Question 1

Reward-measurement systems are a set of _____ factors that influence buyer behavior.

Accepted Answer

A)  Market 
B)  Demographic 
C)  Organizational 
D)  Environmental 
E)  Individual 
A)  Market 
B)  Demographic 
C)  Organizational 
D)  Environmental 
E)  Individual C

Question 2

A low-risk decision is one:

Accepted Answer

A)  Where the outcome is of high important 
B)  With a high probability of a positive outcome 
C)  Where the outcome itself is not at all important 
D)  With a low probability of a positive outcome 
E)  With a high probability of a negative outcome 
A)  Where the outcome is of high important 
B)  With a high probability of a positive outcome 
C)  Where the outcome itself is not at all important 
D)  With a low probability of a positive outcome 
E)  With a high probability of a negative outcome B

Question 3

Formalization:

Accepted Answer

A)  Is the degree to which the individual works to achieve personal benefit 
B)  Is based on how much and how well buyers do certain tasks 
C)  Affects the latitude that a buying center member has in choosing how to go about making the purchase 
D)  Is the degree to which the individual works to achieve benefit for the company 
E)  Can be thought of in terms of the probability of an outcome and the cost associated with the outcome 
A)  Is the degree to which the individual works to achieve personal benefit 
B)  Is based on how much and how well buyers do certain tasks 
C)  Affects the latitude that a buying center member has in choosing how to go about making the purchase 
D)  Is the degree to which the individual works to achieve benefit for the company 
E)  Can be thought of in terms of the probability of an outcome and the cost associated with the outcome C

Question 4

Buyers may consider many vendors when economic risk is great and the benefits of looking around outweigh shopping costs.

Accepted Answer

A) True 
 B)False

Question 5

According to the behavior choice theory,what is the first stage of the choice process?

Accepted Answer

A)  Choose behavior strategy 
B)  Assess action alternatives 
C)  Identify situation 
D)  Assess requirements 
E)  Evaluate personal relevance 
A)  Choose behavior strategy 
B)  Assess action alternatives 
C)  Identify situation 
D)  Assess requirements 
E)  Evaluate personal relevance

Question 6

The degree to which the individual works to achieve personal benefit is called:

Accepted Answer

A)  Defensive strategy 
B)  Company orientation 
C)  Performance risk 
D)  Offensive strategy 
E)  Self-orientation 
A)  Defensive strategy 
B)  Company orientation 
C)  Performance risk 
D)  Offensive strategy 
E)  Self-orientation

Question 7

_____ is the person's perception of their ability to perform specific tasks.

Accepted Answer

A)  Pride 
B)  Self-esteem 
C)  Self-efficacy 
D)  Valence 
E)  Self-orientation 
A)  Pride 
B)  Self-esteem 
C)  Self-efficacy 
D)  Valence 
E)  Self-orientation

Question 8

Formalization affects the latitude that a buying center member has in choosing how to go about making the purchase.

Accepted Answer

A) True 
 B)False

Question 9

Organizational buyers reduce their perceptions of risk by spreading the risk to other members of the firm.

Accepted Answer

A) True 
 B)False

Question 10

Buying centers are composed of individuals,each of whom plays an autonomous role.

Accepted Answer

A) True 
 B)False

Question 11

Buyer choice theory emphasizes the reward structure rather than the buy-grid.

Accepted Answer

A) True 
 B)False

Question 12

According to the text,which of the following is often the MOST important source of information for buyers?

Accepted Answer

A)  Salespeople 
B)  Stockbrokers 
C)  Wholesalers 
D)  Producers 
E)  Publications 
A)  Salespeople 
B)  Stockbrokers 
C)  Wholesalers 
D)  Producers 
E)  Publications

Question 13

Experience reduces risk because uncertainty can be more accurately evaluated.

Accepted Answer

A) True 
 B)False

Question 14

Compare and contrast financial risk,performance risk,and social risk?

Accepted Answer

Risk can come from any number of sources

Question 15

In which stage of the choice process does the buyer examine the reward structures associated with the situation?

Accepted Answer

A)  Choose behavior strategy 
B)  Assess action alternatives 
C)  Assess requirements 
D)  Evaluate personal relevance 
E)  Identify situation 
A)  Choose behavior strategy 
B)  Assess action alternatives 
C)  Assess requirements 
D)  Evaluate personal relevance 
E)  Identify situation

Question 16

In terms of the buying center roles,the person who sets the budget for the purchase is the:

Accepted Answer

A)  Controller 
B)  Influencer 
C)  Gatekeeper 
D)  Purchasing agent 
E)  Decision maker 
A)  Controller 
B)  Influencer 
C)  Gatekeeper 
D)  Purchasing agent 
E)  Decision maker

Question 17

Compare and contrast influencers and gatekeepers?

Accepted Answer

Influencers are those individuals who se

Question 18

_____ refers to the likelihood that if individuals successfully engage in certain actions,those actions will yield the rewards they want.

Accepted Answer

A)  Formalization 
B)  Instrumentality 
C)  Reciprocation 
D)  Centralization 
E)  Valence 
A)  Formalization 
B)  Instrumentality 
C)  Reciprocation 
D)  Centralization 
E)  Valence

Question 19

The degree to which purchasing tasks and roles are defined by written documents describing procedures and policies is:

Accepted Answer

A)  Centralization 
B)  Instrumentality 
C)  Decentralization 
D)  Valence 
E)  Formalization 
A)  Centralization 
B)  Instrumentality 
C)  Decentralization 
D)  Valence 
E)  Formalization

Question 20

In terms of individual factors,which of the following statements is NOT true?

Accepted Answer

A)  They include demographic factors that influence an individual's buying behavior 
B)  They include psychographic factors that influence an individual's buying behavior 
C)  They include age, education, and title or organizational level of the buyer 
D)  They include the size of the company, profitability, and corporate culture 
E)  They can be psychological factors such as the propensity to take risks 
A)  They include demographic factors that influence an individual's buying behavior 
B)  They include psychographic factors that influence an individual's buying behavior 
C)  They include age, education, and title or organizational level of the buyer 
D)  They include the size of the company, profitability, and corporate culture 
E)  They can be psychological factors such as the propensity to take risks

Reward-measurement systems are a set of _____ factors that influence buyer behavior.

A low-risk decision is one:

Formalization:

Buyers may consider many vendors when economic risk is great and the benefits of looking around outweigh shopping costs.

According to the behavior choice theory,what is the first stage of the choice process?

The degree to which the individual works to achieve personal benefit is called:

_____ is the person's perception of their ability to perform specific tasks.

Formalization affects the latitude that a buying center member has in choosing how to go about making the purchase.

Organizational buyers reduce their perceptions of risk by spreading the risk to other members of the firm.

Buying centers are composed of individuals,each of whom plays an autonomous role.

Buyer choice theory emphasizes the reward structure rather than the buy-grid.

According to the text,which of the following is often the MOST important source of information for buyers?

Experience reduces risk because uncertainty can be more accurately evaluated.

Compare and contrast financial risk,performance risk,and social risk?

In which stage of the choice process does the buyer examine the reward structures associated with the situation?

In terms of the buying center roles,the person who sets the budget for the purchase is the:

Compare and contrast influencers and gatekeepers?

_____ refers to the likelihood that if individuals successfully engage in certain actions,those actions will yield the rewards they want.

The degree to which purchasing tasks and roles are defined by written documents describing procedures and policies is:

In terms of individual factors,which of the following statements is NOT true?

Introduction to Business Marketing

The Character of Business Marketing

The Purchasing Function

Market Opportunities: Current and Potential

Marketing Strategy

Weaving Marketing Into the Fabric of the Firm

Developing and Managing Offerings: What Do Customers

Business Marketing Channels: Partnerships for...

Creating Customer Dialogue

Communicating Via Advertising, trade Shows and PR

The One to One Media

Sales and Sales Management

Pricing and Negotiating for Value

Evaluating Marketing Efforts

Customer Retention and Maximization

Filters

Exam 4: Organizational Buyer Behavior

Reward-measurement systems are a set of _____ factors that influence buyer behavior.

A low-risk decision is one:

Formalization:

Buyers may consider many vendors when economic risk is great and the benefits of looking around outweigh shopping costs.

According to the behavior choice theory,what is the first stage of the choice process?

The degree to which the individual works to achieve personal benefit is called:

_____ is the person's perception of their ability to perform specific tasks.

Formalization affects the latitude that a buying center member has in choosing how to go about making the purchase.

Organizational buyers reduce their perceptions of risk by spreading the risk to other members of the firm.

Buying centers are composed of individuals,each of whom plays an autonomous role.

Buyer choice theory emphasizes the reward structure rather than the buy-grid.

According to the text,which of the following is often the MOST important source of information for buyers?

Experience reduces risk because uncertainty can be more accurately evaluated.

Compare and contrast financial risk,performance risk,and social risk?

In which stage of the choice process does the buyer examine the reward structures associated with the situation?

In terms of the buying center roles,the person who sets the budget for the purchase is the:

Compare and contrast influencers and gatekeepers?

_____ refers to the likelihood that if individuals successfully engage in certain actions,those actions will yield the rewards they want.

The degree to which purchasing tasks and roles are defined by written documents describing procedures and policies is:

In terms of individual factors,which of the following statements is NOT true?

Introduction to Business Marketing

The Character of Business Marketing

The Purchasing Function

Market Opportunities: Current and Potential

Marketing Strategy

Weaving Marketing Into the Fabric of the Firm

Developing and Managing Offerings: What Do Customers

Business Marketing Channels: Partnerships for...

Creating Customer Dialogue

Communicating Via Advertising, trade Shows and PR

The One to One Media

Sales and Sales Management

Pricing and Negotiating for Value

Evaluating Marketing Efforts

Customer Retention and Maximization

Filters