Question 1

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 2

A modified rebuy is most likely to occur when:

Accepted Answer

A)  the company becomes dissatisfied with a vendor and wants to examine new options. 
B)  re-ordering raw materials from the same vendor. 
C)  buying a new computer system. 
D)  purchasing a new building for an expansion project. 
A)  the company becomes dissatisfied with a vendor and wants to examine new options. 
B)  re-ordering raw materials from the same vendor. 
C)  buying a new computer system. 
D)  purchasing a new building for an expansion project.

Question 3

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

Accepted Answer

A)  perceptual 
B)  ideological 
C)  psychological 
D)  organizational 
A)  perceptual 
B)  ideological 
C)  psychological 
D)  organizational

Question 4

An evoked set does not contain brands:

Accepted Answer

A)  a person considers. 
B)  linked to a positive experience. 
C)  which have been previously purchased. 
D)  the consumer knows little about. 
A)  a person considers. 
B)  linked to a positive experience. 
C)  which have been previously purchased. 
D)  the consumer knows little about.

Question 5

A person's level of power in the buying process depends on each of the following except:

Accepted Answer

A)  his or her role in the buying center. 
B)  his or her official position in the company. 
C)  the impact of the purchase decision on a his or her job. 
D)  the level of cognitive involvement. 
A)  his or her role in the buying center. 
B)  his or her official position in the company. 
C)  the impact of the purchase decision on a his or her job. 
D)  the level of cognitive involvement.

Question 6

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 7

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 8

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 9

After watching an advertisement for Wrangler jeans, Denise decides she would like to buy a new pair. This is an example of which step of the consumer decision-making process?

Accepted Answer

A)  Purchase decision 
B)  Postpurchase evaluation 
C)  Evaluation of alternatives 
D)  Problem recognition 
A)  Purchase decision 
B)  Postpurchase evaluation 
C)  Evaluation of alternatives 
D)  Problem recognition

Question 10

People with a high need for cognition will gather more information and spend more time searching for information prior to a purchase than individuals with a low need for cognition.

Accepted Answer

A) True 
 B)False

Question 11

An individual with extensive knowledge of a product category will likely spend more time in an external search process than someone with a moderate level of product category knowledge.

Accepted Answer

A) True 
 B)False

Question 12

The multiattribute model of purchase evaluation is best suited to low involvement purchase decisions.

Accepted Answer

A) True 
 B)False

Question 13

An example of a straight rebuy would be:

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.

Question 14

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

Accepted Answer

A) True 
 B)False

Question 15

Purchase terms following the selection of a vendor are often only a formality because, in most cases, the agreement has been worked out during the selection process.

Accepted Answer

A) True 
 B)False

Question 16

Although Mike is mechanic at a local auto repair shop, he does most of the cooking and grocery shopping for his family. This is an example of the ________ buyer behavior trend.

Accepted Answer

A)  age complexity 
B)  gender complexity 
C)  active, busy lifestyle 
D)  individualism 
A)  age complexity 
B)  gender complexity 
C)  active, busy lifestyle 
D)  individualism

Question 17

Advertisements for food products and cleaning supplies once directed exclusively to women now must also be geared towards men. This is an example of the consumer behavior trend of:

Accepted Answer

A)  age complexity. 
B)  gender complexity. 
C)  active, busy lifestyles. 
D)  individualism. 
A)  age complexity. 
B)  gender complexity. 
C)  active, busy lifestyles. 
D)  individualism.

Question 18

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 19

Pleasure cruises and exotic vacations take advantage of which consumer behavior trend?

Accepted Answer

A)  Health emphasis 
B)  Cocooning 
C)  Active, busy lifestyles 
D)  Experience pursuits 
A)  Health emphasis 
B)  Cocooning 
C)  Active, busy lifestyles 
D)  Experience pursuits

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.

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

A modified rebuy is most likely to occur when:

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

An evoked set does not contain brands:

A person's level of power in the buying process depends on each of the following except:

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

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:

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.

After watching an advertisement for Wrangler jeans, Denise decides she would like to buy a new pair. This is an example of which step of the consumer decision-making process?

People with a high need for cognition will gather more information and spend more time searching for information prior to a purchase than individuals with a low need for cognition.

An individual with extensive knowledge of a product category will likely spend more time in an external search process than someone with a moderate level of product category knowledge.

The multiattribute model of purchase evaluation is best suited to low involvement purchase decisions.

An example of a straight rebuy would be:

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

Purchase terms following the selection of a vendor are often only a formality because, in most cases, the agreement has been worked out during the selection process.

Although Mike is mechanic at a local auto repair shop, he does most of the cooking and grocery shopping for his family. This is an example of the ________ buyer behavior trend.

Advertisements for food products and cleaning supplies once directed exclusively to women now must also be geared towards men. This is an example of the consumer behavior trend of:

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:

Pleasure cruises and exotic vacations take advantage of which consumer behavior trend?

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

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

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

A modified rebuy is most likely to occur when:

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

An evoked set does not contain brands:

A person's level of power in the buying process depends on each of the following except:

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

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:

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.

After watching an advertisement for Wrangler jeans, Denise decides she would like to buy a new pair. This is an example of which step of the consumer decision-making process?

People with a high need for cognition will gather more information and spend more time searching for information prior to a purchase than individuals with a low need for cognition.

An individual with extensive knowledge of a product category will likely spend more time in an external search process than someone with a moderate level of product category knowledge.

The multiattribute model of purchase evaluation is best suited to low involvement purchase decisions.

An example of a straight rebuy would be:

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

Purchase terms following the selection of a vendor are often only a formality because, in most cases, the agreement has been worked out during the selection process.

Although Mike is mechanic at a local auto repair shop, he does most of the cooking and grocery shopping for his family. This is an example of the ________ buyer behavior trend.

Advertisements for food products and cleaning supplies once directed exclusively to women now must also be geared towards men. This is an example of the consumer behavior trend of:

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:

Pleasure cruises and exotic vacations take advantage of which consumer behavior trend?

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

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