All Free Management Sciences MCQs with Answers

• A. approach
• B. presentation and demonstration
• C. handling objections
• D. pre-approach

Explanation: The pre-approach follows prospecting and qualifying and involves researching the prospect and planning the contact.

• A. $80
• B. $20
• C. $40
• D. $60

Explanation: Total cost is obtained by adding fixed cost to variable cost: $20 + $40 = $60.

• A. elastic
• B. inelastic
• C. realistic
• D. insignificant

Explanation: Business-market demand is generally relatively inelastic because industrial buyers need inputs for production and may not greatly reduce…

• A. product screening
• B. business screening
• C. systematic screening
• D. concept development and testing

Explanation: The usual new-product-development sequence is idea generation, idea screening, then concept development and testing.

• A. Demographic factors
• B. Technological factors
• C. The suppliers
• D. Both a and b

Explanation: Demographic and technological factors are broad macroenvironmental forces affecting all organizations.

• A. variable costs
• B. fixed costs
• C. total costs
• D. all of above

Explanation: Fixed costs remain unchanged in the relevant production range, even when output or sales vary, as with rent or salaried administrative…

• A. generation X
• B. generation Y
• C. Both a and b
• D. none of above

Explanation: Generation X is the cohort immediately following the baby boomers, while Generation Y, or millennials, follows Generation X.

• A. the demographic environment
• B. the cultural environment
• C. the economic environment
• D. the natural environment

Explanation: The demographic environment examines population characteristics such as gender, race, age, occupation and geographic distribution.

• A. beliefs and attitudes
• B. social class
• C. occupation
• D. roles and status

Explanation: Social class is treated as a cultural factor affecting preferences, consumption patterns and buying behaviour.

• A. complex buying behavior
• B. variety seeking buying behavior
• C. dissonance reducing buying behavior
• D. habitual buying behavior

Explanation: Dissonance-reducing buying occurs when involvement is high but perceived brand differences are small, so the buyer may feel uncertainty…

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

Explanation: The adoption process is the mental sequence through which a consumer learns about, evaluates, tries and eventually accepts a new product.

• A. Two types
• B. Three types
• C. Four types
• D. Five types

Explanation: The four types are complex, dissonance-reducing, habitual and variety-seeking buying behaviour.

• A. awareness stage
• B. interest stage
• C. evaluation and trial stage
• D. all of above

Explanation: During the interest stage, the consumer actively seeks information after becoming aware of the new product.

• A. satisfied
• B. dissatisfied
• C. delighted
• D. none of above

Explanation: Satisfaction occurs when performance meets expectations, whereas performance exceeding expectations produces delight.

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

Explanation: Workers with average pay, including many white-collar and blue-collar employees, are commonly placed in the middle class.

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

Explanation: Compatibility measures how well an innovation fits the potential customer's existing values, experiences, needs, and practices.

• A. the cultural environment
• B. the demographic environment
• C. the economic environment
• D. the political environment

Explanation: Pressure groups and government agencies influence laws, regulations, and public policy, so they belong to the political environment.

• A. online advertising
• B. subliminal advertising
• C. luminal advertising
• D. both b and c

Explanation: Subliminal advertising presents messages below the normal level of conscious awareness and is intended to influence the subconscious mind.

• A. ruggedness
• B. competence
• C. sophistication
• D. excitement

Explanation: Apple is commonly associated with excitement because its brand emphasizes innovation, imagination, and being up-to-date.

• A. online communities
• B. social class
• C. personality and self-concept
• D. roles and status

Explanation: Personality and self-concept are individual personal factors that influence buying behaviour.