Question 1

Which of the following is not one of the five roles in the decision making process?

Accepted Answer

A) Arranger 
B) Agent 
C) Adjudicator 
D) All of the above 
A) Arranger 
B) Agent 
C) Adjudicator 
D) All of the above

Question 2

Which of the following is one of the five roles in the decision making process?

Accepted Answer

A) Influencer 
B) Identifier 
C) Individual 
D) All of the above 
A) Influencer 
B) Identifier 
C) Individual 
D) All of the above

Question 3

When a consumer repeat buys the same product with little or no evaluation of alternatives it is called which of the following?

Accepted Answer

A) Limited problem solving 
B) Habitual problem solving 
C) Extended problem solving 
D) Regular problem solving 
A) Limited problem solving 
B) Habitual problem solving 
C) Extended problem solving 
D) Regular problem solving

Question 4

An identification of the roles played within the buying centre is a prerequisite for:

Accepted Answer

A) Setting prices 
B) Creating product packages 
C) Targeting persuasive communications 
D) Beating competitors' product offerings 
A) Setting prices 
B) Creating product packages 
C) Targeting persuasive communications 
D) Beating competitors' product offerings

Question 5

Extended problem solving is usually associated with:

Accepted Answer

A) The alternatives being differentiated and numerous 
B) Having an adequate amount of time available for deliberation 
C) The purchase having a high degree of involvement 
D) All of the above 
A) The alternatives being differentiated and numerous 
B) Having an adequate amount of time available for deliberation 
C) The purchase having a high degree of involvement 
D) All of the above

Question 6

Which of the following is not a characteristic of organizational buying behaviour?

Accepted Answer

A) Purchase decisions are complex and risky 
B) Customers are small and order large sizes 
C) Negotiations occur between buyer and seller 
D) All of the above are characteristics of organizational buying behaviour 
A) Purchase decisions are complex and risky 
B) Customers are small and order large sizes 
C) Negotiations occur between buyer and seller 
D) All of the above are characteristics of organizational buying behaviour

Question 7

The person who attempts to persuade others in the group concerning the outcome of the decision is known as which of the following?

Accepted Answer

A) User 
B) Influencer 
C) Adjudicator 
D) Initiator 
A) User 
B) Influencer 
C) Adjudicator 
D) Initiator

Question 8

Which of the following is not an example of a reseller?

Accepted Answer

A) Online retailers 
B) Supermarkets 
C) Suppliers 
D) Department stores 
A) Online retailers 
B) Supermarkets 
C) Suppliers 
D) Department stores

Question 9

Which of the following is more common when a household consists of two income earners?

Accepted Answer

A) Slower decision making 
B) Faster decision making 
C) Individual decision making 
D) Joint decision making 
A) Slower decision making 
B) Faster decision making 
C) Individual decision making 
D) Joint decision making

Question 10

Need recognition may occur as a result of which of the following?

Accepted Answer

A) Emotional or psychological need 
B) Routine depletion 
C) Unexpected event 
D) All of the above 
A) Emotional or psychological need 
B) Routine depletion 
C) Unexpected event 
D) All of the above

Question 11

Culture refers to which of the following?

Accepted Answer

A) Culture refers to the beliefs a country's society may hold, due to their religion and past history 
B) Culture refers to inherent differences that occur naturally between countries based on their historical context 
C) Culture refers to the traditions, taboos, values and basic attitudes of the whole society within which an individual lives 
D) All of the above 
A) Culture refers to the beliefs a country's society may hold, due to their religion and past history 
B) Culture refers to inherent differences that occur naturally between countries based on their historical context 
C) Culture refers to the traditions, taboos, values and basic attitudes of the whole society within which an individual lives 
D) All of the above

Question 12

The complex process by which people select, organize and interpret sensory stimulation into a meaningful picture of the world is called which of the following?

Accepted Answer

A) Behaviour 
B) Attitudes and beliefs 
C) Learning 
D) Perception 
A) Behaviour 
B) Attitudes and beliefs 
C) Learning 
D) Perception

Question 13

Marketing managers should be aware that needs may arise because of _______. This means that their activities, such as developing advertising campaigns and training salespeople to sell product benefits may act as cues to need arousal.

Accepted Answer

A) simulation 
B) stimulation 
C) reputation 
D) speculation 
A) simulation 
B) stimulation 
C) reputation 
D) speculation

Question 14

Psychographics is the process that groups consumers according to their beliefs, activities, values and demographic characteristics such as education and income.

Accepted Answer

A) True 
 B)False

Question 15

Economic criteria are concerned with which of the following?

Accepted Answer

A) Running Costs 
B) Residual Values 
C) Prices 
D) All of the above 
A) Running Costs 
B) Residual Values 
C) Prices 
D) All of the above

Question 16

Relationship marketing is characterised by which of the following?

Accepted Answer

A) Trust between parties 
B) Long term commitment to the relationship 
C) That there is mutually rewarding connection between the parties involved 
D) All of the above 
A) Trust between parties 
B) Long term commitment to the relationship 
C) That there is mutually rewarding connection between the parties involved 
D) All of the above

Question 17

People who may allow or prevent access to a key DMU member are referred to as which of the following?

Accepted Answer

A) Power Holders 
B) Influencers 
C) Gatekeepers 
D) Controllers 
A) Power Holders 
B) Influencers 
C) Gatekeepers 
D) Controllers

Question 18

The process of creating, maintaining and enhancing strong relationships with customers and other stakeholders is termed as which of the following?

Accepted Answer

A) Reverse Marketing 
B) Reciprocal Buying 
C) Relationship Marketing 
D) Stakeholder Management 
A) Reverse Marketing 
B) Reciprocal Buying 
C) Relationship Marketing 
D) Stakeholder Management

Question 19

The occupational grade "3" category identified by NSSEC refers to which of the following?

Accepted Answer

A) Routine occupations 
B) Intermediate occupations 
C) Lower supervisory and technical occupations 
D) None of the above 
A) Routine occupations 
B) Intermediate occupations 
C) Lower supervisory and technical occupations 
D) None of the above

Question 20

The existence of a need may not activate the decision-making process in all cases because of which of the following;

Accepted Answer

A) Apathy factors 
B) Need inhibitors 
C) Laziness 
D) Affordability issues 
A) Apathy factors 
B) Need inhibitors 
C) Laziness 
D) Affordability issues

Which of the following is not one of the five roles in the decision making process?

Which of the following is one of the five roles in the decision making process?

When a consumer repeat buys the same product with little or no evaluation of alternatives it is called which of the following?

An identification of the roles played within the buying centre is a prerequisite for:

Extended problem solving is usually associated with:

Which of the following is not a characteristic of organizational buying behaviour?

The person who attempts to persuade others in the group concerning the outcome of the decision is known as which of the following?

Which of the following is not an example of a reseller?

Which of the following is more common when a household consists of two income earners?

Need recognition may occur as a result of which of the following?

Culture refers to which of the following?

The complex process by which people select, organize and interpret sensory stimulation into a meaningful picture of the world is called which of the following?

Marketing managers should be aware that needs may arise because of _______. This means that their activities, such as developing advertising campaigns and training salespeople to sell product benefits may act as cues to need arousal.

Psychographics is the process that groups consumers according to their beliefs, activities, values and demographic characteristics such as education and income.

Economic criteria are concerned with which of the following?

Relationship marketing is characterised by which of the following?

People who may allow or prevent access to a key DMU member are referred to as which of the following?

The process of creating, maintaining and enhancing strong relationships with customers and other stakeholders is termed as which of the following?

The occupational grade "3" category identified by NSSEC refers to which of the following?

The existence of a need may not activate the decision-making process in all cases because of which of the following;

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

Which of the following is not one of the five roles in the decision making process?

Which of the following is one of the five roles in the decision making process?

When a consumer repeat buys the same product with little or no evaluation of alternatives it is called which of the following?

An identification of the roles played within the buying centre is a prerequisite for:

Extended problem solving is usually associated with:

Which of the following is not a characteristic of organizational buying behaviour?

The person who attempts to persuade others in the group concerning the outcome of the decision is known as which of the following?

Which of the following is not an example of a reseller?

Which of the following is more common when a household consists of two income earners?

Need recognition may occur as a result of which of the following?

Culture refers to which of the following?

The complex process by which people select, organize and interpret sensory stimulation into a meaningful picture of the world is called which of the following?

Marketing managers should be aware that needs may arise because of _______. This means that their activities, such as developing advertising campaigns and training salespeople to sell product benefits may act as cues to need arousal.

Psychographics is the process that groups consumers according to their beliefs, activities, values and demographic characteristics such as education and income.

Economic criteria are concerned with which of the following?

Relationship marketing is characterised by which of the following?

People who may allow or prevent access to a key DMU member are referred to as which of the following?

The process of creating, maintaining and enhancing strong relationships with customers and other stakeholders is termed as which of the following?

The occupational grade "3" category identified by NSSEC refers to which of the following?

The existence of a need may not activate the decision-making process in all cases because of which of the following;

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