MKTG Chapter 5
Which of the following are tradition-bound, suspicious of changes, and adopt the innovation only when it has become something of a tradition itself? A.Early adopters B.Innovators C.Early mainstream D.Lagging adopters E.Late mainstream
D.Lagging adopters
__________ determines if a buyer is satisfied or dissatisfied with a purchase. A.The relationship between the consumer's expectations and the product's perceived performance B.The number of alternatives considered in the purchase decision C.Whether or not the buyer experiences cognitive dissonance D.The amount of information gathered in the decision-making process E.How others feel about the purchase
A.The relationship between the consumer's expectations and the product's perceived performance
The customer journey concept ________. A.views the buying process only as a specific set of stages B.has fallen out of favor in recent years C.is a narrow and reductive interpretation of how consumers engage with brands D.takes a holistic view of all the experiences a consumer has with a brand E.charts the specific steps a customer engages in to make an online purchase
D.takes a holistic view of all the experiences a consumer has with a brand
Consumers obtain information from numerous sources. Which of the following involves dealer and manufacturer websites, packaging, and displays? A.Personal sources B.The internet C.Media sources D.Public sources E.Commercial sources
E.Commercial sources
Marketers of brands understand that they must figure out how to reach ____________ that can exert social influence on others. A.social groups B.baby boomers C.cultural segments D.millennials E.opinion leaders
E.opinion leaders
According to the model of buyer behavior, what is in a buyer's "black box"? A.The buyer's characteristics and decision process B.The buyer's attitudes and preferences C.The buyer's wants, needs, and preferences D.The buyer's purchase and post-purchase behavior E.The buyer's economic and social preferences
A.The buyer's characteristics and decision process
All the individuals and households that buy or acquire goods and services for personal consumption are known as the ________ market. A.consumer B.derived C.B-to-B D.subcultural E.business
A.consumer
Social class is a type of ________ characteristic that influences consumer buying behavior. A.cultural B.social C.ethnic D.personal E.psychological
A.cultural
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. A.evaluation B.interest C.adoption D.trial E.awareness
A.evaluation
The buyer makes the fewest decisions in the ________ and the most in the ________ decision. A.straight rebuy; new task B.straight rebuy; modified rebuy C.modified rebuy; straight rebuy D.new task; straight rebuy E.modified rebuy; new task
A.straight rebuy; new task
Which of the following refers to the degree to which an innovation fits the values and experiences of potential consumers? A.Communicability B.Compatibility C.Complexity D.Divisibility E.Relative advantage
B.Compatibility
Which of the following is NOT one of the typical advantages of e-procurement systems? A.Finding better supplier resources B.Improving customer-supplier relationships C.Reducing time between order and delivery D.Eliminating paperwork E.Allowing buyers to focus on more strategic issues
B.Improving customer-supplier relationships
What is the first step of the buyer decision process? A.Post-purchase behavior B.Need recognition C.Alternative evaluation D.Purchase decision E.Information search
B.Need 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? A.Supplier search B.Problem recognition C.General need description D.Supplier selection E.Proposal solicitation
B.Problem recognition
Which of the following is NOT a psychological factor influencing consumer buying behavior? A.Motivation B.Self-concept C.Learning D.Perception E.Beliefs and attitudes
B.Self-concept
_________ is one problem with business-to-business e-procurement. A.Increased paperwork requirements B.Suppliers being pitted against one another Your answer is correct. C.Increased time between order and delivery D.Reduced purchasing efficiency E.Increased transaction costs
B.Suppliers being pitted against one another
According to Maslow's hierarchy, which of the following needs would a person seek to satisfy first? A.Status B.Thirst C.Love D.Recognition E.Protection
B.Thirst
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 ________. A.ate-majority adopter B.reference group C.lagging adopter D.membership group E.family group
B.reference group
________ demand is the term used for business demand that ultimately comes from the demand for consumer goods. A.Fluctuating B.Structural C.Derived D.Elastic E.Inelastic
C.Derived
___________ consists of many different people who play multiple roles in the buying process. A.Buying actors B.The purchasing team C.The buying center D.The buying nucleus E.Buying agents
C.The buying center
__________ 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. A.Motivation B.Complexity C.Divisibility D.Communicability E.Relative advantage
D.Divisibility
Technological, political, and competitive influences are categorized as which type of major influence on business buyer behavior? A.Procedural B.Organizational C.Individual D.Environmental E.Interpersonal
D.Environmental
Which adopter group is first to adopt a new product? A.Early mainstream adopters B.Late mainstream adopters C.Early adopters D.Innovators E.Lagging adopters
D.Innovators
When marketers want to promote their products and services through word-of-mouth marketing programs, they typically begin by ________. A.developing print and radio advertisements B.pushing one-way commercials at customers C.withdrawing from online social networks D.identifying and targeting late adopters E.generating person-to-person brand conversations
E.generating person-to-person brand conversations
