MKTG Chapter 5

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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 adopters B.Innovators C.Early mainstream D.Lagging adopters E.Late mainstream

D.Lagging adopters

__________ 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.The number of alternatives considered in the purchase decision C.Whether or not the buyer experiences cognitive dissonance D.The amount of information gathered in the​ decision-making process E.How others feel about the purchase

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

The customer journey concept​ ________. A.views the buying process only as a specific set of stages B.has fallen out of favor in recent years C.is a narrow and reductive interpretation of how consumers engage with brands D.takes a holistic view of all the experiences a consumer has with a brand E.charts the specific steps a customer engages in to make an online purchase

D.takes a holistic view of all the experiences a consumer has with a brand

Consumers obtain information from numerous sources. Which of the following involves dealer and manufacturer​ websites, packaging, and​ displays? A.Personal sources B.The internet C.Media sources D.Public sources E.Commercial sources

E.Commercial sources

Marketers of brands understand that they must figure out how to reach​ ____________ that can exert social influence on others. A.social groups B.baby boomers C.cultural segments D.millennials E.opinion leaders

E.opinion leaders

According to the model of buyer​ behavior, what is in a​ buyer's "black​ box"? A.The​ buyer's characteristics and decision process B.The​ buyer's attitudes and preferences C.The​ buyer's wants,​ needs, and preferences D.The​ buyer's purchase and​ post-purchase behavior E.The​ buyer's economic and social preferences

A.The​ buyer's characteristics and decision process

All the individuals and households that buy or acquire goods and services for personal consumption are known as the​ ________ market. A.consumer B.derived C.B-to-B D.subcultural E.business

A.consumer

Social class is a type of​ ________ characteristic that influences consumer buying behavior. A.cultural B.social C.ethnic D.personal E.psychological

A.cultural

Consumers go through five stages in the process of adopting a new product. In the​ ________ stage, the consumer considers whether trying the new product makes sense. A.evaluation B.interest C.adoption D.trial E.awareness

A.evaluation

The buyer makes the fewest decisions in the​ ________ and the most in the​ ________ decision. A.straight​ rebuy; new task B.straight​ rebuy; modified rebuy C.modified​ rebuy; straight rebuy D.new​ task; straight rebuy E.modified​ rebuy; new task

A.straight​ rebuy; new task

Which of the following refers to the degree to which an innovation fits the values and experiences of potential​ consumers? A.Communicability B.Compatibility C.Complexity D.Divisibility E.Relative advantage

B.Compatibility

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.Reducing time between order and delivery D.Eliminating paperwork E.Allowing buyers to focus on more strategic issues

B.Improving​ customer-supplier relationships

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

B.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.Supplier search B.Problem recognition C.General need description D.Supplier selection E.Proposal solicitation

B.Problem recognition

Which of the following is NOT a psychological factor influencing consumer buying​ behavior? A.Motivation B.Self-concept C.Learning D.Perception E.Beliefs and attitudes

B.Self-concept

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

B.Suppliers being pitted against one another

According to​ Maslow's hierarchy, which of the following needs would a person seek to satisfy​ first? A.Status B.Thirst C.Love D.Recognition E.Protection

B.Thirst

A purse​ company's ads feature the members of a popular reality show about housewives. Product sales increase significantly among fans. From​ fans' viewpoint, the reality show is a​ ________. A.ate-majority adopter B.reference group C.lagging adopter D.membership group E.family group

B.reference group

​________ demand is the term used for business demand that ultimately comes from the demand for consumer goods. A.Fluctuating B.Structural C.Derived D.Elastic E.Inelastic

C.Derived

​___________ consists of many different people who play multiple roles in the buying process. A.Buying actors B.The purchasing team C.The buying center D.The buying nucleus E.Buying agents

C.The buying center

​__________ 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.Motivation B.Complexity C.Divisibility D.Communicability E.Relative advantage

D.Divisibility

​Technological, political, and competitive influences are categorized as which type of major influence on business buyer​ behavior? A.Procedural B.Organizational C.Individual D.Environmental E.Interpersonal

D.Environmental

Which adopter group is first to adopt a new​ product? A.Early mainstream adopters B.Late mainstream adopters C.Early adopters D.Innovators E.Lagging adopters

D.Innovators

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.pushing​ one-way commercials at customers C.withdrawing from online social networks D.identifying and targeting late adopters E.generating​ person-to-person brand conversations

E.generating​ person-to-person brand conversations


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