Question 1

The person who consumes or uses the product or service is the ________.

Accepted Answer

A) initiator 
B) influencer 
C) buyer 
D) decider 
E) user 
A) initiator 
B) influencer 
C) buyer 
D) decider 
E) user

Question 2

Reverse auctions,trading exchanges and company buying sites are all ways that companies can participate in ________.

Accepted Answer

A) secure extranets 
B) product value analysis 
C) vendor-managed inventory systems 
D) systems selling 
E) e-procurement 
A) secure extranets 
B) product value analysis 
C) vendor-managed inventory systems 
D) systems selling 
E) e-procurement

Question 3

Opinion leaders are sometimes referred to as ________.

Accepted Answer

A) the influentials or leading adopters 
B) the networked individuals 
C) the middle class 
D) buzz marketers 
E) aspirational individuals 
A) the influentials or leading adopters 
B) the networked individuals 
C) the middle class 
D) buzz marketers 
E) aspirational individuals

Question 4

Of the following,the best starting point to understanding how consumers respond to various marketing efforts is the ________ model of a buyer's behaviour.

Accepted Answer

A) belief 
B) subculture 
C) generational 
D) stimulus-response 
E) societal 
A) belief 
B) subculture 
C) generational 
D) stimulus-response 
E) societal

Question 5

Members of the early majority are deliberate;although they rarely are leaders,they adopt new ideas before the average person.

Accepted Answer

A) True 
 B)False

Question 6

Which of the following statements about male grocery-shoppers is NOT true?

Accepted Answer

A) They account for approximately 40 per cent of all shopping. 
B) They shop differently from women. 
C) They spend less time in store. 
D) They spend money on impulse buys such as sweets and magazines. 
E) None of the above. 
A) They account for approximately 40 per cent of all shopping. 
B) They shop differently from women. 
C) They spend less time in store. 
D) They spend money on impulse buys such as sweets and magazines. 
E) None of the above.

Question 7

People differ greatly in their readiness to try new products.In each product area,there are 'consumption pioneers'.They are also called early adopters.

Accepted Answer

A) True 
 B)False

Question 8

A young woman is into the latest and hottest trends in music,language,and fashion at her high school.In addition,she is an avid 'Web surfer' (and sometimes hacker).Given her knowledge and outgoing personality,she is always telling friends what she has learned and experienced.Most of her friends respect her opinion since she offers it in a friendly non-threatening way.Which of the following descriptions would most accurately describe her role among her friends?

Accepted Answer

A) facilitator 
B) referent actor 
C) opinion leader 
D) social role player 
E) follower 
A) facilitator 
B) referent actor 
C) opinion leader 
D) social role player 
E) follower

Question 9

A trend towards the rediscovery of local produce and traditional culinary methods has led to changes in shopping habits such as a renewed preference for specialty fresh produce stores over multi-national supermarkets.One-quarter of all grocery buyers now report shopping at a farmers' market at least once a month where they spend upwards of 70 per cent per visit.Consumers are also spending hours at home preparing slow-cooked meals using the freshest ingredients to recreate dishes from their childhood.This change in ________ is one of the reasons the number of farmers' markets in the Australia has increased by 20 per cent in the last three years.

Accepted Answer

A) life-cycle stage 
B) subculture 
C) lifestyle 
D) personality 
E) life-cycle 
A) life-cycle stage 
B) subculture 
C) lifestyle 
D) personality 
E) life-cycle

Question 10

The buyer decision process consists of five stages.Which of the following is NOT one of these stages?

Accepted Answer

A) need recognition 
B) information search 
C) variety-seeking buying behaviour 
D) purchase decision 
E) post-purchase behaviour 
A) need recognition 
B) information search 
C) variety-seeking buying behaviour 
D) purchase decision 
E) post-purchase behaviour

Question 11

An individual's ________ is their pattern of living as expressed in their activities,interests and opinions.

Accepted Answer

The answer of An individual's ________ is their pattern of...

Question 12

A ________ consists of the activities people are expected to perform according to the persons around them.

Accepted Answer

A) motive 
B) role 
C) lifestyle 
D) life-cycle 
E) tradition 
A) motive 
B) role 
C) lifestyle 
D) life-cycle 
E) tradition

Question 13

Applying ________,marketers can affect demand for a product by associating it with strong drives,using motivating cues and providing positive reinforcement.

Accepted Answer

A) subliminal advertising 
B) social classes 
C) learning theory 
D) need recognition 
E) cognitive dissonance 
A) subliminal advertising 
B) social classes 
C) learning theory 
D) need recognition 
E) cognitive dissonance

Question 14

In the supplier search stage of the business buying process,the buyer ranks the importance of reliability,price and other desired characteristics in the product.

Accepted Answer

A) True 
 B)False

Question 15

It is most accurate to say that marketers are always trying to spot ________ in order to discover new products that might be wanted.

Accepted Answer

A) lifestyles 
B) cultural shifts 
C) groups 
D) dissonance 
E) attitudes 
A) lifestyles 
B) cultural shifts 
C) groups 
D) dissonance 
E) attitudes

Question 16

A person's buying choices are influenced by four major psychological factors.Which is NOT one of these factors?

Accepted Answer

A) motivation 
B) perception 
C) alternative evaluation 
D) learning 
E) beliefs 
A) motivation 
B) perception 
C) alternative evaluation 
D) learning 
E) beliefs

Question 17

What is the LEAST pressing in Maslow's Hierarchy of Needs?

Accepted Answer

A) physiological needs 
B) social needs 
C) esteem needs 
D) self-actualisation needs 
E) safety needs 
A) physiological needs 
B) social needs 
C) esteem needs 
D) self-actualisation needs 
E) safety needs

The person who consumes or uses the product or service is the ________.

Reverse auctions,trading exchanges and company buying sites are all ways that companies can participate in ________.

Opinion leaders are sometimes referred to as ________.

Of the following,the best starting point to understanding how consumers respond to various marketing efforts is the ________ model of a buyer's behaviour.

Members of the early majority are deliberate;although they rarely are leaders,they adopt new ideas before the average person.

Which of the following statements about male grocery-shoppers is NOT true?

People differ greatly in their readiness to try new products.In each product area,there are 'consumption pioneers'.They are also called early adopters.

The buyer decision process consists of five stages.Which of the following is NOT one of these stages?

An individual's ________ is their pattern of living as expressed in their activities,interests and opinions.

A ________ consists of the activities people are expected to perform according to the persons around them.

Applying ________,marketers can affect demand for a product by associating it with strong drives,using motivating cues and providing positive reinforcement.

In the supplier search stage of the business buying process,the buyer ranks the importance of reliability,price and other desired characteristics in the product.

It is most accurate to say that marketers are always trying to spot ________ in order to discover new products that might be wanted.

A person's buying choices are influenced by four major psychological factors.Which is NOT one of these factors?

What is the LEAST pressing in Maslow's Hierarchy of Needs?

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

The person who consumes or uses the product or service is the ________.

Reverse auctions,trading exchanges and company buying sites are all ways that companies can participate in ________.

Opinion leaders are sometimes referred to as ________.

Of the following,the best starting point to understanding how consumers respond to various marketing efforts is the ________ model of a buyer's behaviour.

Members of the early majority are deliberate;although they rarely are leaders,they adopt new ideas before the average person.

Which of the following statements about male grocery-shoppers is NOT true?

People differ greatly in their readiness to try new products.In each product area,there are 'consumption pioneers'.They are also called early adopters.

The buyer decision process consists of five stages.Which of the following is NOT one of these stages?

An individual's ________ is their pattern of living as expressed in their activities,interests and opinions.

A ________ consists of the activities people are expected to perform according to the persons around them.

Applying ________,marketers can affect demand for a product by associating it with strong drives,using motivating cues and providing positive reinforcement.

In the supplier search stage of the business buying process,the buyer ranks the importance of reliability,price and other desired characteristics in the product.

It is most accurate to say that marketers are always trying to spot ________ in order to discover new products that might be wanted.

A person's buying choices are influenced by four major psychological factors.Which is NOT one of these factors?

What is the LEAST pressing in Maslow's Hierarchy of Needs?

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