Question 1

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 2

The cognitive component of an attitude is a person's mental image, understanding, and interpretation of a product.

Accepted Answer

A) True 
 B)False

Question 3

The gatekeeper is the individual in the business buying center who makes the eventual purchasing decision.

Accepted Answer

A) True 
 B)False

Question 4

In dual-channel marketing, if the benefits sought from a product differ between the consumer and business-to-business markets, the best marketing strategy is to create separate communication messages.

Accepted Answer

A) True 
 B)False

Question 5

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 6

Purchase terms following the selection of a vendor are often only a formality because, in most cases, the agreement has been worked out during the selection process.

Accepted Answer

A) True 
 B)False

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

A modified rebuy is most likely to occur when:

Accepted Answer

A) the company becomes dissatisfied with a vendor and wants to examine new options. 
B) re-ordering raw materials from the same vendor. 
C) buying a new computer system. 
D) purchasing a new building for an expansion project.

Question 9

Factors that affect a person's values include the individual's personality, temperament, environment, and culture.

Accepted Answer

A) True 
 B)False

Question 10

If a potential vendor offers what is perceived by a member of the buying center to be a better buy, the company may want to revisit the purchase decision. This type of situation is typically a:

Accepted Answer

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

Question 11

Derek eliminated New Balance shoes because he doesn't know anything about them. Derek used which type of evaluation process to make this decision?

Accepted Answer

A) Evoked set method 
B) Multiattribute 
C) Affect referral 
D) Attitude formation

Question 12

In a buying center, the person who would be the most likely to say, "We need to limit our choices to local vendors" is:

Accepted Answer

A) a user. 
B) a buyer. 
C) an influencer. 
D) the gatekeeper.

Question 13

Many people respond to stress and hectic lifestyles through exciting adventures and personal pleasure pursuits.

Accepted Answer

A) True 
 B)False

Question 14

Mackenzie is spending weeks in deciding which pair of jeans to buy because she is considering all the factors involved, such as price, color, and style. Which method is being used to evaluate the various brands?

Accepted Answer

A) Cognitive mapping approach 
B) Evoked set 
C) Multiattribute approach 
D) Affect referral

Question 15

In the business-to-business buying process, the vendor audit would occur in which stage?

Accepted Answer

A) Establishment of specifications 
B) Vendor identification 
C) Vendor selection 
D) Vendor evaluation

Question 16

Individuals with high levels of cognitive involvement will display each 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 17

During the internal search process for product information, a key objective for creatives and brand managers is to:

Accepted Answer

A) have information readily available to consumers. 
B) make sure the company's brand is part of the consumer's inert set. 
C) have the brand in the person's cognitive map. 
D) make sure the company's brand is part of the consumer's set of potential alternatives.

Question 18

The level of involvement a consumer displays during the external information search process is determined by such factors as cost and the product's importance.

Accepted Answer

A) True 
 B)False

Question 19

What is dual-channel marketing?

Accepted Answer

The answer of What is dual-channel marketing?...

Question 20

Typically, a new task purchasing situation involves the most members of the buying center and takes the greatest amount of time to complete.

Accepted Answer

A) True 
 B)False

Exam 3: Buyer Behaviors

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?

The cognitive component of an attitude is a person's mental image, understanding, and interpretation of a product.

The gatekeeper is the individual in the business buying center who makes the eventual purchasing decision.

In dual-channel marketing, if the benefits sought from a product differ between the consumer and business-to-business markets, the best marketing strategy is to create separate communication messages.

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

Purchase terms following the selection of a vendor are often only a formality because, in most cases, the agreement has been worked out during the selection process.

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:

A modified rebuy is most likely to occur when:

Factors that affect a person's values include the individual's personality, temperament, environment, and culture.

If a potential vendor offers what is perceived by a member of the buying center to be a better buy, the company may want to revisit the purchase decision. This type of situation is typically a:

Derek eliminated New Balance shoes because he doesn't know anything about them. Derek used which type of evaluation process to make this decision?

In a buying center, the person who would be the most likely to say, "We need to limit our choices to local vendors" is:

Many people respond to stress and hectic lifestyles through exciting adventures and personal pleasure pursuits.

Mackenzie is spending weeks in deciding which pair of jeans to buy because she is considering all the factors involved, such as price, color, and style. Which method is being used to evaluate the various brands?

In the business-to-business buying process, the vendor audit would occur in which stage?

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

During the internal search process for product information, a key objective for creatives and brand managers is to:

The level of involvement a consumer displays during the external information search process is determined by such factors as cost and the product's importance.

What is dual-channel marketing?

Typically, a new task purchasing situation involves the most members of the buying center and takes the greatest amount of time to complete.