Question 1

Consumers learn about new products for the first time and make the decision to buy them during the ________.
new product recognition
adoption process
evaluation process
information search
quality assessment

Accepted Answer

The answer of Consumers learn about new products for the...

Question 2

Which of the following statements about buying centres is true?
The buying centre is like a standing committee.
The buying centre roles are specified on the organizational chart.
The typical buying centre has five employees, one to assume each of the buying centre's roles.
An individual's role in the buying centre does not change.
The buying centre may involve informal participants who are not obvious to sellers.

Accepted Answer

The answer of Which of the following statements about buying...

Question 3

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 ________.
membership group
reference group
brand personality
subculture
lifestyle

Accepted Answer

The answer of A shoe company uses ads featuring the...

Question 4

Rashmi Singh always knows about the trendiest fashions.She actively shares her knowledge with a wide group of friends and colleagues about where to shop for cutting-edge fashion at great deals, and her advice is often followed.Rashmi is an example of a(n) ________.
membership group
innovator
opinion leader
buzz marketer
experiential source

Accepted Answer

The answer of Rashmi Singh always knows about the trendiest...

Question 5

Generally, the consumer's purchase decision will be to buy the most preferred brand, but two factors can come between the purchase intention and the purchase decision.Which of the following is one of these factors?
postpurchase behaviour
attitude of others
cognitive dissonance
alternative evaluation
new product adoption

Accepted Answer

The answer of Generally, the consumer's purchase decision will be...

Question 6

Relative advantage, compatibility, complexity, divisibility, and communicability are all examples of ________.
alternative evaluation
dissonance-reducing buying behavior
product characteristics that influence rate of adoption
individual differences in innovativeness
postpurchase behaviour

Accepted Answer

The answer of Relative advantage, compatibility, complexity, divisibility, and communicability...

Question 7

After purchasing a product, the consumer will be satisfied or dissatisfied and will engage in ________.
need recognition
alternative evaluation
postpurchase behaviour
product expectations
information searches

Accepted Answer

The answer of After purchasing a product, the consumer will...

Question 8

Generation Xers, who were born between 1965 and 1976, share the childhood experiences of higher parental divorce rates, recession, and corporate downsizing.They tend to care about the environment and value experience over acquisition.Generation Xers make up a ________.
subculture
social class
social network
life-cycle stage
lifestyle

Accepted Answer

The answer of Generation Xers, who were born between 1965...

Question 9

Reverse auctions, trading exchanges, and company buying sites are all ways that companies can participate in ________.
secure extranets
product value analysis
vendor-managed inventory systems
systems selling
e-procurement

Accepted Answer

The answer of Reverse auctions, trading exchanges, and company buying...

Question 10

The first step of the business buying process is ________.
general need description
supplier search
proposal solicitation
problem recognition
order-routine specification

Accepted Answer

The answer of The first step of the business buying...

Question 11

Which business buying situation is the marketer's greatest opportunity and challenge?
modified rebuy
straight rebuy
new task
multiple rebuys
system rebuy

Accepted Answer

The answer of Which business buying situation is the marketer's...

Question 12

Marketers call the decision-making unit of a buying organization the ________.
business buyer
business-to-business market
supplier-development centre
buying system
buying centre

Accepted Answer

The answer of Marketers call the decision-making unit of a...

Question 13

Innovators are ___________.
the first 3.5% of buyers to adopt a new idea
venturesome
deliberative
traditional
trusting

Accepted Answer

The answer of Innovators are ___________.
the first 3.5% of buyers...

Question 14

A problem with the rapidly expanding use of e-purchasing is that it ________.
can erode established customer-supplier relationships
saves less time than expected
generates more transactions to document
generates less cost savings than predicted
reduces the amount of time purchasing people can spend on strategic issues

Accepted Answer

The answer of A problem with the rapidly expanding use...

Question 15

Many major purchases result in ________, or discomfort caused by postpurchase conflict.
need recognition
cognitive dissonance
purchase decisions
legitimization
dissatisfaction

Accepted Answer

The answer of Many major purchases result in ________, or...

Question 16

Which of the following is a way that business and consumer markets are the same?
satisfaction of needs through purchase decisions
market structure and demand
nature of the buying unit
types of decisions
decision process

Accepted Answer

The answer of Which of the following is a way...

Question 17

The relationship between the consumer's expectations and the product's ________ determines whether the buyer is satisfied or dissatisfied with a purchase.
perceived performance
brand personality
recognition
consumer market
service quality

Accepted Answer

The answer of The relationship between the consumer's expectations and...

Question 18

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, standardized, or made less expensive?
general need recognition
value analysis
proposal solicitation
order-routine specification
performance review

Accepted Answer

The answer of During which stage of the business buying...

Question 19

Large business purchasers usually call for detailed product specifications, written purchase orders, careful supplier searches, and formal approval.These are all examples of how the business buying decision process is more ________ than the consumer buying decision process is.
formalized
creative
relationship-oriented
independent
concentrated

Accepted Answer

The answer of Large business purchasers usually call for detailed...

Question 20

As compared to consumer markets, business markets are ________.
approximately the same
smaller
huge
somewhat larger
less complex

Accepted Answer

The answer of As compared to consumer markets, business markets...

Quiz 6: Understanding Consumer and Business Buyer Behaviour

Consumers learn about new products for the first time and make the decision to buy them during the ________. new product recognition adoption process evaluation process information search quality assessment

Relative advantage, compatibility, complexity, divisibility, and communicability are all examples of ________. alternative evaluation dissonance-reducing buying behavior product characteristics that influence rate of adoption individual differences in innovativeness postpurchase behaviour

After purchasing a product, the consumer will be satisfied or dissatisfied and will engage in ________. need recognition alternative evaluation postpurchase behaviour product expectations information searches

Reverse auctions, trading exchanges, and company buying sites are all ways that companies can participate in ________. secure extranets product value analysis vendor-managed inventory systems systems selling e-procurement

The first step of the business buying process is ________. general need description supplier search proposal solicitation problem recognition order-routine specification

Which business buying situation is the marketer's greatest opportunity and challenge? modified rebuy straight rebuy new task multiple rebuys system rebuy

Marketers call the decision-making unit of a buying organization the ________. business buyer business-to-business market supplier-development centre buying system buying centre

Innovators are ___________. the first 3.5% of buyers to adopt a new idea venturesome deliberative traditional trusting

Many major purchases result in ________, or discomfort caused by postpurchase conflict. need recognition cognitive dissonance purchase decisions legitimization dissatisfaction

Which of the following is a way that business and consumer markets are the same? satisfaction of needs through purchase decisions market structure and demand nature of the buying unit types of decisions decision process

The relationship between the consumer's expectations and the product's ________ determines whether the buyer is satisfied or dissatisfied with a purchase. perceived performance brand personality recognition consumer market service quality

As compared to consumer markets, business markets are ________. approximately the same smaller huge somewhat larger less complex