Question 1

According to some commentators,________ may not be a good basis for developing marketing strategies since Australians have difficulty placing themselves within such groups,and in any event the groups are so large as to make them ineffective as market segments.

Accepted Answer

A) cultural groups 
B) generational segments 
C) subcultures 
D) demographic segments 
E) social classes

Question 2

For complex business purchases,the buying centre may include up to 30 people from different levels and departments in the organisation.

Accepted Answer

A) True 
 B)False

Question 3

A person's buying choices are influenced by four major psychological factors: motivation,perception,learning,and beliefs and attitudes.

Accepted Answer

A) True 
 B)False

Question 4

One who always knows about the trendiest fashions,actively shares her knowledge with a wide group of friends and colleagues about where to shop for cutting-edge fashion at great deals,and whose advice is often followed,is called a(n)________.

Accepted Answer

A) membership group 
B) innovator 
C) opinion leader 
D) buzz marketer 
E) experiential source

Question 5

During which stage of the business buying process is a buyer most likely to conduct value 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

Question 6

The process by which people select,organise and interpret information to form a meaningful picture of the world is known as ________.

Accepted Answer

The answer of The process by which people select,organise and...

Question 7

Roles people may play in the consumer buying process include initiator,influencer,________,buyer and user.

Accepted Answer

The answer of Roles people may play in the consumer...

Question 8

When a consumer learns about a new product for the first time and makes a decision to try it,the consumer is engaged in the alternative evaluation process.

Accepted Answer

A) True 
 B)False

Question 9

After purchasing a product,the consumer will be satisfied or dissatisfied and will engage in ________.

Accepted Answer

A) need recognition 
B) alternative evaluation 
C) post-purchase behaviour 
D) product expectations 
E) information searches

Question 10

A marketing expert recently reported that ________ do more than 40 per cent of the grocery shopping.

Accepted Answer

A) women 
B) men 
C) head of household 
D) parents 
E) grandparents

Question 11

Marketers of brands subjected to strong group influence must figure out how to reach ________.

Accepted Answer

The answer of Marketers of brands subjected to strong group...

Question 12

A woman has been attending aerobics classes for the past three years.Her diligence and effort have paid off,and she has attained a very high level of skill which she hopes will qualify her for a position as an aerobics instructor.When she attends classes,she carefully notes the brands of footwear and apparel worn by the instructors at her local fitness centre.She actively models her purchasing on the fitness instructors' preferences,and purchases comparable brands for her own personal use.For her,the fitness instructors are an example of ________.

Accepted Answer

A) opinion leaders 
B) an aspirational group 
C) a reference group 
D) a peer group 
E) a membership group

Question 13

An adult male purchases new technological devices such as PDAs,DVRs and MP3 players after many people he knows already own the devices.However,he is rarely among the last people he knows to purchase a new technology.He is part of the 'laggard' adopter group.

Accepted Answer

A) True 
 B)False

Question 14

Many companies enlist everyday consumers who are enthusiastic about their brands to become ________ who share their passion for a company's products with large circles of friends and acquaintances in return for insider knowledge and other rewards.

Accepted Answer

A) early adopters 
B) brand ambassadors 
C) direct marketers 
D) direct sellers 
E) aspirational consumers

Question 15

Learning occurs through the interplay of all of the following EXCEPT ________.

Accepted Answer

A) drives 
B) stimuli 
C) cues 
D) dissonance behaviour 
E) reinforcement

Question 16

While watching Entertainment Tonight,a woman noticed the show had a feature on Chondroitin,a drug that helps promote cartilage regeneration and healthy joints.She has taken the medicine for the last three years and is convinced the medicine is the only reason she is able to work in her yard without her joints aching like they used to.The feature began with a description of how the product works and concluded with a discussion of its potential life-threatening side effects.She called her sister to tell her how the feature supported her belief in how good the drug was for joint pain.Due to ________,she did not remember the negative comments about Chondroitin.

Accepted Answer

A) information overload 
B) selective attention 
C) perceptual aggregation 
D) selective retention 
E) selective distortion

Question 17

Consumers go through ________ stages in the process of adopting a new product .

Accepted Answer

A) two 
B) five 
C) six 
D) three 
E) four

Question 18

A shoe company uses ads featuring the members of a country music band with the hope that the band's fans will see them wearing the company's shoes and want to wear the same shoes.The shoe company is hoping that fans of the band view the band as a ________.

Accepted Answer

A) membership group 
B) reference group 
C) brand personality 
D) subculture 
E) lifestyle

Question 19

Maslow's theory is that ________ can be arranged in a hierarchy.

Accepted Answer

A) stimuli 
B) beliefs and attitudes 
C) perceptions 
D) human needs 
E) decisions

Question 20

Environmental,organisational,interpersonal and individual factors all influence business buyer behaviour.

Accepted Answer

A) True 
 B)False

Exam 5: Consumer Markets and Consumer Buyer Behaviour

According to some commentators,________ may not be a good basis for developing marketing strategies since Australians have difficulty placing themselves within such groups,and in any event the groups are so large as to make them ineffective as market segments.

For complex business purchases,the buying centre may include up to 30 people from different levels and departments in the organisation.

A person's buying choices are influenced by four major psychological factors: motivation,perception,learning,and beliefs and attitudes.

One who always knows about the trendiest fashions,actively shares her knowledge with a wide group of friends and colleagues about where to shop for cutting-edge fashion at great deals,and whose advice is often followed,is called a(n) ________.

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

The process by which people select,organise and interpret information to form a meaningful picture of the world is known as ________.

Roles people may play in the consumer buying process include initiator,influencer,________,buyer and user.

When a consumer learns about a new product for the first time and makes a decision to try it,the consumer is engaged in the alternative evaluation process.

After purchasing a product,the consumer will be satisfied or dissatisfied and will engage in ________.

A marketing expert recently reported that ________ do more than 40 per cent of the grocery shopping.

Marketers of brands subjected to strong group influence must figure out how to reach ________.

An adult male purchases new technological devices such as PDAs,DVRs and MP3 players after many people he knows already own the devices.However,he is rarely among the last people he knows to purchase a new technology.He is part of the 'laggard' adopter group.

Many companies enlist everyday consumers who are enthusiastic about their brands to become ________ who share their passion for a company's products with large circles of friends and acquaintances in return for insider knowledge and other rewards.

Learning occurs through the interplay of all of the following EXCEPT ________.

Consumers go through ________ stages in the process of adopting a new product .

A shoe company uses ads featuring the members of a country music band with the hope that the band's fans will see them wearing the company's shoes and want to wear the same shoes.The shoe company is hoping that fans of the band view the band as a ________.

Maslow's theory is that ________ can be arranged in a hierarchy.

Environmental,organisational,interpersonal and individual factors all influence business buyer behaviour.