Ch. 5 and 6 Quiz Questions

Demand for outboard motors depends on consumers purchasing fishing boats. This is an example of​ ________ demand. A. negative B. derived C. elastic D. primary E. composite

derived

A new task situation presents​ ________. A. the greatest opportunity and the greatest challenge to the marketer B. low risk for the buyer C. the fewest decisions for the buyer D. the least information required E. the smallest number of decision participants

the greatest opportunity and the greatest challenge to the marketer

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

A new task buying situation

Five characteristics are important in influencing an​ innovation's rate of adoption. As​ ________ increases, the rate of adoption is slower. A. Compatibility B. Divisibility C. Communicability D. Relative advantage E. Complexity

Complexity

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 go through all stages of the buyer decision process for every purchase situation. E. Consumers tend to take the same amount of time going through the stages of the buyer decision process.

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

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

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

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

Emotion plays an important role in business buying decisions.

Which of the following correctly defines the consumer​ market? A. Individuals and households that buy goods and services for personal consumption B. Consumers and the businesses that sell to them C. Consumers who spend more than​ $5000.00 yearly on goods and services D. Manufacturers, resellers, and consumers E. Consumers and the resellers who consumers buy their products from

Individuals and households that buy goods and services for personal consumption

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

Manufacturers, producers,​ retailers, wholesalers

Which of the following statements regarding the business market is​ correct? A. In the business market buying​ process, buyers and sellers are less dependent on each other than in the consumer market. B. The business market has more buyers than the consumer market. C. The business market is not as large as the consumer market in terms of dollars spent and items purchased. D. Many sets of business purchases are made for one set of consumer purchases. E. Business buying decisions are less complex than consumer buying decisions.

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

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

Order-routine specification

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

Satisfaction is determined by the relationship between the​ consumer's expectations and the​ product's perceived performance

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

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 decision process and systems selling B. The buying center and organizational members who will use the product or service C. The buying center and the buying decision process D. Pricing and promotion E. The buying center and consumer demand

The buying center and the buying decision process

According to the model of buyer​ behavior, what are the two parts of a​ buyer's black​ box? A. Cultural forces and marketing stimuli B. The 4 Ps and social forces C. The​ buyer's attitudes and preferences and the​ buyer's purchase behavior D. Purchase behavior and cultural forces E. The​ buyer's characteristics and the​ buyer's decision process

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

The​ statements, "I only buy the​ best" and​ "The Japanese make the best cars in the​ world," represent​ ________. A. physiological needs B. motives C. perceptions D. attitudes E. drives

attitudes

Business markets are similar to consumer markets in that​ ________. A. both involve people who assume buying roles and make purchase decisions to satisfy needs B. both share the same market structure C. the decision processes involved in both the markets are same D. the types of decisions are fairly consistent in both the markets E. the nature of the buying unit is the same for both

both involve people who assume buying roles and make purchase decisions to satisfy needs

Business buyer behavior refers to the​ ________. A. buying behavior of the organizations that buy goods and services for use in the production of other products and services that are​ sold, rented, or supplied to others B. strong affinity of businesses for​ value-for-money deals C. buying behavior of consumers who rely on small retailers for the regular supply of provisions D. buying behavior of consumers who buy goods and services for personal consumption E. decision process by which business buyers determine which products and services their organizations need to purchase

buying behavior of the organizations that buy goods and services for use in the production of other products and services that are​ sold, rented, or supplied to others

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

deal with far fewer but far larger buyers

What is the most important consumer buying organization in​ society? A. membership group B. reference group C. subculture D. social class E. family

family

The Pure Drug Company produces​ insulin, a product with a very stable demand. Even though the price changed several times in the past two​ years, the demand for Pure​ Drug's insulin remained relatively unaffected. In this​ instance, the demand for insulin is representative of​ ________ demand. A. composite B. negative C. derived D. inelastic E. latent

inelastic

Differences between business markets and consumer markets include all of the following EXCEPT​ ________. A. nature of the buying unit B. people who make purchase decisions to satisfy needs C. number of buyers D. types of decisions and the decision process E. market structure and demand

people who make purchase decisions to satisfy needs

Consumer​ motivation, perception, and learning are related to the​ __________ factors influencing consumer behavior. A. social B. cultural C. subcultural D. personal E. psychological

psychological

In which of the following would the buyer reorder a product without any​ modifications? A. new task B. modified rebuy C. reverse auction D. straight rebuy E. solution selling

straight rebuy

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. permission from others B. lack of information C. poor​ decision-making skills D. too many choices E. unexpected situational factors

unexpected situational factors