Ch5 Marketing

Which of the following lists the five steps of the buyer decision process in the correct order?

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?

Occupation

___ is one problem with business-to-business e-procurement.

Suppliers being pitted against one another

Which of the following is often considered a key business marketing strategy for winning and holding accounts?

Systems selling

Which of the following are tradition-bound, suspicious of changes, and adopt the innovation only when it has become something of a tradition itself?

Lagging adopters

Which of the following needs in Maslow's hierarchy is generally satisfied first?

Physiological needs

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?

Problem recognition

According to the model of buyer behavior, what is in buyer's "black box"?

The buyer's characteristics and decision process

___ consists of many different people who play multiple roles in the buying process.

The buying center

Marketers of brands understand that they must figure out how to reach ___ that can exert social influence on others.

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 ___.

Reference group

What is the nature of demand in business markets?

Demand in business markets is derived demand

Which of the following is NOT a social factor influencing consumer buying behavior?

Cognitive dissonance

Consumers obtain information from numerous sources. Which of the following involves dealer and manufacturer websites, packaging, and displays?

Commercial sources

Which of the following refers to the degree to which an innovation fits the values and experiences of potential consumers?

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?

Complexity

Which of the following statements regarding the business market is correct?

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

What is the first step of the buyer decision process?

Need recognition

___ determines if a buyer is satisfied or dissatisfied with a purchase.

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

___ refers to the practice of integrating ethnic themes and cross-cultural practices within a company's mainstream marketing.

Total market strategy

Which of the following is likely to slow the adoption of a new technology?

Conceptual complexity

___ 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.

Divisibility

Which of the following is NOT one of the typical advantages of e-procurement systems?

Improving customer-supplier relationships

When marketers want to promote their products and services through word-of-mouth marketing programs, they typically begin by ___.

Generating person-to-person brand conversations