Question 1

If Brayden is swayed by an ad that incites fear of his home being burglarized, he is being influenced by which component of an attitude?

Accepted Answer

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

Question 2

The first step in the buying decision-making process is an internal search for information.

Accepted Answer

A) True 
 B)False

Question 3

In the business-to-business arena, the post-purchase phase is critical because:

Accepted Answer

A)  businesses are more critical of quality than are consumers. 
B)  of the high cost involved in purchase decisions. 
C)  of the critical importance of supplying a continual supply of a product. 
D)  a positive evaluation may result in a straight rebuy situation or an advantage in a modified rebuy situation. 
A)  businesses are more critical of quality than are consumers. 
B)  of the high cost involved in purchase decisions. 
C)  of the critical importance of supplying a continual supply of a product. 
D)  a positive evaluation may result in a straight rebuy situation or an advantage in a modified rebuy situation.

Question 4

A company that buys a product but only has limited or infrequent experience with that product will be involved in a:

Accepted Answer

A)  straight rebuy. 
B)  modified rebuy. 
C)  new task purchase. 
D)  joint demand purchase. 
A)  straight rebuy. 
B)  modified rebuy. 
C)  new task purchase. 
D)  joint demand purchase.

Question 5

In terms of cognitive mapping, if most consumers have not considered Sunkist lemons as a substitute for salt, then an advertisement that conveys such a message to consumers is attempting to:

Accepted Answer

A)  strengthen a linkage that already exists. 
B)  modify a current linkage. 
C)  create a new linkage. 
D)  create a new layer. 
A)  strengthen a linkage that already exists. 
B)  modify a current linkage. 
C)  create a new linkage. 
D)  create a new layer.

Question 6

The members of the buying center who authorize purchasing decisions are called:

Accepted Answer

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

Question 7

In a new buy situation, one or more steps of the business-to-business buying process is typically eliminated.

Accepted Answer

A) True 
 B)False

Question 8

Carrie buys a Honda Accord without considering other brands because she really likes the Accord and believes it is the best automobile on the market. Carrie's evaluation of alternatives is best explained by which model?

Accepted Answer

A)  Cognitive mapping 
B)  Evoked set 
C)  Multiattribute approach 
D)  Affect referral 
A)  Cognitive mapping 
B)  Evoked set 
C)  Multiattribute approach 
D)  Affect referral

Question 9

Using the multiattribute approach, an individual considers:

Accepted Answer

A)  beliefs about product attributes and the importance of those attributes. 
B)  layers, levels, and linkages of the cognitive map. 
C)  cognitive, conative, and affective reactions to the product. 
D)  the evoked, inert, and inept sets of brands. 
A)  beliefs about product attributes and the importance of those attributes. 
B)  layers, levels, and linkages of the cognitive map. 
C)  cognitive, conative, and affective reactions to the product. 
D)  the evoked, inert, and inept sets of brands.

Question 10

The inept 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 11

Derived demand is demand:

Accepted Answer

A)  from consumers for new goods and services. 
B)  from manufacturers to find new customers. 
C)  linked to the production and sale of some other item. 
D)  as specified by governmental orders. 
A)  from consumers for new goods and services. 
B)  from manufacturers to find new customers. 
C)  linked to the production and sale of some other item. 
D)  as specified by governmental orders.

Question 12

Derived demand is based on, linked to, or generated by the production of raw materials within a country.

Accepted Answer

A) True 
 B)False

Question 13

In the "establishing specifications" step of the business-to-business purchasing process, for a modified rebuy situation, specifications are:

Accepted Answer

A)  examined to ensure that they are current and still meet the company's needs. 
B)  never examined. 
C)  developed by the users of the product. 
D)  developed with the assistance of the vendors bidding on the contract. 
A)  examined to ensure that they are current and still meet the company's needs. 
B)  never examined. 
C)  developed by the users of the product. 
D)  developed with the assistance of the vendors bidding on the contract.

Question 14

Kylie believes St. Francis Hospital has the best imaging technology in the region and will, therefore, offer excellent care for her son. This reflects which part of an attitude?

Accepted Answer

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

Question 15

In the business-to-business buying process, the vendor audit would occur in which 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 16

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.

Question 17

What are the three categories of business-to-business purchase decisions? Define each one.

Accepted Answer

1. A straight rebuy occurs when the firm

Question 18

During a search for purchase information, which factor will increase the probability that a brand will be selected?

Accepted Answer

A)  Brand parity 
B)  Brand equity 
C)  Product viability 
D)  Brand ambiguity 
A)  Brand parity 
B)  Brand equity 
C)  Product viability 
D)  Brand ambiguity

Question 19

In a buying center of a large company, the purchasing agent is normally the:

Accepted Answer

A)  user. 
B)  buyer. 
C)  decider. 
D)  gatekeeper. 
A)  user. 
B)  buyer. 
C)  decider. 
D)  gatekeeper.

Question 20

The group of people who make a business-to-business purchasing decision on behalf of a company is called the:

Accepted Answer

A)  deciders. 
B)  marketing team. 
C)  institutional buyers. 
D)  buying center. 
A)  deciders. 
B)  marketing team. 
C)  institutional buyers. 
D)  buying center.

If Brayden is swayed by an ad that incites fear of his home being burglarized, he is being influenced by which component of an attitude?

The first step in the buying decision-making process is an internal search for information.

In the business-to-business arena, the post-purchase phase is critical because:

A company that buys a product but only has limited or infrequent experience with that product will be involved in a:

In terms of cognitive mapping, if most consumers have not considered Sunkist lemons as a substitute for salt, then an advertisement that conveys such a message to consumers is attempting to:

The members of the buying center who authorize purchasing decisions are called:

In a new buy situation, one or more steps of the business-to-business buying process is typically eliminated.

Carrie buys a Honda Accord without considering other brands because she really likes the Accord and believes it is the best automobile on the market. Carrie's evaluation of alternatives is best explained by which model?

Using the multiattribute approach, an individual considers:

The inept set is the set of brands:

Derived demand is demand:

Derived demand is based on, linked to, or generated by the production of raw materials within a country.

In the "establishing specifications" step of the business-to-business purchasing process, for a modified rebuy situation, specifications are:

Kylie believes St. Francis Hospital has the best imaging technology in the region and will, therefore, offer excellent care for her son. This reflects which part of an attitude?

In the business-to-business buying process, the vendor audit would occur in which stage?

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:

What are the three categories of business-to-business purchase decisions? Define each one.

During a search for purchase information, which factor will increase the probability that a brand will be selected?

In a buying center of a large company, the purchasing agent is normally the:

The group of people who make a business-to-business purchasing decision on behalf of a company is called the:

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

If Brayden is swayed by an ad that incites fear of his home being burglarized, he is being influenced by which component of an attitude?

The first step in the buying decision-making process is an internal search for information.

In the business-to-business arena, the post-purchase phase is critical because:

A company that buys a product but only has limited or infrequent experience with that product will be involved in a:

In terms of cognitive mapping, if most consumers have not considered Sunkist lemons as a substitute for salt, then an advertisement that conveys such a message to consumers is attempting to:

The members of the buying center who authorize purchasing decisions are called:

In a new buy situation, one or more steps of the business-to-business buying process is typically eliminated.

Carrie buys a Honda Accord without considering other brands because she really likes the Accord and believes it is the best automobile on the market. Carrie's evaluation of alternatives is best explained by which model?

Using the multiattribute approach, an individual considers:

The inept set is the set of brands:

Derived demand is demand:

Derived demand is based on, linked to, or generated by the production of raw materials within a country.

In the "establishing specifications" step of the business-to-business purchasing process, for a modified rebuy situation, specifications are:

Kylie believes St. Francis Hospital has the best imaging technology in the region and will, therefore, offer excellent care for her son. This reflects which part of an attitude?

In the business-to-business buying process, the vendor audit would occur in which stage?

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:

What are the three categories of business-to-business purchase decisions? Define each one.

During a search for purchase information, which factor will increase the probability that a brand will be selected?

In a buying center of a large company, the purchasing agent is normally the:

The group of people who make a business-to-business purchasing decision on behalf of a company is called the:

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