Question 1

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 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 large increases in business demand. 
E) The total demand for business products is much affected by price changes in the short and long run. 
A) The business marketer normally deals with far more but far smaller buyers than the consumer marketer does. 
B) Business markets 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 large increases in business demand. 
E) The total demand for business products is much affected by price changes in the short and long run.

Question 2

Ourkansas Retail Corp.uses Knowitall.com to improve sales force effectiveness and facilitate sharing of expertise.It allows Ourkansas retailers to link with other Ourkansas retailers to ask for managerial and marketing advice.It also allows Ourkansas retailers to ask their suppliers about product usage,deliveries,and warranties,and it allows suppliers to send new-product information directly to Pace retailers.Ourkansas Retail Corp.is using a(n)________.

Accepted Answer

A) extranet 
B) intranet 
C) search engine 
D) trading exchange 
E) reverse auction 
A) extranet 
B) intranet 
C) search engine 
D) trading exchange 
E) reverse auction

Question 3

People cannot focus on all of the stimuli that surround them each day.A person's tendency to screen out most of the information to which he or she is exposed is called ________.

Accepted Answer

A) selective retention 
B) selective distortion 
C) selective calling 
D) selective attention 
E) selective perception 
A) selective retention 
B) selective distortion 
C) selective calling 
D) selective attention 
E) selective perception

Question 4

What is the buying center concept? Explain why this concept presents a major marketing challenge.

Accepted Answer

The buying center is the decision-making

Question 5

Which of the following Web sites is a message board?

Accepted Answer

A) Facebook 
B) YouTube 
C) Twitter 
D) Craigslist 
E) Wikipedia 
A) Facebook 
B) YouTube 
C) Twitter 
D) Craigslist 
E) Wikipedia

Question 6

________ refers to buying a packaged solution to a problem from a single seller,thus avoiding all the separate decisions involved in a complex buying situation.

Accepted Answer

A) Modified rebuy 
B) Straight rebuy 
C) New task 
D) Systems selling 
E) Multiple rebuy 
A) Modified rebuy 
B) Straight rebuy 
C) New task 
D) Systems selling 
E) Multiple rebuy

Question 7

Consumers can obtain information about their needs from any of several sources.Which of the following is a commercial source?

Accepted Answer

A) acquaintances 
B) family and friends 
C) dealer Web sites 
D) using the product 
E) Internet searches 
A) acquaintances 
B) family and friends 
C) dealer Web sites 
D) using the product 
E) Internet searches

Question 8

Which of the following is an experiential source of information?

Accepted Answer

A) salespeople 
B) using the product 
C) Internet searches 
D) packaging 
E) mass media 
A) salespeople 
B) using the product 
C) Internet searches 
D) packaging 
E) mass media

Question 9

Almost all major purchases result in ________,discomfort caused by postpurchase conflict.

Accepted Answer

A) selective retention 
B) cognitive dissonance 
C) selective attention 
D) legitimization 
E) selective distortion 
A) selective retention 
B) cognitive dissonance 
C) selective attention 
D) legitimization 
E) selective distortion

Question 10

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

Accepted Answer

A) True 
 B)False

Question 11

What type of marketing refers to marketing that involves enlisting or even creating opinion leaders to serve as brand ambassadors who 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

________ is an example of a virtual world.

Accepted Answer

A) Craigslist 
B) Facebook 
C) Napster 
D) Second Life 
E) MySpace 
A) Craigslist 
B) Facebook 
C) Napster 
D) Second Life 
E) MySpace

Question 13

Alyce believes very strongly that the public school system offers students the best opportunities to develop mentally,emotionally,and physically.Which of the following,if true,would cause Alyce the most cognitive dissonance?

Accepted Answer

A) Research reveals that students from public schools make up 80% of college students in the country. 
B) Homeschooled students fare better on standardized tests, and are more mature than students in the public school system. 
C) Colleges consider a variety of qualifications during the admission process, in which academic performance plays only a small part. 
D) Students from non-public school backgrounds often have trouble fitting in when they enter colleges. 
E) A majority of students entering college are motivated by monetary concerns rather than a desire for education. 
A) Research reveals that students from public schools make up 80% of college students in the country. 
B) Homeschooled students fare better on standardized tests, and are more mature than students in the public school system. 
C) Colleges consider a variety of qualifications during the admission process, in which academic performance plays only a small part. 
D) Students from non-public school backgrounds often have trouble fitting in when they enter colleges. 
E) A majority of students entering college are motivated by monetary concerns rather than a desire for education.

Question 14

The buying process usually begins with ________.

Accepted Answer

A) recognition of a need or problem 
B) information search 
C) evaluation of alternatives 
D) purchase decision 
E) separation of needs and wants 
A) recognition of a need or problem 
B) information search 
C) evaluation of alternatives 
D) purchase decision 
E) separation of needs and wants

Question 15

According to Freud's theory,________.

Accepted Answer

A) when a person's need is satisfied, it will stop being a motivator, and the person will then try to satisfy the next most important need. 
B) a person's buying decisions are affected by subconscious motives that the buyer fully understands and is aware of. 
C) a person's buying decisions are status-driven and determined by a need for independence. 
D) human needs are arranged in a hierarchy from the most pressing at the bottom to the least pressing at the top. 
E) a person's buying decisions are affected by subconscious motives that even the buyer may not fully understand. 
A) when a person's need is satisfied, it will stop being a motivator, and the person will then try to satisfy the next most important need. 
B) a person's buying decisions are affected by subconscious motives that the buyer fully understands and is aware of. 
C) a person's buying decisions are status-driven and determined by a need for independence. 
D) human needs are arranged in a hierarchy from the most pressing at the bottom to the least pressing at the top. 
E) a person's buying decisions are affected by subconscious motives that even the buyer may not fully understand.

Question 16

Which of the following statements is in accordance with Maslow's hierarchy of needs theory?

Accepted Answer

A) The fewer financial resources a person has to maintain his physiological needs, the greater emphasis he places on maintaining the esteem of others. 
B) Physiological needs decrease as a person begins fulfilling higher-level needs. 
C) A person must fulfill his esteem needs before being able to fulfill his social needs. 
D) A person will not be interested in achieving recognition or social status until his physiological and safety needs are met. 
E) Appreciation of an interest in art increases when a person's access to physiological comforts is low. 
A) The fewer financial resources a person has to maintain his physiological needs, the greater emphasis he places on maintaining the esteem of others. 
B) Physiological needs decrease as a person begins fulfilling higher-level needs. 
C) A person must fulfill his esteem needs before being able to fulfill his social needs. 
D) A person will not be interested in achieving recognition or social status until his physiological and safety needs are met. 
E) Appreciation of an interest in art increases when a person's access to physiological comforts is low.

Question 17

Buying center participants with the highest rank always have the most influence on the buying decision.

Accepted Answer

A) True 
 B)False

Question 18

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 19

The innovators are tradition-bound; they adopt an innovation only when it has become something of a tradition itself.

Accepted Answer

A) True 
 B)False

Question 20

Facebook and Twitter are examples of ________.

Accepted Answer

A) buzz marketing 
B) telepresence technology 
C) social networks 
D) virtual worlds 
E) online marketplaces 
A) buzz marketing 
B) telepresence technology 
C) social networks 
D) virtual worlds 
E) online marketplaces

Which of the following is true of business markets?

People cannot focus on all of the stimuli that surround them each day.A person's tendency to screen out most of the information to which he or she is exposed is called ________.

What is the buying center concept? Explain why this concept presents a major marketing challenge.

Which of the following Web sites is a message board?

________ refers to buying a packaged solution to a problem from a single seller,thus avoiding all the separate decisions involved in a complex buying situation.

Consumers can obtain information about their needs from any of several sources.Which of the following is a commercial source?

Which of the following is an experiential source of information?

Almost all major purchases result in ________,discomfort caused by postpurchase conflict.

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

What type of marketing refers to marketing that involves enlisting or even creating opinion leaders to serve as brand ambassadors who spread the word about a company's products?

________ is an example of a virtual world.

Alyce believes very strongly that the public school system offers students the best opportunities to develop mentally,emotionally,and physically.Which of the following,if true,would cause Alyce the most cognitive dissonance?

The buying process usually begins with ________.

According to Freud's theory,________.

Which of the following statements is in accordance with Maslow's hierarchy of needs theory?

Buying center participants with the highest rank always have the most influence on the buying decision.

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.

The innovators are tradition-bound; they adopt an innovation only when it has become something of a tradition itself.

Facebook and Twitter are examples of ________.

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

Product,Services,and Brands: Building Customer Value

Developing New Products and Managing the Product Life Cycle

Pricing: Understanding and Capturing Customer Value

Marketing Channels Delivering Customer Value

Retailing and Wholesaling

Communicating Customer Value

Personal Selling and Sales Promotion

Direct and Online Marketing: Building Direct Customer Relationships

The Global Marketplace

Sustainable Marketing: Social Responsibility and Ethics

Filters

Exam 5: Understanding Consumer and Business Buyer Behavior

Which of the following is true of business markets?

People cannot focus on all of the stimuli that surround them each day.A person's tendency to screen out most of the information to which he or she is exposed is called ________.

What is the buying center concept? Explain why this concept presents a major marketing challenge.

Which of the following Web sites is a message board?

________ refers to buying a packaged solution to a problem from a single seller,thus avoiding all the separate decisions involved in a complex buying situation.

Consumers can obtain information about their needs from any of several sources.Which of the following is a commercial source?

Which of the following is an experiential source of information?

Almost all major purchases result in ________,discomfort caused by postpurchase conflict.

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

What type of marketing refers to marketing that involves enlisting or even creating opinion leaders to serve as brand ambassadors who spread the word about a company's products?

________ is an example of a virtual world.

Alyce believes very strongly that the public school system offers students the best opportunities to develop mentally,emotionally,and physically.Which of the following,if true,would cause Alyce the most cognitive dissonance?

The buying process usually begins with ________.

According to Freud's theory,________.

Which of the following statements is in accordance with Maslow's hierarchy of needs theory?

Buying center participants with the highest rank always have the most influence on the buying decision.

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.

The innovators are tradition-bound; they adopt an innovation only when it has become something of a tradition itself.

Facebook and Twitter are examples of ________.

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

Product,Services,and Brands: Building Customer Value

Developing New Products and Managing the Product Life Cycle

Pricing: Understanding and Capturing Customer Value

Marketing Channels Delivering Customer Value

Retailing and Wholesaling

Communicating Customer Value

Personal Selling and Sales Promotion

Direct and Online Marketing: Building Direct Customer Relationships

The Global Marketplace

Sustainable Marketing: Social Responsibility and Ethics

Filters