Question 1

According to Maslow's hierarchy of needs, which of the following is most likely an esteem need?

Accepted Answer

A)  love 
B)  security 
C)  hunger 
D)  self-development 
E)  status 
A)  love 
B)  security 
C)  hunger 
D)  self-development 
E)  status

Question 2

Describe the steps of the buyer decision process.

Accepted Answer

The buyer decision process consists of f

Question 3

A business marketer normally deals with far fewer buyers than a consumer marketer.

Accepted Answer

A) True 
 B)False

Question 4

Many marketers now embrace a ________ strategy, integrating ethnic and cross-cultural perspectives within their mainstream marketing.

Accepted Answer

A)  total market 
B)  cultural marketing 
C)  viral marketing 
D)  social marketing 
E)  cause marketing 
A)  total market 
B)  cultural marketing 
C)  viral marketing 
D)  social marketing 
E)  cause marketing

Question 5

Which of the following is a social factor that influences consumer buying behavior?

Accepted Answer

A)  family 
B)  life-cycle stage 
C)  economic situation 
D)  personality 
E)  occupation 
A)  family 
B)  life-cycle stage 
C)  economic situation 
D)  personality 
E)  occupation

Question 6

Alice is shopping for a new car, and she has narrowed her decision to a Honda Accord and a Toyota Camry. Both sedans have similar features and prices, but Alice decides to purchase the Honda based on her intuition. Which of the following situations would most likely cause Alice to experience postpurchase dissonance?

Accepted Answer

A)  The price of the Honda Accord increases by a huge margin. 
B)  The price of the Toyota Camry falls due to an increase in demand. 
C)  The Honda Accord meets all her expectations and satisfies her needs. 
D)  The Toyota Camry experiences technical failures that lead to a recall. 
E)  The maintenance costs of the Honda Accord decrease significantly over time. 
A)  The price of the Honda Accord increases by a huge margin. 
B)  The price of the Toyota Camry falls due to an increase in demand. 
C)  The Honda Accord meets all her expectations and satisfies her needs. 
D)  The Toyota Camry experiences technical failures that lead to a recall. 
E)  The maintenance costs of the Honda Accord decrease significantly over time.

Question 7

A business buyer typically makes the greatest number of decisions in a straight rebuy situation and the fewest in a new-task situation.

Accepted Answer

A) True 
 B)False

Question 8

What is the most important consumer buying organization in society?

Accepted Answer

A)  leading adopters 
B)  the family 
C)  membership groups 
D)  reference groups 
E)  aspirational groups 
A)  leading adopters 
B)  the family 
C)  membership groups 
D)  reference groups 
E)  aspirational groups

Question 9

According to Maslow's theory, safety and social needs must be fulfilled after self-actualization needs.

Accepted Answer

A) True 
 B)False

Question 10

________ is a discomfort caused by postpurchase conflict.

Accepted Answer

A)  Selective retention 
B)  Cognitive dissonance 
C)  Selective attention 
D)  Restraint bias 
E)  Subliminal perception 
A)  Selective retention 
B)  Cognitive dissonance 
C)  Selective attention 
D)  Restraint bias 
E)  Subliminal perception

Question 11

Explain how the decision process in the business market and consumer market differ.

Accepted Answer

Business buyers usually face more comple

Question 12

________ means that consumers are likely to remember good points made about a brand they favor and forget the good points made about competing brands.

Accepted Answer

A)  Selective retention 
B)  Selective distortion 
C)  Selective attention 
D)  Restraint bias 
E)  Subliminal perception 
A)  Selective retention 
B)  Selective distortion 
C)  Selective attention 
D)  Restraint bias 
E)  Subliminal perception

Question 13

Devon is in the market for a new car. She is seriously considering either a Honda Civic or Toyota Corolla because they both have excellent quality and safety ratings and are comparable in price. Devon is in the ________ stage of the buyer decision process.

Accepted Answer

A)  evaluation of alternatives 
B)  need recognition 
C)  information search 
D)  purchase decision 
E)  postpurchase behavior 
A)  evaluation of alternatives 
B)  need recognition 
C)  information search 
D)  purchase decision 
E)  postpurchase behavior

Question 14

A company buying a product with modified specifications faces a new-task situation.

Accepted Answer

A) True 
 B)False

Question 15

Explain the major types of buying situations.

Accepted Answer

There are three major types of buying si

Question 16

In a straight rebuy, a buyer ________.

Accepted Answer

A)  wants to obtain the same product from a lower-priced supplier 
B)  reorders something without any modifications 
C)  considers a product or service for the first time 
D)  needs a modified product to suit new requirements 
E)  finds new ways to add value to the same product 
A)  wants to obtain the same product from a lower-priced supplier 
B)  reorders something without any modifications 
C)  considers a product or service for the first time 
D)  needs a modified product to suit new requirements 
E)  finds new ways to add value to the same product

Question 17

A(n)________ describes a person's relatively consistent evaluations, feelings, and tendencies toward an object or idea.

Accepted Answer

A)  role 
B)  cue 
C)  drive 
D)  attitude 
E)  motive 
A)  role 
B)  cue 
C)  drive 
D)  attitude 
E)  motive

Question 18

Describe the major factors that influence business buyers.

Accepted Answer

Business buyers are heavily influenced b

Question 19

During which stage of the business buying decision process is a buyer most likely to conduct value analysis by carefully studying components to determine if they can be redesigned, standardized, or made less expensively?

Accepted Answer

A)  general need recognition 
B)  product specification 
C)  proposal solicitation 
D)  order-routine specification 
E)  performance review 
A)  general need recognition 
B)  product specification 
C)  proposal solicitation 
D)  order-routine specification 
E)  performance review

Question 20

Personal sources of information normally inform the buyer, but commercial sources legitimize or evaluate products for the buyer.

Accepted Answer

A) True 
 B)False

According to Maslow's hierarchy of needs, which of the following is most likely an esteem need?

Describe the steps of the buyer decision process.

A business marketer normally deals with far fewer buyers than a consumer marketer.

Many marketers now embrace a ________ strategy, integrating ethnic and cross-cultural perspectives within their mainstream marketing.

Which of the following is a social factor that influences consumer buying behavior?

A business buyer typically makes the greatest number of decisions in a straight rebuy situation and the fewest in a new-task situation.

What is the most important consumer buying organization in society?

According to Maslow's theory, safety and social needs must be fulfilled after self-actualization needs.

________ is a discomfort caused by postpurchase conflict.

Explain how the decision process in the business market and consumer market differ.

________ means that consumers are likely to remember good points made about a brand they favor and forget the good points made about competing brands.

Devon is in the market for a new car. She is seriously considering either a Honda Civic or Toyota Corolla because they both have excellent quality and safety ratings and are comparable in price. Devon is in the ________ stage of the buyer decision process.

A company buying a product with modified specifications faces a new-task situation.

Explain the major types of buying situations.

In a straight rebuy, a buyer ________.

A(n)________ describes a person's relatively consistent evaluations, feelings, and tendencies toward an object or idea.

Describe the major factors that influence business buyers.

During which stage of the business buying decision process is a buyer most likely to conduct value analysis by carefully studying components to determine if they can be redesigned, standardized, or made less expensively?

Personal sources of information normally inform the buyer, but commercial sources legitimize or evaluate products for the buyer.

Marketing: Creating Customer Value and Engagement

Company and Marketing Strategy: Partnering to Build Customer Engagement, Value, and Relationships

Analyzing the Marketing Environment

Managing Marketing Information to Gain Customer Insights

Customer-Driven Marketing Strategy: Creating Value for Target Customers

Products, Services, and Brands: Building Customer Value

New Product Development and Product Life-Cycle Strategies

Pricing: Understanding and Capturing Customer Value

Marketing Channels: Delivering Customer Value

Retailing and Wholesaling

Engaging Consumers and Communicating Customer Value: Advertising and Public Relations

Personal Selling and Sales Promotion

Direct, Online, Social Media, and Mobile Marketing

The Global Marketplace

Social Responsibility and Ethics

Filters

Exam 5: Understanding Consumer and Business Buyer Behavior

According to Maslow's hierarchy of needs, which of the following is most likely an esteem need?

Describe the steps of the buyer decision process.

A business marketer normally deals with far fewer buyers than a consumer marketer.

Many marketers now embrace a ________ strategy, integrating ethnic and cross-cultural perspectives within their mainstream marketing.

Which of the following is a social factor that influences consumer buying behavior?

A business buyer typically makes the greatest number of decisions in a straight rebuy situation and the fewest in a new-task situation.

What is the most important consumer buying organization in society?

According to Maslow's theory, safety and social needs must be fulfilled after self-actualization needs.

________ is a discomfort caused by postpurchase conflict.

Explain how the decision process in the business market and consumer market differ.

________ means that consumers are likely to remember good points made about a brand they favor and forget the good points made about competing brands.

Devon is in the market for a new car. She is seriously considering either a Honda Civic or Toyota Corolla because they both have excellent quality and safety ratings and are comparable in price. Devon is in the ________ stage of the buyer decision process.

A company buying a product with modified specifications faces a new-task situation.

Explain the major types of buying situations.

In a straight rebuy, a buyer ________.

A(n)________ describes a person's relatively consistent evaluations, feelings, and tendencies toward an object or idea.

Describe the major factors that influence business buyers.

During which stage of the business buying decision process is a buyer most likely to conduct value analysis by carefully studying components to determine if they can be redesigned, standardized, or made less expensively?

Personal sources of information normally inform the buyer, but commercial sources legitimize or evaluate products for the buyer.

Marketing: Creating Customer Value and Engagement

Company and Marketing Strategy: Partnering to Build Customer Engagement, Value, and Relationships

Analyzing the Marketing Environment

Managing Marketing Information to Gain Customer Insights

Customer-Driven Marketing Strategy: Creating Value for Target Customers

Products, Services, and Brands: Building Customer Value

New Product Development and Product Life-Cycle Strategies

Pricing: Understanding and Capturing Customer Value

Marketing Channels: Delivering Customer Value

Retailing and Wholesaling

Engaging Consumers and Communicating Customer Value: Advertising and Public Relations

Personal Selling and Sales Promotion

Direct, Online, Social Media, and Mobile Marketing

The Global Marketplace

Social Responsibility and Ethics

Filters