Question 1

After certain inputs have been selected to reach an individual's awareness, the next step in the perceptual process is perceptual:

Accepted Answer

A) organisation. 
B) attention. 
C) retention. 
D) interpretation. 
E) redefinition. 
A) organisation. 
B) attention. 
C) retention. 
D) interpretation. 
E) redefinition.

Question 2

Perception is a three-step process that involves:

Accepted Answer

A) motivation, personality and attitudes. 
B) classifying, recording and eliminating information received through the senses. 
C) collecting, eliminating and organising information inputs. 
D) selecting, organising and interpreting information inputs. 
E) anticipating, classifying and discarding information inputs. 
A) motivation, personality and attitudes. 
B) classifying, recording and eliminating information received through the senses. 
C) collecting, eliminating and organising information inputs. 
D) selecting, organising and interpreting information inputs. 
E) anticipating, classifying and discarding information inputs.

Question 3

Marion reads through the newspaper fashion flyers containing advertisements for sweaters from Polo, wallets from Strandbags and athletic shoes from Foot Locker.She remembers only the shoe ad, thanks to the recent hole in her own ASICS.Marion has engaged in selective:

Accepted Answer

A) distortion. 
B) decision making. 
C) analysis. 
D) retention. 
E) reading. 
A) distortion. 
B) decision making. 
C) analysis. 
D) retention. 
E) reading.

Question 4

An electronics store puts a large-screen TV that is wired for surround sound in a quiet corner of the store.Sofas and rug are placed nearby, and the TV plays a recently released movie.These actions give the display the look of a lounge room.The store is using the physical surroundings as a way to influence purchase decisions.

Accepted Answer

A) True 
 B)False

Question 5

Doubts in a buyer's mind about whether the purchase decision made was the right one may occur during the:

Accepted Answer

A) purchase. 
B) evaluation of alternatives. 
C) internal search. 
D) post-purchase evaluation. 
A) purchase. 
B) evaluation of alternatives. 
C) internal search. 
D) post-purchase evaluation.

Question 6

The phenomenon of selective exposure is associated with perception.

Accepted Answer

A) True 
 B)False

Question 7

In the process of buying routinely purchased items, buyers are sometimes also the:

Accepted Answer

A) deciders. 
B) gatekeepers. 
C) users. 
D) influencers. 
E) informers. 
A) deciders. 
B) gatekeepers. 
C) users. 
D) influencers. 
E) informers.

Question 8

Specific details regarding terms, credit arrangements and technical assistance are worked out during the product specification stage of the buying decision process.

Accepted Answer

A) True 
 B)False

Question 9

What individual characteristics are important when dealing with people in a buying centre?

Accepted Answer

A) Age, education, personality and tenure 
B) Sex, age and marital status 
C) Culture, parental status and sex 
D) Country of origin, age and personality 
E) Financial and marital status 
A) Age, education, personality and tenure 
B) Sex, age and marital status 
C) Culture, parental status and sex 
D) Country of origin, age and personality 
E) Financial and marital status

Question 10

An accountant who purchases software for maintaining clients' books is an example of a buyer in a(n) __________ market.

Accepted Answer

A) consumer 
B) producer 
C) reseller 
D) government 
E) institutional 
A) consumer 
B) producer 
C) reseller 
D) government 
E) institutional

Question 11

Once completed, an information search should identify the one brand that the buyer views as the best alternative.

Accepted Answer

A) True 
 B)False

Question 12

Of the three types of business purchases, the straight-rebuy purchase usually requires the most information.

Accepted Answer

A) True 
 B)False

Question 13

Value analysis focuses primarily on the examination of the cost of products relative to design, quality and materials used.

Accepted Answer

A) True 
 B)False

Question 14

Use the following to answer questions 
When making purchasing decisions, consumers use information from many sources, including friends and family members.One of the most dissatisfying consumer experiences is with auto repair.Aware of this, Karla has asked several of her friends and family members where they have their cars repaired.She has trouble starting her car starting when the weather is cold.Karla has heard that Skola's Auto Repair has reasonable prices, but it can be difficult to get an appointment.However, one of her friends, Steve, had a very poor experience with Skola's.When he complained to them, they immediately fixed the situation, and now he prefers their auto shop over others.
-The type of problem solving that consumers use to select an auto repair shop would normally be:

Accepted Answer

A) intensive problem solving. 
B) extended problem solving. 
C) routinised response behaviour. 
D) selective problem solving. 
E) limited problem solving. 
A) intensive problem solving. 
B) extended problem solving. 
C) routinised response behaviour. 
D) selective problem solving. 
E) limited problem solving.

Question 15

After doing considerable shopping, Emily has just decided what brand of shoes she will buy for her graduation ceremony.She has also decided where she's going to buy them.In what stage of the consumer decision-making process is Emily?

Accepted Answer

A) Problem recognition 
B) Information search 
C) Evaluation of alternatives 
D) Purchase 
E) Post-purchase evaluation 
A) Problem recognition 
B) Information search 
C) Evaluation of alternatives 
D) Purchase 
E) Post-purchase evaluation

Question 16

A person's self-concept may affect whether that person buys a product in a particular product category, but it has little impact on brand selection.

Accepted Answer

A) True 
 B)False

Question 17

The five major stages of the consumer decision-making process, in order, are:

Accepted Answer

A) information search, establishment of product criteria, evaluation of alternatives, purchase and post-purchase evaluation. 
B) problem recognition, information search, evaluation of alternatives, purchase and post-purchase evaluation. 
C) problem recognition, information search, evaluation of alternatives, post-purchase evaluation and purchase. 
D) information search, evaluation of alternatives, purchase, trial adoption period and post-purchase evaluation. 
E) problem recognition, purchase, evaluation of alternatives, post-purchase evaluation and rebuy. 
A) information search, establishment of product criteria, evaluation of alternatives, purchase and post-purchase evaluation. 
B) problem recognition, information search, evaluation of alternatives, purchase and post-purchase evaluation. 
C) problem recognition, information search, evaluation of alternatives, post-purchase evaluation and purchase. 
D) information search, evaluation of alternatives, purchase, trial adoption period and post-purchase evaluation. 
E) problem recognition, purchase, evaluation of alternatives, post-purchase evaluation and rebuy.

Question 18

Use the following to answer questions 
When making purchasing decisions, consumers use information from many sources, including friends and family members.One of the most dissatisfying consumer experiences is with auto repair.Aware of this, Karla has asked several of her friends and family members where they have their cars repaired.She has trouble starting her car starting when the weather is cold.Karla has heard that Skola's Auto Repair has reasonable prices, but it can be difficult to get an appointment.However, one of her friends, Steve, had a very poor experience with Skola's.When he complained to them, they immediately fixed the situation, and now he prefers their auto shop over others.
-The change in Steve's behaviour towards Skola's Auto Repair, which was caused by the company's response to his complaint, is a function of:

Accepted Answer

A) perception. 
B) motivation. 
C) attitude. 
D) learning. 
E) influence. 
A) perception. 
B) motivation. 
C) attitude. 
D) learning. 
E) influence.

Question 19

When Janine goes to the first class of her International Marketing course, she finds out that in addition to the textbook she has already purchased, she will need a copy of the book The European Union.At which stage of the consumer decision-making process is Janine?

Accepted Answer

A) Purchase 
B) Evaluation of alternatives 
C) Problem recognition 
D) Information search 
E) Pre-purchase evaluation 
A) Purchase 
B) Evaluation of alternatives 
C) Problem recognition 
D) Information search 
E) Pre-purchase evaluation

Question 20

For routinely purchased items, buyers are commonly deciders.

Accepted Answer

A) True 
 B)False

After certain inputs have been selected to reach an individual's awareness, the next step in the perceptual process is perceptual:

Perception is a three-step process that involves:

Marion reads through the newspaper fashion flyers containing advertisements for sweaters from Polo, wallets from Strandbags and athletic shoes from Foot Locker.She remembers only the shoe ad, thanks to the recent hole in her own ASICS.Marion has engaged in selective:

Doubts in a buyer's mind about whether the purchase decision made was the right one may occur during the:

The phenomenon of selective exposure is associated with perception.

In the process of buying routinely purchased items, buyers are sometimes also the:

Specific details regarding terms, credit arrangements and technical assistance are worked out during the product specification stage of the buying decision process.

What individual characteristics are important when dealing with people in a buying centre?

An accountant who purchases software for maintaining clients' books is an example of a buyer in a(n) __________ market.

Once completed, an information search should identify the one brand that the buyer views as the best alternative.

Of the three types of business purchases, the straight-rebuy purchase usually requires the most information.

Value analysis focuses primarily on the examination of the cost of products relative to design, quality and materials used.

After doing considerable shopping, Emily has just decided what brand of shoes she will buy for her graduation ceremony.She has also decided where she's going to buy them.In what stage of the consumer decision-making process is Emily?

A person's self-concept may affect whether that person buys a product in a particular product category, but it has little impact on brand selection.

The five major stages of the consumer decision-making process, in order, are:

When Janine goes to the first class of her International Marketing course, she finds out that in addition to the textbook she has already purchased, she will need a copy of the book The European Union.At which stage of the consumer decision-making process is Janine?

For routinely purchased items, buyers are commonly deciders.

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

After certain inputs have been selected to reach an individual's awareness, the next step in the perceptual process is perceptual:

Perception is a three-step process that involves:

Marion reads through the newspaper fashion flyers containing advertisements for sweaters from Polo, wallets from Strandbags and athletic shoes from Foot Locker.She remembers only the shoe ad, thanks to the recent hole in her own ASICS.Marion has engaged in selective:

Doubts in a buyer's mind about whether the purchase decision made was the right one may occur during the:

The phenomenon of selective exposure is associated with perception.

In the process of buying routinely purchased items, buyers are sometimes also the:

Specific details regarding terms, credit arrangements and technical assistance are worked out during the product specification stage of the buying decision process.

What individual characteristics are important when dealing with people in a buying centre?

An accountant who purchases software for maintaining clients' books is an example of a buyer in a(n) __________ market.

Once completed, an information search should identify the one brand that the buyer views as the best alternative.

Of the three types of business purchases, the straight-rebuy purchase usually requires the most information.

Value analysis focuses primarily on the examination of the cost of products relative to design, quality and materials used.

After doing considerable shopping, Emily has just decided what brand of shoes she will buy for her graduation ceremony.She has also decided where she's going to buy them.In what stage of the consumer decision-making process is Emily?

A person's self-concept may affect whether that person buys a product in a particular product category, but it has little impact on brand selection.

The five major stages of the consumer decision-making process, in order, are:

When Janine goes to the first class of her International Marketing course, she finds out that in addition to the textbook she has already purchased, she will need a copy of the book The European Union.At which stage of the consumer decision-making process is Janine?

For routinely purchased items, buyers are commonly deciders.

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