Chapter 5 My Marketing Lab
Buyers who face a new task-buying situation usually go through ________ of the buying process. A. only the critical stages (product specification, proposal solicitation, supplier selection, and performance review) B. the mandatory stages as well as performance review C. only the problem and supplier selection stages D. all of the eight stages including performance review E. only the mandatory stages of product specification, proposal solicitation, and supplier selection
D. all of the eight stages including performance review
The buying process starts with need recognition-the buyer recognizes a problem or need. The need can be triggered by ______________. A. internal stimuli or buyer purchasing habits B. internal stimuli and economic stimuli C. external stimuli or buyer purchasing habits D. internal stimuli or external stimuli E. internal and other stimuli
D. internal stimuli or external stimuli
When making a purchase, the buyer goes through a decision process consisting of all of the following ________. A. need recognition, product search, evaluation of alternatives, purchase decision, and post-purchase behavior B. need recognition, information search, evaluation of alternatives, purchase decision, and product evaluation C. want recognition, information search, evaluation of alternatives, purchase decision, and post-purchase behavior D. need recognition, information search, evaluation of alternatives, purchase decision, and post-purchase behavior E. need recognition, information search, product selection, purchase decision, and post-purchase behavior
D. need recognition, information search, evaluation of alternatives, purchase decision, and post-purchase behavior
The second step in the buyer decision process might include seeking more information. Sources of information vary. Commercial sources normally ________ the buyer, but personal sources ________ products for the buyer. A. mislead; legitimatize or evaluate B. stimulate; legitimatize or evaluate C. inform; differentiate D. inform; legitimatize or evaluate E. create value for; evaluate
D. inform; legitimatize or evaluate
Which of the following correctly defines the consumer market A. Any business that sells goods and services to other businesses B. Retailers who sell goods and services to consumers C. Manufacturers, retailers, and consumers D. Individuals and households that buy goods and services for personal consumption E. Individuals who spend more than $1,000 a year on purchases
D. Individuals and households that buy goods and services for personal consumption
Which type of business buying situation offers marketers the greatest opportunity but also the greatest challenge? A. A new task situation B. A modified rebuy C. A straight rebuy D. A request for proposal E. A buying center purchase
A. A new task situation
With regard to the diffusion process for new products, consumers respond at different rates, depending on _____________________. A. consumer and product characteristics B. individual product characteristics and mass market C. individual consumer preferences and mass market needs D. consumer buying habits and business buying habits E. consumer buying power and product characteristics
A. consumer and product characteristics
What are the five stages of the consumer adoption process in the correct sequence? A. Awareness, interest, evaluation, trial, and adoption B. Awareness, evaluation, interest, trial, and adoption C. Awareness, interest, trial, evaluation, and adoption D. Awareness, trial, evaluation, interest, and adoption E. Awareness, trial, interest, evaluation, and adoption
A. Awareness, interest, evaluation, trial, and adoption
Consumer buyer behavior is influenced by four key sets of buyer characteristics: ________. A. cultural, social, personal, and psychological B. economic, social, personal, and political C. cultural, political, personal, and psychological D. cultural, social, personal, and economic E. economic, social, personal, and psychological
A. cultural, social, personal, and psychological
What are the five characteristics that are especially important in influencing an innovation's rate of adoption? A. Price, features, complexity, relative advantage, and promotion B. Relative advantage, complexity, compatibility, divisibility, and communicability C. Product, price, place, promotion, and relative advantage D. Product, price, place, promotion, and packaging E. Relative advantage, complexity, compatibility, availability, and promotion
B. Relative advantage, complexity, compatibility, divisibility, and communicability
We define the ________ process as the mental process through which an individual passes from first learning about an innovation to final adoption. A. decision B. adoption C. buying D. evaluation E. purchase
B. adoption
Consumers go through specific stages in the process of adopting a new product. Those five stages include ________, ________, _______, _________, _______. A. awareness, interest, evaluation, trial, and repeat purchase B. awareness, interest, evaluation, trial, and adoption C. awareness, interest, evaluation, trial, and social media review D. awareness, interest, trial, post-purchase review, and adoption E. awareness, interest, evaluation, trial, post-purchase evaluation
B. awareness, interest, evaluation, trial, and adoption
People can be classified into the adopter categories with each category having different values and rates of adoption. The adopter categories include ________, ________, __________, _________, __________. A. innovators, early adopters, avoiders, mainstream, and late adopters B. innovators, early adopters, early mainstream, late mainstream, and lagging adopters C. innovators, pioneers, early mainstream, late mainstream, and lagging adopters D. innovators, early adopters, mainstream, mid-stage adopters, and lagging adopters E. pioneers, early mainstream, late mainstream, avoiders, and lagging adopters
B. innovators, early adopters, early mainstream, late mainstream, and lagging adopters
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 decisions 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 has more businesses than the consumer market. E. The business market is not as large as the consumer market in terms of dollars spent and items purchased.
C. Many sets of business purchases are made for one set of consumer purchases.
What are the eight steps in the business buying decision process in the correct sequence? A. 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 selection, supplier search, proposal solicitation, order-routine specification, and performance review C. Problem recognition, general need description, product specification, supplier search, proposal solicitation, supplier selection, order-routine specification, and performance review D. Problem recognition, general need description, product specification, supplier search, supplier selection, proposal solicitation, order-routine specification, and performance review E. Performance review, problem recognition, general need description, product specification, supplier search, proposal solicitation, supplier selection, and order-routine specification
C. Problem recognition, general need description, product specification, supplier search, proposal solicitation, supplier selection, order-routine specification, and performance review
Business markets differ in many ways from consumer markets. The main differences are in ________, __________, __________, __________. A. market structure and demand, the nature of the buying unit, purchasing cycles, and the decision makers involved B. market structure and demand, the viability of the buying unit, types of decisions, and the decision process C. market structure and demand, the nature of the buying unit, types of decisions, and the decision process D. market structure, types of decisions, consumer buying preferences, and the decision process E. market demand, the nature of the buying unit, types of decisions, and the decision process
C. market structure and demand, the nature of the buying unit, types of decisions, and the decision process
The business buyer decision process itself can be quite involved, with several basic stages. The process begins with ______________ and concludes with _______________. A. proposal solicitation; supplier selection B. general need description; supplier selection C. problem recognition; performance review D. supplier search; performance review E. product specification;-routine specification
C. problem recognition; performance review
Business marketers are increasingly connecting with customers online and through digital, mobile, and social media to ________., __________, __________, ___________, and maintain ongoing customer relationships. A. to primarily sell products and services, share marketing information, provide customer support services, provide logistical information B. to engage customers, engage salespersons, share marketing information, sell products and services C. to engage customers, share marketing information, sell products and services, provide customer support services D. to discourage customers from shopping bricks and mortar locations, share marketing information, sell products and services, provide customer support services E. to primarily engage customers, share marketing information, sell products, and provide customer services
C. to engage customers, share marketing information, sell products and services, provide customer support services
What determines whether the buyer is satisfied or dissatisfied with a purchase? A. The relationship between the consumer's expectations and how others evaluate the product B. The relationship between the price of the product and the level of customer service provided C. The relationship between the consumer's expectations and the product's perceived performance D. The relationship between the price of the product and the product's perceived performance E. The relationship between the consumer's expectations and where the product was purchased
C. The relationship between the consumer's expectations and the product's perceived performance
Culture is the most basic determinant of a person's wants and behavior. People in different cultural, subcultural, and social class groups have ________. A. different product preferences B.different brand preferences C. different product and brand preferences as well as consumption levels D. different product and brand preferences E. different product, brand, and buying preferences
D. different product and brand preferences
Understanding the four key sets of buyer characteristics can help marketers ________ to serve consumer needs better. A. generate interest among buyers and shape products and appeals B. effectively target buyers and shape products and appeals C. identify interested buyers and create product appeals D. identify interested buyers and shape products and appeals E. effectively segment consumers and shape products
D. identify interested buyers and shape products and appeals
A simple model of consumer behavior suggests that marketing stimuli and other major forces enter the consumer's "black box." This black box has two parts: ________. A. the buyer's preferences and the buyer's decision power B. the buyer's preferences and the buyer's actual buying power C. the buyer's actual buying power and the buyer's decision process D. the buyer's characteristics and the buyer's decision process E. the buyer's characteristics and the buyer's actual buying power
D. the buyer's characteristics and the buyer's decision process
Generally, the consumer's purchase decision will be to buy the most preferred brand, but two factors can come between the purchase intention and the purchase decision. These two factors are ________. A. negative product reviews and unexpected situational factors B. unexpected price adjustments or changes and unexpected competitor products C. attitudes of others and expected situational factors D. attitudes of others and unexpected economic factors E. attitudes of others and unexpected situational factors
E. attitudes of others and unexpected situational factors
The ________ market comprises all organizations that buy goods and services for use in the production of other products and services or for the purpose of reselling or renting them to others at a profit. A. industrial B. retailer C. consumer D. reseller E. business
E. business
Companies must manage the ________, which often includes many different buying decisions in various stages of the buying decision process. A. supply chain management process B. overall marketing process C. overall proposal and solicitation process D. overall sales process E. overall customer relationship
E. overall customer relationship
In which step of the buying decision process is the final order with the chosen supplier developed? A. Supplier selection B. Proposal solicitation C. Product specification D. General need description E. Order-routine specification
E. Order-routine specification
What are the four general characteristics that influence consumer purchases A. Technological characteristics, social characteristics, personal characteristics, and the buyer decision process B. Cultural characteristics, social characteristics, demographic characteristics, and brand loyalty C. Cultural characteristics, technological characteristics, social characteristics, and personal characteristics D. Economic characteristics, technological characteristics, demographic characteristics, and political characteristics E. Cultural characteristics, social characteristics, personal characteristics, and psychological characteristics
E. Cultural characteristics, social characteristics, personal characteristics, and psychological characteristics
The buyer decision process starts with __________. A. evaluating purchase alternatives B. getting information about a purchase C. satisfaction with past purchases D. making a purchase E. recognizing a need
E. recognizing a need