request to share mcq's on 15th edition of marketing by kotler and keller indian edition to prepare for my pgchrm exams on nandus610[at]gmail.com

1. Good marketing is no accident, but a result of careful planning and ________.
a. execution
b. selling
c. strategies
d. tactics
e. research
Answer: a
2. Marketing is both an “art” and a “science” there is constant tension between the formulated side of marketing and the ________ side.
a. creative
b. selling
c. management
d. forecasting
e. behavior
Answer: a
3. The most formal definition of marketing is ________.
a. meeting needs profitably
b. identifying and meeting human and social needs
c. the 4Ps (Product, Price, Place, Promotion)
d. an organizational function and a set of processes for creating, communicating, and delivering, value to customers, and for managing customer relationships in ways that benefit the organization and its stake holders.
e. improving the quality of life for consumers
Answer: d
4. Marketing management is ________.
a. managing the marketing process
b. monitoring the profitability of the companies products and services
c. selecting target markets
d. developing marketing strategies to move the company forward
e. the art and science of choosing target markets and getting, keeping, and growing customers through creating, delivering, and communicating superior customer value
Answer: e
5. A transaction involves ________.
a. at least two parties
b. each party has something that might be of value to the other party
c. each party is capable of communication and delivery
d. each party is free to accept or reject the exchange offer
e. all of the above
Answer: e
________ goods constitute the bulk of most countries’ production and marketing efforts.
a. Durable
b. Impulse
c. Physical
d. Service
e. Event
Answer: c
6. ________ can be produced and marketed as a product.
a. Information
b. Celebrities
c. Durable goods
d. Organizations
e. Properties
Answer: a
7. Charles Revson of Revlon observed: “In the factory, we make cosmetics; in the store, ________.”
a. we make profits
b. we challenge competitors
c. we implement ads
d. we sell hope
e. we sell quality
Answer: d
8. A ________ is someone seeking a response (attention, a purchase, a vote, a donation) from another party, called the ________.
a. salesperson, customer
b. fund raiser, contributor
c. politician, voter
d. marketer, prospect
e. celebrity, audience
Answer: d
9. In ________ consumers may share a strong need that cannot be satisfied by an existing product.
a. negative demand
b. latent demand
c. declining demand
d. irregular demand
e. non-existent demand
Answer: b
10. In ________more customers would like to buy the product than can be satisfied.
a. latent demand
b. irregular demand
c. overfull demand
d. excessive
e. negative demand
Answer: c
11. Marketers often use the term ________ to cover various groupings of customers.
a. people
b. buying power
c. demographic segment
d. social class position
e. market
Answer: e
12. Companies selling mass consumer goods and services such as soft drinks, cosmetics, air travel, and athletic shoes and equipment spend a great deal of time trying to establish a superior brand image in markets called ________.
a. business markets
b. global markets
c. consumer markets
d. nonprofit and governmental markets
e. service markets
Answer: c
13. In business markets, advertising can play a role, but a stronger role may be played by the sales force, ______, and the company’s reputation for reliability and quality.
a. brand image
b. distribution
c. promotion
d. price
e. performance
Answer: d
14. Global marketers must decide ________.
a. which countries to enter
b. how to enter each country (as an exporter, licenser, joint venture partner, contract manufacturer, or solo manufacturer)
c. how to adapt their product and service features to each country
d. how to price their products in different countries
e. all of the above
Answer: e
15. Mohan Sawhney has proposed the concept of ________ to describe a cluster of complementary products and services that are closely related in the minds of consumers but are spread across a diverse set of industries.
a. metamarket
b. vertical integration
c. horizontal integration
d. betamarket
e. synchronized marketing
Answer: a
16. The ________ promises to lead to more accurate levels of production, more targeted communications, and more relevant pricing.
a. Age of Globalization
b. Age of Deregulation
c. Industrial Age
d. Information Age
e. Production Age
Answer: d
17. Many countries have ________ industries to create greater competition and growth opportunities.
a. open-market
b. deregulated
c. regulated
d. scientifically segmented
e. created mass market
Answer: b
18. Customers are showing greater price sensitivity in their search for ________.
a. the right product
b. the right service
c. the right store
d. value
e. relationships
Answer: d
19. Rising promotion costs and shrinking profit margins are the result of ________.
a. changing technology
b. globalization
c. deregulation
d. privatization
e. heightened competition
Answer: e
20.a: Industry boundaries are blurring at an incredible rate as companies are recognizing that new opportunities lie at the intersection of two or more industries this is called ________.
a. globalization
b. customization
c. industry convergence
d. heightened competition
e. acquisition
Answer: c
20.b: In response to giant retailers and category killers, entrepreneurial retailers are building entertainment into stores with coffee bars, lectures, demonstrations, and performances. They are marketing a(n) ________ rather than a product assortment.
experience
a. customer value
b. customer delight
c. total service solution
d. intangible benefit(s)
Answer: a
21. In response to threats from such companies as AOL, Amazon, Yahoo, eBay, E’TRADE, and dozens of others, established manufacturers and retailers became “brick-and-click” oriented by adding online services to their existing offerings. This process became known as ________.
a. reintermediation
b. disintermediation
c. e-commerce
d. e-collaboration
e. new market synchronization
Answer: a
22. Many brick-and-click competitors became stronger contenders in the marketplace than the pure-click firms because they had a larger pool of resources to work with and ________.
a. better prices
b. greater value
c. well-established brand names
d. one-on-one communications
e. direct selling capability
Answer: c
23. The ________ is practiced most aggressively with unsought goods, goods that buyers normally do not think of buying, such as insurance, encyclopedias, and funeral plots.
a. marketing concept
b. selling concept
c. production concept
d. product concept
e. holistic marketing concept
Answer: b
24. The ________ concept holds that consumers will favor those products that offer the most quality, performance, or innovative features.
a. product
b. marketing
c. production
d. selling
e. holistic marketing
Answer: a
25. The ________ concept holds that consumers and businesses, if left alone, will ordinarily not buy enough of the organization’s products.
a. production
b. selling
c. marketing
d. product
e. holistic marketing
Answer: b
26. Several scholars have found that companies who embrace the marketing concept achieve superior performance. This was first demonstrated for companies practicing a ________ understanding and meeting customers’ expressed needs.
a. reactive market orientation
b. proactive marketing orientation
c. total market orientation
d. impulsive market orientation
e. holistic market orientation
Answer: a
27. According to Theodore Levitt, who drew a perceptive contrast between the selling and marketing concepts, ________ is preoccupied with the need to convert products into cash.
a. marketing
b. selling
c. direct marketing
d. holistic marketing
e. service marketing
Answer: b
28. In the course of converting to a marketing orientation, a company faces three hurdles _______.
a. organized resistance, slow learning, and fast forgetting
b. management, customer reaction, competitive response
c. decreased profits, increased R&D, additional distribution
d. forecasted demand, increased sales expense, increased inventory costs
e. customer focus, profitability, slow learning
Answer: a
29. Companies that practice both a reactive and proactive marketing orientation are implementing a ________ and are likely to be the most successful.
a. total market orientation
b. external focus
c. customer focus
d. competitive, customer focus
e. confrontation process
Answer: a
















30. Marketers argue for a ________ in which all functions work together to respond to, serve, and satisfy the customer.
a. cross-functional team orientation
b. collaboration model
c. customer orientation
d. management-driven organization
e. total quality model
Answer: c
31. ________ can be seen as the development, design, and implementation of marketing programs, processes, and activities that recognizes the breadth and interdependencies of their effects.
a. Niche marketing
b. Holistic marketing
c. Relationship marketing
d. Supply-chain marketing
e. Demand-centered marketing
Answer: b
32. ________ marketing has the aim of building mutually satisfying long-term relations with key parties such as customers, suppliers, distributors, and other marketing partners in order to earn and retain their business.
a. Holistic
b. Demand-based
c. Direct
d. Relationship
e. Synthetic
Answer: d
33. Companies who form a ________ collect information on each customer’s past transactions, demographics, psychographics, and media and distribution preferences.
a. sales network
b. holistic union
c. marketing network
d. supply-chain network
e. integrated network
Answer: c
34. The ability of a company to deal with customers one at a time has become practical as a result of advances in ________, computers, the Internet, and database marketing software.
a. improved communication flow
b. information technology
c. just-in-time manufacturing
d. factory customization
e. customer-centered strategies
Answer: d
35. One traditional depiction of marketing activities is in terms of the marketing mix or four Ps. The four Ps are characterized as being ________.
a. product, positioning, place, and price
b. product, production, price, and place
c. promotion, place, positioning, and price
d. place, promotion, production, and positioning
e. product, price, promotion, and place
Answer: e
36. The four Ps represent the sellers’ view of the marketing tools available for influencing buyers. From a buyer’s point of view, each marketing tool is designed to deliver a customer benefit. Robert Lauterborn suggested that the sellers’ four Ps correspond to the customers’ four Cs. The four Cs are ________.
a. customer focus, cost, convenience, and communication
b. customer solution, customer cost, convenience, and communication
c. convenience, control, competition, and cost
d. competition, cost, convenience, and communication
e. category control, cost, concept development, and competition
Answer: b
37. Holistic marketing incorporates ________, ensuring that everyone in the organization embraces appropriate marketing principles, especially senior management.
a. profit objectives
b. share of customer
c. internal marketing
d. the marketing mix
e. strategic planning
Answer: c
38. Marketing is not a department so much as a ________.
a. company orientation
b. philosophy
c. function
d. branch of management
e. branch of economics
Answer: a
39. Holistic marketing incorporates ________ and understanding broader concerns and the ethical, environmental, legal, and social context of marketing activities and programs.
a. safe product design
b. cultural marketing
c. social responsibility marketing
d. cross-functional teams
e. direct sales policies
Answer: c
40. The ________ holds that the organization’s task is to determine the needs, wants, and interests of target markets and to deliver the desired satisfactions more effectively and efficiently than competitors in a way that preserves or enhances the consumer’s and the society’s well-being.
a. customer-centered business
b. focused business model
c. societal marketing concept
d. ethically responsible marketing manager
e. production-centered business
Answer: c
41. Companies see ________ as an opportunity to enhance their corporate reputation, raise brand awareness, increase customer loyalty, build sales, and increase press coverage.
a. cause-related marketing
b. brand marketing
c. equity marketing
d. direct marketing
e. recognition marketing
Answer: a
42. When a customer has a(n) ________ need he/she wants a car whose operating cost, not its initial price, is low.
a. stated
b. real
c. unstated
d. delight
e. secret
Answer: b
43. When a customer has a(n) ________ need the customer wants to be seen by friends as a savvy consumer.
a. real
b. unstated
c. delight
d. secret
e. stated
Answer: d
44. During market segmentation analysis, the marketer identifies which segments present the greatest opportunity. These segments are called ________.
a. target markets
b. primary markets
c. tertiary markets
d. demographic markets
e. focused markets
Answer: a
45. For each target market, the firm develops a ________. The offering is positioned in the minds of the target buyers as delivering some central benefit(s).
a. value offering
b. niche offering
c. market offering
d. segment offering
e. social offering
Answer: c
46. ________ reflects the perceived tangible and intangible benefits and costs to customers.
a. Loyalty
b. Satisfaction
c. Value
d. Expectations
e. Comparison shopping
Answer: c
47. If a marketer decides to use warehouses, transportation companies, banks, and insurance companies to facilitate transactions with potential buyers, the marketer is using what is called a ________.
a. service channel
b. distribution channel
c. brand channel
d. relationship channel
e. intermediary channel
Answer: a
48. ________ includes all the actual and potential rival offerings and substitutes that a buyer might consider.
a. Competition
b. The product offering
c. A value proposition
d. The supply chain
e. The marketing environment
Answer: a
49. The ________ includes the immediate actors involved in producing, distributing, and promoting the offering. The main actors are the company, suppliers, distributors, dealers, and the target customers.
a. operations environment
b. management environment
c. strategic environment
d. task environment
e. tactical environment
Answer: d
50. The ________ process consists of analyzing marketing opportunities; selecting target markets; designing marketing strategies; developing marketing programs; and managing the marketing effort.
a. marketing planning
b. strategic planning
c. market research
d. opportunity analysis
e. share of customer
Answer: a
51. David Packard of Hewlett-Packard once said, “Marketing is far too important to leave to ________.”
a. the advertising boys
b. uninformed managers
c. novices
d. the CEO
e. the marketing department
Answer: e
52. Some companies are now switching from being solely product-centered (with product managers and product divisions to manage them) to being more ________ centered.
a. competency
b. strategy
c. marketing
d. customer-segment
e. sales
Answer: d
53. Companies are recognizing that much of their market value comes from ________, particularly their brands, customer base, employees, distributor and supplier relations, and intellectual capital.
a. variable assets
b. the value proposition
c. intangible assets
d. tangible assets
e. customer preferences
Answer: c
54. ________ can increasingly be conducted electronically, with buyer and seller seeing each other on their computer screens in real time.
a. Public relations
b. E-commerce
c. Advertising
d. Personal selling
e. Mass marketing
Answer: d
55. Top management is going beyond sales revenue alone to examine the marketing scorecard to interpret what is happening to ________.
a. market share
b. customer loss rate
c. customer satisfaction
d. product quality
e. all of the above
Answer: e
56. At the heart of any marketing program is the ________—the firm’s tangible offering to the market.
a. service offer
b. product
c. sales support team
d. packaging
e. auxiliary offer
Answer: b
57. ________ activities are the means by which firms attempt to inform, persuade, and remind consumers directly or indirectly about the brands they sell.
a. Consumer behavior
b. Market segmentation
c. Marketing research
d. Marketing communication
e. New product development
Answer: d
58. Marketing evaluation and ________ processes are necessary to understand the efficiency and effectiveness of marketing activities and how both could be improved.
a. control
b. analysis
c. measurement
d. feedback
e. consumer behavior
Answer: a

Multiple Choice Questions

General Questions

1.
What definition best describes the function of marketing?

a. Providing the best goods and services at the most economical price
b. Identifying, anticipating and satisfying customer requirements profitably
c. Anticipating consumer needs through marketing research
d. Profitable sales volume through meeting the needs of customers
e. Building long term relationships with regular customers
2.
Read the following three statements: (i) A focus on manufacturing through making quality products (ii) A focus on actual and potential customer needs and wants (iii) A focus on selling existing products In (i), (ii) and (iii) order above, which sets of philosophies describe these?

a. Marketing; production; sales
b. Sales; marketing; production
c. Production; sales; marketing
d. Production; marketing; sales
e. Sales; production; marketing
3.
What best describes the marketing mix?

a. product; price; place; promotion
b. product; price; place; promotion; sales forecasting; marketing research
c. product; price; place; promotion; segmentation; targeting
d. product; price; place; promotion; public relations
e. product; price; place; promotion; buyer behaviour
4.
The company's macro-environment is made up of four out of five of the following. Which one is not part of a company's macro-environment?

a. political factors
b. socio-cultural factors
c. competitive factors
d. economic factors
e. technological factors
5.
A marketing information system (MkIS) has four component parts which include three inputs and one output. Which one is neither an input nor an output to a MkIS?

a. corporate planning
b. strategic marketing planning
c. market intelligence
d. the internal accounting system
e. marketing research
6.
What phrase best describes relationship marketing?

a. reciprocal trading in terms of buying and selling from each others' companies
b. contacts with customers over time rather than over single transactions
c. a small number of customers to whom the best standard of customer care is given
d. quality products delivered exactly when required
e. single sourcing as opposed to multiple sourcing
7.
Four of the following statements form the description of value analysis (VA). Which statement is incorrect?

a. defining the function of each part of item
b. considering alternative ways of performing the same function
c. examining acceptable alternatives in detail and finding out their cost
d. specifications are decided by committee and not by an individual
e. selecting the alternative which enables the same function to be performed as the original part, but at lower cost
8.
The marketing research process consists of a number of successive stages that have been jumbled up. These jumbled up stages that have each been numbered are as follows: 1. planning the research design; 2. data collection; 3. sample selection; 4. problem definition; 5. data analysis; 6. follow-up; 7. report preparation. Which set of figures below represents the logical sequential phases of a marketing research programme?

a. 4; 3; 5; 1; 2; 7; 6
b. 3; 1; 2; 4; 7; 5; 6
c. 2; 1; 4; 3; 5; 6; 7
d. 4; 1; 2; 3; 7; 5; 6
e. 4; 1; 3; 2; 5; 7; 6
9.
Which of the following represents the most logical progressive sequence?

a. segmentation; targeting; positioning
b. targeting; segmentation; positioning
c. segmentation; positioning; targeting
d. positioning; targeting; segmentation
e. targeting; positioning; segmentation
10.
Which one of the following five words is not a criterion for effective market segmentation?

a. identifiable
b. accessible
c. substantial
d. meaningful
e. effective
11.
Which one of the following is not a direct segmentation base?

a. age
b. social class
c. life style
d. life-cycle stage
e. geographical location
12.
Which is the correct sequence for Maslow's hierarchy of needs from the bottom to the top?

a. safety needs; physiological needs; social and love needs; self esteem needs; self actualisation needs
b. physiological needs; safety needs; social and love needs; self esteem needs; self actualisation needs
c. physiological needs; social and love needs; safety needs; self esteem needs; self actualisation needs
d. physiological needs; safety needs; social and love needs; self actualisation needs; self esteem needs
e. safety needs; physiological needs; safety needs; self actualisation needs; self esteem needs
13.
Which sequence correctly describes the buyer/decision model of consumer behaviour?

a. problem recognition; information search; evaluation of alternatives; purchase decision; post purchase behaviour
b. information search; problem recognition; evaluation of alternatives; purchase decision; post purchase behaviour
c. problem recognition; evaluation of alternatives; information search; purchase decision; post purchase behaviour
d. problem recognition; evaluation of alternatives; purchase decision; information search; post purchase behaviour
e. evaluation of alternatives; information search; problem recognition; purchase decision; post purchase behaviour
14.
Which set of terms correctly describes F.E. Webster's 'Decision Making Unit' (DMU) concept?

a. buyers; influencers; suppliers; deciders; users
b. influencers; buyers; manufacturers; deciders; users
c. manufacturers; salespeople; deciders; buyers; influencers
d. gatekeepers; deciders; users; manufacturers; influencers
e. buyers; deciders; gatekeepers; influencers; users
15.
What must marketing management consider in relation to a company's product mix or product assortment?

a. depth; cost; width
b. length; cost; depth
c. width; quality; depth
d. length; width; depth
e. cost; quality; length
16.
Which one of the following represents the sequential stages of the product life cycle concept?

a. introduction; development; growth; saturation; maturity; decline
b. development; introduction; growth; maturity; saturation; decline
c. development; growth; introduction; maturity; saturation; decline
d. development; introduction; maturity; growth; saturation; decline
e. introduction; growth; development maturity; saturation; decline
17.
Which of the following represents the sequential stages of the concept of the product adoption process?

a. late majority; early majority; innovators; early adopters; laggards
b. innovators; early majority; early adopters; late majority; laggards
c. innovators; early adopters; early majority; late majority; laggards
d. early majority; innovators; early adopters; late majority; laggards
e. innovators; early adopters; early majority; laggards; late majority
18.
Which logical sequence of events best describes the Booz, Allen and Hamilton notion of the decay curve of new product ideas?

a. business analysis; screening; development; market testing; commercialisation
b. screening; business analysis; development; commercialisation; market testing
c. screening; business analysis; market testing; development; commercialisation
d. screening; business analysis; development; market testing; commercialisation
e. business analysis; development; screening; market testing; commercialisation
19.
Ansoff has proposed a number of strategic options from his matrix. These strategic options are in this sequence: market intensification; market diversification; product diversification; conglomerate diversification. Which marketing possibilities reflect the above in the order stated?

a. new products/new markets; new products/existing markets; existing products/new markets; existing products/existing markets
b. new products/new markets; existing products/existing markets; existing products/new markets; new products/existing markets
c. new products/existing markets; existing products/new markets; existing products/existing markets; new products/new markets
d. existing products/new markets; new products/new markets; existing products/existing markets; new products/existing markets
e. new products/new markets; existing products/new markets; new products/existing markets; existing products/existing markets
20.
Which of the following terms correctly describes each of the four boxes of the Boston Consulting Group (BCG) matrix?

a. star; cash cow; dog; war horse
b. dodo; question mark; star; cash cow
c. war horse; star; question mark; dog; cash cow
d. cash dog; cash cow; star; question mark
e. star; question mark; cash cow; dog
21.
Which pair of theories does the Barksdale and Harris combined portfolio combine?

a. Shell/BCG
b. BCG/GE
c. product life cycle/BCG
d. product life cycle/Ansoff
e. Ansoff/Shell
22.
What describes the correct labelling of the axes of the Shell directional policy matrix?

a. strategic position/prospects for sector profitability
b. company's competitive capability/strategic position
c. prospects for sector profitability/company's competitive capability
d. market attractiveness/company's competitive capability
e. competitive position/market attractiveness
23.
What describes the correct labelling of the axes of the GE matrix?

a. strategic position/prospects for sector profitability
b. company's competitive capability/strategic position
c. prospects for sector profitability/company's competitive capability
d. market attractiveness/company's competitive capability
e. competitive position/market attractiveness
24.
The A D Little matrix consists of 20 boxes in a 5 x 4 matrix. What is the correct labelling of the axes on this matrix?

a. strategic position/competitive position
b. competitive position/stage of industry maturity
c. prospects for sector profitability/stage of industry maturity
d. market share/stage of industry maturity
e. competitive position/market share
25.
Porter identified three generic strategies for achieving success in a competitive market. Which were the three strategies that he suggested?

a. overall price leadership; differentiation; focus
b. differentiation; overall cost leadership; penetration pricing
c. overall cost leadership; differentiation; focus
d. overall cost leadership; segmentation; differentiation
e. differentiation; penetration pricing; focus
26.
What are the limitations of the PIMS databank?

a. unrealistic time horizons; it does not estimate profits; possible missed variables
b. difficulties of interpretation; errors of measurement; unrealistic time horizons
c. difficulties of interpretation; unrealistic time horizons; possible missed variables
d. difficulties of interpretation; errors of measurement; possible missed variables
e. unrealistic time horizons; errors of measurement; it does not estimate profits
27.
Which of the following categories represent the Decision Making Unit (DMU)?

a. Gatekeepers; Users; Deciders; Buyers; Influencers
b. Users; Deciders; Buyers; Influencers; Negotiators
c. Deciders; Buyers; Influencers; Gatekeepers; Mediators
d. Gatekeepers; Users; Deciders; Buyers; Consumers
e. Gatekeepers; Users; Buyers; Influencers; Estimators
28.
What are the '7 Ps' of service marketing?

a. Product, price, place, promotion, people, process, planning
b. Product, price, place, promotion, provision, process, physical evidence
c. Product, price, place, promotion, people, process, physical evidence
d. Product, price, place, promotion, people, practice, physical evidence
e. Product, price, place, promotion, people, practice, planning
29.
Data fusion is a technique that is applied in?

a. Sales promotion
b. Pricing
c. Global marketing
d. Direct marketing
e. Logistics management
30.
Viral marketing is applied to?

a. Logistics
b. Email
c. Advertising
d. Sales promotion
e. Direct mail


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