Chapter 5 Marketing
_________ is NOT a characteristic important in influencing an innovation's rate of adoption. A.Motivation B.Complexity C.Relative advantage D.Communicability E.Divisibility
Motivation
What is the first step of the buyer decision process? A.Need recognition B.Information search C.Postpurchase behavior D.Alternative evaluation E.Purchase decision
Need recognition
Which of the following is a personal factor that influences a consumer's buying behavior? A.Social networks B.Family C.Status D.Occupation E.Motivation
Occupation
_________ refers to the degree to which innovation appears superior to existing products. A.Communicability B.Complexity C.Compatibility D.Divisibility E.Relative advantage
Relative Advantage
Which of the following is a social factor that influences consumer buying behavior? A.Occupation B.Life-cycle stage C.Economic situation D.Personality E.Roles and status
Roles and status
According to the model of buyer behavior, what is in a buyer's black box? A.Cultural forces B.Attitudes and preferences C.The buyer's characteristics and the buyer's decision process D.Purchase behavior E.The four Ps
The buyer's characteristics and the buyer's decision process
One problem with business-to-business e-procurement is that it _______. A.increases transaction costs B.increases the time between order and delivery C.reduces purchasing efficiency D.increases paperwork requirements E.can erode long-standing customer-supplier relationships
can erode long-standing customer-supplier relationships
In which type of buying situation will a buyer usually go through all the stages of the business buying process? A.The purchase of raw materials B.A modified rebuy C.A straight rebuy D.The purchase of a business service E.A new task buying situation
A new task buying situation
_________ refers to the practice of including ethnic themes and cross-cultural practices within a company's mainstream . A.Buzz marketing B.Cause marketing C.Guerilla marketing D.A total market strategy E.Viral marketing
A total market strategy
______________ is the first stage in the new product adoption process. A.Adoption B.Interest C.Evaluation D.Awareness E.Trial
Awareness
Age, personality, buying style, and job position are ________ factors that can influence the business buying decision process. A.individual B.organizational C.interpersonal D.cultural E.economic
individual
Items such as technical specifications, quantity, delivery time, return policies and warranties are included in the ____________. A.order routine specification B.product specification C.general need description D.supplier selection E.proposal solicitation
order routine specification
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.late-majority adopter B.membership group C.lagging adopter D.reference group E.family group
reference group
All the people involved in the buying decision in an organization are collectively known as _______. A.the buying nucleus B.the buying center C.buying actors D.the purchasing team E.buying agents
the buying center
This adopter group is skeptical and only adopts new products after a majority of people has tried it. A.Innovators. B.Late mainstream. C.Early mainstream. D.Lagging adopters. E.Early adopters.
Late mainstream
Which of the following statements regarding the business market is correct? A.In the business market buying process, buyers and sellers are less dependent on each other than 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 buyers than the consumer market. E.The business market is not as large as the consumer market in terms of dollars spent and items purchased.
Many sets of business purchases are made for one set of consumer purchases.
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.Buzz marketing B.Values marketing C.Traditional marketing D.Direct marketing E.Social marketing
Buzz marketing
Which of the following needs in Maslow's hierarchy is generally satisfied first? A.Esteem needs B.Social needs C.Physiological needs D.Safety needs E.Self-actualization needs
Physiological needs
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.withdrawing from online social networks C.generating person-to-person brand conversations D.pushing one-way commercials at customers E.developing print and radio advertisements
generating person-to-person brand conversations
In a _________, the business-to-business buyer reorders something without modifications. A.modified rebuy B.straight rebuy C.new task D.buying decision E.system selling
straight rebuy
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.Communicability B.Complexity C.Relative advantage D.Compatibility E.Divisibility
Complexity
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 does not fluctuate. E.Demand in business markets fluctuates less than in consumer markets.
Demand in business markets is derived demand.
Which of the following lists the five steps of the buyer decision process in the correct order? A.Need recognition, evaluation of alternatives, information search, purchase decision, and postpurchase behavior. B.Purchase decision, need recognition, information search, evaluation of alternatives, and postpurchase behavior. C.Need recognition, information search, purchase decision, evaluation of alternatives, and postpurchase behavior. D.Need recognition, information search, evaluation of alternatives, purchase decision, and postpurchase behavior. E.Need recognition, purchase decision, information search, evaluation of alternatives, and postpurchase behavior.
Need recognition, information search, evaluation of alternatives, purchase decision, and postpurchase behavior.
What determines if a buyer is satisfied or dissatisfied with a purchase? A.The relationship between the consumer's expectations and the product's perceived performance B.How others feel about the purchase C.Whether or not the buyer experiences cognitive dissonance D.The amount of information gathered in the decision process E.The number of alternatives considered in the purchase decision
The relationship between the consumer's expectations and the product's perceived performance
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.Public sources C.Media sources D.The Internet E.Commercial sources
Personal sources