chapter 5
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.Communicability C.Relative advantage D.Compatibility E.Complexity
Complexity
This adopter group is skeptical and only adopts new products after a majority of people has tried it. A.Lagging adopters. B.Early adopters. C.Late mainstream. .D.Early mainstream. E.Innovators.
Late mainstream.
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.membership group B.family group C.lagging adopter D.reference group E.late-majority adopter
reference group
In a _________, the business-to-business buyer reorders something without modifications. A.straight rebuy .B.system selling C.buying decision D.modified rebuy E.new task
straight rebuy
All the people involved in the buying decision in an organization are collectively known as _______. A.the purchasing team B.buying agents C.the buying nucleus D.buying actors E.the buying center
the buying center
In which type of buying situation will a buyer usually go through all the stages of the business buying process? A.A new task buying situation B.A modified rebuy C.The purchase of a business service D.The purchase of raw materials E.A straight rebuy
A new task buying situation
_______ refers to the practice of including ethnic themes and cross-cultural practices within a company's mainstream. A.A total market strategy B.Viral marketing C.Cause marketing D.Guerilla marketing E.Buzz marketing
A total market strategy
______________ is the first stage in the new product adoption process. A.Adoption B.Awareness C.Interest D.Evaluation E.Trial
Awareness
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.Social marketing B.Traditional marketing C.Buzz marketing .D. Values marketing E.Direct marketing
Buzz marketing
What is the nature of demand in business markets? A.Demand in business markets is elastic. B.Demand in business markets is derived demand. .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 does not fluctuate.
Demand in business markets is derived demand.
Which of the following statements regarding the business market is correct? A.The business market has more buyers than the consumer market. B.Many sets of business purchases are made for one set of consumer purchases. C.Business buying decisions are less complex than consumer buying decisions. D.The business market is not as large as the consumer market in terms of dollars spent and items purchased. 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.
What is the first step of the buyer decision process? A.Information search B.Need recognition C.Alternative evaluation D.Purchase decision E.Postpurchase behavior
Need recognition
Which of the following needs in Maslow's hierarchy is generally satisfied first? A.Safety needs B.Self-actualization needs C.Esteem needs D.Physiological needs E.Social needs
Physiological needs
_______ refers to the degree to which innovation appears superior to existing products. A.Divisibility B.Complexity C.Compatibility D.Communicability E.Relative advantage
Relative advantage
Which of the following is a social factor that influences consumer buying behavior? A.Life-cycle stage B.Occupation C.Roles and status D.Personality E.Economic situation
Roles and status
What determines if a buyer is satisfied or dissatisfied with a purchase? A.The amount of information gathered in the decision process B.The relationship between the consumer's expectations and the product's perceived performance C.How others feel about the purchase D.The number of alternatives considered in the purchase decision 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.Need recognition, information search, purchase decision, evaluation of alternatives, and postpurchase behavior. B.Need recognition, purchase decision, information search, evaluation of alternatives, and postpurchase behavior. C.Need recognition, evaluation of alternatives, information search, purchase decision, and postpurchase behavior. D.Need recognition, information search, evaluation of alternatives, purchase decision, and postpurchase behavior. .E.Purchase decision, need recognition, information search, evaluation of alternatives, and postpurchase behavior.
\Need recognition, information search, evaluation of alternatives, purchase decision, and postpurchase behavior.
One problem with business-to-business e-procurement is that it _______. A.increases the time between order and delivery B.increases paperwork requirements C.reduces purchasing efficiency D.can erode long-standing customer-supplier relationships E.increases transaction costs
can erode long-standing customer-supplier relationships
When marketers want to promote their products and services through word-of-mouth marketing programs, they typically begin by ________. A.developing print and radio advertisements B.identifying and targeting late adopters C.withdrawing from online social networks D.generating person-to-person brand conversations E.pushing one-way commercials at customers
generating person-to-person brand conversations
A.economic B.individual C.organizational D.cultural E.interpersonal
individual
Items such as technical specifications, quantity, delivery time, return policies and warranties are included in the ____________. A.product specification B.general need description C.supplier selection D.order routine specification .E.proposal solicitation
order routine specification
Consumers can obtain information from any of several sources. Which source is the most effective in that they legitimize the product? A.Personal sources .B.Commercial sources C.Media sources D.The Internet E.Public sources
personal sources