Question 1

Explain the concepts of word-of-mouth influence,opinion leaders,and buzz marketing.

Accepted Answer

Word-of-mouth influence can have a power

Question 2

In which of the following stages of the adoption process does a consumer seek information about a new product?

Accepted Answer

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

Question 3

A consumer's buying behavior is often influenced by reference groups to which the consumer does not belong.

Accepted Answer

A) True 
 B)False

Question 4

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

Accepted Answer

A) True 
 B)False

Question 5

In a straight rebuy,a buyer reorders something without any modifications.

Accepted Answer

A) True 
 B)False

Question 6

Which of the following terms is used to describe a specific mix of human traits that may be attributed to a particular brand?

Accepted Answer

A)  brand perception 
B)  brand architecture 
C)  brand personality 
D)  brand loyalty 
E)  brand equity 
A)  brand perception 
B)  brand architecture 
C)  brand personality 
D)  brand loyalty 
E)  brand equity

Question 7

The business buying process tends to be longer and more formalized than the consumer buying process.

Accepted Answer

A) True 
 B)False

Question 8

Ben usually buys new devices such as PDAs,DVRs,and MP3 players only after his friends and family start owning these devices.In this case,Ben is an innovator.

Accepted Answer

A) True 
 B)False

Question 9

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

Accepted Answer

Business buyers usually face more comple

Question 10

________ refers to the unique psychological characteristics that distinguish a person or group.

Accepted Answer

A)  Personality 
B)  Lifestyle 
C)  Status 
D)  Attitude 
E)  Role 
A)  Personality 
B)  Lifestyle 
C)  Status 
D)  Attitude 
E)  Role

Question 11

Which of the following types of marketing involves creating opinion leaders to serve as brand ambassadors to spread the word about a company's products?

Accepted Answer

A)  social marketing 
B)  traditional marketing 
C)  buzz marketing 
D)  direct marketing 
E)  values marketing 
A)  social marketing 
B)  traditional marketing 
C)  buzz marketing 
D)  direct marketing 
E)  values marketing

Question 12

Which of the following is the means by which companies post purchase requests online and invite suppliers to bid for their business?

Accepted Answer

A)  extranet links 
B)  intranet connections 
C)  trading exchanges 
D)  traditional procurement 
E)  reverse auctions 
A)  extranet links 
B)  intranet connections 
C)  trading exchanges 
D)  traditional procurement 
E)  reverse auctions

Question 13

Explain the major types of buying situations.

Accepted Answer

There are three major types of buying si

Question 14

A(n)________ becomes a motive when it is directed toward a particular stimulus object.

Accepted Answer

A)  cue 
B)  drive 
C)  response 
D)  belief 
E)  attitude 
A)  cue 
B)  drive 
C)  response 
D)  belief 
E)  attitude

Question 15

Business-to-business e-procurement lowers purchasing costs and reduces the time between order and delivery.

Accepted Answer

A) True 
 B)False

Question 16

Which of the following is true of business markets?

Accepted Answer

A)  The business marketer normally deals with far more but far smaller buyers than the consumer marketer does. 
B)  Business markets generally involve far less money and items than do consumer markets. 
C)  Business demand is derived demand as it ultimately derives from the demand for consumer goods. 
D)  A small percentage decrease in consumer demand can cause a large increase in business demand. 
E)  The total demand for business products is much affected by price changes in the short run. 
A)  The business marketer normally deals with far more but far smaller buyers than the consumer marketer does. 
B)  Business markets generally involve far less money and items than do consumer markets. 
C)  Business demand is derived demand as it ultimately derives from the demand for consumer goods. 
D)  A small percentage decrease in consumer demand can cause a large increase in business demand. 
E)  The total demand for business products is much affected by price changes in the short run.

Question 17

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 18

Which of the following sources of product information can marketers control completely?

Accepted Answer

A)  public sources 
B)  personal sources 
C)  commercial sources 
D)  experimental sources 
E)  experiential sources 
A)  public sources 
B)  personal sources 
C)  commercial sources 
D)  experimental sources 
E)  experiential sources

Question 19

In reverse auctions,companies put their purchasing requests online and invite suppliers to bid for their business.

Accepted Answer

A) True 
 B)False

Question 20

People tend to interpret new information in a way that will support what they already believe.This is called ________.

Accepted Answer

A)  selective retention 
B)  selective distortion 
C)  selective attitude 
D)  selective attention 
E)  selective learning 
A)  selective retention 
B)  selective distortion 
C)  selective attitude 
D)  selective attention 
E)  selective learning

Explain the concepts of word-of-mouth influence,opinion leaders,and buzz marketing.

In which of the following stages of the adoption process does a consumer seek information about a new product?

A consumer's buying behavior is often influenced by reference groups to which the consumer does not belong.

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

In a straight rebuy,a buyer reorders something without any modifications.

Which of the following terms is used to describe a specific mix of human traits that may be attributed to a particular brand?

The business buying process tends to be longer and more formalized than the consumer buying process.

Ben usually buys new devices such as PDAs,DVRs,and MP3 players only after his friends and family start owning these devices.In this case,Ben is an innovator.

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

________ refers to the unique psychological characteristics that distinguish a person or group.

Which of the following types of marketing involves creating opinion leaders to serve as brand ambassadors to spread the word about a company's products?

Which of the following is the means by which companies post purchase requests online and invite suppliers to bid for their business?

Explain the major types of buying situations.

A(n)________ becomes a motive when it is directed toward a particular stimulus object.

Business-to-business e-procurement lowers purchasing costs and reduces the time between order and delivery.

Which of the following is true of business markets?

Which of the following sources of product information can marketers control completely?

In reverse auctions,companies put their purchasing requests online and invite suppliers to bid for their business.

People tend to interpret new information in a way that will support what they already believe.This is called ________.

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

Explain the concepts of word-of-mouth influence,opinion leaders,and buzz marketing.

In which of the following stages of the adoption process does a consumer seek information about a new product?

A consumer's buying behavior is often influenced by reference groups to which the consumer does not belong.

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

In a straight rebuy,a buyer reorders something without any modifications.

Which of the following terms is used to describe a specific mix of human traits that may be attributed to a particular brand?

The business buying process tends to be longer and more formalized than the consumer buying process.

Ben usually buys new devices such as PDAs,DVRs,and MP3 players only after his friends and family start owning these devices.In this case,Ben is an innovator.

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

________ refers to the unique psychological characteristics that distinguish a person or group.

Which of the following types of marketing involves creating opinion leaders to serve as brand ambassadors to spread the word about a company's products?

Which of the following is the means by which companies post purchase requests online and invite suppliers to bid for their business?

Explain the major types of buying situations.

A(n)________ becomes a motive when it is directed toward a particular stimulus object.

Business-to-business e-procurement lowers purchasing costs and reduces the time between order and delivery.

Which of the following is true of business markets?

Which of the following sources of product information can marketers control completely?

In reverse auctions,companies put their purchasing requests online and invite suppliers to bid for their business.

People tend to interpret new information in a way that will support what they already believe.This is called ________.

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