Final Exam :Introduction to Marketing (Business Foundations Specialization) Answers 2026

Q1. Value Map – Fair Value Framework

• ✅ Offer fair value on two bundles and offer better than fair value on the other bundle

• ❌ Offer better than fair value on all three bundles

• ❌ Offer fair value on all three bundles

Q2. STP ka full form

• ✅ Segmentation; targeting; positioning

• ❌ Sizing; tabulating; positioning

• ❌ Sizing; targeting; pricing

• ❌ Segmentation; targeting; pricing

Q3. Gillette Sensitive – Point of Difference

• ❌ Other razors

• ❌ Men with sensitive skin

• ✅ Outstanding shaving performance and comfort

Q4. Nike mantra – Emotional modifier

• ✅ Authentic

• ❌ Athletic

• ❌ Performance

Q5. Disney name type

• ❌ Blended

• ✅ Surname

• ❌ Invented

• ❌ Metaphor

Q6. Color ke 2 axes

• ✅ Arousal & Affect

• ❌ Familiarity & Excitement

• ❌ Brightness & Warmth

Q7. Men ka most preferred color (appetite curb)

• ❌ White

• ✅ Blue

• ❌ Green

• ❌ Black

Q8. Free clothes to celebrities – endorsement

• ❌ Co-present mode

• ❌ Explicit mode

• ❌ Imperative mode

• ✅ Implicit mode

Q9. Nivea packaging example

• ❌ Consumer packaged goods modernization theory

• ❌ Butterfly effect

• ✅ Just-noticeable difference

Q10. “Move the needle” opportunity

• ❌ Retention; development

• ❌ Development; acquisition

• ✅ Retention; acquisition

• ❌ Acquisition; development

Q11. Tesco & Harrah’s success

• ❌ Innovation

• ❌ Commoditization

• ❌ Globalization

• ✅ Customer-level tracking

Q12. Customer-centric focus

• ✅ The customers that are likely to be most valuable

• ❌ Most engaged customers

• ❌ Historically most valuable

• ❌ Social influence wale customers

Q13. Macy’s & Joe

• ✅ Invite Joe into a VIP program after graduation

• ❌ Referral incentives

• ❌ Student-time discount

• ❌ Thank-you note

Q14. Zoom in strategy

• ❌ Keep less valuable customers

• ✅ Drop least valuable customers

• ❌ Treat all equally

• ❌ Convert all to high value

Q15. Salon manicure example

• ✅ Cross-selling

• ❌ Up-selling

• ❌ Customer needs assessment

• ❌ Referral program

Q16. Product-centric metric – EXCEPT

• ❌ % revenue from new products

• ✅ Share of wallet

• ❌ Market share

• ❌ Number of new products

Q17. Customer-centric sales bias

• ❌ Seller

• ❌ Broker

• ❌ Ultimate consumer

• ✅ Buyer

Q18. Thought process

• ❌ Customer; product

• ❌ Customer; customer

• ❌ Product; product

• ✅ Product; customer

Q19. NOT basic pricing analytics

• ❌ Margin analysis

• ❌ Break-even

• ❌ Incremental expenditures

• ✅ Economic Value to the Customer

Q20. Gloria lawn – John ka price

• ❌ Exactly $2100

• ❌ More than $2000

• ✅ Less than $2000

• ❌ Exactly $2000

Q21. Flat fee $2000 – kaun pay karega

• ❌ Don (50 acres)

• ❌ Betsy (owns mower)

• ✅ Alan (200 acres)

• ❌ Carol (low tax area)

Q22. NOT digital product

• ❌ Printer cartridge

• ❌ Book

• ✅ Running shoes

• ❌ Socks purchased before

Q23. Horizontal vs Vertical conflict

• ❌ Manufacturer–Retailer / Retailer–Customer

• ❌ Retailers / Manufacturer–Customer

• ❌ Manufacturer–Retailer / Retailers

• ✅ Retailers / Manufacturer–Retailer

Q24. Non-digital attribute

• ✅ Fit of shoes

• ❌ Length of book

• ❌ Price

• ❌ Delivery time

Q25. Profit pe sabse zyada impact

• ❌ Fixed costs

• ✅ Price

• ❌ Volume

• ❌ Variable costs

Q26. Price elasticity

• ✅ If price ↑1%, demand kitna girega

• ❌ Volume drop logic

• ❌ Price drop logic

• ❌ Volume–price mix

Q27. NOT pricing input

• ❌ Marginal cost

• ❌ Distributor margins

• ✅ Marginal revenue

• ❌ Willingness to pay

• ❌ Competitive pressures

Q28. NOT 7Ms

• ❌ Message design

• ❌ Money

• ❌ Market

• ❌ Message content

• ❌ Media strategy

• ❌ Measurement

• ❌ Motivation

• ✅ Mission

Q29. Toys “R” Us – name type

• ❌ Surname

• ❌ Metaphor

• ❌ Arbitrary

• ❌ Blended

• ❌ Invented

• ✅ Altered

Q30. ELM – central route

• ✅ Motivation + ability

• ❌ Ability only

• ❌ No motivation + no ability

• ❌ Motivation only

Q31. Disneyland tagline

• ❌ Imperative

• ❌ Descriptive

• ✅ Superlative

• ❌ Clever

• ❌ Provocative

Q32. NOT peripheral cue

• ❌ Scarcity

• ❌ Reciprocity

• ❌ Social proof

• ✅ Logic

• ❌ Conditioning

• ❌ Consistency

• ❌ Liking

• ❌ Authority

Q33. Imperative endorsement

• ✅ “You should use this product.”

• ❌ “I endorse…”

• ❌ “I use…”

• ❌ “Everyone uses…”

Q34. Brand evolution – NOT gradual

• ❌ Announcements

• ❌ Symbols

• ✅ Update brand name

• ❌ New products

• ❌ Slogans

Q35. Price elasticity formula

• ❌ %Price / %Demand

• ✅ %Demand / %Price

• ❌ Price / cost

• ❌ Demand / profit

Q36. Customer-centric companies

• ❌ Only metrics change

• ❌ Only org design

• ❌ No change needed

• ✅ Org design + metrics + incentives

Q37. AIDA

• ❌ Attention–Interest–Design–Action

• ❌ Analysis–Implementation–Design–Achievement

• ✅ Attention–Interest–Desire–Action

• ❌ Action–Imagination–Design–Attention

Q38. Endowment Effect

• ✅ Ownership ↑ willingness to pay

• ❌ Reference price

• ❌ 19.99 effect

• ❌ Percentage pricing

Q39. Branding & perception

• ❌ No answers correct

• ✅ All answers correct

• ❌ Similarity bias only

• ❌ Brand name only

• ❌ Proximity only

• ❌ Behavior only

Q40. Price sensitivity NOT reduced by

• ✅ Ease of comparison

• ❌ Time gap purchase–payment

• ❌ Buyer–payer separation

• ❌ Quality difference unclear

🧾 SUMMARY TABLE (FINAL ANSWERS)