Question 1

Interpersonal factors are a major influence on business buyer behavior.

Accepted Answer

A) True 
 B)False

Question 2

Social class is not determined by a single factor, such as income, but is measured as a combination of occupation, income, education, wealth, and other variables.

Accepted Answer

A) True 
 B)False

Question 3

Becca wants to buy a new coat. She asks her friends to recommend a store and/or a style of coat. She looks for sale advertisements for coats in newspapers and also visits nearby stores to check if she can find a coat in her budget. In this case, Becca is most likely in the ________ stage of the buyer decision process.

Accepted Answer

A)  product evaluation 
B)  evaluation of alternatives 
C)  need recognition 
D)  information search 
E)  purchase decision

Question 4

The McDonald's corporate brand name and golden arches can be classified as ________ that may potentially stimulate an individual's attention and decision about whether or not to dine at the restaurant.

Accepted Answer

A)  cues 
B)  drives 
C)  motives 
D)  needs 
E)  attitudes

Question 5

Electric cars are not considerably different or difficult to drive relative to gas-powered cars. However, this is not aligned with the perceptions or conceptual concerns held by the public about the new technology. This will likely slow the adoption rate due to the ________ of the innovation.

Accepted Answer

A)  relative advantage 
B)  compatibility 
C)  complexity 
D)  divisibility 
E)  communicability

Question 6

Jeff is in the process of buying a new car. He carefully analyzes the features that he wants in a car, and perceives significant differences in price, quality, and features among three of his favorite models. He rates the models on each factor and ranks them in the order of his preference. To which of the following stages of the buyer decision process will Jeff most likely proceed next?

Accepted Answer

A)  postpurchase behavior 
B)  evaluation of alternatives 
C)  information search 
D)  need recognition 
E)  purchase decision

Question 7

Which of the following is considered a major influence on business buyer behavior?

Accepted Answer

A)  general need 
B)  organizational factors 
C)  social forces 
D)  demographic criteria 
E)  performance reviews

Question 8

Which of the following terms is used to describe a specific mix of human traits that may be attributed to a particular brand?

Accepted Answer

A)  brand perception 
B)  brand architecture 
C)  brand personality 
D)  brand loyalty 
E)  brand equity

Question 9

Describe the buying behavior, characteristics, and media habits of different subcultures in the United States.

Accepted Answer

The answer of Describe the buying behavior, characteristics, and media...

Question 10

Fred's faith in Asics, his favorite brand of running shoes, makes him consider other offerings introduced by Asics. Fred is not a risk-taker, and he tends to evaluate each new product carefully before adopting it. Fred is an opinion leader in his social networking community and best described as a(n)________.

Accepted Answer

A)  lagging adopter 
B)  innovator 
C)  early adopter 
D)  early mainstream adopter 
E)  late mainstream adopter

Question 11

________ is the process by which people select, organize, and interpret information to form a meaningful picture of the world.

Accepted Answer

A)  Retention 
B)  Motivation 
C)  Selective perception 
D)  Perception 
E)  Learning

Question 12

Which of the following is a psychographic characteristic of a consumer?

Accepted Answer

A)  gender 
B)  age 
C)  lifestyle 
D)  occupation 
E)  economic status

Question 13

A company regularly purchases cleaning supplies from a vendor and orders relatively consistent amounts of the same products on each purchase from the same vendor. This is an example of a(n)________.

Accepted Answer

A)  modified rebuy 
B)  new task situation 
C)  straight rebuy 
D)  dual distribution system 
E)  exclusive distribution system

Question 14

Discuss the advantages and disadvantages of e-procurement?

Accepted Answer

The answer of Discuss the advantages and disadvantages of e-procurement?...

Question 15

Which of the following is most likely a true statement about social class?

Accepted Answer

A)  Members of a social class vary drastically in their values, interests, and behaviors. 
B)  In the United States, the lines between social classes are fixed and rigid. 
C)  Social classes show distinct product preferences in areas such as clothing. 
D)  Wealth is a more important variable than education in measuring social class. 
E)  Consumers of the same age belong to the same social class.

Question 16

Which of the following is a personal factor that influences a consumer's buying behavior?

Accepted Answer

A)  life-cycle stage 
B)  motivation 
C)  status 
D)  family 
E)  social networks

Question 17

In the context of the business buying decision process, what is a buying center? Explain why it presents a major marketing challenge.

Accepted Answer

The answer of In the context of the business buying...

Question 18

A(n)________ becomes a motive when it is directed toward a particular stimulus object.

Accepted Answer

A)  cue 
B)  drive 
C)  response 
D)  belief 
E)  attitude

Question 19

The larger the gap between expectations and performance of a product, the greater a consumer's dissatisfaction.

Accepted Answer

A) True 
 B)False

Question 20

Tom usually buys new devices such as PDAs, DVRs, and MP3 players only after his friends and family start owning these devices. In this case, Tom is an innovator.

Accepted Answer

A) True 
 B)False

Exam 5: Understanding Consumer and Business Buyer Behavior

Interpersonal factors are a major influence on business buyer behavior.

Social class is not determined by a single factor, such as income, but is measured as a combination of occupation, income, education, wealth, and other variables.

The McDonald's corporate brand name and golden arches can be classified as ________ that may potentially stimulate an individual's attention and decision about whether or not to dine at the restaurant.

Electric cars are not considerably different or difficult to drive relative to gas-powered cars. However, this is not aligned with the perceptions or conceptual concerns held by the public about the new technology. This will likely slow the adoption rate due to the ________ of the innovation.

Which of the following is considered a major influence on business buyer behavior?

Which of the following terms is used to describe a specific mix of human traits that may be attributed to a particular brand?

Describe the buying behavior, characteristics, and media habits of different subcultures in the United States.

________ is the process by which people select, organize, and interpret information to form a meaningful picture of the world.

Which of the following is a psychographic characteristic of a consumer?

A company regularly purchases cleaning supplies from a vendor and orders relatively consistent amounts of the same products on each purchase from the same vendor. This is an example of a(n) ________.

Discuss the advantages and disadvantages of e-procurement?

Which of the following is most likely a true statement about social class?

Which of the following is a personal factor that influences a consumer's buying behavior?

In the context of the business buying decision process, what is a buying center? Explain why it presents a major marketing challenge.

A(n) ________ becomes a motive when it is directed toward a particular stimulus object.

The larger the gap between expectations and performance of a product, the greater a consumer's dissatisfaction.

Tom usually buys new devices such as PDAs, DVRs, and MP3 players only after his friends and family start owning these devices. In this case, Tom is an innovator.