Question 1

VALS measures consumers' value systems and is a useful tool for assessing social values.

Accepted Answer

A) True 
 B)False

Question 2

When physicians were tiered on the lower level by the insurance company, it had the dramatic effect of damaging patient loyalty to those doctors.

Accepted Answer

A) True 
 B)False

Question 3

Which of the following would be an effective strategy for a medical group to reduce postpurchase dissonance?

Accepted Answer

A)  Call the patient a day later to ask if the visit went well and whether they would like a nurse to follow up if they have questions. 
B)  Run local ads in the paper and online stating, "A recent survey finds that 99% of our patients are satisfied with the care they receive at our group." 
C)  Ask the patient at the billing desk if everything went well today at their visit. 
D)  Send out an online survey to the patient the same day as their appointment. 
A)  Call the patient a day later to ask if the visit went well and whether they would like a nurse to follow up if they have questions. 
B)  Run local ads in the paper and online stating, "A recent survey finds that 99% of our patients are satisfied with the care they receive at our group." 
C)  Ask the patient at the billing desk if everything went well today at their visit. 
D)  Send out an online survey to the patient the same day as their appointment.

Question 4

The more necessary a product is:

Accepted Answer

A)  the more important reference group influence is. 
B)  the less important aspirational group influence is. 
C)  the more important membership group influence is. 
D)  the less important reference group influence is. 
A)  the more important reference group influence is. 
B)  the less important aspirational group influence is. 
C)  the more important membership group influence is. 
D)  the less important reference group influence is.

Question 5

Adherence to treatment by a patient is affected by:

Accepted Answer

A)  financial risk. 
B)  trust in the physician. 
C)  social risk. 
D)  trust in the medication's efficacy. 
A)  financial risk. 
B)  trust in the physician. 
C)  social risk. 
D)  trust in the medication's efficacy.

Question 6

Organizations buy as frequently as consumers.

Accepted Answer

A) True 
 B)False

Question 7

The goals or needs that propel an individual to action are:

Accepted Answer

A)  wants. 
B)  perceptions. 
C)  motivations. 
D)  desires. 
A)  wants. 
B)  perceptions. 
C)  motivations. 
D)  desires.

Question 8

New task buying in industrial situations is similar to modified problem solving in consumer decision making.

Accepted Answer

A) True 
 B)False

Question 9

A dissociative reference group is one that an individual used to belong to but no longer does.

Accepted Answer

A) True 
 B)False

Question 10

Routine decision-making can involve both low- and high-involvement purchase situations.

Accepted Answer

A) True 
 B)False

Question 11

In industrial buying situations, the initiator is usually the key decision maker in the buying group.

Accepted Answer

A) True 
 B)False

Question 12

An extended search is often warranted in which type of decision situation?

Accepted Answer

A)  Low involvement 
B)  Limited decision making 
C)  Complex 
D)  All of these are correct. 
A)  Low involvement 
B)  Limited decision making 
C)  Complex 
D)  All of these are correct.

Question 13

The Health Belief Model is based on two factors:

Accepted Answer

A)  individuals want to find information to stay well and people will pay for good care. 
B)  individuals want to avoid illness and people believe that taking a specific action will lead to getting better. 
C)  access to good care and the willingness of individuals to comply with physicians' instructions. 
D)  people will pay for care and individuals will comply with physicians' instructions. 
A)  individuals want to find information to stay well and people will pay for good care. 
B)  individuals want to avoid illness and people believe that taking a specific action will lead to getting better. 
C)  access to good care and the willingness of individuals to comply with physicians' instructions. 
D)  people will pay for care and individuals will comply with physicians' instructions.

Question 14

In health care, taking medications for treatment of epilepsy has been a problem that relates directly to the concept of:

Accepted Answer

A)  social risk. 
B)  financial risk. 
C)  physical risk. 
D)  compliance risk. 
A)  social risk. 
B)  financial risk. 
C)  physical risk. 
D)  compliance risk.

Question 15

A reference group's influence is most significant when a(n):

Accepted Answer

A)  reference group is large. 
B)  product is visible. 
C)  aspirational group is very attractive. 
D)  product cannot be evaluated objectively. 
A)  reference group is large. 
B)  product is visible. 
C)  aspirational group is very attractive. 
D)  product cannot be evaluated objectively.

Question 16

Over-the-counter pharmaceutical purchases can be characterized as a limited decision-making situation.

Accepted Answer

A) True 
 B)False

Question 17

In syncratic decision making, the woman tends to dominate the decision making for family-related issues.

Accepted Answer

A) True 
 B)False

Question 18

Which of the following is true of consumer attitudes?

Accepted Answer

A)  It gives marketers a direct link to consumers' purchase behaviors. 
B)  It gives marketers an understanding of consumers' evaluative ratings. 
C)  It gives marketers an understanding of the consumers' evoked set. 
D)  It may not relate to consumers' purchase intentions. 
A)  It gives marketers a direct link to consumers' purchase behaviors. 
B)  It gives marketers an understanding of consumers' evaluative ratings. 
C)  It gives marketers an understanding of the consumers' evoked set. 
D)  It may not relate to consumers' purchase intentions.

Question 19

A major complexity of trying to market a product or service to an organization with a buying center is that:

Accepted Answer

A)  it is difficult to identify who is in the buying center. 
B)  it is often hard to establish an appointment with each person in the buying center to make a sales presentation. 
C)  companies will often not reveal who is in the buying center and who is ultimately involved in the final purchase decision. 
D)  each person in the buying center has a different set of criteria on which they are judging the product or service. 
A)  it is difficult to identify who is in the buying center. 
B)  it is often hard to establish an appointment with each person in the buying center to make a sales presentation. 
C)  companies will often not reveal who is in the buying center and who is ultimately involved in the final purchase decision. 
D)  each person in the buying center has a different set of criteria on which they are judging the product or service.

Question 20

The Hispanic population continues to grow because Latinos continue to come from Mexico at an increasing rate.

Accepted Answer

A) True 
 B)False

VALS measures consumers' value systems and is a useful tool for assessing social values.

When physicians were tiered on the lower level by the insurance company, it had the dramatic effect of damaging patient loyalty to those doctors.

Which of the following would be an effective strategy for a medical group to reduce postpurchase dissonance?

The more necessary a product is:

Adherence to treatment by a patient is affected by:

Organizations buy as frequently as consumers.

The goals or needs that propel an individual to action are:

New task buying in industrial situations is similar to modified problem solving in consumer decision making.

A dissociative reference group is one that an individual used to belong to but no longer does.

Routine decision-making can involve both low- and high-involvement purchase situations.

In industrial buying situations, the initiator is usually the key decision maker in the buying group.

An extended search is often warranted in which type of decision situation?

The Health Belief Model is based on two factors:

In health care, taking medications for treatment of epilepsy has been a problem that relates directly to the concept of:

A reference group's influence is most significant when a(n):

Over-the-counter pharmaceutical purchases can be characterized as a limited decision-making situation.

In syncratic decision making, the woman tends to dominate the decision making for family-related issues.

Which of the following is true of consumer attitudes?

A major complexity of trying to market a product or service to an organization with a buying center is that:

The Hispanic population continues to grow because Latinos continue to come from Mexico at an increasing rate.

The Meaning of Marketing

Marketing Strategy

The Environment of Marketing Strategy

Marketing Research

Market Segmentation

Developing Customer Loyalty

Marketing in the Digital Age

Product Strategy

Prices

Distribution

Promotion

Advertising

Sales and Sales Management

Controlling and Monitoring

Ethical Considerations in Marketing

Filters

Exam 4: Buyer Behavior

VALS measures consumers' value systems and is a useful tool for assessing social values.

When physicians were tiered on the lower level by the insurance company, it had the dramatic effect of damaging patient loyalty to those doctors.

Which of the following would be an effective strategy for a medical group to reduce postpurchase dissonance?

The more necessary a product is:

Adherence to treatment by a patient is affected by:

Organizations buy as frequently as consumers.

The goals or needs that propel an individual to action are:

New task buying in industrial situations is similar to modified problem solving in consumer decision making.

A dissociative reference group is one that an individual used to belong to but no longer does.

Routine decision-making can involve both low- and high-involvement purchase situations.

In industrial buying situations, the initiator is usually the key decision maker in the buying group.

An extended search is often warranted in which type of decision situation?

The Health Belief Model is based on two factors:

In health care, taking medications for treatment of epilepsy has been a problem that relates directly to the concept of:

A reference group's influence is most significant when a(n):

Over-the-counter pharmaceutical purchases can be characterized as a limited decision-making situation.

In syncratic decision making, the woman tends to dominate the decision making for family-related issues.

Which of the following is true of consumer attitudes?

A major complexity of trying to market a product or service to an organization with a buying center is that:

The Hispanic population continues to grow because Latinos continue to come from Mexico at an increasing rate.

The Meaning of Marketing

Marketing Strategy

The Environment of Marketing Strategy

Marketing Research

Market Segmentation

Developing Customer Loyalty

Marketing in the Digital Age

Product Strategy

Prices

Distribution

Promotion

Advertising

Sales and Sales Management

Controlling and Monitoring

Ethical Considerations in Marketing

Filters