Download PRINCIPLES OF MARKETING - E

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
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--------- markets which are organized, controlled and regulated by statuory
(a) E market (b) Regular (c) Tele market (d) global market
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Exchange functions are buying and -----(a) Selling (b) Assembling (c) Controlling (d) warehousing
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Modern marketing is oriented towards ----(a) Consumer (b) middleman (c) manufacture (d) merchant
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Transfer of ownnership occurs in --------(a) Storing (b) Transporting (c) Markiting (d) labeling
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Modern marketing is -----(a) Mono polistic (b) dynamic (c) simple (d) bipoly
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Marketing ---- employment oppurtinuties
(a) Increases (b) Stablises (c) Decreases (d) ubnormal
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Who is the king of marketing
(a) consumer (b) marketer (c) salesman (d) producer
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Marketing is what a -------does
(a) seller (b) marketer (c) distributer (d) buyer
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The ---- system existed in the initial stage of marketing
(a) Traditional (b) mental (c) barter (d) old
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--- is a connecting link between the consumer and the producer
(a) buyer (b) seller (c) marketting (d) transport
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--- creates modern cultivators
(a) Selling (b) buying (c) marketting (d) assembling
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---- is the last process of marketing
(a) buying (b) grouping (c) selling (d) market mix
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marketing helps to increase---- income
(a) capital (b) national (c) storage (d) profit
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storage creates --------- uitlity
(a) place (b) time (c) position (d) promotion
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-------- is the most fundamental aspect for any merchandise transactions.
(a) marketing (b) finance (c) production (d) risk
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selling and -------- are complement to each other
(a) selling product (b) buying (c) assembling (d) distribution
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------- helps to maintain economic stability
(a) finance (b) marketting (c) research (d) none
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Marketing is connecting link between the consumer and the-------------(a) wholesaler (b) retailer (c) producer (d) manufacture
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The end of all the marketing activities is the satisfaction of human---------(a) prefer (a) needs (c) wants (d) demand
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---------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
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---------approach deals with only the problems of supply demand and price
(a) product (b) legal (c) economic (d) stragey
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----------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
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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)
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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
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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
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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
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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
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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
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(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?
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(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
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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
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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?
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(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
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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
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------------------------ 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.,
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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
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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
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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.