CH 5 QUIZ
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. Communicability B. Complexity C. Divisibility D. Relative advantage E. Compatibility
Complexity
Which of the following is likely to slow the adoption of a new technology? A. Divisibility B. Communicability C. Conceptual complexity D. Compatibility E. Relative advantage
Conceptual complexity
_______________ 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. Divisibility D. Motivation E. Relative advantage
Divisibility
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. Early mainstream B. Lagging adopters C. Late mainstream D. Innovators E. Early adopters
Lagging adopters
Which of the following needs in Maslow's hierarchy is generally satisfied first? A. Physiological needs B. Esteem needs C. Safety needs D. Self-actualization needs E. Social needs
Physiological needs
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. family group B. late-majority adopter C. membership group D. reference group E. lagging adopter
reference group
Which of the following is often considered a key business marketing strategy for winning and holding accounts? A. straight rebuy B. modified rebuy C. new task . D. buying decision E. systems selling
systems selling
Which of the following refers to the degree to which an innovation fits the values and experiences of potential consumers? A. Divisibility B. Communicability C. Compatibility D. Complexity E. Relative advantage
Compatibility
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. withdrawing from online social networks E. pushing one-way commercials at customers
generating person-to-person brand conversations
Marketers of brands understand that they must figure out how to reach ___________________ that can exert social influence on others. A. cultural segments B. millennials C. social groups D. baby boomers E. opinion leaders
opinion leaders
Which of the following is NOT a social factor influencing consumer buying behavior? A. Reference groups B. Cognitive dissonance C. Online social networks D. Opinion leaders E. Word of mouth
Cognitive dissonance
Consumers obtain information from numerous sources. Which of the following involves dealer and manufacturer websites, packaging, and displays? A. Commercial sources B. Public sources C. Personal sources D. The internet E. Media sources
Commercial sources
What is the nature of demand in business markets? A. Demand in business markets is elastic. B. Demand in business markets does not fluctuate. C. Business market demand is independent of consumer market demand. D. Demand in business markets fluctuates less than in consumer markets. E. Demand in business markets is derived demand.
Demand in business markets is derived demand.
Which of the following is NOT one of the typical advantages of e-procurement systems? A. Finding better supplier resources B. Improving customer-supplier relationships C. Allowing buyers to focus on more strategic issues D. Eliminating paperwork E. Reducing time between order and delivery
Improving customer-supplier relationships
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. 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 has more buyers than the consumer market. E. Many sets of business purchases are made for one set of consumer purchases.
Many sets of business purchases are made for one set of consumer purchases.
What is the first step of the buyer decision process? A. Purchase decision B. Need recognition C. Alternative evaluation . D. Information search E. Post-purchase behavior
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. Proposal solicitation B. Problem recognition C. Supplier selection D. General need description E. Supplier search
Problem recognition
_______________ consists of many different people who play multiple roles in the buying process. A. The buying nucleus B. The buying center C. The purchasing team D. Buying agents E. Buying actors
The buying center
_________ refers to the practice of integrating ethnic themes and cross-cultural practices within a company's mainstream marketing. A. Total market strategy B. Cause marketing C. Buzz marketing D. Viral marketing E. Guerilla marketing
Total market strategy
Which of the following is a personal characteristic influencing a consumer's buying behavior? A. Motivation B. Status C. Occupation D. Family E. Social networks
Occupation
According to the model of buyer behavior, what is in a buyer's "black box"? A. The buyer's wants, needs, and preferences B. The buyer's purchase and post-purchase behavior C. The buyer's attitudes and preferences D. The buyer's economic and social preferences E. The buyer's characteristics and decision process
The buyer's characteristics and decision process
____________ is one problem with business-to-business e-procurement. A. Increased transaction costs B. Increased time between order and delivery C. Reduced purchasing efficiency D. Suppliers being pitted against one another E. Increased paperwork requirements
Suppliers being pitted against one another
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 post-purchase behavior B. Need recognition, evaluation of alternatives, information search, purchase decision, and post-purchase behavior C. Need recognition, purchase decision, information search, evaluation of alternatives, and post-purchase behavior D. Need recognition, information search, purchase decision, evaluation of alternatives, and post-purchase behavior E. Purchase decision, need recognition, information search, evaluation of alternatives, and post-purchase behavior
Need recognition, information search, evaluation of alternatives, purchase decision, and post-purchase behavior
_____________________ determines if a buyer is satisfied or dissatisfied with a purchase. A. How others feel about the purchase B. The number of alternatives considered in the purchase decision 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