Question 1

Individuals who engage in and enjoy mental activities have a:

Accepted Answer

A)  low need for cognition 
B)  high need for cognition 
C)  low level of shopping enthusiasm 
D)  high level of shopping enthusiasm

Question 2

During the initial search for purchasing alternatives, a consumer considers all of the brands that he or she has used in the past.

Accepted Answer

A) True 
 B)False

Question 3

Risk avoidance leads buyers to stay with the current vendor rather than switching.

Accepted Answer

A) True 
 B)False

Question 4

Individuals with high levels of cognitive involvement will display all of the following characteristics, except:

Accepted Answer

A)  want more information prior to making a decision 
B)  ask more questions during the purchase process 
C)  spend less time deliberating prior to making a decision 
D)  want clear message arguments

Question 5

An audit team is utilized in which stage of the business-to-business buying process?

Accepted Answer

A)  identification of vendors 
B)  vendor evaluation 
C)  vendor selection 
D)  negotiating of terms

Question 6

An inert set is a series of brands that are viewed as being negative because of past buying experiences.

Accepted Answer

A) True 
 B)False

Question 7

Marketing communications are considerably more effective in changing a person's attitude about a product than they are in changing a consumer's value structure.

Accepted Answer

A) True 
 B)False

Question 8

Age complexity involves children growing up at a younger age as well as older Americans wanting to act and feel younger than they are.

Accepted Answer

A) True 
 B)False

Question 9

Name and describe the members of a business buying center.

Accepted Answer

The answer of Name and describe the members of a...

Question 10

In the business buying center, buyers are given formal responsibility for making the purchase while deciders are the individuals who authorize those decisions.

Accepted Answer

A) True 
 B)False

Question 11

When members of the buying center agree to consider IBM, Dell, and Hewlett-Packard in purchasing new computers because they are the firms that expressed interest, which stage of the business-to-business buying process is taking place?

Accepted Answer

A)  vendor selection 
B)  identification of alternatives 
C)  identification of vendors 
D)  vendor evaluation

Question 12

A cognitive map explains how much time a person spends in external search for information based on the person's ability to search, time to search, and how much the individual likes shopping.

Accepted Answer

A) True 
 B)False

Question 13

The members of the buying center who authorize purchasing decisions are called:

Accepted Answer

A)  users 
B)  influencers 
C)  deciders 
D)  buyers

Question 14

In new task purchasing situations, members of the buying center tend to go through all of the steps of the business-to-business buying process.

Accepted Answer

A) True 
 B)False

Question 15

Despite being 52 years old, Claire likes to wear young-looking fashions, such as short skirts, and drive her new red convertible sports car. This is an example of the consumer buyer behavior trend of:

Accepted Answer

A)  age complexity 
B)  gender complexity 
C)  active, busy lifestyles 
D)  individualism

Question 16

Strong brands are not as important in the global market because price is often the deciding factor.

Accepted Answer

A) True 
 B)False

Question 17

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 18

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 19

A modified rebuy purchase decision occurs in each of the following situations, except:

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 their current vendor 
D)  at the end of a contractual relationship and the company wants to evaluate competitive bids

Question 20

The perceived cost of a purchase decision includes each of the following, except:

Accepted Answer

A)  the actual price or cost of the product 
B)  the subjective costs associated with the search 
C)  the economic conditions of the area 
D)  the opportunity costs of foregoing other activities to make the search

Exam 3: Buyer Behaviors

Individuals who engage in and enjoy mental activities have a:

During the initial search for purchasing alternatives, a consumer considers all of the brands that he or she has used in the past.

Risk avoidance leads buyers to stay with the current vendor rather than switching.

Individuals with high levels of cognitive involvement will display all of the following characteristics, except:

An audit team is utilized in which stage of the business-to-business buying process?

An inert set is a series of brands that are viewed as being negative because of past buying experiences.

Marketing communications are considerably more effective in changing a person's attitude about a product than they are in changing a consumer's value structure.

Age complexity involves children growing up at a younger age as well as older Americans wanting to act and feel younger than they are.

Name and describe the members of a business buying center.

In the business buying center, buyers are given formal responsibility for making the purchase while deciders are the individuals who authorize those decisions.

When members of the buying center agree to consider IBM, Dell, and Hewlett-Packard in purchasing new computers because they are the firms that expressed interest, which stage of the business-to-business buying process is taking place?

A cognitive map explains how much time a person spends in external search for information based on the person's ability to search, time to search, and how much the individual likes shopping.

The members of the buying center who authorize purchasing decisions are called:

In new task purchasing situations, members of the buying center tend to go through all of the steps of the business-to-business buying process.

Despite being 52 years old, Claire likes to wear young-looking fashions, such as short skirts, and drive her new red convertible sports car. This is an example of the consumer buyer behavior trend of:

Strong brands are not as important in the global market because price is often the deciding factor.

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

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.

A modified rebuy purchase decision occurs in each of the following situations, except:

The perceived cost of a purchase decision includes each of the following, except: