Question 1

AIO stands for ________.

Accepted Answer

A) activities,interests,and opinions 
B) abilities,interests,and opinions 
C) activities,interests,and organization memberships 
D) abilities,income,and opinions 
E) activities,income,and opinions

Question 2

Johnson Controls,Inc.produces the seats for the Dodge Neon.Although Johnson initially was able to meet Dodge's cost target,it was not able to meet its safety,weight,and comfort specifications.Engineers from Dodge visited the Johnson plant and worked with its design people to create a seat that met all of the technical requirements at a cost that both could agree on.Johnson Controls and Dodge engaged in ________.

Accepted Answer

A) reciprocity 
B) functionalization 
C) reverse marketing 
D) crowdsourcing 
E) multiple sourcing

Question 3

What is the difference between producers and resellers?

Accepted Answer

The answer of What is the difference between producers and...

Question 4

What is consumer behavior? Give examples of the types of questions about consumer behavior that marketers investigate.

Accepted Answer

The answer of What is consumer behavior? Give examples of...

Question 5

Business marketers have a broader customer base and a larger number of buyers compared to consumer marketers.

Accepted Answer

A) True 
 B)False

Question 6

Business-to-business marketing differs from consumer marketing in that business-to-business marketing ________.

Accepted Answer

A) is targeted at many individual and household customers 
B) relies upon frequent impulse purchases 
C) emphasizes advertising more than any other element of the promotion mix 
D) typically involves competitive bidding and price negotiations 
E) usually has one person involved in purchase decisions

Question 7

Which of the following make up the largest single business and organizational market in the United States?

Accepted Answer

A) raw material markets 
B) producer markets 
C) not-for-profit markets 
D) e-commerce markets 
E) government markets

Question 8

Some expectations regarding appropriate attitudes,behaviors,and appearances for men and women come from society's strong pressure to conform to ________.

Accepted Answer

A) social classes 
B) gender roles 
C) cognitive dissonance 
D) microcultures 
E) the family life cycle

Question 9

A purchase decision made with some but not extensive effort is classified as ________.

Accepted Answer

A) habitual decision making 
B) extended problem solving 
C) independent heuristic rating 
D) dependent heuristic rating 
E) limited problem solving

Question 10

The Green Awning is a flower and gift store.When its owner purchases the green foam used in the bottom of vases of cut flowers,floral tape used in flower arrangements,and gift cards,she is most likely making a ________.

Accepted Answer

A) straight rebuy 
B) complex-task purchase 
C) modified rebuy 
D) new-task buy 
E) gatekeeping buy

Question 11

Compare the three business-to-business buyclasses.

Accepted Answer

The answer of Compare the three business-to-business buyclasses....

Question 12

Customer satisfaction with a purchase is based on which of the following?

Accepted Answer

A) how the perceived risk of purchasing the product compares to the actual risk 
B) how the actual performance of the product compares to customer expectation of performance 
C) how the product's brand personality aligns with the customer's personality 
D) the service provided with the purchase 
E) the total cost of the purchase

Question 13

Because there is substantial evidence that subliminal advertising is effective,many media companies reject any advertising that contains subliminal messages.

Accepted Answer

A) True 
 B)False

Question 14

Which of the following statements about buying centers is true?

Accepted Answer

A) The buying center is like a standing committee. 
B) The buying center roles are specified on the organizational chart. 
C) The most commonly found buying center has six employees,one to assume each of the buying center's roles. 
D) An individual's role in the buying center does not change. 
E) The members of a buying center typically participate in a cross-functional team.

Question 15

Pat thought he had received the best deal on his new car.Shortly after the purchase,Pat started to notice certain disadvantages of his new car as he learned more about other cars.Pat was experiencing ________.

Accepted Answer

A) perceived risk 
B) multitasking 
C) cognitive dissonance 
D) sensory marketing 
E) consumerism

Question 16

Beautiful actresses appear in ads testifying to the quality of a brand of hair coloring products.This is an application of which learning theory?

Accepted Answer

A) operant conditioning 
B) cognitive dissonance 
C) hierarchy of needs 
D) classical conditioning 
E) observational learning

Question 17

There is a trend in the United States toward rediscovering the flavor of regional cooking and the use of locally grown ingredients.People are choosing to spend hours in the kitchen using only the freshest ingredients to recreate culinary traditions.This change in ________ is one of the reasons the number of farmers markets in the United States has increased by 70 percent in the last eight years.

Accepted Answer

A) the family life cycle 
B) lifestyles 
C) demographics 
D) personality 
E) social class

Question 18

In what way might a marketer rely on opinion leaders?

Accepted Answer

The answer of In what way might a marketer rely...

Question 19

________ is a business practice in which a buyer shapes a supplier's products and operations to satisfy its needs.

Accepted Answer

A) Reciprocity 
B) Functionalization 
C) Reverse marketing 
D) Bottom-up marketing 
E) Crowdsourcing

Question 20

________ occurs when two or more goods are necessary to create a product.

Accepted Answer

A) Inelastic demand 
B) Fluctuating demand 
C) Joint demand 
D) Elastic demand 
E) Economic demand

Exam 6: Understand Consumer and Business Markets