Question 1

Australia is an egalitarian society;there is no real class system.

Accepted Answer

A) True 
 B)False  False

Question 2

A marketing research company asked members of a focus group to describe several motorcycle brands as animals.This is an example of ________.

Accepted Answer

A) hierarchical need analysis 
B) interpretive consumer research 
C) status influence 
D) buzz marketing 
E) information search 
A) hierarchical need analysis 
B) interpretive consumer research 
C) status influence 
D) buzz marketing 
E) information search B

Question 3

Two characteristics that are especially important in influencing an innovation's rate of adoption are relative advantage and compatibility.

Accepted Answer

A) True 
 B)False  True

Question 4

Maslow's theory is that human needs - including physiological,safety,social needs,esteem and self-actualisation needs - are arranged in a hierarchy and that an unsatisfied need motivates an individual to take action to satisfy it.

Accepted Answer

A) True 
 B)False

Question 5

Which of the following is NOT part of the business market?

Accepted Answer

A) Alpha Sign Systems sells interior signs to a luxury day spa\resort. 
B) A municipal government buys chemicals for its city swimming pools. 
C) A woman buys a Mother's Day gift for her mother. 
D) A software company buys airplane tickets to send a group of salespeople to make a presentation to a heavy equipment manufacturer in Japan. 
E) Omega Equipment sells a vinyl printing press to a manufacturer of plastic bags. 
A) Alpha Sign Systems sells interior signs to a luxury day spa\resort. 
B) A municipal government buys chemicals for its city swimming pools. 
C) A woman buys a Mother's Day gift for her mother. 
D) A software company buys airplane tickets to send a group of salespeople to make a presentation to a heavy equipment manufacturer in Japan. 
E) Omega Equipment sells a vinyl printing press to a manufacturer of plastic bags.

Question 6

Of the five adopter groups,the cohort that is venturesome and willing to try some risk is known as ________.

Accepted Answer

A) innovators 
B) early adopters 
C) Gen Xers 
D) risk-takers 
E) early majority 
A) innovators 
B) early adopters 
C) Gen Xers 
D) risk-takers 
E) early majority

Question 7

Marketers call the decision-making unit of a buying organisation the ________.

Accepted Answer

A) business buyer 
B) business-to-business market 
C) supplier-development centre 
D) buying system 
E) buying centre 
A) business buyer 
B) business-to-business market 
C) supplier-development centre 
D) buying system 
E) buying centre

Question 8

The person who first suggests or thinks of the idea of buying a given product or service is known as the ________.

Accepted Answer

A) initiator 
B) influencer 
C) decider 
D) user 
E) opinion-leader 
A) initiator 
B) influencer 
C) decider 
D) user 
E) opinion-leader

Question 9

Two employees attended a sales seminar.Both left the seminar with differing opinions about what was important to implement in their jobs.Both used the information in different ways,according to what each already believed was important.They have engaged in ________.

Accepted Answer

A) selective distortion 
B) selective attitude 
C) selective retention 
D) selective attention 
E) perceptual defence 
A) selective distortion 
B) selective attitude 
C) selective retention 
D) selective attention 
E) perceptual defence

Question 10

The buying centre is a fixed or formally identified purchasing unit within an organisation.

Accepted Answer

A) True 
 B)False

Question 11

Of the different types of buying situations,the modified rebuy presents the fewest decisions for a business buyer to make.

Accepted Answer

A) True 
 B)False

Question 12

Each culture contains smaller ________,or groups of people with shared value systems based on common life experiences and situations.

Accepted Answer

A) alternative evaluations 
B) cognitive dissonances 
C) cultural groups 
D) social classes 
E) occupations 
A) alternative evaluations 
B) cognitive dissonances 
C) cultural groups 
D) social classes 
E) occupations

Question 13

Relative advantage,compatibility,complexity,divisibility and communicability are all examples of ________.

Accepted Answer

A) alternative evaluation 
B) dissonance-reducing buying behaviour 
C) product characteristics that influence rate of adoption 
D) individual differences in innovativeness 
E) post-purchase behaviour 
A) alternative evaluation 
B) dissonance-reducing buying behaviour 
C) product characteristics that influence rate of adoption 
D) individual differences in innovativeness 
E) post-purchase behaviour

Question 14

Online social networks represent an important form of buzz for marketers.

Accepted Answer

A) True 
 B)False

Question 15

Consumers learn about new products for the first time and make the decision to buy them during the ________.

Accepted Answer

A) new product recognition 
B) adoption process 
C) evaluation process 
D) information search 
E) quality assessment 
A) new product recognition 
B) adoption process 
C) evaluation process 
D) information search 
E) quality assessment

Question 16

________ is (are)the most basic cause(s)of a person's wants and behaviour.

Accepted Answer

A) Culture 
B) Brand personality 
C) Cognitive dissonance 
D) Social factors 
E) Selective perception 
A) Culture 
B) Brand personality 
C) Cognitive dissonance 
D) Social factors 
E) Selective perception

Question 17

Which of the following is NOT a way that business and consumer markets differ?

Accepted Answer

A) satisfaction of needs through purchases 
B) market structure and demand 
C) nature of the buying unit 
D) types of decisions 
E) decision process 
A) satisfaction of needs through purchases 
B) market structure and demand 
C) nature of the buying unit 
D) types of decisions 
E) decision process

Question 18

People change the goods and services they buy over time because of the two changing factors of ________.

Accepted Answer

A) belief and attitude 
B) perception and personality 
C) age and life-cycle stage 
D) groups and learning 
E) family and tradition 
A) belief and attitude 
B) perception and personality 
C) age and life-cycle stage 
D) groups and learning 
E) family and tradition

Question 19

In some purchasing situations,such as routine purchases,the consumer may skip one or more of the five stages of the decision process.

Accepted Answer

A) True 
 B)False

Question 20

Which of the following statements about buying centres is true?

Accepted Answer

A) The buying centre is like a standing committee. 
B) The buying centre roles are specified on the organisational chart. 
C) The typical buying centre has five employees,one to assume each of the buying centre's roles. 
D) An individual's role in the buying centre does not change. 
E) The buying centre may involve informal participants who are not obvious to sellers. 
A) The buying centre is like a standing committee. 
B) The buying centre roles are specified on the organisational chart. 
C) The typical buying centre has five employees,one to assume each of the buying centre's roles. 
D) An individual's role in the buying centre does not change. 
E) The buying centre may involve informal participants who are not obvious to sellers.

Australia is an egalitarian society;there is no real class system.

A marketing research company asked members of a focus group to describe several motorcycle brands as animals.This is an example of ________.

Two characteristics that are especially important in influencing an innovation's rate of adoption are relative advantage and compatibility.

Maslow's theory is that human needs - including physiological,safety,social needs,esteem and self-actualisation needs - are arranged in a hierarchy and that an unsatisfied need motivates an individual to take action to satisfy it.

Which of the following is NOT part of the business market?

Of the five adopter groups,the cohort that is venturesome and willing to try some risk is known as ________.

Marketers call the decision-making unit of a buying organisation the ________.

The person who first suggests or thinks of the idea of buying a given product or service is known as the ________.

Two employees attended a sales seminar.Both left the seminar with differing opinions about what was important to implement in their jobs.Both used the information in different ways,according to what each already believed was important.They have engaged in ________.

The buying centre is a fixed or formally identified purchasing unit within an organisation.

Of the different types of buying situations,the modified rebuy presents the fewest decisions for a business buyer to make.

Each culture contains smaller ________,or groups of people with shared value systems based on common life experiences and situations.

Relative advantage,compatibility,complexity,divisibility and communicability are all examples of ________.

Online social networks represent an important form of buzz for marketers.

Consumers learn about new products for the first time and make the decision to buy them during the ________.

________ is (are)the most basic cause(s)of a person's wants and behaviour.

Which of the following is NOT a way that business and consumer markets differ?

People change the goods and services they buy over time because of the two changing factors of ________.

In some purchasing situations,such as routine purchases,the consumer may skip one or more of the five stages of the decision process.

Which of the following statements about buying centres is true?

Marketing: Creating and Capturing Customer Value

Company and Marketing Strategy: Partnering to Build Customer Relationships

Analysing the Marketing Environment

Managing Marketing Information to Gain Customer Insights

Business Markets and Business Buyer Behaviour

Customer-Driven Marketing Strategy: Creating Value for Target Customers

Products, Services and Brands: Building Customer Value

Developing New Products and Managing the Product

Pricing Strategies: Understanding and Capturing Customer Value

Additional Pricing Considerations

Marketing Channels: Delivering Customer Value

Retailing and Wholesaling

Communicating Customer Value: Integrated Marketing Communications Strategy

Filters

Exam 5: Consumer Markets and Consumer Buyer Behaviour

Australia is an egalitarian society;there is no real class system.

A marketing research company asked members of a focus group to describe several motorcycle brands as animals.This is an example of ________.

Two characteristics that are especially important in influencing an innovation's rate of adoption are relative advantage and compatibility.

Maslow's theory is that human needs - including physiological,safety,social needs,esteem and self-actualisation needs - are arranged in a hierarchy and that an unsatisfied need motivates an individual to take action to satisfy it.

Which of the following is NOT part of the business market?

Of the five adopter groups,the cohort that is venturesome and willing to try some risk is known as ________.

Marketers call the decision-making unit of a buying organisation the ________.

The person who first suggests or thinks of the idea of buying a given product or service is known as the ________.

Two employees attended a sales seminar.Both left the seminar with differing opinions about what was important to implement in their jobs.Both used the information in different ways,according to what each already believed was important.They have engaged in ________.

The buying centre is a fixed or formally identified purchasing unit within an organisation.

Of the different types of buying situations,the modified rebuy presents the fewest decisions for a business buyer to make.

Each culture contains smaller ________,or groups of people with shared value systems based on common life experiences and situations.

Relative advantage,compatibility,complexity,divisibility and communicability are all examples of ________.

Online social networks represent an important form of buzz for marketers.

Consumers learn about new products for the first time and make the decision to buy them during the ________.

________ is (are)the most basic cause(s)of a person's wants and behaviour.

Which of the following is NOT a way that business and consumer markets differ?

People change the goods and services they buy over time because of the two changing factors of ________.

In some purchasing situations,such as routine purchases,the consumer may skip one or more of the five stages of the decision process.

Which of the following statements about buying centres is true?

Marketing: Creating and Capturing Customer Value

Company and Marketing Strategy: Partnering to Build Customer Relationships

Analysing the Marketing Environment

Managing Marketing Information to Gain Customer Insights

Business Markets and Business Buyer Behaviour

Customer-Driven Marketing Strategy: Creating Value for Target Customers

Products, Services and Brands: Building Customer Value

Developing New Products and Managing the Product

Pricing Strategies: Understanding and Capturing Customer Value

Additional Pricing Considerations

Marketing Channels: Delivering Customer Value

Retailing and Wholesaling

Communicating Customer Value: Integrated Marketing Communications Strategy

Filters