Question 1

The various attributes (and benefits) a customer uses when evaluating products and services are called?

Accepted Answer

A) Price points 
B) Unmet needs 
C) Choice criteria 
D) Purchase criteria 
A) Price points 
B) Unmet needs 
C) Choice criteria 
D) Purchase criteria

Question 2

The concept that aims to minimise stocks by organizing a supply system which provides materials and components as they are required, is called which of the following?

Accepted Answer

A) Six Sigma Manufacturing 
B) WCM (World Class Manufacturing) 
C) TQM (Total Quality Management) 
D) JIT ( Just in Time) 
A) Six Sigma Manufacturing 
B) WCM (World Class Manufacturing) 
C) TQM (Total Quality Management) 
D) JIT ( Just in Time)

Question 3

Organizational buying is characterised by the type and scale of industry, the importance of purchase, the level of risk associated, derived demand, and relationship marketing.

Accepted Answer

A) True 
 B)False

Question 4

Relationship marketing refers to which of the following?

Accepted Answer

A) Concerns the renewed focus on the acquisition of new customers and the subsequent management of relationships with the new customers 
B) Concerns the shifting from activities of attracting customers to activities concerned with current customers and how to retain them 
C) Concerns the management of relationships with all the external facilitators (e.g. suppliers, partners etc.) that help delivery of the product/ service to the final consumer 
D) Concerns initiatives to improve the relations between internal departments of an organization, in order to make the whole organization more customer focused 
A) Concerns the renewed focus on the acquisition of new customers and the subsequent management of relationships with the new customers 
B) Concerns the shifting from activities of attracting customers to activities concerned with current customers and how to retain them 
C) Concerns the management of relationships with all the external facilitators (e.g. suppliers, partners etc.) that help delivery of the product/ service to the final consumer 
D) Concerns initiatives to improve the relations between internal departments of an organization, in order to make the whole organization more customer focused

Question 5

During an extended problem solving buying situation, marketers can help by providing which of the following?

Accepted Answer

A) Discounts 
B) Greater choice and options 
C) Price reductions 
D) Information rich communications 
A) Discounts 
B) Greater choice and options 
C) Price reductions 
D) Information rich communications

Question 6

The objective of information search is which of the following?

Accepted Answer

A) To select the most appropriate retailer or distributor who stocks the desired item 
B) To compare prices, in order to help select products/ services that are good value for money given the performance characteristics of the product 
C) To build up the awareness set, a selection of brands that may provide a solution to the problem 
D) To clarify which features are needed in the product/ service required 
A) To select the most appropriate retailer or distributor who stocks the desired item 
B) To compare prices, in order to help select products/ services that are good value for money given the performance characteristics of the product 
C) To build up the awareness set, a selection of brands that may provide a solution to the problem 
D) To clarify which features are needed in the product/ service required

Question 7

Two main categories of marketplaces or exchanges have been created due to the growth in the use of the Internet: vertical electronic marketplaces which are industry specific and _______ electronic marketplaces which cross industry boundaries and cater for supplies such as maintenance, repair and operation (MRO) or services.

Accepted Answer

A) cross 
B) horizontal 
C) inter 
D) intra 
A) cross 
B) horizontal 
C) inter 
D) intra

Question 8

Which of the following is a typical high involvement purchase?

Accepted Answer

A) Purchasing a newspaper 
B) Purchasing a ready- to- go meal 
C) Purchasing a holiday 
D) Purchasing a soft drink 
A) Purchasing a newspaper 
B) Purchasing a ready- to- go meal 
C) Purchasing a holiday 
D) Purchasing a soft drink

Question 9

A buying situation where a company has little or no knowledge of the product they wish to purchase is:

Accepted Answer

A) Modified rebuy 
B) New task 
C) Straight rebuy 
D) None of the above 
A) Modified rebuy 
B) New task 
C) Straight rebuy 
D) None of the above

Question 10

The process that groups consumers according to their beliefs, activities, values and demographic characteristics such as education and income is called which of the following?

Accepted Answer

A) Demographics 
B) Psychographics 
C) Profiling 
D) Categorization 
A) Demographics 
B) Psychographics 
C) Profiling 
D) Categorization

Question 11

In organizational or business-to-business (B2B) purchasing, there are three major types of buyer: the industrial market, the reseller market and the _______ market.

Accepted Answer

A) government 
B) consumer 
C) international 
D) global 
A) government 
B) consumer 
C) international 
D) global

Question 12

Organizational buying is typically:

Accepted Answer

A) Less complex because it is more structured 
B) More complex and may involve more stages 
C) Less complex and rational than the consumer decision making process 
D) None of the above 
A) Less complex because it is more structured 
B) More complex and may involve more stages 
C) Less complex and rational than the consumer decision making process 
D) None of the above

Question 13

Where several operating units within an organization have common requirements and where there is an opportunity to strengthen a negotiating position by bulk buying, _______ purchasing is an attractive option.

Accepted Answer

A) standardized 
B) decentralized 
C) centralized 
D) globalized 
A) standardized 
B) decentralized 
C) centralized 
D) globalized

Question 14

Organizational products can be classified according to four types: materials, _______, plant and equipment and maintenance, repair and operation (MRO).

Accepted Answer

A) components 
B) construction 
C) criteria 
D) tasks 
A) components 
B) construction 
C) criteria 
D) tasks

Question 15

Which of the following is an example of an external search a consumer may conduct?

Accepted Answer

A) Considering personal preferences 
B) Relying on memory 
C) Reviewing past personal experiences 
D) Advertisements 
A) Considering personal preferences 
B) Relying on memory 
C) Reviewing past personal experiences 
D) Advertisements

Question 16

In a consumer situation, the search may be internal or external. Internal search involves which of the following?

Accepted Answer

A) Asking friends, and peers about a product/service 
B) Involves a review of relevant information from memory 
C) Finding out about a product/service through salespeople 
D) Asking immediate family about a product 
A) Asking friends, and peers about a product/service 
B) Involves a review of relevant information from memory 
C) Finding out about a product/service through salespeople 
D) Asking immediate family about a product

Question 17

What is meant by the term "derived demand"?

Accepted Answer

A) All demand in organizational markets is ultimately derived by the demand for consumer goods 
B) Demand is derived by the level of consumer interest, a consumer's intention to purchase and their available capital 
C) Where demand in consumer markets is ultimately derived by the level of demand in organizational markets 
D) Demand is derived by the level of organizational interest, organizations intention to purchase and their available capital 
A) All demand in organizational markets is ultimately derived by the demand for consumer goods 
B) Demand is derived by the level of consumer interest, a consumer's intention to purchase and their available capital 
C) Where demand in consumer markets is ultimately derived by the level of demand in organizational markets 
D) Demand is derived by the level of organizational interest, organizations intention to purchase and their available capital

Question 18

Learning through the use of rewards to generate reinforcement of rewards is called which of the following?

Accepted Answer

A) Classical Conditioning 
B) Cognitive Learning 
C) Affective Learning 
D) Operant Conditioning 
A) Classical Conditioning 
B) Cognitive Learning 
C) Affective Learning 
D) Operant Conditioning

Question 19

Which of the following are "Industrial Goods"?

Accepted Answer

A) Raw Materials, Financial Products and Plant & Machinery Goods 
B) Fast Moving Consumer Goods and Raw Materials 
C) Raw Materials and Components 
D) Capital Goods, Raw Materials and Components 
A) Raw Materials, Financial Products and Plant & Machinery Goods 
B) Fast Moving Consumer Goods and Raw Materials 
C) Raw Materials and Components 
D) Capital Goods, Raw Materials and Components

Question 20

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

Accepted Answer

A) Selection of order routine 
B) Choosing the mode of transportation 
C) Post-purchase evaluation 
D) None of the above 
A) Selection of order routine 
B) Choosing the mode of transportation 
C) Post-purchase evaluation 
D) None of the above

The various attributes (and benefits) a customer uses when evaluating products and services are called?

The concept that aims to minimise stocks by organizing a supply system which provides materials and components as they are required, is called which of the following?

Organizational buying is characterised by the type and scale of industry, the importance of purchase, the level of risk associated, derived demand, and relationship marketing.

Relationship marketing refers to which of the following?

During an extended problem solving buying situation, marketers can help by providing which of the following?

The objective of information search is which of the following?

Which of the following is a typical high involvement purchase?

A buying situation where a company has little or no knowledge of the product they wish to purchase is:

The process that groups consumers according to their beliefs, activities, values and demographic characteristics such as education and income is called which of the following?

In organizational or business-to-business (B2B) purchasing, there are three major types of buyer: the industrial market, the reseller market and the _______ market.

Organizational buying is typically:

Where several operating units within an organization have common requirements and where there is an opportunity to strengthen a negotiating position by bulk buying, _______ purchasing is an attractive option.

Organizational products can be classified according to four types: materials, _______, plant and equipment and maintenance, repair and operation (MRO).

Which of the following is an example of an external search a consumer may conduct?

In a consumer situation, the search may be internal or external. Internal search involves which of the following?

What is meant by the term "derived demand"?

Learning through the use of rewards to generate reinforcement of rewards is called which of the following?

Which of the following are "Industrial Goods"?

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

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

The various attributes (and benefits) a customer uses when evaluating products and services are called?

The concept that aims to minimise stocks by organizing a supply system which provides materials and components as they are required, is called which of the following?

Organizational buying is characterised by the type and scale of industry, the importance of purchase, the level of risk associated, derived demand, and relationship marketing.

Relationship marketing refers to which of the following?

During an extended problem solving buying situation, marketers can help by providing which of the following?

The objective of information search is which of the following?

Which of the following is a typical high involvement purchase?

A buying situation where a company has little or no knowledge of the product they wish to purchase is:

The process that groups consumers according to their beliefs, activities, values and demographic characteristics such as education and income is called which of the following?

In organizational or business-to-business (B2B) purchasing, there are three major types of buyer: the industrial market, the reseller market and the _______ market.

Organizational buying is typically:

Where several operating units within an organization have common requirements and where there is an opportunity to strengthen a negotiating position by bulk buying, _______ purchasing is an attractive option.

Organizational products can be classified according to four types: materials, _______, plant and equipment and maintenance, repair and operation (MRO).

Which of the following is an example of an external search a consumer may conduct?

In a consumer situation, the search may be internal or external. Internal search involves which of the following?

What is meant by the term "derived demand"?

Learning through the use of rewards to generate reinforcement of rewards is called which of the following?

Which of the following are "Industrial Goods"?

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

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