Marketing Management Chapter 6 & 7

________ communication is communicating through means such as time and personal space. A) Transformational B) Nonverbal C) Transactional D) Situational E) Meta

B) Nonverbal

Which statement is true about customer relationships in business markets? A) A strong impersonal relationship with customers is critical in maintaining one's business. B) One-on-one personal communication is the most important tool in developing and maintaining customer relationships. C) An impersonal relationship in B2B markets often connotes a greater emphasis on technology. D) Customers demand not only an impersonal relationship with their vendors but also an efficient one. E) Customers prefer direct communication mediums such as email and direct mail for any correspondence.

B) One-on-one personal communication is the most important tool in developing and maintaining customer relationships.

________ is a set of unique personal qualities that produce distinctive responses across similar situations. A) Attitude B) Personality C) Ideology D) Lifestyle E) Mind-set

B) Personality

________ is a ranking of individuals into harmonized groups based on demographic characteristics such as age, education, income, and occupation. A) Classical conditioning B) Social class C) Reference group D) Operant class E) Household life cycle (HLC)

B) Social class

Target marketing is the process by which________. A) the market is divided into cohesive groups B) a company evaluates market segments and decides which ones have the most potential for development C) a company chooses which advertising strategy to use D) the customer groups are evaluated on the basis of high or low churn to see which is the most profitable E) a company collects cookies to track everyone who visits its website

B) a company evaluates market segments and decides which ones have the most potential for development

When a retail chain sells winter coats, it sends them to different stores at different times of the year. Which approach to geographic segmentation in the United States does this scenario exemplify? A) by region B) by climate C) by size of population D) by growth in population E) by density of population

B) by climate

Electronic data interchange (EDI) allows A) organizations to request RFPs from potential vendors. B) customer computers to communicate directly with supplier computers. C) computers to fulfill the functions of a buying center on a virtual network. D) customers to determine the real cost of a purchase through a set of computer metrics. E) organizations to maintain a more personal relationship with customers through email.

B) customer computers to communicate directly with supplier computers.

Information can be misunderstood or made to fit existing beliefs, a process known as selective A) awareness. B) distortion. C) memory. D) retention. E) hearing.

B) distortion.

Graduating from college, getting married, and having a child all transform an individual's buying habits and are referred to as the A) lifecycle buying stages. B) family life cycle. C) life stages. D) lifestyle cycle. E) life circumstance.

B) family life cycle.

Laurie is an avid consumer of conservative news and never watches a program that conflicts with her beliefs. Susan watches both liberal and conservative outlets in order to know all the facts and opinions before forming her own. Compared to Laurie, Susan is engaged in A) cognitive dissonance. B) high-involvement learning. C) low-involvement learning. D) limited information involvement. E) minimal learning.

B) high-involvement learning.

When people are concerned about the outcome of a process, they will spend more time acquiring information about product options and become more emotionally connected to the process and the decision by engaging in A) high-involvement purchase. B) high-involvement learning. C) low-involvement purchase. D) limited information search. E) minimal information search.

B) high-involvement learning.

What is something that shapes a person's belief system? A) obedience B) information from trusted sources C) hard work and freedom D) reciprocity E) cognitive learning

B) information from trusted sources

Jazmine is considered a(n)________ when it comes to wine because she has information about many kinds of wine, places to shop, and other facets of the wine market. Her friends always go to her when they need something for a special occasion. A) social class B) market maven C) subculture D) cognitive dissonance E) cottage industry

B) market maven

When a company has used a product and supplier in the past, but decides to seek additional information on other suppliers in the marketplace, it is in the process of a(n) A) straight rebuy. B) modified rebuy. C) new purchase. D) adapted rebuy. E) aspirational purchase.

B) modified rebuy.

A person shops differently when the line at the checkout is long. This is due to A) aspirational purchases. B) personal circumstances. C) physical placement. D) social factors. E) cultural values.

B) personal circumstances.

In the United States, most business conversations occur between three and five feet, which is a greater distance than in Latin American cultures. This is an example of differences in A) situational factors. B) personal space. C) cultural factors. D) time perception. E) value equity.

B) personal space.

When Benoit was asked to describe Sherry, he didn't describe her based on her age or education; rather, he talked about her easygoing manner, which reflected her A) appearance. B) personality. C) household life cycle. D) family life cycle. E) aptitude.

B) personality.

Organizations communicate one or more sources of value to customers in a way that the customer can easily make the connection between his or her needs and wants and what the product has to offer. Execution of this approach is referred to as a firm's________ strategy. A) segmentation B) positioning C) production D) sales E) distribution

B) positioning

Ji Hun's beliefs, attitudes, and behaviors are influenced by his friends. His friends can be identified as a(n)________ group. A) leading B) reference C) influential D) association E) transactional

B) reference

Companies like Home Depot sell to the B2B market and B2C market out of the same store. This puts the company in the category of a(n) A) gatekeeper. B) reseller. C) wholesaler. D) market maven. E) construction industry.

B) reseller.

When shopping with her friend, Marissa chooses the same products that her friend likes and buys. This is an example of________ affecting the actual choice decision. A) physical surroundings B) social circumstances C) time circumstances D) time E) state of mind

B) social circumstances

Narcissa bought her dress for the recital because it was a designer gown and she felt important wearing it, and she needed that confidence before performing. This represents the importance of the________ aspect of a product. A) instrumental performance B) symbolic performance C) social aptitude D) disposability E) use/nonuse

B) symbolic performance

In the purchase process, one purpose of outlining product specifications is A) to identify purchase agents who are experts at preparing a request for proposal. B) to guide potential suppliers. C) to ensure people buy the product. D) to clearly and concisely present the timeline for the steps leading to the final decision. E) to ensure that the customer has accepted the value proposition.

B) to guide potential suppliers.

John is the groundskeeper for a golf course. Her recommends the kind of grass to grow and how to maintain it. The golf pro and club manager consult with him about what new equipment the club needs to maintain the fairways and greens, including mowers, aerators, and chemicals. John plays the role of a(n)________ in the buying process. A) market maven B) user C) decider D) opinion leader E) gatekeeper

B) user

________ choices tend to be more holistic than emotional choices, using summary impressions rather than specific attributes to evaluate the options and affect even important purchases such as a car or house. A) Rational B) Balanced C) Attitude-based D) State-of-mind E) Weighted

C) Attitude-based

Which contemporary theory of motivation believes that to create satisfied employees, a company must focus on motivators? A) Maslow's hierarchy of needs B) Expectancy theory C) Herzberg's two-factor theory D) McClelland's achievement motivation theory E) Aldelfer's ERG theory

C) Herzberg's two-factor theory

The ability to get secondary and/or primary data on a market being considered for segmentation relates to which question about segmentation? A) Can the segment be reached in terms of physical product? B) Is the segment of sufficient size to warrant investing in a unique value-creating strategy for that segment as a target market? C) Is the segment readily identifiable and can it be measured? D) Can the segment be reached in order to deliver the value of the product, and subsequently can it be effectively and efficiently managed? E) Is the segment clearly differentiated on one or more important dimensions when communicating the value of the product?

C) Is the segment readily identifiable and can it be measured?

________ is any change in the content or organization of long-term memory or behavior. A) Conditioning B) Memory C) Learning D) Dissonance E) Training

C) Learning

What is one of the basic principles behind segmentation? A) All customers are alike. B) Subgroups of customers are not similar. C) Subgroups will be smaller and more homogeneous than the overall market. D) Members of a heterogeneous market cannot allow for dividing the market into subgroups. E) In an undifferentiated market, each person has unique needs and wants.

C) Subgroups will be smaller and more homogeneous than the overall market.

Which statement is TRUE about North American Industrial Classification System (NAICS) codes? A) The NAICS codes are considered to be perfect codes that adjust to a country's own unique economic structure. B) The NAICS codes apply to the major economies of the world except Mexico and Canada. C) The NAICS codes make it possible to purchase detailed information on each of the codes in the system. D) The NAICS code defines 10 business sectors based on a four-digit hierarchical code. E) The NAICS code classifies companies on the basis of their tertiary output.

C) The NAICS codes make it possible to purchase detailed information on each of the codes in the system.

Which statement is TRUE about government purchases? A) They require minimal information regarding product specifications. B) The purchase process is very simple and less time-consuming than B2B. C) The U.S. government is the single largest buyer of goods and services in the world. D) Profitability is the fundamental driver in making these purchases. E) These purchases often include an emotional component.

C) The U.S. government is the single largest buyer of goods and services in the world.

________ are the marketing activities that affect the consumer decision process. A) Value proposition, technology, and segmentation B) Culture, society, and technology C) Value proposition, distribution, and marketing communications D) Distribution, technology, and promotion E) Marketing communications, technology, and politics

C) Value proposition, distribution, and marketing communications

Dammon works at a pizza shop. He is a single father and makes only minimum wage. However, by utilizing the new financial terms available, he recently leased a BMW automobile; this is an example of a(n)________ purchase. A) demographic B) organizational C) aspirational D) concentrated E) objective

C) aspirational

While developing a segmentation approach, the brand manager of a soft drinks manufacturing company says that a specific segment has sufficient size. He means that the market________. A) has a large enough television audience to be worth considering B) is reachable C) can provide a positive return on investment D) has many customers in it E) is homogeneous

C) can provide a positive return on investment

Positioning relies on the communication of one or more sources of value to customers in a way that the customer can easily make the connection between the________. A) cost of the product and the quality B) way the 4Ps of the marketing mix work with one another C) customer's needs and wants and what the product has to offer D) product and its advertising E) salesperson and the customer at a personal level

C) customer's needs and wants and what the product has to offer D) product and its advertising

In the purchase process, once a problem has been identified, the next step is to A) seek sales proposals. B) identify potential suppliers. C) define the need and develop product specifications. D) prepare a distribution document resembling the request for proposal. E) evaluate equally-qualified vendors and purchase criteria.

C) define the need and develop product specifications.

The relationship between consumer demand for products and demand for B2B products is known as________ demand. A) psychographic B) fluctuating C) derived D) latent E) inelastic

C) derived

When VHS tapes became unpopular, retail stores no longer ordered them from suppliers, who no longer ordered them from manufacturers, who ceased to make them, and the stores instead ordered the more popular DVDs. This illustrates how________ demand impacts the supply chain. A) psychological B) fluctuating C) derived D) latent E) inelastic

C) derived

The household life cycle is changing primarily due to changes in A) cultural beliefs. B) cultural values. C) family structure. D) product lifecycle. E) social class.

C) family structure.

B2B demand is more________ in general than B2C demand for products or services. A) elastic B) bimodal C) inelastic D) systemic E) variable

C) inelastic

Taichi noticed that one of the manufacturing teams lost productivity over a six-month period. She puts together a document that describes the productivity loss and does a study to determine the cause. She finds that one of the key machines in the process breaks down often. Taichi asks several machine manufacturers to come in to make proposals for new machines. Taichi is playing the role of a(n) A) influencer. B) gatekeeper. C) initiator. D) arbitrator. E) reseller.

C) initiator.

Matthew has a new dog and is shopping for a pet grooming tool. He just picks up the first brush he sees and buys it. This is an example of A) cognitive dissonance. B) high-involvement learning. C) low-involvement learning. D) limited information involvement. E) minimal learning.

C) low-involvement learning.

What is a psychological attribute that affects consumer choices? A) occupation B) gender C) perception D) lifestyle E) education

C) perception

When Mia wakes up in the morning, she thinks about what she would like to do that day and how she would like to feel. She is thinking about a(n)________ state. A) real B) ideal C) preferred D) experiential E) complete

C) preferred

The most fundamental criterion in vendor selection is A) degree of affiliation. B) risk tolerance. C) reliability. D) location. E) intangibility.

C) reliability.

Babette is exposed to around 2,500 messages daily. Since she cannot process, let alone retain, all those messages, she focuses on what is relevant and eliminates what is not. What psychological tool does she employ? A) cognitive learning B) selective distortion C) selective awareness D) selective retention E) subliminal hearing

C) selective awareness

Sociologists look for defining events such as major economic upheaval, wars, and________ as triggers for generational change. A) political stability B) marketing opportunities C) sociocultural revolution D) foreign policy changes E) population growth

C) sociocultural revolution

A________ chain is the synchronized movement of goods through the channel. A) product B) value C) supply D) time-series E) demand

C) supply

Marketers use geographic segmentation when________. A) certain geographic regions have more diverse populations B) geography determines one's likes and dislikes C) there is evidence that consumers respond differently to marketing strategies and programs based on where they live D) there is a strong demand for the products and services of the company in some geographic regions E) people in some regions are richer than people in other regions

C) there is evidence that consumers respond differently to marketing strategies and programs based on where they live

________ information sources include independent groups, personal associations, marketer-created information, and experiences. A) External B) Internal C) Low D) High E) Preferred

A) External

________ criteria are a set of analyses and metrics grouped together to assess the cost of ownership. A) Financial B) Service C) Transactional D) End user E) Value

A) Financial

Internal forces such as________ affect consumer choices. A) age and attitude B) situation and education C) personality and social factors D) learning and culture E) location and culture

A) age and attitude

Selective________ refers to a tool that helps individuals focus on what is relevant and eliminate what is not. A) awareness B) distortion C) retention D) attention E) hearing

A) awareness

When baby boomers hear music that connects them with positive memories and the product and brand that is being advertised, it demonstrates the idea of A) conditioned learning. B) operant conditioning. C) cognitive learning. D) organizational learning. E) operant memory.

A) conditioned learning.

Americans tend to value hard work and achievement while Japanese citizens tend to value harmony and hierarchy. This shows a difference in________ factors. A) cultural B) social C) internal D) psychological E) situational

A) cultural

Segmenting markets means that a company is________. A) dividing the market into meaningful smaller markets based upon common characteristics B) selecting the markets to compete against in the marketplace C) selecting a corporate position to communicate to potential customers D) identifying and calculating the churn rate in different markets E) identifying the customers who have frequently purchased competitor's products or services

A) dividing the market into meaningful smaller markets based upon common characteristics

When a company solicits RFPs from suppliers with an open vendor search, the goal is to A) get several proposals to help with negotiations. B) get one good response from a preferred vendor. C) get many responses so as to gain a competitive advantage. D) opt for a vendor who uses well-developed service recovery strategies to gain customers. E) opt for a vendor who focuses primarily on the service criteria rather than on developing value.

A) get several proposals to help with negotiations.

Karan is highly influenced by his work environment. He will most likely A) go for a vacation at the same places as his coworkers. B) avoid vacationing at the same places as his coworkers. C) make different purchase decisions from his coworkers. D) shop in locations that are not preferred by his coworkers. E) wear clothes that set him apart from his coworkers.

A) go for a vacation at the same places as his coworkers.

Age is a commonly used method of segmentation. Age alone, however, may be dangerous because________. A) grouping customers into one group is an approach that fails to consider the vast differences in other important variables B) chronological age and psychological age are the same C) older consumers exhibit very few differences from person to person on things such as income, mobility, and work status D) this approach ignores chronological age E) this approach presumes irregularity of consumer needs and wants by age

A) grouping customers into one group is an approach that fails to consider the vast differences in other important variables

Demographic segmentation is best described as using characteristics of________ to identify markets. A) human populations B) geography C) economics D) political stability E) government regulations

A) human populations

Jorge is trying to sell a metal-bending machine to a manufacturing firm. He decides to talk to people inside the firm who have expertise in metal bending, who can then provide this information to the buying center. The people he is targeting are known as A) influencers. B) users. C) gatekeepers. D) initiators. E) aggregators.

A) influencers.

Suzette practiced the piano until she could sit down and play a song by heart. This demonstrates the concept of A) learning. B) cognitive dissonance. C) formalization. D) data mining. E) repositioning.

A) learning.

Deciders are an important group for the salesperson to identify because they A) make the ultimate purchase decision. B) decide what characteristics the product should possess. C) decide what price the company should pay. D) have control over who is allowed to be a vendor. E) decide who are the most significant influencers in the buying center.

A) make the ultimate purchase decision.

Attitudes are learned or at least influenced by A) new information. B) customer touch points. C) behavioral segmentation. D) motivation. E) formalization.

A) new information.

Frito-Lay is using________ when offering free in-store samples of Doritos for the express purpose of getting people to try the product, enjoy the product, and finally purchase a bag of Doritos. A) operant conditioning B) cognitive learning C) behavioral mining D) database marketing E) classical conditioning

A) operant conditioning

Which statement about geographic segmentation is accurate? A) It divides consumer groups based on a variety of readily measurable descriptive factors about the group. B) In most instances, it is an insufficient criterion in and of itself. C) It does not consider climate while segmenting markets. D) It does not consider the size of population while segmenting markets. E) It is useful because the demand for all kinds of products is determined by where a person lives.

B) In most instances, it is an insufficient criterion in and of itself.

Which criterion for market segmentation is least likely to enable successful segmentation? A) It should be measurable. B) It should be of sufficient size. C) It should be readily identifiable. D) It should be undifferentiated. E) It should be reachable in terms of communication.

D) It should be undifferentiated.

The nature of B2B markets requires A) impersonal communication at regular intervals through mediums such as direct mail. B) investment of more resources primarily on service sectors. C) organizations to invest more on consumers than suppliers to maintain their business. D) a more personal relationship between the buyer and seller than in B2C markets. E) complex supply chains to reach the customer.

D) a more personal relationship between the buyer and seller than in B2C markets.

Small changes in consumer demand can lead to considerable shifts in business product demand and are referred to as the A) transactional effect. B) transverse effect. C) degree of affiliation. D) acceleration effect. E) multiattribute model.

D) acceleration effect.

A producer of organic tea creates a group to make purchase decisions that is made up of people from the purchasing department, senior management with financial knowledge, and salespeople. This group best represents a(n) A) ad hoc group. B) gate keeping group. C) data warehouse. D) buying center. E) customer touch point.

D) buying center.

In marketing, differentiation means________. A) consumer choices remain similar around the globe B) each age segment views products exactly the same C) products need to appear to be different from one another to be successful in the marketplace D) communicating and delivering value in different ways to different customer groups E) evaluating different market segments and deciding which shows the most promise for development

D) communicating and delivering value in different ways to different customer

The two fundamental approaches to learning are A) coaching and listening. B) long-term and short-term. C) operant and classical. D) conditioning and cognitive. E) conditioning and trial and error.

D) conditioning and cognitive.

A dry cleaning chain has created an integrated website to assist its purchasing department in purchasing and supplying products online. In this scenario, the company's initiative best reflects a method of A) e-resource. B) e-retailing. C) e-sourcing. D) e-procurement. E) e-governance.

D) e-procurement.

The primary difference between selling to the profit-oriented market and the nonprofit market is that nonprofits A) generally opt for a new purchase rather than a straight or modified rebuy. B) have a more rational decision process. C) place more emphasis on their business goals than performance specifications. D) have a limited number of resources compared to their for-profit counterparts. E) entail purchase decisions that often include an emotional component to them.

D) have a limited number of resources compared to their for-profit counterparts.

In the purchase process, once the company's needs have been identified and product specifications have been outlined, the next step would involve A) identifying potential problems in the purchase decision process. B) evaluating the purchase decision. C) evaluating suitable vendors to award contracts. D) identifying and determining potential suppliers. E) seeking sales proposals in response to a request for proposal.

D) identifying and determining potential suppliers.

Demographic segmentation is one of the most popular segmentation approaches because________. A) it takes into account the climate of different regions. B) the needs and wants of customers remain constant based on demographic differences C) it uses easily identifiable characteristics of human populations such as lifestyle D) it is relatively easy to measure the variables used in this approach to segmentation E) the demand for all kinds of products is determined by where a person lives

D) it is relatively easy to measure the variables used in this approach to segmentation

Gatekeepers are important in the B2B buying process because they A) provide the organization with relevant expertise in particular purchase decisions. B) engineer costly capital equipment purchases by employing a wide range of financial tools. C) act as a buffer between the buying center members and consumers in the buying process. D) limit the number of vendors in a given buying process. E) act as initiators in certain scenarios of the purchase decision process.

D) limit the number of vendors in a given buying process.

Before Gaby bought a camera, she reviewed magazines, solicited opinions from friends and families, conducted online searches, and tested out different cameras in the store. This is an example of a(n) A) extensive information search. B) end-user investigation. C) minimal information search. D) low-involvement purchase. E) internal information search.

D) low-involvement purchase.

A request for proposal (RFP) is the process A) of evaluating service recovery strategies adopted by a company to reacquire customers. B) by which customer computers communicate directly with supplier computers. C) undertaken by organizations to gain access to critical information withheld by gatekeepers. D) of putting product specifications into a document for distribution. E) of handing out sales contracts to vendors, preferably those on the supplier list.

D) of putting product specifications into a document for distribution.

Alice and Tahan see an ad for a new smart TV. Alice sees a high-quality television worth the money while Tahan sees an overpriced television that does not warrant a premium price. What makes them see the same ad so differently? A) acceleration factors B) degrees of affiliation C) cognitive dissonance D) perception E) formalization

D) perception

Selective________ tends to reinforce existing attitudes and creates a real challenge for marketers trying to overcome negative beliefs and attitudes since people are less likely to be aware of or retain information to the contrary. A) awareness B) distortion C) memory D) retention E) hearing

D) retention

Materials, repairs, and operational (MRO) supplies and services are generally purchased through a A) modified rebuy. B) new purchase. C) transactional purchase. D) straight rebuy. E) contractual rebuy.

D) straight rebuy.

Marla identifies with a specific religious group, which encompasses a small group within her culture. Marla's religious group is an example of a(n) A) institution. B) social group. C) support network. D) subculture. E) society.

D) subculture.

Which question about market segmentation relates to creation and execution of different marketing strategies to the different submarkets identified? A) Can the segment be reached in terms of physical product? B) Is the segment of sufficient size to warrant investing in a unique value-creating strategy for that segment as a target market? C) Is the segment readily identifiable and can it be measured? D) Can the segment be reached in order to deliver the value of the product, and subsequently can it be effectively and efficiently managed? E) Is the segment clearly differentiated on one or more important dimensions when communicating the value of the product?

E) Is the segment clearly differentiated on one or more important dimensions when communicating the value of the product?

________ fulfill an important role by classifying, explaining, and then bestowing information, most often to family and friends but occasionally to a broader audience. A) Gatekeepers B) Influencers C) Affiliation groups D) Reference groups E) Opinion leaders

E) Opinion leaders

________ are the stages of the consumer decision-making process in order. A) Problem recognition, identifying alternatives, evaluation of alternatives, selection of an alternative, purchase decision B) Problem recognition, evaluation of alternatives, product choice, evaluation C) Evaluation of alternatives, product choice, evaluation D) Evaluation of alternatives, information search, product choice E) Problem recognition, search for information, evaluation of alternatives, product choice decision, post-purchase evaluation

E) Problem recognition, search for information, evaluation of alternatives, product choice decision, post-purchase evaluation

A company wants to create an association between two stimuli: marketing information and purchase decisions. The company is relying on A) cognitive affiliation. B) organizational learning. C) cognitive association. D) operant conditioning. E) classical conditioning.

E) classical conditioning.

Magda is a salesperson for a manufacturer of beer making equipment. She learns that a regional microbrewery is going to expand into another state. It has created a buying center to purchase the needed equipment. Magda's first challenge is to A) create the budget for the purchase. B) develop criteria for the purchase. C) discover the most important influencer. D) discover who is part of the buying center. E) develop a presentation for the buying center.

E) develop a presentation for the buying center.

Marketing managers need to pay attention to culture because A) culture is a critical situational factor that affects individuals throughout the consumer choice process. B) it has a profound impact on the consumer choice process by laying more emphasis on nonverbal communication. C) it results in informal social systems that exert influence over an individual's attitudes and behaviors. D) it drives social status by laying more emphasis on success-driven factors. E) failing to understand culture has a significant negative effect on product acceptance.

E) failing to understand culture has a significant negative effect on product acceptance.

An interior design company has offices in Santa Fe, New Mexico; Butte, Montana; and Chicago, Illinois. Its designers use different products and designs in each place because clients' tastes tend to be different depending on where they live. This illustrates________ segmentation. A) social class B) income C) family and household D) demographic E) geographic

E) geographic

The region, the density of the population, and the size of the population are various approaches to use in________. A) positioning B) differentiation C) democratic segmentation D) population parameter estimation E) geographic segmentation

E) geographic segmentation

1) The consumer decision process is an interaction of two types of forces. They are A) high-context and low-context. B) individual and group. C) inside and outside. D) personal and psychological. E) internal and external.

E) internal and external.

In addition to culture, the text discusses three factors that are particularly relevant in consumer behavior. They are A) beliefs, values, and attitudes. B) language, attitudes, and outcomes. C) education, work, and family. D) verbal communication, nonverbal communication, and electronic communication. E) language, values, and nonverbal communications.

E) language, values, and nonverbal communications.

Managers gain important information such as the beliefs/values of customers by having customers use rating scales that evaluate a product's performance on a list of attributes by using the________ model. A) repositioning B) formalization C) organizational learning D) psychographic segmentation E) multiattribute

E) multiattribute

Any influence on the product and supplier choice is an organizational factor. The primary organizational factor is A) database marketing. B) customer-relationship management. C) psychographic segmentation. D) organizational learning. E) risk tolerance.

E) risk tolerance.

Reordering products that are used on a consistent basis is called a(n) A) new purchase. B) transactional purchase. C) aspirational purchase. D) modified rebuy. E) straight rebuy.

E) straight rebuy.

American credit card companies would like to offer their services to people in Angola. However, they are finding it difficult because of language barriers and infrastructure challenges. These issues are related to which question about market segmentation? A) Do the people in this market segment have access to sufficient financial resources? B) Is the segment of sufficient size to warrant investing in a unique value-creating strategy for that segment as a target market? C) Is the segment readily identifiable and can it be measured? D) Can the segment be reached in order to deliver the value of the product, and subsequently can it be effectively and efficiently managed? E) Is the segment clearly differentiated on one or more important dimensions when communicating the value of the product?

D) Can the segment be reached in order to deliver the value of the product, and subsequently can it be effectively and efficiently managed?

Which statement best defines cultural values? A) Cultural values are a set of critical situational factors that affect individuals throughout the consumer choice process. B) Cultural values are the needs, desires, and objectives of those involved in a purchase decision. C) Cultural values are a set of unique personal qualities that produce distinctive responses across similar situations. D) Cultural values are principles shared by a society that assert positive ideals. E) Cultural values are a set of qualities that are formed at a relatively early age and are consistent and enduring.

D) Cultural values are principles shared by a society that assert positive ideals.

Which statement is true about language? A) It includes factors that focus primarily on group influences. B) It is considered to be a situational factor that is the primary driver of consumer behavior. C) It is time-sensitive and has a profound effect on the consumer buying process. D) It is an essential cultural building block. E) It includes principles shared by a society that assert positive ideals.

D) It is an essential cultural building block.