Question 1

In the business-to-business buying process, the vendor audit would occur in the ________ stage.

Accepted Answer

A)  establishment of specifications 
B)  vendor identification 
C)  vendor selection 
D)  vendor evaluation 
A)  establishment of specifications 
B)  vendor identification 
C)  vendor selection 
D)  vendor evaluation

Question 2

Divorcees, often called second-chancers, usually have lower household incomes and are between the ages of 40 and 59.

Accepted Answer

A) True 
 B)False

Question 3

The member of the buying center who is most likely to let the group know that some alternative companies have already been rejected is the:

Accepted Answer

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

Question 4

In terms of personality, an introvert is likely to display each of the following characteristics within the buying center, except:

Accepted Answer

A)  spend less time talking within the buying center 
B)  become more involved in the buying process 
C)  will not ask important questions because of timidity 
D)  will listen carefully to others in the group 
A)  spend less time talking within the buying center 
B)  become more involved in the buying process 
C)  will not ask important questions because of timidity 
D)  will listen carefully to others in the group

Question 5

One reason consumers may use the affect referral model of evaluating alternatives is that they may have already used the multiattribute approach to evaluate the alternatives for a previous purchase situation.

Accepted Answer

A) True 
 B)False

Question 6

The cognitive component of an attitude is a person's mental image, understanding, and interpretation of a product.

Accepted Answer

A) True 
 B)False

Question 7

At international trade shows it is unlikely that an actual sale will be finalized, but the opposite is true for domestic U.S. trade shows, sales are normally completed during the trade show.

Accepted Answer

A) True 
 B)False

Question 8

Strongly held beliefs about various topics or concepts are:

Accepted Answer

A)  attitudes 
B)  cognitive maps 
C)  values 
D)  mental images 
A)  attitudes 
B)  cognitive maps 
C)  values 
D)  mental images

Question 9

In terms of external search for information in a purchase decision, the 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 10

In the business-to-business buying process evaluation of vendors normally occurs at two levels. The second level is:

Accepted Answer

A)  a vendor audit 
B)  an initial screening of proposals 
C)  a sharing of vendor audit information 
D)  vendor identification 
A)  a vendor audit 
B)  an initial screening of proposals 
C)  a sharing of vendor audit information 
D)  vendor identification

Question 11

Heuristics that are used in purchase decision-making are created by company goals, budgets, and other organizational factors.

Accepted Answer

A) True 
 B)False

Question 12

Most buying center members are able to avoid personality factors from affecting decisions by using decision rules called heuristics.

Accepted Answer

A) True 
 B)False

Question 13

When Maya decides she needs some new clothes, she will spend considerable time comparing the various brands and will often go to several retail stores. Maya has a:

Accepted Answer

A)  low need for cognition 
B)  high need for cognition 
C)  low level of shopping enthusiasm 
D)  high level of shopping enthusiasm 
A)  low need for cognition 
B)  high need for cognition 
C)  low level of shopping enthusiasm 
D)  high level of shopping enthusiasm

Question 14

Kimberly-Clark is going to place an additional order for plastic from its current vendor because of a larger order it has received from a customer for products the company manufacturers. The additional order for plastic would be a:

Accepted Answer

A)  straight rebuy purchase 
B)  modified rebuy purchase 
C)  new task purchase 
D)  none of the above 
A)  straight rebuy purchase 
B)  modified rebuy purchase 
C)  new task purchase 
D)  none of the above

Question 15

When selection criteria are used in the vendor selection decision, the most common criteria includes quality delivery, performance history, warranties, facilities and capacity, geographic location, and technical capability.

Accepted Answer

A) True 
 B)False

Question 16

The individual that has the greatest ability to conduct 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 17

When an acceptable purchasing alternative has been identified and it is taken, the process is called:

Accepted Answer

A)  decision maximization 
B)  satisficing 
C)  utilization 
D)  standardization 
A)  decision maximization 
B)  satisficing 
C)  utilization 
D)  standardization

Question 18

Roles within the buying center are socially constructed, which means people define how they will act in the business-to-business purchase process and how they will interact with others.

Accepted Answer

A) True 
 B)False

Question 19

Most of the time, the consumer first develops an understanding or cognitive belief about an idea or object, followed by affective feelings.

Accepted Answer

A) True 
 B)False

Question 20

A straight rebuy involves:

Accepted Answer

A)  re-ordering raw materials from the same vendor 
B)  buying materials from a new vendor 
C)  seeking bids from a new vendor because of dissatisfaction with the current supplier 
D)  purchasing a new building for an expansion project 
A)  re-ordering raw materials from the same vendor 
B)  buying materials from a new vendor 
C)  seeking bids from a new vendor because of dissatisfaction with the current supplier 
D)  purchasing a new building for an expansion project

In the business-to-business buying process, the vendor audit would occur in the ________ stage.

Divorcees, often called second-chancers, usually have lower household incomes and are between the ages of 40 and 59.

The member of the buying center who is most likely to let the group know that some alternative companies have already been rejected is the:

In terms of personality, an introvert is likely to display each of the following characteristics within the buying center, except:

One reason consumers may use the affect referral model of evaluating alternatives is that they may have already used the multiattribute approach to evaluate the alternatives for a previous purchase situation.

The cognitive component of an attitude is a person's mental image, understanding, and interpretation of a product.

At international trade shows it is unlikely that an actual sale will be finalized, but the opposite is true for domestic U.S. trade shows, sales are normally completed during the trade show.

Strongly held beliefs about various topics or concepts are:

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

In the business-to-business buying process evaluation of vendors normally occurs at two levels. The second level is:

Heuristics that are used in purchase decision-making are created by company goals, budgets, and other organizational factors.

Most buying center members are able to avoid personality factors from affecting decisions by using decision rules called heuristics.

When Maya decides she needs some new clothes, she will spend considerable time comparing the various brands and will often go to several retail stores. Maya has a:

Kimberly-Clark is going to place an additional order for plastic from its current vendor because of a larger order it has received from a customer for products the company manufacturers. The additional order for plastic would be a:

When selection criteria are used in the vendor selection decision, the most common criteria includes quality delivery, performance history, warranties, facilities and capacity, geographic location, and technical capability.

The individual that has the greatest ability to conduct an external search for information is the consumer that has:

When an acceptable purchasing alternative has been identified and it is taken, the process is called:

Roles within the buying center are socially constructed, which means people define how they will act in the business-to-business purchase process and how they will interact with others.

Most of the time, the consumer first develops an understanding or cognitive belief about an idea or object, followed by affective feelings.

A straight rebuy involves:

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

In the business-to-business buying process, the vendor audit would occur in the ________ stage.

Divorcees, often called second-chancers, usually have lower household incomes and are between the ages of 40 and 59.

The member of the buying center who is most likely to let the group know that some alternative companies have already been rejected is the:

In terms of personality, an introvert is likely to display each of the following characteristics within the buying center, except:

One reason consumers may use the affect referral model of evaluating alternatives is that they may have already used the multiattribute approach to evaluate the alternatives for a previous purchase situation.

The cognitive component of an attitude is a person's mental image, understanding, and interpretation of a product.

At international trade shows it is unlikely that an actual sale will be finalized, but the opposite is true for domestic U.S. trade shows, sales are normally completed during the trade show.

Strongly held beliefs about various topics or concepts are:

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

In the business-to-business buying process evaluation of vendors normally occurs at two levels. The second level is:

Heuristics that are used in purchase decision-making are created by company goals, budgets, and other organizational factors.

Most buying center members are able to avoid personality factors from affecting decisions by using decision rules called heuristics.

When Maya decides she needs some new clothes, she will spend considerable time comparing the various brands and will often go to several retail stores. Maya has a:

Kimberly-Clark is going to place an additional order for plastic from its current vendor because of a larger order it has received from a customer for products the company manufacturers. The additional order for plastic would be a:

When selection criteria are used in the vendor selection decision, the most common criteria includes quality delivery, performance history, warranties, facilities and capacity, geographic location, and technical capability.

The individual that has the greatest ability to conduct an external search for information is the consumer that has:

When an acceptable purchasing alternative has been identified and it is taken, the process is called:

Roles within the buying center are socially constructed, which means people define how they will act in the business-to-business purchase process and how they will interact with others.

Most of the time, the consumer first develops an understanding or cognitive belief about an idea or object, followed by affective feelings.

A straight rebuy involves:

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