Question 1

The member of the buyer center who actually utilizes items after they are purchased is the:

Accepted Answer

A)  user 
B)  influencer 
C)  decider 
D)  gatekeeper 
A)  user 
B)  influencer 
C)  decider 
D)  gatekeeper

Question 2

The following are trends in consumer buyer behavior discussed in the textbook,except:

Accepted Answer

A)  age complexity 
B)  gender complexity 
C)  information overload 
D)  individualism 
A)  age complexity 
B)  gender complexity 
C)  information overload 
D)  individualism

Question 3

Mackenzie is taking forever to buy a pair of jeans because she is considering all the factors involved,such as price,color,and style.Which method is being used to evaluate the various brands?

Accepted Answer

A)  cognitive mapping approach 
B)  evoked set 
C)  multiattribute approach 
D)  affect referral 
A)  cognitive mapping approach 
B)  evoked set 
C)  multiattribute approach 
D)  affect referral

Question 4

Values tend to be enduring and normally form during adulthood and can change as person ages and experiences life.

Accepted Answer

A) True 
 B)False

Question 5

Two of the factors that affect members of the buying center are individual factors and:

Accepted Answer

A)  perceptual factors 
B)  ideological factors 
C)  recreational factors 
D)  organizational factors 
A)  perceptual factors 
B)  ideological factors 
C)  recreational factors 
D)  organizational factors

Question 6

In terms of external search for information in a purchase decision,need for cognition is:

Accepted Answer

A)  the extent to which a stimulus or task is relevant to a consumer's existing needs, wants, or values 
B)  a personality characteristic an individual displays when he or she engages in and enjoys mental activities 
C)  the mental position a person takes on a topic, person, or event that influences the holder's feelings, perceptions, learning processes, and subsequent behaviors 
D)  simulations of the knowledge structure embedded in an individual's brain 
A)  the extent to which a stimulus or task is relevant to a consumer's existing needs, wants, or values 
B)  a personality characteristic an individual displays when he or she engages in and enjoys mental activities 
C)  the mental position a person takes on a topic, person, or event that influences the holder's feelings, perceptions, learning processes, and subsequent behaviors 
D)  simulations of the knowledge structure embedded in an individual's brain

Question 7

An organizational factor that impacts the manner in which a purchase decision is made includes the:

Accepted Answer

A)  norms members of the buying center are expected to follow 
B)  risk involved in switching vendors 
C)  personalities of the sales staff and members of the buying center 
D)  capital assets a firm has available 
A)  norms members of the buying center are expected to follow 
B)  risk involved in switching vendors 
C)  personalities of the sales staff and members of the buying center 
D)  capital assets a firm has available

Question 8

The first group of consumers targeted by Apple for the introduction of the iPhone was:

Accepted Answer

A)  innovators 
B)  early adopters 
C)  late adopters 
D)  early majority 
A)  innovators 
B)  early adopters 
C)  late adopters 
D)  early majority

Question 9

The affect referral model of evaluating alternatives is used for high involvement purchase situations.

Accepted Answer

A) True 
 B)False

Question 10

An external search of purchasing information occurs when:

Accepted Answer

A)  the consumer is uncertain about which brand to purchase 
B)  the internal search has been successful 
C)  the evaluation of alternatives has been completed 
D)  a purchase has been finalized and the buyer is looking for reassurance 
A)  the consumer is uncertain about which brand to purchase 
B)  the internal search has been successful 
C)  the evaluation of alternatives has been completed 
D)  a purchase has been finalized and the buyer is looking for reassurance

Question 11

In terms of new product introductions,innovators are the first to adopt a new product or innovation.

Accepted Answer

A) True 
 B)False

Question 12

The linkage between the demand for automobile tires and sales of automobiles is an example of:

Accepted Answer

A)  derived demand 
B)  co-demand 
C)  joint demand 
D)  fabricated demand 
A)  derived demand 
B)  co-demand 
C)  joint demand 
D)  fabricated demand

Question 13

The inert set is the set of brands:

Accepted Answer

A)  that are part of a person's memory, but not considered because they elicit negative feelings 
B)  the consumer has awareness of, but has neither negative or positive feelings toward 
C)  that a person would consider as feasible solutions to meet a need 
D)  that are viewed by a consumer as being approximately equal in terms of quality 
A)  that are part of a person's memory, but not considered because they elicit negative feelings 
B)  the consumer has awareness of, but has neither negative or positive feelings toward 
C)  that a person would consider as feasible solutions to meet a need 
D)  that are viewed by a consumer as being approximately equal in terms of quality

Question 14

An impulse buy probably means that the consumer acted on which component of an attitude?

Accepted Answer

A)  affective 
B)  cognitive 
C)  conative 
D)  value 
A)  affective 
B)  cognitive 
C)  conative 
D)  value

Question 15

The greater the motivation,the greater the extent of external search for information in a buying decision making process.

Accepted Answer

A) True 
 B)False

Question 16

Juan only has a high school education and knows very little about digital cameras.Juan will most likely:

Accepted Answer

A)  conduct only an internal search 
B)  refer the decision to someone else 
C)  engage in an external search for more information 
D)  not purchase a digital camera 
A)  conduct only an internal search 
B)  refer the decision to someone else 
C)  engage in an external search for more information 
D)  not purchase a digital camera

Question 17

In dual-channel marketing,if the benefits sought from a product differ between the consumer and b-to-b markets,the best marketing strategy is to create separate communication messages.

Accepted Answer

A) True 
 B)False

Question 18

Second-chancers or divorcees exhibit higher levels of cocooning and place greater emphasis on the family and the home.

Accepted Answer

A) True 
 B)False

Question 19

The consumer buyer behavior trend of individualism has resulted in consumers wanting:

Accepted Answer

A)  new products developed at a faster pace then ever before 
B)  companies to design products just for them, that meet their individual needs 
C)  companies to develop time-saving products 
D)  gender neutral products 
A)  new products developed at a faster pace then ever before 
B)  companies to design products just for them, that meet their individual needs 
C)  companies to develop time-saving products 
D)  gender neutral products

Question 20

A sales rep who likes his company car so well that he buys the same brand for personal use is creating:

Accepted Answer

A)  joint demand 
B)  derived demand 
C)  a spin-off sale 
D)  vendor audit sale 
A)  joint demand 
B)  derived demand 
C)  a spin-off sale 
D)  vendor audit sale

The member of the buyer center who actually utilizes items after they are purchased is the:

The following are trends in consumer buyer behavior discussed in the textbook,except:

Mackenzie is taking forever to buy a pair of jeans because she is considering all the factors involved,such as price,color,and style.Which method is being used to evaluate the various brands?

Values tend to be enduring and normally form during adulthood and can change as person ages and experiences life.

Two of the factors that affect members of the buying center are individual factors and:

In terms of external search for information in a purchase decision,need for cognition is:

An organizational factor that impacts the manner in which a purchase decision is made includes the:

The first group of consumers targeted by Apple for the introduction of the iPhone was:

The affect referral model of evaluating alternatives is used for high involvement purchase situations.

An external search of purchasing information occurs when:

In terms of new product introductions,innovators are the first to adopt a new product or innovation.

The linkage between the demand for automobile tires and sales of automobiles is an example of:

The inert set is the set of brands:

An impulse buy probably means that the consumer acted on which component of an attitude?

The greater the motivation,the greater the extent of external search for information in a buying decision making process.

Juan only has a high school education and knows very little about digital cameras.Juan will most likely:

In dual-channel marketing,if the benefits sought from a product differ between the consumer and b-to-b markets,the best marketing strategy is to create separate communication messages.

Second-chancers or divorcees exhibit higher levels of cocooning and place greater emphasis on the family and the home.

The consumer buyer behavior trend of individualism has resulted in consumers wanting:

A sales rep who likes his company car so well that he buys the same brand for personal use is creating:

Integrated Marketing Communications

Corporate Image and Brand Management

Promotions Opportunity Analysis

Advertising Management

Advertising Design-Theoretical Frameworks and Types of Appeals

Advertising Design-Message Strategies and Executional Frameworks

Traditional Media Channels

E-active Marketing

Alternative Marketing

Database and Direct Response Marketing

Sales Promotions

Public Relations and Sponsorship Programs

Regulations and Ethical Concerns

Evaluating an Integrated Marketing Program

Filters

Exam 3: Buyer Behaviors

The member of the buyer center who actually utilizes items after they are purchased is the:

The following are trends in consumer buyer behavior discussed in the textbook,except:

Mackenzie is taking forever to buy a pair of jeans because she is considering all the factors involved,such as price,color,and style.Which method is being used to evaluate the various brands?

Values tend to be enduring and normally form during adulthood and can change as person ages and experiences life.

Two of the factors that affect members of the buying center are individual factors and:

In terms of external search for information in a purchase decision,need for cognition is:

An organizational factor that impacts the manner in which a purchase decision is made includes the:

The first group of consumers targeted by Apple for the introduction of the iPhone was:

The affect referral model of evaluating alternatives is used for high involvement purchase situations.

An external search of purchasing information occurs when:

In terms of new product introductions,innovators are the first to adopt a new product or innovation.

The linkage between the demand for automobile tires and sales of automobiles is an example of:

The inert set is the set of brands:

An impulse buy probably means that the consumer acted on which component of an attitude?

The greater the motivation,the greater the extent of external search for information in a buying decision making process.

Juan only has a high school education and knows very little about digital cameras.Juan will most likely:

In dual-channel marketing,if the benefits sought from a product differ between the consumer and b-to-b markets,the best marketing strategy is to create separate communication messages.

Second-chancers or divorcees exhibit higher levels of cocooning and place greater emphasis on the family and the home.

The consumer buyer behavior trend of individualism has resulted in consumers wanting:

A sales rep who likes his company car so well that he buys the same brand for personal use is creating:

Integrated Marketing Communications

Corporate Image and Brand Management

Promotions Opportunity Analysis

Advertising Management

Advertising Design-Theoretical Frameworks and Types of Appeals

Advertising Design-Message Strategies and Executional Frameworks

Traditional Media Channels

E-active Marketing

Alternative Marketing

Database and Direct Response Marketing

Sales Promotions

Public Relations and Sponsorship Programs

Regulations and Ethical Concerns

Evaluating an Integrated Marketing Program

Filters