* Your assessment is very important for improving the workof artificial intelligence, which forms the content of this project
Download PRINCIPLES OF MARKETING - E
Price discrimination wikipedia , lookup
Perfect competition wikipedia , lookup
Internal communications wikipedia , lookup
Product placement wikipedia , lookup
Service parts pricing wikipedia , lookup
Social media marketing wikipedia , lookup
Market penetration wikipedia , lookup
Market segmentation wikipedia , lookup
First-mover advantage wikipedia , lookup
Sales process engineering wikipedia , lookup
Product lifecycle wikipedia , lookup
Affiliate marketing wikipedia , lookup
Pricing strategies wikipedia , lookup
Consumer behaviour wikipedia , lookup
Segmenting-targeting-positioning wikipedia , lookup
Food marketing wikipedia , lookup
Bayesian inference in marketing wikipedia , lookup
Sports marketing wikipedia , lookup
Ambush marketing wikipedia , lookup
Marketing communications wikipedia , lookup
Marketing research wikipedia , lookup
Neuromarketing wikipedia , lookup
Digital marketing wikipedia , lookup
Target audience wikipedia , lookup
Guerrilla marketing wikipedia , lookup
Viral marketing wikipedia , lookup
Multi-level marketing wikipedia , lookup
Youth marketing wikipedia , lookup
Direct marketing wikipedia , lookup
Marketing plan wikipedia , lookup
Product planning wikipedia , lookup
Integrated marketing communications wikipedia , lookup
Target market wikipedia , lookup
Multicultural marketing wikipedia , lookup
Advertising campaign wikipedia , lookup
Marketing mix modeling wikipedia , lookup
Marketing channel wikipedia , lookup
Street marketing wikipedia , lookup
Sensory branding wikipedia , lookup
Green marketing wikipedia , lookup
UNIT-I 1 The word market is derived from the Latin word ---------------(a) marcatus (b) weekely market (c) shopping center (d) service The goods are exchanged against goods, without any other medium of 2 exchange like money that system is called ---------(a) Exchange (b) Barter (c) consumer (d) stroage 3 --------- markets which are organized, controlled and regulated by statuory (a) E market (b) Regular (c) Tele market (d) global market 4 Exchange functions are buying and -----(a) Selling (b) Assembling (c) Controlling (d) warehousing 5 Modern marketing is oriented towards ----(a) Consumer (b) middleman (c) manufacture (d) merchant 6 Transfer of ownnership occurs in --------(a) Storing (b) Transporting (c) Markiting (d) labeling 7 Modern marketing is -----(a) Mono polistic (b) dynamic (c) simple (d) bipoly 8 Marketing ---- employment oppurtinuties (a) Increases (b) Stablises (c) Decreases (d) ubnormal 9 Who is the king of marketing (a) consumer (b) marketer (c) salesman (d) producer 10 Marketing is what a -------does (a) seller (b) marketer (c) distributer (d) buyer 11 The ---- system existed in the initial stage of marketing (a) Traditional (b) mental (c) barter (d) old 12 --- is a connecting link between the consumer and the producer (a) buyer (b) seller (c) marketting (d) transport 13 --- creates modern cultivators (a) Selling (b) buying (c) marketting (d) assembling 14 ---- is the last process of marketing (a) buying (b) grouping (c) selling (d) market mix 15 marketing helps to increase---- income (a) capital (b) national (c) storage (d) profit 16 storage creates --------- uitlity (a) place (b) time (c) position (d) promotion 17 -------- is the most fundamental aspect for any merchandise transactions. (a) marketing (b) finance (c) production (d) risk 18 selling and -------- are complement to each other (a) selling product (b) buying (c) assembling (d) distribution 19 ------- helps to maintain economic stability (a) finance (b) marketting (c) research (d) none 20 Marketing is connecting link between the consumer and the-------------(a) wholesaler (b) retailer (c) producer (d) manufacture 21 The end of all the marketing activities is the satisfaction of human---------(a) prefer (a) needs (c) wants (d) demand 22 ---------views the customers as the last link in the business (a) buying (b) selling (c) merchandising (d) retailer --------are intangible activites which are offered for sale as such or in conection 23 with saleo of goods (a) services (b) goods (c) marketing (d) time 24 ---------approach deals with only the problems of supply demand and price (a) product (b) legal (c) economic (d) stragey 25 ----------becomes the pivot of all business decisions (a) marketer (b) consumer (c) retailer (d) agent 5Marks 1. 2. 3. 4. 5. Define market and what are the features of marketing? Discuss the importance of marketing to a firm? What is the modern marketing? Discuss E-marketing and Tele-marketing. Explain the significance of marketing ethics? 8Marks 1. What is marketing? Discuss clearly the modern marketing concepts. 2. Explain in detail about global marketing? UNIT-II The buyers in a market send ___________ and _________ to the sellers in the industry 1 (a) Communication and money (b) Products/services and information (c) Money and information (d) environment and society Marketing management involves: 2 (a) Managing customer relationships (b) Managing supplier relationships (c) Managing demand (d) managing distributer relationships Companies run the risk of focusing too narrowly on developing and advertising the product, and fail to produce enough to meet the newly increased demand, 3 when they are operating under which philosophy? (a) Production concept (b) Societal Marketing concept (c) Marketing concept (d) technological concept Which of the following statements about marketing is true? (a) ) It only needs one person willing to pay for a marketing exchange to take 4 place (b) Marketing is consumer exploitation (c) Marketing is only possible if exchange is possible (d) marketing awarness Which of the following is an ethical issue in marketing? 5 (a) Making packaging excessively large to improve the impression of value. (b) Insider dealing. (c) none (d) marketing issues Customer satisfaction occurs when: (a) ) customers make positive comments about a product or service (b) ) a 6 customer repeats a purchase (c) the value customers receive from a product equals (d) exceeds the expectation they had of that value. Marketing functions are part of the: 7 (a) marketing mix. (b) target market (c) company environment (d) market research The marketing concept states that: (a) marketing should be the responsibility of everyone in the company. (c) 8 marketing should be the most important department in the company (c) none (d) marketing diversified 9 In setting marketing objectives to reach goals, which of the following is true? (a) Marketing strategies must be developed to attain marketing objectives (b) Increasing profits is best achieved by reducing costs. (c) All of the above (d) product planning 10 Producing a project timeline is part of the _____ stage of the marketing process (a) planning (b) implementation (c) control (d) decision making Demand estimation is part of the: 11 (a) target market (b) marketing mix (c) micro-environment (d) marketing function Marketing relationships are: (a) ) a component of the Strategic processes. (b) intended to deliver long-term 12 customer satisfaction (c) intensely personal, like human relationships (d) customer desires and wants The £26m annual turnover for Harry Potter books is: 13 (a)capital gains (b) the amount the author makes each year from book sales (c) a good profit for the publishers. (d) none Which of the following is not a marketing activity for Harry Potter books? (a) Negotiating with amazon.com to stock the book (b) Organising sales 14 representatives to talk to booksellers about Harry Potter books and encouraging them to stock the book (c) Organising sales representatives to talk to booksellers about Harry Potter books. (d) good profit for the publishers Competitors are part of the: 15 (a) target market. (b) ) company environment (c) macro-environment (d) micro environment The way petrol is marketed is an example of: 16 (a) production orientation (b) product orientation (c) customer orientation. (d) price orientation In the BCG growth-share matrix: (a) Cash Cows are low growth, high share SBUs. (b) Question Marks are low 17 share SBUs in high growth markets (c) Dogs are low growth, low share SBUs. (d) all the above A marketing audit is: (a) concerned solely with marketing tasks within the context of the 7Ps (b) an 18 examination of costs and expenditure involved in marketing (c) a component of the Strategic processes (d) Marketing strategies must be developed The way airline tickets are marketed is an example of: 19 (a) selling orientation (b) customer orientation (c) product orientation (d) distribution orientation Which of the following have marketers learned with respect to segmenting business customers? (a) The segment of small and moderate-sized businesses has a lot of potential 20 (b) The segment of small and moderate-sized businesses has limited potential (c) The segment of large businesses is the most attractive. (d) strongly affect the relationships between purchaser Which of the following is FALSE regarding the similarities and differences between organization buying decisions and family purchases? (1) Organizations generally have relatively objective and clearly articulated criteria (i.e., profit maximization) that guide strongly affect the relationships between families lack such explicit, overarching goals. (2) Most organizational purchases are made by individuals unknown to other organizational members and most purchases have little effect on most other members of the organization; many family purchases are inherently emotional and strongly affect the relationships between family members. (3) The extent to which emotions influence organizational purchasing is at least as strong as it is for family decision making. .(d) profits is best achieved by reducing costs 21 22. Indian standards institution was set up in ------------------ by the central government (a) 1952 (b) 1959 (c) 1940 (b) 1947 23----------------- is the life blood of the economic commercial and industrial (a) Risk bearing (b) finance (c) brandin (d) grading 24 --------------- risk are uncontrollable by human beings (a) Time (b) place (c) competition (d) natural 25Air transport creates ----------------- utilityin internal and international market (a)place (b) time (c) service (d)price 5Marks 1. 2. 3. 4. 5. What are the problems faced by a buyer? How can he solve these problems. Discuss the need for demand creation? Explain the advantages and disadvantages of railway transport. What are the characteristics of good storage facility? What is the importance of market information? 8Marks 1. What is marketing risk? What the different types of marketing risks? 2. Define marketing? Explain briefly the various functions of marketing. UNIT-III Which of the following concepts takes an "inside-out" perspective? 1 (a) The marketing concept (b) The product concept (c) The selling concept (d)none The expansion of jet travel to every country, fax machines and the Internet are characteristic of what new challenge to marketing? 2 (a) Rapid globalisation (b) The changing world economy (c) The call for more socially responsible marketing (d) greem marketing The fact many Canadian households need both spouses to work in order to maintain the buying power of a single wage-earner from a generation ago is 3 characteristic of: (a) The new world order (b) The "yuppie" consumption syndrome (c) The changing world economy (d) all the above When a merchant appears in a central location called a market place, the total 4 number of transactions required to accomplish a given volume of exchange: (a) Increases (b) Decreases (c) Remains the same (d) stable Programs designed to constantly improve the quality of products, service, and marketing processes fall under which of the following concepts? 5 (a) Customer value (b) The exchange process (c) Total quality management (d) product value Bob is an engineer. For which stage of the product life cycle is he likely to be a member of a key function influencing purchase decisions? 6 (a) introduction (b) growth (c) maturity (d) fortification 7For products in which stage of the prod For products in which stage of the product life cycle are the engineering and 7 R&D likely to be key functions influencing the purchase decision? (a) introduction (b) growth (c) maturity (d) decline For which stage of the product life cycle is the size of the decision-making unit 8 likely to be neither small nor large, but medium? (a) introduction (b) growth (c) maturity (d) boom For which stage of the product life cycle is the decision-making unit likely to 9 be small? (a) introduction (b) growth (c) maturity (d) saturation For products in which stage of the product life cycle is the purchasing function of an organization likely to be the key function influencing the purchase 10 decision? (a) introduction (b) growth (c) maturity (d) stauration Madeline works in purchasing for a major corporation. For purchase of products in which stage of the product life cycle is she likely to perform a key 11 function influencing purchase decisions? (a) introduction (b) growth (c) maturity (d) decline 12 Which of the following is an organizational purchase situation? (a) nominal (b) modified rebuy (c) limited (d) new product Which type of organizational purchase situation occurs when the purchase is of 13 minor importance and is not complex? (a) nominal (b) modified (c) straight rebuy (d) formal Which type of organizational purchase situation is characterized by low purchase importance, low choice complexity, level of decision-making unit 14 (DMU) at low levels of the organization, a very small DMU, very brief time to decision, and very limited decision search? (a) nominal (b) straight rebuy (c) modified rebuy (d) specification Which type of organizational purchase situation is characterized by high purchase importance and complexity, a large and evolving decision-making 15 unit that includes the top of the organization, a long time to decision, extensive information search and analysis techniques, and a dominant strategic focus? (a) new task (b) limited (c) modified rebuy (d) unlimited The College of Business at a major university is considering the purchase of technology necessary to enable them put their curriculum online. This decision 16 is very important and includes a very large and evolving decision-making unit. Which type of organizational purchase situation does this represent? (a) straight rebuy (b) modified rebuy (c) new task (d) best deal 17 In high-tech markets, who is most likely to recognize a problem or need to purchase? (a) CEO (b) purchasing manager (c) head of a department (d) coordinator Which of the following can possibly be part of the informal information search process for organizational buyers? 18 (a) site visits to evaluate a potential vendor (b) laboratory test of a new product or prototype (c) discussions with sales representatives (d) lexicographic Darryl is a chemist at a pharmaceutical company, and he was asked by the decision-making unit at his company to visit and evaluate potential vendors that will supply his company with the chemicals required to manufacture their 19 products and to conduct laboratory tests of a new product that can be used in the manufacture of their products. Darryl is assisting the company with which type of information search? (a) formal (b) Informal (c) priority (d) rational Shawn tries to obtain information that might assist his company whenever he talks with sales representatives, attends trade shows, or when he reads the 20 journals related to his industry. Shawn is conducting _____. (a) formal information search (b) informal information search (c) direct information search ( d)none Which type of decision rule is very common in the first step of a two-stage 21 decision for an organizational purchase? (a) conjunctive (b) disjunctive (c) lexicographic (d) all the above Marcus works in operations. Which of the following evaluative criteria is NOT important to him? 22 (a) ease of maintenance of equipment (b) competence of service technicians (c) vendor offers a broad line (d) personalized prototype Payments, warranties, delivery dates, and so forth represent _____. (a) purchase specifications (b) product specifications (c) terms and conditions (d) none the awareness and ------------------ stages represents the information processing 23 stage. (a) Evaluation (b) recognition (c) comprehension (d) individual 24 The ego is the --------------------- and rational control (a) Super ego (b) conscious (c) instinct (d) ability 25 All products from all organization are taegeted --------------- marketing. (a) Differentiated (b) undifferentiated (c) marketing mix (d) concentrated 5Marks 1. What are the psychological factors that influence in consumer decision maker? 2. Explain important types of buying motives? 3. Define market segmentation and criteria for segmenting the market? 4. Explain benefits of market segmentation? 5. Explain customer relation marketing? 8Marks 1. Define marketing? Explain in detail about various approach in market segmentation? 2. Explain in detail buyer behavior models? UNIT-IV 1 Which of the following entities is not considered a product entity? (a) Person (c) Place (c) All the above (d) none Which of the following situations provide potential marketing opportunities for firms in the next century? 2 (a) Changing customer values and orientations (b) Economic stagnation (c) All of the above (d) ) Integrated marketing 3 ------------------------ must statisfy consumer needs (a) Price (b) product (c) promotion (d) distribution Most large marketing companies like Coca-Cola and Nike do a lot of marketing research to understand their customers and be able to cater to their needs. 4 Which of the following questions is not usually answered after they have conducted their marketing research? (a) Why (b) What (c) when (d) where The marketing concept of the firm is very important to its survival. The focus of 5 the marketing concept is: (a) Market (b) Integrated marketing (d) Customer needs (d) demand Organizations have a type of self-concept and lifestyles that the text refers to as _____. 6 (a) organizational ethos (b) organizational culture (c) organizational demeanor (d) Integrated marketing Which term is often used to refer to the organizational culture of a business 7 firm? (a) firmographics (b) lifestyle (c) corporate culture (d) ) company size ._____ involve both organization characteristics (e.g., size, activities, and location) and characteristics of the composition of the organization (e.g., 8 gender, age, education). (a) Firmographics (b) Psychographics (c) Demographics (d) none Which of the following is NOT a component of firmographics? (a) company size (b) reference groups (c) company objective (d) all the above 9-------------------- must satisfy consumer needs . (a) Price (b) product (c) promption (d) distribution 10 product have the ability to offer value satisfaction----------------------(a) Retail (b) consumer (c) middleman (d) manufacturer 11 product mix also called --------------------------(a) Product line (b) product strategies (c) product assortment (d) product decision 12 Identifies the quality standards is------------------(a) Brand label (b) descriptive label (c) grade label (d) brand mark 13 The exchange of goods or services in terms of money is defined as---------------(a) Price (b) promotion (c) place (d) product 14 The offer is made quoting the price which is also known as ------------------price (a) Monopoly (b) contract (c) competitive (d) dual 15 connecting link or bridgebetween advertising and personal selling is known as ------------(a) Branding (b) pricing (c) sales promotion (d) product mix 16 ----------------- agent is an independent middleman (a) Comission (b) selling (c) auctioneers (d) broker 17 The combination of four inputs product , price, promotion and distribution are known as------------(a) Marketing mix (b) marketing system (c) marketing function (d) marketing research 18 -------------------- is the persuasive communication of the product from manufacturer to public. (a) Place (b) promotion (c) publicity (d) selling 19--------------- involves oral presentation in conversation with one or more prospective purchaser for making sales. (a) Salesmanship (b) personal selling (c) advertising (d) distribution 20----------------- is an intermediary between the producer and consumer or seller and buyer in market. (a) Retailer (b) wholesaler (c) middleman (d) manufacturer 21------------------ adding of higher priced ans more prestigious product to the exiting line. (a) Trading down (b) trading up (c) alteration (d) expansion 22 In the form of a symbol design or colouring ------------------(a) Brand name (b) brand mark (c) label (d) brand 23Any number of product lines or product items within the same lines is ---------------- of product mix (a) Contraction (b) expansion (c) Alteration (d) postioning 24 customers expect a particular price to be charged for certain product is -----(a)Psychological pricing (b) customary pricing (c) skimming pricing (d) penetration pricing 25 the exchange of goods or service in terms of money is defined as ------------(a) price (b) promotion (c) place (d) product 5Marks 1. Define marketing mix? Explain brief description of the four elements of marketing mix? 2. Define product. What are the essential characteristics of a product? 3. Expain the various objectives of pricing. 4. Define brand? What are the characteristics of a good brand? 5. Explain functions of middleman. 8Marks 1. What is meant by product life cycle? Explain its concepts with example? 2. Discuss the various methods of pricing. UNIT-V Non-profit organisations spend a lot of money promoting their organisation to the public. They are sometimes more concerned with receiving donations than with providing the best service. They are applying which 1 type of company philosophy? (a) Production concept (b) Marketing concept (c) Selling concept (d) Technological concept The societal marketing concept argues that the pure marketing concept 2 overlooks the possible conflicts between __________ & __________ . (a) Short-term wants and short-term welfare (b) Short-term needs and long- term welfare (c) Short-term wants and long-term welfare (d) none The social and managerial process by which individuals and groups obtain what they need and want through creating and exchanging products and 3 value with others is called: (a) Commerce (b) Economics (c) Marketing ( d) Industry The term "goods and services" distinguishes: 4 (a) Products from the support mechanisms for them (b) Physical products from intangible (c) Expensive items from inexpensive items (d) None .__________ is the analysis, planning, implementation, and control of programs designed to create, build and maintain beneficial exchanges with 5 target buyers for the purpose of achieving organisational objectives. (a) Demand management (b) Marketing management (c) Sales management (d) production management The individuals (representing functional areas and management) within an organization who participate in making a given purchase decision make up 6 the _____. (a) strategic business unit (SBU) (b) decision-making unit (DMU) (c) strategic decision unit (SDU (d) all the above Sinclair is from accounting and is a member of a committee to purchase a new mainframe computer system for his company. Sinclair is a member of the _____. (a) strategic business unit (SBU) (b) decision center (DC) (c) decision7 making unit (DMU) (d) strategic managerial unit(SMU) .Decision-making units often function as _____ when they consist of individuals from various areas of the firm, such as accounting, engineering, manufacturing, and marketing, who meet specifically to make a purchase 8 decision. (a) buying centers (b) purchasing agents (c) consultants (d) Middleman agent Which of the following is a characteristic of a decision-making unit? (a) They are often relatively permanent for nonroutine decisions (b) less 9 important decisions are likely to involve individuals form a wide variety of functional areas (c) Large, highly structured organizations ordinarily involve more individuals in a purchase decision than do small, less formal organizations (d) none A difference between large and small organizations when making a purchase decision is _____. (a) small organizations generally involve more individuals in the decision10 making process (b) large organizations generally involve more individuals in the decision-making process (c) large organizations typically have less specialization (d) small organizations typically have more specialized purchasing tools Which of the following influences organizational culture and, thus, 11 organizational buyer behavior? (a) culture (b) marketing activities (c) all the above (d) motives Which of the following is an external influence on organizational buyer 12 behavior? (a) organizational values (b) motives (c) reference groups (d)awareness Which of the following is NOT an external influence on organization buyer 13 behavior? (a) firmographics (b) culture (c) perception (d) attitude Firmographics, culture, government, reference groups, and marketing 14 activities are _____ influences on organizational buyer behavior. (a) internal (b) ) external (c) insignificant (d) alternatives Matt is currently undergoing sales training and is trying to understand the external influences on organizational buyer behavior. Which of the 15 following is an external influence? (a) firmographics (b) culture (c) all the above (d) decider Which of the following is an internal influence on organizational buyer 16 behavior? (a) motives (b) firmographics (c) culture (d) reputation Which of the following is NOT an internal influence on organizational 17 buyer behavior? (a) firmographics (b) organizational values (c) perception (d) none 18 Which of the following is a stage in the organizational decision process? (a) problem recognition (b) information search (c) all of the above Which of the following is NOT a stage in the organizational buying decision process? 19 (a) vendor support programs (b) problem recognition (c) alternative evaluation (d) selection Problem recognition, information search, alternative evaluation and selection, outlet selection and purchase, and postpurchase processes 20 represent _____. (a) external influences (b) internal influences (c) the decision process (d)purchase desision Different functional areas of an organization often do all of the following EXCEPT _____. 21 (a) play different roles in the purchase process (b) utilize different information sources (c) all of the above are done by different functional areas (d) statisfying experience Members of the decision-making unit play which of the following roles? 22 (a) information gatherer (b) key influencer (c) all of the above (d) problem identification Which of the following is NOT a role played by members of the decision23 making unit? (a) information gatherer (b) key influencer (c) regulator (d) all the above For which stage of the product life cycle is the size of the decision-making 24 unit typically large? (a) introduction (b) growth (c) maturity (d) decline 25The government of india has passed the consumer protection act in -------(a)1967 (b) 1988 (c) 1986 (d) 1955 5Marks 1. 2. 3. 4. 5. What is consumerism? Explain the unique problems of Indian consumers. What are the major problems of consumer exploitation? What is the rights of consumers? Explain the advantages of bureau of Indian standards. 8Marks 1. Expain in details about green marketing.