Question 1

In a straight rebuy, a buyer _ .

Accepted Answer

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

Question 2

A business buyer is considering a change in product specifications, terms, and possibly suppliers. This buying situation is referred to as a(n) .

Accepted Answer

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

Question 3

Subcultures are groups of people with shared value systems based on common life experiences and situations.

Accepted Answer

A) True 
 B)False  True

Question 4

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

Accepted Answer

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

Question 5

involves enlisting or even creating opinion leaders to serve as brand ambassadors who spread the word about a company's products.

Accepted Answer

A)  Traditional marketing 
B)  Word-of-Mouth marketing 
C)  Direct marketing 
D)  Social marketing 
E)  Values marketing 
A)  Traditional marketing 
B)  Word-of-Mouth marketing 
C)  Direct marketing 
D)  Social marketing 
E)  Values marketing

Question 6

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

Accepted Answer

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

Question 7

is a discomfort caused by post-purchase conflict.

Accepted Answer

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

Question 8

Corning produces Gorilla Glass screens that are used in the production of laptops, tablets, and smartphones. Corning promotes its product to final consumers to increase business demand for digital devices made with the
Specialized, toughened glass. This illustrates .

Accepted Answer

A)  the decision process 
B)  types of decisions 
C)  market structure 
D)  nature of the buying unit 
E)  derived demand 
A)  the decision process 
B)  types of decisions 
C)  market structure 
D)  nature of the buying unit 
E)  derived demand

Question 9

Which of the following statements about buying centers is true?

Accepted Answer

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

Question 10

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

Accepted Answer

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

Question 11

Which of the following is considered a major influence on business buyer behaviour?

Accepted Answer

A)  social forces 
B)  organizational factors 
C)  demographic criteria 
D)  general need 
E)  performance reviews 
A)  social forces 
B)  organizational factors 
C)  demographic criteria 
D)  general need 
E)  performance reviews

Question 12

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

Question 13

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)  purchase decision 
B)  postpurchase behaviour 
C)  situational analysis 
D)  information search 
E)  evaluation of alternatives 
A)  purchase decision 
B)  postpurchase behaviour 
C)  situational analysis 
D)  information search 
E)  evaluation of alternatives

Question 14

The most effective sources of information about a product are .

Accepted Answer

A)  commercial 
B)  personal 
C)  experimental 
D)  paid 
E)  public 
A)  commercial 
B)  personal 
C)  experimental 
D)  paid 
E)  public

Question 15

A shoe company's ads feature the members of a popular country music band. Product sales increase significantly among the band's fans. From the fans' viewpoint, the band is a _.

Accepted Answer

A)  late-majority adopter 
B)  laggard 
C)  membership group 
D)  subculture 
E)  reference group 
A)  late-majority adopter 
B)  laggard 
C)  membership group 
D)  subculture 
E)  reference group

Question 16

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

Accepted Answer

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

Question 17

What is the most important consumer buying organization in society?

Accepted Answer

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

Question 18

If marketers know what evaluative processes go on, they can take steps to influence the buyer's decision.

Accepted Answer

A) True 
 B)False

Question 19

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 post-purchase dissonance?

Accepted Answer

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

Question 20

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

Accepted Answer

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

In a straight rebuy, a buyer _ .

A business buyer is considering a change in product specifications, terms, and possibly suppliers. This buying situation is referred to as a(n) .

Subcultures are groups of people with shared value systems based on common life experiences and situations.

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

involves enlisting or even creating opinion leaders to serve as brand ambassadors who spread the word about a company's products.

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

is a discomfort caused by post-purchase conflict.

Corning produces Gorilla Glass screens that are used in the production of laptops, tablets, and smartphones. Corning promotes its product to final consumers to increase business demand for digital devices made with the Specialized, toughened glass. This illustrates .

Which of the following statements about buying centers is true?

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

Which of the following is considered a major influence on business buyer behaviour?

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?

The most effective sources of information about a product are .

A shoe company's ads feature the members of a popular country music band. Product sales increase significantly among the band's fans. From the fans' viewpoint, the band is a _.

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

What is the most important consumer buying organization in society?

If marketers know what evaluative processes go on, they can take steps to influence the buyer's decision.

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

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 Value-Driven Marketing Strategy: Creating Value for Target Customers

Products, 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

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

Sustainable Marketing: Social Responsibility and Ethics

Filters

Exam 5: Understanding Consumer and Business Buyer Behaviour

In a straight rebuy, a buyer _ .

A business buyer is considering a change in product specifications, terms, and possibly suppliers. This buying situation is referred to as a(n) .

Subcultures are groups of people with shared value systems based on common life experiences and situations.

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

involves enlisting or even creating opinion leaders to serve as brand ambassadors who spread the word about a company's products.

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

is a discomfort caused by post-purchase conflict.

Corning produces Gorilla Glass screens that are used in the production of laptops, tablets, and smartphones. Corning promotes its product to final consumers to increase business demand for digital devices made with the Specialized, toughened glass. This illustrates .

Which of the following statements about buying centers is true?

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

Which of the following is considered a major influence on business buyer behaviour?

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?

The most effective sources of information about a product are .

A shoe company's ads feature the members of a popular country music band. Product sales increase significantly among the band's fans. From the fans' viewpoint, the band is a _.

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

What is the most important consumer buying organization in society?

If marketers know what evaluative processes go on, they can take steps to influence the buyer's decision.

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

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 Value-Driven Marketing Strategy: Creating Value for Target Customers

Products, 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

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

Sustainable Marketing: Social Responsibility and Ethics

Filters