Buyer Behavior CH11 part 1 (ch09) 26-50

29) The capacity to alter the actions of others is referred to as ________ power. A) publicity B) social C) second-order D) behavioral

B) social

45) A number of specific decision roles are played when a collective decision must be made. The person who brings up the idea or need is the ________. A) initiator B) gatekeeper C) influencer D) buyer

A) initiator

49) When a buying center composed of assorted specialists is organized to gather information and evaluate possible purchases in a high-risk situation, the strategy in use is most likely ________. A) new task B) straight rebuy C) modified rebuy D) innovative rebuy

A) new task

38) Jeff had collected a nice wardrobe before graduating from college. All of his friends considered him "well dressed." After the first day at his new job, however, Jeff immediately went out and replaced most of his clothes with what was considered to be professional dress clothing. Jeff had just experienced the power of a new ________. A) reference group B) information cascade C) avoidance group D) brand community

A) reference group

28) Which of the following is an example of utilitarian influence? A) An individual seeks information about various brands from a professional. B) An individual's decision to purchase a particular brand is influenced by the preferences of family members. C) An individual feels that the purchase of a particular brand will enhance the image others have of her. D) An individual seeks brand-related knowledge and experience from friends, neighbors, colleagues, and relatives who have reliable information about the brand.

B) An individual's decision to purchase a particular brand is influenced by the preferences of family members.

46) ________ buyers are people who purchase goods and services on behalf of companies for use in the process of manufacturing, distribution, or resale. A) Individual B) Consumer C) Global D) Organizational

D) Organizational

40) Kimberly has been contacted eight times in the last week by a pushy telemarketer. She made the mistake of showing some interest in the product being sold and has not had much luck in getting rid of the caller. Which of the following forms of power is being exercised by the telemarketer? A) expert power B) referent power C) reward power D) coercive power

D) coercive power

42) Phillipe is a member of a small Harley-Davidson motorcycle club that meets once a week to ride and talk about their bikes. This club might exert a ________ influence on Phillipe as he decides which model of bike to buy for his wife. A) comparative B) normative C) coercive power D) legitimate power

A) comparative

36) Home shopping parties most likely activate ________, in which people become so caught up in the party spirit that they order products that they would normally not purchase. A) deindividuation B) homophily C) surrogate shift D) principle of least interest

A) deindividuation

30) If a consumer admires the qualities of another person and copies his or her behaviors, the person that is copied is said to have ________ power. A) referent B) informational C) legitimate D) coercive

A) referent

35) ________ means that the person who is least interested in staying in the relationship has the most power. A) Social loafing B) Principle of least interest C) Responsibility diffusion D) Commitment

B) Principle of least interest

37) The pressure to conform that escalates as more and more group members "cave in" is called the ________ effect. A) polarization B) bandwagon C) loafing D) homophily

B) bandwagon

31) The ________ influence is the reference group influence that helps the consumer make decisions about specific brands or activities. A) normative B) comparative C) selective D) coercive

B) comparative

50) Families have alternatives in purchasing. In a(n) ________ purchase decision, the group agrees on the desired purchase, differing only in terms of how it will be achieved. A) accommodative B) consensual C) contemplative D) authoritarian

B) consensual

43) Every summer, thousands of bikers converge on Sturgis, South Dakota, filling up every campground, motel, and hotel within miles of the city. This annual meeting is an example of a gathering of a(n) ________. A) normative clan B) consumer tribe C) maven network D) aspirational group

B) consumer tribe

39) Which form of reference group influence is most associated with the following situation? Carl knows that Bert has had experience with various types of motor oils because Bert is a mechanic for a large Cadillac dealership. Carl asks Bert to compare his brand against Quaker State. Bert tells Carl that Quaker State can't be beat for performance and durability. A) coercive influence B) informational influence C) utilitarian influence D) value-expressive influence

B) informational influence

41) If a fireman told you to leave your apartment, you would comply because the fireman has ________ power. A) referent B) legitimate C) coercive D) reward

B) legitimate

33) Political candidates who get the most media coverage are more likely to win elections because of the effect of ________ in determining one's set of referents. A) propinquity B) mere exposure C) group cohesiveness D) reference bias

B) mere exposure

48) Like end consumers, organizational buyers are influenced by both internal and external stimuli. Which of the following is an example of an organizational buyer's internal stimuli? A) the nature of the organization B) the buyer's willingness to take risks C) the technological environment's impact on the organization D) the economic environment's impact on the organization

B) the buyer's willingness to take risks

47) Many factors have been identified that distinguish organizational and industrial purchase decisions from individual consumer decisions. Which of the following is NOT one of those distinctions? A) Purchase decisions made by companies frequently involve many people. B) Organizational and industrial products are often bought according to precise, technical specifications. C) Impulse buying commonly occurs in organizational purchasing because of sales stimulation from direct salespeople. D) Organizational purchase decisions tend to be riskier than individual consumer purchase decisions.

C) Impulse buying commonly occurs in organizational purchasing because of sales stimulation from direct salespeople.

34) The ________ a group is, the more likely members are to engage in social loafing. A) more homogeneous B) smaller C) bigger D) less homogeneous

C) bigger

44) Chet meets each Wednesday night at his local bookstore with a small group of computer enthusiasts. The group calls itself X-Hackers because at one time all of these select members were hackers. Today, members of the group have similar values and have pledged to stop computer hacking. Which membership group factor best describes what brings this group together? A) propinquity B) mere exposure C) group cohesiveness D) avoidance

C) group cohesiveness

32) A group composed of people that the consumer actually knows is called a(n) ________ reference group. A) aspirational B) tribal C) membership D) networked

C) membership

26) A(n) ________ is an actual or imaginary individual or group conceived of having significant relevance upon an individual's evaluations, aspirations, or behavior. A) opinion group B) demographic group C) reference group D) focus group

C) reference group

27) Reference groups influence us in three ways. These influences include informational, utilitarian, and ________ dimensions. A) reputational B) descriptive C) knowledge D) value-expressive

D) value-expressive