, TESTBANK FOR
Marketing An Introduction, 16th edition Armstrong
Important Notes
The file includes the complete test bank, organized chapter by chapter.
A sample of selected pages has been provided for preview.
All available appendices and Excel files (if included in the original resources) are
provided.
We continuously update our files to ensure you receive the latest and most accurate
editions.
New editions are added regularly – stay connected for updates!
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If you believe you have purchased the wrong file, don’t worry. Contact us anytime and we
will gladly replace it with the correct version.
Contact Email:
, Test Bank
by Maureen Steddin
Marketing: An
Introduction
Sixteenth Edition
Armstrong
Koter
Balasubramanian
,This work is protected by United States copyright laws and is provided solely for the use of
instructors in teaching their courses and assessing student learning. Dissemination or sale of
any part of this work (including on the World Wide Web) will destroy the integrity of the work
and is not permitted. The work and materials from it should never be made available to
students except by instructors using the accompanying text in their classes. All recipients of
this work are expected to abide by these restrictions and to honor the intended pedagogical
purposes and the needs of other instructors who rely on these materials.
Copyright © 2026, 2023, 2020 by Pearson Education, Inc. or its affiliates. All Rights Reserved.
Manufactured in the United States of America. This publication is protected by copyright, and
permission should be obtained from the publisher prior to any prohibited reproduction, storage in a
retrieval system, or transmission in any form or by any means, electronic, mechanical, photocopying,
recording, or otherwise. For information regarding permissions, request forms, and the appropriate
contacts within the Pearson Education Global Rights and Permissions department, please visit
www.pearsoned.com/permissions/.
PEARSON and MYLAB are exclusive trademark owned by Pearson Education, Inc. or its affiliates in
the U.S. and/or other countries.
Unless otherwise indicated herein, any third-party trademarks, logos, or icons that may appear in this
work are the property of their respective owners, and any references to third-party trademarks, logos,
icons, or other trade dress are for demonstrative or descriptive purposes only. Such references are not
intended to imply any sponsorship, endorsement, authorization, or promotion of Pearson’s products
by the owners of such marks, or any relationship between the owner and Pearson Education, Inc., or
its affiliates, authors, licensees, or distributors.
,Marketing: An Introduction, 16e (Armstrong)
Chapter 1 Marketing: Creating Customer Value and Engagement
1) Marketing, more than any other business function, deals with ________.
A) customers
B) sales
C) advertising
D) new products
E) brands
Answer: A
Diff: 1
LO: 1-1: Define marketing and outline the steps in the marketing process.
AACSB: Application of knowledge
2) Selling and advertising ________.
A) are only the tip of the marketing iceberg
B) have become less important in marketing
C) no longer play a role in today's marketing environment
D) are the full extent of marketing
E) have never been considered part of marketing
Answer: A
Diff: 1
LO: 1-1: Define marketing and outline the steps in the marketing process.
AACSB: Application of knowledge
3) Today, marketing must be understood in the sense of ________.
A) making a sale
B) telling and selling
C) showing and growing
D) satisfying customer needs
E) advertising
Answer: D
Diff: 2
LO: 1-1: Define marketing and outline the steps in the marketing process.
AACSB: Application of knowledge
4) According to management guru Peter Drucker, "The aim of marketing is to make ________
unnecessary."
A) advertising
B) customer service
C) selling
D) new products
E) telling
Answer: C
Diff: 2
LO: 1-1: Define marketing and outline the steps in the marketing process.
AACSB: Application of knowledge
1
Copyright © 2026 Pearson Education, Inc.
,5) According to the five-step model of the marketing process, the first step in marketing is
________.
A) capturing value from customers to create profits and customer equity
B) constructing an integrated marketing program that delivers superior value
C) engaging customers, building profitable relationships, and creating customer delight
D) understanding the marketplace and customer needs and wants
E) designing a customer-driven marketing strategy
Answer: D
Diff: 2
LO: 1-1: Define marketing and outline the steps in the marketing process.
AACSB: Analytical thinking
6) According to the five-step model of the marketing process, designing a customer value-driven
marketing strategy is the ________ step.
A) the first step
B) the second step
C) the third step
D) the fourth step
E) the fifth step
Answer: B
Diff: 2
LO: 1-1: Define marketing and outline the steps in the marketing process.
AACSB: Analytical thinking
7) In ________ of the marketing process, companies reap the rewards of creating superior
customer value.
A) the first step
B) the second step
C) the third step
D) the fourth step
E) the fifth step
Answer: E
Diff: 1
LO: 1-1: Define marketing and outline the steps in the marketing process.
AACSB: Analytical thinking
8) For marketing to be effective, it must ________.
A) create a buying experience
B) help people connect with the people in their lives
C) create customer value
D) develop a culture of warmth and belonging
E) deliver high quality products
Answer: C
Diff: 3
LO: 1-1: Define marketing and outline the steps in the marketing process.
AACSB: Analytical thinking
2
Copyright © 2026 Pearson Education, Inc.
,9) Marketers today find great success just blasting out one-way messages.
Answer: FALSE
Diff: 1
LO: 1-1: Define marketing and outline the steps in the marketing process.
AACSB: Analytical thinking
10) A good definition of marketing is "telling and selling."
Answer: FALSE
Diff: 1
LO: 1-1: Define marketing and outline the steps in the marketing process.
AACSB: Analytical thinking
11) Marketing is primarily concerned with engaging customers and secondarily with managing
profitable customer relationships.
Answer: FALSE
Diff: 2
LO: 1-1: Define marketing and outline the steps in the marketing process.
AACSB: Analytical thinking
12) Broadly defined, marketing is a social and managerial process by which individuals and
organizations obtain what they need and want through creating and exchanging value with
others.
Answer: TRUE
Diff: 1
LO: 1-1: Define marketing and outline the steps in the marketing process.
AACSB: Analytical thinking
13) The final step in the marketing process is capturing customer value in the form of profits and
customer equity.
Answer: TRUE
Diff: 1
LO: 1-1: Define marketing and outline the steps in the marketing process.
AACSB: Application of knowledge
14) What is marketing? Briefly describe the marketing process.
Answer: Marketing can be defined as the process by which companies create value for
customers and build strong customer relationships in order to capture value from customers in
return. The marketing process consists of five steps. In the first four steps, companies work to
understand consumers, create customer value, and build strong customer relationships. In the
final step, companies reap the rewards of creating superior customer value. By creating value for
consumers, they in turn capture value from consumers in the form of sales, profits, and long-term
customer equity.
Diff: 2
LO: 1-1: Define marketing and outline the steps in the marketing process.
AACSB: Analytical thinking
3
Copyright © 2026 Pearson Education, Inc.
,15) Explain why marketing is not simply "making a sale."
Answer: Marketing is essentially satisfying customer needs. If marketers engage consumers
effectively, understands their needs, develops products that provide superior customer value, and
price, distribute, and promote them well, these products will sell easily. In fact, according to
management guru Peter Drucker, "The aim of marketing is to make selling unnecessary."
Diff: 3
LO: 1-1: Define marketing and outline the steps in the marketing process.
AACSB: Analytical thinking
16) Needs are defined as ________.
A) states of felt deprivation
B) objects of desire shaped by culture
C) states of perceived excess
D) desires backed by buying power
E) personal and individualized wants
Answer: A
Diff: 2
LO: 1-2: Explain the importance of understanding the marketplace and customers and identify
the five core marketplace concepts.
AACSB: Analytical thinking
17) ________ are the form human needs take as they are shaped by culture and individual
personality.
A) Wants
B) Necessities
C) Services
D) Benefits
E) Risks
Answer: A
Diff: 1
LO: 1-2: Explain the importance of understanding the marketplace and customers and identify
the five core marketplace concepts.
AACSB: Analytical thinking
18) When backed by buying power, ________ become ________.
A) wants; needs
B) needs; wants
C) wants; demands
D) demands; needs
E) demands; wants
Answer: C
Diff: 2
LO: 1-2: Explain the importance of understanding the marketplace and customers and identify
the five core marketplace concepts.
AACSB: Analytical thinking
4
Copyright © 2026 Pearson Education, Inc.
,19) Consumers needs and wants are fulfilled through ________.
A) marketing
B) market offerings
C) demands
D) marketing myopia
E) customer satisfaction
Answer: B
Diff: 1
LO: 1-2: Explain the importance of understanding the marketplace and customers and identify
the five core marketplace concepts.
AACSB: Analytical thinking
20) Abel now has the buying power to purchase the computer that he wanted to buy six months
ago. Abel's want has most likely become a ________.
A) need
B) value
C) demand
D) market offering
E) desire
Answer: C
Diff: 3
LO: 1-2: Explain the importance of understanding the marketplace and customers and identify
the five core marketplace concepts.
AACSB: Analytical thinking
21) Market offerings ________.
A) cannot combine products and services
B) are limited to physical products
C) can include activities that are essentially intangible
D) must result in ownership of something
E) should not include solutions
Answer: C
Diff: 3
LO: 1-2: Explain the importance of understanding the marketplace and customers and identify
the five core marketplace concepts.
AACSB: Analytical thinking
5
Copyright © 2026 Pearson Education, Inc.
, 22) To market the cause of suicide prevention, rapper Logic worked with the National Suicide
Prevent Lifeline (NSPL) to create a video embedded with his song "1-800-273-8255," the NSPL
phone number. This is an example of a marketing offering for a(n) ________.
A) product
B) person
C) idea
D) place
E) exchange
Answer: C
Diff: 2
LO: 1-2: Explain the importance of understanding the marketplace and customers and identify
the five core marketplace concepts.
AACSB: Analytical thinking
23) Walt Disney World Resort doesn't just offer amusement park rides, it uses its famed Disney
magic to create carefully orchestrated ________.
A) service offerings
B) benefits
C) wants
D) values
E) experiences
Answer: E
Diff: 2
LO: 1-2: Explain the importance of understanding the marketplace and customers and identify
the five core marketplace concepts.
AACSB: Analytical thinking
24) ________ is the act of obtaining a desired object from someone by offering something in
return.
A) Targeting
B) Segmentation
C) Differentiation
D) Exchange
E) Positioning
Answer: D
Diff: 1
LO: 1-2: Explain the importance of understanding the marketplace and customers and identify
the five core marketplace concepts.
AACSB: Analytical thinking
6
Copyright © 2026 Pearson Education, Inc.
Marketing An Introduction, 16th edition Armstrong
Important Notes
The file includes the complete test bank, organized chapter by chapter.
A sample of selected pages has been provided for preview.
All available appendices and Excel files (if included in the original resources) are
provided.
We continuously update our files to ensure you receive the latest and most accurate
editions.
New editions are added regularly – stay connected for updates!
Purchase Guarantee
If you believe you have purchased the wrong file, don’t worry. Contact us anytime and we
will gladly replace it with the correct version.
Contact Email:
, Test Bank
by Maureen Steddin
Marketing: An
Introduction
Sixteenth Edition
Armstrong
Koter
Balasubramanian
,This work is protected by United States copyright laws and is provided solely for the use of
instructors in teaching their courses and assessing student learning. Dissemination or sale of
any part of this work (including on the World Wide Web) will destroy the integrity of the work
and is not permitted. The work and materials from it should never be made available to
students except by instructors using the accompanying text in their classes. All recipients of
this work are expected to abide by these restrictions and to honor the intended pedagogical
purposes and the needs of other instructors who rely on these materials.
Copyright © 2026, 2023, 2020 by Pearson Education, Inc. or its affiliates. All Rights Reserved.
Manufactured in the United States of America. This publication is protected by copyright, and
permission should be obtained from the publisher prior to any prohibited reproduction, storage in a
retrieval system, or transmission in any form or by any means, electronic, mechanical, photocopying,
recording, or otherwise. For information regarding permissions, request forms, and the appropriate
contacts within the Pearson Education Global Rights and Permissions department, please visit
www.pearsoned.com/permissions/.
PEARSON and MYLAB are exclusive trademark owned by Pearson Education, Inc. or its affiliates in
the U.S. and/or other countries.
Unless otherwise indicated herein, any third-party trademarks, logos, or icons that may appear in this
work are the property of their respective owners, and any references to third-party trademarks, logos,
icons, or other trade dress are for demonstrative or descriptive purposes only. Such references are not
intended to imply any sponsorship, endorsement, authorization, or promotion of Pearson’s products
by the owners of such marks, or any relationship between the owner and Pearson Education, Inc., or
its affiliates, authors, licensees, or distributors.
,Marketing: An Introduction, 16e (Armstrong)
Chapter 1 Marketing: Creating Customer Value and Engagement
1) Marketing, more than any other business function, deals with ________.
A) customers
B) sales
C) advertising
D) new products
E) brands
Answer: A
Diff: 1
LO: 1-1: Define marketing and outline the steps in the marketing process.
AACSB: Application of knowledge
2) Selling and advertising ________.
A) are only the tip of the marketing iceberg
B) have become less important in marketing
C) no longer play a role in today's marketing environment
D) are the full extent of marketing
E) have never been considered part of marketing
Answer: A
Diff: 1
LO: 1-1: Define marketing and outline the steps in the marketing process.
AACSB: Application of knowledge
3) Today, marketing must be understood in the sense of ________.
A) making a sale
B) telling and selling
C) showing and growing
D) satisfying customer needs
E) advertising
Answer: D
Diff: 2
LO: 1-1: Define marketing and outline the steps in the marketing process.
AACSB: Application of knowledge
4) According to management guru Peter Drucker, "The aim of marketing is to make ________
unnecessary."
A) advertising
B) customer service
C) selling
D) new products
E) telling
Answer: C
Diff: 2
LO: 1-1: Define marketing and outline the steps in the marketing process.
AACSB: Application of knowledge
1
Copyright © 2026 Pearson Education, Inc.
,5) According to the five-step model of the marketing process, the first step in marketing is
________.
A) capturing value from customers to create profits and customer equity
B) constructing an integrated marketing program that delivers superior value
C) engaging customers, building profitable relationships, and creating customer delight
D) understanding the marketplace and customer needs and wants
E) designing a customer-driven marketing strategy
Answer: D
Diff: 2
LO: 1-1: Define marketing and outline the steps in the marketing process.
AACSB: Analytical thinking
6) According to the five-step model of the marketing process, designing a customer value-driven
marketing strategy is the ________ step.
A) the first step
B) the second step
C) the third step
D) the fourth step
E) the fifth step
Answer: B
Diff: 2
LO: 1-1: Define marketing and outline the steps in the marketing process.
AACSB: Analytical thinking
7) In ________ of the marketing process, companies reap the rewards of creating superior
customer value.
A) the first step
B) the second step
C) the third step
D) the fourth step
E) the fifth step
Answer: E
Diff: 1
LO: 1-1: Define marketing and outline the steps in the marketing process.
AACSB: Analytical thinking
8) For marketing to be effective, it must ________.
A) create a buying experience
B) help people connect with the people in their lives
C) create customer value
D) develop a culture of warmth and belonging
E) deliver high quality products
Answer: C
Diff: 3
LO: 1-1: Define marketing and outline the steps in the marketing process.
AACSB: Analytical thinking
2
Copyright © 2026 Pearson Education, Inc.
,9) Marketers today find great success just blasting out one-way messages.
Answer: FALSE
Diff: 1
LO: 1-1: Define marketing and outline the steps in the marketing process.
AACSB: Analytical thinking
10) A good definition of marketing is "telling and selling."
Answer: FALSE
Diff: 1
LO: 1-1: Define marketing and outline the steps in the marketing process.
AACSB: Analytical thinking
11) Marketing is primarily concerned with engaging customers and secondarily with managing
profitable customer relationships.
Answer: FALSE
Diff: 2
LO: 1-1: Define marketing and outline the steps in the marketing process.
AACSB: Analytical thinking
12) Broadly defined, marketing is a social and managerial process by which individuals and
organizations obtain what they need and want through creating and exchanging value with
others.
Answer: TRUE
Diff: 1
LO: 1-1: Define marketing and outline the steps in the marketing process.
AACSB: Analytical thinking
13) The final step in the marketing process is capturing customer value in the form of profits and
customer equity.
Answer: TRUE
Diff: 1
LO: 1-1: Define marketing and outline the steps in the marketing process.
AACSB: Application of knowledge
14) What is marketing? Briefly describe the marketing process.
Answer: Marketing can be defined as the process by which companies create value for
customers and build strong customer relationships in order to capture value from customers in
return. The marketing process consists of five steps. In the first four steps, companies work to
understand consumers, create customer value, and build strong customer relationships. In the
final step, companies reap the rewards of creating superior customer value. By creating value for
consumers, they in turn capture value from consumers in the form of sales, profits, and long-term
customer equity.
Diff: 2
LO: 1-1: Define marketing and outline the steps in the marketing process.
AACSB: Analytical thinking
3
Copyright © 2026 Pearson Education, Inc.
,15) Explain why marketing is not simply "making a sale."
Answer: Marketing is essentially satisfying customer needs. If marketers engage consumers
effectively, understands their needs, develops products that provide superior customer value, and
price, distribute, and promote them well, these products will sell easily. In fact, according to
management guru Peter Drucker, "The aim of marketing is to make selling unnecessary."
Diff: 3
LO: 1-1: Define marketing and outline the steps in the marketing process.
AACSB: Analytical thinking
16) Needs are defined as ________.
A) states of felt deprivation
B) objects of desire shaped by culture
C) states of perceived excess
D) desires backed by buying power
E) personal and individualized wants
Answer: A
Diff: 2
LO: 1-2: Explain the importance of understanding the marketplace and customers and identify
the five core marketplace concepts.
AACSB: Analytical thinking
17) ________ are the form human needs take as they are shaped by culture and individual
personality.
A) Wants
B) Necessities
C) Services
D) Benefits
E) Risks
Answer: A
Diff: 1
LO: 1-2: Explain the importance of understanding the marketplace and customers and identify
the five core marketplace concepts.
AACSB: Analytical thinking
18) When backed by buying power, ________ become ________.
A) wants; needs
B) needs; wants
C) wants; demands
D) demands; needs
E) demands; wants
Answer: C
Diff: 2
LO: 1-2: Explain the importance of understanding the marketplace and customers and identify
the five core marketplace concepts.
AACSB: Analytical thinking
4
Copyright © 2026 Pearson Education, Inc.
,19) Consumers needs and wants are fulfilled through ________.
A) marketing
B) market offerings
C) demands
D) marketing myopia
E) customer satisfaction
Answer: B
Diff: 1
LO: 1-2: Explain the importance of understanding the marketplace and customers and identify
the five core marketplace concepts.
AACSB: Analytical thinking
20) Abel now has the buying power to purchase the computer that he wanted to buy six months
ago. Abel's want has most likely become a ________.
A) need
B) value
C) demand
D) market offering
E) desire
Answer: C
Diff: 3
LO: 1-2: Explain the importance of understanding the marketplace and customers and identify
the five core marketplace concepts.
AACSB: Analytical thinking
21) Market offerings ________.
A) cannot combine products and services
B) are limited to physical products
C) can include activities that are essentially intangible
D) must result in ownership of something
E) should not include solutions
Answer: C
Diff: 3
LO: 1-2: Explain the importance of understanding the marketplace and customers and identify
the five core marketplace concepts.
AACSB: Analytical thinking
5
Copyright © 2026 Pearson Education, Inc.
, 22) To market the cause of suicide prevention, rapper Logic worked with the National Suicide
Prevent Lifeline (NSPL) to create a video embedded with his song "1-800-273-8255," the NSPL
phone number. This is an example of a marketing offering for a(n) ________.
A) product
B) person
C) idea
D) place
E) exchange
Answer: C
Diff: 2
LO: 1-2: Explain the importance of understanding the marketplace and customers and identify
the five core marketplace concepts.
AACSB: Analytical thinking
23) Walt Disney World Resort doesn't just offer amusement park rides, it uses its famed Disney
magic to create carefully orchestrated ________.
A) service offerings
B) benefits
C) wants
D) values
E) experiences
Answer: E
Diff: 2
LO: 1-2: Explain the importance of understanding the marketplace and customers and identify
the five core marketplace concepts.
AACSB: Analytical thinking
24) ________ is the act of obtaining a desired object from someone by offering something in
return.
A) Targeting
B) Segmentation
C) Differentiation
D) Exchange
E) Positioning
Answer: D
Diff: 1
LO: 1-2: Explain the importance of understanding the marketplace and customers and identify
the five core marketplace concepts.
AACSB: Analytical thinking
6
Copyright © 2026 Pearson Education, Inc.
