Question 1

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. A

Question 2

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

Accepted Answer

A) True 
 B)False  False

Question 3

The affective part of an attitude is the part most directly related to making the actual purchase.

Accepted Answer

A) True 
 B)False  False

Question 4

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

Accepted Answer

A) True 
 B)False

Question 5

Age complexity involves children growing up faster as well as older Americans wanting to act and feel younger than they are.

Accepted Answer

A) True 
 B)False

Question 6

The higher the perceived benefit a consumer receives from an external search for information, the less likely he or she will be to spend time searching for information.

Accepted Answer

A) True 
 B)False

Question 7

Selling virtually the same goods or services to consumers and businesses is called:

Accepted Answer

A)  relationship marketing. 
B)  double vending. 
C)  dual-channel marketing. 
D)  marketing extension. 
A)  relationship marketing. 
B)  double vending. 
C)  dual-channel marketing. 
D)  marketing extension.

Question 8

Gina uses Facebook and Instagram to post her thoughts and photos about brands she loves, which is an example of which consumer buyer behavior trend?

Accepted Answer

A)  Health emphasis 
B)  Communication revolution 
C)  Active, busy lifestyles 
D)  Pleasure pursuits 
A)  Health emphasis 
B)  Communication revolution 
C)  Active, busy lifestyles 
D)  Pleasure pursuits

Question 9

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 10

If an advertisement by Pampers is designed to appeal to a person's emotions first, the ad addresses which component of an attitude?

Accepted Answer

A)  Affective 
B)  Cognitive 
C)  Conative 
D)  Value 
A)  Affective 
B)  Cognitive 
C)  Conative 
D)  Value

Question 11

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 12

In the business-to-business buying process, the first step is:

Accepted Answer

A)  identification of a need. 
B)  establishment of specifications. 
C)  identification of alternatives. 
D)  appointing a committee. 
A)  identification of a need. 
B)  establishment of specifications. 
C)  identification of alternatives. 
D)  appointing a committee.

Question 13

What are the steps of the business-to-business buying process?

Accepted Answer

1. Identification of needs
2.

Question 14

Buying center members with higher levels of cognitive involvement will:

Accepted Answer

A)  use the purchasing process to further personal power goals. 
B)  ask more questions during the purchasing process. 
C)  have no opinion about purchase risk. 
D)  be most inclined to base a purchase decision on nepotism. 
A)  use the purchasing process to further personal power goals. 
B)  ask more questions during the purchasing process. 
C)  have no opinion about purchase risk. 
D)  be most inclined to base a purchase decision on nepotism.

Question 15

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

Accepted Answer

A) True 
 B)False

Question 16

A greater emphasis on health is part of the new consumer buying environment.

Accepted Answer

A) True 
 B)False

Question 17

A straight rebuy purchase decision occurs:

Accepted Answer

A)  when the firm has previously chosen a vendor and intends to place a reorder. 
B)  when a company is dissatisfied with their current vendor and wants to consider new options. 
C)  when a new company makes an offer that appears to be more attractive than what is currently being supplied by the current vendor. 
D)  at the end of a contractual relationship and the company wants to evaluate competitive bids. 
A)  when the firm has previously chosen a vendor and intends to place a reorder. 
B)  when a company is dissatisfied with their current vendor and wants to consider new options. 
C)  when a new company makes an offer that appears to be more attractive than what is currently being supplied by the current vendor. 
D)  at the end of a contractual relationship and the company wants to evaluate competitive bids.

Question 18

Johnson Instrument Company is looking at various vendors to supply electrical materials involved in building their instruments. The first step in evaluating vendors would be to conduct a vendor audit.

Accepted Answer

A) True 
 B)False

Question 19

All of the following are possible reasons consumers use the affect referral method to evaluate alternatives except:

Accepted Answer

A)  consumers have already eliminated the evoked set from consideration. 
B)  the affect referral method saves time and mental energy. 
C)  the consumer may have already used the multiattribute approach in a previous purchase situation. 
D)  the consumer has developed an emotional bond with the particular brand. 
A)  consumers have already eliminated the evoked set from consideration. 
B)  the affect referral method saves time and mental energy. 
C)  the consumer may have already used the multiattribute approach in a previous purchase situation. 
D)  the consumer has developed an emotional bond with the particular brand.

Question 20

An external search for purchase 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.

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

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

The affective part of an attitude is the part most directly related to making the actual purchase.

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

Age complexity involves children growing up faster as well as older Americans wanting to act and feel younger than they are.

The higher the perceived benefit a consumer receives from an external search for information, the less likely he or she will be to spend time searching for information.

Selling virtually the same goods or services to consumers and businesses is called:

Gina uses Facebook and Instagram to post her thoughts and photos about brands she loves, which is an example of which consumer buyer behavior trend?

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.

If an advertisement by Pampers is designed to appeal to a person's emotions first, the ad addresses which component of an attitude?

The inert set is the set of brands:

In the business-to-business buying process, the first step is:

What are the steps of the business-to-business buying process?

Buying center members with higher levels of cognitive involvement will:

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

A greater emphasis on health is part of the new consumer buying environment.

A straight rebuy purchase decision occurs:

Johnson Instrument Company is looking at various vendors to supply electrical materials involved in building their instruments. The first step in evaluating vendors would be to conduct a vendor audit.

All of the following are possible reasons consumers use the affect referral method to evaluate alternatives except:

An external search for purchase information occurs when:

Integrated Marketing Communications

Corporate Image and Brand Management

The IMC Planning Process

Advertising Management

Advertising Design

Traditional Media Channels

Digital Marketing

Social Media

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

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

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

The affective part of an attitude is the part most directly related to making the actual purchase.

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

Age complexity involves children growing up faster as well as older Americans wanting to act and feel younger than they are.

The higher the perceived benefit a consumer receives from an external search for information, the less likely he or she will be to spend time searching for information.

Selling virtually the same goods or services to consumers and businesses is called:

Gina uses Facebook and Instagram to post her thoughts and photos about brands she loves, which is an example of which consumer buyer behavior trend?

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.

If an advertisement by Pampers is designed to appeal to a person's emotions first, the ad addresses which component of an attitude?

The inert set is the set of brands:

In the business-to-business buying process, the first step is:

What are the steps of the business-to-business buying process?

Buying center members with higher levels of cognitive involvement will:

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

A greater emphasis on health is part of the new consumer buying environment.

A straight rebuy purchase decision occurs:

Johnson Instrument Company is looking at various vendors to supply electrical materials involved in building their instruments. The first step in evaluating vendors would be to conduct a vendor audit.

All of the following are possible reasons consumers use the affect referral method to evaluate alternatives except:

An external search for purchase information occurs when:

Integrated Marketing Communications

Corporate Image and Brand Management

The IMC Planning Process

Advertising Management

Advertising Design

Traditional Media Channels

Digital Marketing

Social Media

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