Question 1

The acronym "MRO" in organizational buying refers to which of the following?

Accepted Answer

A) Marketing, Rival, Organizations 
B) Management, Retainer, Ordinance 
C) Maintenance, Repairs & Operations 
D) Materials, Resources & Output 
A) Marketing, Rival, Organizations 
B) Management, Retainer, Ordinance 
C) Maintenance, Repairs & Operations 
D) Materials, Resources & Output

Question 2

Selective retention refers to which of the following?

Accepted Answer

A) Refers to the fact that only a selection of messages may be retained in the memory 
B) Refers to the fact that people change the information they receive according to their existing beliefs and attitudes 
C) Refers to the fact that people screen out those stimuli that are not meaningful to us nor consistent with our experiences and beliefs 
D) Refers to the fact that people only remember products that they had positive experiences and had positive attitudes towards its marketing communications efforts 
A) Refers to the fact that only a selection of messages may be retained in the memory 
B) Refers to the fact that people change the information they receive according to their existing beliefs and attitudes 
C) Refers to the fact that people screen out those stimuli that are not meaningful to us nor consistent with our experiences and beliefs 
D) Refers to the fact that people only remember products that they had positive experiences and had positive attitudes towards its marketing communications efforts

Question 3

An understanding of motivation lies in the relationship between which of the following?

Accepted Answer

A) Needs, drives and goals 
B) Attitudes, beliefs and motives 
C) Learning, experience and desires 
D) Personality, attitudes and age 
A) Needs, drives and goals 
B) Attitudes, beliefs and motives 
C) Learning, experience and desires 
D) Personality, attitudes and age

Question 4

What is "cognitive dissonance"?

Accepted Answer

A) When customers experience some post-purchase concerns 
B) When customers experience information overload prior to purchase 
C) When customers feel that the risk of purchase is too great 
D) When customers receive conflicting information about a product/service from a variety of sources 
A) When customers experience some post-purchase concerns 
B) When customers experience information overload prior to purchase 
C) When customers feel that the risk of purchase is too great 
D) When customers receive conflicting information about a product/service from a variety of sources

Question 5

Providing highly detailed information about the consequences of buying the brand to encourage trial is more important in a low involvement buying situation.

Accepted Answer

A) True 
 B)False

Question 6

Which of the following in buying situations requires the most extensive decision-making and is usually the most time consuming?

Accepted Answer

A) New Task 
B) Straight Rebuy 
C) Modified Rebuy 
D) Situational Rebuy 
A) New Task 
B) Straight Rebuy 
C) Modified Rebuy 
D) Situational Rebuy

Question 7

Criteria that are related to the performance of the product or service and include reliability, durability, comfort and convenience are called which of the following?

Accepted Answer

A) Technical criteria 
B) Personal criteria 
C) Quality criteria 
D) Product criteria 
A) Technical criteria 
B) Personal criteria 
C) Quality criteria 
D) Product criteria

Question 8

Which of the following is a noticeable trend that is affecting cultures?

Accepted Answer

A) Segmentation 
B) Internalization 
C) Internationalization 
D) Segregation 
A) Segmentation 
B) Internalization 
C) Internationalization 
D) Segregation

Question 9

Learning that involves the learning of knowledge and development of beliefs and attitudes without direct reinforcement, is called which of the following?

Accepted Answer

A) Classic Conditioning 
B) Cognitive Learning 
C) Operant Conditioning 
D) Attitudinal Learning 
A) Classic Conditioning 
B) Cognitive Learning 
C) Operant Conditioning 
D) Attitudinal Learning

Question 10

Safety is one of the five categories of motives as proposed by Maslow.

Accepted Answer

A) True 
 B)False

Question 11

Which of the following describes the five roles in the decision making process?

Accepted Answer

A) Initiator, User, Buyer, Individual and Adjudicator 
B) Initiator, Adjudicator, User, Buyer and Decider 
C) Buyer, Decider, User, Influencer and Initiator 
D) Buyer, User, Identifier, Decider and Initiator 
A) Initiator, User, Buyer, Individual and Adjudicator 
B) Initiator, Adjudicator, User, Buyer and Decider 
C) Buyer, Decider, User, Influencer and Initiator 
D) Buyer, User, Identifier, Decider and Initiator

Question 12

In a B2B context, leasing is common. Which of the following are advantages of leasing for the customer?

Accepted Answer

A) Avoids the need to pay the cash price 
B) Is a hedge against fast product obsolescence 
C) Has tax advantages 
D) All of the above 
A) Avoids the need to pay the cash price 
B) Is a hedge against fast product obsolescence 
C) Has tax advantages 
D) All of the above

Question 13

Which of the following is a typical example of a gatekeeper?

Accepted Answer

A) A company secretary 
B) A company engineer 
C) Purchasing manager 
D) Operations manager 
A) A company secretary 
B) A company engineer 
C) Purchasing manager 
D) Operations manager

Question 14

The occupational grade "1" category identified by NSSEC refers to which of the following?

Accepted Answer

A) Semi-routine occupations 
B) Intermediate occupations 
C) Lower supervisory and technical occupations 
D) Higher managerial and professional occupations 
A) Semi-routine occupations 
B) Intermediate occupations 
C) Lower supervisory and technical occupations 
D) Higher managerial and professional occupations

Question 15

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

Accepted Answer

A) True 
 B)False

Question 16

The term lifestyle refers to a person's _______ interests and opinions.

Accepted Answer

A) activities 
B) attitudes 
C) age 
D) actions 
A) activities 
B) attitudes 
C) age 
D) actions

Question 17

Culture refers to the traditions, taboos, values and basic attitudes of the whole society within which an individual lives.

Accepted Answer

A) True 
 B)False

Question 18

"DMU" refers to which of the following?

Accepted Answer

A) Where most organizational buying tends to involve more than one individual and is often in the hands of a buying centre 
B) Where most consumer decisions involve one individual, or unit 
C) Where consumers buy according to a decision tree, weighing up the pros and cons of every product under consideration 
D) Where purchasing departments of organizations are sometimes referred to as DMU departments 
A) Where most organizational buying tends to involve more than one individual and is often in the hands of a buying centre 
B) Where most consumer decisions involve one individual, or unit 
C) Where consumers buy according to a decision tree, weighing up the pros and cons of every product under consideration 
D) Where purchasing departments of organizations are sometimes referred to as DMU departments

Question 19

Which is more important in a low involvement situation?

Accepted Answer

A) Providing highly detailed information about the consequences of buying the brand to encourage trial 
B) Providing positive reinforcement to gain trial may be more important than providing masses of information about the consequences of buying the brand 
C) Providing information that this is a low cost item and represents value for money 
D) None of the above 
A) Providing highly detailed information about the consequences of buying the brand to encourage trial 
B) Providing positive reinforcement to gain trial may be more important than providing masses of information about the consequences of buying the brand 
C) Providing information that this is a low cost item and represents value for money 
D) None of the above

Question 20

Four types of choice criteria are used when evaluating alternatives: technical, economic, social and _______.

Accepted Answer

A) cultural 
B) personal 
C) group 
D) market 
A) cultural 
B) personal 
C) group 
D) market

The acronym "MRO" in organizational buying refers to which of the following?

Selective retention refers to which of the following?

An understanding of motivation lies in the relationship between which of the following?

What is "cognitive dissonance"?

Providing highly detailed information about the consequences of buying the brand to encourage trial is more important in a low involvement buying situation.

Which of the following in buying situations requires the most extensive decision-making and is usually the most time consuming?

Criteria that are related to the performance of the product or service and include reliability, durability, comfort and convenience are called which of the following?

Which of the following is a noticeable trend that is affecting cultures?

Learning that involves the learning of knowledge and development of beliefs and attitudes without direct reinforcement, is called which of the following?

Safety is one of the five categories of motives as proposed by Maslow.

Which of the following describes the five roles in the decision making process?

In a B2B context, leasing is common. Which of the following are advantages of leasing for the customer?

Which of the following is a typical example of a gatekeeper?

The occupational grade "1" category identified by NSSEC refers to which of the following?

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

The term lifestyle refers to a person's _______ interests and opinions.

Culture refers to the traditions, taboos, values and basic attitudes of the whole society within which an individual lives.

"DMU" refers to which of the following?

Which is more important in a low involvement situation?

Four types of choice criteria are used when evaluating alternatives: technical, economic, social and _______.

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 acronym "MRO" in organizational buying refers to which of the following?

Selective retention refers to which of the following?

An understanding of motivation lies in the relationship between which of the following?

What is "cognitive dissonance"?

Providing highly detailed information about the consequences of buying the brand to encourage trial is more important in a low involvement buying situation.

Which of the following in buying situations requires the most extensive decision-making and is usually the most time consuming?

Criteria that are related to the performance of the product or service and include reliability, durability, comfort and convenience are called which of the following?

Which of the following is a noticeable trend that is affecting cultures?

Learning that involves the learning of knowledge and development of beliefs and attitudes without direct reinforcement, is called which of the following?

Safety is one of the five categories of motives as proposed by Maslow.

Which of the following describes the five roles in the decision making process?

In a B2B context, leasing is common. Which of the following are advantages of leasing for the customer?

Which of the following is a typical example of a gatekeeper?

The occupational grade "1" category identified by NSSEC refers to which of the following?

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

The term lifestyle refers to a person's _______ interests and opinions.

Culture refers to the traditions, taboos, values and basic attitudes of the whole society within which an individual lives.

"DMU" refers to which of the following?

Which is more important in a low involvement situation?

Four types of choice criteria are used when evaluating alternatives: technical, economic, social and _______.

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