Model exit exam for marketing management Max weight 100%

Part-I; choose the appropriate answer for the following 100 multiple choices among the given alternatives
1. Factors that emerge from changes to the regulatory environment, which may affect the broader economy,
certain industries, or even individual businesses within a specific sector are;
A. Legal C. Economical
B. Technological D. Political
2. Only one firm provides a certain product or service in a certain country or area under;
A. Oligopoly C. Monopolistic competition
B. Pure monopoly D. Pure competition
3. _____ often is called the “action stage” of strategic management cycle.
A. Strategy control C. Strategy formulation
B. Strategy evaluation D. Strategy implementation
4. The concept of entering a new market with altogether new products is described as_____
A. Market Development C. Product Development
B. Market Penetration D. Diversification
5. A company with the largest market share in an industry that can often use its dominance to affect the
competitive landscape and direction the market takes is;
A. Follower C. Challenger
B. Leader D. Nicher
6. Companies with very large product portfolios have one major issue which product to put money in and
which product to take money out of? This question is answered by the;
A. SWOT analysis C. BCG matrix
B. PESTL analysis D. Ansof matrix
7. What does Cash cow symbolize in BCG matrix?
A. Introduction C. Maturity
B. Growth D. Decline
8. The attempt of capturing a large territory by launching several front grand offensive marketing strategy is
classified as;
A. Flank attack C. Encirclement attack
B. Frontal attack D. Bypass attack
9. Which forecasting uses an average of a specified number of the most recent observations, with each
observation receiving a different emphasis?
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 A. Simple Moving Average C. Weighted Moving Average
B. Exponential Smoothing D. Regression analysis
10. In which form of organization, each sales person is assigned to territory over which to have sole
responsibility for sales achievement?
A. Product specialization structure C. Customer based structure
B. Geographic sales force organization structure D. Mixed
11. After successful presentation and effective objection handling it is time for the sales representative to;
A. Close the deal C. Pre approach
B. Follow up D. Approach
12. The negative practice of eliminating from all the candidates considered for possible employment or
those who appear unpromising is termed as sale force;
A. Recruitment C. Selection
B. Training D. Evaluation
13. A salesman should have a good appearance and an impressive personality. She/he should also have a
sound health. This is best described by;
A. Mental quality C. Good behaviour
B. Physical quality D. Integrity of character
14. Human resource management department is interested in the sales forecast from the view point of;
A. Staffing planning C. Sales budgeting
B. Raw materials and component requirements D. Promotional campaign
15. Forecasting responsibility is assigned to those who produce the immediate result under;
A. Survey of customer buying plans C. Composite of sales force opinion
B. Jury of executive opinion D. Delphi technique
16. Which of the following customer market buy goods and services for further processing?
A. Consumer market C. Business market
B. Institutional markets D. International market
17. Based on loyalty status market segmentation who always buy one brand & completely loyal are said to
be:
A. Split loyal C. Hard-core loyal
B. Shifting loyal D. Switcher
18. An organization delivers the desired satisfactions more effective and efficiently than competitors in a
way that preserves the consumer’s and the society’s well-being, this marketing philosophy is known as;
A. Marketing concept C. Societal concept
B. Product concept D. Production concept
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19. A desire for specific satisfiers of needs or directed to specific objects that might satisfy the required
need and shaped by ones society;
A. Demand C. Want
B. Preference D. Preference
20. A type of demand which happens when customers’ are unsatisfied by existing product and its
marketing strategy is developmental marketing is called ;
A. Overfull demand C. Negative demand
B. No demand D. Latent demand
21. Which one of the following is an external determinant for pricing?
A. Nature of market demand C. Marketing mix strategies
B. Organizational objectives D. Cost
22. A type of demand which happens when customers’ are unsatisfied by existing product and its
marketing strategy is developmental marketing is called ;
A. Overfull demand C. Negative demand
B. No demand D. Latent demand
23. Which of the following e-commerce business model includes electronic retailing?
A. Business-to-business C. Business-to-consumer
B. Consumer-to-business D. Consumer-to-consumer
24. Companies sell their online goods to other companies without being engaged in sales to consumers is
A. Consumer-to-business C. Business-to-consumer
B. Business-to-business D. Consumer-to-consumer
25. Digital public relations can be done from the following
A. Blogs C. Online newsrooms and website
B. Podcasts D. All
26. One of the following allows for a line of credit customers withdrawal of purchase;
A. Credit Card C. Debit Card
B. Smart Card D. Purchase card
27. One of the following is true the basic
characteristics of oligopolistic market structure?
A. large number of buyers and sellers in the market
B. a few sellers sell differentiated or homogeneous products
C. buyers and sellers have perfect information about the market
D. a market in which there is one and only one seller
28. Which one of the following are risk management strategies in agricultural marketing?
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 A. Speculation and hedging C. Standardization
B. Grading D. Arbitrage
29. _________plays an intermediary role in linking the producers and consumers or buyers.
A. distribution sub-system C. Consumption sub-system
B. Production sub-system D. Regulatory sub-system
30. When storage function of agricultural products is not recommended?
A. If the product has seasonal supply and regular demand
B. If the product’s bulkiness reduces and in turn transportation cost reduces
C. If the marketers are sure that the product’s demand in the future will increase
D. If the product has consistent supply and consistent demand
31. A competitive advantage of the food industry depends on the availability of processed materials that
minimizes cost or adds value to the market, discussed under.....................
A. Quality C. Processing
B. Reliability D. Product differentiation
32. Which one Types of risk in agricultural marketing include the risks arising out of a change in the
government's policy, in tariffs and tax laws?
A. Service Risk C. Physical Risks
B. Price Risk D. Psychological risks
33. The Purchase or sale of a commodity at the present price with the object of sale or purchase at some
future date at a favorable price is called _________
A. Speculation C. Hedging
B. Futures Market D. Forward market
34. _________is among the functions of agricultural marketing involving the accepting of the possibility of
loss in the marketing of agricultural products.
A. Financing C. Standardization
B. Risk bearing D. Market intelligence
35. Which of the following forms of direct marketing
has had the most explosive growth in recent years?
A. Catalog marketing C. Personal selling
B. Direct mail marketing D. Online marketing
36. ___component of a logistics system is concerned
with the holding of products until they are ready to be sold
A. warehousing C. Inventory Control
B. material handling D. Order processing
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37. Which one is true Coordination and conflict
management are attained through regular organizational channels?
A. Corporate VMS C. Administered VMS
B. Contractual VMS D. Multi distribution
38. _____________is a process wherein parties voluntarily submit their dispute to a third party whose
decision will be final and binding.
A. Voluntary arbitration C. Arbitration
B. Compulsory arbitration D. Litigation
39. _________ represents a carrier’s method of charging for transportation services performed.
A. Bill of lading C. Shipping manifest
B. Freight bill D. FOB
40. Which one is not the distribution task performed by merchant wholesalers to their customers?
A. Gathering information C. Holding inventory
B. Making sales contacts D. Producing product
41. A wholesaler distributes the accumulated goods among
a large number of retailers scattered at different places is refers to ______
A. Assembling function C. Dispersion function
B. Storage function D. Risk -bearing
42. Which one is Characteristics of retailer?
A. They are a vital link b/n the producer & the wholesaler
B. The area of operation of retaining business is generally limited and small
C. They usually deal only with a few types of products
D. Act as a bridge between manufacturer with potential competitors
43. __________ refers to the way an individual select and interprets environmental stimuli.
A. Perception C. Expectation
B. Motivation D. Selection
44. The stages of the business buying process in which the buyer invites qualified suppliers to submit
proposals.
A. Proposal solicitation C. Product specification
B. Supplier search D. Order-routine specification
45. Which one of the following is NOT among the many reasons why a product is moved to the status of a
modified re-buy,
A. Change in who is involved in making the purchase
B. Weak marketing effort by competitors.
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 C. Supplier is removed from an approved suppliers list,
D. Mandate from top level of organization to re- evaluate all purchasing,
46. Because of the derived demand for business products, there is less opportunity for business marketers to
stimulate primary or direct demand through price cuts than there is for consumer goods marketers to do so
refers to:-
A. Fluctuating demand C. Joint demand
B. Inelastic demand D. Derived demand
47. It is an effort to cut the costs associated with the SBU in order to help improve the cash flow.
A. Divestment C. Harvesting
B. Line simplification D. Laudation
48. It comprises representatives from marketing, production, accounting, engineering, and other areas, that
review new product proposals.
A. Product manager C. New product department
B. New product committee D. New product venture team
49. Agent intermediaries that handle commodities those are valuable to distant suppliers because of their
wealth of local market information.
A. Manufacturers’ agents C. Brokers
B. Commission merchants D. Wholesaler
50. Which of the following is NOT the measure MNCs uses to minimize political risks?
A. Stimulation of the local economy C. Sharing ownership
B. Unemployment of nationals D. Political neutrality
51. The process of a government ownership, and it is the government that operates the business being taken
over is refers to:-
A. Confiscation, C. Nationalization,
B. Expropriation, D. Domestication
52. The purpose of ________ tariff is to protect home industry, agriculture, and labor against foreign
competitors by trying to keep foreign goods out of the country.
A. Revenue tariff C. Export tariffs-
B. Protective tariff D. Countervailing duty
53. Which of the following is NOT Benefits of International Marketing
A. Diversification D. Survival and Growth
B. Inflation and price moderation E. None
C. Employment
54. Which one of the following is NOT the reasons for firms to just take other alternatives than exporting:
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 A. Overcoming trade barriers D. Achieving better market penetration
B. Reducing tariffs by having local content E. None
C. Reducing transport and production costs
55. Which one of the following is NOT the reason for product adaptations?
A. Difference in technical standards. C. Primarily industrial products
B. Variations in ability to buy. D. Variations in conditions of use.
56. A person has an option between making a purchase and not making a purchase or a choice of spending
time doing “A” or “B” is;
A. Consumer behavior C. Attitude
B. Problem recognition D. Decision
57. A process in which a customer collects information about a product and interprets the information to
make a meaningful image about a particular product.
A. Perception C. Learning
B. Motivation D. Beliefs
58. Customers becomes to delighted when;
A. Product performance less than expectation
B. Product performance exceeds expectation
C. Product performance equals expectation
D. Customer expectation greater than product performance
59. Getting permanent change in consumers thinking over a period of time through experience is;
A. Status C. Roles
B. Learning D. Beliefs
60. When consumers are highly involved in a purchase but sees little difference in brands is called;
A. Habitual buying behaviour C. Dissonance reducing buying behaviour
B. Complex buying behaviour D. Varity seeking buying behaviour
61. Almaz’s family would love to buy a new car instead of using public transportation. It means they want to
have their own vehicle to travel around and escape from workaday life. But a car can also be a conflict for
their financial stability. Fuel, maintenance costs, insurance and expensive repairs all add up to a high
financial risk. This refers to:-
A. Approach- approach conflict C. Avoidance-avoidance conflict
B. Approach-avoidance conflict D. Vertical and horizontal conflict
62. A need that is sufficiently press to direct a person to seek satisfaction is refers;
A. Stimulus C. Culture
B. Perception D. Motive
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63. ______is conceptualized as the individual’s internal expression of society’s moral and ethical codes of
conduct.
A. Super Ego C. Id
B. Ego D. Libido
64. People may forget much that they experience before; and they tend to retain information that supports
their attitudes and beliefs. This is called ________.
A. Selective attention C. Selective distortion
B. Selective retention D. Perceptual vigilance
65. According to Karen Horney (CAD) personality theory; those who move away from others – desire for
independence, self-reliance, self-sufficiency, and freedom from obligation is categorized as;
A. Compliant individuals C. Detached individuals
B. Aggressive individuals D. Appreciated individuals
66. _______ describes relatively getting permanent changes in an individual's behaviour arising from
experience.
A. Learning C. Cognitive dissonance
B. Perception D. Aggressiveness
67. When consumers are highly involved with the purchase of an expensive product and they perceive
significant differences among brands, they most likely will undertake ________.
A. Complex buying behaviour C. Habitual buying behaviour
B. Dissonance reducing buying D. variety-seeking buying behaviour
behaviour
68. Which of the following typically occurs with habitual buying behaviour?
A. There is high consumer involvement.
B. There is strong brand difference.
C. Consumers search extensively for information.
D. Ad repetition creates brand conviction.
69. A person’s unique psychological characteristics that lead to relatively consistent and lasting responses to
his or her own environment;
A. Psychographics C. Demographics
B. Personality D. Lifestyle
70. The process by which people select, organize, and interpret information to form a meaningful picture of
the world is ;
A. Readiness C. Perception
B. Selectivity D. Motivation
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71. The buying process can be triggered by a(n) __________ when one of the person’s normal needs-
hunger, thirst, sex rises to a level high enough to become a drive
A. Awareness C. Internal stimuli
B. External stimuli D. Experiential motivation.
72. With respect to post purchase behaviour, the larger the gap between expectations and performance:
A. The greater likelihood of re-purchase
B. The greater the customer’s dissatisfaction
C. The less likely the consumer will be influenced by advertising
D. The less likely the consumer will need sales confirmation
73. Service firms are working hard to manage the supply and demand to reduce service_____?
A. Intangibility C. Perishability
B. Variability D. Inseparability
74. The ‘ambiance conditions, sin age, decorations, lobbying areas and any tangible components that
facilitate performance or communication of the service.
A. People C. Process
B. Physical evidence D. Promotion
75. The actual procedures, mechanisms, and flow of activities by which the service is delivered the service
delivery and operating systems is;
A. Place C. process
B. Physical evidence D. people
76. Marketing complications of the service characteristic "Intangibility" are all of the following, except:
A. Sampling difficult
B. Difficult to judge quality and value in advance
C. Relatively easy to promote
D. Not possible to patent or transfer of tittle
77. “A Football fans at Addis Ababa stadium will pay different prices for the different types of seats” this
refers to differentiating the price based on_____;
A. Time of reservation C. Based on location
B. At the time of usage D. Based on target market
78. The gap between expected service and company perception of consumer expectations can be
attributed by;
A. Poor service design C. Inadequate marketing research orientation
B. Failure to match demand and supply D. Overpromising

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 79. Bars and clubs offer “Happy Hour” drink specials during early evening hours but raise their drink price
A. The time of reservation C. Location of consumption
for the late evening crowds refers to differential Pricing Ways based on:-
B. Different target markets D. The time of service usage.
80. Which one of the following statement best describes social risk?
A. Will the dry cleaner be able to remove the stains from this jacket?
B. Will repairing my car cost more than the original estimate?
C. How can I be sure this aircraft won't crash?
D. What will my friends think of me if they learn I stayed at this cheap hotel?
81. “All human actors who play a part in service delivery and thus influence the buyer’s perceptions:
namely, the firm’s personnel, the customer and other customers in the service environment.”
A. Process C. People
B. Physical Environment D. Place
82. Services are characterized by all of the following characteristics except for________
A. Perishability C. Inseparability
B. Homogeneity D. Intangibility
A. Service cape B. Process
83. Which form of reasoning is the process of drawing a specific research conclusion from a set of
premises?
A. Rationalism approach C. Inductive reasoning
B. Deductive reasoning D. Probabilistic
84. Which of the following is not a characteristic of a "good" hypothesis?
A. It is ambiguous to test
B. It is compatible with current scientific knowledge
C. It is logically consistent
D. It is as "parsimonious" or simple as possible
85. Conducting a literature review involves all of the following except___
A. compiling a bibliography
B. Highlight opposing ideologies
C. Deconstruct a conceptual framework
D. Compare research findings from different researches.
86. Hypothesis can be derived from all of the following except_____
A. Theory C. Past experience
B. Personal observation D. Case studies
87. Which function of brand equity is different from the other?

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 A. provides customers confidence C. Allow higher profit margin
B. Attracts new consumers D. Ensure large market share
88. When we see or hear an advertisement smell or touch a product, we receive information inputs. What do
you think this is about?
A. Brand recognition C. Brand loyalty
B. Selective perception process D. Brand repositioning
89. Which one of the following true statement?
A. Attracting new customers is more expensive than maintaining existing ones
B. Maintaining existing customers is cheaper than attracting new one.
C. Both attracting and maintaining customers costs equally
D. Maintaining existing customers is more expensive than attracting new customers.
90. Nestle first started with instant tea bags in 1950. Since then nestle has used the trust that it had in the
industry sector to expand into other instant food categories and lifestyle niches. What this statement
represents?
A. Line Extension C. Product range
B. Brand Extension D. Product line
91. Over the years the Coca Cola brand has established coke as an item for celebrating friendship. This
statement magnifies
A. Brand association C. Point of difference
B. Point of parity D. Frame of reference
92. For low involvement purchasing activity the most important thing is
A. Brand uniqueness C. Brand familiarity
B. Brand superiority D. Brand positioning
93. In high involvement purchase the primary consideration from brand point of view is
A. Brand uniqueness C. Brand familiarity
B. Brand recognition D. Brand association
94. Brand image can be acquired through the following except
A. Customers direct experience with the product
B. Customers exposure to non-commercial source of information about the brand
C. Assumptions or inferences made from the brand name
D. Reminding strength of competitive bands
95. Everyone believes that LG provides innovative and premium products in the industry among all the
existing brands in the market. What this statement signifies?
A. Brand positioning C. Manufacturer based brand equity
B. Brand extension D. Brand piracy

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96. Integrated marketing communication refers to:
A. The process of creating a consistent message across all marketing channels
B. The use of multiple marketing channels to reach a broad audience
C. The process of coordinating different marketing campaigns to achieve specific goals
D. The use of social media to promote a brand
97. Which of the following is NOT a part of the promotional mix?
A. Advertising C. Product development
B. Public relations D. Personal selling
98. The goal of integrated marketing communication is not to:
A. Reach a wide audience through a variety of channels
B. Create a consistent message across all marketing channels
C. Build brand recognition and loyalty
D. Creating multiple image for the brand
99. Which of the following is an example of a marketing channel?
A. Email C. Social media post
B. TV commercial D. Company policy
100. Which of the following is an example of earned media?
A. A paid advertisement in a magazine C. A social media post created by a brand
B. A press release that gets picked up by multiple D. A billboard on the side of the highway
news outlets
101. Which of the following is an example of a marketing objective?
A. Increase brand awareness by 20% within the next six months
B. Create a new logo for the company
C. Hire a new marketing manager
D. Increase employee morale through team-building activities

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