Question 1

Business marketers typically deal with many more buyers than consumer marketers.

Accepted Answer

A) True 
 B)False

Question 2

Sal has heard a lot about his town's country club.He heard it has a great golf course,tennis courts,and dining room.In addition,many of Sal's business partners belong to the club.Although he doesn't have the money to join the club now,Sal hopes to be able to in the future.What type of reference group would the country club be for Sal?

Accepted Answer

A) an unattainable reference group 
B) a dissociative reference group 
C) an aspirational reference group 
D) an exclusive reference group 
A) an unattainable reference group 
B) a dissociative reference group 
C) an aspirational reference group 
D) an exclusive reference group

Question 3

A consumer searching for information will create a list of brands or products that he or she will evaluate as options for the solution of a particular problem.This list is referred to as

Accepted Answer

A) the essential set. 
B) the evoked set. 
C) consumer criteria. 
D) the information set. 
E) evaluative criteria. 
A) the essential set. 
B) the evoked set. 
C) consumer criteria. 
D) the information set. 
E) evaluative criteria.

Question 4

Understanding a simple sentence is an example of System 2 thinking.

Accepted Answer

A) True 
 B)False

Question 5

Cognitive dissonance occurs during which stage of the consumer decision-making process?

Accepted Answer

A) postpurchase processes 
B) problem recognition 
C) alternative evaluation 
D) outlet selection 
E) information search 
A) postpurchase processes 
B) problem recognition 
C) alternative evaluation 
D) outlet selection 
E) information search

Question 6

Business-to-business marketing professionals focus on several major categories of business customers.Which of the following is not one of them?

Accepted Answer

A) government markets 
B) consumer markets 
C) institutional markets 
D) producers 
E) reseller markets 
A) government markets 
B) consumer markets 
C) institutional markets 
D) producers 
E) reseller markets

Question 7

Marketers can classify business-to-business buying situations into which three general categories?

Accepted Answer

A) new buy,straight rebuy,and modified rebuy 
B) retail,wholesale,and resell 
C) consumer,government,and institutional 
D) new buy,repeat purchase,and modified purchase 
E) new purchase,modified purchase,and extended purchase 
A) new buy,straight rebuy,and modified rebuy 
B) retail,wholesale,and resell 
C) consumer,government,and institutional 
D) new buy,repeat purchase,and modified purchase 
E) new purchase,modified purchase,and extended purchase

Question 8

Attitudes,perception,learning,and motivation are all ______ processes that can influence consumer behavior.

Accepted Answer

A) environmental 
B) physiological 
C) psychological 
D) situational 
E) sociocultural 
A) environmental 
B) physiological 
C) psychological 
D) situational 
E) sociocultural

Question 9

The term _____ refers to products produced in a way that meets the needs of the present without compromising future generations.

Accepted Answer

The answer of The term _____ refers to products produced...

Question 10

The people that an individual would not like to be like make up his or her

Accepted Answer

A) isolation reference group. 
B) exclusive reference group. 
C) aspirational reference group. 
D) membership reference group. 
E) dissociative reference group. 
A) isolation reference group. 
B) exclusive reference group. 
C) aspirational reference group. 
D) membership reference group. 
E) dissociative reference group.

Question 11

What is the premise behind Maslow's hierarchy of needs and what are the individual needs he outlined in his hierarchy?

Accepted Answer

Abraham Maslow theorized that humans hav

Question 12

According to Maslow's hierarchy of needs,companies that offer home security systems or products focused on accident or disability insurance,are seeking to meet which level of need?

Accepted Answer

A) love/belonging 
B) safety 
C) self-actualization 
D) physiological 
E) esteem 
A) love/belonging 
B) safety 
C) self-actualization 
D) physiological 
E) esteem

Question 13

The five stages most consumers go through when engaged in extended problem solving is called the

Accepted Answer

A) alternative evaluation process. 
B) consumer decision-making process. 
C) purchase decision process. 
D) product evaluation timeline. 
E) want vs.need appraisal. 
A) alternative evaluation process. 
B) consumer decision-making process. 
C) purchase decision process. 
D) product evaluation timeline. 
E) want vs.need appraisal.

Question 14

The formal or informal societal rules that specify or prohibit certain behaviors in specific situations are called ______.

Accepted Answer

The answer of The formal or informal societal rules that...

Question 15

Business sales typically involve professionally trained ______ _____,who are experienced in the policies and procedure necessary to make a large deal and who have also earned the designation of CPM.

Accepted Answer

The answer of Business sales typically involve professionally trained ______...

Question 16

Which of the following factors is unique to B2B buying and is not typically found in B2C buying?

Accepted Answer

A) Most purchases are made at "list price" with cash or credit cards. 
B) Demand is based on consumer needs and preferences. 
C) Decisions are usually made by individuals. 
D) There are a limited number of large buyers,often geographically concentrated in a specific area. 
E) Buyers engage in limited-term or one-time-only relationships with many different sellers. 
A) Most purchases are made at "list price" with cash or credit cards. 
B) Demand is based on consumer needs and preferences. 
C) Decisions are usually made by individuals. 
D) There are a limited number of large buyers,often geographically concentrated in a specific area. 
E) Buyers engage in limited-term or one-time-only relationships with many different sellers.

Question 17

Which of the following is not an institutional market?

Accepted Answer

A) churches 
B) nonprofit organizations 
C) hospitals 
D) local government agencies 
E) schools 
A) churches 
B) nonprofit organizations 
C) hospitals 
D) local government agencies 
E) schools

Question 18

According to your text,which of the following is one of the greatest influences on consumer behavior?

Accepted Answer

A) family members 
B) opinion leaders 
C) knowledgeable salespeople 
D) reference groups 
E) advertising messages 
A) family members 
B) opinion leaders 
C) knowledgeable salespeople 
D) reference groups 
E) advertising messages

Question 19

Janie buys a pack of gum each time she is at the checkout line in the grocery store.This is an example of what type of decision making?

Accepted Answer

A) habitual decision making 
B) high-involvement decision making 
C) sensory decision making 
D) extended problem solving 
E) derived demand 
A) habitual decision making 
B) high-involvement decision making 
C) sensory decision making 
D) extended problem solving 
E) derived demand

Question 20

A ______ is a company that sells mainly to end-user consumers.

Accepted Answer

The answer of A ______ is a company that sells...

Business marketers typically deal with many more buyers than consumer marketers.

A consumer searching for information will create a list of brands or products that he or she will evaluate as options for the solution of a particular problem.This list is referred to as

Understanding a simple sentence is an example of System 2 thinking.

Cognitive dissonance occurs during which stage of the consumer decision-making process?

Business-to-business marketing professionals focus on several major categories of business customers.Which of the following is not one of them?

Marketers can classify business-to-business buying situations into which three general categories?

Attitudes,perception,learning,and motivation are all ______ processes that can influence consumer behavior.

The term _____ refers to products produced in a way that meets the needs of the present without compromising future generations.

The people that an individual would not like to be like make up his or her

What is the premise behind Maslow's hierarchy of needs and what are the individual needs he outlined in his hierarchy?

According to Maslow's hierarchy of needs,companies that offer home security systems or products focused on accident or disability insurance,are seeking to meet which level of need?

The five stages most consumers go through when engaged in extended problem solving is called the

The formal or informal societal rules that specify or prohibit certain behaviors in specific situations are called ______.

Business sales typically involve professionally trained __ _,who are experienced in the policies and procedure necessary to make a large deal and who have also earned the designation of CPM.

Which of the following factors is unique to B2B buying and is not typically found in B2C buying?

Which of the following is not an institutional market?

According to your text,which of the following is one of the greatest influences on consumer behavior?

Janie buys a pack of gum each time she is at the checkout line in the grocery store.This is an example of what type of decision making?

A ______ is a company that sells mainly to end-user consumers.

Why Marketing Matters to You

Strategic Planning

The Global Environment

Marketing Research

Product Development

Segmentation, Targeting, and Positioning

Promotional Strategies

Supply Chain and Logistics Management

Pricing

Retailing

Personal Selling

Digital Social Media Marketing

Customer Relationship Management

Branding

Social Responsibility and Sustainability

Filters

Exam 4: Consumer Behavior

Business marketers typically deal with many more buyers than consumer marketers.

A consumer searching for information will create a list of brands or products that he or she will evaluate as options for the solution of a particular problem.This list is referred to as

Understanding a simple sentence is an example of System 2 thinking.

Cognitive dissonance occurs during which stage of the consumer decision-making process?

Business-to-business marketing professionals focus on several major categories of business customers.Which of the following is not one of them?

Marketers can classify business-to-business buying situations into which three general categories?

Attitudes,perception,learning,and motivation are all ______ processes that can influence consumer behavior.

The term _____ refers to products produced in a way that meets the needs of the present without compromising future generations.

The people that an individual would not like to be like make up his or her

What is the premise behind Maslow's hierarchy of needs and what are the individual needs he outlined in his hierarchy?

According to Maslow's hierarchy of needs,companies that offer home security systems or products focused on accident or disability insurance,are seeking to meet which level of need?

The five stages most consumers go through when engaged in extended problem solving is called the

The formal or informal societal rules that specify or prohibit certain behaviors in specific situations are called ______.

Business sales typically involve professionally trained ______ _____,who are experienced in the policies and procedure necessary to make a large deal and who have also earned the designation of CPM.

Which of the following factors is unique to B2B buying and is not typically found in B2C buying?

Which of the following is not an institutional market?

According to your text,which of the following is one of the greatest influences on consumer behavior?

Janie buys a pack of gum each time she is at the checkout line in the grocery store.This is an example of what type of decision making?

A ______ is a company that sells mainly to end-user consumers.

Why Marketing Matters to You

Strategic Planning

The Global Environment

Marketing Research

Product Development

Segmentation, Targeting, and Positioning

Promotional Strategies

Supply Chain and Logistics Management

Pricing

Retailing

Personal Selling

Digital Social Media Marketing

Customer Relationship Management

Branding

Social Responsibility and Sustainability

Filters

Business sales typically involve professionally trained __ _,who are experienced in the policies and procedure necessary to make a large deal and who have also earned the designation of CPM.