Quiz 4, 5, and 6

What are the four general characteristics that influence consumer​ purchases? A. Cultural​ characteristics, social​ characteristics, personal​ characteristics, and psychological characteristics B. Economic​ characteristics, technological​ characteristics, demographic​ characteristics, and political characteristics C. Technological​ characteristics, social​ characteristics, personal​ characteristics, and the buyer decision process D. Cultural​ characteristics, technological​ characteristics, social​ characteristics, and personal characteristics E. Cultural​ characteristics, social​ characteristics, demographic​ characteristics, and the buyer decision process

A. Cultural​ characteristics, social​ characteristics, personal​ characteristics, and psychological characteristics

Which of the following statements regarding the institutional market is​ correct? A. Institutional markets have captive patrons. B. Institutional buyers have the same characteristics and needs as business buyers. C. Institutional buyers always seek to minimize costs. D. Institutional markets are relatively small. E. Institutional markets are characterized by large budgets.

A. Institutional markets have captive patrons.

What is the correct order of the five stages in the buyer decision​ process? A. Need recognition​, information search​, evaluation of alternatives​, the purchase decision​, and postpurchase behavior B. Information​ search, need recognition​, evaluation of alternatives​, the purchase decision​, and postpurchase behavior C. Information search​, evaluation of alternatives​, need​ recognition, the purchase decision​, and postpurchase behavior D. Evaluation of​ alternatives, information​ search, need​ recognition, the purchase​ decision, and postpurchase behavior E. Need recognition​, the purchase​ decision, information search​, evaluation of alternatives​, and postpurchase behavior

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

Which of the following statements about online research is​ correct? A. Online surveys generally have higher response rates than those conducted by mail or phone. B. It is more expensive to conduct online research than using​ mail, phone, or personal interviews. C. Experiments cannot be conducted online. D. The Internet is especially well suited to qualitative research. E. Online research is only feasible for large companies.

A. Online surveys generally have higher response rates than those conducted by mail or phone.

Which of the following best describes a marketing information system​ (MIS)? A. People and procedures that are used to manage information to generate and validate actionable customer and market insights B. The company databases which store information C. The marketing team that makes decisions based on customer insights D. The​ hardware, software, and networks that are used in collecting and analyzing data E. Data obtained from the Internet that is used to gain customer insights

A. People and procedures that are used to manage information to generate and validate actionable customer and market insights

What tends to be the most effective source of information when consumers make a buying​ decision? A. Personal sources B. Mass media C. Salespeople D. Advertisements E. The Internet

A. Personal sources

Which stage of the business buying decision process occurs between supplier search and supplier​ selection? A. Proposal solicitation B. ​Order-routine specification C. Product specification D. Performance review E. General need description

A. Proposal solicitation

Which of the following statements regarding the U.S. government market is​ correct? A. The U.S. government is the largest buyer of goods and services in the world. B. Selling to the U.S. government requires no specific knowledge of that market. C. The U.S. government market is not affected by environmental factors. D. Government buying is not scrutinized by outside publics. E. The government tends to favor foreign suppliers over domestic suppliers.

A. The U.S. government is the largest buyer of goods and services in the world.

What are the two major components of a​ B-to-B marketer's buying​ activity? A. The buying center and the buying decision process B. The buying center and organizational members who will use the product or service C. The buying decision process and systems selling D. The buying center and consumer demand E. Pricing and promotion

A. The buying center and the buying decision process

Which of the following statement regarding competitive marketing intelligence is​ correct? A. The goal of competitive marketing intelligence is to improve strategic decision making. B. Marketing intelligence information is not available from the U.S. government. C. Companies should not be concerned about​ competitor's accessing publicly available information about them. D. Marketing intermediaries are not a good source of competitive marketing intelligence E. Monitoring a​ competitor's website is unethical.

A. The goal of competitive marketing intelligence is to improve strategic decision making.

Which one of the following statements about marketing research in small businesses and nonprofit organizations is​ correct? A. The research methods of small businesses and nonprofits are less complex and less​ costly, but they still must be conducted carefully. B. Surveys are the only research approach that can be effectively used by small businesses and nonprofits. C. Small companies and nonprofits do not need marketing information. D. Good research requires large sample sizes which are not feasible for small businesses and nonprofits. E. Only large companies can afford to conduct marketing research.

A. The research methods of small businesses and nonprofits are less complex and less​ costly, but they still must be conducted carefully.

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

A. can erode​ long-standing customer-supplier relationships

To develop needed​ information, marketing information systems utilize​ __________. A. internal​ databases, marketing​ intelligence, and marketing research B. internal​ databases, marketing​ research, and marketing managers C. marketing​ intelligence, marketing​ research, and the marketing environment D. marketing​ managers, information​ users, and internal databases E. internal​ databases, big​ data, and market research

A. internal​ databases, marketing​ intelligence, and marketing research

Using marketing information to gain customer insights is of little value unless​ __________. A. it is used to make better marketing decisions B. it increases company profits C. it is obtained as cheaply as possible D. marketers gather as much information as possible E. it comes exclusively from big data

A. it is used to make better marketing decisions

Competitive marketing intelligence uses​ __________ data sources. A. publicly available B. private C. expensive D. internal E. ​competitor's internal

A. publicly available

A purse​ company's ads feature the cast of a popular reality show. Product sales increase significantly among the fans. From the​ fans' viewpoint, the cast is​ a(n) __________. A. reference group B. subculture C. opinion leader D. membership group E. social network

A. reference group

The U.S. government normally awards contracts to​ __________. A. the lowest bidder B. the highest bidder C. the supplier with the best reputation D. foreign suppliers E. the supplier with the highest quality item

A. the lowest bidder

Two things can come between the intention to make a purchase and the actual​ purchase: the first is the attitudes of others and the second is​ __________. A. unexpected situational factors B. poor​ decision-making skills C. too many choices D. permission from others E. lack of information

A. unexpected situational factors

What are the three cultural factors that influence consumer buyer​ behavior? A. ​Culture, subculture, and social class B. ​Culture, subculture, and family C. ​Culture, subculture, and lifestyle D. ​Culture, social​ class, and lifestyle E. ​Culture, family, and lifestyle

A. ​Culture, subculture, and social class

Items such as technical​ specifications, quantity, delivery​ time, return​ policies, and warranties are included in which stage of the buying decision​ process? A. ​Order-routine specification B. General need description C. Supplier selection D. Product specification E. Proposal solicitation

A. ​Order-routine specification

Which of the following statements about marketing information systems​ (MIS) is​ correct? A. Marketing information systems provide information only to a​ company's internal users. B. A good MIS must balance what users would like to have against what they really need and what is feasible to offer. C. An MIS begins and ends with information collectors. D. An MIS is focused on internal data and ignores the marketing environment. E. A good MIS gives managers all the information they ask for.

B. A good MIS must balance what users would like to have against what they really need and what is feasible to offer.

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

B. Complexity

Which of the following statements is correct regarding consumer buying​ decisions? A. Marketers are interested in what and where consumers​ buy, but not how much they buy. B. Consumers are often unaware of what influences their purchases. C. The easiest part of studying buying decisions is determining the whys behind consumer buying behavior. D. A​ buyer's characteristics such as age and income have little influence on buying decisions. E. The consumer buying decision process is of little interest to marketers.

B. Consumers are often unaware of what influences their purchases.

Which of the following statements is correct regarding the influence of personal factors on buyer​ behavior? A. The concept of lifestyle is too complex to be of use to marketers. B. Consumers tend to buy brands whose personality matches their own. C. A​ person's occupation does not affect the goods they purchase. D. Marketers have found that it is not useful to define target markets in terms of​ life-cycle stage. E. The PRIZM segmentation system primarily classifies households based on their interest in social networks.

B. Consumers tend to buy brands whose personality matches their own.

Which adopter category consists of opinion leaders who adopt new ideas early but​ carefully? A. Innovators B. Early adopters C. Late mainstream D. Early mainstream E. Lagging adopters

B. Early adopters

Which of the following correctly defines the consumer​ market? A. Consumers and the businesses who sell to them B. Individuals and households that buy goods and services for personal consumption C. Consumers and the resellers who consumers buy their products from D. ​Manufacturers, resellers, and consumers E. Consumers who spend more than​ $5,000 yearly on goods and services

B. Individuals and households that buy goods and services for personal consumption

Product value analysis is an approach to cost reduction that is used at which stage of the buying decision​ process? A. Performance review B. Product specification C. ​Order-routine specification D. Problem recognition E. Proposal solicitation

B. Product specification

Which of the following statements regarding conducting marketing research in a foreign country is​ correct? A. Good secondary data is easy to find in most foreign markets. B. Reaching respondents in other parts of the world is more difficult than it is in the United States. C. Globalization has slowed​ down, so international research is no longer necessary. D. Consumers in foreign markets generally enjoy participating in marketing research. E. Language translation will be easy.

B. Reaching respondents in other parts of the world is more difficult than it is in the United States.

​Business-to-business marketers will sometimes promote their goods directly to consumers. This is because business demand is​ __________. A. unrelated to demand for consumer goods B. derived C. the same as consumer demand D. constant E. elastic

B. derived

Survey research is the approach best suited for gathering​ __________. A. experimental research B. descriptive research C. exploratory research D. causal research E. ethnographic research

B. descriptive research

According to the​ text, one result of technology is that the new space for engaging business customers is​ __________. A. trading sites B. digital and social media C. ​face-to-face sales calls D. trade shows E. extranet links

B. digital and social media

Sending observers to watch and interact with consumers in their​ "natural environment" is known as​ __________. A. experimental research B. ethnographic research C. a focus group D. survey research E. ​on-site research

B. ethnographic research

Some retailers use mannequins with cameras hidden in one eye to record customer demographics and shopping behavior in order to serve them better. This raises ethical concerns in terms of​__________. A. deceptive advertising B. intrusions on consumer privacy C. customer harassment D. improper sampling procedures E. the misuse of research findings

B. intrusions on consumer privacy

To learn more about the relationships and patterns contained in the vast amounts of data they​ collect, marketers use​ __________. A. big insights B. marketing analytics C. big data analytics D. touch points E. customer relationship management

B. marketing analytics

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

C. A new task buying situation

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

C. Awareness

Which of the following statements regarding the buyer decision process is​ correct? A. The buyer decision process consists of four stages. B. The nature of the product has no effect on the buyer decision process. C. Consumers​ may, in some​ situations, skip steps in the buyer decision process. D. Consumers tend to take the same amount of time going through the stages of the buyer decision process. E. Consumers go through all stages of the buyer decision process for every purchase situation.

C. Consumers​ may, in some​ situations, skip steps in the buyer decision process.

The first stage of the business buying decision process is problem recognition. What is the second​ stage? A. Supplier selection B. Supplier search C. General need description D. Proposal solicitation E. Product specification

C. General need description

A university is buying new overhead projectors for its classrooms. The​ university's Information Technology Department has been asked to provide specifications and recommendations for this purchase. The IT Department is playing which role in the​ university's buying​ center? A. Decider B. Gatekeeper C. Influencer D. Buyer E. User

C. Influencer

People can be classified into adopter categories. Which two categories are the first to adopt a new product​ idea? A. Early mainstream and the late mainstream B. Early adopters and the early mainstream C. Innovators and early adopters D. Innovators and the early mainstream E. Early adopters and lagging adopters

C. Innovators and early adopters

Which of the following statements regarding the business market is​ correct? A. Business buying decisions are less complex than consumer buying decisions. B. In the business market buying​ process, buyers and sellers are less dependent on each other than in the consumer market. 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.

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

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

C. Occupation

Which of the following correctly defines the institutional​ market? A. All purchases made by the government B. The buying centers within organizations that make buying decisions C. Organizations that provide goods and services to people in their care D. Resellers such as retailers and wholesalers E. Manufacturers of consumer goods and services

C. Organizations that provide goods and services to people in their care

What are the two main research instruments used by marketing researchers in primary data​ collection? A. The telephone and the Internet B. Questionnaires and panels C. Questionnaires and mechanical devices D. Questionnaires and surveys E. Questionnaires and the Internet

C. Questionnaires and mechanical devices

Which of the following correctly identifies the social factors that influence consumer buyer​ behavior? A. Small groups​, social​ networks, ​family, and social class B. Small groups​, ​family, social​ class, and lifestyle C. Small groups​, social​ networks, ​family, and social roles and status D. Small​ groups, social​ networks, social​ class, and subculture E. ​Family, social​ networks, social​ class, and subculture

C. Small groups​, social​ networks, ​family, and social roles and status

Which of the following is an advantage to using internal databases for​ information? A. Internal information sources are easy to manage. B. Internal information is in a form that is useful for making marketing decisions. C. They can be accessed quickly and cheaply. D. Internal information is accurate and complete. E.

C. They can be accessed quickly and cheaply.

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

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

In the​ B-to-B market, one strategy is to offer a complete solution to a​ buyer's problems. This is called​ __________. A. a straight rebuy B. supplier development C. systems selling D. a modified rebuy E. a​ multi-seller approach

C. systems selling

What is the correct order of the five stages of the new product adoption​ process? A. ​Interest, awareness,​ evaluation, trial, adoption B. ​Awareness, evaluation,​ interest, trial, adoption C. ​Awareness, interest,​ evaluation, trial, adoption D. ​Awareness, interest,​ trial, adoption, evaluation E. ​Awareness, interest,​ trial, evaluation, adoption

C. ​Awareness, interest,​ evaluation, trial, adoption

What are the three types of research​ objectives? A. ​Causal, experimental, and hypothetical B. ​Exploratory, formal, and casual C. ​Exploratory, descriptive, and causal D. ​Exploratory, descriptive, and definitive E. ​Exploratory, causal, and experimental

C. ​Exploratory, descriptive, and causal

For Super Bowl Sunday a pizzeria simply increases their order of supplies from their existing suppliers. Which type of buying situation does this​ represent? A. A straight rebuy B. A new task situation C. A consumer transaction D. A modified rebuy E. Systems selling

D. A modified rebuy

After defining the problem and​ objectives, what is the next step in the marketing research​ process? A. Report the findings. B. Collect the data. C. Analyze the data. D. Develop the research plan. E. Implement the plan.

D. Develop the research plan.

Which of the following statements is correct regarding major influences on business buyer​ behavior? A. Marketers in the​ B-to-B market are not concerned with competitive developments in their environment. B. Interpersonal factors have little influence on business buyer behavior. C. Economic factors have little influence on business buying decisions. D. Emotion plays an important role in business buying decisions. E. Culture is more important to domestic​ B-to-B marketers than to global​ B-to-B marketers.

D. Emotion plays an important role in business buying decisions.

Dissonance-reducing buying behavior would result from which of the following​ conditions? A. High involvement and significant differences between brands B. Any buying situation with significant differences between brands C. Low involvement and few differences between brands D. High involvement and few differences between brands E. Low involvement and significant differences between brands

D. High involvement and few differences between brands

Which of the following statements about the use of digital and social media for​ B-to-B marketing is​ correct? A. It is growing slowly because business buyers are only occasionally connected to digital devices. B. It reduces customer engagement and interaction. C. It is a very important medium but its use is currently limited to a small number of industries. D. It allows businesses to target individuals within a business who affect buying decisions. E. It is growing rapidly but offers limited ways to engage customers compared to​ face-to-face selling.

D. It allows businesses to target individuals within a business who affect buying decisions.

Which of the following statements about big data is​ correct? A. Analyzing big data will always lead to useful customer insights. B. Big data is very important because marketers today need more information to make good decisions. C. Big data actually refers to very small data sets. D. One result of big data is that marketing managers are often overloaded with information. E. Analyzing big data is a very easy task.

D. One result of big data is that marketing managers are often overloaded with information.

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

D. The relationship between consumer expectations and perceived product performance

Which of the following statements regarding the use of marketing​ information, customer relationship management​ (CRM), and analytics is​ correct? A. Social media information cannot be analyzed using marketing analytics. B. Marketing analytics is not used in customer relationship management. C. Technology alone can build profitable customer relationships. D. There are risks involved in using big data analytics and CRM. E. Marketing information is of great value even if it is not used for decision making.

D. There are risks involved in using big data analytics and CRM.

Unlike marketers in the consumer​ market, business-to-business marketers​ __________. A. are not concerned with creating customer value B. respond to elastic demand for their goods C. use a less formalized buying process D. deal with far fewer but far larger buyers E. can ignore customer needs

D. deal with far fewer but far larger buyers

You and seven other people are talking with a trained moderator about your feelings and thoughts about a potential new product. For doing this you receive a small payment. You are participating in​ a(n) __________. A. ethnographic study B. experiment C. individual interview D. focus group interview E. immersion group

D. focus group interview

Business-to-business marketing involves buying and selling goods or services by which of the​ following? A. ​Manufacturers, producers,​ retailers, the government B. ​Manufacturers, retailers,​ consumers, wholesalers C. ​Manufacturers, producers,​ retailers, consumers D. ​Manufacturers, producers,​ retailers, wholesalers E. ​Consumers, manufacturers,​ resellers, suppliers

D. ​Manufacturers, producers,​ retailers, wholesalers

Which of the following is a​ business-to-business market​ transaction? A. A family vacationing at Disneyland B. A person buying their weekly groceries C. A hospital buying medical supplies D. The U.S. government buying supplies for military personnel E. A grocery store buying cereal from​ Kellogg's

E. A grocery store buying cereal from​ Kellogg's

Which of the following statements regarding American subcultural groups is​ correct? A. African American consumers are price​ conscious, so they are less motivated by quality and selection. B. Hispanics are generally not family oriented. C. Hispanic culture is homogenous and does not have subcultures within it. D. Brands are of little importance to African American consumers. E. Asian Americans are the most affluent U.S. demographic segment.

E. Asian Americans are the most affluent U.S. demographic segment.

According to the​ text, what is the most basic cause of a​ person's wants and​ behaviors? A. Personality B. Occupation C. Lifestyle D. Income E. Culture

E. Culture

Which of the following statements regarding habitual buying behavior is​ correct? A. In these types of purchases buyers are highly committed to one brand. B. In these types of purchases buyers carefully weigh their choices. C. In these types of purchases buyers see significant differences between brands. D. In these types of purchases buyers search extensively for information. E. In these types of purchases marketers often use price and sales promotion as incentives for purchase

E. In these types of purchases marketers often use price and sales promotion as incentives for purchase

Which of the following statements about information and customer insights is​ correct? A. Customer insights are relatively easy to obtain. B. Customer insights are useful but do not give companies a competitive advantage. C. To gain useful customer​ insights, "more​ data" is better data. D. Customer insights have little impact on building customer relationships. E. Information to gain customer insights comes from a wide variety of sources.

E. Information to gain customer insights comes from a wide variety of sources.

The​ __________ consists of all the people who are involved in an organizational buying decision. A. purchasing department B. buying network C. purchasing unit D. purchasing network E. buying center

E. buying center

When consumers engage in​ __________ buying behavior they go through a learning​ process, so it is most important that marketers understand information gathering and evaluation behavior. A. low involvement B. habitual C. ​variety-seeking D. ​dissonance-reducing E. complex

E. complex

Some firms have developed teams of people charged with developing action items from marketing information that then work with marketing decision makers to implement the action items. These groups are called​ __________. A. marketing researchers B. focus groups C. marketing information teams D. marketing team leads E. customer insights teams

E. customer insights teams

Companies setup​ __________ which allow key customers and​ value-network members to access​ product, account, and other data anytime they need to. A. wireless networks B. websites C. intranets D. data warehouses E. extranets

E. extranets

Defining the problem and research objectives is the​ __________ step in the marketing research process. A. second B. fourth C. third D. fifth E. first

E. first

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

E. individual

One form of​ e-procurement is​ __________ in which companies put their purchasing requests online and invite bids. A. trading exchanges B. company buying sites C. extranet links D. systems selling E. reverse auctions

E. reverse auctions

A(n) __________ is defined as any contact between a customer and a company. A. satisfaction survey B. purchase C. sales call D. service call E. touch point

E. touch point

What are the four major psychological factors that influence consumer buyer​ behavior? A. ​Perception, learning,​ lifestyle, and social roles B. ​Perception, learning, beliefs and​ attitudes, and personality C. ​Motivation, learning,​ personality, and​ self-concept D. ​Motivation, perception,​ learning, and personality E. ​Motivation, perception,​ learning, and beliefs and attitudes

E. ​Motivation, perception,​ learning, and beliefs and attitudes