chapter 5

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

Complexity

This adopter group is skeptical and only adopts new products after a majority of people has tried it. A.Lagging adopters. B.Early adopters. C.Late mainstream. .D.Early mainstream. E.Innovators.

Late mainstream.

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

reference group

In a​ _________, the​ business-to-business buyer reorders something without modifications. A.straight rebuy .B.system selling C.buying decision D.modified rebuy E.new task

straight rebuy

All the people involved in the buying decision in an organization are collectively known as​ _______. A.the purchasing team B.buying agents C.the buying nucleus D.buying actors E.the buying center

the buying center

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

A new task buying situation

_______ refers to the practice of including ethnic themes and​ cross-cultural practices within a​ company's mainstream. A.A total market strategy B.Viral marketing C.Cause marketing D.Guerilla marketing E.Buzz marketing

A total market strategy

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

Awareness

Which of the following types of marketing involves creating opinion leaders to serve as brand ambassadors to spread the word about a​ company's products? A.Social marketing B.Traditional marketing C.Buzz marketing .D. Values marketing E.Direct marketing

Buzz marketing

What is the nature of demand in business​ markets? A.Demand in business markets is elastic. B.Demand in business markets is derived demand. .C.Business market demand is independent of consumer market demand. D.Demand in business markets fluctuates less than in consumer markets. E.Demand in business markets does not fluctuate.

Demand in business markets is derived demand.

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

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

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

Need recognition

Which of the following needs in​ Maslow's hierarchy is generally satisfied​ first? A.Safety needs B.Self-actualization needs C.Esteem needs D.Physiological needs E.Social needs

Physiological needs

_______ refers to the degree to which innovation appears superior to existing products. A.Divisibility B.Complexity C.Compatibility D.Communicability E.Relative advantage

Relative advantage

Which of the following is a social factor that influences consumer buying​ behavior? A.Life-cycle stage B.Occupation C.Roles and status D.Personality E.Economic situation

Roles and status

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

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

Which of the following lists the five steps of the buyer decision process in the correct​ order? A.Need​ recognition, information​ search, purchase​ decision, evaluation of​ alternatives, and postpurchase behavior. B.Need​ recognition, purchase​ decision, information​ search, evaluation of​ alternatives, and postpurchase behavior. C.Need​ recognition, evaluation of​ alternatives, information​ search, purchase​ decision, and postpurchase behavior. D.Need​ recognition, information​ search, evaluation of​ alternatives, purchase​ decision, and postpurchase behavior. .E.Purchase​ decision, need​ recognition, information​ search, evaluation of​ alternatives, and postpurchase behavior.

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

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

can erode​ long-standing customer-supplier relationships

When marketers want to promote their products and services through​ word-of-mouth marketing​ programs, they typically begin by​ ________. A.developing print and radio advertisements B.identifying and targeting late adopters C.withdrawing from online social networks D.generating​ person-to-person brand conversations E.pushing​ one-way commercials at customers

generating​ person-to-person brand conversations

A.economic B.individual C.organizational D.cultural E.interpersonal

individual

Items such as technical​ specifications, quantity, delivery​ time, return policies and warranties are included in the​ ____________. A.product specification B.general need description C.supplier selection D.order routine specification .E.proposal solicitation

order routine specification

Consumers can obtain information from any of several sources. Which source is the most effective in that they legitimize the​ product? A.Personal sources .B.Commercial sources C.Media sources D.The Internet E.Public sources

personal sources