Question 1

Modified re-buys often involve engineers, production managers and purchasing officers but not senior management, except when which of the following occurs?

Accepted Answer

A) Except when there is a decision making unit (DMU) in operation 
B) Except when there is management autocracy present 
C) Except when the product is critical to the company 
D) All of the above 
A) Except when there is a decision making unit (DMU) in operation 
B) Except when there is management autocracy present 
C) Except when the product is critical to the company 
D) All of the above C

Question 2

A person's life cycle stage is of particular relevance to marketers:

Accepted Answer

A) Since disposable income and purchase requirements may vary according to life cycle stage 
B) Since people's needs vary considerably according to life cycle stage 
C) Since people's life cycle stage affects their attitudes and beliefs 
D) Since behaviours, motivations and personalities may vary according to life cycle stage 
A) Since disposable income and purchase requirements may vary according to life cycle stage 
B) Since people's needs vary considerably according to life cycle stage 
C) Since people's life cycle stage affects their attitudes and beliefs 
D) Since behaviours, motivations and personalities may vary according to life cycle stage A

Question 3

Which of the following is not a purchase that will affect one's self image?

Accepted Answer

A) Cosmetic surgery 
B) Clothing 
C) Perfumes 
D) Diet soft drinks 
A) Cosmetic surgery 
B) Clothing 
C) Perfumes 
D) Diet soft drinks D

Question 4

A hedonic influence refers to which of the following?

Accepted Answer

A) When there are risks of potential negative consequences occurring 
B) When the purchase of the product will affect the status or image of purchaser 
C) When social acceptance is dependent upon making a correct choice 
D) When the purchase is capable of providing a high degree of pleasure 
A) When there are risks of potential negative consequences occurring 
B) When the purchase of the product will affect the status or image of purchaser 
C) When social acceptance is dependent upon making a correct choice 
D) When the purchase is capable of providing a high degree of pleasure

Question 5

The roles played by different household members in decision making vary with the type of product under consideration and the _______ of the buying process.

Accepted Answer

A) extent 
B) stage 
C) value 
D) role 
A) extent 
B) stage 
C) value 
D) role

Question 6

An attitude is which of the following?

Accepted Answer

A) A personality type, which influences consumer behaviour 
B) A pattern of living 
C) An overall favourable or unfavourable evaluation of a product or service 
D) All of the above 
A) A personality type, which influences consumer behaviour 
B) A pattern of living 
C) An overall favourable or unfavourable evaluation of a product or service 
D) All of the above

Question 7

Information processing refers to which of the following?

Accepted Answer

A) Information processing refers to the process by which product alternatives are compared by an individual's choice criteria 
B) Information processing refers to the process by which a stimulus is received, interpreted, stored in the memory and later retrieved 
C) Information processing refers to the process by which people interpret a company's marketing communications activities during a purchase decision 
D) All of the above 
A) Information processing refers to the process by which product alternatives are compared by an individual's choice criteria 
B) Information processing refers to the process by which a stimulus is received, interpreted, stored in the memory and later retrieved 
C) Information processing refers to the process by which people interpret a company's marketing communications activities during a purchase decision 
D) All of the above

Question 8

What is meant by the term the "evoked set"?

Accepted Answer

A) The evoked set is the list of options that have been disregarded in the consumer decision process 
B) The evoked set is the complete list of options before the screening process 
C) The evoked set is a short list of options for careful evaluation 
D) The evoked set is the list of options compiled by a retail salesperson, during the personal sales presentation 
A) The evoked set is the list of options that have been disregarded in the consumer decision process 
B) The evoked set is the complete list of options before the screening process 
C) The evoked set is a short list of options for careful evaluation 
D) The evoked set is the list of options compiled by a retail salesperson, during the personal sales presentation

Question 9

The individual with the power and/ or financial authority to make the ultimate choice regarding which product to buy is known as which of the following?

Accepted Answer

A) Decider 
B) Manager 
C) User 
D) Buyer 
A) Decider 
B) Manager 
C) User 
D) Buyer

Question 10

The "buyer" refers to which of the following?

Accepted Answer

A) The person who conducts the transaction 
B) The consumer of the product/ service 
C) The person who makes the final decision 
D) The person who pays and consumes the product/ service 
A) The person who conducts the transaction 
B) The consumer of the product/ service 
C) The person who makes the final decision 
D) The person who pays and consumes the product/ service

Question 11

"Vertical Electronic Marketplaces" refers to which of the following?

Accepted Answer

A) Electronic marketplaces which cross industry boundaries (e.g. supply stationary needs) 
B) Electronic marketplaces which are industry specific (e.g. car industry) 
C) Electronic marketplaces which include existing suppliers and potential suppliers 
D) Electronic marketplaces which include only existing suppliers 
A) Electronic marketplaces which cross industry boundaries (e.g. supply stationary needs) 
B) Electronic marketplaces which are industry specific (e.g. car industry) 
C) Electronic marketplaces which include existing suppliers and potential suppliers 
D) Electronic marketplaces which include only existing suppliers

Question 12

Which of the following is not a process that may be used to sort out the masses of stimuli which could be perceived, into a manageable amount?

Accepted Answer

A) Selective interpretation 
B) Selective attention 
C) Selective distortion 
D) Selective retention 
A) Selective interpretation 
B) Selective attention 
C) Selective distortion 
D) Selective retention

Question 13

Extended problem solving is usually associated with which of the following:

Accepted Answer

A) Alternatives are not differentiated 
B) Less time for deliberation 
C) Low degree of involvement 
D) None of the above 
A) Alternatives are not differentiated 
B) Less time for deliberation 
C) Low degree of involvement 
D) None of the above

Question 14

The "government market" consists of which of the following?

Accepted Answer

A) National Government 
B) Local Government & Government Agencies 
C) National Government, Local Authorities & Government agencies 
D) Local Authorities 
A) National Government 
B) Local Government & Government Agencies 
C) National Government, Local Authorities & Government agencies 
D) Local Authorities

Question 15

Which of the following is part of the consumer decision-making process?

Accepted Answer

A) Analysis of proposals 
B) Evaluation of alternatives 
C) Information evaluation 
D) Determination of specification 
A) Analysis of proposals 
B) Evaluation of alternatives 
C) Information evaluation 
D) Determination of specification

Question 16

During an extended problem solving buying situation, which of the following is true?

Accepted Answer

A) The potential for cognitive dissonance is weakest in this buying situation 
B) The potential for cognitive dissonance is greatest in this buying situation 
C) The potential for cognitive choice is greatest in this buying situation 
D) The potential for cognitive choice is weakest in this buying situation 
A) The potential for cognitive dissonance is weakest in this buying situation 
B) The potential for cognitive dissonance is greatest in this buying situation 
C) The potential for cognitive choice is greatest in this buying situation 
D) The potential for cognitive choice is weakest in this buying situation

Question 17

Which of the following is not an example of personal choice criteria?

Accepted Answer

A) Emotions 
B) Status 
C) Morals 
D) Self-Image 
A) Emotions 
B) Status 
C) Morals 
D) Self-Image

Question 18

Organizational buying is characterised by which of the following?

Accepted Answer

A) By the nature and size of the organization, the level of buying and demand, derived demand, and the use of relationship marketing 
B) By the nature and size of customers, complexity of buying, derived demand, negotiation and reciprocal buying 
C) By the type and scale of industry, the importance of purchase, the level of risk associated, derived demand, and relationship marketing 
D) All of the above 
A) By the nature and size of the organization, the level of buying and demand, derived demand, and the use of relationship marketing 
B) By the nature and size of customers, complexity of buying, derived demand, negotiation and reciprocal buying 
C) By the type and scale of industry, the importance of purchase, the level of risk associated, derived demand, and relationship marketing 
D) All of the above

Question 19

"DMU" stands for which of the following?

Accepted Answer

A) Design Manufactured Unit 
B) Decision Making Unit 
C) Defined Marketing Utility 
D) Detailed Marketing Understanding 
A) Design Manufactured Unit 
B) Decision Making Unit 
C) Defined Marketing Utility 
D) Detailed Marketing Understanding

Question 20

Which of the following is a prerequisite of successful marketing?

Accepted Answer

A) Excellent product design 
B) In depth knowledge of customers 
C) In depth knowledge of legislation 
D) Brilliant salespeople 
A) Excellent product design 
B) In depth knowledge of customers 
C) In depth knowledge of legislation 
D) Brilliant salespeople

Modified re-buys often involve engineers, production managers and purchasing officers but not senior management, except when which of the following occurs?

A person's life cycle stage is of particular relevance to marketers:

Which of the following is not a purchase that will affect one's self image?

A hedonic influence refers to which of the following?

The roles played by different household members in decision making vary with the type of product under consideration and the _______ of the buying process.

An attitude is which of the following?

Information processing refers to which of the following?

What is meant by the term the "evoked set"?

The individual with the power and/ or financial authority to make the ultimate choice regarding which product to buy is known as which of the following?

The "buyer" refers to which of the following?

"Vertical Electronic Marketplaces" refers to which of the following?

Which of the following is not a process that may be used to sort out the masses of stimuli which could be perceived, into a manageable amount?

Extended problem solving is usually associated with which of the following:

The "government market" consists of which of the following?

Which of the following is part of the consumer decision-making process?

During an extended problem solving buying situation, which of the following is true?

Which of the following is not an example of personal choice criteria?

Organizational buying is characterised by which of the following?

"DMU" stands for which of the following?

Which of the following is a prerequisite of successful marketing?

The Nature of Marketing

The Global Marketing Environment

Marketing Research and Customer Insights

Market Segmentation, Targeting and Positioning

Value Through Products and Brands

Value Through Services, Relationships and Experiences

Value Through Pricing

Distribution: Delivering Customer Value

Integrated Marketing Communications 1: Mass Communications Techniques

Integrated Marketing Communications 2: Direct Communications Techniques

Digital Marketing

Filters

Exam 3: Understanding Customer Behaviour

Modified re-buys often involve engineers, production managers and purchasing officers but not senior management, except when which of the following occurs?

A person's life cycle stage is of particular relevance to marketers:

Which of the following is not a purchase that will affect one's self image?

A hedonic influence refers to which of the following?

The roles played by different household members in decision making vary with the type of product under consideration and the _______ of the buying process.

An attitude is which of the following?

Information processing refers to which of the following?

What is meant by the term the "evoked set"?

The individual with the power and/ or financial authority to make the ultimate choice regarding which product to buy is known as which of the following?

The "buyer" refers to which of the following?

"Vertical Electronic Marketplaces" refers to which of the following?

Which of the following is not a process that may be used to sort out the masses of stimuli which could be perceived, into a manageable amount?

Extended problem solving is usually associated with which of the following:

The "government market" consists of which of the following?

Which of the following is part of the consumer decision-making process?

During an extended problem solving buying situation, which of the following is true?

Which of the following is not an example of personal choice criteria?

Organizational buying is characterised by which of the following?

"DMU" stands for which of the following?

Which of the following is a prerequisite of successful marketing?

The Nature of Marketing

The Global Marketing Environment

Marketing Research and Customer Insights

Market Segmentation, Targeting and Positioning

Value Through Products and Brands

Value Through Services, Relationships and Experiences

Value Through Pricing

Distribution: Delivering Customer Value

Integrated Marketing Communications 1: Mass Communications Techniques

Integrated Marketing Communications 2: Direct Communications Techniques

Digital Marketing

Filters