Chapter 5 Quiz Write

____________________ is a characteristic important in influencing an​ innovation's rate of adoption and described by the degree to which the innovation may be tried on a limited basis. A. Communicability B. Complexity C. Motivation D. Divisibility E.Relative advantage

Divisibility

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

Physiological needs

Which of the following is often considered a key business marketing strategy for winning and holding​ accounts? A. systems selling B. straight rebuy C. buying decision D. modified rebuy E. new task

systems selling

refers to the practice of integrating ethnic themes and cross-cultural practices within a company's mainstream marketing a. viral marketing b. cause marketing c. buzz marketing d. guerilla marketing e. total marketing strategy

total marketing strategy

Which of the following are​ tradition-bound, suspicious of​ changes, and adopt the innovation only when it has become something of a tradition​ itself? A. Innovators B. Early adopters C. Early mainstream D. Late mainstream E. Lagging adopters

Lagging adopters

Which of the following refers to the degree to which an innovation fits the values and experiences of potential​ consumers? A. Communicability B. Divisibility C. Complexity D. Compatibility E. Relative advantage

Compatibility

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

Complexity

Marketers of brands understand that they must figure out how to reach​ ___________________ that can exert social influence on others. A. millennials B. cultural segments C. opinion leaders D. social groups E.baby boomers

opinion leaders

Which of the following is likely to slow the adoption of a new​ technology? A.Conceptual complexity B. Divisibility C. Communicability D. Compatibility E. Relative advantage

Conceptual complexity

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

Demand in business markets is derived demand.

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

reference group

Which of the following is NOT a social factor influencing consumer buying​ behavior? A. Word of mouth B. Reference groups C. Online social networks D. Cognitive dissonance E. Opinion leaders

Cognitive dissonance

Consumers obtain information from numerous sources. Which of the following involves dealer and manufacturer​ websites, packaging, and​ displays? A. Commercial sources B. The internet C. Public sources D. Personal sources E. Media sources

Commercial sources

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

Need recognition

The business buying process can be a complex and complicated process with eight basic stages. Which of the following is the first stage in this​ process? A. General need description B. Supplier selection C. Supplier search D. Problem recognition E. Proposal solicitation

Problem recognition

___________________ consists of many different people who play multiple roles in the buying process. A. Buying actors B. The buying center C. The purchasing team D. The buying nucleus E. Buying agents

The buying center

According to the model of buyer​ behavior, what is in a​ buyer's "black​ box"? A. The​ buyer's purchase and​ post-purchase behavior B. The​ buyer's characteristics and decision process C. The​ buyer's attitudes and preferences D. The​ buyer's wants,​ needs, and preferences E. The​ buyer's economic and social preferences

The​ buyer's characteristics and decision process

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

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

________________ is one problem with​ business-to-business e-procurement. A. Reduced purchasing efficiency B. Increased transaction costs C. Increased paperwork requirements D. Increased time between order and delivery E. Suppliers being pitted against one another

Suppliers being pitted against one another

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

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

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

Need​ recognition, information​ search, evaluation of​ alternatives, purchase​ decision, and​ post-purchase behavior

Which of the following is NOT one of the typical advantages of​ e-procurement systems? A. Improving​ customer-supplier relationships B. Allowing buyers to focus on more strategic issues C. Reducing time between order and delivery D. Eliminating paperwork E. Finding better supplier resources

Improving​ customer-supplier relationships

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

Occupation

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

generating​ person-to-person brand conversations