Question 1

Facebook.com and YouTube are examples of ________.

Accepted Answer

A) buzz marketing 
B) opinion leaders 
C) social networks 
D) virtual worlds 
E) early adopters 
A) buzz marketing 
B) opinion leaders 
C) social networks 
D) virtual worlds 
E) early adopters

Question 2

After purchasing two bottles of wine from vineyards in Australia,when asked her opinion of the wine,the buyer said the burgundy wine tasted like alcoholic grape juice,but the Chablis had a crisp taste that she really enjoyed.These statements were made during the ________ stage of the purchase decision.

Accepted Answer

A) information search 
B) situational analysis 
C) alternative evaluation 
D) purchase decision 
E) post-purchase behaviour 
A) information search 
B) situational analysis 
C) alternative evaluation 
D) purchase decision 
E) post-purchase behaviour

Question 3

There are ________ stages of the business buying process.

Accepted Answer

The answer of There are ________ stages of the business...

Question 4

People tend to interpret new information in a way that will support what they already believe.This is called ________.

Accepted Answer

A) selective retention 
B) selective distortion 
C) selective attitude 
D) selective learning 
E) selective perception 
A) selective retention 
B) selective distortion 
C) selective attitude 
D) selective learning 
E) selective perception

Question 5

The buying process starts with ________,in which the buyer recognises a problem or need.

Accepted Answer

A) need recognition 
B) information search 
C) evaluation of alternatives 
D) purchase decision 
E) separation of needs and wants 
A) need recognition 
B) information search 
C) evaluation of alternatives 
D) purchase decision 
E) separation of needs and wants

Question 6

Large business purchasers usually call for detailed product specifications,written purchase orders,careful supplier searches and formal approval.These are all examples of how the business buying decision process is more ________ than the consumer buying decision process is.

Accepted Answer

A) formalised 
B) creative 
C) relationship-oriented 
D) independent 
E) concentrated 
A) formalised 
B) creative 
C) relationship-oriented 
D) independent 
E) concentrated

Question 7

The benefits of e-procurement include access to new suppliers,lower purchasing costs and more time-efficient order processing and delivery.

Accepted Answer

A) True 
 B)False

Question 8

Early adopters are opinion leaders in their communities and adopt new ideas early but carefully.

Accepted Answer

A) True 
 B)False

Question 9

The starting point of understanding how consumers respond to various marketing efforts is called the stimulus-response model of buyer behaviour.

Accepted Answer

A) True 
 B)False

Question 10

A problem with the rapidly expanding use of e-purchasing is that it ________.

Accepted Answer

A) can also erode decades-old customer-supplier relationships 
B) saves less time than expected 
C) generates more transactions to document 
D) generates less cost savings than predicted 
E) reduces the amount of time purchasing people can spend on strategic issues 
A) can also erode decades-old customer-supplier relationships 
B) saves less time than expected 
C) generates more transactions to document 
D) generates less cost savings than predicted 
E) reduces the amount of time purchasing people can spend on strategic issues

Question 11

You call in a department manager to assist in a purchase of industrial equipment.You are considering a change in product specifications,terms and possibly suppliers.This is most likely a ________ situation.

Accepted Answer

A) modified rebuy 
B) new task 
C) straight rebuy 
D) solution selling 
E) value analysis 
A) modified rebuy 
B) new task 
C) straight rebuy 
D) solution selling 
E) value analysis

Question 12

If the consumer's drive is strong and a satisfying product is near at hand,the consumer is likely to buy it then.If not,the consumer may store the need in memory or undertake a(n)________ related to the need.

Accepted Answer

A) brand personality 
B) alternative evaluation 
C) post-purchase behaviour 
D) information search 
E) product adoption 
A) brand personality 
B) alternative evaluation 
C) post-purchase behaviour 
D) information search 
E) product adoption

Question 13

Which of the following statements about business markets is NOT correct?

Accepted Answer

A) Business demand is typically derived demand. 
B) Most business markets have inelastic demand. 
C) Many businesses have fluctuating demand. 
D) A few buyers account for most of the purchasing. 
E) Business demand is direct demand. 
A) Business demand is typically derived demand. 
B) Most business markets have inelastic demand. 
C) Many businesses have fluctuating demand. 
D) A few buyers account for most of the purchasing. 
E) Business demand is direct demand.

Question 14

The first stage of the adoption process for new products is ________,where the consumer becomes aware of the new product,but lacks information about it.

Accepted Answer

The answer of The first stage of the adoption process...

Question 15

________ are groups to which an individual wishes to belong,as when a teenage basketball player hopes to play someday for the Australian Boomers or Opals.

Accepted Answer

A) Membership groups 
B) Aspirational groups 
C) Leading adopter groups 
D) Leisure groups 
E) Social class groups 
A) Membership groups 
B) Aspirational groups 
C) Leading adopter groups 
D) Leisure groups 
E) Social class groups

Question 16

Six weeks ago,a young couple paid $3500 for a top-brand mattress for their bed.Last night,a customer service representative of the manufacturer of the mattress called them to thank them for buying the mattress and to ask if they were happy with it.Why would a manufacturer bother to make such a call?

Accepted Answer

A) To motivate them to buy another mattress. 
B) To satisfy legal requirements. 
C) To counter any negative publicity that they might someday hear about the mattress and\or its manufacturer. 
D) To reduce any post-purchase dissonance. 
E) To make sure it remained in their consideration set. 
A) To motivate them to buy another mattress. 
B) To satisfy legal requirements. 
C) To counter any negative publicity that they might someday hear about the mattress and\or its manufacturer. 
D) To reduce any post-purchase dissonance. 
E) To make sure it remained in their consideration set.

Question 17

Economic,technological and cultural forces are all stimuli in the buyer's ________.

Accepted Answer

A) stimulus-response 
B) environment 
C) black box 
D) buyer characteristics 
E) buying attitudes 
A) stimulus-response 
B) environment 
C) black box 
D) buyer characteristics 
E) buying attitudes

Question 18

________ is a person's pattern of living as expressed in his or her psychographics,including his or her activities,interests and opinions.

Accepted Answer

A) Personality 
B) Culture 
C) Lifestyle 
D) Motive 
E) Social class 
A) Personality 
B) Culture 
C) Lifestyle 
D) Motive 
E) Social class

Question 19

Children exert little influence on family buying decisions in areas of entertainment and food.

Accepted Answer

A) True 
 B)False

Question 20

Five different roles can be identified in most buying processes.Which of the following is NOT normally considered to be a decision role?

Accepted Answer

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

Facebook.com and YouTube are examples of ________.

There are ________ stages of the business buying process.

People tend to interpret new information in a way that will support what they already believe.This is called ________.

The buying process starts with ________,in which the buyer recognises a problem or need.

Large business purchasers usually call for detailed product specifications,written purchase orders,careful supplier searches and formal approval.These are all examples of how the business buying decision process is more ________ than the consumer buying decision process is.

The benefits of e-procurement include access to new suppliers,lower purchasing costs and more time-efficient order processing and delivery.

Early adopters are opinion leaders in their communities and adopt new ideas early but carefully.

The starting point of understanding how consumers respond to various marketing efforts is called the stimulus-response model of buyer behaviour.

A problem with the rapidly expanding use of e-purchasing is that it ________.

You call in a department manager to assist in a purchase of industrial equipment.You are considering a change in product specifications,terms and possibly suppliers.This is most likely a ________ situation.

If the consumer's drive is strong and a satisfying product is near at hand,the consumer is likely to buy it then.If not,the consumer may store the need in memory or undertake a(n)________ related to the need.

Which of the following statements about business markets is NOT correct?

The first stage of the adoption process for new products is ________,where the consumer becomes aware of the new product,but lacks information about it.

________ are groups to which an individual wishes to belong,as when a teenage basketball player hopes to play someday for the Australian Boomers or Opals.

Six weeks ago,a young couple paid $3500 for a top-brand mattress for their bed.Last night,a customer service representative of the manufacturer of the mattress called them to thank them for buying the mattress and to ask if they were happy with it.Why would a manufacturer bother to make such a call?

Economic,technological and cultural forces are all stimuli in the buyer's ________.

________ is a person's pattern of living as expressed in his or her psychographics,including his or her activities,interests and opinions.

Children exert little influence on family buying decisions in areas of entertainment and food.

Five different roles can be identified in most buying processes.Which of the following is NOT normally considered to be a decision role?

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

Facebook.com and YouTube are examples of ________.

There are ________ stages of the business buying process.

People tend to interpret new information in a way that will support what they already believe.This is called ________.

The buying process starts with ________,in which the buyer recognises a problem or need.

Large business purchasers usually call for detailed product specifications,written purchase orders,careful supplier searches and formal approval.These are all examples of how the business buying decision process is more ________ than the consumer buying decision process is.

The benefits of e-procurement include access to new suppliers,lower purchasing costs and more time-efficient order processing and delivery.

Early adopters are opinion leaders in their communities and adopt new ideas early but carefully.

The starting point of understanding how consumers respond to various marketing efforts is called the stimulus-response model of buyer behaviour.

A problem with the rapidly expanding use of e-purchasing is that it ________.

You call in a department manager to assist in a purchase of industrial equipment.You are considering a change in product specifications,terms and possibly suppliers.This is most likely a ________ situation.

If the consumer's drive is strong and a satisfying product is near at hand,the consumer is likely to buy it then.If not,the consumer may store the need in memory or undertake a(n)________ related to the need.

Which of the following statements about business markets is NOT correct?

The first stage of the adoption process for new products is ________,where the consumer becomes aware of the new product,but lacks information about it.

________ are groups to which an individual wishes to belong,as when a teenage basketball player hopes to play someday for the Australian Boomers or Opals.

Economic,technological and cultural forces are all stimuli in the buyer's ________.

________ is a person's pattern of living as expressed in his or her psychographics,including his or her activities,interests and opinions.

Children exert little influence on family buying decisions in areas of entertainment and food.

Five different roles can be identified in most buying processes.Which of the following is NOT normally considered to be a decision role?

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