Marketing chapter 6 & 7

Used by many smaller companies to help streamline procurement or distribution processes, ________ is an Internet site whose purpose is to be a major starting point for users when they connect to the web. Multiple Choice a web link an intranet a web portal a microblog a web hosting site

a web portal

External agencies and government bodies publish safety ratings for cars to help consumers alleviate ________ risk. Multiple Choice social financial performance psychological physiological

physiological

When consumers are engaged in the consumer decision process, the specific brands or stores they can readily recall in a product category are referred to as their ________ set. Multiple Choice universal evoked retrieval memory brand

retrieval

Wendy works out at a health club, goes to yoga classes, and reads magazines about women's health to satisfy her inner desires. Which of Maslow's needs is Wendy fulfilling? financial physiological safety esteem

esteem

The salient or important attributes about a particular product that a consumer bases his or her product evaluation on are called attribute sets. psychological decision rules. evaluative criteria. affective components. situational factors.

evaluative criteria. Correct

The university will purchase new computers during the summer to update its computer labs. Although the new computers will be more advanced in terms of their technology, the purchase itself will involve some of the same considerations as those used for previous purchases. This is an example of which of the following types of buying situation? Multiple Choice modified rebuy new buy capital buy standard rebuy

modified rebuy

The fact that a family would spend a lot more time researching the market before buying a new car than it would in the decision to purchase an inexpensive kitchen appliance, like a coffeemaker, can best be explained by which of the following concepts? performance risk social risk aversion psychological risk perceived benefits versus perceived costs of search Correct locus of control

perceived benefits versus perceived costs of search

Which of the following statements regarding the B2B buying process is true? Multiple Choice In the B2B buying process, the search for information and evaluation of alternatives is more formal and structured. The B2B buying process is identical to the B2C buying process. In the B2B buying process, formal performance evaluations of the vendor generally do not occur. In the B2B buying process, decisions are made quickly and without much consideration. The B2B buying process is less complex than the B2C buying process.

In the B2B buying process, the search for information and evaluation of alternatives is more formal and structured.

Jon is involved in the buying center of a large organization. He ultimately will determine whether to buy, what to buy, how to buy, or where to buy. What role does Jon play in this situation? Multiple Choice decider gatekeeper buyer initiator influencer

decider

What are the three components that make up a person's attitude? internal, external, habitual cognitive, affective, behavioral psychological, behavioral, social universal, evoked, reference perception, motives, needs

cognitive, affective, behavioral Correct

n the ABC Automotive manufacturing company, one person is authorized to make a decision, but input from others is gathered before doing so. This is reflective of which type of buying center? Multiple Choice democratic autocratic republic consensual consultative

consultative

Because not all purchase intentions result in an actual purchase, retailers calculate the ________ to measure how effectively a decision to purchase a specific product results in a completed purchase. decision heuristic noncompensatory decision rate conversion rate Correct performance risk compensatory decision rate

conversion rate Correct

Angie considered all sporting goods stores to be roughly equivalent in most ways; however, she considered REI stores to have an exceptional level of customer service. Customer service therefore, would be considered a ________ for her in evaluating sporting goods stores. compensatory decision rule retrieval set determinant attribute locus of control noncompensatory decision rule

determinant attribute

When a manufacturer offers a money-back guarantee on the purchase of its products to show that the products will perform as expected, it is most likely attempting to alleviate which risk? social financial psychological physiological safety

financial

Which of the following pertains to the performance of a product or service? cultural needs functional needs demographic needs psychological needs need recognition

functional needs Correct

The individual who controls the flow of information or access to important decision makers serves as the ________ in the buying center. Multiple Choice gatekeeper decider initiator user influencer

gatekeeper

Sometimes called buyer's remorse, ________ is the internal conflict that arises from an inconsistency between two beliefs or between beliefs and behavior. Multiple Choice Sometimes called buyer's remorse, ________ is the internal conflict that arises from an inconsistency between two beliefs or between beliefs and behavior. Multiple Choice postpurchase cognitive dissonance self-actualization psychological risk an external locus of control an internal locus of control

postpurchase cognitive dissonance

In this stage of the business-to-business buying process, firms are likely to narrow their selection to a few suppliers, often those with which they have existing relationships, and discuss key terms of the sale. Multiple Choice vendor performance assessment the RFP process vendor specification product specification proposal analysis, vendor negotiation, selection

proposal analysis, vendor negotiation, selection

When she was looking for a new car, Frances was considering both American- and foreign-made vehicles, but her father and boyfriend both encouraged her to buy American-made brands. Which of the following social factors explain this type of influence? reference groups culture situational factors lifestyle factors temporal state

reference groups

What is the final stage in the business-to-business buying process? Multiple Choice need recognition proposal analysis and supplier selection RFP process vendor performance assessment order specification

vendor performance assessment