MKTG Second Exam

From the following, identify the correct sequence of decision making steps when buying a new or expensive product. a. (1) Need recognition, (2) information search, (3) evaluation of alternatives, (4) purchase, and (5) postpurchase behavior. b. (1) Information search, (2) evaluation of alternatives, (3) need recognition, (4) purchase, and (5) postpurchase behavior. c. (1) Evaluation of alternatives, (2) information search, (3) need recognition, (4) purchase, and (5) postpurchase behavior. d. (1) Information search, (2) need recognition, (3) evaluation of alternatives, (4) purchase, and (5) postpurchase behavior.

a. (1) Need recognition, (2) information search, (3) evaluation of alternatives, (4) purchase, and (5) postpurchase behavior.

Felista Inc., a company which deals in dairy products, adheres to a standard of behavior for its employees, and follows certain practices that reflect the moral principles and values held by the company, and guide the conduct of the individuals in the company. Which practice is described in this scenario? a. Business ethics b. Corporate governance c. Principles of management d. Rules and regulations

a. Business ethics

Claudia is looking to purchase a good phone. After evaluating her options, she has decided to buy an iPhone X, though other brands that have all her required features are offering good value for less money. Prior to buying an iPhone X, Julie may experience some conflict because she is worried that the phone's top-of-the-line technology, which costs much more than its competitors, will be obsolete in a couple of months. What is the marketing term used to describe this feeling? a. Cognitive dissonance b. Psychological ownership c. Routine response d. Perceived risk of negative consequences

a. Cognitive dissonance

Which strategy would a marketing manager most likely use to increase the sales of a high-involvement product? a. Create advertisements that give consumers all the necessary information to make the purchase decision. b. Focus on the package design of the product so that it will be eye catching and easily recognized on the store shelf. c. Link the product to a lower-involvement issue to create publicity. d. Offer coupons, small discounts, and two-for-one deals on the product.

a. Create advertisements that give consumers all the necessary information to make the purchase decision.

Which is an important basis for establishing competitive advantage and differentiating one's company from competitors? a. Delivering consistent, high-quality customer service. b. Providing a high-quality product advertised by word-of-mouth. c. Using an automated survey to determine the postsale satisfaction of customers. d. Giving importance only to high-end customers

a. Delivering consistent, high-quality customer service.

The most popular source of information about government procurement is ____________. a. FedBizOpps b. Commerce Business Daily c. NAICS d. AFTA

a. FedBizOpps

Which of the following is considered an individual characteristic that influences a person's buying decisions? a. Gender b. Culture c. Motivation d. Learning

a. Gender

Wonder Coffee is a chain of coffee serving outlets and specializes in selling different flavors of coffee. The increase in the price of sugar does not affect Wonder Coffee's coffee prices very much and sales continue at their usual level. Identify the type of demand in this scenario. a. Inelastic demand b. Fluctuating demand c. Joint demand d. Elastic demand

a. Inelastic demand

C-Through, an optics manufacturing company, wants to focus on relationship marketing. In this case, which of the following strategies is the best for C-Through to market its products? a. It can use social networking sites to advertise itself to businesses. b. It can market its products through dealers. c. It can set the price and other conditions of sale without negotiation. d. It can use accessory equipment and major equipment. It can enhance satisfactory services.

a. It can use social networking sites to advertise itself to businesses.

Which of the following statements is true of content marketing? a. It includes media such as videos, podcasts, webinars, and blog posts. b. It includes materials such as steel or lumber mills and food canners. c. It includes components such as spark plugs and electric motors. d. It includes equipment such as portable drills and microcomputers.

a. It includes media such as videos, podcasts, webinars, and blog posts.

Taking into consideration to business relationships in Japan, which of the following best defines the term amae? a. It is the feeling of nurturing concern for, and dependence upon, another. b. It is the lack of motivation among employees in businesses. c. It is a legal consolidation and collaboration of companies into a single entity. d. It is the lack of economic competition in the market.

a. It is the feeling of nurturing concern for, and dependence upon, another.

The manager of TruColor Printers Inc. has purchased a sophisticated printing press for $1 million. Which of the following statements is most likely to be true about the printing press? a. It will depreciate over its useful life. b. It will be charged as an expense in the year it is bought. c. It will be purchased by the customers through higher prices. d. It will be bought through retailers.

a. It will depreciate over its useful life.

Which of the following scenarios illustrates the use of processed materials in manufacturing? a. No-Glut Inc. uses rice flour to manufacture its gluten-free products. b. Zintec Hardware Inc. uses nails to hold its ladders together. c. Pace Corp., an automobile company, uses magnesium alloy wheels for its high-end cars. d. Reldex Steel Corp. uses blast furnaces in its manufacturing process.

a. No-Glut Inc. uses rice flour to manufacture its gluten-free products.

This category of the business market often carries thousands of items in stock and employs sales forces to call on business customers. Who are they? a. Resellers b. Producers c. Distributors d. Governments

a. Resellers

When two friends, who support two different political parties, only quote statistics that support their favorite political party's strengths but not its weaknesses, which type of perception do they demonstrate? a. Selective retention b. Selective exposure c. Selective distortion d. Selective perception

a. Selective retention

Laura went to Walmart to check the quality, sizing, and price of some branded clothes. But she found the same items at a cheaper price online and bought them online instead of getting them at Walmart. What is this practice called? a. Showrooming b. Marketing c. Window shopping d. Product involvement

a. Showrooming

A family that strongly values good health and fitness encourages their family members to take up sports; their grocery list, too, is full of nutritious choices which aid good health. The children in that family follow the same lifestyle pattern when they raise their families. Which term best describes this pattern of behavior? a. Socialization process b. Traditional lifecycle c. Decision maker d. Influencers

a. Socialization process

Saraz Inc., a leading brand of apparel, has several branches all over the country. The company's market research shows that teenagers do not choose their brand as often as older age groups. Therefore, the company modifies some of its existing designs to attract teens. In this case, the teenage group can be referred to as a _____. a. subculture b. social class c. popular culture d. reference group

a. Subculture

Which of the following is a difference between purchaser and decider? a. The purchaser actually negotiates the purchase, whereas the decider approves the selection of the supplier. b. The purchaser approves the selection of the supplier and the decider negotiates the purchase. c. The purchaser suggests making a purchase; the decider influences the buying decision. d. The purchaser regulates information about the product and the decider ultimately uses the product.

a. The purchaser actually negotiates the purchase, whereas the decider approves the selection of the supplier.

Two types of institutional purchasers exist: one type operates similarly to governments, in that the purchasing process is influenced, determined, or administered by government units. The other type of purchasers ____________. a. are organized more like corporations b. behave more like producers c. operate like resellers d. are organized like retailer firms

a. are organized more like corporations

The attention that social media attracts, such as the number of followers or fans and which is generally used as the first step in the marketing funnel, and when social media is often paired with paid digital media like display advertising and text-based ads to increase its effectiveness, is often referred to as ___________. a. awareness b. conversion c. engagement d. optimization

a. awareness

L&T, an international manufacturer of electrical and electronic products and systems, also manufactures custom-engineered switchboards for industrial sectors such as power, refineries, petrochemicals, and cement. In the electronic segment, L&T offers a range of meters and provides control and automation systems for industries. The company manufactures __________ and markets exclusively to _________. a. business products, business customers b. industrial products, final consumers c. consumer products, businesses d. consumer products, business customers

a. business products, business customers

Marina buys a new pair of shoes from Repop, an online store. She logs in to Repop's website and finds that her homepage has been customized to display the status of her latest purchase. In this scenario, Repop is using _____ to exert influence over the decision making journey. a. contextual interaction b. proactive personalization c. journey innovation d. automation

a. contextual interaction

Quality, service, and price are three important components of _____________. a. evaluative criteria b. business ethics c. buying centers d. customer service

a. evaluative criteria

The manufacturer of Herbal Essences Shampoo gives away trial packs of conditioner to test the market for its new product. This may refer as: a. experiential learning. b. selective perception. c. continuous reinforcement. d. conceptual learning.

a. experiential learning.

To increase the sales of low-involvement products, marketing managers can: a. focus on the package design of the products. b. promote the products extensively to the target market. c. design advertisements with highly emotional messages. d. adopt strategies used for marketing high-involvement products.

a. focus on the package design of the products.

Some metrics like awareness, engagement, and conversion are useful for _____. a. increasing the success of a social media campaign b. just building visibility on social media c. gauging the pulse of the end customer d. attracting traffic of suppliers to the website

a. increasing the success of a social media campaign

Ramelson Inc., a sporting goods footwear and apparel company, features photographs of celebrities wearing its brand of clothing and sports gear. The company launched a commercial for its new line of football cleats. This commercial featured famous football stars as it believes that celebrities can influence customers' buying decisions. In this case, the football stars served as _____. a. opinion leaders b. aspirational reference groups c. non aspirational reference groups d. decision makers

a. opinion leaders

Careers often create a _____ for single parents. a. poverty of time b. want-got gap c. cultural complexity d. traditional life cycle

a. poverty of time

Social influences are most likely to influence consumer buying decisions by: a. reducing a feeling of perceived risk or uncertainty regarding a purchase. b. prompting impulse purchase decisions. c. encouraging consumers to recognize their feelings and formulate opinions. d. shaping human behavior and transmitting it from one generation to the next.

a. reducing a feeling of perceived risk or uncertainty regarding a purchase.

Recently, Jenny Inc. launched a new laptop in the market. Blake bought the laptop but was disappointed when several cheaper laptops were successfully launched in the market soon after. To deal with his disappointment, he convinced himself that those laptops were inferior in quality. This scenario illustrates _____. a. selective distortion b. stimulus discrimination c. cognitive dissonance d. confirmation bias

a. selective distortion

Reference groups are extremely important to marketers in three ways: (1) They serve as information sources and influence perceptions; (2) they affect an individual's aspiration levels; and (3) ________________________________________. a. their norms either constrain or stimulate consumer behavior b. their connection to consumers is selective c. they can have only negative implications directly influence consumer behavior. d. they only stimulate high-end purchases by upper social classes

a. their norms either constrain or stimulate consumer behavior

Which of the following is a similarity between raw materials and component parts? a. Both fail to retain their identity in final products. b. Both become part of a final product. c. Both are unprocessed extractive products. d. Both are more expensive than major equipment.

b. Both become part of a final product.

_____ is the set of values, norms, attitudes, and other meaningful symbols that shape human behavior and the artifacts, or products, of that behavior as they are transmitted from one generation to the next. a. Loyalty b. Culture c. Consumerism d. Perceived value

b. Culture

Which of the following has given consumers unprecedented power to express likes and dislikes, compare prices, find the best deals, sift through huge numbers of recommendations, and have items delivered? a. Social media b. Digital technology c. Consumerization d. Cell phones

b. Digital technology

Which of the following statements is true of business marketing? a. It refers to the sale of goods and services for the purpose of personal consumption. b. It deals with products that are used to facilitate an organization's operations. c. It has long and indirect channels of distribution. d. It includes selling stationeries to students.

b. It deals with products that are used to facilitate an organization's operations.

Which of the following is a psychological factor that impacts consumer buying decisions? a. Social class b. Learning c. Age d. Lifestyle

b. Learning

In the context of business products, which of the following is a difference between major equipment and accessory equipment? a. Major equipment is often standardized, whereas accessory equipment is often custom designed for each customer. b. Major equipment is depreciated over time, whereas accessory equipment is charged as an expense in the year it is purchased. c. Major equipment has a short life, whereas accessory equipment has a long life. d. Major equipment is marketed more through advertising, whereas accessory equipment is marketed via personal selling.

b. Major equipment is depreciated over time, whereas accessory equipment is charged as an expense in the year it is purchased.

11. _____ occurs when consumers change information that conflicts with their feelings or beliefs. a. Stimulus generalization b. Selective distortion c. Cognitive dissonance d. Selective retention

b. Selective distortion

_____ is a process whereby a consumer notices certain stimuli and ignores others. a. Stimulus generalization b. Selective exposure c. Cognitive dissonance d. Selective retention

b. Selective exposure

27. Starbucks partnered with Barnes and Nobles bookstores in 1993 to provide in-house coffee shops, benefiting both retailers. What kind of partnership does it represent? a. Collaboration b. Strategic alliance c. Commitment d. Trust

b. Strategic alliance

Intix Inc. is a manufacturer of mother boards for computer systems, which sells its product to the firms which manufacture assembled computers. Which of the following is true in this scenario? a. A special feature of component parts is that they could not retain their identity after becoming part of the final product. b. The finished items are ready for assembly or are products that need very little processing before becoming part of some other product. c. The goods which are less expensive and shorter lived than major equipment. d. The expense items that do not become part of a final product.

b. The finished items are ready for assembly or are products that need very little processing before becoming part of some other product.

Which statement describes a primary feature of a buying center? a. The composition of the buying group usually is static for all purchases. b. The number of people involved in a buying center varies with the complexity and importance of a purchase decision. c. The average buying center includes more than 10 people. d. Membership and influence does not vary from company to company.

b. The number of people involved in a buying center varies with the complexity and importance of a purchase decision.

Which of the following statements is true of processed materials? a. They include materials such as large or expensive machines, mainframe computers, and generators. b. They include materials such as sheet metal, chemicals, specialty steel, treated lumber, and plastics. c. They include materials such as spark plugs, tires, and electric motors for automobiles. d. They include materials such as lubricants, detergents, paper towels, pencils, and paper.

b. They include materials such as sheet metal, chemicals, specialty steel, treated lumber, and plastics.

Jane and Kyle, who have been married for four years, recently had a baby girl. Given their current stage in the family life cycle, which statement is most likely true of their spending behavior? a. They will spend more than average on alcoholic beverages, education, and entertainment. b. They will increase their spending on health care, clothing, housing, and food. c. They will increase their spending on education and transportation. d. They will increase their spending on vehicles, women's clothing, and health care.

b. They will increase their spending on health care, clothing, housing, and food.

The important functions of providing credit, aggregating supplies from multiple sources, making deliveries, and processing returns often are all carried out by ___________. a. resellers b. distributors c. marketers d. businessmen

b. distributors

GE's instagram account shares behind-the-scenes looks at their business and employees. One post about the first female wind technician in Western Canada received over 1,00 likes. With regard to business-to-business social media marketing, these efforts by GE is an example of the __________ marketing metric. a. product adaptation b. engagement c. conversion d. review

b. engagement

Steve saw a television advertisement for Yamaha Star Venture, a sports touring motorcycle, and wanted to test-drive one. The advertisement is an example of a(n) __________ stimuli. a. direct b. external c. internal d. indirect

b. external

Inland Eastex, Inc. manufactures toothpaste. Even when the company increased the price of its toothpaste last year, the sales did not drop. This is an example of _____. a. elastic demand b. inelastic demand c. derived demand d. joint demand

b. inelastic demand

As long as smartphones are manufactured and are in demand, the demand for new apps will never die. This exemplifies ___________ demand. a. fluctuating b. joint c. derived d. inelastic

b. joint

A business relationship in which executives sit on the boards of their customers or suppliers; trade with each other whenever possible; and often engage in joint product development, finance, and marketing activity. The following affirmation represents____________. a. amae b. keiretsu c. trust d. commitment

b. keiretsu

An advantage of business markets having fewer customers in comparison with consumer markets is that it a. reduces the attention required to be given to customers. b. makes it easy to identify prospective buyers. c. reduces the dependency on distributors for product delivery. d. increases product diversity.

b. makes it easy to identify prospective buyers.

According to Maslow's hierarchy of needs, the most basic human needs are _____. a. safety needs b. physiological needs c. social needs d. self-esteem needs

b. physiological needs

The firms belonging to construction, manufacturing, transportation, finance, real estate, and food service industries, fall under the category of _____________. a. resellers b. producers c. distributors d. governments

b. producers

21. The NAICS (North American Industry Classification System) is a valuable tool for business marketers engaged in analyzing, segmenting, and targeting markets in which each classification group is relatively homogenous in terms of _______. a. location, type of product manufactured and problems faced b. raw materials required, components used, manufacturing process employed, and problems faced c. location of the firm, suppliers of raw materials, output of the company, problems faced d. raw materials, location, product manufactured, manufacturing process applied

b. raw materials required, components used, manufacturing process employed, and problems faced

9. The social factors that affect the consumer decision journey are: a. lifestyle, personality, age, and family. b. reference groups, opinion leaders, and family. c. cultural values, subculture, and social class. d. perception, motivation, beliefs, and attitudes.

b. reference groups, opinion leaders, and family.

A firm's belief that an ongoing relationship with another firm is so important that the relationship warrants maximum efforts at maintaining it indefinitely, is _________. a. trust b. relationship commitment c. a strategic alliance d. engagement

b. relationship commitment

Leo buys 5 million sheets of paper from a vendor for his printing firm. He is satisfied with the product, and he orders the same quantity from the same vendor every week. This is most likely an example of a(n) _____. a. initial buy b. straight rebuy c. new buy d. modified rebuy

b. straight rebuy

15. The popularity of massive music festivals has created an opportunity for fans of electronic dance music to get together and create their own _____. a. social class b. subculture c. values d. race culture

b. subculture

After being influenced by frequent advertisements, Jeremy buys a new cell phone. However, he discovers that the new cell phone does not offer the features he expected. This scenario illustrates that _____ of the purchase is less than Jeremy's expectations. a. the perceived value b. the actual value c. utilitarian value d. hedonic value

b. the actual value

Jorge prefers to do his grocery shopping at Fresnas Mart because his mother also prefers to shop there. He also does not shop for groceries online because his mother does not. In this case, Jorge's shopping behavior is a result of _____. a. the want-got gap b. the socialization process c. cognitive dissonance d. the decision-making process

b. the socialization process

Stefanie's mother always shopped at the supermarket once a month. One reason why Stefanie is such an efficient shopper is that, like her mother, she believes, "Buy only what is essential or needed right now." The norms and values passed on to Stefanie are an example of: a. consumerism. b. the socialization process. c. the role of society in consumer decision making. d. the role opinion leaders play in business decision making.

b. the socialization process.

Which of the following statements is true of buyers in consumer markets versus buyers in business markets? a. Buyers in consumer markets tend to be insensitive to price, while buyers in business markets are very particular about price. b. Buyer demand for consumer products in consumer markets is less stable than buyer demand for business products in business markets. c. Buyers in consumer markets approach purchasing more informally, while buyers in business markets approach purchasing more formally. d. Buyers in consumer markets involve more people in a single purchase decision, while buyers in business markets involve less people in a single purchase decision.

c. Buyers in consumer markets approach purchasing more informally, while buyers in business markets approach purchasing more formally.

Which of the following is a difference between component parts and supplies? a. Component parts require extensive processing before they become part of another product, whereas supplies do not. b. Component parts are replaced items, whereas supplies are finished items. c. Component parts become part of a final product, whereas supplies do not. d. Component parts are inexpensive when compared to other business products, whereas supplies are expensive.

c. Component parts become part of a final product, whereas supplies do not.

Which statement is true of the factors determining the level of consumer involvement? a. Involvement is not related to consumer interests. b. Consumers are not involved when the perceived risk in purchasing a product is high. c. Consumers become less involved in the purchase of a familiar product. d. Involvement decreases as the social visibility of a product increases.

c. Consumers become less involved in the purchase of a familiar product.

Which of the following statements is true of post purchase behavior? a. Communication with consumers does not help in reducing cognitive dissonance. b. Marketers encourage customers to have doubts even after they purchase a product. c. Consumers expect certain outcomes from a product after making a purchase. d. Consumers tend to increase dissonance by justifying their purchase decision.

c. Consumers expect certain outcomes from a product after making a purchase.

_____ is the most complex type of consumer buying decision and is associated with high involvement on the part of the consumer. a. Limited decision making b. Routine response behavior c. Extensive decision making d. Low-involvement products

c. Extensive decision making

Schools, hospitals, colleges and universities, churches, labor unions, fraternal organizations, civic clubs, foundations, and other so-called nonbusiness organizations are the components of which business market segment? a. Federal government b. Producers c. Institutions d. State, county, and city government

c. Institutions

With regard to business products, which of the following statements is true of major equipment? a. It is generally marketed by local industrial distributors. b. It is sold through a longer distribution channel than accessory equipment. c. It is often custom designed for each customer according to requirements. d. It is less expensive and shorter-lived than accessory equipment.

c. It is often custom designed for each customer according to requirements.

Which of the following statements is true about the federal government? a. Not many goods and services are used by the federal government. b. Much of the federal government's buying is decentralized. c. No single federal agency contracts for all the government's requirements, and no single buyer in any agency purchases all that the agency needs. d. The U.S. federal government buys goods and services worth less than $875 million per year.

c. No single federal agency contracts for all the government's requirements, and no single buyer in any agency purchases all that the agency needs.

Which statement is true of business markets? a. Products or services are sold for personal consumption. b. Goods sold in consumer markets are not sold in business markets. c. One customer can account for a huge volume of purchases. d. Relationship marketing is given the least importance.

c. One customer can account for a huge volume of purchases.

Though there was a controversy regarding Kentucky Fried Chicken (KFC) and the news media splashed the story, people were quick to forget about the negative press and continued patronizing KFC and its food. Which type of stimuli/perception does this consumer behavior demonstrate? a. Selective exposure b. Selective distortion c. Selective retention d. Level of perception

c. Selective retention

Which of the following statements is true of the North American Industry Classification System (NAICS)? a. The system developed jointly by United states, Russia, and Mexico, provides a common industry classification system . b. The geographic dispersion of firms cannot be identified with the help of NAICS. c. The more digits in an NAICS code, the more homogeneous the group. d. Each classification is relatively heterogeneous in terms of raw material required, components used, and manufacturing processes employed.

c. The more digits in an NAICS code, the more homogeneous the group.

Ryan and Ben are best friends. Ryan regularly runs marathons and is a member of the Marathon Runners Club at his university. Ben also wants to join the club, but he is not a very strong runner. Ben decides to start running every day so that he can participate in marathons and become a member of the club. For Ben, the Marathon Runners Club can be categorized as a(n) _____. a. interest reference group b. primary membership group c. aspirational reference group d. non aspirational reference group

c. aspirational reference group

A Panasonic product comes into a market segment which includes various solutions like visual system, professional camera, computer products, communications and security since the company caters to__________ market. a. a business b. a consumer c. both a business and a consumer d. an institutional

c. both a business and a consumer

Bethany is hungry and wants to go to a good restaurant to eat and relax. She chooses Morton's The Steakhouse for its ambiance and good food. Her experience provides_____. a. hedonic value b. utilitarian value c. both hedonic and utilitarian value d. perceived value

c. both hedonic and utilitarian value

The producers, resellers, governments, and institutions are categories of customers of a ________ market. a. primary b. secondary c. business d. consumer

c. business

Unlike hedonic value, utilitarian value: a. is a form of perceived value. b. is obtained from products rather than services. c. can be viewed as a means to an end. d. can be enjoyed without making a purchase.

c. can be viewed as a means to an end.

A product bought to satisfy an individual's personal wants or needs is a ________ product. a. retail b. business c. consumer d. distributor

c. consumer

B-to-B companies use digital marketing to position their businesses as thought leaders and generate sales leads, primarily in the form of ______. a. communication and orders b. banners c. content marketing d. promotional mix

c. content marketing

The ___________________ is an orderly series of stages in which consumers' attitudes and behavioral tendencies evolve through maturity, experience, and changing income and status. a. socialization process b. consumer decision-making process c. family life cycle d. want-got gap

c. family life cycle

Melina considers herself a fashionista and would like to be perceived as more fashion oriented than her friends and family. However, her family and friends feel she dresses just like them. In this case, the perception of Melina's friends and family contradicts Melina's _____. a. real self-image b. personality c. ideal self-image d. social class

c. ideal self-image

Unlike external stimuli, internal stimuli: a. Do not have multiple sources b. Cannot be satisfied through purchases c. Include stimuli such as hunger and thirst d. Include stimuli such as advertisements and videos

c. include stimuli such as hunger and thirst.

Becky wants to buy a new cell phone. She asks her friends who are technologically savvy to recommend a good, lightweight phone that is easy to use. In this scenario, Becky is obtaining information using a(n) _____. a. marketing-controlled information source b. internal information search c. non marketing-controlled information source d. need recognition

c. non marketing-controlled information source

8. All of the following are types of reference groups EXCEPT: a. formal. b. informal. c. personal. d. direct.

c. personal

A _____ is any unit of input affecting one or more of the five senses: sight, smell, taste, touch, and hearing. a. consideration set b. need c. stimulus d. want

c. stimulus

At the beginning of every trailer for Steven Spielberg's next release Ready Player One, one hears a voice saying, "From the makers who brought you Jaws, E.T., Schindler's List, and Jurassic Park, we are proud to present Ready Player One." In this example, the movie promoters are using: a. stimulus discrimination. b. selective retention. c. stimulus generalization. d. social learning.

c. stimulus generalization.

When a husband decides to buy his wife a wedding anniversary gift, he takes extensive measures to buy an apt and lovely gift for his wife. Which type of involvement does this consumer behavior demonstrate? a. Enduring involvement b. Situational involvement c. Shopping involvement d. Emotional involvement

d. Emotional involvement

Which of the following statements is true of a new buy? a. The buyer cannot afford to run out of supply. b. It is a situation that requires a change in the original service. c. It is a situation that is less critical and quick. d. It is a situation that is more time-consuming than a modified rebuy.

d. It is a situation that is more time-consuming than a modified rebuy.

Which of the following statements is true of relationship marketing? a. For many suppliers, retaining their current customers has become a secondary focus in relationship marketing. b. Business suppliers use social networking sites sparingly as these sites discourage businesses from shopping for all their needs. c. Loyal customers are less profitable than those who are price sensitive and perceive no difference among brands or suppliers. d. Relationship marketing has become more important than before because competition has become more intense.

d. Relationship marketing has become more important than before because competition has become more intense.

If the director of a company aspires to become its managing director, works hard toward that goal, and achieves the position. Which of his needs is fulfilled according to Maslow's hierarchy of needs? a. Physiological need b. Safety need c. Social need d. Self-actualization need

d. Self-actualization need

_____ is how consumers see themselves in terms of attitudes, perceptions, beliefs, and self-evaluations. a. Self-image b. Personality c. Socialization d. Self-concept

d. Self-concept

Outside providers who perform janitorial, advertising, legal, management consulting, marketing research, and maintenance, are examples of ___________. a. business supplies b. component parts c. users d. business services

d. business services

Andrea wants to take her husband, Bill, to an exotic island to surprise him on their tenth wedding anniversary. She has made reservations at an expensive hotel. However, she is now worried whether she is going to get service worth the money she spent. In this scenario, Andrea's inner tension would reduce if: a. she has no other hotel to stay on the island. b. she differentiates between her needs and wants. c. she focuses on her internal stimuli rather than external stimuli. d. her friends also recommend the hotel.

d. her friends also recommend the hotel.

The North American Industry Classification System data can be used to: a. identify opportunities for new product lines. b. classify firms according to their number of customers. c. classify business establishments all over the world. d. identify potential new customers.

d. identify potential new customers.

When considering the roles in decision making that family members play when someone wants to buy a good or service, the member who suggests or plants the seed for the purchase process is called the _________________. a. influencer b. purchaser c. consumer d. initiator

d. initiator

In a(n) _____ situation, a purchaser wants to make a change in the original good or service. a. initiation buy b. straight rebuy c. new buy d. modified rebuy

d. modified rebuy

Opinion leaders are: a. wealthy, highly-educated individuals. b. experts on all high-involvement consumer goods. c. usually the same individuals for all social classes. d. people who influence others.

d. people who influence others.

Casca Paints Inc., a manufacturer of paints and emulsions, owns a user-friendly website. The website allows customers to upload pictures of their house to help in selecting their color choices. Donnel Designs Inc., an interior decoration firm, enters into a partnership with Casca Paints Inc. As a result, customers can now get a complete design solution for their houses. This is an example of a _____. a. straight rebuy b. golden handshake c. relationship commitment d. strategic alliance

d. strategic alliance

Sam uses public transport to commute to work. However, he has always wanted to own a car and believes commuting by car will save time. This scenario exemplifies Sam's _____. a. selective retention b. cognitive dissonance c. value d. want

d. want