Question 1

A(n)________ is a person's relatively consistent evaluations,feelings and tendencies toward an object or idea.

Accepted Answer

A) lifestyle 
B) motive 
C) belief 
D) attitude 
E) perception 
A) lifestyle 
B) motive 
C) belief 
D) attitude 
E) perception

Question 2

The term ________ refers to qualitative research designed to probe consumers' hidden,subconscious motivations.

Accepted Answer

A) perception analysis 
B) lifestyle research 
C) motivation research 
D) need recognition investigation 
E) depth research technique 
A) perception analysis 
B) lifestyle research 
C) motivation research 
D) need recognition investigation 
E) depth research technique

Question 3

In the process of buying a new car,a man is highly involved in the purchase and perceives significant differences among his three favourite models.His next step is most likely to be ________.

Accepted Answer

A) post-purchase behaviour 
B) evaluation of alternatives 
C) opinion leadership 
D) cognitive dissonance 
E) purchase decision 
A) post-purchase behaviour 
B) evaluation of alternatives 
C) opinion leadership 
D) cognitive dissonance 
E) purchase decision

Question 4

Explain why selective attention is not controllable by a marketer.

Accepted Answer

A marketer cannot guarantee that a consu

Question 5

In the model of buyer behaviour,which of the following is NOT a major type of force or event in the buyer's environment?

Accepted Answer

A) economic 
B) technological 
C) political 
D) channels 
E) cultural 
A) economic 
B) technological 
C) political 
D) channels 
E) cultural

Question 6

The ________ is someone whose views or advice carry some weight in making the final buying decision.

Accepted Answer

A) initiator 
B) influencer 
C) pester power 
D) user 
E) buyer 
A) initiator 
B) influencer 
C) pester power 
D) user 
E) buyer

Question 7

Two characteristics that are especially important in influencing an innovation's rate of adoption are relative advantage and compatibility.

Accepted Answer

A) True 
 B)False

Question 8

Need recognition can be triggered by ________ stimuli or ________ stimuli.

Accepted Answer

The answer of Need recognition can be triggered by ________...

Question 9

The consumer market is made up of which of the following?

Accepted Answer

A) individuals who acquire goods or services for personal consumption 
B) households that purchase goods or services for personal consumption 
C) businesses that purchase goods and services 
D) A and B 
E) All of the above. 
A) individuals who acquire goods or services for personal consumption 
B) households that purchase goods or services for personal consumption 
C) businesses that purchase goods and services 
D) A and B 
E) All of the above.

Question 10

Which of the following is NOT a way that business and consumer markets differ?

Accepted Answer

A) satisfaction of needs through purchases 
B) market structure and demand 
C) nature of the buying unit 
D) types of decisions 
E) decision process 
A) satisfaction of needs through purchases 
B) market structure and demand 
C) nature of the buying unit 
D) types of decisions 
E) decision process

Question 11

It is most accurate to say that marketers are always trying to spot ________ in order to discover new products that might be wanted.

Accepted Answer

A) lifestyles 
B) cultural shifts 
C) groups 
D) dissonance 
E) attitudes 
A) lifestyles 
B) cultural shifts 
C) groups 
D) dissonance 
E) attitudes

Question 12

During which stage of the business buying process is a buyer most likely to conduct product or service analysis,carefully studying components to determine if they can be redesigned,standardised or made less expensive?

Accepted Answer

A) general need recognition 
B) product specification 
C) proposal solicitation 
D) order-routine specification 
E) performance review 
A) general need recognition 
B) product specification 
C) proposal solicitation 
D) order-routine specification 
E) performance review

Question 13

Briefly discuss the roles of commercial and personal information sources of information in the consumer buying process.

Accepted Answer

Consumers can obtain information from bo

Question 14

Cultural groups are groups with shared value systems based on common life experiences and situations.

Accepted Answer

A) True 
 B)False

Question 15

Companies who use brand ambassadors are participating in ________.

Accepted Answer

A) opinion leading 
B) traditional marketing 
C) buzz marketing 
D) direct marketing 
E) values marketing 
A) opinion leading 
B) traditional marketing 
C) buzz marketing 
D) direct marketing 
E) values marketing

Question 16

________ reflects a longing for material possessions rather than spiritual fulfilment.

Accepted Answer

The answer of ________ reflects a longing for material possessions...

Question 17

________ refers to the unique psychological characteristics that distinguish a person or group.It is usually described in traits such as self-confidence,dominance,sociability,autonomy,defensiveness,adaptability and aggressiveness.

Accepted Answer

A) Alternative evaluations 
B) Belief 
C) Culture 
D) Personality 
E) Self-awareness 
A) Alternative evaluations 
B) Belief 
C) Culture 
D) Personality 
E) Self-awareness

Question 18

A ________ is a need that is sufficiently pressing to direct a person to seek satisfaction of the need.

Accepted Answer

A) stimulus 
B) motive 
C) culture 
D) perception 
E) tradition 
A) stimulus 
B) motive 
C) culture 
D) perception 
E) tradition

Question 19

Applying ________,marketers can affect demand for a product by associating it with strong drives,using motivating cues and providing positive reinforcement.

Accepted Answer

A) subliminal advertising 
B) social classes 
C) learning theory 
D) need recognition 
E) cognitive dissonance 
A) subliminal advertising 
B) social classes 
C) learning theory 
D) need recognition 
E) cognitive dissonance

Question 20

The customer can obtain information from ________ sources.

Accepted Answer

A) commercial 
B) public 
C) experiential 
D) personal 
E) All of the above. 
A) commercial 
B) public 
C) experiential 
D) personal 
E) All of the above.

A(n)________ is a person's relatively consistent evaluations,feelings and tendencies toward an object or idea.

The term ________ refers to qualitative research designed to probe consumers' hidden,subconscious motivations.

In the process of buying a new car,a man is highly involved in the purchase and perceives significant differences among his three favourite models.His next step is most likely to be ________.

Explain why selective attention is not controllable by a marketer.

In the model of buyer behaviour,which of the following is NOT a major type of force or event in the buyer's environment?

The ________ is someone whose views or advice carry some weight in making the final buying decision.

Two characteristics that are especially important in influencing an innovation's rate of adoption are relative advantage and compatibility.

Need recognition can be triggered by stimuli or stimuli.

The consumer market is made up of which of the following?

Which of the following is NOT a way that business and consumer markets differ?

It is most accurate to say that marketers are always trying to spot ________ in order to discover new products that might be wanted.

During which stage of the business buying process is a buyer most likely to conduct product or service analysis,carefully studying components to determine if they can be redesigned,standardised or made less expensive?

Briefly discuss the roles of commercial and personal information sources of information in the consumer buying process.

Cultural groups are groups with shared value systems based on common life experiences and situations.

Companies who use brand ambassadors are participating in ________.

________ reflects a longing for material possessions rather than spiritual fulfilment.

________ refers to the unique psychological characteristics that distinguish a person or group.It is usually described in traits such as self-confidence,dominance,sociability,autonomy,defensiveness,adaptability and aggressiveness.

A ________ is a need that is sufficiently pressing to direct a person to seek satisfaction of the need.

Applying ________,marketers can affect demand for a product by associating it with strong drives,using motivating cues and providing positive reinforcement.

The customer can obtain information from ________ sources.

Marketing: Creating and Capturing Customer Value

Company and Marketing Strategy: Partnering to Build Customer Engagement, value and Relationships

The Marketplace and Customers: Analysing the Environment

Marketing Analytics: Gaining Customer Insights

Customer-Driven Marketing Strategy: Creating Value for Target Customers

Products, services and Brands: Offering Customer Value

New Products: Developing and Managing Innovation

Pricing: Capturing Customer Value

Placement: Customer Value Fulfilment

Communicating Customer Value: Advertising and Public Relations

Personal Selling and Sales Promotion: Creating Value in Relationships

Direct and Digital Marketing: Interactivity and Fulfilment

Sustainable Marketing: Social Responsibility, ethics and Legal Compliance

Filters

Exam 5: Buyer Behaviour: Understanding Consumer and Business Buyers

A(n)________ is a person's relatively consistent evaluations,feelings and tendencies toward an object or idea.

The term ________ refers to qualitative research designed to probe consumers' hidden,subconscious motivations.

In the process of buying a new car,a man is highly involved in the purchase and perceives significant differences among his three favourite models.His next step is most likely to be ________.

Explain why selective attention is not controllable by a marketer.

In the model of buyer behaviour,which of the following is NOT a major type of force or event in the buyer's environment?

The ________ is someone whose views or advice carry some weight in making the final buying decision.

Two characteristics that are especially important in influencing an innovation's rate of adoption are relative advantage and compatibility.

Need recognition can be triggered by ________ stimuli or ________ stimuli.

The consumer market is made up of which of the following?

Which of the following is NOT a way that business and consumer markets differ?

It is most accurate to say that marketers are always trying to spot ________ in order to discover new products that might be wanted.

During which stage of the business buying process is a buyer most likely to conduct product or service analysis,carefully studying components to determine if they can be redesigned,standardised or made less expensive?

Briefly discuss the roles of commercial and personal information sources of information in the consumer buying process.

Cultural groups are groups with shared value systems based on common life experiences and situations.

Companies who use brand ambassadors are participating in ________.

________ reflects a longing for material possessions rather than spiritual fulfilment.

________ refers to the unique psychological characteristics that distinguish a person or group.It is usually described in traits such as self-confidence,dominance,sociability,autonomy,defensiveness,adaptability and aggressiveness.

A ________ is a need that is sufficiently pressing to direct a person to seek satisfaction of the need.

Applying ________,marketers can affect demand for a product by associating it with strong drives,using motivating cues and providing positive reinforcement.

The customer can obtain information from ________ sources.

Marketing: Creating and Capturing Customer Value

Company and Marketing Strategy: Partnering to Build Customer Engagement, value and Relationships

The Marketplace and Customers: Analysing the Environment

Marketing Analytics: Gaining Customer Insights

Customer-Driven Marketing Strategy: Creating Value for Target Customers

Products, services and Brands: Offering Customer Value

New Products: Developing and Managing Innovation

Pricing: Capturing Customer Value

Placement: Customer Value Fulfilment

Communicating Customer Value: Advertising and Public Relations

Personal Selling and Sales Promotion: Creating Value in Relationships

Direct and Digital Marketing: Interactivity and Fulfilment

Sustainable Marketing: Social Responsibility, ethics and Legal Compliance

Filters

Need recognition can be triggered by stimuli or stimuli.