Marketing Chapter 5 quiz

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What is the nature of demand in business​ markets

Demand in business is derived demand

Which of the following is NOT one of the typical advantages of​ e-procurement systems? A. Allowing buyers to focus on more strategic issues B. Eliminating paperwork C. Reducing time between order and delivery D. Improving​ customer-supplier relationships Your answer is correct. E. Finding better supplier resources

Improving Customer - Supplier Relationships

is NOT a characteristic important in influencing an​ innovation's rate of adoption

Motivation

Which of the following needs in​ Maslow's hierarchy is generally satisfied​ first

Physiological

is one problem with​ business-to-business e-procurement. A. Reduced purchasing efficiency B. Increased transaction costs C. Increased time between order and delivery D. Suppliers being pitted against one another Your answer is correct. E. Increased paperwork requirements

Suppliers being pitted against one another

is the first stage in the new product adoption process

awareness

One problem with​ business-to-business e-procurement is that it

can erode​ long-standing customer-supplier relationships

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

complexity

In which type of buying situation will a buyer usually go through all the stages of the business buying​ process

new task buying situation

Items such as technical​ specifications, quantity, delivery​ time, return policies and warranties are included in the

order routine specification

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

Buzz Marketing

When marketers want to promote their products and services through​ word-of-mouth marketing​ programs, they typically begin by​

generating​ person-to-person brand conversations

Which of the following statements regarding the business market is​ correct

many sets of business purchases are made for one set of customer purchases

What is the first step of the buyer decision​ process

need recognition

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 A. membership group B. reference group Your answer is correct. C. family group D. ​late-majority adopter E. lagging adopter

reference group

refers to the degree to which innovation appears superior to existing products

relative advantage

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

total marketing strategy

Which of the following is a social factor that influences consumer buying​ behavior A. Cognitive dissonance. B. Opinion leaders C. Online social networks D. Reference groups E. Word of mouth

Cognitive Dissonance

Which of the following is a personal factor that influences a​ consumer's buying​ behavior

Occupation

What determines if a buyer is satisfied or dissatisfied with a​ purchase

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

According to the model of buyer​ behavior, what is in a​ buyer's black​ box

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

All the people involved in the buying decision in an organization are collectively known as

buying center

​Age, personality, buying​ style, and job position are​ ________ factors that can influence the business buying decision process

individual

This adopter group is skeptical and only adopts new products after a majority of people has tried it

late mainstream


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