Chapter 5 Quiz
Age, personality, buying style, and job position are ________ factors that can influence the business buying decision process. A. economic B. interpersonal C. organizational D. cultural E. individual
E. individual
Items such as technical specifications, quantity, delivery time, return policies and warranties are included in the ____________. A. proposal solicitation B. supplier selection C. order routine specification D. general need description E. product specification
C. order routine specification
In a _________, the business-to-business buyer reorders something without modifications. A. system selling B. buying decision C. modified rebuy D. straight rebuy E. new task
D. straight rebuy
All the people involved in the buying decision in an organization are collectively known as _______. A. the purchasing team B. buying actors C. the buying nucleus D. buying agents E. the buying center
E. the buying center
______________ is the first stage in the new product adoption process. A. Awareness B. Trial C. Evaluation D. Interest E. Adoption
A. Awareness
_________ is NOT a characteristic important in influencing an innovation's rate of adoption. A. Motivation B. Divisibility C. Relative advantage D. Communicability E. Complexity
A. Motivation
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. Divisibility B. Relative advantage C. Complexity D. Compatibility E. Communicability
C. Complexity
Which of the following needs in Maslow's hierarchy is generally satisfied first? A. Social needs B. Safety needs C. Physiological needs D. Self-actualization needs E. Esteem needs
C. Physiological needs
______________________ determines if a buyer is satisfied or dissatisfied with a purchase. A. The number of alternatives considered in the purchase decision B. The amount of information gathered in the decision process C. The relationship between the consumer's expectations and the product's perceived performance D. How others feel about the purchase E. Whether or not the buyer experiences cognitive dissonance
C. 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, purchase decision, information search, evaluation of alternatives, and postpurchase behavior. B. Need recognition, evaluation of alternatives, information search, purchase decision, 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. Purchase decision, need recognition, information search, evaluation of alternatives, and postpurchase behavior.
D. Need recognition, information search, evaluation of alternatives, purchase decision, and post-purchase behavior.
Consumers can obtain information from any of several sources. Which source is the most effective in that they legitimize the product? A. The Internet B. Public sources C. Commercial sources D. Personal sources E. Media sources
D. Personal sources
_________ refers to the degree to which innovation appears superior to existing products. A. Divisibility B. Complexity C. Compatibility D. Relative advantage E. Communicability
D. Relative advantage
Which of the following is a personal characteristic influencing a consumer's buying behavior? A. Occupation B. Status C. Family D. Motivation E. Social networks
A. Occupation
Which of the following is a social factor that influences consumer buying behavior? A. Roles and status B. Personality C. Economic situation D. Occupation E. Life-cycle stage
A. Roles and status
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 new task buying situation C. The purchase of a business service D. A modified rebuy E. A straight rebuy
B. A new task buying situation
What is the nature of demand in business markets? A. Business market demand is independent of consumer market demand. B. Demand in business markets is derived demand. C. Demand in business markets fluctuates less than in consumer markets. D. Demand in business markets is elastic. E. Demand in business markets does not fluctuate.
B. Demand in business markets is derived demand.
This adopter group is skeptical and only adopts new products after a majority of people has tried it. A. Innovators. B. Late mainstream. C. Lagging adopters. D. Early adopters. E. Early mainstream.
B. Late mainstream.
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
B. Need recognition
