Question 1

Opinion leaders are also known as ________.

Accepted Answer

A)  lagging adopters 
B)  leading adopters 
C)  early mainstream adopters 
D)  late mainstream adopters 
E)  barnacles 
A)  lagging adopters 
B)  leading adopters 
C)  early mainstream adopters 
D)  late mainstream adopters 
E)  barnacles

Question 2

Social class is not determined by a single factor,such as income,but is measured as a combination of occupation,income,education,wealth,and other variables.

Accepted Answer

A) True 
 B)False

Question 3

________ is the degree to which an innovation may be tried on a limited basis.

Accepted Answer

A)  Divisibility 
B)  Compatibility 
C)  Communicability 
D)  Relative advantage 
E)  Complexity 
A)  Divisibility 
B)  Compatibility 
C)  Communicability 
D)  Relative advantage 
E)  Complexity

Question 4

________ refers to the practice of including ethnic themes within a company's mainstream marketing.

Accepted Answer

A)  Cross-cultural marketing 
B)  Buzz marketing 
C)  Viral marketing 
D)  Guerilla marketing 
E)  Cause marketing 
A)  Cross-cultural marketing 
B)  Buzz marketing 
C)  Viral marketing 
D)  Guerilla marketing 
E)  Cause marketing

Question 5

The buying center consists of key decision makers from both the buying organization and the supplier.

Accepted Answer

A) True 
 B)False

Question 6

________ are minor stimuli that influence where,when,and how a person responds to an idea.

Accepted Answer

A)  Cues 
B)  Drives 
C)  Motives 
D)  Needs 
E)  Attitudes 
A)  Cues 
B)  Drives 
C)  Motives 
D)  Needs 
E)  Attitudes

Question 7

In which of the following stages of the adoption process does a consumer consider whether trying a new product makes sense?

Accepted Answer

A)  interest 
B)  adoption 
C)  evaluation 
D)  awareness 
E)  trial 
A)  interest 
B)  adoption 
C)  evaluation 
D)  awareness 
E)  trial

Question 8

Which of the following do organizational buyers use when they want to connect with important suppliers and create direct procurement accounts?

Accepted Answer

A)  extranet links 
B)  intranet links 
C)  search engines 
D)  trading exchanges 
E)  reverse auctions 
A)  extranet links 
B)  intranet links 
C)  search engines 
D)  trading exchanges 
E)  reverse auctions

Question 9

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 10

Selective distortion describes the tendency of people to interpret information in a way that will support what they already believe.

Accepted Answer

A) True 
 B)False

Question 11

Becca wants to buy a new coat.She asks her friends to recommend a store and/or a style of coat.She looks for sale advertisements for coats in newspapers and also visits nearby stores to check if she can find something in her budget.In this case,Becca is most likely in the ________ stage of the buyer decision process.

Accepted Answer

A)  product evaluation 
B)  alternative evaluation 
C)  need recognition 
D)  information search 
E)  purchase decision 
A)  product evaluation 
B)  alternative evaluation 
C)  need recognition 
D)  information search 
E)  purchase decision

Question 12

When a consumer learns about a new product for the first time and makes a decision to try it,the consumer is engaged in the alternative evaluation process.

Accepted Answer

A) True 
 B)False

Question 13

Voorhees' Farms raises chickens.For years,it has used wooden coops for hauling its poultry to market.When the owner,Jason Voorhees,went to reuse some of his coops,he noticed many of them could not be sufficiently cleaned for reuse and needed to be replaced.Which stage of the business buying process was Voorhees in when he decided to replace his old coops?

Accepted Answer

A)  problem recognition 
B)  general need description 
C)  product specification 
D)  product value analysis 
E)  performance review 
A)  problem recognition 
B)  general need description 
C)  product specification 
D)  product value analysis 
E)  performance review

Question 14

Which of the following is a commercial source of product information?

Accepted Answer

A)  acquaintances 
B)  family and friends 
C)  dealer Web sites 
D)  consumer rating organizations 
E)  Internet searches 
A)  acquaintances 
B)  family and friends 
C)  dealer Web sites 
D)  consumer rating organizations 
E)  Internet searches

Question 15

Advertisements are internal stimuli that influence consumer needs.

Accepted Answer

A) True 
 B)False

Question 16

Which of the following is a personal factor that influences a consumer's buying behavior?

Accepted Answer

A)  life-cycle stage 
B)  motivation 
C)  status 
D)  family 
E)  social networks 
A)  life-cycle stage 
B)  motivation 
C)  status 
D)  family 
E)  social networks

Question 17

In the context of the business buying process,what is a buying center? Explain why it presents a major marketing challenge.

Accepted Answer

The buying center is the decision-making

Question 18

A small increase in consumer demand can cause a large increase in business demand.

Accepted Answer

A) True 
 B)False

Question 19

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 20

Which of the following is most likely the final stage of the business buying process?

Accepted Answer

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

Opinion leaders are also known as ________.

Social class is not determined by a single factor,such as income,but is measured as a combination of occupation,income,education,wealth,and other variables.

________ is the degree to which an innovation may be tried on a limited basis.

________ refers to the practice of including ethnic themes within a company's mainstream marketing.

The buying center consists of key decision makers from both the buying organization and the supplier.

________ are minor stimuli that influence where,when,and how a person responds to an idea.

In which of the following stages of the adoption process does a consumer consider whether trying a new product makes sense?

Which of the following do organizational buyers use when they want to connect with important suppliers and create direct procurement accounts?

In a straight rebuy,a buyer ________.

Selective distortion describes the tendency of people to interpret information in a way that will support what they already believe.

When a consumer learns about a new product for the first time and makes a decision to try it,the consumer is engaged in the alternative evaluation process.

Which of the following is a commercial source of product information?

Advertisements are internal stimuli that influence consumer needs.

Which of the following is a personal factor that influences a consumer's buying behavior?

In the context of the business buying process,what is a buying center? Explain why it presents a major marketing challenge.

A small increase in consumer demand can cause a large increase in business demand.

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

Which of the following is most likely the final stage of the business buying process?

Marketing: Creating and Capturing Customer Value

Company and Marketing Strategy: Partnering to Build Customer 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

Opinion leaders are also known as ________.

Social class is not determined by a single factor,such as income,but is measured as a combination of occupation,income,education,wealth,and other variables.

________ is the degree to which an innovation may be tried on a limited basis.

________ refers to the practice of including ethnic themes within a company's mainstream marketing.

The buying center consists of key decision makers from both the buying organization and the supplier.

________ are minor stimuli that influence where,when,and how a person responds to an idea.

In which of the following stages of the adoption process does a consumer consider whether trying a new product makes sense?

Which of the following do organizational buyers use when they want to connect with important suppliers and create direct procurement accounts?

In a straight rebuy,a buyer ________.

Selective distortion describes the tendency of people to interpret information in a way that will support what they already believe.

When a consumer learns about a new product for the first time and makes a decision to try it,the consumer is engaged in the alternative evaluation process.

Which of the following is a commercial source of product information?

Advertisements are internal stimuli that influence consumer needs.

Which of the following is a personal factor that influences a consumer's buying behavior?

In the context of the business buying process,what is a buying center? Explain why it presents a major marketing challenge.

A small increase in consumer demand can cause a large increase in business demand.

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

Which of the following is most likely the final stage of the business buying process?

Marketing: Creating and Capturing Customer Value

Company and Marketing Strategy: Partnering to Build Customer 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