CHAP 5 QUIZ

REFERENCE GROUP

A purse​ company's ads feature the members of a popular reality show about housewives. Product sales increase significantly among fans. From​ fans' viewpoint, the reality show is a​ ________. Question content area bottom Part 1 A. lagging adopter B. membership group C. family group D. ​late-majority adopter E. reference group

NEED RECOGNITION

What is the first step of the buyer decision​ process? Question content area bottom Part 1 A. Information search B. Purchase decision C. Alternative evaluation D. Need recognition E. ​Post-purchase behavior

GENERATING PERSON TO PERSON BRAND CONVERSATIONS

When marketers want to promote their products and services through​ word-of-mouth marketing​ programs, they typically begin by​ ________. Question content area bottom Part 1 A. pushing​ one-way commercials at customers B. developing print and radio advertisements C. identifying and targeting late adopters D. generating​ person-to-person brand conversations E. withdrawing from online social networks

INNOVATORS

Which adopter group is first to adopt a new​ product? Question content area bottom Part 1 A. Innovators B. Late mainstream adopters C. Early adopters D. Early mainstream adopters E. Lagging adopters

lagging adopters

Which of the following are​ tradition-bound, suspicious of​ changes, and adopt the innovation only when it has become something of a tradition​ itself? Question content area bottom Part 1 A. Late mainstream B. Early mainstream C. Early adopters D. Lagging adopters E. Innovators

SELF CONCEPT

Which of the following is NOT a psychological factor influencing consumer buying​ behavior? A. Learning B. Beliefs and attitudes C. Motivation D. ​Self-concept E. Perception

Improving​ customer-supplier relationships

Which of the following is NOT one of the typical advantages of​ e-procurement systems? Question content area bottom Part 1 A. Eliminating paperwork B. Allowing buyers to focus on more strategic issues C. Improving​ customer-supplier relationships D. Reducing time between order and delivery E. Finding better supplier resources

COMPATIBILITY

Which of the following refers to the degree to which an innovation fits the values and experiences of potential​ consumers? Question content area bottom Part 1 A. Communicability B. Compatibility C. Complexity D. Divisibility E. Relative advantage

DIVISIBILITY

__________ 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. Question content area bottom Part 1 A. Motivation B. Complexity C. Divisibility D. Relative advantage E. Communicability

DERIVED

​________ demand is the term used for business demand that ultimately comes from the demand for consumer goods. Question content area bottom Part 1 A. Structural B. Inelastic C. Fluctuating D. Derived E. Elastic

SUPPLIERS BEING PITTED AGAINST ONE ANOTHER

​_________ is one problem with​ business-to-business e-procurement. Question content area bottom Part 1 A. Reduced purchasing efficiency B. Suppliers being pitted against one another C. Increased transaction costs D. Increased time between order and delivery E. Increased paperwork requirements

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

​__________ determines if a buyer is satisfied or dissatisfied with a purchase. Question content area bottom Part 1 A. The number of alternatives considered in the purchase decision B. The amount of information gathered in the​ decision-making process C. How others feel about the purchase D. The relationship between the​ consumer's expectations and the​ product's perceived performance E. Whether or not the buyer experiences cognitive dissonance

THE BUYING CENTER

​___________ consists of many different people who play multiple roles in the buying process. Question content area bottom Part 1 A. The purchasing team B. Buying agents C. Buying actors D. The buying center E. The buying nucleus

THE BUYERS CHARACTERISTICS AND DECISION PROCESS

According to the model of buyer​ behavior, what is in a​ buyer's "black​ box"? Question content area bottom Part 1 A. The​ buyer's purchase and​ post-purchase behavior B. The​ buyer's economic and social preferences C. The​ buyer's attitudes and preferences D. The​ buyer's wants,​ needs, and preferences E. The​ buyer's characteristics and decision process

THIRST

According to​ Maslow's hierarchy, which of the following needs would a person seek to satisfy​ first? Question content area bottom Part 1 A. Status B. Love C. Recognition D. Protection E. Thirst

CONSUMER

All the individuals and households that buy or acquire goods and services for personal consumption are known as the​ ________ market. A. consumer B. subcultural C. business D. ​B-to-B E. derived

EVALUATION

Consumers go through five stages in the process of adopting a new product. In the​ ________ stage, the consumer considers whether trying the new product makes sense. Question content area bottom Part 1 A. awareness B. adoption C. evaluation D. interest E. trial

COMMERCIAL SOURCES

Consumers obtain information from numerous sources. Which of the following involves dealer and manufacturer​ websites, packaging, and​ displays? Question content area bottom Part 1 A. Commercial sources B. Public sources C. The internet D. Personal sources E. Media sources

OPINION LEADERS

Marketers of brands understand that they must figure out how to reach​ ____________ that can exert social influence on others. Question content area bottom Part 1 A. social groups B. cultural segments C. opinion leaders D. baby boomers E. millennials

CULTURAL

Social class is a type of​ ________ characteristic that influences consumer buying behavior. Question content area bottom Part 1 A. psychological B. social C. personal D. ethnic E. cultural

ENVIROMENTAL

Technological, political, and competitive influences are categorized as which type of major influence on business buyer​ behavior? Question content area bottom Part 1 A. Procedural B. Individual C. Interpersonal D. Environmental E. Organizational

PROBLEM RECOGNITION

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? Question content area bottom Part 1 A. Proposal solicitation B. Problem recognition C. Supplier selection D. General need description E. Supplier search

STRAIGHT REBUY; NEW TASK

The buyer makes the fewest decisions in the​ ________ and the most in the​ ________ decision. Question content area bottom Part 1 A. modified​ rebuy; straight rebuy B. straight​ rebuy; new task C. straight​ rebuy; modified rebuy D. new​ task; straight rebuy E. modified​ rebuy; new task

takes a holistic view of all the experiences a consumer has with a brand

The customer journey concept​ ________. Question content area bottom Part 1 A. has fallen out of favor in recent years B. is a narrow and reductive interpretation of how consumers engage with brands C. takes a holistic view of all the experiences a consumer has with a brand D. views the buying process only as a specific set of stages E. charts the specific steps a customer engages in to make an online purchase