Institute of Research and Advance studies (IRAS) Multan

BBA: 3rd Semester Course: Principles of Marketing

Section (A): Multiples choice question (18)

Section (B): Shorts questions (10 Marks)

Section (C): Discussion questions (10 Marks)

Note: All question including Sec (A), Sec (B) and Sec(C) are compulsory.

Section (A): Multiple Choice Questions

Total Marks section (A): 10 Each Mcq contains: 0.5 Mark

Time allowed: 20 minutes

1. The ________ consists of all the organizations that acquire goods and services used in the
production of other services or products that are sold, rented or supplied to others

a) Consumer Market

b) Corporate Market

c) Business Market

d) None of the above

. Fewer, larger buyers is the key characteristic of _________

a) Business market
b) Consumer market
c) Both a and b
d) None of the above

. _________ is the demand for business goods which results from the demand for consumer goods.

a) Inelastic demand
b) Derived demand
c) Fluctuating demand
d) None of the above
8. Shoe manufacturers will not buy much more leather if the price of leather falls. Nor will they buy
much less leather if the price rises unless they can find satisfactory substitutes. It is an example of:

a) Derived demand
b) Fluctuating demand
c) Inelastic demand
d) None of the above

2. _________ put us into a frame of mind; liking or disliking an object, moving toward or away from it.

a) Habit
b) Belief
c) Attitude
d) None of the above

Section (B): Short question and answers.

Total questions: 5 Each contains: 2 Marks

Total: (10 Marks) Note: Attempt all question

Time allowed Sec(B) and Sec(C) : 1 hour 20 minutes

1. Define Marketing with an example and draw Marketing process?

2. How do you define Marketing research? Draw marketing research process?

3. Shortly explain Maslow’s hierarchy of needs?

4. List Down all types of consumer buying decision behavior. Shortly explain two of them?

5. Define positioning with an example of a multinational brand?

Section(C): Discussion question

Total question: 2 Each contains: 5 Marks

Total: (10Marks) Note: attempt all question

Discussion Q1. Briefly discuss integrated marketing mix and explain its importance in a
competitive market?

Discussion Q2. Discuss and relate with examples

1. Target Market
2. Undifferentiated Marketing
3. Differentiated marketing
4. Niche Marketing

Good luck …..