Business Administration
Practice Questions
Course Introduction
Business Administration is a multidisciplinary course that introduces students to the principles, functions, and practical applications of managing and leading organizations. The course covers key topics such as organizational behavior, marketing, finance, human resources, operations management, and strategic planning. Students develop foundational skills in analytical thinking, decision-making, problem-solving, and leadership, preparing them to understand and address the complex challenges faced by businesses in a global environment. Emphasis is placed on both theoretical concepts and real-world case studies, enabling students to apply their knowledge to various business settings and industries.
Recommended Textbook
Framework for Marketing Management 6th Edition by Philip T. Kotler
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18 Chapters
1440 Verified Questions
1440 Flashcards
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Chapter 1: Defining Marketing for the New Realities
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80 Flashcards
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Sample Questions
Q1) Arthur Jones has decided to start a business. He wants to manufacture lawn mowers and believes in the production concept. If this approach is taken, what will be Mr. Jones' primary areas of concentration as he builds his business?
Answer: This orientation holds that consumers will prefer products that are widely available and inexpensive. Managers of production-oriented businesses concentrate on high production efficiency, low costs, and mass distribution. Jones will also want an efficient production process in place. This approach is also used when a company wants to expand the market. Students may use these facts as they design their answer.
Q2) At the heart of any marketing program is the firm's ________, its tangible offering to the market.
A) strategy
B) product
C) brand
D) value
E) people
Answer: B
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3
Chapter 2: Developing and Implementing Marketing Strategies and Plans
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Sample Questions
Q1) Briefly explain the concept of annual-plan control.
Answer: Annual-plan control ensures the company achieves the sales, profits, and other goals established in its annual plan. First, management sets monthly or quarterly goals. Second, it monitors performance in the marketplace. Third, management determines the causes of serious performance deviations. Fourth, it takes corrective action to close gaps between goals and performance.
Q2) A principle of the value chain is that every firm is a synthesis of activities performed to design, produce, market, deliver, and support its product.
A)True
B)False
Answer: True
Q3) The traditional view of marketing is that the firm makes something and then sells it. A)True
B)False
Answer: True
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Chapter 3: Capturing Marketing Insights and Forecasting
Demand
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80 Verified Questions
80 Flashcards
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Sample Questions
Q1) What are the various steps a company can take to improve the quality of its marketing intelligence function?
Answer: The steps are:
1. a company can train and motivate the sales force to spot and report new developments
2. a company can motivate distributors, retailers, and other intermediaries to pass along important intelligence
3. a company can hire external experts (such as mystery shoppers) to collect intelligence
4. a company can network internally and externally
5. a company can set up a customer advisory panel
6. a company can take advantage of government data resources
7. a company can purchase information from outside research firms and vendors
8. a company can use online customer feedback systems to collect competitive intelligence
Q2) The response rate is usually very high for mail questionnaires.
A)True
B)False
Answer: False
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Chapter 4: Creating Long-Term Loyalty Relationships
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Sample Questions
Q1) ________ marketing is the practice of sending messages only when consumers express a willingness to become more involved with the brand.
A) Relationship
B) Permission
C) Cause
D) Defensive
E) Horizontal
Q2) Today, companies are increasingly concerned about customer defection. There are three main steps a company can take to reduce the defection rate. Identify those three steps.
Q3) A profitable customer is a person, household, or company that over time yields a revenue stream that exceeds by an acceptable amount the company's cost stream of attracting, selling, and servicing the customer.
A)True
B)False
Q4) Explain permission marketing.
Q5) Give an example of two products that have different performance quality but are of equal conformance quality.
Q6) What technique is used for customer profitability analysis?
Page 6
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Chapter 5: Analyzing Consumer and Business Markets
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80 Flashcards
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Sample Questions
Q1) If you were an upper-level marketing executive of a large seller of trucks, which of the following strategies would be most appropriate in reaching buying center targets?
A) Concentrate on key buying influencers.
B) Use multilevel in-depth selling.
C) Use trade-based promotions.
D) Concentrate sales efforts on the support staff.
E) Move all operations to the Internet.
Q2) Heuristics can come into play when consumers forecast the likelihood of future outcomes or events. How does a consumer use an anchoring and adjustment heuristic?
Q3) People can emerge with different perceptions of the same object because of three perceptual processes. List and briefly describe these processes.
Q4) Prospect theory maintains that consumers frame decision alternatives in terms of gains and losses according to a value function.
A)True
B)False
Q5) List the seven roles of people in a buying center.
Q6) Explain the differences between a belief and an attitude.
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Page 7
Chapter 6: Identifying Market Segments and Targets
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Sample Questions
Q1) All of the following are benefits of following the ________ approach to target market selection: a strong knowledge of the segment's needs, a strong market presence, operating economies through specializing in production, distribution, and promotion.
A) single-segment concentration
B) selective specialization
C) product specialization
D) market specialization
E) full market coverage
Q2) During which step of the needs-based segmentation process would the marketer group customers into segments based on similar needs and benefits sought by the customer in solving a particular consumption problem?
A) Step 2-segment identification
B) Step 3-segment attractiveness
C) Step 6-segment "acid test"
D) Step 1-needs-based segmentation
E) Step 7-marketing-mix strategy
Q3) Briefly describe the characteristics of the Millennials.
Q4) Describe the PRIZM method of segmenting consumer markets.
Q5) Identify ways in which shopping behaviors differ between men and women.
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Chapter 7: Crafting the Brand Positioning and Competing
Effectively
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80 Verified Questions
80 Flashcards
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Sample Questions
Q1) As a company seeks to establish a category membership designation, how does the company approach points-of-difference? What is typically done first?
Q2) Narrative branding is based on deep metaphors that connect to people's memories, associations, and stories.
A)True
B)False
Q3) ________ is a company's ability to perform in one or more ways that competitors cannot or will not match.
A) Brand positioning
B) Market research
C) Competitive advantage
D) Competitor analysis
E) Competitive intelligence
Q4) Define a brand mantra and provide an example of a brand mantra.
Q5) The most constructive response to protecting market share is continuous innovation.
A)True
B)False
Q6) What are the requirements for deciding on a positioning strategy?
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Chapter 8: Creating Brand Equity and Driving Growth
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Sample Questions
Q1) Red Bull enlisted college students as "Red Bull student brand managers" to distribute samples, research drinking trends, design on-campus product promotion activities, and write stories for student newspapers. From a marketing management perspective, which of the following brand equity drivers is most applicable in the given scenario?
A) the profitability associated with brand development
B) associations indirectly transferred to the brand by linking it to a person
C) the product and all accompanying marketing activities and supporting marketing programs
D) the initial choices for the brand elements or identities making up the brand E) associations indirectly transferred to the brand by linking it to a place
Q2) In Interbrand's brand valuation model, Brand Value is the likelihood the brand will realize forecasted Brand Earnings.
A)True B)False
Q3) Customer lifetime value is affected by revenue and by the costs of customer acquisition, retention, and cross-selling.
A)True B)False
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Chapter 9: Setting Product Strategy and Introducing New Offerings
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Sample Questions
Q1) Guarantees are most effective when the product is well known and/or similar in performance to other brands in the market.
A)True
B)False
Q2) Industrial goods can be classified in terms of how they enter the production process and their relative costliness. Identify the three groups of industrial goods.
Q3) ________ branding is a special case of co-branding involving creating brand equity for materials, components, or parts that are necessarily contained within other branded products.
A) Cross
B) Ingredient
C) Equity
D) Family
E) Generic
Q4) Beta testing tests the product within the firm to see how it performs in different applications.
A)True
B)False
Page 11
Q5) What are the situations in which guarantees are most effective?
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Chapter 10: Designing and Managing Services
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Sample Questions
Q1) The zone of ________ is a range where a service dimension is deemed satisfactory, anchored by the minimum level consumers are willing to accept and the level they believe can and should be delivered.
A) immunity
B) tolerance
C) reliability
D) assurance
E) flexibility
Q2) Regular maintenance and repair costs are known as ________ costs.
A) service contract
B) out-of-pocket
C) fixed
D) facilitating services
E) value-augmentation
Q3) List the eight different variables associated with customer switching behavior, and give an example of each.
Q4) All services require the client to be present.
A)True
B)False
Q5) Distinguish external, internal, and interactive marketing.
Page 12
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Chapter 11: Developing Pricing Strategies and Programs
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Sample Questions
Q1) Total costs consist of the sum of the fixed and the variable costs for any given level of production.
A)True
B)False
Q2) In a compensation deal, the seller sells a plant, equipment, or technology to another country and agrees to accept as partial payment products manufactured with the supplied equipment.
A)True
B)False
Q3) What are the different types of promotional pricing?
Q4) ________ reward dealers for participating in advertising and sales support programs.
A) Functional discounts
B) Trade discounts
C) Promotional allowances
D) Rebates
E) Quantity discounts
Q5) What are the seven price-setting methods? Briefly describe each of them.
Q6) What are some ways to respond to overdemand?
Q7) Briefly describe the different types of pricing objectives.
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Chapter 12: Designing and Managing Integrated Marketing
Channels
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Sample Questions
Q1) In a ________ marketing system, two or more unrelated companies put together resources or programs to exploit an emerging marketing opportunity.
A) reverse flow
B) vertical
C) horizontal
D) lateral
E) forward flow
Q2) The redemption rate for paper coupons (10 percent) far exceeds that of mobile coupons (1 percent).
A)True
B)False
Q3) Flash Designs is an apparel manufacturing company and has adopted a franchising model to distribute and sell its garments. The company recently received complaints from a particular franchisee that another competing franchisee was infringing on its territory. What type of conflict is this?
Q4) Explain the concept of a value network.
Q5) A group of entrepreneurs is planning to start a food processing company. Comment on the likely evolution of the company's marketing channels.
Page 14
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Chapter 13: Managing Retailing, Wholesaling, and Logistics
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Sample Questions
Q1) Full-service retailers generally have the lowest costs of all retail types.
A)True
B)False
Q2) Firms are increasingly recognizing the importance of influencing consumers at the point of purchase.
A)True
B)False
Q3) ________ are unbranded, plainly packaged, less expensive versions of common products such as spaghetti, paper towels, and canned peaches.
A) Common carriers
B) Shills
C) Generics
D) Private labels
E) Marques
Q4) Supermarket chain Reynold's is considering stocking a number of private-label products in order to offer customers the lowest possible prices. Explain how this strategy could benefit the company.
Q5) Differentiate between brokers and agents.
Q6) Describe how retailers and manufacturers are employing shopper marketing.
Page 15
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Chapter 14: Designing and Managing Integrated Marketing Communications
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Sample Questions
Q1) When asked about their preferred brand of instant noodles outside a supermarket setting, customers could not remember Nissin's name, but relied on the distinct packaging to help them spot the noodles while shopping. Identify the basic communication objective that is most important in this situation, and suggest a way Nissin could address that objective.
Q2) Personal selling refers to person-to-person oral, written, or electronic communications that relate to the merits or experiences of purchasing or using products or services.
A)True
B)False
Q3) Which of the following is an example of a personal selling communication platform?
A) sales presentations
B) company blogs
C) telemarketing
D) TV shopping
E) press kits
Q4) Advertising can build up a long-term image for a product or trigger quick sales.
A)True
B)False
16
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Sample Questions
Q1) Under which of the following conditions is the frequency the most important factor in media selection?
A) when introducing flanker brands
B) when launching infrequently purchased brands
C) when going into undefined target markets
D) when there is high consumer resistance to the product
E) when there is modest competition to the brand in the market
Q2) Premiums, as a consumer promotion tool, are defined as ________.
A) offers to consumers of savings off the regular price of a product, flagged on the label or package
B) certificates entitling the bearer to a stated saving on the purchase of a specific product
C) programs providing rewards related to the consumer's frequency and intensity in purchasing the company's products or services
D) merchandise offered at a relatively low cost or free as an incentive to purchase a particular product
E) values in cash or in other forms that are proportional to patronage of a certain vendor or group of vendors
Q3) What have been the recent trends in the use of sales promotions?
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Chapter 16: Managing Digital Communications: Online, Social Media, and Mobile
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Sample Questions
Q1) Which of the following is NOT one of the four main categories of online marketing communications?
A) Web sites
B) guerrilla marketing
C) search ads
D) display ads
E) e-mail
Q2) Online customer reviews are the second-most trusted source of brand information. What is the most trusted source?
A) print advertising
B) recommendations from friends and family
C) salesperson recommendation
D) celebrity endorsements
E) Facebook recommendations
Q3) Social media ads prompt purchase at least three times more often than emails, and the average order value from social media ads is thought to be 17 percent higher.
A)True
B)False
Q4) What are the advantages and disadvantages of online marketing communications?
Page 18
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Chapter 17: Managing Personal Communications: Direct and Database Marketing and Personal Selling
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Sample Questions
Q1) The darker side of direct marketing, from a consumer perspective, includes all of the following EXCEPT ________.
A) irritation
B) unfairness
C) deception and fraud
D) federal regulation
E) invasion of privacy
Q2) The practice of using call centers, where employees receive calls from customers and provide service by taking orders and answering queries, is called ________.
A) customer response marketing
B) guerilla marketing
C) reactive marketing
D) internal marketing
E) inbound telemarketing
Q3) Database marketing is ideal when a company does not have direct contact with its customers.
A)True
B)False
Q4) Describe the darker side of direct marketing solicitations.
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Chapter 18: Tapping Into Global Markets
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Sample Questions
Q1) Discuss the pros and cons of selling to neighboring countries or those that share the same language.
Q2) Indirect exports are characterized by high investment, and therefore high risk.
A)True
B)False
Q3) When customers fall into different user groups with distinct buying preferences and practices, a ________ organization is desirable.
A) market-management
B) product-management
C) brand-management
D) geographic
E) functional
Q4) Which of the following is a risk that firms must consider prior to expanding abroad?
A) The domestic consumers may prefer low-priced products.
B) The market in the foreign country may be too similar to the domestic market.
C) Consumers in the foreign country may be very particular about quality.
D) The foreign country may have very low pollution control standards.
E) Management may not understand the foreign country's business culture.
Q5) Explain the country-of-origin effect.
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