Ch. 5 and 6 Quiz Questions
Demand for outboard motors depends on consumers purchasing fishing boats. This is an example of ________ demand. A. negative B. derived C. elastic D. primary E. composite
derived
A new task situation presents ________. A. the greatest opportunity and the greatest challenge to the marketer B. low risk for the buyer C. the fewest decisions for the buyer D. the least information required E. the smallest number of decision participants
the greatest opportunity and the greatest challenge to the marketer
In which type of buying situation will a buyer usually go through all eight stages of the business buying process? A. The purchase of a business service B. The purchase of raw materials C. A new task buying situation D. A straight rebuy E. A modified rebuy
A new task buying situation
Five characteristics are important in influencing an innovation's rate of adoption. As ________ increases, the rate of adoption is slower. A. Compatibility B. Divisibility C. Communicability D. Relative advantage E. Complexity
Complexity
Which of the following statements regarding the buyer decision process is correct? A. The buyer decision process consists of four stages. B. The nature of the product has no effect on the buyer decision process. C. Consumers may, in some situations, skip steps in the buyer decision process. D. Consumers go through all stages of the buyer decision process for every purchase situation. E. Consumers tend to take the same amount of time going through the stages of the buyer decision process.
Consumers may, in some situations, skip steps in the buyer decision process.
What are the four general characteristics that influence consumer purchases? A. Cultural characteristics, technological characteristics, social characteristics, and personal characteristics B. Cultural characteristics, social characteristics, personal characteristics, and psychological characteristics C. Economic characteristics, technological characteristics, demographic characteristics, and political characteristics D. Cultural characteristics, social characteristics, demographic characteristics, and the buyer decision process E. Technological characteristics, social characteristics, personal characteristics, and the buyer decision process
Cultural characteristics, social characteristics, personal characteristics, and psychological characteristics
Which of the following statements is correct regarding major influences on business buyer behavior? A. Interpersonal factors have little influence on business buyer behavior. B. Emotion plays an important role in business buying decisions. C. Marketers in the B-to-B market are not concerned with competitive developments in their environment. D. Culture is more important to domestic B-to-B marketers than to global B-to-B marketers. E. Economic factors have little influence on business buying decisions.
Emotion plays an important role in business buying decisions.
Which of the following correctly defines the consumer market? A. Individuals and households that buy goods and services for personal consumption B. Consumers and the businesses that sell to them C. Consumers who spend more than $5000.00 yearly on goods and services D. Manufacturers, resellers, and consumers E. Consumers and the resellers who consumers buy their products from
Individuals and households that buy goods and services for personal consumption
Business-to-business marketing involves buying and selling goods or services by which of the following? A. Manufacturers, producers, retailers, the government B. Consumers, manufacturers, resellers, suppliers C. Manufacturers, producers, retailers, consumers D. Manufacturers, producers, retailers, wholesalers E. Manufacturers, retailers, consumers, wholesalers
Manufacturers, producers, retailers, wholesalers
Which of the following statements regarding the business market is correct? A. In the business market buying process, buyers and sellers are less dependent on each other than in the consumer market. B. The business market has more buyers than the consumer market. C. The business market is not as large as the consumer market in terms of dollars spent and items purchased. D. Many sets of business purchases are made for one set of consumer purchases. E. Business buying decisions are less complex than consumer buying decisions.
Many sets of business purchases are made for one set of consumer purchases.
Items such as technical specifications, quantity, delivery time, return policies, and warranties are included in which stage of the buying decision process? A. Product specification B. General need description C. Supplier selection D. Proposal solicitation E. Order-routine specification
Order-routine specification
What determines whether a buyer is satisfied or dissatisfied with a purchase? A. Satisfaction is determined by the relationship between the consumer's expectations and the product's perceived performance B. Whether or not the buyer experienced cognitive dissonance C. The number of alternatives considered in the purchase decision D. How others feel about the purchase E. The amount of information gathered in the decision process
Satisfaction is determined by the relationship between the consumer's expectations and the product's perceived performance
Which of the following statements regarding the U.S. government market is correct? A. The government tends to favor foreign suppliers over domestic suppliers. B. Government buying is not scrutinized by outside publics. C. The U.S. government market is not affected by environmental factors. D. The U.S. government is the largest buyer of goods and services in the world. E. Selling to the U.S. government requires no specific knowledge of that market.
The U.S. government is the largest buyer of goods and services in the world.
What are the two major components of a B-to-B marketer's buying activity? A. The buying decision process and systems selling B. The buying center and organizational members who will use the product or service C. The buying center and the buying decision process D. Pricing and promotion E. The buying center and consumer demand
The buying center and the buying decision process
According to the model of buyer behavior, what are the two parts of a buyer's black box? A. Cultural forces and marketing stimuli B. The 4 Ps and social forces C. The buyer's attitudes and preferences and the buyer's purchase behavior D. Purchase behavior and cultural forces E. The buyer's characteristics and the buyer's decision process
The buyer's characteristics and the buyer's decision process
The statements, "I only buy the best" and "The Japanese make the best cars in the world," represent ________. A. physiological needs B. motives C. perceptions D. attitudes E. drives
attitudes
Business markets are similar to consumer markets in that ________. A. both involve people who assume buying roles and make purchase decisions to satisfy needs B. both share the same market structure C. the decision processes involved in both the markets are same D. the types of decisions are fairly consistent in both the markets E. the nature of the buying unit is the same for both
both involve people who assume buying roles and make purchase decisions to satisfy needs
Business buyer behavior refers to the ________. A. buying behavior of the organizations that buy goods and services for use in the production of other products and services that are sold, rented, or supplied to others B. strong affinity of businesses for value-for-money deals C. buying behavior of consumers who rely on small retailers for the regular supply of provisions D. buying behavior of consumers who buy goods and services for personal consumption E. decision process by which business buyers determine which products and services their organizations need to purchase
buying behavior of the organizations that buy goods and services for use in the production of other products and services that are sold, rented, or supplied to others
Unlike marketers in the consumer market, business-to-business marketers __________. A. are not concerned with creating customer value B. use a less formalized buying process C. respond to elastic demand for their goods D. can ignore customer needs E. deal with far fewer but far larger buyers
deal with far fewer but far larger buyers
What is the most important consumer buying organization in society? A. membership group B. reference group C. subculture D. social class E. family
family
The Pure Drug Company produces insulin, a product with a very stable demand. Even though the price changed several times in the past two years, the demand for Pure Drug's insulin remained relatively unaffected. In this instance, the demand for insulin is representative of ________ demand. A. composite B. negative C. derived D. inelastic E. latent
inelastic
Differences between business markets and consumer markets include all of the following EXCEPT ________. A. nature of the buying unit B. people who make purchase decisions to satisfy needs C. number of buyers D. types of decisions and the decision process E. market structure and demand
people who make purchase decisions to satisfy needs
Consumer motivation, perception, and learning are related to the __________ factors influencing consumer behavior. A. social B. cultural C. subcultural D. personal E. psychological
psychological
In which of the following would the buyer reorder a product without any modifications? A. new task B. modified rebuy C. reverse auction D. straight rebuy E. solution selling
straight rebuy
Two things can come between the intention to make a purchase and the actual purchase: the first is the attitudes of others and the second is __________. A. permission from others B. lack of information C. poor decision-making skills D. too many choices E. unexpected situational factors
unexpected situational factors