Question 1

If an individual is directly affected by a purchase decision, then he/she will strive to gain more power in the business-to-business buying process.

Accepted Answer

A) True 
 B)False

Question 2

A new task purchasing decision involves:

Accepted Answer

A)  re-ordering from the same vendor. 
B)  ordering new materials from the same vendor. 
C)  requesting bids from multiple vendors since the contractual period with the current vendor has expired. 
D)  buying an expensive good or service for the first time.

Question 3

When a person does an internal search for product information and already has sufficient information, the next step of the purchase decision process will be to:

Accepted Answer

A)  search for additional information. 
B)  make the purchase decision. 
C)  evaluate the alternatives. 
D)  identify the need or problem the choice will meet.

Question 4

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

Accepted Answer

A) True 
 B)False

Question 5

Individuals perform only one role in the buying center, but there can be more than one individual involved in any particular role.

Accepted Answer

A) True 
 B)False

Question 6

An attitude consists of three components. Name and describe each component.

Accepted Answer

The answer of An attitude consists of three components. Name...

Question 7

Once a firm has carefully studied all of the vendors, bids have been considered, and the vendor audit has been conducted, the next step in the business-to-business buying process is:

Accepted Answer

A)  the vendor screening. 
B)  vendor selection. 
C)  negotiation of purchase terms. 
D)  postpurchase evaluation.

Question 8

Consumer values are loosely held attitudes about various topics or concepts.

Accepted Answer

A) True 
 B)False

Question 9

A company has reached the end of a contractual agreement with a vendor and wants to open it up for bid again before signing a new contract. This type of purchase situation is a:

Accepted Answer

A)  straight rebuy. 
B)  modified rebuy. 
C)  new task purchase. 
D)  joint demand purchase.

Question 10

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 11

In terms of an external search for information in a purchase decision, the need for cognition is:

Accepted Answer

A)  the extent to which a stimulus or task is relevant to a consumer's existing needs, wants, or values. 
B)  a personality characteristic in which individuals engage in and enjoy mental activities. 
C)  the mental position a person takes on a topic, person, or event that influences the holder's feelings, perceptions, learning processes, and subsequent behaviors. 
D)  simulations of the knowledge structure embedded in an individual's brain.

Question 12

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.

Question 13

An organizational factor that impacts the manner in which a purchase decision is made includes the:

Accepted Answer

A)  norms members of the buying center are expected to follow. 
B)  risk involved in switching vendors. 
C)  personalities of the sales staff and members of the buying center. 
D)  capital assets a firm has available.

Question 14

The set of brands a person will not consider due to negative feelings is the ________ set.

Accepted Answer

A)  inept 
B)  inert 
C)  negative 
D)  evoked

Question 15

Juan has a high school education and knows very little about digital cameras. Juan will most likely:

Accepted Answer

A)  conduct only an internal search. 
B)  refer the decision to someone else. 
C)  not engage in an extensive external search for more information. 
D)  engage in an extensive external search for information.

Question 16

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.

Question 17

Marketing communications are less 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 18

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 19

The member of the buying center who is most likely to let the group know that some alternative companies have already been rejected is the:

Accepted Answer

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

Question 20

________ is the mental position a person takes about a topic, person, or event.

Accepted Answer

A)  Value 
B)  Attitude 
C)  Level of involvement 
D)  Cognition

Exam 3: Buyer Behaviors

If an individual is directly affected by a purchase decision, then he/she will strive to gain more power in the business-to-business buying process.

A new task purchasing decision involves:

When a person does an internal search for product information and already has sufficient information, the next step of the purchase decision process will be to:

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

Individuals perform only one role in the buying center, but there can be more than one individual involved in any particular role.

An attitude consists of three components. Name and describe each component.

Once a firm has carefully studied all of the vendors, bids have been considered, and the vendor audit has been conducted, the next step in the business-to-business buying process is:

Consumer values are loosely held attitudes about various topics or concepts.

A company has reached the end of a contractual agreement with a vendor and wants to open it up for bid again before signing a new contract. This type of purchase situation is a:

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?

In terms of an external search for information in a purchase decision, the need for cognition is:

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

An organizational factor that impacts the manner in which a purchase decision is made includes the:

The set of brands a person will not consider due to negative feelings is the ________ set.

Juan has a high school education and knows very little about digital cameras. Juan will most likely:

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

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

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

The member of the buying center who is most likely to let the group know that some alternative companies have already been rejected is the:

________ is the mental position a person takes about a topic, person, or event.