All Free Management Sciences MCQs with Answers
Every Management Sciences question in the bank, across all chapters, each with the correct answer and a written explanation. Free and unlimited, with no account needed.
3,770 questions · page 155 of 189
- A. deliberate
- B. guided by respect
- C. skeptical
- D. tradition bound
Explanation: The early majority adopts innovations after careful consideration and usually waits for evidence that the product works, so it is…
Correct answer: deliberate- A. small groups
- B. family
- C. social roles and status
- D. all of above
Explanation: Social factors include reference groups, family, and social roles and status, all of which influence buying behaviour.
Correct answer: all of above- A. selective attention
- B. selective distortion
- C. selective retention
- D. all of above
Explanation: Selective distortion occurs when customers interpret information in a way that supports their existing beliefs.
Correct answer: selective distortion- A. PEST analysis
- B. SWOT analysis
- C. Both a and b
- D. None of above
Explanation: SWOT analysis examines internal strengths and weaknesses along with external opportunities and threats.
Correct answer: SWOT analysis- A. inbound approaching
- B. presentation
- C. demonstration
- D. nominal approaching
Explanation: During the presentation stage, the salesperson explains how the product can solve the customer's problem and presents its benefits.
Correct answer: presentation- A. personal communication channels
- B. irrational communication channels
- C. non-emotional communication channels
- D. non-personal communication channels
Explanation: Non-personal communication channels deliver messages without direct interpersonal contact or immediate personal feedback, as in…
Correct answer: non-personal communication channels3087. The group of customers who follows a majority of people before buying innovative products is called?
- A. late majority
- B. early majority
- C. laggard
- D. early adopter
Explanation: The late majority waits until most people have already adopted an innovation and tends to be cautious or skeptical.
Correct answer: late majority- A. sales contest
- B. expense quota
- C. production quota
- D. sales quota
Explanation: A sales quota is the specified sales target assigned to a salesperson for a period, often measured in units, revenue or points.
Correct answer: sales quota- A. lifestyle
- B. personality
- C. social class
- D. None of the above
Explanation: Personality consists of distinctive psychological characteristics that produce relatively consistent responses and help distinguish one…
Correct answer: personality- A. attitude of others
- B. unexpected situational factors
- C. expected situational factors
- D. both a and b
Explanation: Purchase decisions may be affected by other people’s attitudes and by unexpected situational factors, such as a sudden change in income or…
Correct answer: both a and b- A. pull strategy
- B. moral selling strategy
- C. rational selling strategy
- D. push strategy
Explanation: A pull strategy directs advertising and promotions at final consumers so that they request the product from retailers.
Correct answer: pull strategy- A. lifestyle
- B. personality
- C. social class
- D. self-concept
Explanation: Self-image refers to how a person sees or evaluates himself or herself, which is called the self-concept.
Correct answer: self-concept- A. event marketing
- B. sponsored marketing
- C. branding
- D. premium marketing
Explanation: Event marketing involves creating or participating in an event to connect a brand with its target audience.
Correct answer: event marketing- A. cash discount
- B. seasonal discount
- C. functional discount
- D. quantity discount
Explanation: A seasonal discount is offered for buying products or services during an off-season period, helping sellers maintain demand outside peak…
Correct answer: seasonal discount- A. event promotion
- B. off deal promotion
- C. trade promotions
- D. business promotions
Explanation: Business promotions are directed at business customers and may generate leads, stimulate purchases, and motivate salespeople.
Correct answer: business promotions- A. Internal environment
- B. External environment
- C. Both a and b
- D. None of the above
Explanation: Opportunities and threats arise outside the organization, such as market changes, competitors, regulations, and technology, so they belong…
Correct answer: External environment- A. personal sources
- B. commercial sources
- C. experiential sources
- D. all of above
Explanation: Advertising and salespeople are company-controlled channels, so the information they provide is classified as commercial information.
Correct answer: commercial sources- A. ruggedness
- B. competence
- C. sophistication
- D. excitement
Explanation: Jeep is positioned around toughness, durability and off-road capability, which are core elements of the ruggedness brand-personality…
Correct answer: ruggedness- A. learning
- B. attitudes
- C. beliefs
- D. perception
Explanation: A belief is a descriptive thought or conviction a person holds about an object, product or idea.
Correct answer: beliefs- A. sales promotion
- B. offline promotion
- C. direct channeling
- D. direct marketing
Explanation: Direct marketing communicates with individual customers through channels such as email, telephone, catalogues or personalized online…
Correct answer: direct marketing