Ch 5 BA 370
In which step of the buying decision process is the final order with the chosen supplier developed? Question content area bottom Part 1 A. Order-routine specification B. Product specification C. General need description D. Proposal solicitation E. Supplier selection
A. Order-routine specification
The second step in the buyer decision process might include seeking more information. Sources of information vary. Commercial sources normally ________ the buyer, but personal sources ________ products for the buyer. Question content area bottom Part 1 A. inform; legitimatize or evaluate B. create value for; evaluate C. mislead; legitimatize or evaluate D. stimulate; legitimatize or evaluate E. inform; differentiate
A. inform; legitimatize or evaluate
What is the mistaken assumption that business-to-business companies often make about digital and social media? Question content area bottom Part 1 A. That digital and social media are only effective with large expenditures B. That digital and social media choices are confined to Twitter and Facebook C. That digital and social media are useful primarily to consumer products and services companies D. That digital and social media require teams of specialists E. That digital and social media yield little except for brand awareness
. That digital and social media are useful primarily to consumer products and services companies
Which stage of the business buying decision process involves ranking the importance of reliability, durability, and price? Question content area bottom Part 1 A. product specification B. proposal solicitation C. supplier search D. supplier selection E. general need description
E. general need description
Consumers go through specific stages in the process of adopting a new product. Those five stages include ________, ________, _______, _________, and _______. Question content area bottom Part 1 A. awareness, interest, evaluation, trial, and post-purchase evaluation B. awareness, interest, evaluation, trial, and word of mouth C. awareness, interest, evaluation, trial, and social media review D. awareness, interest, trial, post-purchase review, and adoption E. awareness, interest, evaluation, trial, and adoption
E. awareness, interest, evaluation, trial, and adoption
What are the five characteristics that are especially important in influencing an innovation's rate of adoption? Question content area bottom Part 1 A. Relative advantage, complexity, compatibility, divisibility, and communicability B. Product, price, place, promotion, and packaging C. Price, features, complexity, relative advantage, and promotion D. Relative advantage, complexity, compatibility, availability, and promotion E. Product, price, place, promotion, and relative advantage
A. Relative advantage, complexity, compatibility, divisibility, and communicability
One concern about the expanding use of e-procurement for B-to-B purchasing is that ________. Question content area bottom Part 1 A. it can erode decades-old customer-supplier relationships B. it is more costly than traditional purchasing methods C. it takes more time than traditional purchasing methods D. online information can contain viruses E. very few buyers know how to use the technology
A. it can erode decades-old customer-supplier relationships
What are the five stages of the consumer adoption process, in the correct sequence? Question content area bottom Part 1 A. Awareness, interest, evaluation, trial, and adoption B. Awareness, interest, trial, evaluation, and adoption C. Awareness, evaluation, interest, trial, and adoption D. Awareness, trial, interest, evaluation, and adoption E. Awareness, trial, evaluation, interest, and adoption
A. Awareness, interest, evaluation, trial, and adoption
Advances in information technology have dramatically affected the B-to-B buying process. Online purchasing, often called _______, has grown rapidly in recent years. Question content area bottom Part 1 A. e-procurement B. online procurement C. e-purchasing D. B-to-B procurement E. e-commerce
A. e-procurement
Which of the following correctly defines the consumer market? Question content area bottom Part 1 A. Any business that sells goods and services to consumers B. Individuals and households that buy goods and services for personal consumption C. Individuals who spend more than $1,000 a year on purchases D. Manufacturers, retailers, and consumers E. Retailers who sell goods and services to consumers
B. Individuals and households that buy goods and services for personal consumption
Companies must manage the ________, which often includes many different buying decisions in various stages of the buying decision process. Question content area bottom Part 1 A. supply chain management process B. overall customer relationship C. marketing process D. sales process E. proposal and solicitation process
B. overall customer relationship
Which of the following correctly defines the consumer market? Question content area bottom Part 1 A. Individuals who spend more than $1,000 a year on purchases B. Any business that sells goods and services to other businesses C. Individuals and households that buy goods and services for personal consumption D. Manufacturers, retailers, and consumers E. Retailers who sell goods and services to consumers
C. Individuals and households that buy goods and services for personal consumption
Marketers need to understand and know the answers to several key questions when dealing with buying centers. Of the following, which is NOT one of those key questions? Question content area bottom Part 1 A. In what decisions do they exercise influence and to what degree? B. What major influences impact the buying center decision? C. Is price a major factor or is the buying center price sensitive? D. Who are the major buying center participants? E. What evaluation criteria does each decision participant use?
C. Is price a major factor or is the buying center price sensitive?
Buyers who face a new task-buying situation usually go through ________. Question content area bottom Part 1 A. only the critical stages (product specification, proposal solicitation, supplier selection, and performance review) B. only the problem and supplier selection stages C. all of the eight stages, including performance review D. the mandatory stages as well as performance review E. only the mandatory stages of product specification, proposal solicitation, and supplier selection
C. all of the eight stages, including performance review
In the broadest sense, a new product marketer must research _____________________ when developing a new product and a marketing program. Question content area bottom Part 1 A. various domestic promotional challenges B. characteristics related to pricing acceptability C. characteristics influencing the rate of adoption D. characteristics of international markets E. attitudes of consumers toward packaging
C. characteristics influencing the rate of adoption
Which of the following statements regarding the business market is correct? Question content area bottom Part 1 A. Business buying decisions are less complex than consumer buying decisions. B. The business market is not as large as the consumer market in terms of dollars spent and items purchased. C. The business market has more businesses than the consumer market. D. Many sets of business purchases are made for one set of consumer purchases. E. Demand in the business market is more elastic than demand in the consumer market.
D. Many sets of business purchases are made for one set of consumer purchases.
What are the eight steps in the business buying decision process, in the correct sequence? Question content area bottom Part 1 A. Problem recognition, general need description, product specification, supplier search, supplier selection, proposal solicitation, order-routine specification, and performance review B. Problem recognition, general need description, product specification, supplier search, proposal solicitation, supplier selection, order-routine specification, and performance review C. Problem recognition, general need description, product specification, supplier selection, supplier search, proposal solicitation, order-routine specification, and performance review D. Performance review, problem recognition, general need description, product specification, supplier search, proposal solicitation, supplier selection, and order-routine specification E. General need description, problem recognition, product specification, supplier search, proposal solicitation, supplier selection, order-routine specification, and performance review
Problem recognition, general need description, product specification, supplier search, proposal solicitation, supplier selection, order-routine specification, and performance review
What determines whether the buyer is satisfied or dissatisfied with a purchase? Question content area bottom Part 1 A. The relationship between the price of the product and the level of customer service provided B. The relationship between the consumer's expectations and how others evaluate the product purchased C. The relationship between the price of the product and the product's perceived performance D. The relationship between the consumer's expectations and where the product was purchased E. The relationship between the consumer's expectations and the product's perceived performance
The relationship between the consumer's expectations and the product's perceived performance
__________________ determines whether the buyer is satisfied or dissatisfied with a purchase. Question content area bottom Part 1 A. The relationship between the price of the product and the product's perceived performance B. The relationship between the consumer's expectations and where the product was purchased C. The relationship between the price of the product and the level of customer service provided D. The relationship between the consumer's expectations and the product's perceived performance E. The relationship between the consumer's expectations and how others evaluate the product
The relationship between the consumer's expectations and the product's perceived performance
Which type of business buying situation offers marketers not only the greatest opportunity, but also the greatest challenge? Question content area bottom Part 1 A. A request for proposal B. A new task situation C. A modified rebuy D. A buying center purchase E. A straight rebuy
a new task situation
We define the ________ process as the mental process through which an individual passes from first learning about an innovation to final adoption. Question content area bottom Part 1 A. adoption B. buying C. decision D. evaluation E. purchase
adoption
Generally, the consumer's purchase decision will be to buy the most preferred brand, but two factors can come between the purchase intention and the purchase decision. These two factors are ________. Question content area bottom Part 1 A. unexpected price adjustments or changes and unexpected competitor products B. attitudes of others and unexpected economic factors C. negative product reviews and unexpected situational factors D. attitudes of others and expected situational factors E. attitudes of others and unexpected situational factors
attitudes of others and unexpected situational factors
The ________ market comprises all organizations that buy goods and services for use in the production of other products and services or for the purpose of reselling or renting them to others at a profit. Question content area bottom Part 1 A. industrial B. reseller C. consumer D. retailer E. business
business
Which of the following is NOT among the major factors influencing consumer buying behavior? Question content area bottom Part 1 A. Psychological B. Social C. Cultural D. Commercial E. Personal
commercial
_________ refers to the set of values, perceptions, wants, and behaviors learned by a member of society from family and other important institutions. Question content area bottom Part 1 A. Personality B. Social class C. Learning D. Attitude E. Culture
culture
Business marketers are increasingly connecting with customers online and through digital, mobile, and social media to ________, __________, __________, ___________, and maintain ongoing customer relationships. Question content area bottom Part 1 A. discourage customers from shopping at brick-and-mortar locations, share marketing information, sell products and services, provide customer support services B. engage customers, share marketing information, sell products and services, provide customer support services C. primarily sell products and services, share marketing information, provide customer support services, provide logistical information D. engage customers, engage salespersons, share marketing information, sell products and services E. primarily engage customers, share marketing information, sell products, and provide customer services
engage customers, share marketing information, sell products and services, provide customer support services
The buying center and the buying decision process are influenced by ________, __________, and __________ factors, as well as _____________ factors. Question content area bottom Part 1 A. interpersonal, community, and individual factors, as well as external environmental factors B. internal organizational, interpersonal, and internal factors, as well as individual factors C. internal organizational, internal environmental, and external environmental factors, as well as individual factors D. internal organizational, interpersonal, and individual factors, as well as external environmental factors E. internal organizational, interpersonal, and individual factors, as well as economic environmental factors
internal organizational, interpersonal, and individual factors, as well as external environmental factors
Business markets differ in many ways from consumer markets. The main differences are in ________, __________, and __________. Question content area bottom Part 1 A. market structure and demand, the nature of the buying unit, and the types of decisions and the decision process B. market structure and demand, the viability of the buying unit, and the decision process C. market demand, the nature of the buying unit, and the decision process D. market structure, types of decisions, and consumer buying preferences E. market structure and demand, the nature of the buying unit, and purchasing cycles
market structure and demand, the nature of the buying unit, and the types of decisions and the decision process
When making a purchase, the buyer goes through a decision process consisting of all of the following: ________. Question content area bottom Part 1 A. want recognition, information search, evaluation of alternatives, purchase decision, and post-purchase behavior B. need recognition, product search, evaluation of alternatives, purchase decision, and post-purchase behavior C. need recognition, information search, evaluation of alternatives, purchase decision, and post-purchase behavior D. need recognition, information search, evaluation of alternatives, purchase decision, and product evaluation E. need recognition, information search, product selection, purchase decision, and post-purchase behavior
need recognition, information search, evaluation of alternatives, purchase decision, and post-purchase behavior
Occupation, age, and lifestyle are _________ factors that influence consumer buyer behavior. Question content area bottom Part 1 A. psychological B. personal C. social D. social class E. cultural
personal
Consumers go through a distinct process in making a purchase. Of the following, which is the final step in that process? Question content area bottom Part 1 A. Recognizing a need B. Gathering information C. Post-purchase behavior D. Evaluation of alternatives E. Making a purchase
post-purchase behavior
The business buyer decision process itself can be quite involved, with several basic stages. The process begins with ______________ and concludes with _______________. Question content area bottom Part 1 A. product specification; routine specification B. supplier search; performance review C. proposal solicitation; supplier selection D. general need description; supplier selection E. problem recognition; performance review
problem recognition; performance review
Companies can do e-procurement in several ways, including _______, ________, ________, and __________. Question content area bottom Part 1 A. personal sales calls, trading exchanges, company buying sites, and extranet links B. reverse auctions, trading exchanges, company buying sites, and extranet links C. reverse auctions, trading exchanges, company buying sites, and free 800 support lines D. personal sales calls, paper-based transactions, telephone cold calls, and trade shows E. reverse auctions, brick-and-mortar stores, company buying sites, and extranet links
reverse auctions, trading exchanges, company buying sites, and extranet links
A simple model of consumer behavior suggests that marketing stimuli and other major forces enter the consumer's "black box." This black box has two parts: ________ and ________. Question content area bottom Part 1 A. the buyer's preferences and the buyer's actual buying power B. the buyer's characteristics and the buyer's actual buying power C. the buyer's actual buying power and the buyer's decision process D. the buyer's characteristics and the buyer's decision process E. the buyer's preferences and the buyer's decision power
the buyer's characteristics and the buyer's decision process
Technology advances have made B-to-B online purchasing possible. This is called ________. Question content area bottom Part 1 A. web-based submissions of proposals B. e-procurement C. automated requests for proposals D. online bidding E. e-shipping options
e-procurement
People can be classified into the adopter categories, with each category having different values and rates of adoption. The adopter categories include ________, ________, __________, _________, and __________. Question content area bottom Part 1 A. innovators, early adopters, avoiders, mainstream adopters, and late adopters B. pioneers, early mainstream adopters, late mainstream adopters, avoiders, and lagging adopters C. innovators, pioneers, early mainstream adopters, late mainstream adopters, and lagging adopters D. innovators, early adopters, mainstream adopters, mid-stage adopters, and lagging adopters E. innovators, early adopters, early mainstream adopters, late mainstream adopters, and lagging adopters
innovators, early adopters, early mainstream adopters, late mainstream adopters, and lagging adopters
