CHAP 5 QUIZ
REFERENCE GROUP
A purse company's ads feature the members of a popular reality show about housewives. Product sales increase significantly among fans. From fans' viewpoint, the reality show is a ________. Question content area bottom Part 1 A. lagging adopter B. membership group C. family group D. late-majority adopter E. reference group
NEED RECOGNITION
What is the first step of the buyer decision process? Question content area bottom Part 1 A. Information search B. Purchase decision C. Alternative evaluation D. Need recognition E. Post-purchase behavior
GENERATING PERSON TO PERSON BRAND CONVERSATIONS
When marketers want to promote their products and services through word-of-mouth marketing programs, they typically begin by ________. Question content area bottom Part 1 A. pushing one-way commercials at customers B. developing print and radio advertisements C. identifying and targeting late adopters D. generating person-to-person brand conversations E. withdrawing from online social networks
INNOVATORS
Which adopter group is first to adopt a new product? Question content area bottom Part 1 A. Innovators B. Late mainstream adopters C. Early adopters D. Early mainstream adopters E. Lagging adopters
lagging adopters
Which of the following are tradition-bound, suspicious of changes, and adopt the innovation only when it has become something of a tradition itself? Question content area bottom Part 1 A. Late mainstream B. Early mainstream C. Early adopters D. Lagging adopters E. Innovators
SELF CONCEPT
Which of the following is NOT a psychological factor influencing consumer buying behavior? A. Learning B. Beliefs and attitudes C. Motivation D. Self-concept E. Perception
Improving customer-supplier relationships
Which of the following is NOT one of the typical advantages of e-procurement systems? Question content area bottom Part 1 A. Eliminating paperwork B. Allowing buyers to focus on more strategic issues C. Improving customer-supplier relationships D. Reducing time between order and delivery E. Finding better supplier resources
COMPATIBILITY
Which of the following refers to the degree to which an innovation fits the values and experiences of potential consumers? Question content area bottom Part 1 A. Communicability B. Compatibility C. Complexity D. Divisibility E. Relative advantage
DIVISIBILITY
__________ 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. Question content area bottom Part 1 A. Motivation B. Complexity C. Divisibility D. Relative advantage E. Communicability
DERIVED
________ demand is the term used for business demand that ultimately comes from the demand for consumer goods. Question content area bottom Part 1 A. Structural B. Inelastic C. Fluctuating D. Derived E. Elastic
SUPPLIERS BEING PITTED AGAINST ONE ANOTHER
_________ is one problem with business-to-business e-procurement. Question content area bottom Part 1 A. Reduced purchasing efficiency B. Suppliers being pitted against one another C. Increased transaction costs D. Increased time between order and delivery E. Increased paperwork requirements
The relationship between the consumer's expectations and the product's perceived performance
__________ determines if a buyer is satisfied or dissatisfied with a purchase. Question content area bottom Part 1 A. The number of alternatives considered in the purchase decision B. The amount of information gathered in the decision-making process C. How others feel about the purchase D. The relationship between the consumer's expectations and the product's perceived performance E. Whether or not the buyer experiences cognitive dissonance
THE BUYING CENTER
___________ consists of many different people who play multiple roles in the buying process. Question content area bottom Part 1 A. The purchasing team B. Buying agents C. Buying actors D. The buying center E. The buying nucleus
THE BUYERS CHARACTERISTICS AND DECISION PROCESS
According to the model of buyer behavior, what is in a buyer's "black box"? Question content area bottom Part 1 A. The buyer's purchase and post-purchase behavior B. The buyer's economic and social preferences C. The buyer's attitudes and preferences D. The buyer's wants, needs, and preferences E. The buyer's characteristics and decision process
THIRST
According to Maslow's hierarchy, which of the following needs would a person seek to satisfy first? Question content area bottom Part 1 A. Status B. Love C. Recognition D. Protection E. Thirst
CONSUMER
All the individuals and households that buy or acquire goods and services for personal consumption are known as the ________ market. A. consumer B. subcultural C. business D. B-to-B E. derived
EVALUATION
Consumers go through five stages in the process of adopting a new product. In the ________ stage, the consumer considers whether trying the new product makes sense. Question content area bottom Part 1 A. awareness B. adoption C. evaluation D. interest E. trial
COMMERCIAL SOURCES
Consumers obtain information from numerous sources. Which of the following involves dealer and manufacturer websites, packaging, and displays? Question content area bottom Part 1 A. Commercial sources B. Public sources C. The internet D. Personal sources E. Media sources
OPINION LEADERS
Marketers of brands understand that they must figure out how to reach ____________ that can exert social influence on others. Question content area bottom Part 1 A. social groups B. cultural segments C. opinion leaders D. baby boomers E. millennials
CULTURAL
Social class is a type of ________ characteristic that influences consumer buying behavior. Question content area bottom Part 1 A. psychological B. social C. personal D. ethnic E. cultural
ENVIROMENTAL
Technological, political, and competitive influences are categorized as which type of major influence on business buyer behavior? Question content area bottom Part 1 A. Procedural B. Individual C. Interpersonal D. Environmental E. Organizational
PROBLEM 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? Question content area bottom Part 1 A. Proposal solicitation B. Problem recognition C. Supplier selection D. General need description E. Supplier search
STRAIGHT REBUY; NEW TASK
The buyer makes the fewest decisions in the ________ and the most in the ________ decision. Question content area bottom Part 1 A. modified rebuy; straight rebuy B. straight rebuy; new task C. straight rebuy; modified rebuy D. new task; straight rebuy E. modified rebuy; new task
takes a holistic view of all the experiences a consumer has with a brand
The customer journey concept ________. Question content area bottom Part 1 A. has fallen out of favor in recent years B. is a narrow and reductive interpretation of how consumers engage with brands C. takes a holistic view of all the experiences a consumer has with a brand D. views the buying process only as a specific set of stages E. charts the specific steps a customer engages in to make an online purchase
