Question 1

A buyer and seller are less dependent on each other in a business buying process than in a consumer buying process.

Accepted Answer

A) True 
 B)False

Question 2

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

Accepted Answer

A) True 
 B)False

Question 3

GenX,a manufacturer of sport motorcycles,is seeking a new supplier of motorcycle headlamps and brake lights.After searching trade directories,GenX invites five different suppliers to make formal presentations about how their solutions can create greater value for GenX than competing solutions.GenX is currently in the ________ stage of the business buying process.

Accepted Answer

A)  problem recognition 
B)  general need description 
C)  product specification 
D)  supplier search 
E)  proposal solicitation 
A)  problem recognition 
B)  general need description 
C)  product specification 
D)  supplier search 
E)  proposal solicitation

Question 4

Which of the following statements about buying centers is true?

Accepted Answer

A)  The buying center is a fixed and formally identified unit within a buying organization. 
B)  Roles in the buying center are specified in the organizational chart of a firm. 
C)  The CEO of an organization is always the decision maker in a buying center. 
D)  An individual's role in a buying center does not change with time. 
E)  Some buying centers involve informal participants. 
A)  The buying center is a fixed and formally identified unit within a buying organization. 
B)  Roles in the buying center are specified in the organizational chart of a firm. 
C)  The CEO of an organization is always the decision maker in a buying center. 
D)  An individual's role in a buying center does not change with time. 
E)  Some buying centers involve informal participants.

Question 5

A company regularly purchases cleaning supplies from a vendor and orders relatively consistent amounts of the same products on each purchase from the same vendor.This is an example of a(n)________.

Accepted Answer

A)  modified rebuy 
B)  new task situation 
C)  straight rebuy 
D)  dual distribution system 
E)  exclusive distribution system 
A)  modified rebuy 
B)  new task situation 
C)  straight rebuy 
D)  dual distribution system 
E)  exclusive distribution system

Question 6

________ is the degree to which an innovation appears superior to existing products.

Accepted Answer

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

Question 7

Which of the following is the first stage of the buyer decision process?

Accepted Answer

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

Question 8

Innovators are tradition-bound and adopt an innovation only when it has become something of a tradition itself.

Accepted Answer

A) True 
 B)False

Question 9

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 10

A role consists of the activities people are expected to perform according to the people around them.

Accepted Answer

A) True 
 B)False

Question 11

A(n)________ is a need that is sufficiently pressing to direct a person to seek satisfaction.

Accepted Answer

A)  stimulus 
B)  motive 
C)  cue 
D)  perception 
E)  attitude 
A)  stimulus 
B)  motive 
C)  cue 
D)  perception 
E)  attitude

Question 12

Explain why business demand is considered a derived demand.

Accepted Answer

Business demand is derived demand becaus

Question 13

________ is defined as a business strategy where business buyers prefer to buy a complete solution to a problem from a single seller rather than buying separate products and services from several suppliers.

Accepted Answer

A)  Modified rebuy 
B)  Straight rebuy 
C)  New task buying 
D)  Systems selling 
E)  Supplier development 
A)  Modified rebuy 
B)  Straight rebuy 
C)  New task buying 
D)  Systems selling 
E)  Supplier development

Question 14

According to Sigmund Freud's theory,a person's buying decisions are ________.

Accepted Answer

A)  easily revealed through online marketing surveys and questionnaires 
B)  affected by motives that the person is completely aware of 
C)  always driven by the need for status and independence 
D)  motivated by needs that are arranged in a hierarchy 
E)  affected by subconscious, hidden motivations 
A)  easily revealed through online marketing surveys and questionnaires 
B)  affected by motives that the person is completely aware of 
C)  always driven by the need for status and independence 
D)  motivated by needs that are arranged in a hierarchy 
E)  affected by subconscious, hidden motivations

Question 15

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

Accepted Answer

A) True 
 B)False

Question 16

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 17

When marketers want to promote their products and services through word-of-mouth marketing programs,they typically begin by ________.

Accepted Answer

A)  pushing one-way commercials at customers 
B)  identifying and targeting late adopters 
C)  developing print and radio advertisements 
D)  generating person-to-person brand conversations 
E)  withdrawing from online social networks 
A)  pushing one-way commercials at customers 
B)  identifying and targeting late adopters 
C)  developing print and radio advertisements 
D)  generating person-to-person brand conversations 
E)  withdrawing from online social networks

Question 18

Describe the major factors that influence business buyers.

Accepted Answer

Business buyers are heavily influenced b

Question 19

Simone bought two bottles of wine from two vineyards in Bordeaux.When asked for an opinion on the quality of the wines,she later mentioned that the Pontet Canet tasted like alcoholic grape juice,but the Chateau Margaux had a crisp taste that she really enjoyed.Which of the following stages of the buyer decision process do Simone's remarks reflect?

Accepted Answer

A)  information search 
B)  situational analysis 
C)  alternative evaluation 
D)  purchase decision 
E)  postpurchase behavior 
A)  information search 
B)  situational analysis 
C)  alternative evaluation 
D)  purchase decision 
E)  postpurchase behavior

Question 20

Describe the buying behavior and characteristics of different subcultures in the United States.

Accepted Answer

Many subcultures make up important marke

A buyer and seller are less dependent on each other in a business buying process than in a consumer buying process.

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

Which of the following statements about buying centers is true?

A company regularly purchases cleaning supplies from a vendor and orders relatively consistent amounts of the same products on each purchase from the same vendor.This is an example of a(n)________.

________ is the degree to which an innovation appears superior to existing products.

Which of the following is the first stage of the buyer decision process?

Innovators are tradition-bound and adopt an innovation only when it has become something of a tradition itself.

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

A role consists of the activities people are expected to perform according to the people around them.

A(n)________ is a need that is sufficiently pressing to direct a person to seek satisfaction.

Explain why business demand is considered a derived demand.

________ is defined as a business strategy where business buyers prefer to buy a complete solution to a problem from a single seller rather than buying separate products and services from several suppliers.

According to Sigmund Freud's theory,a person's buying decisions are ________.

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

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

When marketers want to promote their products and services through word-of-mouth marketing programs,they typically begin by ________.

Describe the major factors that influence business buyers.

Describe the buying behavior and characteristics of different subcultures in the United States.

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

A buyer and seller are less dependent on each other in a business buying process than in a consumer buying process.

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

Which of the following statements about buying centers is true?

A company regularly purchases cleaning supplies from a vendor and orders relatively consistent amounts of the same products on each purchase from the same vendor.This is an example of a(n)________.

________ is the degree to which an innovation appears superior to existing products.

Which of the following is the first stage of the buyer decision process?

Innovators are tradition-bound and adopt an innovation only when it has become something of a tradition itself.

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

A role consists of the activities people are expected to perform according to the people around them.

A(n)________ is a need that is sufficiently pressing to direct a person to seek satisfaction.

Explain why business demand is considered a derived demand.

________ is defined as a business strategy where business buyers prefer to buy a complete solution to a problem from a single seller rather than buying separate products and services from several suppliers.

According to Sigmund Freud's theory,a person's buying decisions are ________.

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

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

When marketers want to promote their products and services through word-of-mouth marketing programs,they typically begin by ________.

Describe the major factors that influence business buyers.

Describe the buying behavior and characteristics of different subcultures in the United States.

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