Chapter 5

_________ refers to the practice of including ethnic themes and​ cross-cultural practices within a​ company's mainstream. A. A total market strategy B. Guerilla marketing C. Cause marketing D. Viral marketing E. Buzz marketing

A. A total market strategy

​______________ is the first stage in the new product adoption process. A. Awareness B. Interest C. Trial D. Evaluation E. Adoption

A. Awareness

​_________ is NOT a characteristic important in influencing an​ innovation's rate of adoption. A. Motivation B. Relative advantage C. Complexity D. Divisibility E. Communicability

A. Motivation

Which of the following lists the five steps of the buyer decision process in the correct​ order? A.Need​ recognition, information​ search, evaluation of​ alternatives, purchase​ decision, and postpurchase behavior. B.Need​ recognition, purchase​ decision, information​ search, evaluation of​ alternatives, and postpurchase behavior. C.Purchase​ decision, need​ recognition, information​ search, evaluation of​ alternatives, and postpurchase behavior. D.Need​ recognition, information​ search, purchase​ decision, evaluation of​ alternatives, and postpurchase behavior. E.Need​ recognition, evaluation of​ alternatives, information​ search, purchase​ decision, and postpurchase behavior.

A. Need​ recognition, information​ search, evaluation of​ alternatives, purchase​ decision, and postpurchase behavior.

Consumers can obtain information from any of several sources. Which source is the most effective in that they legitimize the​ product? A. Personal sources B. Media sources C. Public sources D. Commercial sources E. The Internet

A. Personal sources

Which of the following needs in​ Maslow's hierarchy is generally satisfied​ first? A. Physiological needs B. ​Self-actualization needs C. Social needs D. Esteem needs E. Safety needs

A. Physiological needs

One problem with​ business-to-business e-procurement is that it​ _______. A. can erode​ long-standing customer-supplier relationships B. increases the time between order and delivery C. reduces purchasing efficiency D. increases paperwork requirements E. increases transaction costs

A. can erode​ long-standing customer-supplier relationships

In which type of buying situation will a buyer usually go through all the stages of the business buying​ process? A. The purchase of raw materials B. A new task buying situation C. A modified rebuy D. The purchase of a business service E. A straight rebuy

B. A new task buying situation

What is the nature of demand in business​ markets? A.Demand in business markets does not fluctuate. B.Demand in business markets is derived demand. C.Business market demand is independent of consumer market demand. D.Demand in business markets is elastic. E.Demand in business markets fluctuates less than in consumer markets.

B. Demand in business markets is derived demand.

This adopter group is skeptical and only adopts new products after a majority of people has tried it. A. Early mainstream. B. Late mainstream. C. Innovators. D. Early adopters. E. Lagging adopters.

B. Late mainstream.

What is the first step of the buyer decision​ process? A. Alternative evaluation B. Need recognition C. Information search D. Postpurchase behavior E. Purchase decision

B. Need recognition

​_________ refers to the degree to which innovation appears superior to existing products. A. Communicability B. Relative advantage C. Complexity D. Divisibility E. Compatibility

B. Relative advantage

According to the model of buyer​ behavior, what is in a​ buyer's black​ box? A. The four Ps B. The​ buyer's characteristics and the​ buyer's decision process C. Purchase behavior D. Attitudes and preferences E. Cultural forces

B. The​ buyer's characteristics and the​ buyer's decision process

Which of the following types of marketing involves creating opinion leaders to serve as brand ambassadors to spread the word about a​ company's products? A. Social marketing B. Traditional marketing C. Buzz marketing D. Direct marketing E. Values marketing

C. Buzz marketing

In a​ _________, the​ business-to-business buyer reorders something without modifications. A. new task B. system selling C. straight rebuy D. buying decision E. modified rebuy

C. straight rebuy

What determines if a buyer is satisfied or dissatisfied with a​ purchase? A. How others feel about the purchase B. Whether or not the buyer experiences cognitive dissonance C. The amount of information gathered in the decision process D. The relationship between the​ consumer's expectations and the​ product's perceived performance E. The number of alternatives considered in the purchase decision

D. The relationship between the​ consumer's expectations and the​ product's perceived performance

All the people involved in the buying decision in an organization are collectively known as​ _______. A. the purchasing team B. the buying nucleus C. buying actors D. the buying center E. buying agents

D. the buying center

Which of the five characteristics identified in the text has an inverse relationship with an​ innovation's rate of​ adoption? As this characteristic​ increases, the rate of adoption is slower. A. Compatibility B. Divisibility C. Communicability D. Relative advantage E. Complexity

E. Complexity

Which of the following statements regarding the business market is​ correct? A. The business market has more buyers than the consumer market. B. In the business market buying​ process, buyers and sellers are less dependent on each other than in the consumer market. C. Business buying decisions are less complex than consumer buying decisions. D. The business market is not as large as the consumer market in terms of dollars spent and items purchased. E. Many sets of business purchases are made for one set of consumer purchases.

E. Many sets of business purchases are made for one set of consumer purchases.

Which of the following is a personal factor that influences a​ consumer's buying​ behavior? A. Family B. Social networks C. Motivation D. Status E. Occupation

E. Occupation

Which of the following is a social factor that influences consumer buying​ behavior? A. Personality B. ​Life-cycle stage C. Occupation D. Economic situation E. Roles and status

E. Roles and status

When marketers want to promote their products and services through​ word-of-mouth marketing​ programs, they typically begin by​ ________. A. developing print and radio advertisements B. pushing​ one-way commercials at customers C. withdrawing from online social networks D. identifying and targeting late adopters E. generating​ person-to-person brand conversations

E. generating​ person-to-person brand conversations

​Age, personality, buying​ style, and job position are​ ________ factors that can influence the business buying decision process. A. economic B. cultural C. organizational D. interpersonal E. individual

E. individual

Items such as technical​ specifications, quantity, delivery​ time, return policies and warranties are included in the​ ____________. A. proposal solicitation B. general need description C. supplier selection D. product specification E. order routine specification

E. order routine specification

A purse​ company's ads feature the members of a popular housewives reality show. Product sales increase significantly among the fans. From the​ fans' viewpoint, the housewives reality show is​ a(n) _____. A. ​late-majority adopter B. family group C. membership group D. lagging adopter E. reference group

E. reference group