CH 5 QUIZ

Which of the five characteristics identified has an inverse relationship with an​ innovation's rate of​ adoption, meaning as this characteristic​ increases, the rate of adoption is​ slower? A. Communicability B. Complexity C. Divisibility D. Relative advantage E. Compatibility

Complexity

Which of the following is likely to slow the adoption of a new​ technology? A. Divisibility B. Communicability C. Conceptual complexity D. Compatibility E. Relative advantage

Conceptual complexity

_______________ is a characteristic important in influencing an​ innovation's rate of adoption and described by the degree to which the innovation may be tried on a limited basis. A. Communicability B. Complexity C. Divisibility D. Motivation E. Relative advantage

Divisibility

Which of the following are​ tradition-bound, suspicious of​ changes, and adopt the innovation only when it has become something of a tradition​ itself? A. Early mainstream B. Lagging adopters C. Late mainstream D. Innovators E. Early adopters

Lagging adopters

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

Physiological needs

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

reference group

Which of the following is often considered a key business marketing strategy for winning and holding​ accounts? A. straight rebuy B. modified rebuy C. new task . D. buying decision E. systems selling

systems selling

Which of the following refers to the degree to which an innovation fits the values and experiences of potential​ consumers? A. Divisibility B. Communicability C. Compatibility D. Complexity E. Relative advantage

Compatibility

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

generating​ person-to-person brand conversations

Marketers of brands understand that they must figure out how to reach​ ___________________ that can exert social influence on others. A. cultural segments B. millennials C. social groups D. baby boomers E. opinion leaders

opinion leaders

Which of the following is NOT a social factor influencing consumer buying​ behavior? A. Reference groups B. Cognitive dissonance C. Online social networks D. Opinion leaders E. Word of mouth

Cognitive dissonance

Consumers obtain information from numerous sources. Which of the following involves dealer and manufacturer​ websites, packaging, and​ displays? A. Commercial sources B. Public sources C. Personal sources D. The internet E. Media sources

Commercial sources

What is the nature of demand in business​ markets? A. Demand in business markets is elastic. B. Demand in business markets does not fluctuate. 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 is derived demand.

Demand in business markets is derived demand.

Which of the following is NOT one of the typical advantages of​ e-procurement systems? A. Finding better supplier resources B. Improving​ customer-supplier relationships C. Allowing buyers to focus on more strategic issues D. Eliminating paperwork E. Reducing time between order and delivery

Improving​ customer-supplier relationships

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

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

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

Need recognition

The business buying process can be a complex and complicated process with eight basic stages. Which of the following is the first stage in this​ process? A. Proposal solicitation B. Problem recognition C. Supplier selection D. General need description E. Supplier search

Problem recognition

_______________ consists of many different people who play multiple roles in the buying process. A. The buying nucleus B. The buying center C. The purchasing team D. Buying agents E. Buying actors

The buying center

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

Total market strategy

Which of the following is a personal characteristic influencing a​ consumer's buying​ behavior? A. Motivation B. Status C. Occupation D. Family E. Social networks

Occupation

According to the model of buyer​ behavior, what is in a​ buyer's "black​ box"? A. The​ buyer's wants,​ needs, and preferences B. The​ buyer's purchase and​ post-purchase behavior C. The​ buyer's attitudes and preferences D. The​ buyer's economic and social preferences E. The​ buyer's characteristics and decision process

The​ buyer's characteristics and decision process

____________ is one problem with​ business-to-business e-procurement. A. Increased transaction costs B. Increased time between order and delivery C. Reduced purchasing efficiency D. Suppliers being pitted against one another E. Increased paperwork requirements

Suppliers being pitted against one another

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

Need​ recognition, information​ search, evaluation of​ alternatives, purchase​ decision, and​ post-purchase behavior

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

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