Marketing Chapter 5 Quiz
______________ is the first stage in the new product adoption process. A. Awareness B. Trial C. Evaluation D. Interest E. Adoption
A. Awareness
_________ is NOT a characteristic important in influencing an innovation's rate of adoption. A. Motivation B. Divisibility C. Relative advantage D. Communicability E. Complexity
A. Motivation
Which of the following is a personal factor that influences a consumer's buying behavior? A. Occupation B. Status C. Family D. Motivation E. Social networks
A. Occupation
Which of the following is a social factor that influences consumer buying behavior? A. Roles and status B. Personality C. Economic situation D. Occupation E. Life-cycle stage
A. Roles and status
According to the model of buyer behavior, what is in a buyer's black box? A. The buyer's characteristics and the buyer's decision process B. Purchase behavior C. Attitudes and preferences D. Cultural forces E. The four Ps
A. The buyer's characteristics and the buyer's decision process
In which type of buying situation will a buyer usually go through all the stages of the business buying process? A. The purchase of raw materials B. A new task buying situation C. The purchase of a business service D. A modified rebuy E. A straight rebuy
B. A new task buying situation
Which of the following types of marketing involves creating opinion leaders to serve as brand ambassadors to spread the word about a company's products? A. Values marketing B. Buzz marketing C. Direct marketing D. Traditional marketing E. Social marketing
B. Buzz marketing
What is the nature of demand in business markets? A. Business market demand is independent of consumer market demand. B. Demand in business markets is derived demand. C. Demand in business markets fluctuates less than in consumer markets. D. Demand in business markets is elastic. E. Demand in business markets does not fluctuate.
B. Demand in business markets is derived demand.
This adopter group is skeptical and only adopts new products after a majority of people has tried it. A. Innovators. B. Late mainstream. C. Lagging adopters. D. Early adopters. E. Early mainstream.
B. Late mainstream.
What is the first step of the buyer decision process? A. Information search B. Need recognition C. Alternative evaluation D. Purchase decision E. Postpurchase behavior
B. Need recognition
Which of the five characteristics identified in the text has an inverse relationship with an innovation's rate of adoption? As this characteristic increases, the rate of adoption is slower. A. Divisibility B. Relative advantage C. Complexity D. Compatibility E. Communicability
C. Complexity
Which of the following statements regarding the business market is correct? A. In the business market buying process, buyers and sellers are less dependent on each other than 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 is not as large as the consumer market in terms of dollars spent and items purchased. E. The business market has more buyers than the consumer market.
C. Many sets of business purchases are made for one set of consumer purchases.
Which of the following needs in Maslow's hierarchy is generally satisfied first? A. Social needs B. Safety needs C. Physiological needs D. Self-actualization needs E. Esteem needs
C. Physiological needs
What determines if a buyer is satisfied or dissatisfied with a purchase? A. The number of alternatives considered in the purchase decision B. The amount of information gathered in the decision process C. The relationship between the consumer's expectations and the product's perceived performance D. How others feel about the purchase E. Whether or not the buyer experiences cognitive dissonance
C. The relationship between the consumer's expectations and the product's perceived performance
When marketers want to promote their products and services through word-of-mouth marketing programs, they typically begin by ________. A. pushing one-way commercials at customers B. withdrawing from online social networks C. generating person-to-person brand conversations D. identifying and targeting late adopters E. developing print and radio advertisements
C. generating person-to-person brand conversations
Items such as technical specifications, quantity, delivery time, return policies and warranties are included in the ____________. A. proposal solicitation B. supplier selection C. order routine specification D. general need description E. product specification
C. order routine specification
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 postpurchase behavior. B. Need recognition, evaluation of alternatives, information search, purchase decision, and postpurchase behavior. C. Need recognition, information search, purchase decision, evaluation of alternatives, and postpurchase behavior. D. Need recognition, information search, evaluation of alternatives, purchase decision, and postpurchase behavior. E. Purchase decision, need recognition, information search, evaluation of alternatives, and postpurchase behavior.
D. Need recognition, information search, evaluation of alternatives, purchase decision, and postpurchase behavior.
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. Public sources C. Commercial sources D. Personal sources E. Media sources
D. Personal sources
_________ refers to the degree to which innovation appears superior to existing products. A. Divisibility B. Complexity C. Compatibility D. Relative advantage E. Communicability
D. Relative advantage
A purse company's ads feature the members of a popular housewives reality show. Product sales increase significantly among the fans. From the fans' viewpoint, the housewives reality show is a(n) _____. A. family group B. late-majority adopter C. lagging adopter D. reference group E. membership group
D. reference group
In a _________, the business-to-business buyer reorders something without modifications. A. system selling B. buying decision C. modified rebuy D. straight rebuy E. new task
D. straight rebuy
_________ refers to the practice of including ethnic themes and cross-cultural practices within a company's mainstream. A. Viral marketing B. Cause marketing C. Buzz marketing D. Guerilla marketing E. A total market strategy
E. A total market strategy
One problem with business-to-business e-procurement is that it _______. A. increases paperwork requirements B. increases transaction costs C. reduces purchasing efficiency D. increases the time between order and delivery E. can erode long-standing customer-supplier relationships
E. can erode long-standing customer-supplier relationships
Age, personality, buying style, and job position are ________ factors that can influence the business buying decision process. A. economic B. interpersonal C. organizational D. cultural E. individual
E. individual
All the people involved in the buying decision in an organization are collectively known as _______. A. the purchasing team B. buying actors C. the buying nucleus D. buying agents E. the buying center
E. the buying center