1. An online comic book store is an example of which type of intermediary?

a. marketer

b. sales agent

c. broker

d. wholesaler

e. retailer

2. Which of the following describes the function of search engines that act as collections of business Web sites representing diverse products?

a. Internet service providers

b. electronic storefronts

c. cybermalls

d. e-catalogs

e. interactive retailing

3. Which of the following is crucial for high-priced consumer products such as homes and cars?

a. creative selling

b. interactive marketing

c. missionary selling

d. order processing

e. trade shows

4. Which of the following pricing strategies has stimulation of sales as a higher priority than maximization of profits?

a. price fixing

b. price discounting

c. price skimming

d. price pointing

e. price lining

5. Which of the following is the fastest and most expensive transportation mode?

a. railroads

b. airplanes

c. pipelines

d. water carriers

e. trucks

6. Which of the following refers to the combination of channels that a firm selects to get a product to end users?

a. distribution mix

b. transportation strategy

c. merchandising system

d. marketing plan

e. retail system

7. Which of the following best describes the purpose of point-of-sale displays?

a. to inform customers about the benefits of the products

b. to entice customers to buy additional products

c. to make it easier for customers to find products

d. to promote the reputation of the company offering certain products

e. to target specific messages about the product to customers

8. Which of the following concerns finding the most effective techniques for communicating information about and selling a product?

a. market share

b. advertising

c. promotion

d. profit management

e. customer relations

9. The only goal of determining prices is to maximize profit for the firm.

a. True

b. False

10. Which of the following pricing strategies is used by many e-tailers in order to provide flexibility between buyers and sellers in setting a price?

a. penetration pricing

b. psychological pricing

c. breakeven pricing

d. fixed pricing

e. dynamic pricing

11. As ABC Enterprises has grown during the past few years, more and more workers have been hired from the local Ethiopian population. A number of incidents at the firm have arisen during this time regarding certain customs prevalent among these new workers. Which of the following forms of leadership does the management of this firm need to utilize in order to most harmonize this situation?

a. autocratic leadership

b. democratic leadership

c. cross-cultural leadership

d. charismatic leadership

e. mentoring leadership

12. Which of the following describes the concept of leadership?

a. the processes and behaviors used by someone to determine the optimal decision among several options

b. the processes and behaviors used by someone to motivate, inspire, and influence the behaviors of others

c. the processes and behaviors used by someone to establish the organizational structure of a firm

d. the processes and behaviors used by someone to manage the functioning of an organization

e. the processes and behaviors used by someone to achieve tangible outcomes within an organization

13. What is the definition of a coalition?

a. an informal group formed to achieve a common goal

b. an institution incorporated in order to achieve a common goal

c. a pro-business political party

d. the network of management within a firm

e. the network of employees within a firm

14. Whereas managers focus on plans, results, and goals, what do leaders focus on?

a. productivity

b. profitability

c. people

d. sales

e. organization

15. The norms of the engineering group at Acme Incorporated are so strong that there is nothing the new company leader can do to change things. What does this illustrate?

a. leadership charisma

b. leadership neutralizers

c. leadership substitutes

d. leadership mandates

e. leadership amplifiers

16. Strategic leadership is a leader's ability to understand the complexities of both the organization and its environment.

a. True

b. False

17. Which of the following describes one of the primary concerns associated with charismatic leadership due to severe devotion to a particular leader?

a. the potential lapse of ethical practices

b. the potential inability to replace leadership efficiently

c. the potential encouragement of micromanaging

d. the potential stagnation of corporate vision

e. the potential creation of bureaucracy

18. Bill Lopez spends most of his time performing normal, routine tasks. Which of the following types of leadership is he primarily involved with?

a. charismatic leadership

b. transformational leadership

c. behavioral leadership

d. situational leadership

e. transactional leadership

19. Which of the following best describes task-focused leader behavior?

a. concentration on how tasks should be performed

b. concentration on which tasks should be performed

c. concentration on why tasks should be performed

d. concentration on who should perform which tasks

e. concentration on when tasks should be performed

20. In exercising strategic leadership, what is a leader most likely to do?

a. focus on company efficiency

b. focus on hiring the right people

c. align the company with its environment

d. avoid environmental impact on the firm

e. engage the firm with community organizations

21. Which of the following occurs between similar products and is based on buyers' perceptions of the benefits of products offered by particular companies?

a. international competition

b. substitute competition

c. brand competition

d. benefit competition

e. placement competition

22. What is the term for a detailed strategy for focusing marketing efforts on consumers' needs and wants?

a. marketing mix

b. marketing manager

c. product differentiation

d. product development

e. marketing plan

23. What do marketers call groups of people with similar wants and needs?

a. price points

b. target markets

c. distribution points

d. target points

e. product positioning

24. What results when companies extend their horizons and identify opportunities outside existing product lines?

a. disconnected product lines

b. multiple product lines

c. uniform product lines

d. universal product lines

e. tailored product lines

25. Quinn Clothes is a successful business selling fashionable and athletic swimwear. The marketing staff has said that the company's plan to develop and market waterproof perfumes might be hindered by a lack of experience in the perfume field. Which of the following is the BEST response to that weakness?

a. Hire a chemist to develop the fragrances.

b. Seek product ideas from existing staff.

c. Employ new graphic designers to develop a new logo.

d. Ensure that the perfume can be sold in the same retail stores as the swimwear.

e. Rethink the company's promotional approach to selling products.

26. LiveLong Company provides volunteer participants with new products to try and then asks them to share the information with their friends, family, coworkers, and others in their social network. What is this type of marketing called?

a. share marketing

b. buzz marketing

c. viral marketing

d. placement marketing

e. target marketing

27. What is selling the rights to place a brand name on products such as t-shirts referred to as?

a. international branding

b. national branding

c. private branding

d. regional branding

e. licensed branding

28. What type of marketing do insurance companies, airlines, investment counselors, health clinics, and public accountants typically engage in?

a. personal selling

b. service marketing

c. industrial selling

d. consumer marketing

e. wholesale selling

29. While watching your favorite sitcom, you see an actor holding a particular brand of beer. This is an example of product placement.

a. True

b. False

30. In consumer behavior, what is the name for the influences that include the "way of living" that distinguishes one large group from another and one ethnic group from another?

a. psychological

b. personal

c. social

d. domestic

e. cultural

31. A restaurant is undergoing a change in cuisine and style of service. It is important that new staff are hired and existing staff retrained. Why might the HR manager recommend vestibule training as being highly effective in this situation?

a. Prospective and present employees can be screened to see if they convey the restaurant's new ethos.

b. Off-site training has great value for evaluating the effectiveness of performance appraisals.

c. Employees will be reluctant to undertake training removed from the workplace.

d. The owners can be more confident that the change to the restaurant will be popular with customers.

e. Employees will see limited connections to everyday work in this type of training.

32. A Web design company, Gen Max, is expanding rapidly and needs to hire middle managers in a climate where first to market is an imperative. Which incentive plan for these employees would best help the firm achieve its first to market goal?

a. variable pay

b. merit raises

c. profit-sharing

d. gainsharing

e. pay-for-knowledge

33. Which of the following types of training occurs while the employee is at his or her place of work?

a. on-the-job training

b. vestibule training

c. off-site training

d. incentive training

e. remote training

34. What is the process of dealing with employees who are represented by a union?

a. labor relations

b. human resource management

c. negotiation

d. arbitration

e. contingency recruitment

35. Plants Galore is a business selling a range of indoor plants. In the past there has been a problem with plants being stolen by staff. Which of the following represents the biggest limitation in reference checks as a reliable way of assessing the value of prospective employees?

a. Reference checks are illegal in a number of states.

b. Reference checks obtained from previous employers are out of date.

c. Some previous employers may no longer be in business.

d. Some reference checks can be time consuming.

e. Reference checks tend to only tap positive recommendations.

36. Jean's paycheck is calculated from the number of hours worked during the week times her hourly rate. What type of system is used to pay Jean?

a. gainsharing

b. salary

c. profit sharing

d. wage

e. incentive

37. Which plan refers to compensation other than wages and salaries and other incentives offered by a firm to its workers?

a. profit-sharing

b. gainsharing

c. benefits

d. pay-for-knowledge

e. variable

38. Which of the following links salary increases to performance levels in nonsales jobs?

a. bonuses

b. collective bargaining

c. merit salary systems

d. cafeteria benefit plans

e. workers' compensation insurance

39. Health Connect is a start-up software development company specializing in the design of imaging for medical practitioners. They are at the stage where they need to recruit a team of technical employees. Which of the following is the BEST reason for NOT relying solely on interviews when recruiting the technical staff?

a. Interviews tend to have a poor record as a predictor of successful job performance.

b. Technical staff tend to be confident people, and they all perform equally well in the interview situation.

c. Start-up companies are not in the position to afford extra recruiting procedures.

d. Interviews used in conjunction with polygraphs can cause job candidates to confess to crimes.

e. Technical people need to be able to assess situations quickly and accurately.

40. Employers can legally require a medical examination as a condition for making an offer of employment.

a. True

b. False