Question 1

Which of the following refers to couples who both have incomes and do not have children?

Accepted Answer

A)  boom-babies 
B)  boomerangers 
C)  DINKS 
D)  MUPPIES 
A)  boom-babies 
B)  boomerangers 
C)  DINKS 
D)  MUPPIES C

Question 2

Who in a working-class family typically plays the role of the family financial officer? Use income, education, and length of marriage to discuss when this officer will become more likely to use syncretic decision-making.

Accepted Answer

The family financial officer is the person who takes care of the family bills and decides how any surplus will be spent. In a working-class family, this role is typically held by the wife.
As income and education rise, both spouses are more likely to play this role and decisions are more likely to become syncretic. The longer a couple has been married, however, the more likely it is that one spouse will look after the family's financial matters.

Question 3

________ buyers are people who purchase goods and services on behalf of companies for use in the process of manufacturing, distribution, or resale.

Accepted Answer

A)  Individual 
B)  Consumer 
C)  Global 
D)  Organizational 
A)  Individual 
B)  Consumer 
C)  Global 
D)  Organizational D

Question 4

What are some of the key differences between organizational purchase decisions and individual consumer decisions?

Accepted Answer

Although there are more similarities bet

Question 5

A good definition of an extended family unit is ________ living together.

Accepted Answer

A)  one parent and at least one child 
B)  two parents and at least one child 
C)  at least two generations of a family 
D)  three generations of a family 
A)  one parent and at least one child 
B)  two parents and at least one child 
C)  at least two generations of a family 
D)  three generations of a family

Question 6

Characterize the straight rebuy, the modified rebuy, and the new task decision in organizational purchasing. Provide an example of each.

Accepted Answer

a. A straight rebuy is like a habitual d

Question 7

________ spend less than average on most products and services because their households are small and their incomes are low.

Accepted Answer

A)  DINKS 
B)  Twenty-somethings 
C)  Thirty-somethings 
D)  Seniors 
A)  DINKS 
B)  Twenty-somethings 
C)  Thirty-somethings 
D)  Seniors

Question 8

Which of the following findings would most strongly support the theory that gender convergence is increasing in American married couples?

Accepted Answer

A)  Partners in married couples are increasingly making autonomic decisions about transportation. 
B)  Partners in married couples are making fewer consensual purchase decisions about clothing. 
C)  Partners in married couples are making fewer accommodative purchase decisions about vacations. 
D)  Partners in married couples are increasingly making syncretic decisions about furnishings for the home. 
A)  Partners in married couples are increasingly making autonomic decisions about transportation. 
B)  Partners in married couples are making fewer consensual purchase decisions about clothing. 
C)  Partners in married couples are making fewer accommodative purchase decisions about vacations. 
D)  Partners in married couples are increasingly making syncretic decisions about furnishings for the home.

Question 9

Wang Lin lives with his parents and siblings, as well as his grandparents and one uncle. Wang Lin lives with what is called a(n) ________ family.

Accepted Answer

A)  nontraditional 
B)  universal 
C)  nuclear 
D)  extended 
A)  nontraditional 
B)  universal 
C)  nuclear 
D)  extended

Question 10

Athletic prowess, musical ability, and spatial skills are all examples of ________.

Accepted Answer

A)  cognitive development 
B)  multiple intelligence 
C)  cognitive socialization 
D)  strategic convergence 
A)  cognitive development 
B)  multiple intelligence 
C)  cognitive socialization 
D)  strategic convergence

Question 11

Children in the limited stage of cognitive development are more likely to distinguish between television commercials and programming than children in the cued stage of cognitive development are.

Accepted Answer

A) True 
 B)False

Question 12

One of the differences between organizational buying and consumer buying is that in organizational buying the decisions are often more risky, as an individual's career may be on the line.

Accepted Answer

A) True 
 B)False

Question 13

What are the differences between the extended and nuclear family?

Accepted Answer

The extended family consists of three ge

Question 14

Like end consumers, organizational buyers are influenced by both internal and external stimuli. Which of the following is an example of an organizational buyer's internal stimuli?

Accepted Answer

A)  the nature of the organization 
B)  the buyer's willingness to take risks 
C)  the technological environment's impact on the organization 
D)  the economic environment's impact on the organization 
A)  the nature of the organization 
B)  the buyer's willingness to take risks 
C)  the technological environment's impact on the organization 
D)  the economic environment's impact on the organization

Question 15

Business-to-business marketing often involves more of an emphasis on personal selling than on advertising or other forms of promotion. Which of the following is the chief reason for this emphasis?

Accepted Answer

A)  Personal selling is more cost-efficient than advertising. 
B)  Personal selling is more time-efficient than advertising. 
C)  Organizational buyers do not respond to advertising or promotions. 
D)  Organizational buyers typically require more face-to-face contact with sellers than end consumers do. 
A)  Personal selling is more cost-efficient than advertising. 
B)  Personal selling is more time-efficient than advertising. 
C)  Organizational buyers do not respond to advertising or promotions. 
D)  Organizational buyers typically require more face-to-face contact with sellers than end consumers do.

Question 16

In accommodative decision making, family members are more likely to engage in problem solving and consider alternatives until the means for satisfying the group's goal is found.

Accepted Answer

A) True 
 B)False

Question 17

________ marketers specialize in meeting the needs of organizations such as corporations, government agencies, hospitals, and retailers.

Accepted Answer

A)  Consumer 
B)  Business-to-business 
C)  Filter-down 
D)  Horizontal 
A)  Consumer 
B)  Business-to-business 
C)  Filter-down 
D)  Horizontal

Question 18

Purchase decisions made by companies frequently involve only one person because of the nature of organizational buying.

Accepted Answer

A) True 
 B)False

Question 19

When a buying center composed of assorted specialists is organized to gather a lot of information and evaluate possible purchases in a high-risk situation, the strategy in use is most likely ________.

Accepted Answer

A)  new task 
B)  straight rebuy 
C)  modified rebuy 
D)  innovative rebuy 
A)  new task 
B)  straight rebuy 
C)  modified rebuy 
D)  innovative rebuy

Question 20

Glenn found a stray cat and "adopted" it. If Glenn is typical of the majority of Americans, how will he come to view himself in relationship to the cat?

Accepted Answer

A)  Glenn will see himself as a father figure and may refer to himself as "Daddy" when talking to the cat. 
B)  Glenn will keep the cat fed, but will otherwise generally ignore the animal. 
C)  Glenn will find himself increasingly resentful of the cat because of the extra expense and time that is required to care for a pet. 
D)  According to statistics, Glenn will probably neglect the animal because it did not cost him anything. 
A)  Glenn will see himself as a father figure and may refer to himself as "Daddy" when talking to the cat. 
B)  Glenn will keep the cat fed, but will otherwise generally ignore the animal. 
C)  Glenn will find himself increasingly resentful of the cat because of the extra expense and time that is required to care for a pet. 
D)  According to statistics, Glenn will probably neglect the animal because it did not cost him anything.

Which of the following refers to couples who both have incomes and do not have children?

Who in a working-class family typically plays the role of the family financial officer? Use income, education, and length of marriage to discuss when this officer will become more likely to use syncretic decision-making.

________ buyers are people who purchase goods and services on behalf of companies for use in the process of manufacturing, distribution, or resale.

What are some of the key differences between organizational purchase decisions and individual consumer decisions?

A good definition of an extended family unit is ________ living together.

Characterize the straight rebuy, the modified rebuy, and the new task decision in organizational purchasing. Provide an example of each.

________ spend less than average on most products and services because their households are small and their incomes are low.

Which of the following findings would most strongly support the theory that gender convergence is increasing in American married couples?

Wang Lin lives with his parents and siblings, as well as his grandparents and one uncle. Wang Lin lives with what is called a(n) ________ family.

Athletic prowess, musical ability, and spatial skills are all examples of ________.

Children in the limited stage of cognitive development are more likely to distinguish between television commercials and programming than children in the cued stage of cognitive development are.

One of the differences between organizational buying and consumer buying is that in organizational buying the decisions are often more risky, as an individual's career may be on the line.

What are the differences between the extended and nuclear family?

Like end consumers, organizational buyers are influenced by both internal and external stimuli. Which of the following is an example of an organizational buyer's internal stimuli?

Business-to-business marketing often involves more of an emphasis on personal selling than on advertising or other forms of promotion. Which of the following is the chief reason for this emphasis?

In accommodative decision making, family members are more likely to engage in problem solving and consider alternatives until the means for satisfying the group's goal is found.

________ marketers specialize in meeting the needs of organizations such as corporations, government agencies, hospitals, and retailers.

Purchase decisions made by companies frequently involve only one person because of the nature of organizational buying.

When a buying center composed of assorted specialists is organized to gather a lot of information and evaluate possible purchases in a high-risk situation, the strategy in use is most likely ________.

Glenn found a stray cat and "adopted" it. If Glenn is typical of the majority of Americans, how will he come to view himself in relationship to the cat?

Buying, Having, and Being

Perception

Learning and Memory

Motivation and Global Values

The Self

Personality and Psychographics

Attitudes and Persuasion

Decision Making

Buying and Disposing

Groups and Social Media

Social Class and Lifestyles

Subcultures

Culture

Filters

Exam 10: Organizational and Household Decision Making

Which of the following refers to couples who both have incomes and do not have children?

Who in a working-class family typically plays the role of the family financial officer? Use income, education, and length of marriage to discuss when this officer will become more likely to use syncretic decision-making.

________ buyers are people who purchase goods and services on behalf of companies for use in the process of manufacturing, distribution, or resale.

What are some of the key differences between organizational purchase decisions and individual consumer decisions?

A good definition of an extended family unit is ________ living together.

Characterize the straight rebuy, the modified rebuy, and the new task decision in organizational purchasing. Provide an example of each.

________ spend less than average on most products and services because their households are small and their incomes are low.

Which of the following findings would most strongly support the theory that gender convergence is increasing in American married couples?

Wang Lin lives with his parents and siblings, as well as his grandparents and one uncle. Wang Lin lives with what is called a(n) ________ family.

Athletic prowess, musical ability, and spatial skills are all examples of ________.

Children in the limited stage of cognitive development are more likely to distinguish between television commercials and programming than children in the cued stage of cognitive development are.

One of the differences between organizational buying and consumer buying is that in organizational buying the decisions are often more risky, as an individual's career may be on the line.

What are the differences between the extended and nuclear family?

Like end consumers, organizational buyers are influenced by both internal and external stimuli. Which of the following is an example of an organizational buyer's internal stimuli?

Business-to-business marketing often involves more of an emphasis on personal selling than on advertising or other forms of promotion. Which of the following is the chief reason for this emphasis?

In accommodative decision making, family members are more likely to engage in problem solving and consider alternatives until the means for satisfying the group's goal is found.

________ marketers specialize in meeting the needs of organizations such as corporations, government agencies, hospitals, and retailers.

Purchase decisions made by companies frequently involve only one person because of the nature of organizational buying.

When a buying center composed of assorted specialists is organized to gather a lot of information and evaluate possible purchases in a high-risk situation, the strategy in use is most likely ________.

Glenn found a stray cat and "adopted" it. If Glenn is typical of the majority of Americans, how will he come to view himself in relationship to the cat?

Buying, Having, and Being

Perception

Learning and Memory

Motivation and Global Values

The Self

Personality and Psychographics

Attitudes and Persuasion

Decision Making

Buying and Disposing

Groups and Social Media

Social Class and Lifestyles

Subcultures

Culture

Filters