Chapter 5 Marketing

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

Motivation

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

Need recognition

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

Occupation

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

Relative Advantage

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

Roles and status

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

The​ buyer's characteristics and the​ buyer's decision process

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

can erode​ long-standing customer-supplier relationships

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

A new task buying situation

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

A total market strategy

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

Awareness

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

individual

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

order routine specification

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

reference group

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

the buying center

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

Late mainstream

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.Business buying decisions are less complex than consumer buying decisions. C.Many sets of business purchases are made for one set of consumer purchases. D.The business market has more buyers than the consumer market. E.The business market is not as large as the consumer market in terms of dollars spent and items purchased.

Many sets of business purchases are made for one set of consumer purchases.

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

Buzz marketing

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

Physiological needs

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.withdrawing from online social networks C.generating​ person-to-person brand conversations D.pushing​ one-way commercials at customers E.developing print and radio advertisements

generating​ person-to-person brand conversations

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

straight rebuy

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

Complexity

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 does not fluctuate. E.Demand in business markets fluctuates less than in consumer markets.

Demand in business markets is derived demand.

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

Need​ recognition, information​ search, evaluation of​ alternatives, purchase​ decision, and postpurchase behavior.

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

The relationship between the​ consumer's expectations and the​ product's perceived performance

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.Public sources C.Media sources D.The Internet E.Commercial sources

Personal sources