Chapter 5 My Marketing Lab

Buyers who face a new​ task-buying situation usually go through​ ________ of the buying process. A. only the critical stages​ (product specification, proposal​ solicitation, supplier​ selection, and performance​ review) B. the mandatory stages as well as performance review C. only the problem and supplier selection stages D. all of the eight stages including performance review E. only the mandatory stages of product​ specification, proposal​ solicitation, and supplier selection

D. all of the eight stages including performance review

The buying process starts with need recognition-the buyer recognizes a problem or need. The need can be triggered by​ ______________. A. internal stimuli or buyer purchasing habits B. internal stimuli and economic stimuli C. external stimuli or buyer purchasing habits D. internal stimuli or external stimuli E. internal and other stimuli

D. internal stimuli or external stimuli

When making a​ purchase, the buyer goes through a decision process consisting of all of the following​ ________. A. need​ recognition, product​ search, evaluation of​ alternatives, purchase​ decision, and​ post-purchase behavior B. need​ recognition, information​ search, evaluation of​ alternatives, purchase​ decision, and product evaluation C. want​ recognition, information​ search, evaluation of​ alternatives, purchase​ decision, and​ post-purchase behavior D. need​ recognition, information​ search, evaluation of​ alternatives, purchase​ decision, and​ post-purchase behavior E. need​ recognition, information​ search, product​ selection, purchase​ decision, and​ post-purchase behavior

D. need​ recognition, information​ search, evaluation of​ alternatives, purchase​ decision, and​ post-purchase behavior

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. A. ​mislead; legitimatize or evaluate B. ​stimulate; legitimatize or evaluate C. ​inform; differentiate D. ​inform; legitimatize or evaluate E. create value​ for; evaluate

D. ​inform; legitimatize or evaluate

Which of the following correctly defines the consumer market A. Any business that sells goods and services to other businesses B. Retailers who sell goods and services to consumers C. Manufacturers, retailers, and consumers D. Individuals and households that buy goods and services for personal consumption E. Individuals who spend more than​ $1,000 a year on purchases

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

Which type of business buying situation offers marketers the greatest opportunity but also the greatest​ challenge? A. A new task situation B. A modified rebuy C. A straight rebuy D. A request for proposal E. A buying center purchase

A. A new task situation

With regard to the diffusion process for new​ products, consumers respond at different​ rates, depending on​ _____________________. A. consumer and product characteristics B. individual product characteristics and mass market C. individual consumer preferences and mass market needs D. consumer buying habits and business buying habits E. consumer buying power and product characteristics

A. consumer and product characteristics

What are the five stages of the consumer adoption process in the correct​ sequence? A. ​Awareness, interest,​ evaluation, trial, and adoption B. ​Awareness, evaluation,​ interest, trial, and adoption C. ​Awareness, interest,​ trial, evaluation, and adoption D. ​Awareness, trial,​ evaluation, interest, and adoption E. ​Awareness, trial,​ interest, evaluation, and adoption

A. ​Awareness, interest,​ evaluation, trial, and adoption

Consumer buyer behavior is influenced by four key sets of buyer​ characteristics: ________. A. cultural, social,​ personal, and psychological B. economic, social,​ personal, and political C. cultural, political,​ personal, and psychological D. cultural, social,​ personal, and economic E. economic, social,​ personal, and psychological

A. cultural, social,​ personal, and psychological

What are the five characteristics that are especially important in influencing an​ innovation's rate of​ adoption? A. ​Price, features,​ complexity, relative​ advantage, and promotion B. Relative​ advantage, complexity,​ compatibility, divisibility, and communicability C. ​Product, price,​ place, promotion, and relative advantage D. ​Product, price,​ place, promotion, and packaging E. Relative​ advantage, complexity,​ compatibility, availability, and promotion

B. Relative​ advantage, complexity,​ compatibility, divisibility, and communicability

We define the​ ________ process as the mental process through which an individual passes from first learning about an innovation to final adoption. A. decision B. adoption C. buying D. evaluation E. purchase

B. adoption

Consumers go through specific stages in the process of adopting a new product. Those five stages include​ ________, ________,​ _______, _________,​ _______. A. ​awareness, interest,​ evaluation, trial, and repeat purchase B. ​awareness, interest,​ evaluation, trial, and adoption C. ​awareness, interest,​ evaluation, trial, and social media review D. ​awareness, interest,​ trial, post-purchase​ review, and adoption E. ​awareness, interest,​ evaluation, trial,​ post-purchase evaluation

B. ​awareness, interest,​ evaluation, trial, and adoption

People can be classified into the adopter categories with each category having different values and rates of adoption. The adopter categories include​ ________, ________,​ __________, _________,​ __________. A. ​innovators, early​ adopters, avoiders,​ mainstream, and late adopters B. ​innovators, early​ adopters, early​ mainstream, late​ mainstream, and lagging adopters C. ​innovators, pioneers, early​ mainstream, late​ mainstream, and lagging adopters D. ​innovators, early​ adopters, mainstream,​ mid-stage adopters, and lagging adopters E. ​pioneers, early​ mainstream, late​ mainstream, avoiders, and lagging adopters

B. ​innovators, early​ adopters, early​ mainstream, late​ mainstream, and lagging adopters

Which of the following statements regarding the business market is​ correct? A. Demand in the business market is more elastic than demand in the consumer market. B. Business buying decisions are less complex than consumer buying decisions. C. Many sets of business purchases are made for one set of consumer purchases. D. The business market has more businesses 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.

What are the eight steps in the business buying decision process in the correct​ sequence? A. General need​ description, problem​ recognition, product​ specification, supplier​ search, proposal​ solicitation, supplier​ selection, order-routine​ specification, and performance review B. Problem​ recognition, general need​ description, product​ specification, supplier​ selection, supplier​ search, proposal​ solicitation, order-routine​ specification, and performance review C. Problem​ recognition, general need​ description, product​ specification, supplier​ search, proposal​ solicitation, supplier​ selection, order-routine​ specification, and performance review D. Problem​ recognition, general need​ description, product​ specification, supplier​ search, supplier​ selection, proposal​ solicitation, order-routine​ specification, and performance review E. Performance​ review, problem​ recognition, general need​ description, product​ specification, supplier​ search, proposal​ solicitation, supplier​ selection, and​ order-routine specification

C. Problem​ recognition, general need​ description, product​ specification, supplier​ search, proposal​ solicitation, supplier​ selection, order-routine​ specification, and performance review

Business markets differ in many ways from consumer markets. The main differences are in​ ________, __________,​ __________, __________. A. market structure and​ demand, the nature of the buying​ unit, purchasing​ cycles, and the decision makers involved B. market structure and​ demand, the viability of the buying​ unit, types of​ decisions, and the decision process C. market structure and​ demand, the nature of the buying​ unit, types of​ decisions, and the decision process D. market​ structure, types of​ decisions, consumer buying​ preferences, and the decision process E. market​ demand, the nature of the buying​ unit, types of​ decisions, and the decision process

C. market structure and​ demand, the nature of the buying​ unit, types of​ decisions, and the decision process

The business buyer decision process itself can be quite​ involved, with several basic stages. The process begins with​ ______________ and concludes with​ _______________. A. proposal​ solicitation; supplier selection B. general need​ description; supplier selection C. problem​ recognition; performance review D. supplier​ search; performance review E. product​ specification;-routine specification

C. problem​ recognition; performance review

Business marketers are increasingly connecting with customers online and through​ digital, mobile, and social media to​ ________., __________,​ __________, ___________, and maintain ongoing customer relationships. A. to primarily sell products and​ services, share marketing​ information, provide customer support​ services, provide logistical information B. to engage​ customers, engage​ salespersons, share marketing​ information, sell products and services C. to engage​ customers, share marketing​ information, sell products and​ services, provide customer support services D. to discourage customers from shopping bricks and mortar​ locations, share marketing​ information, sell products and​ services, provide customer support services E. to primarily engage​ customers, share marketing​ information, sell​ products, and provide customer services

C. to engage​ customers, share marketing​ information, sell products and​ services, provide customer support services

What determines whether the buyer is satisfied or dissatisfied with a​ purchase? A. The relationship between the​ consumer's expectations and how others evaluate the product B. The relationship between the price of the product and the level of customer service provided C. The relationship between the​ consumer's expectations and the​ product's perceived performance D. The relationship between the price of the product and the​ product's perceived performance E. The relationship between the​ consumer's expectations and where the product was purchased

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

Culture is the most basic determinant of a​ person's wants and behavior. People in different​ cultural, subcultural, and social class groups have​ ________. A. different product preferences B.different brand preferences C. different product and brand preferences as well as consumption levels D. different product and brand preferences E. different​ product, brand, and buying preferences

D. different product and brand preferences

Understanding the four key sets of buyer characteristics can help marketers​ ________ to serve consumer needs better. A. generate interest among buyers and shape products and appeals B. effectively target buyers and shape products and appeals C. identify interested buyers and create product appeals D. identify interested buyers and shape products and appeals E. effectively segment consumers and shape products

D. identify interested buyers and shape products and appeals

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: ________. A. the​ buyer's preferences and the​ buyer's decision power B. the​ buyer's preferences 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 characteristics and the​ buyer's actual buying power

D. the​ buyer's characteristics and the​ buyer's decision process

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​ ________. A. negative product reviews and unexpected situational factors B. unexpected price adjustments or changes and unexpected competitor products C. attitudes of others and expected situational factors D. attitudes of others and unexpected economic factors E. attitudes of others and unexpected situational factors

E. 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. A. industrial B. retailer C. consumer D. reseller E. business

E. business

Companies must manage the​ ________, which often includes many different buying decisions in various stages of the buying decision process. A. supply chain management process B. overall marketing process C. overall proposal and solicitation process D. overall sales process E. overall customer relationship

E. overall customer relationship

In which step of the buying decision process is the final order with the chosen supplier​ developed? A. Supplier selection B. Proposal solicitation C. Product specification D. General need description E. ​Order-routine specification

E. ​Order-routine specification

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

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

The buyer decision process starts with​ __________. A. evaluating purchase alternatives B. getting information about a purchase C. satisfaction with past purchases D. making a purchase E. recognizing a need

E. recognizing a need