Question 1

An evoked set is the set of brands that:

Accepted Answer

A) 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) a person would consider as potential solutions to meet a need or want. 
D) are viewed by a consumer as being approximately equal in terms of quality. 
A) 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) a person would consider as potential solutions to meet a need or want. 
D) are viewed by a consumer as being approximately equal in terms of quality.

Question 2

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 3

Consumers experience a need or want when a gap exists between an individual's current state and desired state.

Accepted Answer

A) True 
 B)False

Question 4

The first step in the consumer decision-making process is:

Accepted Answer

A) evaluation of alternatives. 
B) information search. 
C) problem recognition. 
D) internal search. 
A) evaluation of alternatives. 
B) information search. 
C) problem recognition. 
D) internal search.

Question 5

The set of brands a consumer knows about but has neither positive nor negative feelings for is part of which set?

Accepted Answer

A) Inept 
B) Inert 
C) Cognitive 
D) Evoked 
A) Inept 
B) Inert 
C) Cognitive 
D) Evoked

Question 6

If a consumer has sufficient information from an internal search, he or she moves on to the next step of the decision-making process, evaluating alternatives, without engaging in an external search for additional information.

Accepted Answer

A) True 
 B)False

Question 7

The member of the buying center who actually uses items after they are purchased is the:

Accepted Answer

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

Question 8

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 9

Which component of an attitude refers to a person's mental images, understanding, and interpretation of a product?

Accepted Answer

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

Question 10

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 11

Describe a straight rebuy business-to-business purchasing situation.

Accepted Answer

In a straight rebuy,

Question 12

From a marketing perspective, it is harder to strengthen a linkage that already exists than to create a new linkage or modify a current linkage in an individual's cognitive map.

Accepted Answer

A) True 
 B)False

Question 13

While selecting a restaurant, Donna thought about all of her favorite places and finally chose Red Lobster because she loves their food. In making this decision, Donna used which method to evaluate the possible choices?

Accepted Answer

A) Evoked set method 
B) Multiattribute 
C) Affect referral 
D) Attitude formation 
A) Evoked set method 
B) Multiattribute 
C) Affect referral 
D) Attitude formation

Question 14

The linkage between the demand for automobile tires and sales of automobiles is an example of which type of demand?

Accepted Answer

A) Derived 
B) Business 
C) Joint 
D) Fabricated 
A) Derived 
B) Business 
C) Joint 
D) Fabricated

Question 15

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 16

The organizational factors that impact individuals in the buying center include the company's goals, its operating environment, and personalities of the buying center members.

Accepted Answer

A) True 
 B)False

Question 17

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

Accepted Answer

A) True 
 B)False

Question 18

In using the affect referral model to decision making, the person considers:

Accepted Answer

A) product attributes and the importance of attributes. 
B) the brand he or she likes the best. 
C) cognitive and conative cues. 
D) evoked, inept, and inert sets of brands. 
A) product attributes and the importance of attributes. 
B) the brand he or she likes the best. 
C) cognitive and conative cues. 
D) evoked, inept, and inert sets of brands.

Question 19

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

Accepted Answer

A) spend more time talking within the buying center. 
B) become more involved in the buying process. 
C) not ask important questions. 
D) not listen to others in the group. 
A) spend more time talking within the buying center. 
B) become more involved in the buying process. 
C) not ask important questions. 
D) not listen to others in the group.

Question 20

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.

An evoked set is the set of brands that:

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.

Consumers experience a need or want when a gap exists between an individual's current state and desired state.

The first step in the consumer decision-making process is:

The set of brands a consumer knows about but has neither positive nor negative feelings for is part of which set?

If a consumer has sufficient information from an internal search, he or she moves on to the next step of the decision-making process, evaluating alternatives, without engaging in an external search for additional information.

The member of the buying center who actually uses items after they are purchased is the:

A straight rebuy purchase decision occurs:

Which component of an attitude refers to a person's mental images, understanding, and interpretation of a product?

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

Describe a straight rebuy business-to-business purchasing situation.

From a marketing perspective, it is harder to strengthen a linkage that already exists than to create a new linkage or modify a current linkage in an individual's cognitive map.

While selecting a restaurant, Donna thought about all of her favorite places and finally chose Red Lobster because she loves their food. In making this decision, Donna used which method to evaluate the possible choices?

The linkage between the demand for automobile tires and sales of automobiles is an example of which type of demand?

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

The organizational factors that impact individuals in the buying center include the company's goals, its operating environment, and personalities of the buying center members.

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

In using the affect referral model to decision making, the person considers:

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

Buying center members with higher levels of cognitive involvement will:

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

An evoked set is the set of brands that:

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.

Consumers experience a need or want when a gap exists between an individual's current state and desired state.

The first step in the consumer decision-making process is:

The set of brands a consumer knows about but has neither positive nor negative feelings for is part of which set?

If a consumer has sufficient information from an internal search, he or she moves on to the next step of the decision-making process, evaluating alternatives, without engaging in an external search for additional information.

The member of the buying center who actually uses items after they are purchased is the:

A straight rebuy purchase decision occurs:

Which component of an attitude refers to a person's mental images, understanding, and interpretation of a product?

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

Describe a straight rebuy business-to-business purchasing situation.

From a marketing perspective, it is harder to strengthen a linkage that already exists than to create a new linkage or modify a current linkage in an individual's cognitive map.

While selecting a restaurant, Donna thought about all of her favorite places and finally chose Red Lobster because she loves their food. In making this decision, Donna used which method to evaluate the possible choices?

The linkage between the demand for automobile tires and sales of automobiles is an example of which type of demand?

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

The organizational factors that impact individuals in the buying center include the company's goals, its operating environment, and personalities of the buying center members.

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

In using the affect referral model to decision making, the person considers:

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

Buying center members with higher levels of cognitive involvement will:

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