Cambridge International AS & A Level

BUSINESS 9609/22
Paper 2 Data Response February/March 2022
MARK SCHEME
Maximum Mark: 60

Published

This mark scheme is published as an aid to teachers and candidates, to indicate the requirements of the
examination. It shows the basis on which Examiners were instructed to award marks. It does not indicate the
details of the discussions that took place at an Examiners’ meeting before marking began, which would have
considered the acceptability of alternative answers.

Mark schemes should be read in conjunction with the question paper and the Principal Examiner Report for
Teachers.

Cambridge International will not enter into discussions about these mark schemes.

Cambridge International is publishing the mark schemes for the February/March 2022 series for most
Cambridge IGCSE™, Cambridge International A and AS Level components and some Cambridge O Level
components.

This document consists of 24 printed pages.

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Generic Marking Principles

These general marking principles must be applied by all examiners when marking candidate answers.
They should be applied alongside the specific content of the mark scheme or generic level descriptors
for a question. Each question paper and mark scheme will also comply with these marking principles.

GENERIC MARKING PRINCIPLE 1:

Marks must be awarded in line with:

• the specific content of the mark scheme or the generic level descriptors for the question
• the specific skills defined in the mark scheme or in the generic level descriptors for the question
• the standard of response required by a candidate as exemplified by the standardisation scripts.

GENERIC MARKING PRINCIPLE 2:

Marks awarded are always whole marks (not half marks, or other fractions).

GENERIC MARKING PRINCIPLE 3:

Marks must be awarded positively:

• marks are awarded for correct/valid answers, as defined in the mark scheme. However, credit
is given for valid answers which go beyond the scope of the syllabus and mark scheme,
referring to your Team Leader as appropriate
• marks are awarded when candidates clearly demonstrate what they know and can do
• marks are not deducted for errors
• marks are not deducted for omissions
• answers should only be judged on the quality of spelling, punctuation and grammar when these
features are specifically assessed by the question as indicated by the mark scheme. The
meaning, however, should be unambiguous.

GENERIC MARKING PRINCIPLE 4:

Rules must be applied consistently, e.g. in situations where candidates have not followed
instructions or in the application of generic level descriptors.

GENERIC MARKING PRINCIPLE 5:

Marks should be awarded using the full range of marks defined in the mark scheme for the question
(however; the use of the full mark range may be limited according to the quality of the candidate
responses seen).

GENERIC MARKING PRINCIPLE 6:

Marks awarded are based solely on the requirements as defined in the mark scheme. Marks should
not be awarded with grade thresholds or grade descriptors in mind.

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Social Science-Specific Marking Principles

(for point-based marking)

1 Components using point-based marking:

• Point marking is often used to reward knowledge, understanding and application of skills.
We give credit where the candidate’s answer shows relevant knowledge, understanding
and application of skills in answering the question. We do not give credit where the answer
shows confusion.

From this it follows that we:

a DO credit answers which are worded differently from the mark scheme if they clearly
convey the same meaning (unless the mark scheme requires a specific term)
b DO credit alternative answers/examples which are not written in the mark scheme if they
are correct
c DO credit answers where candidates give more than one correct answer in one
prompt/numbered/scaffolded space where extended writing is required rather than list-type
answers. For example, questions that require n reasons (e.g. State two reasons …).
d DO NOT credit answers simply for using a ‘key term’ unless that is all that is required.
(Check for evidence it is understood and not used wrongly.)
e DO NOT credit answers which are obviously self-contradicting or trying to cover all
possibilities
f DO NOT give further credit for what is effectively repetition of a correct point already
credited unless the language itself is being tested. This applies equally to ‘mirror
statements’ (i.e. polluted/not polluted).
g DO NOT require spellings to be correct, unless this is part of the test. However spellings of
syllabus terms must allow for clear and unambiguous separation from other syllabus terms
with which they may be confused (e.g. Corrasion/Corrosion)

2 Presentation of mark scheme:

• Slashes (/) or the word ‘or’ separate alternative ways of making the same point.
• Semi colons (;) bullet points (•) or figures in brackets (1) separate different points.
• Content in the answer column in brackets is for examiner information/context to clarify the
marking but is not required to earn the mark (except Accounting syllabuses where they
indicate negative numbers).

3 Calculation questions:
• The mark scheme will show the steps in the most likely correct method(s), the mark for
each step, the correct answer(s) and the mark for each answer
• If working/explanation is considered essential for full credit, this will be indicated in the
question paper and in the mark scheme. In all other instances, the correct answer to a
calculation should be given full credit, even if no supporting working is shown.
• Where the candidate uses a valid method which is not covered by the mark scheme,
award equivalent marks for reaching equivalent stages.
• Where an answer makes use of a candidate’s own incorrect figure from previous working,
the ‘own figure rule’ applies: full marks will be given if a correct and complete method is
used. Further guidance will be included in the mark scheme where necessary and any
exceptions to this general principle will be noted.

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4 Annotation:
• For point marking, ticks can be used to indicate correct answers and crosses can be used
to indicate wrong answers. There is no direct relationship between ticks and marks. Ticks
have no defined meaning for levels of response marking.
• For levels of response marking, the level awarded should be annotated on the script.
• Other annotations will be used by examiners as agreed during standardisation, and the
meaning will be understood by all examiners who marked that paper.

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Question Answer Marks

1(a)(i) Define the term ‘mission statement’ (line 7). 2

Knowledge Marks

A correct definition 2

A partial, vague or unfocused definition 1

No creditable content 0

Content
• One mark for understanding of the concept of aims and values (mission)
• One mark for understanding that it defines a company or organisation’s
reason for being (statement)

Exemplar Mark Rationale

A statement of a company’s 2 Both elements covered.

vision (1) which helps to set
objectives (1).

Is the goal of a company (1). 2 Clearly defined.

Corporate objectives are used to
achieve the mission statement
(1).

A kind of business target (1). 1 Vague definition.

Something a business aims for 1 Vague definition but

(1), in this case to ‘make waste example copied from the
beautiful’. case, so do not award.

The vision of the business owners 1 Vague definition.

(1)

A statement of a business’s 0 Tautological.

mission

Accept any reasonable answer

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Question Answer Marks

1(a)(ii) Explain the term ‘democratic leadership style’ (line 13). 3

Award one mark for each point of explanation:

C Example or some other way of showing good 1 mark
understanding

B Understanding that it is to do with 1 mark

direction/guidance/coordination etc.

A Understanding of the concept of participation 1 mark

C marks dependent on A and B mark being present

Content

All members of the business (1) take part in the decision-making process,
often by voting (1). If Rehana is a democratic leader then she will ask for the
local artists to help her make decisions (1).

Exemplar Mark Rationale

All employees’ views are 3 A, B and C

considered (1) when making
decisions and every employee
has one vote (1). Sometimes
called participative leadership (1).

The leader takes other people’s 3 A, B and C

views into account (1) when
making decisions (1), however
the leader makes the final
decision (1).

All members of the business take 2 A and B only

part (1) in the decision-making
process (1).

All employees are involved (1). 1 A mark only

Decisions are made by voting (1). B mark only

Accept any reasonable answer

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Question Answer Marks

1(b)(i) Refer to table 1.1. Calculate the acid test ratio for RR. 3

*May be implied
Rationale Marks

Correct answer with or without correct working or $ 3

Attempt with correct figures 2

Formula*/attempt to calculate 1

No creditable content 0

Current assets − stock

[1 mark – formula]
Current liabilities

(14 000 − 12000)

[1 mark – use of correct figures]
8000

Answer = 0.25:1 [3 marks – correct answer]

Common incorrect answers

Answer Mark Rationale

25% 3 A percentage is a ratio.

1/4 3 A fraction is close enough

to a ratio.

0.25 (no working) 3 Allow as a correct answer

with or without working
shown.

25 (no working) 0 Do not award any marks

for an incorrect answer
without working.

CA 1 Attempt to correctly
CL calculate using one correct
figure (CL).
14 000
= 1.75:1
8000

2000 1 Attempt to correctly

14 000 calculate using one correct
figure (CA).

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Question Answer Marks

1(b)(i)
Answer Mark Rationale

1.75:1 (no working) 0 Do not award any marks

for an incorrect answer
without working.

CL 2 Incorrect formula (but right

CA − inventory elements – inverted) and
subsequent results are
OFR
8000
2000

= 4:1 (400%)

8000 0 Without formula these are

2000 ‘random’ numbers

=4

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Question Answer Marks

1(b)(ii) Explain one method Rehana may use to improve liquidity. 3

Level Knowledge and Application Marks

2 (APP) Explanation of a method of improving liquidity, in 3

context

2a (K+K) Explanation of a method of improving liquidity 2

1a (K) Identification of a method of improving liquidity 1

0 No creditable content 0

Content

Indicative content
AO1 Knowledge and understanding

Liquidity can be improved by:

• A method of increasing current assets (cash, inventory, trade receivables
etc.):
– Sell fixed assets – for cash.
– Take out a long-term loan – to increase cash.
– Encourage prompt payment – to decrease trade receivables
(debtors).
– Sell inventory – to increase cash (can improve liquidity if measured
using the acid test).
• A method of decreasing current liabilities (overdraft, trade receivables,
dividend payable etc.)
– Take out a long-term loan – to pay off the overdraft.
– Retain more profit – to avoid paying dividends

AO2 Application

• Context of RR.
• Use of Table 1.1

ACCEPT ANY REASONABLE ANSWER

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Question Answer Marks

1(b)(ii)
Exemplar Mark Rationale

Rehana could sell the machine 3 Explanation of a method in

that melts down bottles to context
increase RR’s cash.

Rehana could sell $5000 of the 3 Explanation of a factor not

inventory so that the business can in context. Allow based on
pay off its overdraft. acid test measure of
liquidity.

Rehana could take out a long- 3 Explanation of a method in

term loan for $5000 to pay off the context
overdraft.

Take out a long-term loan to pay 2 Explanation of a method.

off the overdraft.

Take out a bank loan. 1 BOD that a bank loan is a

long-term liability.

Borrow some money. 1 Too vague – could be

short-term or long-term
debt.

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Question Answer Marks

1(c) Analyse two benefits for RR of having a unique selling point (USP). 8

Knowledge and
Analysis
Level Application Marks Marks
(4 marks)
(4 marks)

2b Shows knowledge of 4 Developed analysis 4

two benefits of of two benefits of
having a USP in having a USP in
context context

2a Shows knowledge of 3 Developed analysis 3

one benefit of having of one benefit of
a USP in context having a USP in
context

1b Shows knowledge of 2 Limited analysis of 2

two benefits of two benefits of
having a USP having a USP

1a Shows knowledge of 1 Limited analysis of 1

one benefit of a USP one benefit of
having a USP

0 No creditable content

AO1 Knowledge and understanding

Knowledge of benefits may include:
• To sell more
• To increase the price
• Increase customer loyalty / repeat purchases
• Brand recognition
• To differentiate from competition
• To give a focus for the marketing mix

AO2 Application
• RR is a sole trader / small business and is likely to have limited resources
• RR makes unique vases and glassware products
• RR’s mission statement ‘to make waste beautiful’.
• Markets products as ‘lovely for the planet, lovely for you’.
• RR has a strong local brand image.
• RR’s USP is recycling waste (assumption can be made that no other
competitors do this).
• RR employs two local artists, who are environmentally aware.
• Employees are skilled.
• RR uses job production.
• Table 1.1.
• Demand has grown and Rehana needs to increase output.
• Rehana wants to increase output by either employing more artists or
changing to batch production.

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Question Answer Marks

1(c) AO3 Analysis

• Increase customer loyalty / repeat purchases: gives RR an established
customer base and revenue stream – more likely to make Rehana’s
growth strategies successful.
• Brand recognition: means that customers who are looking for recycled
products are more likely to purchase RR’s vases – increasing Rehana’s
incomes/profit.
• To differentiate from competition: likely to be a competitive market and
RR may need customers to recognise their recycled products so that
sales increase – so that Rehana can reinvest more profit and grow the
business.
• To give a focus for the marketing mix: the ‘lovely for the planet, lovely for
you’ marketing slogan shows a double benefit to making a purchase,
meaning that Rehana may be able to charge a higher price – increasing
her income/profit.
Accept any reasonable answer

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Question Answer Marks

1(d) Evaluate whether RR should change to batch production. 11

Annotation

Annotation
Analysis and

Marks

Marks
Knowledge and
Evaluation
Application (4 marks)
(7 marks)

Justified evaluation 7

EVAL + EVAL + EVAL

based on argument in
context.

Developed evaluation 6

EVAL + EVAL
based on argument in
context.

An evaluative 5
statement based on EVAL
argument in context.

Applies context to 4 Argument based on two 4

understanding of two pieces of developed
DEV + DEV
APP + APP

pieces of knowledge analysis about RR’s

about job/batch decision to change
production. production method.

Applies context to 3 Argument based on 3

understanding of one one piece of developed
DEV
APP

piece of knowledge analysis about RR’s

about job/batch decision to change
production. production method.

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Question Answer Marks

1(d)

Annotation

Annotation
Analysis and

Marks

Marks
Knowledge and
Evaluation
Application (4 marks)
(7 marks)

Shows two pieces of 2 Limited analysis of two 2

knowledge about factors influencing

AN + AN
job/batch production job/batch production

K+K
Shows one piece of 1 Limited analysis of one 1

AN
knowledge about factor influencing
K

job/batch production job/batch production

No creditable content

Content

AO1 Knowledge and understanding

Knowledge of job production may include:
• On-off unique products
• Produced one at a time

Knowledge of batch production may include:

• Production in groups, not individual or mass/flow
• Whole batch passes through each stage of production at the same time
• Use of machinery

AO2 Application
• RR is a sole trader / small business and is likely to have limited resources
• RR makes unique vases and glassware products
• RR’s mission statement ‘to make waste beautiful’.
• Markets products as ‘lovely for the planet, lovely for you’.
• RR has a strong local brand image.
• RR’s USP is recycling waste (assumption can be made that no other
competitors do this).
• RR employs two local artists, who are environmentally aware.
• Employees are skilled.
• RR uses job production.
• Table 1.1.
• Demand has grown and Rehana needs to increase output.
• Rehana wants to increase output by either employing more artists or
changing to batch production.

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Question Answer Marks

1(d) AO3 Analysis

For batch:
• will meet the increase in demand boosting revenue
• The only way to cost effectively increase her output
• Costs of recruiting skilled artists may be too expensive
Against batch:
• Amount of raw materials (waste bottles) available may not be sufficient
for expansion
• Impact on recent marketing focusing on USP may be negative
• Batch production/machinery skills of two local artists/herself may not be
sufficient leading to waste
• Amount of liquidity available for investment (0.25:1 acid test ratio) may be
too low for investment
For job:
• Maintain USP of RR
• Utilise skilled workers who are already employed by RR
Against job:
• High cost of skilled workers
• High unit cost for production of handmade products
• May not be able to meet demand

AO4 Evaluation
• A recommendation about a whether RR should introduce batch
production (or not).
• A judgement over the relative suitability of production methods.
• Elements that the recommendation/judgement could depend upon.
• Weighing up of the impacts on RR of the change.
• Weighing up of the likely advantages/disadvantages of batch production.

Accept any reasonable answer

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Question Answer Marks

2(a)(i) Define the term ‘market share’ (line 14). 2

Knowledge Marks

A correct definition 2

A partial, vague or unfocused definition 1

No creditable content 0

Content

• One mark for a portion/section of a market (or comparison with other

businesses / whole market)
• One mark for controlled by a business or product

The section of a market (1) controlled by a business. (1)

Allow formula (sales of business / sales in market X 100) for 2 marks – either
expressed as a formula or in words.

Accept any reasonable answer

Exemplar Mark Rationale

Section of a market controlled by 2 Clear understanding

a company

Sales of business 2 Clear understanding

× 100
Total sales

The sales of one business 2 Sales of one business =

compared to the sales of another controlled by business
business. Compared = portion

Sales of business 2 Comparison of one

Total sales business to the whole
market.

Market controlled by a 1 No portion/section

company/product

How big a company is 0 Too vague

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Question Answer Marks

2(a)(ii) Explain the term ‘efficiency’ (line 21) 3

Award one mark for each point of explanation:

Marks

C Example or some other way of showing good 3

understanding

B Understanding that it leads to the highest amount of 2

outputs

A Understanding of the concept of least amount of inputs 1

C marks dependent on A and B mark being present

Content

The least amount of inputs (1) to make the maximum output (1) to reduce
waste (1)

Exemplar Mark Rationale

Least inputs for the highest output 3 All three elements

to reduce waste

Least amount of inputs used to 2 No expansion

gain the highest output

Highest output possible 1 Only output

Reduction of waste 0 No understanding of

inputs or outputs

Accept any reasonable answer

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Question Answer Marks

2(b)(i) Refer to Table 2.1 and other information. Calculate BB’s total annual 3
cost if it uses the proposed new machinery.

Rationale Marks

Correct answer, with or without working and $ sign 3

Attempt to calculate with correct figures / correct calculation of 2

TVC ($300 000) and TFC ($450 000)

Formula/ correct calculation of TVC ($300 000) or TFC 1

($450 000)

No creditable content 0

Content

Total variable costs + fixed costs [1 mark]

(40 × 7500) + (500 000 × 0.9) [2 marks]
Answer = ($)750 000 [3 marks]

Common incorrect answers

Answer Mark Rationale

750 000 3 Correct answer. $ not

required.

300 000 + 500 000 = 800 000 2 No attempt to reduce FC

by 10%

$800 000 (no working) 0 Do not award any marks

for an incorrect answer
without working.

$250 000 + $450 000 = 2 One mistake – incorrect

$700 000 calculation of TVC

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Question Answer Marks

2(b)(ii) Explain one possible limitation to BB of using the proposed new 3

machinery.

Level Knowledge and Application Marks

2a (App) Explains one possible limitation to BB of using the 3

proposed new machinery

1b (K+K) Explains one possible limitation of using new 2

machinery with no application to BB

1a (K) Identifies one or more possible limitation of using 1

new machinery with no application to BB

0 No creditable content 0

Indicative content
AO1 Knowledge and understanding

Limitations may include:

• Capital cost – opportunity cost of spending in other areas
• Retraining – may reduce cashflow / increase costs
• Space requirements – may require a new factory /extension
• Risk – compared to ‘known’ machinery

AO2 Application

• BB has a reputation for quality

• Beds – large product (large machinery)
• Use of Table 2.1 (in comparison to increased costs)
• Market is growing rapidly
• Wide range of consumer (online) styles required
• Decreasing staff morale and welfare.

Accept any reasonable answer

Exemplar Mark Rationale

Increased retraining costs will 3 Explanation of a factor in

mean reducing prices to hotels context
will be difficult

Increased training costs reduces 2 Explanation of a factor not

cashflow in context

Increased training costs 1 Identification of a factor

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Question Answer Marks

2(c) Analyse two possible disadvantages to BB of decreased staff morale 8

and welfare.

Knowledge and
Analysis
Level Application Marks Marks
(4 marks)
(4 marks)

2b Shows knowledge of 4 Developed analysis 4

two disadvantages of two
of decreased morale disadvantages of
and welfare in decreased staff
context morale and welfare
in context

2a Shows knowledge of 4 Developed analysis 3

one disadvantage of of one
decreased morale disadvantage of
and welfare in decreased staff
context morale and welfare
in context

1b Shows knowledge of 2 Limited analysis of 2

two disadvantages two disadvantages
of decreased morale of decreased staff
and welfare morale and welfare

1a Shows knowledge of 1 Limited analysis of 1

one disadvantage of one disadvantage
decreased morale of decreased staff
and welfare morale and welfare

0 No creditable content

Content

AO1 Knowledge and understanding

Knowledge of morale – the confidence, enthusiasm, and discipline of a person
or group at a particular time.
Knowledge of welfare – a working environment that's healthy and safe for
everyone in the workplace.

Disadvantages could include:

• Increased labour turnover
• Increased recruitment costs
• Increased training costs
• Decreased efficiency
• Increased trade union action.

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Question Answer Marks

2(c) AO2 Application

• Large manufacturer of beds.
• Strong brand image for quality.
• Main distribution channel is B2B, but entering the B2C market (becoming
more important as online orders are increasing).
• Old machinery currently used, but proposition to introduce new machinery
(at a cost).
• Increased demand in the market – market is growing rapidly.
• Increased demand (online) for a wider range of styles – requires
retraining.
• Pressure to reduce prices (and costs).
• BB uses non-financial motivators.
• Motivation was good until recently.
• Efficiency is falling – long hours due to increased demand (but no
financial compensation?).

AO3 Analysis
Disadvantages could include;
• Increased labour turnover; increase in BB’s recruitment costs – may
mean that producing beds for the online market, where profit margins are
lower, is unprofitable.
• Increased recruitment costs; increase in BB’s FC’s – may reduce the
impact of the 10% saving of the new machinery and make the business
unprofitable.
• Increased training costs; lowers the ability of BB to compete in the online
market – BB cannot take advantage of this growing market.
• Decreased efficiency; less beds being produced – may mean that BB
cannot match the demands of the growing online market and lose market
share.
• Increased trade union action; may lead to industrial action – reduce
productivity so that BB cannot produce enough to meet the online
demand and sales fall.

Accept any reasonable answer

Identification Understanding Limited Developed

of in context analysis (AN) analysis in
disadvantage (APP) context (Dev)
(K)
Increased Due to workers Which increases And reduces
labour turnover leaving because recruitment profit margins.
of increased costs
workload from
online orders
Decreased From working Increases unit Which increases
efficiency long hours, costs of the selling prices.
without financial beds
compensation,
to fulfil the
growing market
needs

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Question Answer Marks

2(d) Recommend whether BB should focus on the producer market (B2B) or 11

the consumer market (B2C). Justify your recommendation.

Annotation

Annotation
Analysis and

Marks

Marks
Knowledge and
Evaluation
Application (4 marks)
(7 marks)

A justified 7
recommendation based

EVAL + EVAL + EVAL

on arguments

A developed 6

EVAL + EVAL
recommendation based
on developed
arguments

A basic 5
EVAL

recommendation based
on developed
arguments

Applies context to 4 Argument based on 4

knowledge of consumer focusing on both
DEV + DEV
APP + APP

(B2C) and producer markets in context

(B2B) market

Applies context to 3 Argument based on 3

knowledge of consumer focusing on one market
DEV
APP

(B2C) or producer in context

(B2B) market

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Question Answer Marks

2(d)

Annotation

Annotation
Analysis and

Marks

Marks
Knowledge and
Evaluation
Application (4 marks)
(7 marks)

Knowledge of 2 Limited analysis of 2

consumer (B2C) and focussing on the

AN + AN
K+K
producer (B2B) market consumer (B2C) market
and limited analysis of
focussing on the
producer (B2B) market

Knowledge of 1 Limited analysis of 1

consumer (B2C) or focussing on the
producer (B2B) market consumer (B2C) market

AN
K

or limited analysis of
focussing on the
producer (B2B) market

No creditable content

Content

AO1 Knowledge and understanding

Knowledge of the consumer market (B2C), including:
• Purchased by the end-user
• Direct sales to consumers and through retailers and online
• Importance of brand in a competitive market
• Sales are likely to be single units.

Knowledge of the producer market, including:

• Purchased by a business who uses the product to produce another
product/service
• Direct sales to another business, unlikely to be through retailers
• Importance of price, added value and durability
• Sales are likely to be for multiple units.

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Question Answer Marks

2(d) AO2 Application

• Large manufacturer of beds.
• Strong brand image for quality.
• Main distribution channel is B2B, but entering the B2C market (becoming
more important as online orders are increasing).
• Old machinery currently used, but proposition to introduce new machinery
(at a cost).
• Increased demand in the market – B2C market is growing rapidly.
• Increased demand (online) for a wider range of styles in B2C market –
requires retraining and substantial marketing costs.
• Pressure to reduce prices (and costs) in B2B market.
• Limited range of styles in B2B market.
• Demand in B2B market is constant with low marketing costs.
• BB uses non-financial motivators.
• Motivation was good until recently.
• Efficiency is falling.

AO3 Analysis
For B2C
• B2C online sales increasing
• Hotels want to reduce prices
• No increase in demand from hotels

For B2B
• A constant demand from hotels aids planning
• Less marketing needed for hotels
• Limited bed range may increase production as less downtime needed for
repurposing machines

AO4 Evaluation
• A recommendation about a whether RR should focus on the consumer
(B2C) or producer (B2B) market.
• A judgement over the relative suitability of each market.
• Elements that the recommendation/judgement could depend upon.
• Weighing up of the impacts on choosing a market.
• Weighing up of the likely advantages/disadvantages of each market.

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