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