Question 1

In the buying decision process, one of the activities included in the search for products and suppliers is examining catalogues and trade publications.

Accepted Answer

A) True 
 B)False

Question 2

Within the information search step of the consumer decision-making process, what two primary aspects exist?

Accepted Answer

A) Personal information and non-personal information 
B) Selective retention and selective distortion 
C) Internal search and external search 
D) Company-produced information and internal information

Question 3

A mill in Wagga Wagga buys grain from growers in the western region.The mill's purchasing agent will most likely use which buying method?

Accepted Answer

A) Description 
B) Inspection 
C) Sampling 
D) Negotiation 
E) Selection

Question 4

Market researchers for a local bakery determined that Christians consume 63 per cent of the hot cross buns sold in Sydney.This is an example of __________ influence on consumer decision-making processes.

Accepted Answer

A) demographic 
B) situational 
C) subcultural 
D) role 
E) social class

Question 5

Inspection refers to a purchasing method in which a representative unit is taken from a lot and evaluated and the buying decision is then based on the conclusions.

Accepted Answer

A) True 
 B)False

Question 6

Gillian goes to Target to purchase school supplies for her two children.As she is approaching the check-out, she sees a vase she just has to have and buys it immediately.Gillian's purchase of the vase is an example of:

Accepted Answer

A) limited problem solving. 
B) impulse buying. 
C) routinised response behaviour. 
D) addictive consumption. 
E) situational involvement.

Question 7

An opinion leader is likely to be most effective under all of the following conditions except when:

Accepted Answer

A) the follower has high product involvement. 
B) the follower has low product knowledge. 
C) the follower has values and attitudes similar to the opinion leader. 
D) the product details are numerous and complicated. 
E) the follower has attitudes and values that differ from the opinion leader's.

Question 8

Which of these would a marketer not consider when studying the psychological influences of a consumer purchase decision?

Accepted Answer

A) Attitudes towards a product 
B) Learning challenges of using a new product 
C) Family influences on purchase behaviour 
D) Lifestyles that influence consumption 
E) Purchase motives

Question 9

Motives can affect the direction and intensity of behaviour.

Accepted Answer

A) True 
 B)False

Question 10

An attitude consists of one's evaluation feelings and behavioural tendencies towards an object or idea.

Accepted Answer

A) True 
 B)False

Question 11

Individual influencing factors refer to:

Accepted Answer

A) relationships among those in the firm's buying centre. 
B) uncontrollable environmental forces. 
C) the power an individual has within the buying centre. 
D) personal characteristics of individuals in the buying centre. 
E) supplier activities.

Question 12

A marketer's use of framing can make a product characteristic seem more important to a consumer and can facilitate its recall from memory.

Accepted Answer

A) True 
 B)False

Question 13

Brian makes an appointment to visit with a new dermatologist to determine whether he should have several moles on his neck removed.When he arrives at the dermatologist's office, Brian notices a foul odour in the air, worn floor coverings, cluttered rooms with peeling paint and poor lighting.While Brian viewed the dermatologist as competent, Brian decided not to have the moles removed even though the dermatologist recommended removal.Which situational influences most likely affected Brian's decision?

Accepted Answer

A) Social surroundings 
B) Customer's momentary mood and condition 
C) Time pressures 
D) Purchase reasons 
E) Physical surroundings

Question 14

Identify and describe the five major categories of situational influences.

Accepted Answer

The answer of Identify and describe the five major categories...

Question 15

Discuss how reference groups and opinion leaders influence purchase behaviour.

Accepted Answer

The answer of Discuss how reference groups and opinion leaders...

Question 16

Use of __________ and level of conflict among buying centre participants influence business buying decisions.

Accepted Answer

A) money 
B) time 
C) power 
D) resources 
E) personality

Question 17

Which of the following statements regarding social class is true?

Accepted Answer

A) A social class is a closed aggregate of people with similar social ranking. 
B) A social class is an open aggregate of people with similar social ranking. 
C) A social class is a ranking of people by other members of society into positions of social respect. 
D) A social class is an open aggregate of people with different social rankings.

Question 18

Vendor analysis is a formal, systematic evaluation of current and potential suppliers that focuses on a variety of dimensions including price, product quality, delivery service, product availability and overall company reliability.

Accepted Answer

A) True 
 B)False

Question 19

Psychological influences __________ determine people's general behaviour and therefore influence their behaviour as consumers.

Accepted Answer

A) greatly 
B) partly 
C) hardly 
D) rarely 
E) always

Question 20

All companies, no matter their size or market position, maintain only one buying centre.

Accepted Answer

A) True 
 B)False

Exam 5: Consumer and Business Behaviour

In the buying decision process, one of the activities included in the search for products and suppliers is examining catalogues and trade publications.

Within the information search step of the consumer decision-making process, what two primary aspects exist?

A mill in Wagga Wagga buys grain from growers in the western region.The mill's purchasing agent will most likely use which buying method?

Market researchers for a local bakery determined that Christians consume 63 per cent of the hot cross buns sold in Sydney.This is an example of __________ influence on consumer decision-making processes.

Inspection refers to a purchasing method in which a representative unit is taken from a lot and evaluated and the buying decision is then based on the conclusions.

Gillian goes to Target to purchase school supplies for her two children.As she is approaching the check-out, she sees a vase she just has to have and buys it immediately.Gillian's purchase of the vase is an example of:

An opinion leader is likely to be most effective under all of the following conditions except when:

Which of these would a marketer not consider when studying the psychological influences of a consumer purchase decision?

Motives can affect the direction and intensity of behaviour.

An attitude consists of one's evaluation feelings and behavioural tendencies towards an object or idea.

Individual influencing factors refer to:

A marketer's use of framing can make a product characteristic seem more important to a consumer and can facilitate its recall from memory.

Identify and describe the five major categories of situational influences.

Discuss how reference groups and opinion leaders influence purchase behaviour.

Use of __________ and level of conflict among buying centre participants influence business buying decisions.

Which of the following statements regarding social class is true?

Vendor analysis is a formal, systematic evaluation of current and potential suppliers that focuses on a variety of dimensions including price, product quality, delivery service, product availability and overall company reliability.

Psychological influences __________ determine people's general behaviour and therefore influence their behaviour as consumers.

All companies, no matter their size or market position, maintain only one buying centre.