marketing ch 5

___________. is the first stage in the new product adoption process. a. adoption b. awareness c. evaluation d. trial e. interest

b. awareness

what is the nature of demand in business markets? a. demand in business markets is elastic b. business market demand is independent of consumer market demand. c. demand in business markets is derived demand d. demand in business markets does not fluctuate. e. demand in business markets fluctuates less than in consumer markets

c. demand in business markets is derived demand

which of the five characteristics identified in the text has an inverse relationship with an innovations rate of adoption? as this characteristic increases, the rate of adoption is slower. a. complexity b. relative advantage c. communicability d. compatibility d. divisibility

a. complexity

which type of business buying situation offers marketers the greatest opportunity but also the greater challenge? a. a new task situation b. a straight rebuy c. a modified rebuy d. a buying center purchase e. a request for proposal

a. a new task situation

what are the five stages of the consumer adoption process in the correct sequence? a. awareness, interest, evaluation, trial and adoption b. awareness, trial, interest, evaluation and adoption c. awareness, trial, evaluation, interest and adoption d. awareness, evaluation, interest, trial and adoption e. awareness, interest, trial, evaluation and adoption

a. awareness, interest, evaluation, trial and adoption

Which of the following needs in Maslows hierarchy is generally satisfied first? a. physiological needs b. safety needs c. esteem needs d. self - actualization needs e. social needs

a. physiological needs

all the people involved in the buying decision in an organization are collectively known as _________. a. the buying center b. the purchasing team c. the buying nucleus d. buying agents e. buying actors

a. the buying center

what determines if a buyer is satisfied or dissatisfied with a purchase? a. the amount of information gathered in the decision process b. how others feel about the purchase c. the number of alternatives considered in the purchase decision d. the relationship between the consumer's expectations and the products perceived performance e. whether or not the buyer experiences cognitive dissonance

d. the relationship between the consumers expectations and the products perceived performance

this adopter group is skeptical and only adopts new products after a majority of people has tried it. a. innovators b. early adopters c. early mainstream d. lagging adopters e. late mainstream

e. late mainstream

what is the first step of the buyer decision process? a. alternative evaluation b. purchase decision c. post purchase behavior d. information search e. need recognition

e. need recognition

what are the four general characteristics that influence consumer purchases? a. cultural characteristics, social characteristics, personal characteristics, and psychological characteristics b. cultural characteristics, technological characteristics, social characteristics and personal characteristics c. technological characteristics, social characteristics, personal characteristics, the buyer decision process d. cultural characteristics, social characteristics, demographic characteristics and brand loyalty e. economic characteristics, technological characteristics, demographic characteristics and political chracteristics

a. cultural characteristics, social characteristics, personal characteristics and psychological characteristics

which of the following correctly defines the consumer market? a. individuals who spend more than $1,000 a year on purchases b. individuals and households that buy goods and services for personal consumption c. any business that sells goods and services to other businesses d. retailers who sell goods and services to consumers e. manufacturers, retailers, and consumers

b. individuals and households that buy goods and services for personal consumption

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 post purchase 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, evaluation of alternatives, information search, purchases decision, and post purchase behavior e. need recognition, information search, purchase decision, evaluation of alternatives, and post purchase behavior

b. need recognition, information search, evaluation of alternatives, purchase decision, and post purchase behavior

a purse companys ad feature the members of a popular housewives reality show. product sales increase significantly among the fans. from the fan's viewpoint, the housewives reality show is a ________. a. membership group b. reference group c. late-majority adopter d. family group e. lagging adopter

b. reference group

which of the following statements regarding the business market is correct? a. demand in the business market is more elastic than demand in the consumer market b. business buying decision 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 is not as large as the consumer market in terms of dollars spent and items purchased e. the business market has more businesses than the consumer market

c. many sets of business purchases are made for one set of consumer purchases

in which step of the buying decision process is the final order with the chosen supplier developed? a. general need description b. product specification c. order routine specification d. supplier selection e. proposal solicitation

c. order routine specification

which of the following is a social factor that influences consumer buying behavior? a. occupation b. economic situation c. roles and status d. personality e. life-cycle stage

c. roles and status

in a ____________, the business-to-business buyer reorders something without modifications. a. new task b. system selling c. straight rebuy d. modified rebuy e. buying decision

c. straight rebuy

___________ refers to the degree to which innovation appears superior to existing products a. compatibility b. communicability c. complexity d. relative advantage e. divisibility

d. relative advantage

according to the model of buyer behavior, what is in a buyer's black box? a. purchase behavior b. attitudes and preferences c. cultural forces d. the buyer's characteristics and the buyer's decision process e. the four Ps

d. the buyer's characteristics and the buyer's decision process

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. commercial sources c. public sources d. media sources e. personal sources

e. personal sources

what are the five characteristics that are especially important in influencing an innovations rate of adoption? a. product, price, place, promotion and packaging b. price, features, complexity, relative advantage, and promotion c. relative advantage, complexity, compatibility, availability, and promotion d. product, price, place, promotion and relative advantage e. relative advantage, complexity, compatibility, divisibility and communicability

e. relative advantage, complexity, compatibility, divisibility, and communicability

what are the eight steps in the business buying decision process in the correct sequence? a. problem recognition, general need description, product specification, supplier selection, supplier search, proposal solicitation, order routine specification and performance review b. problem recognition, general need description, product specification, supplier search, proposal solicitation, supplier selection, order routine specification and performance review c. problem recognition, general need description, product specification, supplier search, supplier selection, proposal solicitation, order routine specification and performance review d. performance review, problem recognition, general need description, product specification, supplier search, proposal solicitation, supplier selection, and order routine specification e. general need description, problem recognition, product specification, supplier search, proposal solicitation, supplier selection, order routine specification and performance review

b. problem recognition, general need description, product specification, supplier search, proposal solicitation, supplier selection, order routine specification, and performance review