CHAPTER 5 MAR QUIZ

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

B

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

C

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

C

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

C

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

C

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

D

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

D

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. Divisibility B. Relative advantage C. Communicability D. Complexity E. Compatibility

D

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

E

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

E

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

A

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

A

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

B

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

B

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. Traditional marketing B. Buzz marketing C. Direct marketing D. Social marketing E. Values marketing

B

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. family group B. lagging adopter C. reference group D. membership group E. ​late-majority adopter

C

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

C

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

C

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

C

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

C

What is the nature of demand in business​ markets? A. Demand in business markets fluctuates less than in consumer markets. B. Demand in business markets is elastic. 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.

C

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

C

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

E

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

E

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

E