 133. A highly concentrated buyer base will have the bargaining power and can create greater price competition . 134. Which of the following products are usually in value or economy segments or any other segments where a tactical presence is required : Defending brands 135. Easy reparability and access to service centers are key aspects on which companies can differentiate their product offerings. 136. Companies are tempted to repeatedly run sales promotions as they produce quick and early results.: True 137. Complex buying behavior: High involvement, Variety seeking buying behavior: high involvement, Habitual buying behavior: Low involvement, Dissonance reducing buying behavior: Low involvement 138. Which of the following consis ts of brands that directly compete for the same market segments : Brand competition 139. Which of the following are products in different forms and they cut across industry boundaries : Substitutes 140. The detailed internal and external strategic analysis conducted by the company aids the Targeting decision. 141. The threat of new entrants depends on : entry barriers to an industry, capital investments, government licensing 142. 143. The ABC of positioning stands for : Brand, Audience, competitors Which of the following brands are differentiated products competing in high growth markets : fighter brands 144. 145. 146. 147. 148. Classification of products also changes as the product moves through its life cycle: True New product means : Original product, Product improvement, Product modification A push strategy is a must for high involvement products : True Personal sell ing positions the brand at the desired slot in the consumers mind: True Commercialization is the stage at which the product and marketing program are introduced to a more realistic market selling. 149. 150. Mix and match is the key theme of an integrated marketing communication compaign: True For the customer, Product category is a range of solutions to a given problem or need irrespective of its physical form or manufacturing processes. 151. Service Standards needs to be clarify defined and communicated to all service employees.

Marketing Management
152. Market evolves through the following steps : Emerging market, Introductory markets, Growth Markets 153. 154. 155. Marketing plan begins by identifying various market segments in a given market Intrinsic qualities of an individual are : Motivation, personality, perception The three interrelated but distinct stages of consumer decision making are : Input, Process, Output 156. Characteristic s of price buyers are : Low value of differentiation, Low pain of price, High value of differentiation 157. Statistician sifts through the data through Data mining to identity purchasing patterns and market segments. 158. 159. 160. Various levels of a product are: Basic, core, expected Internet are valuable tool for building loyal partnerships with customers. Distribution channels provides a critical linkage to ultimate customers in an effective and efficient manner: True 161. Which of the following research is undertaken to arrive at a solution and in used in decision making to solve marketing problems: Problem solving research 162. Various bottom up methods of sales forecast are : of buyers intention 163. 164. Which of the following are the standard accepted forms of behaviors: Values Different circumstances for repositioning are : increasing occasions for use, increasing sales, changed market conditions 165. the key task of marketing communications is to build Awareness of the product to the consumer 166. a critical aspect of managing distribution channels is managing social relationship among channel members for achieving synergy True 167. it is only companies that aim to achieve a strategic position in the industry that can create a sustainable product differentiation True 168. the benefit that a brand seeks to provide has following dimensions: Functional, Emotional, Physical 169. differentiation can be created in following ways: provide the same solution in better ways and at better price and place, provide a unique solution that nobody else provides 170. 171. 172. consumer research studies attempt to understand the consumers heart space False circles in GE matrix represents: Business strength whether a company goes for differentiated or undifferentiated marketing approach depend on a companys: competitive advantage, competitive strategy, number of competitors 173. people use products to convey: Self Concept, Personality, Image Expert opinion, stastical analysis, survey

Marketing Management
174. 175. 176. 177. repositioning involves modification of elements of Marketing Mix. various levels of product are: Basic, Core, Expected most companies choose both, direct and indirect channels True in this method of sales forecast, companies commission research organisations to conduct periodic surveys of consumer buying intentions. Survey of buyers intentions 178. in which of the following stage does the consumer get stimulated to seek information about the innovation Trial 179. 180. 181. following are acquired needs: Self Esteem, Prestige, Sex Test Marketing is the testing of how this concept is to be marketed to consumers. the goal of firms Promotion strategy to inform, educate, persuade and remind target customers about the benefits of organisations products 182. 183. 184. the Introduction stage of product life cycle is generally marked by the absence of competition raw materials are classified as: Renewable, Non Renewable, Natural which of the following decisions im pact the profitability of the organisation but have no significant impact on the long run profitability of the company Operational Decision 185. which of the following concept states that customers want basic products that are mass produced, widely available and at the lowest price: Production concept Match the following Question Economic factors Demographic factors Socio cultural factors New global economy 186. 187. 188. 189. 190. 191. correct answer Credit availability, income growth income growth, urbanization Customs, lifestyles De regulation, Globalisation

Sampling technique is a representation of ele ments of the target population. Marketing focuses on the needs of the buyer. following conveys the brands character: Strong Visual Presence, Events, Sponsorships SWOT analysis exercise is very organisation specific False inequitable channel relationships lead to: Channel Conflict between the two levels of market minimum and market potential exists the opportunity for the company to stimulate market demand. True

192.

indirect channels while giving the company increased control, increase financial management issues. False

193.

various branding strategies available are: Individual Brand Name, Umbrella Brand Name, Range Brand Name

194.

various methods of geographic pric ing are: FOB origin pricing, Uniform delivered pricing, freight absorption pricing

Marketing Management
195. 196. what are unsought goods: goods purchased without planning or search which of the following is the most scientifically valid research, the purpose of which is to capture cause and effect relationships by eliminating the competing explanations of observed findings Experimenta l Research 197. 198. Hertz is a service firm sponsored retailer franchise. which of the following desire the benefits of innovation but are more practical about the difficulties. Pioneers 199. 200. 201. if entry barrie rs are high, then new entrants do not pose a significant threat. False New products shape the future of the company. factors that influence price sensitivity are: Reference Price Effect, Difficult Comparison Effect, Switching Cost Effect 202. which of the following is the most common instrument used to colle ct primary data? Questionnaire 203. 204. 205. Trend is force for creative destruction Low Market Potential / Demand Function indicates problem areas in the marketing program. learning takes place even when responses are not overt. True

Match the following Question Marketing Myopia Father of modern automobile Mass production of products Customers exhibit buying inertia 206. 207. Correct answer Product concept Henry Ford Production concept Marketing concept

a companys success with its products depends equally on the success of each element. True these are the prevailing philosophies of doing business today Production Concept , Customer Conce pt, Selling Concept

208.

Vertical channels are used when the customer base is geographically concentrated or consists of institutional buyers.

209.

these theories help marketers develop appropriate strategies for introduction of their innovative products to the market: Product Life Cycle, Profit Curve, Consumer Adoption

210. 211. 212. 213.

in BCG growth rate matrix, horizontal axis represents: Market share relative to competitors sources of secondary data are: Government Sources, Commercial Database, Consumer Survey companies that fail to embrace newer Technologies will see their business decline. it depicts a set of variables and their interrelationships and helps the researcher by depicting the research problem in different ways and conceptualising an approach to the problem: Analytical models

214.

Commercialisation is the final launch plan for the product.

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Marketing Management
215. 216. 217. service industry is a highly People intensive business. these are the ego needs: Prestige, Status, Self Esteem it is the extent to which decisions are based on long term orientation, past versus present versus future, and punctuali ty etc: Time Orientation 218. this type of advertising is used at the introduction stage of the life cycle when the company is aiming to create a primary demand for the product concept. Product advertising Match the following: Question Physical evidence Traditional p Additional service p Temps 219. Correct Answer Perishability Promotion Part time employees Tempos the channel for services distribution is: simultaneous, production and distribution is simultaneous 220. these are the collective learning in the organisation on how to coordinate diverse production skills and integrate multiple streams of technologies. Core competence 221. for the consumer, product category is a range of solutions to a given problem or need, irrespective of its physical form or manufacturing processes. 222. during which period of product life cycle, does innovative new products need much more exposure in the media then conventional advertising. Introduction 223. 224. Type of changes in the macro environment are: Trends; Mega Trends; Fashion Switching costs can by financial as customers are locked into the asset bought until they decide to upgrade or replace it. 225. 226. 227. the growth of self service technologies call for a greater emphasis on Quality improvement. Achievement of service standards can be left to an employee. False factors that affect the perceived value of a products differences are: Reference Price; Switching Cost; Fairness 228. 229. 230. Marketers must try to understand the minimal expectations of their target markets. True functions of communication are: Encoding; Decoding; Noise educational levels of target markets directly determine their knowledge and product awareness. True 231. the purpose of defend strategy is not merely to react with price but to convince the competitor to back off. 232. 233. entry barriers do not change over time. False it is a direct contact between a sales representative and buyers to influence buyer in a purchase situation. Personal selling

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Marketing Management
234. 235. demographic factors are: Educational levels; Culture and values; Geographical distribution inconsistencies between what customers are told the service will be like and the actual service performance is caused by: Internal communication gap 236. 237. it is the ability to perform the promised servic e accurately and dependably. Perishability competitive advantage is a critical element of a firms: Product Differentiation; Product Positioning; Core Competence 238. educational levels of the target markets directly determine their knowledge and their awareness of the products. True 239. 240. 241. risk and uncertainty for the buyer is higher for physical product than for services. True company sales forecast follows the marketing plan. True it consists of competition among various products that satisfy the same need. Substitute competition 242. in this pattern of target market selection, the company attempts to cover all market segments with their products. Full market coverage 243. 244. 245. 246. inaccurate sales forecast can lead to either excess inventory or inventory shortfall. True in BCG growth share matrix, vertical axis represents: Market Growth Rate raw materials are classified as: natural products; raw m aterials and parts in this, the internet brings together a large number of customers to create a market place that a number of companies will be interested in. C2B 247. 248. there are differences in the way men and women shop and collect information. True market segments respond in a similar fashion to company and brand images. True correct answer The first T.V. Internet Breakthrough innovation Incremental innovation

Match the following: Question Invention Innovation Discontinuous innovation Continuous innovation 249.

the pricing strategy that a company adopts in the growth stage must be in line with the competitive position or companys strategy that its has decided to adopt. True

250.

it is an instrument that defines generic dimensions along which the customers evaluate service quality. SERVQUAL

251. 252. 253.

Exclusive products offer their target markets an ego gratification. Market research uses scientific methods for data collection and analysis to test prior notions. Psychographic profile of the consumer reveals how consumers allocate their time, energy and money to activities and their interests and opinions about various issues.

254. 255.

knowledge of a competitors present strategy indicates future growth directions. True technology can change lifestyle and buying patterns of consumers. True

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Marketing Management
256. 257. 258. 259. Major entry barriers are: economies of scale; government regulations he developed a two factor theory that distinguishes dissatisfies and satisfiers. Herzberg the value that the customer places on the product is largely the: perceived value market demand is the base level of sales that would take place without any specific marketing program in place. False 260. Reference price enables the firm to determine whether a product is selling poorly because it is over priced relative to its true worth. 261. 262. it is a strong internal stimulus compelling action. Drive Market segment is a group of individuals or organisations that share a homogeneous need as well as common characteristics such as age, gender, values etc. 263. 264. 265. 266. services can be patented. False companies buy competitors information and even pay for industrial espionage. False following are the types of conclusive research: Survey Research; Observational characteristics of market maturity are: competition covers major market segments; market consolidation; market fragmentation 267. 268. strong brands generate what for the company? Brand loyalty addition of the products to the existing product lines can be in the form of: variants; pack sizes, flavours 269. markets evolve through the following stages: emerging markets; decline markets; growth markets 270. the conditions under which the penetration pricing strategy may work are: upgrade version of an existing product; large proved market for the product 271. 272. it is a measure of the customers likeability of a brand. Share of heart characteristics of production concept are: mass production; achieving economies of scale; mass distribution 273. 274. the aim of consumer behaviour is to meet the needs of the target markets profitably. it is the added profit or loss resulting from an additional sale. Percentage contribution margin

Match the following: Question Competitor strategically weaker, price reaction too costly Competitor strategically stronger, price reaction too costly Competitor strategically weaker, price reaction is cost justified Competitor is strategically stronger, price reaction is cost justified 275. correct answer Ignore Accommodate Attach Defend

presenting a clear consistent positioning through all points of contact with the customer is critical to the concept of positioning. True

276.

end benefit effect can be understood in which two parts: derived demand; price proportion

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Marketing Management
277. 278. brands must have a consistent positioning through every point of contact with their customer. Core competency is not the only factor to be considered to determine the future growth potential of business. 279. major exit barriers are: government regulations; obligations to customers; distribution networks 280. 281. 282. Socio cultural segmentation basis are: social class; cultural values; sub cultures companies forming strategic channel alliances also known as multiple channel . companies that do not define their businesses in terms of customer needs suffer from: Marketing myopia 283. 284. Sample size refers to how many people should be surveyed. Marketers have to continuously review segments, segmentation variables and adapt their marketing mix to the evolving needs. True 285. in this industry structure, only one firm provides the product or service in a country or region. Pure monopoly 286. 287. The targeting process begins at the stage of consumer research for market segmentation. it is the degree to which potential customers perceive a new product as superior to existing substitutes. Relative advantage 288. 289. 290. 291. it is a scale that rates the importance of some attribute. Liker scale characteristics of mass marketing are: one standard product; one advertisement campaign letter of transmittal is written by the client to the researcher before the project begins. False it is a growth strategy where the business seeks to sell its existing products into new markets. Market skimming 292. key marketing objectives in maturity stages are: rationalisation of product lines to maintain profitability; finding new growth avenues; improved efficiency of marketing operations 293. Trial purchases are exploratory purchases as consumers attempt to evaluate a product through direct use. 294. various innovation models/ strategies that companies can follow are: integrator model; orchestrator model; licensor/licensee model 295. Addressing the need for its different dimensions is also known as developing: point of differentiation 296. different sources of value are: quality improvements; add features that enhance performance; identify customers perception of risk 297. 298. 299. 300. Additional Ps introduced for service marketing are: physical evidence, people; processes Monopolistic competition is seen in oil and steel industries. True perceptual maps have commonly three dimensions. False He learns from the market leader and adapts the improves leaders products. Adapter

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Marketing Management
301. Consistency is also an image of consistent performance quality or of a product living upto the performance commitments made by the company. 302. companies must view service qualit y improvement as an ongoing process rather than as an occasional project. True 303. 304. This segmentation variable divides the market by locations. Geographic these needs are essential for survival and to sustain biological life. Primary needs = lesser price sensitivity than cash = greatest price sensitivity = greater price sensitivity than = least price sensitivit y

Match the following: Income rich/ time poor customer Income rich/ time rich customer Cash poor/ time rich customer Cash poor/ time poor customer 305. 306. 307.

new product means: product improvement; product modification; competitors product Incremental costs are very similar to which other type of cost? Variable cost multiple factor index method to assess market potential of different territories is used primarily by: Consumer marketers

308.

Question Correct Answer Question Correct Answer Question Correct Answer Question Correct Answer Question Correct Answer Question Correct Answer Question Correct Answer

A channel's length is also called as horizontal dimension. False ________ distribution is used when a small percentage of customers account for a large part of sale. Selective The resell er's assortment influences it's Marketing mix , Customer mix , Supplier mix Specific ________ emerge from broad stratefgies Tactics What is Market development? Existing product New market Income,occupation,education, age,marital status are factors of which type of segmentation? Geographic , Demographic There are more number of substitutes for ________ products. Multi use

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Marketing Management
Question Correct Answer Question Correct Answer These are the characteristics of services Sold on basis of benefits , Quality control is tough Planning of long term strategies are based on following factors: Opportunity , Objectives, Strategies, Situation assessment, Organisation mission , Resources Competition tends to focus on ________ as a product moves through its life cycle. Price The onus of advertising, pricing and sales promotion policies is put on ________ distribution. Exclusive ________is a strong internal stimulus impelling action Drive Market foreacsts are available from sources like government False Physical distribution management includes Manufacturer , Middlemen , Warehouse operators Manufacturer , Customer , Middlemen , Warehouse operators Consumer behaviour is more challenging across international border. True Manufacturers offering variety of price promotions to their middlemen is called Trade promotion Total cost is the sum of ________ + Variable cost. Fixed cost Fixed cost Money is invested by way of Debt , Equity

Question Correct Answer Question Correct Answer Question Correct Answer Question Correct Answer Question Correct Answer Your Answer Question Correct Answer Question Correct Answer Question Correct Answer Your Answer Question Correct Answer

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Marketing Management
Your Answer Question Correct Answer Your Answer Question Correct Answer Your Answer Question Wide market coverage is achieved. Risk , Equity ________ describes a person's favourable or unfavourable action tendencies towards object Attitudes Attitudes Consumerism emerged in which era of Marketing? Sales Sales Correct Answer Intensive distribution. Your Answer Intensive distribution. Marketing channel Direct channel Vertical integration

Helps in the process of matching Marketing channel demand and supply. No intermediaries between producer and consumer. Direct channel

Combining two or more levels of Vertical integration a channel under one participant's control. Question Correct Answer Your Answer Question Correct Answer Your Answer Question Correct Answer Your Answer Question Correct Answer Your Answer

Logistics is an area of potentially high cost saving and improves customer satisfaction. True True Decline in buying power due to price levels rising more rapidly than income is called Inflation Inflation In pure competition many sellers and buyers are there and have major effect on demand and supply of the product's market price False True ________ measures actual sales and not intentions to buy Market tests Market tests

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Marketing Management
Question Correct Answer Your Answer Question This strategic posture invests sufficiently to stay in the race but avoids pre mature commitments Reserve the right to play Reserve the right to play As a person acquires additional units of a product, the amount of satisfaction(each unit adds to total satisfaction), is less than the previous unit. This is called Law of diminishing marginal utility Law of diminishing marginal utility New product forms and brands enter in which stage of product life cycle? Growth Introductory

Correct Answer Your Answer Question Correct Answer Your Answer

Question Correct Answer Your Answer

________ leads to generalisation where similar stimulus generate the same kind of response Reinforcement Cues

Question Correct Answer Your Answer

Marketer should keep company's mission and marketing objectives in mind while making pricing decis ions. True True

Question Correct Answer Your Answer

Socio cultural environment consists of Social class , Culture Technology , Socia l class , Culture

Question Correct Answer Your Answer

Commercial sources have following sources Advertising , Packaging , Sales persons Advertising , Packaging , Mass media

Question Correct Answer Your Answer

After sales service is provided in a customer orirnted firm True True

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Marketing Management
Question Correct Answer Your Answer Product should be considered from the point of view of Customer Customer

Question Correct Answer Your Answer

Types of Organisational Market Reseller market , Industrial market , Government market Reseller market , Industrial market , Government market

Question Correct Answer Your Answer

Research design is classifie d as : Function , Methodology Function , Methodology , Predictive , Experimental

Question Correct Answer

A diet conscious person after playing football is thirsty. He opts for : Diet coke

Question Correct Answer

"Idea screening" stage reduces the number of ideas based on company's criteria . True

Question Correct Answer

Categories of adopters are Innovators , Earlyadopters , Laggards

Question Correct Answer

Secondary data is cheaper and faster to collect than primary data True

Question Correct Answer

This method enables the forecaster to take into consideration seasonal fluctuations and long term fluctuations Time Series Analysis

Question Correct Answer

Wholesalers and retailers help manufacturer in carrying ________ flow to final buyers. Title

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Marketing Management
Question Correct Answer "Promotion" is considered in conjunction with "Convenience" . False

Question Correct Answer

To serve a market segment profitably means Sales revenue generated is more than cost of marketing effort

Question Correct Answer Your Answer

Uses of Market research are: Advertising effectiveness , Sales forecasting , Identifying market trends Advertising effectiveness , Sales forecasting , Identifying market trends , MIS formation Correct Answer It analyses consumer motives Uses past experiences to find solutions Obtains data from respondents in person One factor is constant and holding other factors Your Answer It is used to forecast future values such as sales revenue etc Uses past experiences to find solutions Obtains data from respondents in person Tests hypothesis about the relationship between dependent variables

Question Motivational research Historical research Survey research Experimental research

Question Correct Answer Question Correct Answer Question Correct Answer Question Correct Answer Question

________ measures actual sales and not intentions to buy Market tests This strategic posture invests sufficiently to stay in the race but avoids pre mature commitments Reserve the right to play As a person acquires additional units of a product, the amount of satisfaction(each unit adds to total satisfaction), is less than the previous unit. This is called Law of diminishing marginal utility New product forms and brands enter in which stage of product life cycle? Growth ________ leads to generalisation where similarstimulus generate the same kind of response

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Marketing Management
Correct Answer Question Correct Answer Question Correct Answer Question Correct Answer Question Correct Answer Question Correct Answer Question Correct Answer Question Correct Answer Question Correct Answer Question Correct Answer Reinforcement Marketer should keep company's mission and marketing objectives in mind while making pricing decisions. True Socio cultural environment consists of Social class , Culture Commercial sources have following sources Advertising , Packaging , Sales persons After sales service is provided in a customer orirnted firm True Product should be considered from the point of view of Customer Types of Organisational Market Reseller market , Industrial market , Government market Research design is classified as : Function , Methodology A diet conscious person after pla ying football is thirsty. He opts for : Diet coke "Idea screening" stage reduces the number of ideas based on company's criteria. True

True/False Question

Market foreacsts are availa ble from sources like government

Correct Answer False Your Answer True

Multiple Choice Multiple Answer

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Marketing Management
Question Physical distribution management includes Correct Answer Manufacturer , Middlemen , Warehouse operators Your Answer True/False Question Manufacturer , Customer , Middlemen , Warehouse operators

Consumer behaviour is more challenging across international border.

Correct Answer True Your Answer True

Multiple Choice Single Answer Question Manufacturers offering variety of price promotions to their middlemen is called Correct Answer Trade promotion Your Answer Trade in allowance

Select The Blank Question Total cost is the sum of ________ + Variable cost. Correct Answer Fixed cost Your Answer Fixed cost

Multiple Choice Multiple Answer Question Money is invested by way of Correct Answer Debt , Equity Your Answer Risk , Equity

Select The Blank Question ________ describes a person's favourable or unfavourable action tendencies towards object Correct Answer Attitudes Your Answer Attitudes

Multiple Choice Single Answer Question Consumerism emerged in which era of Marketing? Correct Answer Sales Your Answer Sales

Match The Following Question

Correct Answer

Your Answer

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Marketing Management
Wide market coverage is achieved. Helps in the process of matching demand and supply. No intermediaries between producer and consumer. Intensive distribution. Marketing channel Intensive distribution. Marketing channel

Direct channel

Direct channel Vertical integration

Combining two or more Vertical integration levels of a channel under one participant's control. True/False Question

Logistics is an area of potentially high cost saving and improves customer satisfaction. Correct Answer True Your Answer True

Multiple Choice Single Answer Question Decline in buying power due to price levels rising more rapidly than income is called Correct Answer Inflation Your Answer True/False Question Inflation

In pure competition many sellers and buyers are there and have major effect on demand and supply of the product's market price Correct Answer False Your Answer True

Select The Blank Question ________ measures actual sales and not intentions to buy Correct Answer Market tests Your Answer Market tests

Multiple Choice Single Answer Question This strategic posture invests sufficiently to stay in the race but avoids pre mature commitments Correct Answer Reserve the right to play Your Answer Reserve the right to play

Multiple Choice Single Answer Question As a person acquires additional units of a product, the amount of satisfaction(each unit adds to total satisfaction), is less than the previous

23

Marketing Management
unit. This is called Correct Answer Law of diminishing marginal utility Your Answer Law of diminishing marginal utility

Multiple Choice Single Answer Question New product forms and brands enter in which stag e of product life cycle? Correct Answer Growth Your Answer Introductory

Select The Blank Question ________ leads to generalisation where similar stimulus generate the same kind of response Correct Answer Reinforcement Your Answer True/False Question Cues

Marketer should keep company's mission and marketing objectives in mind while making pricing decisions. Correct Answer True Your Answer True

Multiple Choice Multiple Answer Question Socio cultural environment consists of Correct Answer Social class , Culture Your Answer Technology , Social class , Culture

Multiple Choice Multiple Answer Question Commercial sources have following sources Correct Answer Advertising , Packaging , Sales persons Your Answer True/False Question Advertising , Packaging , Mass media

After sales service is provided in a customer orirnted firm

Correct Answer True Your Answer True

Multiple Choice Single Answer Question Product should be considered from the point of view of

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Marketing Management
Correct Answer Customer Your Answer Customer

Multiple Choice Multiple Answer Question Types of Organisational Market Correct Answer Reseller market , Industrial market , Government market Your Answer Reseller market , Industrial market , Government market

Multiple Choice Multiple Answer Question Research design is classified as : Correct Answer Function , Methodology Your Answer Function , Methodology , Predictive , Experimental

Multiple Choice Single Answer Question A diet conscious person after playing football is thirsty. He opts for : Correct Answer Diet coke Your Answer True/False Question Diet coke

"Idea screening" stage reduces the number of ideas based on company's criteria. Correct Answer True Your Answer True

Multiple Choice Multiple Answer Question Categories of adopters are Correct Answer Innovators , Earlyadopters , Laggards Your Answer True/False Question Innovators , Earlyadopters , Late adopters , Laggards

Secondary data is cheaper and faster to collect than primary data

Correct Answer True Your Answer True

Multiple Choice Single Answer Question This method enables the forecaster to take into consideration seasonal fluctuations and long term fluctuations Correct Answer Time Series Analysis

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Marketing Management
Your Answer Time Series Analysis

Select The Blank Question Wholesalers and retailers help manufacturer in carrying ________ flow to final buyers. Correct Answer Title Your Answer True/False Question Title

"Promotion" is considered in conjunction with "Convenience" .

Correct Answer False Your Answer True

Multiple Choice Single Answer Question To serve a market segment profitably means Correct Answer Sales revenue generated is more than cost of marketing effort Your Answer Sales revenue generated is more than cost of marketing effort

Multiple Choice Multiple Answer Question Uses of Market research are: Correct Answer Advertising effectiveness , Sales forecasting , Identifying market trends Your Answer Advertising effectiveness , Sales forecasting , Identifying market trends , MIS formation

Match The Following Question Motivational research

Correct Answer

Your Answer

It analyses consumer motives It is used to forecast future values such as sales revenue etc Uses past experiences to find solutions Obtains data from respondents in person One factor is constant and holding other factors Uses past experiences to find solutions Obtains data from respondents in person Tests hypothesis about the relationship between dependent varia bles

Historical research Survey research Experimental research

Select The Blank Question ________ measures actual sales and not intentions to buy Correct Answer Market tests

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Marketing Management
Your Answer Market tests

Multiple Choice Single Answer Question This strateg ic posture invests sufficiently to stay in the race but avoids pre mature commitments Correct Answer Reserve the right to play Your Answer Reserve the right to play

Multiple Choice Single Answer Question As a person acquires additional units of a product, the amount of satisfaction(each unit adds to total satisfaction), is le ss than the previous unit. This is called Correct Answer Law of diminishing marginal utility Your Answer Law of diminishing marginal utility

Multiple Choice Single Answer Question New product forms and brands enter in which stage of product life cycle? Correct Answer Growth Your Answer Introductory

Select The Blank Question ________ leads to generalisation where similar stimulus generate the same kind of response Correct Answer Reinforcement Your Answer True/False Question Cues

Marketer should keep company's mission and marketing objectives in mind while making pricing decisions. Correct Answer True Your Answer True

Multiple Choice Multiple Answer Question Socio cultural environment consists of Correct Answer Social class , Culture Your Answer Technology , Social class , Culture

Multiple Choice Multiple Answer Question Commercial sources have following sources Correct Answer Advertising , Packaging , Sales persons

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Marketing Management
Your Answer True/False Question Advertising , Packaging , Mass media

After sales service is provided in a customer orirnted firm

Correct Answer True Your Answer True

Multiple Choice Single Answer Question Product should be considered from the point of view of Correct Answer Customer Your Answer Customer

Multiple Choice Multiple Answer Question Types of Organisational Market Correct Answer Reseller market , Industrial market , Government market Your Answer Reseller market , Industrial market , Government market

Multiple Choice Multiple Answer Question Research design is classified as : Correct Answer Function , Methodology Your Answer Function , Methodology , Predictive , Experimental

Multiple Choice Single Answer Question A diet conscious person after playing football is thirsty. He opts for : Correct Answer Diet coke Your Answer True/False Question Diet coke

"Idea screening" stage reduces the number of ideas based on company's criteria. Correct Answer True Your Answer True

True/False Question Correct Answer Your Answer

In negotiated contracts, the bid selected by buyer is not necessarily the lowest True True

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Marketing Management
Multiple Choice Multiple Answer Question Trade promotions include Correct Answer Your Answer Push money allowance , Promotional allowance Push money allowance , Cash rebates , Promotional allowance , Damaged goods allowance

True/False Question Correct Answer Your Answer

Change in company's strategy gives rise to problems necessitating a new structure to be made True False

Multiple Choice Multiple Answer Question What is break down approach Correct Answer Sales potential varies with country's general level of economic activity , Market and sales potential is based on economic forecast , Number of units that a buyer buys is multiplied by the total number of potential buyers in that territory to arrive at total sales Sales potential varies with country's general level of economic activity , Market and sales potential is based on economic forecast , Number of units that a buyer buys is multiplied by the total number of potential buyers in that territory to arrive at total sales

Your Answer

True/False Question Correct Answer Your Answer Select The Blank Question Correct Answer Your Answer True/False Question Correct Answer Your Answer

Consumer behaviour is easy to understand in familiar country like India for Indians. False True

Buyer's response in ________ method may not be applicable in other markets Market tests Market tests

The demand for a specific brand within a product category is called selective demand. True True

Multiple Choice Single Answer Question Deciding on the number of intermediaries to be employed by a producer is called:

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Marketing Management
Correct Answer Your Answer Match The Following Question Ballast business Gap analysis Corporate parenting Heartland business Intensity distribution Integral distribution

Correct Answer

Your Answer

Fit well but low opportunities Fit well but low opportunities Difference between desired and projected performance Managing SBU's by a corporate Give the highest priority Some fit and some misfit Managing SBU's by a corporate Give the highest priority

Multiple Choice Multiple Answer Question These products move through short channels: Correct Answer Your Answer Eggs, Bread , Clothing , Cement Clothing , Maruti 800 Car

Multiple Choice Single Answer Question What is Exclusive Assortment? Correct Answer Your Answer Select The Blank Question Correct Answer Your Answer Select The Blank Question Correct Answer Your Answer Carrying the line of only one manufacturer Carrying many unrelated product lines

Product means the ________ and services the company offers the target market. Goods Value

Firm's that lack promotional skills rely on ________ for promotional push. Middlemen Advertising agents

Multiple Choice Single Answer Question Government units that purchase or rent goods for carrying out main functions of government is called Correct Answer Government Market Your Answer Reseller Market

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