Chapter 5 Quiz: Understanding Consumer and Business Buyer Behavior

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

A. Compatibility

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. Complexity B. Communicability C. Divisibility D. Compatibility E. Relative advantage

A. Complexity

What is the nature of demand in business​ markets? A. Demand in business markets is derived demand. B. Business market demand is independent of consumer market demand. C. Demand in business markets does not fluctuate. D. Demand in business markets fluctuates less than in consumer markets. E. Demand in business markets is elastic.

A. Demand in business markets is derived demand.

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

D. Physiological needs

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

D. Suppliers being pitted against one another

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

E. Commercial sources

____________________ 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. Relative advantage B. Communicability C. Motivation D. Complexity E. Divisibility

E. 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. Innovators B. Early adopters C. Early mainstream D. Late mainstream E. Lagging adopters

E. Lagging adopters

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

A. The buying center

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

C. Cognitive dissonance

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

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

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

D. Need recognition

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

A. opinion leaders

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. reference group B. family group C. membership group D. late-majority adopter E. lagging adopter

A. reference group

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

B. Conceptual complexity

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. Reducing time between order and delivery D. Eliminating paperwork E. Allowing buyers to focus on more strategic issues

B. Improving customer-supplier relationships

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. Many sets of business purchases are made for one set of consumer purchases. C. The business market is not as large as the consumer market in terms of dollars spent and items purchased. D. The business market has more buyers than the consumer market. E. Business buying decisions are less complex than consumer buying decisions.

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

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​ post-purchase behavior B. Need​ recognition, information​ search, evaluation of​ alternatives, purchase​ decision, and​ post-purchase behavior C. Purchase​ decision, need​ recognition, information​ search, evaluation of​ alternatives, and​ post-purchase behavior D. Need​ recognition, information​ search, purchase​ decision, evaluation of​ alternatives, and​ post-purchase behavior E. Need​ recognition, purchase​ decision, information​ search, evaluation of​ alternatives, and​ post-purchase behavior

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

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

B. Occupation

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. Supplier selection B. Problem recognition C. Proposal solicitation D. General need description E. Supplier search

B. Problem recognition

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

E. Total market strategy

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 characteristics and decision process C. The buyer's attitudes and preferences D. The buyer's economic and social preferences E. The buyer's purchase and post-purchase behavior

B. The buyer's characteristics and decision process

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

C. systems selling

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

E. generating person-to-person brand conversations