Question 1

During the evaluation of alternatives stage of the consumer decision-making process, buyers select the seller from whom they will purchase the product.

Accepted Answer

A) True 
 B)False

Question 2

When Amy realises her supply of alcohol was consumed at last weekend's party, she first retrieves information from her memory about what types of alcohol she and her friends like most and then asks the clerk at the store what he would recommend.Amy started with a(n) __________ search and then progressed to a(n) __________ search.

Accepted Answer

A) consideration; evaluative 
B) focused; broad 
C) internal; external 
D) routinised; extended 
E) self; inclusive 
A) consideration; evaluative 
B) focused; broad 
C) internal; external 
D) routinised; extended 
E) self; inclusive

Question 3

An organisation that decides to buy all of a certain part from the same company is using:

Accepted Answer

A) single-supplier purchasing. 
B) multiple sourcing. 
C) same vendor analysis. 
D) straight rebuy. 
E) sole sourcing. 
A) single-supplier purchasing. 
B) multiple sourcing. 
C) same vendor analysis. 
D) straight rebuy. 
E) sole sourcing.

Question 4

Dissatisfaction, known as cognitive dissatisfaction, may occur shortly after a purchase.

Accepted Answer

A) True 
 B)False

Question 5

What are the four major categories of factors that influence business buying decisions?

Accepted Answer

A) Environmental, organisational, interpersonal and individual 
B) Environmental, organisational, psychological and individual 
C) Environmental, psychological, individual and technological 
D) Technological, organisational, environmental and interpersonal 
E) Environmental, organisational, technological and individual 
A) Environmental, organisational, interpersonal and individual 
B) Environmental, organisational, psychological and individual 
C) Environmental, psychological, individual and technological 
D) Technological, organisational, environmental and interpersonal 
E) Environmental, organisational, technological and individual

Question 6

Many aspects of consumer buying decisions are affected by the individual's level of involvement.Level of involvement is:

Accepted Answer

A) the importance and degree of interest in a product in a particular situation. 
B) the buyer's perception, motives and abilities. 
C) the amount of external search that an individual puts into the decision making process. 
D) the particular circumstance or environment in which consumers find themselves. 
E) a combination of an individual's demographic factors. 
A) the importance and degree of interest in a product in a particular situation. 
B) the buyer's perception, motives and abilities. 
C) the amount of external search that an individual puts into the decision making process. 
D) the particular circumstance or environment in which consumers find themselves. 
E) a combination of an individual's demographic factors.

Question 7

Limited problem solving is used when a consumer purchases frequently bought, low-cost items needing very little decision effort.

Accepted Answer

A) True 
 B)False

Question 8

Draw and label the consumer decision-making process and include the possible influences on the process.

Accepted Answer

The consumer decision-making process can

Question 9

The forces that other people exert on an individual's buying behaviour are called social influences.These come from reference groups and opinion leaders, social classes, culture and subcultures, roles and:

Accepted Answer

A) ethnic heritage. 
B) personality. 
C) attitudes. 
D) perception. 
E) family. 
A) ethnic heritage. 
B) personality. 
C) attitudes. 
D) perception. 
E) family.

Question 10

In the consumer decision-making process, the information search stage:

Accepted Answer

A) yields a group of brands that a buyer views as possible alternatives. 
B) involves a buyer becoming aware of the need for a product. 
C) is not necessary when the buyer is involved in extensive decision making. 
D) occurs immediately after evaluation of alternatives. 
E) is lengthy for routine response buying behaviour. 
A) yields a group of brands that a buyer views as possible alternatives. 
B) involves a buyer becoming aware of the need for a product. 
C) is not necessary when the buyer is involved in extensive decision making. 
D) occurs immediately after evaluation of alternatives. 
E) is lengthy for routine response buying behaviour.

Question 11

Use the following to answer questions 
Both the Toyota Sienna and the Nissan Quest are very popular choices for family vans.Toyota noticed that the majority of its customers are families with three or more children, so they developed commercials featuring larger families.They also produced commercials with Anglo-looking actors.
Alicia Smith and her husband, Tony, are currently shopping for a van for their family.As Alicia watched an advertisement on TV about the Nissan Quest, she noticed that the Nissan costs about $27 000 and offers fuel consumption of about 17 km/litre.She recalled an earlier ad for the Toyota Sienna, which also costs about $27 000, but it offers fuel consumption of about 21 km/litre.Also, Alicia liked the way the family was portrayed in the Toyota ad, with the children in the back seats having plenty of room, watching DVDs and having their own sound controls.
When Alicia spoke to Tony about how much she liked the Toyota van, he replied that the fuel consumption was too high at 16 km/litre.Because Alicia did not agree with that number, he produced a magazine ad that supported his claim of the 16 km/litre for the Toyota.Alicia could not believe that she had made such an error in hearing what the fuel consumption was for the Toyota.
-Toyota's production of commercials featuring Anglo actors is an example of marketing to:

Accepted Answer

A) cultural self-concepts. 
B) social classes. 
C) subcultures. 
D) roles. 
E) social strata. 
A) cultural self-concepts. 
B) social classes. 
C) subcultures. 
D) roles. 
E) social strata.

Question 12

An individual's current set of needs affects which inputs will reach a level of awareness in that consumer.This phenomenon is called:

Accepted Answer

A) selective distortion. 
B) selective retention. 
C) selective information. 
D) selective perception. 
E) selective exposure. 
A) selective distortion. 
B) selective retention. 
C) selective information. 
D) selective perception. 
E) selective exposure.

Question 13

Evaluative criteria for brands within the evoked set are both:

Accepted Answer

A) selective and expansive. 
B) objective and subjective. 
C) internal and external. 
D) extended and routinised. 
E) perceptive and selective. 
A) selective and expansive. 
B) objective and subjective. 
C) internal and external. 
D) extended and routinised. 
E) perceptive and selective.

Question 14

After purchasing a new Lexus, Carl sees a Mercedes-Benz pass by on the street and begins to wonder if he made the right choice.Carl is experiencing:

Accepted Answer

A) problem recognition. 
B) cognitive dissonance. 
C) internal search. 
D) alternative evaluation. 
E) framing. 
A) problem recognition. 
B) cognitive dissonance. 
C) internal search. 
D) alternative evaluation. 
E) framing.

Question 15

A new-task purchase is one in which a business makes an initial purchase of a new item.

Accepted Answer

A) True 
 B)False

Question 16

After seeing advertisements for whitening toothpaste, Joanna feels that her teeth are not white enough.Marketers promote these brands based on __________ and appeal to perception or view of oneself.

Accepted Answer

A) self-concept 
B) lifestyle 
C) learning 
D) motives 
E) social 
A) self-concept 
B) lifestyle 
C) learning 
D) motives 
E) social

Question 17

The primary psychological influences on consumer behaviour are:

Accepted Answer

A) perception, motives, learning, attitudes, personality and lifestyles. 
B) attitudes, perception, retention, exposure, roles and lifestyles. 
C) attitudes, perception, social class, culture and learning. 
D) perception, motives, reference groups, social class and personality. 
E) lifestyles, personality, perception, motives, attitudes and culture. 
A) perception, motives, learning, attitudes, personality and lifestyles. 
B) attitudes, perception, retention, exposure, roles and lifestyles. 
C) attitudes, perception, social class, culture and learning. 
D) perception, motives, reference groups, social class and personality. 
E) lifestyles, personality, perception, motives, attitudes and culture.

Question 18

Use the following to answer questions 
Samsung is entering the home appliance market with its new French-door refrigerator.In designing the production facility, it has a need for various pieces of equipment, including a perpetual assembly belt-drive, quasi-assembly pods and finishing stations.The purchasing agent for the appliance division is inquiring about who will be needed for input on the purchasing decision.Samsung has already contacted several producers of the quasi-assembly pods and has begun negotiations with their sales representatives.
-What type of business purchase is Samsung undertaking?

Accepted Answer

A) Modified rebuy 
B) Straight rebuy 
C) New task 
D) Straight purchase 
E) New rebuy 
A) Modified rebuy 
B) Straight rebuy 
C) New task 
D) Straight purchase 
E) New rebuy

Question 19

Information inputs that reach awareness are received in an organised form.

Accepted Answer

A) True 
 B)False

Question 20

The values, needs, interests, shopping patterns and buying habits of various subcultures must be considered if a business wants to succeed.

Accepted Answer

A) True 
 B)False

During the evaluation of alternatives stage of the consumer decision-making process, buyers select the seller from whom they will purchase the product.

An organisation that decides to buy all of a certain part from the same company is using:

Dissatisfaction, known as cognitive dissatisfaction, may occur shortly after a purchase.

What are the four major categories of factors that influence business buying decisions?

Many aspects of consumer buying decisions are affected by the individual's level of involvement.Level of involvement is:

Limited problem solving is used when a consumer purchases frequently bought, low-cost items needing very little decision effort.

Draw and label the consumer decision-making process and include the possible influences on the process.

The forces that other people exert on an individual's buying behaviour are called social influences.These come from reference groups and opinion leaders, social classes, culture and subcultures, roles and:

In the consumer decision-making process, the information search stage:

An individual's current set of needs affects which inputs will reach a level of awareness in that consumer.This phenomenon is called:

Evaluative criteria for brands within the evoked set are both:

After purchasing a new Lexus, Carl sees a Mercedes-Benz pass by on the street and begins to wonder if he made the right choice.Carl is experiencing:

A new-task purchase is one in which a business makes an initial purchase of a new item.

After seeing advertisements for whitening toothpaste, Joanna feels that her teeth are not white enough.Marketers promote these brands based on __________ and appeal to perception or view of oneself.

The primary psychological influences on consumer behaviour are:

Information inputs that reach awareness are received in an organised form.

The values, needs, interests, shopping patterns and buying habits of various subcultures must be considered if a business wants to succeed.

Key Concepts in Marketing

Marketing Environment, Social Responsibility and Ethics

Planning, Implementing and Evaluating Marketing Strategy

Marketing Research and Information Systems

Segmentation, Target Markets and Positioning

Digital Marketing and Social Networking

The Power of Branding

Product Decisions

Pricing Decisions

Distribution Decisions

Integrating Marketing Communications

People, Physical Evidence, Processes and Partnerships

Filters

Exam 5: Consumer and Business Behaviour

During the evaluation of alternatives stage of the consumer decision-making process, buyers select the seller from whom they will purchase the product.

An organisation that decides to buy all of a certain part from the same company is using:

Dissatisfaction, known as cognitive dissatisfaction, may occur shortly after a purchase.

What are the four major categories of factors that influence business buying decisions?

Many aspects of consumer buying decisions are affected by the individual's level of involvement.Level of involvement is:

Limited problem solving is used when a consumer purchases frequently bought, low-cost items needing very little decision effort.

Draw and label the consumer decision-making process and include the possible influences on the process.

The forces that other people exert on an individual's buying behaviour are called social influences.These come from reference groups and opinion leaders, social classes, culture and subcultures, roles and:

In the consumer decision-making process, the information search stage:

An individual's current set of needs affects which inputs will reach a level of awareness in that consumer.This phenomenon is called:

Evaluative criteria for brands within the evoked set are both:

After purchasing a new Lexus, Carl sees a Mercedes-Benz pass by on the street and begins to wonder if he made the right choice.Carl is experiencing:

A new-task purchase is one in which a business makes an initial purchase of a new item.

After seeing advertisements for whitening toothpaste, Joanna feels that her teeth are not white enough.Marketers promote these brands based on __________ and appeal to perception or view of oneself.

The primary psychological influences on consumer behaviour are:

Information inputs that reach awareness are received in an organised form.

The values, needs, interests, shopping patterns and buying habits of various subcultures must be considered if a business wants to succeed.

Key Concepts in Marketing

Marketing Environment, Social Responsibility and Ethics

Planning, Implementing and Evaluating Marketing Strategy

Marketing Research and Information Systems

Segmentation, Target Markets and Positioning

Digital Marketing and Social Networking

The Power of Branding

Product Decisions

Pricing Decisions

Distribution Decisions

Integrating Marketing Communications

People, Physical Evidence, Processes and Partnerships

Filters