All Free Management Sciences MCQs with Answers

• A. deliberate
• B. guided by respect
• C. skeptical
• D. tradition bound

Explanation: The late majority adopts innovations cautiously and usually waits until social pressure or wider acceptance reduces uncertainty, so it is…

• A. selective attention
• B. selective distortion
• C. selective retention
• D. both a and b

Explanation: Selective retention means remembering information that supports a preferred brand while forgetting much of the competing information.

• A. associating with strong motives
• B. using motivating cues
• C. positive reinforcement
• D. all of above

Explanation: Demand can be strengthened by connecting a product with strong motives, presenting cues that trigger those motives, and rewarding purchase…

• A. geographic segmentation
• B. income segmentation
• C. psychographic segmentation
• D. behavioral segmentation

Explanation: Seeking an elegant holiday ambiance reflects lifestyle, values, and preferences rather than location, income, or usage frequency.

• A. selective attention
• B. selective distortion
• C. selective retention
• D. all of above

Explanation: Selective attention is the process of screening out most stimuli and noticing only a small portion of advertising messages.

• A. double pricing
• B. optional part pricing
• C. two-part pricing
• D. combine pricing

Explanation: Two-part pricing combines a fixed charge with a variable fee based on usage, such as an entry fee plus a per-use charge.

• A. relative advantage
• B. divisibility
• C. communicability
• D. compatibility

Explanation: Relative advantage is the degree to which an innovation is perceived as better than existing products.

• A. customer sales force structure
• B. product sales force structure
• C. indirect sales force structure
• D. territorial sales force structure

Explanation: A customer sales force structure assigns salespeople to particular industries, customer groups, or major accounts.

• A. Brand awareness
• B. brand personality
• C. self-concept
• D. self-image

Explanation: Brand personality is the set of human characteristics associated with a brand, such as sincerity, excitement, competence, sophistication…

• A. adoption
• B. cognitive dissonance
• C. pre purchase behavior
• D. post-purchase behavior

Explanation: Adoption occurs when a potential customer accepts an innovation or product and becomes a regular user.

• A. idea screening
• B. product screening
• C. customer screening
• D. raw material screening

Explanation: Idea screening follows idea generation because proposed ideas must first be evaluated and unsuitable ones eliminated before further…

• A. experiential sources
• B. commercial sources
• C. public sources
• D. all of above

Explanation: Experiential sources provide information gained by trying, using, or examining a product directly.

• A. sales promotion
• B. personal selling
• C. public relations
• D. advertising

Explanation: Personal selling uses direct, personal presentation by a salesperson to explain the offering, respond to customer needs, build…

• A. physiological needs
• B. social needs
• C. safety needs
• D. esteem needs

Explanation: Safety needs concern security, stability, protection, and freedom from physical or financial danger.

• A. Strengths
• B. Weaknesses
• C. Opportunities
• D. Threats

Explanation: Strengths are positive internal capabilities, such as skilled staff, strong finances, or a good brand.

• A. motivation
• B. perception
• C. beliefs and attitudes
• D. all of above

Explanation: Motivation, perception, and beliefs and attitudes are all psychological influences on consumer buying behaviour.

• A. upper middles
• B. working class
• C. lower uppers
• D. upper uppers

Explanation: The upper-middle class commonly includes successful business professionals and managers who have substantial education and income but no…

• A. relative advantage
• B. divisibility
• C. communicability
• D. compatibility

Explanation: Divisibility, also called trialability, is the extent to which an innovation can be tried on a limited basis before full adoption.

• A. sample
• B. coupon
• C. premium
• D. cash refunds

Explanation: A premium is a low-cost or free item offered with the purchase of another product to encourage buying.

• A. inside sales force
• B. outside sales force
• C. channel intermediaries
• D. nominal sales force

Explanation: Outside salespeople travel to meet customers in the field, whereas inside salespeople work mainly from an office through phone or digital…