Question 1

Detail the five major roles of members of the buying center: users, initiators, influencers, gatekeepers, and deciders.

Accepted Answer

@#LAT-DLM& are the actual consumer of the product

Question 2

Before Gabriel bought a camera, he reviewed magazines, solicited opinions from friends and families, conducted online searches, and tested out different cameras in the store. This is an example of a(n) ________.

Accepted Answer

A)  extensive information search 
B)  end-user investigation 
C)  minimal information search 
D)  low involvement purchase 
E)  internal information search 
A)  extensive information search 
B)  end-user investigation 
C)  minimal information search 
D)  low involvement purchase 
E)  internal information search

Question 3

An individual watching a reality show will react differently whether watching the show alone or at a party with friends.

Accepted Answer

A) True 
 B)False

Question 4

Selective ________ refers to a tool that helps individuals focus on what is relevant and eliminate what is not.

Accepted Answer

A)  awareness 
B)  distortion 
C)  retention 
D)  attention 
E)  hearing 
A)  awareness 
B)  distortion 
C)  retention 
D)  attention 
E)  hearing

Question 5

Which contemporary theory of motivation believes that satisfying hygiene factors does not create a loyal employee or customer?

Accepted Answer

A)  Maslow's hierarchy of needs 
B)  Expectancy theory 
C)  Herzberg's two-factor theory 
D)  McClelland's achievement motivation theory 
E)  Aldelfer's ERG theory 
A)  Maslow's hierarchy of needs 
B)  Expectancy theory 
C)  Herzberg's two-factor theory 
D)  McClelland's achievement motivation theory 
E)  Aldelfer's ERG theory

Question 6

The sales proposal gives the company an opportunity to showcase its unique products, service, and pricing.

Accepted Answer

A) True 
 B)False

Question 7

The business market purchase decision process is triggered when someone inside or outside the company identifies a need.

Accepted Answer

A) True 
 B)False

Question 8

A request for proposal (RFP) is the process ________.

Accepted Answer

A)  of evaluating service recovery strategies adopted by a company to reacquire customers 
B)  by which customer computers communicate directly with supplier computers 
C)  undertaken by organizations to gain access to critical information withheld by gatekeepers 
D)  of putting product specifications into a document for distribution 
E)  of handing out sales contracts to vendors, preferably those on the supplier list 
A)  of evaluating service recovery strategies adopted by a company to reacquire customers 
B)  by which customer computers communicate directly with supplier computers 
C)  undertaken by organizations to gain access to critical information withheld by gatekeepers 
D)  of putting product specifications into a document for distribution 
E)  of handing out sales contracts to vendors, preferably those on the supplier list

Question 9

________ is any change in the content or organization of long-term memory or behavior.

Accepted Answer

A)  Conditioning 
B)  Memory 
C)  Learning 
D)  Dissonance 
E)  Training 
A)  Conditioning 
B)  Memory 
C)  Learning 
D)  Dissonance 
E)  Training

Question 10

Selective ________ tends to reinforce existing attitudes and creates a real challenge for marketers trying to overcome negative beliefs and attitudes since people are less likely to be aware of or retain information to the contrary.

Accepted Answer

A)  awareness 
B)  distortion 
C)  memory 
D)  retention 
E)  hearing 
A)  awareness 
B)  distortion 
C)  memory 
D)  retention 
E)  hearing

Question 11

When Kobe decided it was time for a new car, he determined he wanted a Japanese-made four-door sedan. This represents Kobe's complete set.

Accepted Answer

A) True 
 B)False

Question 12

Managers gain important information such as the beliefs/values of customers by having them check off rating scales that evaluate a product's performance on a list of attributes by using the ________ model.

Accepted Answer

A)  repositioning 
B)  formalization 
C)  organizational learning 
D)  psychographic segmentation 
E)  multiattribute 
A)  repositioning 
B)  formalization 
C)  organizational learning 
D)  psychographic segmentation 
E)  multiattribute

Question 13

Gatekeepers are important in the B2B buying process because ________.

Accepted Answer

A)  they provide the organization with relevant expertise in particular purchase decisions 
B)  they engineer costly capital equipment purchases by employing a wide range of financial tools 
C)  they act as a buffer between the buying center members and consumers in the buying process 
D)  they limit the number of vendors in a given buying process 
E)  they act as initiators in certain scenarios of the purchase decision process 
A)  they provide the organization with relevant expertise in particular purchase decisions 
B)  they engineer costly capital equipment purchases by employing a wide range of financial tools 
C)  they act as a buffer between the buying center members and consumers in the buying process 
D)  they limit the number of vendors in a given buying process 
E)  they act as initiators in certain scenarios of the purchase decision process

Question 14

The people in a company who block access to key personnel in the buying process are called goalkeepers.

Accepted Answer

A) True 
 B)False

Question 15

In the United States, most business conversations occur between three and five feet, which is a greater distance than in Latin American cultures. This is an example of differences in ________.

Accepted Answer

A)  situational factors 
B)  personal space 
C)  cultural factors 
D)  time perception 
E)  value equity 
A)  situational factors 
B)  personal space 
C)  cultural factors 
D)  time perception 
E)  value equity

Question 16

Matthew has a new dog and is shopping for a pet grooming tool. He just picks up the first brush he sees and buys it. This is an example of ________.

Accepted Answer

A)  low-involvement purchasing 
B)  low learning motivation 
C)  low level of commitment 
D)  low-involvement learning 
E)  low-importance purchasing 
A)  low-involvement purchasing 
B)  low learning motivation 
C)  low level of commitment 
D)  low-involvement learning 
E)  low-importance purchasing

Question 17

Which of the following statements best defines cultural values?

Accepted Answer

A)  Cultural values are a set of critical situational factors that affects individuals throughout the consumer choice process. 
B)  Cultural values are the needs, desires, and objectives of those involved in a purchase decision. 
C)  Cultural values are a set of unique personal qualities that produce distinctive responses across similar situations. 
D)  Cultural values are principles shared by a society that assert positive ideals. 
E)  Cultural values are a set of qualities that are formed at a relatively early age and are consistent and enduring. 
A)  Cultural values are a set of critical situational factors that affects individuals throughout the consumer choice process. 
B)  Cultural values are the needs, desires, and objectives of those involved in a purchase decision. 
C)  Cultural values are a set of unique personal qualities that produce distinctive responses across similar situations. 
D)  Cultural values are principles shared by a society that assert positive ideals. 
E)  Cultural values are a set of qualities that are formed at a relatively early age and are consistent and enduring.

Question 18

A straight rebuy is a routine purchase that is often given to a preferred supplier.

Accepted Answer

A) True 
 B)False

Question 19

Jill is considered a(n) ________ when it comes to wine because she has information about many kinds of wines, places to shop, and other facets of the wine market. Her friends always go to her when they need something for a special occasion.

Accepted Answer

A)  social class 
B)  market maven 
C)  subculture 
D)  cognitive dissonance 
E)  cottage industry 
A)  social class 
B)  market maven 
C)  subculture 
D)  cognitive dissonance 
E)  cottage industry

Question 20

When a company solicits RFPs from suppliers with an open vendor search, the goal is to ________.

Accepted Answer

A)  get several proposals to help with negotiations 
B)  get one good response from a preferred vendor 
C)  get as many responses so as to gain a competitive advantage 
D)  opt for a vendor who uses well-developed service recovery strategies to gain customers 
E)  opt for a vendor who focuses primarily on the service criteria rather than on developing value 
A)  get several proposals to help with negotiations 
B)  get one good response from a preferred vendor 
C)  get as many responses so as to gain a competitive advantage 
D)  opt for a vendor who uses well-developed service recovery strategies to gain customers 
E)  opt for a vendor who focuses primarily on the service criteria rather than on developing value

Detail the five major roles of members of the buying center: users, initiators, influencers, gatekeepers, and deciders.

Before Gabriel bought a camera, he reviewed magazines, solicited opinions from friends and families, conducted online searches, and tested out different cameras in the store. This is an example of a(n) ________.

An individual watching a reality show will react differently whether watching the show alone or at a party with friends.

Selective ________ refers to a tool that helps individuals focus on what is relevant and eliminate what is not.

Which contemporary theory of motivation believes that satisfying hygiene factors does not create a loyal employee or customer?

The sales proposal gives the company an opportunity to showcase its unique products, service, and pricing.

The business market purchase decision process is triggered when someone inside or outside the company identifies a need.

A request for proposal (RFP) is the process ________.

________ is any change in the content or organization of long-term memory or behavior.

Selective ________ tends to reinforce existing attitudes and creates a real challenge for marketers trying to overcome negative beliefs and attitudes since people are less likely to be aware of or retain information to the contrary.

When Kobe decided it was time for a new car, he determined he wanted a Japanese-made four-door sedan. This represents Kobe's complete set.

Managers gain important information such as the beliefs/values of customers by having them check off rating scales that evaluate a product's performance on a list of attributes by using the ________ model.

Gatekeepers are important in the B2B buying process because ________.

The people in a company who block access to key personnel in the buying process are called goalkeepers.

In the United States, most business conversations occur between three and five feet, which is a greater distance than in Latin American cultures. This is an example of differences in ________.

Matthew has a new dog and is shopping for a pet grooming tool. He just picks up the first brush he sees and buys it. This is an example of ________.

Which of the following statements best defines cultural values?

A straight rebuy is a routine purchase that is often given to a preferred supplier.

Jill is considered a(n) ________ when it comes to wine because she has information about many kinds of wines, places to shop, and other facets of the wine market. Her friends always go to her when they need something for a special occasion.

When a company solicits RFPs from suppliers with an open vendor search, the goal is to ________.

Marketing in Today's Business Milieu

Marketing Foundations: Global, Ethical, Sustainable

Elements of Marketing Strategy, Planning, and Competition

Market Research Essentials

CRM, Big Data, and Marketing Analytics

Segmentation, Target Marketing, and Positioning

Product Strategy and New Product Development

Build the Brand

Service as the Core Offering

Manage Pricing Decisions

Manage Marketing Channels, Logistics, and Supply Chain

Promotion Essentials: Digital and Social Media Marketing

Promotion Essentials: Legacy Approaches

Filters

Exam 6: Understand Consumer and Business Markets

Detail the five major roles of members of the buying center: users, initiators, influencers, gatekeepers, and deciders.

Before Gabriel bought a camera, he reviewed magazines, solicited opinions from friends and families, conducted online searches, and tested out different cameras in the store. This is an example of a(n) ________.

An individual watching a reality show will react differently whether watching the show alone or at a party with friends.

Selective ________ refers to a tool that helps individuals focus on what is relevant and eliminate what is not.

Which contemporary theory of motivation believes that satisfying hygiene factors does not create a loyal employee or customer?

The sales proposal gives the company an opportunity to showcase its unique products, service, and pricing.

The business market purchase decision process is triggered when someone inside or outside the company identifies a need.

A request for proposal (RFP) is the process ________.

________ is any change in the content or organization of long-term memory or behavior.

Selective ________ tends to reinforce existing attitudes and creates a real challenge for marketers trying to overcome negative beliefs and attitudes since people are less likely to be aware of or retain information to the contrary.

When Kobe decided it was time for a new car, he determined he wanted a Japanese-made four-door sedan. This represents Kobe's complete set.

Managers gain important information such as the beliefs/values of customers by having them check off rating scales that evaluate a product's performance on a list of attributes by using the ________ model.

Gatekeepers are important in the B2B buying process because ________.

The people in a company who block access to key personnel in the buying process are called goalkeepers.

In the United States, most business conversations occur between three and five feet, which is a greater distance than in Latin American cultures. This is an example of differences in ________.

Matthew has a new dog and is shopping for a pet grooming tool. He just picks up the first brush he sees and buys it. This is an example of ________.

Which of the following statements best defines cultural values?

A straight rebuy is a routine purchase that is often given to a preferred supplier.

Jill is considered a(n) ________ when it comes to wine because she has information about many kinds of wines, places to shop, and other facets of the wine market. Her friends always go to her when they need something for a special occasion.

When a company solicits RFPs from suppliers with an open vendor search, the goal is to ________.

Marketing in Today's Business Milieu

Marketing Foundations: Global, Ethical, Sustainable

Elements of Marketing Strategy, Planning, and Competition

Market Research Essentials

CRM, Big Data, and Marketing Analytics

Segmentation, Target Marketing, and Positioning

Product Strategy and New Product Development

Build the Brand

Service as the Core Offering

Manage Pricing Decisions

Manage Marketing Channels, Logistics, and Supply Chain

Promotion Essentials: Digital and Social Media Marketing

Promotion Essentials: Legacy Approaches

Filters