Business Administration MCQ

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 Business Administration
MCQ PDF
Cou
Business Administration is a comprehensive course that introduces students to the

fundamental principles and practices of managing an organization. Covering key areas

such as accounting, finance, marketing, human resources, and operations, this course

equips students with practical skills and theoretical knowledge necessary for effective

decision-making and strategic planning in various business environments. Through

case studies, interactive discussions, and hands-on projects, students develop

competencies in leadership, problem-solving, and communication, preparing them for a

wide range of careers in the corporate, public, and non-profit sectors.

Recommended Textbook
Principles of Marketing 17th Edition by Philip T. Kotler

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Page 2
 Chapter 1: Marketing: Creating Customer Value and

Engagement
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Sample Questions
Q1) Which of the following refers to a set of benefits that a company promises to deliver
to customers to satisfy their needs?
A) customer lock-in
B) a cartel
C) marketing mix
D) value proposition
E) market segmentation
Answer: D

Q2) Consumer research, product development, communication, distribution, pricing, and

service are all core ________ activities.
A) positioning
B) marketing
C) outsourcing
D) production
E) logistics
Answer: B

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Page 3
Chapter 2: Company and Marketing Strategy: Partnering to

Build Customer Engagement, Value, and Relationships

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Sample Questions
Q1) Which of the following is true with regard to a market segment?
A) A market segment consists of consumers with dissimilar needs and preferences.
B) A market segment consists of consumers who respond in a similar way to a given set
of marketing efforts.
C) Very few markets have segments.
D) Dividing the market into segments decreases the efficiency of the selling process.
E) Dividing the market into segments reduces composite demand.
Answer: B

Q2) Which of the following is the first step of business portfolio planning?
A) shaping the future portfolio by developing strategies for growth and downsizing
B) determining which businesses should receive more, less, or no investment
C) identifying internal strengths and weaknesses
D) identifying future opportunities
E) determining short-term goals
Answer: B

Q3) What is a strategic business unit (SBU)?

Answer: An SBU can be a company division, a product line within a division, or sometimes
a single product or brand.

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Page 4
 Chapter 3: Analyzing the Marketing Environment
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Sample Questions
Q1) The popularity of cause-related marketing as a form of corporate giving is rapidly
declining.
A)True
B)False
Answer: False

Q2) Marketing services agencies are the marketing research firms, advertising agencies,
media firms, and marketing consulting firms that help the company target and promote
its products to the right markets.
A)True
B)False
Answer: True

Q3) Consumers' spending patterns since the Great Recession include ________.
A) spending freely, without caution
B) buying less and looking for greater value in what they buy
C) amassing record levels of debt
D) experiencing rapid increases in housing values
E) participating in a booming stock market
Answer: B

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Page 5
 Chapter 4: Managing Marketing Information to Gain

Customer Insights
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Sample Questions
Q1) Since secondary data provide a good starting point for research and often help
define problems and research objectives, companies do not need to collect primary
data.
A)True
B)False

Q2) After a research instrument is selected, the next step in the marketing research
process is to ________.
A) select a sampling method
B) interpret the research findings
C) implement the research plan
D) evaluate alternatives
E) select a research approach

Q3) What is the most important characteristic of a good MIS?

Q4) Often, international researchers must collect their own primary data because
________.
A) reliable secondary data is both scarce and difficult to find
B) information from commercial online databases is unreliable
C) it is cheaper to obtain primary data than secondary data
D) it is easier to obtain primary data than secondary data
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E) it is illegal in some countries to track customer data

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 Chapter 5: Consumer Markets and Buyer Behavior
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Sample Questions
Q1) Subcultures include nationalities, religions, geographic regions, and ________.
A) genders
B) ages
C) professions
D) racial groups
E) income levels

Q2) Consumers can easily explain what influences their purchases.

A)True
B)False

Q3) In the context of product characteristics that influence the rate of adoption,
________ refers to the degree to which the innovation fits the values and experiences
of potential consumers.
A) communicability
B) relative advantage
C) compatibility
D) complexity
E) divisibility

Q4) Asian-American consumers are the least brand conscious of all ethnic groups.
A)True
B)False

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 Chapter 6: Business Markets and Business Buyer Behavior
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Sample Questions
Q1) Why is the business buying process more formalized than the consumer buying
process?

Q2) The demand for Alpha Stampings' products is ultimately based on the demand for
new automobiles in the consumer market. This is an example of ________ demand.
A) negative
B) latent
C) primary
D) derived
E) composite

Q3) A university enrolled 200 graduate students in the Fall of 2015. However, the
enrollment rate was only slightly affected following a 12-percent hike in tuition the
following fall. This illustrates ________ demand.
A) derived
B) negative
C) highly elastic
D) composite
E) inelastic

Q4) Explain the advantages of systems selling.

Q5) What is product value analysis?

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 Chapter 7: Customer Value-Driven Marketing Strategy:

Creating Value for Target Customers

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Sample Questions
Q1) Rex Steelworks makes steel sheets which the firm markets and sells to companies all
over the world. Which of the following marketing strategies is most suitable for Rex
Steelworks?
A) one-to-one marketing
B) undifferentiated marketing
C) individual marketing
D) local marketing
E) trigger-based marketing

Q2) ________ segmentation divides buyers into different segments based on social
class, lifestyle, or personality characteristics.
A) Benefit
B) Occasion
C) Geographic
D) Demographic
E) Psychographic

Q3) Briefly describe occasion segmentation.

Q4) What are the major structural factors affecting long-run segment attractiveness?

Q5) Describe how marketers use multiple segmentation bases to their advantage.
Page 9
Q6) What is product position? What functions do perceptual positioning maps serve?

Q7) What does a company focus on when using a concentrated marketing strategy?
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Page 10
 Chapter 8: Products, Services, and Brands: Building

Customer Value
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Sample Questions
Q1) Companies frequently try to offer the highest possible performance quality level.
A)True
B)False

Q2) Features are a competitive tool for differentiating a company's product from
competitors' products. Which question are companies LEAST likely to ask in a survey of
buyers regarding product features?
A) Which features could we add to improve the product?
B) Which specific features of the product do you like most?
C) How much would (a certain new feature) be worth to you?
D) Which features of the product do you like the least?
E) How do you like the product?

Q3) What is the core customer value a customer might purchase when buying Urban
Decay cosmetics?
A) variety of collections
B) unique packaging
C) unusual colors
D) sense of adventure
E) long-lasting makeup

Q4) How does branding help buyers?

Page 11

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 Chapter 9: Developing New Products and Managing the

Product Life Cycle

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Sample Questions
Q1) Explain common reasons for the failure of new products. What must be the goals for
a company to create successful new products?

Q2) Which of the following best describes the role of a product steward?
A) to protect employees and laborers from harm
B) to evaluate new product ideas against a set of general criteria
C) to develop a new product concept into a physical product
D) to protect consumers from harm and the company from liability
E) to decide whether to maintain, harvest, or drop the product in the decline stage of the
PLC

Q3) Differentiate between a product idea, a product concept, and a product image.

Q4) JoAnn Fabrics Inc. has created a new combination of colors and fabric types. The
firm wants to know how consumers will perceive the new product. The firm is concerned
with the product ________.
A) idea
B) displacement
C) image
D) activation
E) placement

Page
Q5) Explain why the PLC can be applied to 12 than just brands.
more

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 Chapter 10: Pricing: Understanding and Capturing

Customer Value
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Sample Questions
Q1) When McDonald's and other fast food restaurants offer "value menu" items at
surprisingly low prices, they are most likely using ________ pricing.
A) break-even
B) target profit
C) good-value
D) cost-plus
E) target return

Q2) A manufacturer has fixed costs of $100,000, a variable cost of $10 per unit of output,
and break-even volume of 50,000 units. What should the manufacturer's unit cost be in
order to break even?
A) $10
B) $12
C) $14
D) $16
E) $20

Q3) Briefly describe the process of value-based pricing.

Q4) Distinguish between value-based pricing and cost-based pricing.

Q5) What is good-value pricing?

Page 13
Q6) Explain the significance of a downward-sloping experience curve.

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 Chapter 11: Pricing Strategies: Additional Considerations
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Sample Questions
Q1) Which of the following likely does NOT play into products being offered for different
prices in different countries?
A) additional costs of operations
B) product commonality
C) physical distribution
D) shipping and insurance
E) exchange-rate fluctuations

Q2) Print-Fast Printers prices its printer cartridges at a premium, since customers must
buy Print-Fast cartridges to work with their Print-Fast printer. Print-Fast uses
optional-product pricing.
A)True
B)False

Q3) The discount offered by Glamor Gifts to customers who bought Valentine-themed
merchandise the week following Valentine's Day is an example of a ________.
A) functional discount
B) seasonal discount
C) trade discount
D) cash discount
E) time-based discount

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Page 14
Chapter 12: Marketing Channels: Delivering Customer Value
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Sample Questions
Q1) How do intermediaries add value to a marketing system?

Q2) ________ logistics refers to moving products and materials from the suppliers to
the factory.
A) Outbound
B) Diverse
C) Inbound
D) Reverse
E) Customer-centered

Q3) Heart of Midnight sells blue orchids to major florists around the world. Their key
requirement is speed. Which of the following modes of transport will help them?
A) rail transport
B) air carriers
C) trucks
D) piggybacks
E) water transport

Q4) The number of products supplied indicates the length of a channel.

A)True
B)False

Q5) How can a firm benefit from involvement in a contractual VMS?

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 Chapter 13: Retailing and Wholesaling
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Sample Questions
Q1) Explain how Whole Foods is able to compete against Walmart.

Q2) A ________ contains between 15 and 50 retail stores, including a department or

variety store, a supermarket, specialty stores, professional offices, and sometimes a
bank.
A) community shopping center
B) neighborhood shopping center
C) strip mall
D) regional shopping center
E) power center

Q3) Full-service stores usually carry more specialty goods for which customers need or
want assistance or advice.
A)True
B)False

Q4) What types of products do specialty stores carry? Give an example of a specialty
store.

Q5) A discount store buys at less-than-regular wholesale prices and charges

consumers less than retail.
A)True
B)False

Q6) How can discount stores sell merchandise at lower prices?

Page 16

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 Chapter 14: Engaging Consumers and Communicating

Customer Value: Integrated Marketing Communications

Strategy
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Sample Questions
Q1) Discuss the advantages and disadvantages of advertising.

Q2) If the pull strategy is effective, then consumers will demand the product from
channel members, who will in turn demand it from producers.
A)True
B)False

Q3) Discuss the percentage-of-sales method used for setting the total budget for
advertising.

Q4) Because personal selling involves developing relationships, it is acceptable for

salespeople to stretch claims they make about a product's advantages.
A)True
B)False

Q5) The use of short-term incentives to encourage the purchase or sale of a product or
service is called ________.
A) direct and digital marketing
B) sales promotion
C) personal selling
Page 17
D) public relations
E) publicity

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 Chapter 15: Advertising and Public Relations
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Sample Questions
Q1) How has clutter in television and other advertising media created an increasingly
hostile advertising environment?

Q2) Logos, uniforms, brochures, and company trucks are all examples of ________
materials that can be used to help a company create a visual image which the public
can immediately recognize.
A) direct marketing
B) social marketing
C) public service
D) corporate identity
E) buzz marketing

Q3) ________ tend to be straightforward outlines of benefits and positioning points

that the advertiser wants to stress.
A) Promotion mix plans
B) Message strategy statements
C) Creative concept strategies
D) Advertainment statements
E) Branded entertainment plans

Q4) Describe any three message execution styles.

Q5) Why is reach an important measure for a marketer?

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 Chapter 16: Personal Selling and Sales Promotion
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Sample Questions
Q1) A salesperson of a manufacturing company has qualified a number of leads. Which
of the following is most likely the next step in the selling process?
A) calling on all the prospects one by one
B) closing the deal with the most promising prospect
C) learning as much as possible about the qualified prospects
D) handling all objections raised by the prospects
E) narrating the "value story" to the buyer

Q2) Prospects can be qualified by looking at all of the following characteristics EXCEPT
________.
A) occupational mobility
B) financial ability
C) volume of business
D) location
E) possibilities for growth

Q3) What is personal selling?

Q4) In a territorial sales force structure, as each salesperson travels within a limited
geographic area, travel expenses are relatively small.
A)True
B)False

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Page 19
 Chapter 17: Direct, Online, Social Media, and Mobile

Marketing
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Sample Questions
Q1) Which of the following is an advantage of a well-designed and targeted
telemarketing plan?
A) exemption from the National Do Not Call Registry
B) ability to portray wider merchandise
C) purchasing convenience for customers
D) interactive infomercials via phone
E) coordination with nearby kiosks

Q2) Online-only companies are more successful than omni-channel marketing

companies.
A)True
B)False

Q3) Geller Insurance calls qualified prospects to sell insurance. Which of the following
forms of marketing is evident from this example?
A) catalog marketing
B) kiosk marketing
C) direct-response television marketing
D) telemarketing
E) direct-mail marketing

Q4) How has the direct marketing industry taken steps to address privacy and security
Page 20
concerns?

Q5) Explain integrated social media marketing.

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Page 21
 Chapter 18: Creating Competitive Advantage
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Sample Questions
Q1) ________ involves first identifying and assessing competitors and then selecting
which competitors to attack or avoid.
A) Competitor analysis
B) Self-competition
C) Blue ocean strategy
D) Quantitative analysis
E) Perfect competition

Q2) Benchmarking has become a powerful tool for increasing a company's ________.
A) product mix
B) mass appeal
C) employee training services
D) distribution channels
E) competitiveness

Q3) Discuss the need to understand competitors as well as customers through

competitor analysis.

Q4) Competitors may serve less-attractive segments or lead to more product

differentiation.
A)True
B)False

Q5) What is the primary focus of a competitor-centered company?

Page 22
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 Chapter 19: The Global Marketplace
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Sample Questions
Q1) A cell phone maker customized its cell phones for the Asian market by raising the
ring volume so that phones could be heard on crowded streets. This is an example of
product invention.
A)True
B)False

Q2) CAFTA-DR has eliminated all trade barriers and investment restrictions among the
United States, Canada, and Mexico.
A)True
B)False

Q3) In a subsistence economy, fast growth in manufacturing results in rapid overall

economic growth.
A)True
B)False

Q4) Which of the following is true of contract manufacturing?

A) It provides a chance to start faster but with more risks.
B) It involves decreased control over the manufacturing process.
C) It leads to an increase in potential profits on manufacturing.
D) It is the simplest way to enter a foreign market.
E) It involves entering a foreign market by exporting surplus products.

Q5) Identify the three major ways a company can manage its international marketing.
Page 23
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 Chapter 20: Sustainable Marketing: Social Responsibility

and Ethics
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Sample Questions
Q1) Compare and contrast the two common principles that can be used to guide
companies and marketing managers on issues of ethics and social responsibility.

Q2) Critics point out that in the stationery industry, a pen that costs fifty cents to make
costs the consumer $10 to buy. This is an example of ________.
A) deceptive advertising
B) redlining
C) excessive markups
D) high-pressure selling
E) shoddy products

Q3) Consumer advocates call for additional consumer rights, including ________.
A) the right to be protected from unwanted marketing messages
B) the right to be well informed about important product aspects
C) the right not to pay any taxes included in the final price
D) the right to resell the product
E) the right to exchange the product if it is of the wrong size or style

Q4) Describe and compare the three different categories of deceptive marketing
practices.

Q5) How do marketers respond to charges of "commercial noise"?

Page 24
Q6) Explain the practice of redlining and why it is criticized.

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