Introduction to Management: Sample Questions for Chapters 10 & 12

CBUS 120 – Introduction to Management Sample Questions – Chapters 10, 12 Chapter 10 1. ________ refers to the combination of forces that moves individuals to take certain actions and avoid other actions. A) Engagement B) Drive C) Aptitude D) Motivation E) Ethics Answer: D 2. Which of the following refers to the likelihood an employee will stay with his or her employer? A) Drive B) Satisfaction C) Rootedness D) Engagement E) Commitment Answer: C 3. ________ refers to a supposed effect of organizational research, in which employees change their behavior because they are being studied and given special treatment. A) Herzberg's two-factor theory B) Maslow's hierarchy C) Theory X D) Hawthorne effect E) Theory Y Answer: D 4. According to Frederick Herzberg's two-factor theory, which of the following factors acts as a motivator? A) Favorable working conditions B) Favorable company policies C) Increase in pay D) Job security E) Responsibility Answer: E 5. What is one of the most important challenges faced by managers and is needed by every employee to perform at a high level? A) Motivation B) Skill C) Reward

D) Power E) Leadership Answer: A 6. What motivational theory supports the idea that employees like to work and are motivated by causes they believe in? A) Hygiene factors B) Theory Y C) Need for affiliation D) Need for achievement E) Theory X Answer: B 7. Belief in your ability to complete a task is known as ________. A) drive B) self-efficacy C) self-actualization D) rootedness E) self-motivation Answer: B 8. Research into equity theory has led to thinking about the broader concept of ________. A) scientific management B) self-actualization C) organizational justice D) intrinsic rewards E) self-efficacy Answer: C 9. Goal-setting theory of motivation suggests that ________. A) setting goals is unrelated to motivation in most employees B) carefully designed goals can motivate employee performance C) managers, not employees, need to set goals D) collaborative goal setting can undermine managerial authority E) employees should set their own goals without input from managers Answer: B 10. ________ refers to a goal setting theory in which employees are involved in goal setting and decision making. A) Scientific management B) Theory X-oriented management C) Management by objectives D) Maslow's Hierarchy of Needs E) Micromanagement Answer: C

11. Which of the following is one of the keys to successful implementation of management by objectives? A) Creating lofty and challenging goals B) Establishing internal competition for completion of goals. C) Setting goals for the group, not the individual. D) Collaborative goal setting. E) Setting goals that are narrow. Answer: D 12. According to the job characteristics model, the employee's perception of the impact the job has on the lives of other people is called ________. A) skill variety B) task identity C) task significance D) autonomy E) emotional labor Answer: C 13. Making jobs more challenging and interesting by expanding the range of skills required is called ________. A) job enlargement B) cross-training C) job enrichment D) flextime E) task identity Answer: C 14. Reinforcement theory suggests that managers can motivate employees by shaping their actions through ________. A) carefully designed goals B) cross-training C) management by objectives D) behavior modification E) intrinsic motivation Answer: D 15. What is one key element of motivation, regardless of the motivational theory being used? A) Reward B) Feedback C) Opportunity D) Micromanagement E) Financial incentive Answer: B 16. Which of the following would be an effective way to make a reward personal and meaningful

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for an employee? A) Establish systems and policies that are individualized. B) Limit flexibility in the choice of reward. C) Know what is important to each person. D) Give all employees an equal opportunity. E) Incorporate gamification as a reward system. Answer: C True/False 1. According to Maslow, higher-level needs can serve as motivators even if lower level needs are not yet met. Answer: FALSE 2. The idea that your job satisfaction is based on how much you put into your job versus how much you get out of your job is the basis of the equity theory of motivation. Answer: TRUE 3. Job enrichment expands a job horizontally. Answer: FALSE 4. Complaints about gender pay fairness, where men get more money than women for the same work, are instances of equity issues. Answer: TRUE Chapter 12 1. How do wants differ from needs? A) Wants are more specific. B) Wants are independent of culture. C) Wants create motivation to buy products. D) Wants are the core of all marketing efforts. E) Wants are more difficult to shape by marketers. Answer: A 2. When a manufacturer combines fabric, buttons, and zippers to create clothing, it creates ________. A) time utility B) form utility C) place utility D) value utility E) possession utility Answer: B

3. When a manufacturer combines fabric, buttons, and zippers to create clothing, it creates ________. A) time utility B) form utility C) place utility D) value utility E) possession utility Answer: B 4. In addition to the ideas of and exchange of value, which of the following is one of the three essential elements of successful marketing? A) Lasting relationships B) Competitive price C) Social causes D) Promotion of the industry E) Buying power Answer: A 5. Which of the following identifies any attribute that helps determine the value a customer places on a product? A) Form B) Possession C) Utility D) Customer loyalty E) Lifetime value Answer: C 6. ________ is a term used to represent the effort of companies to create customer lifetime value while seeking long-term profitability and other goals. A) Customer loyalty B) Social commerce C) Customer satisfaction D) Sales concept E) Relationship marketing ANSWER: E 7. Studying people in their daily lives to learn about their needs, wants, and behaviors in real-life settings is called ________. A) neuromarketing studies B) ethnographic research C) experiments D) focus groups E) process data collection Answer: B

8. Unlike surveys, focus groups ________. A) require knowledge of statistical techniques B) are not designed to collect statistics that represent a larger group C) fail to uncover issues that might require further study D) are not used to probe deeper into issues E) study people in their daily lives to learn about their needs, wants, and behaviors in real-life settings Answer: B 9. What can companies use to capture and organize information that is relevant to a consumer's interaction with a company? A) Customer relationship management systems B) Social commerce C) User generated content D) Relationship marketing E) Time and place utility Answer: A 10. Measuring the effectiveness of marketing efforts, or how much each marketing activity contributes to sales, is a matter of ________. A) social commerce B) attribution C) touchpoints D) cognition E) customer relationship management Answer: B 11. Consumer purchasing differs from organizational purchasing in that consumer purchasing ________. A) is influenced more by subconscious and emotional factors B) follows a formal buying process C) has greater complexity in product usage D) involves a closer relationship between buyers and sellers E) has a greater emphasis on economic payback Answer: A 12. Which of the following influence our purchase decisions by shaping values, attitudes, and beliefs? A) Reference groups B) Culture C) Self-image D) Socioeconomic level E) Situational factors Answer: B

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13. Which type of purchase decision is driven primarily by moods and emotions? A) Affective B) Routine C) Institutional D) Cognitive E) Logical Answer: A 14. ________ involves selling more of your existing products into the markets you already serve. A) Product development B) Market development C) Diversification D) Market penetration E) Benchmarking Answer: D 15. Trends and conditions in the business environment can be determined during what activity? A) Crafting a marketing strategy B) Evaluating competition C) Analyzing the external environment D) Reviewing performance E) Assessing opportunities and setting objectives Answer: C 16. Businesses use ________ to classify people by focusing on why they behave the way they do by examining such issues as brand preferences, media preferences, values, attitudes, self- concept, and opinions. A) social commerce B) demographics C) geographic segmentation D) psychographics E) market penetration Answer: D 17. A company who ignores differences among buyers and offers only one product line presented with the same communication and distribution strategies most likely uses which of the following targeting strategies? A) Mass marketing B) Cause-related marketing C) Individualized marketing D) Micromarketing E) Differentiated marketing Answer: A

18. ________ consists of the four key elements of marketing strategy: product, price, distribution , and customer communication. A) Positioning B) Marketing mix C) Social commerce D) Market development E) Product development Answer: B 19. The value captured from customers in exchange for the value offered in a product determines ________. A) marketing mix B) product C) promotion D) distribution channels E) price Answer: E 20. The organized network that moves a product from the producer to the customer is known as the ________. A) marketing elasticity B) distribution channel C) captured value D) promotion E) marketing mix Answer: B 21. The sensitivity of consumers to changes in the price of a product is reflected in ________. A) optimum price point B) external forces C) value captured D) price elasticity E) established costs Answer: D True/False 1. Customer loyalty is one of the most significant goals of relationship marketing. Answer: TRUE 2. Sustainable development is a core value for many companies and is now a strong purchase consideration for many customers. Answer: TRUE 3. At one time or another, all consumers suffer from cognitive dissonance. Answer: TRUE 4. Market share can be defined by either number of units sold or by sales revenue. Answer: TRUE

5. The basic distinction between wholesalers and retailers is that retailers sell to other companies whereas wholesalers sell to individual consumers. Answer: FALSE 6. A firm's marketing mix consists of product, price, distribution, and customer communication. Answer: TRUE Note: Traditionally marketing mix know as 4 P’s, however more recently and in the Text book:distribution (replaces “place”) and communication (replaces promotion)

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