Question 1

The members of the buying center who shape purchasing decisions by providing information and criteria are called:

Accepted Answer

A)  users 
B)  influencers 
C)  deciders 
D)  buyers 
A)  users 
B)  influencers 
C)  deciders 
D)  buyers B

Question 2

In terms of the external information search process, the extent to which a stimulus or task is relevant to a consumer's existing need determines the:

Accepted Answer

A)  ability to search 
B)  need for cognition 
C)  search methods 
D)  level of involvement 
A)  ability to search 
B)  need for cognition 
C)  search methods 
D)  level of involvement D

Question 3

The evoked set in a purchase decision consists of brands that have been purchased previously.

Accepted Answer

A) True 
 B)False  False

Question 4

The consumer buying behavior trends related to busy, active lifestyles has led the Nike marketing team to personalize shoes by allowing customers to purchase them online and to design the style and look each person wants.

Accepted Answer

A) True 
 B)False

Question 5

The individual that is most likely to spend the greatest amount of time in an external search for information is the consumer that has:

Accepted Answer

A)  a low level of knowledge about the product category 
B)  an extensive knowledge of the product category 
C)  some knowledge of the product category, but not enough to make an intelligent decision 
D)  a low educational level 
A)  a low level of knowledge about the product category 
B)  an extensive knowledge of the product category 
C)  some knowledge of the product category, but not enough to make an intelligent decision 
D)  a low educational level

Question 6

In terms of an external search for information in a purchasing decision, involvement 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)  a simulation 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)  a simulation of the knowledge structure embedded in an individual's brain

Question 7

Which component of an attitude contains the feelings or emotions a person has about a product?

Accepted Answer

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

Question 8

The affect referral model of evaluating alternatives suggests that consumers will buy products they used and liked in the past.

Accepted Answer

A) True 
 B)False

Question 9

Name the steps of the consumer buying decision-making process.

Accepted Answer

1. problem recognition
2. info

Question 10

Vendor evaluation consists of an initial screening of proposals then a vendor audit of those who pass the initial screening.

Accepted Answer

A) True 
 B)False

Question 11

An inept set consists of brands that are not considered because they elicit negative feelings.

Accepted Answer

A) True 
 B)False

Question 12

Individuals can perform more than one role in the buying center and more than one individual can be involved in any particular role.

Accepted Answer

A) True 
 B)False

Question 13

Decision rules that help employees make quick decisions regarding purchases are called:

Accepted Answer

A)  heuristics 
B)  satisficing 
C)  methodologies 
D)  role playing 
A)  heuristics 
B)  satisficing 
C)  methodologies 
D)  role playing

Question 14

In the new task purchase situation, potential vendors are often involved in helping the buyer develop clear specifications of what is needed.

Accepted Answer

A) True 
 B)False

Question 15

Selling to both consumers and businesses is known as dual-channel marketing.

Accepted Answer

A) True 
 B)False

Question 16

When a firm's buying center agrees that defect rates for a purchased component part should be less than .01% of items received, the team is:

Accepted Answer

A)  identifying needs 
B)  establishing specifications 
C)  evaluating vendors 
D)  negotiating purchase terms 
A)  identifying needs 
B)  establishing specifications 
C)  evaluating vendors 
D)  negotiating purchase terms

Question 17

Derek eliminated New Balance shoes because he doesn't know anything about them. Derek used which type of evaluation process to make this decision?

Accepted Answer

A)  evoked set method 
B)  multiattribute 
C)  affect referral 
D)  attitude formation 
A)  evoked set method 
B)  multiattribute 
C)  affect referral 
D)  attitude formation

Question 18

Individuals within the buying center who shape the purchasing decision by providing information or criteria that should be used in evaluating alternatives are called influencers.

Accepted Answer

A) True 
 B)False

Question 19

Which takes the most time to complete and involves the highest number of people in the buying process?

Accepted Answer

A)  straight rebuy 
B)  modified rebuy 
C)  new task purchase 
D)  identifying a need 
A)  straight rebuy 
B)  modified rebuy 
C)  new task purchase 
D)  identifying a need

Question 20

During the internal search process for product information, a key objective for creatives and brand managers is to:

Accepted Answer

A)  have information readily available to consumers 
B)  make sure the company's brand is part of the consumer's inert set 
C)  have the brand in the person's cognitive map 
D)  make sure the company's brand is part of the consumer's set of potential alternatives 
A)  have information readily available to consumers 
B)  make sure the company's brand is part of the consumer's inert set 
C)  have the brand in the person's cognitive map 
D)  make sure the company's brand is part of the consumer's set of potential alternatives

The members of the buying center who shape purchasing decisions by providing information and criteria are called:

In terms of the external information search process, the extent to which a stimulus or task is relevant to a consumer's existing need determines the:

The evoked set in a purchase decision consists of brands that have been purchased previously.

The consumer buying behavior trends related to busy, active lifestyles has led the Nike marketing team to personalize shoes by allowing customers to purchase them online and to design the style and look each person wants.

The individual that is most likely to spend the greatest amount of time in an external search for information is the consumer that has:

In terms of an external search for information in a purchasing decision, involvement is:

Which component of an attitude contains the feelings or emotions a person has about a product?

The affect referral model of evaluating alternatives suggests that consumers will buy products they used and liked in the past.

Name the steps of the consumer buying decision-making process.

Vendor evaluation consists of an initial screening of proposals then a vendor audit of those who pass the initial screening.

An inept set consists of brands that are not considered because they elicit negative feelings.

Individuals can perform more than one role in the buying center and more than one individual can be involved in any particular role.

Decision rules that help employees make quick decisions regarding purchases are called:

In the new task purchase situation, potential vendors are often involved in helping the buyer develop clear specifications of what is needed.

Selling to both consumers and businesses is known as dual-channel marketing.

When a firm's buying center agrees that defect rates for a purchased component part should be less than .01% of items received, the team is:

Derek eliminated New Balance shoes because he doesn't know anything about them. Derek used which type of evaluation process to make this decision?

Individuals within the buying center who shape the purchasing decision by providing information or criteria that should be used in evaluating alternatives are called influencers.

Which takes the most time to complete and involves the highest number of people in the buying process?

During the internal search process for product information, a key objective for creatives and brand managers is to:

Integrated Marketing Communications

Corporate Image and Brand Management

The IMC Planning Process

Advertising Management

Advertising Design: Theoretical Frameworks and Types of Appeals

Advertising Design: Message Strategies and Executional Frameworks

Traditional Media Channels

Digital Marketing

Alternative Marketing

Database and Direct Response Marketing and Personal Selling

Sales Promotions

Public Relations and Sponsorship Programs

Regulations and Ethical Concerns

Evaluating an Integrated Marketing Program

Filters

Exam 3: Buyer Behaviors

The members of the buying center who shape purchasing decisions by providing information and criteria are called:

In terms of the external information search process, the extent to which a stimulus or task is relevant to a consumer's existing need determines the:

The evoked set in a purchase decision consists of brands that have been purchased previously.

The consumer buying behavior trends related to busy, active lifestyles has led the Nike marketing team to personalize shoes by allowing customers to purchase them online and to design the style and look each person wants.

The individual that is most likely to spend the greatest amount of time in an external search for information is the consumer that has:

In terms of an external search for information in a purchasing decision, involvement is:

Which component of an attitude contains the feelings or emotions a person has about a product?

The affect referral model of evaluating alternatives suggests that consumers will buy products they used and liked in the past.

Name the steps of the consumer buying decision-making process.

Vendor evaluation consists of an initial screening of proposals then a vendor audit of those who pass the initial screening.

An inept set consists of brands that are not considered because they elicit negative feelings.

Individuals can perform more than one role in the buying center and more than one individual can be involved in any particular role.

Decision rules that help employees make quick decisions regarding purchases are called:

In the new task purchase situation, potential vendors are often involved in helping the buyer develop clear specifications of what is needed.

Selling to both consumers and businesses is known as dual-channel marketing.

When a firm's buying center agrees that defect rates for a purchased component part should be less than .01% of items received, the team is:

Derek eliminated New Balance shoes because he doesn't know anything about them. Derek used which type of evaluation process to make this decision?

Individuals within the buying center who shape the purchasing decision by providing information or criteria that should be used in evaluating alternatives are called influencers.

Which takes the most time to complete and involves the highest number of people in the buying process?

During the internal search process for product information, a key objective for creatives and brand managers is to:

Integrated Marketing Communications

Corporate Image and Brand Management

The IMC Planning Process

Advertising Management

Advertising Design: Theoretical Frameworks and Types of Appeals

Advertising Design: Message Strategies and Executional Frameworks

Traditional Media Channels

Digital Marketing

Alternative Marketing

Database and Direct Response Marketing and Personal Selling

Sales Promotions

Public Relations and Sponsorship Programs

Regulations and Ethical Concerns

Evaluating an Integrated Marketing Program

Filters