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Questions in this quiz (61)
1________ is the study of how individuals, groups, and organizations select, buy, use, and dispose of goods, services, ideas, or experiences to satisfy their needs and wants.
- ATarget Marketing
- BMind Mapping
- CConsumer Activism
- DConsumer Behavior
- EProduct differentiation
2The relatively homogeneous and enduring divisions in a society, which are hierarchically ordered and whose members share similar values, interests, and behavior constitute a ________.
- Aculture
- Bsubculture
- Csocial class
- Dfamily
- Egroup
3Joe is a computer service technician. People in his neighborhood usually depend on his suggestions for purchasing any computer accessory or hardware, as they believe that he has access to far more information on computer technology than the average consumer. The neighbors are also aware that Joe has the required knowledge and background for understanding the technical properties of the products. Within this context, Joe can be called a(n) ________.
- Atransactional leader
- Bopinion leader
- Crole model
- Dgate-keeper
- Einternational marketer
4________ refers to a set of distinguishing human psychological traits that lead to relatively consistent and enduring responses to environmental stimuli.
- AImage
- BPersonality
- CPsychological transformation
- DLifestyle
- EAcculturation
5________ portrays the "whole person" interacting with his or her environment.
- AAttitude
- BPersonality
- CLifestyle
- DSelf-concept
- ESubculture
6Marketers who target consumers on the basis of their ________ believe that they can influence purchase behavior by appealing to people's inner selves.
- Atime famine
- Bsophistication
- Cmoney constrain
- Dsocial class
- Ecore values
7An example of a subculture would be a person's geographic region.
- ATrue
- BFalse
8When Ketan went to college he had a burning desire to join a social fraternity; for Ketan, the fraternity would be a dissociative group.
- ATrue
- BFalse
9Brand personality is the specific mix of human traits that may be attributed to a particular brand.
- ATrue
- BFalse
10The starting point for understanding consumer behavior is the ________ model in which marketing and environmental stimuli enter the consumer's consciousness, and a set of psychological processes combine with certain consumer characteristics to result in decision processes and purchase decisions.
- AA) self-reliance
- BB) self-perception
- CC) psychogenic
- DD) stimulus-response
- EE) projective
11________ can work to the advantage of marketers with strong brands when consumers make neutral or ambiguous brand information more positive.
- AA) Selective attention
- BB) Selective distortion
- CC) Selective retention
- DD) Selective choice
- EE) Selective embellishment
12________ is the tendency to interpret information in a way that will fit our preconceptions
- AA) Selective retention
- BB) Cognitive dissonance
- CC) Selective distortion
- DD) Subliminal perception
- EE) Selective embellishment
13Anne is a frequent purchaser of Yoplait strawberry yogurt. For once, she decides to try a different flavored yogurt. Instead of trying out the flavors offered by competing brands, Anne selects a different flavor offered by Yoplait. Here, her past experience with the brand prompts her to make the choice. Anne's behavior can be best described as ________.
- AA) fallacy of proposition
- BB) associative networking
- CC) generalization
- DD) heuristic thinking
- EE) self-actualization
14The associative network memory model views long-term memory as ________.
- AA) a subliminal perception
- BB) the interplay of drives
- CC) a strong internal stimulus impelling action
- DD) a temporary and limited repository of information
- EE) a set of nodes and links
15Amtex Electronics, a consumer products brand, frequently advertises its products inside supermarkets and retail stores to promote the process of memory ________ and stimulate purchase.
- AA) verification
- BB) retrieval
- CC) decoding
- DD) formation
- EE) augmentation
16Sigmund Freud assumed that the psychological forces shaping people's behavior are largely unconscious, and that people cannot fully understand their motivations.
- ATrue
- BFalse
17When State Farm uses consumer research to create a mental map of consumers that indicates that consumers perceive State Farm as conservative, safe, responsive, and convenient, they are interested in subliminal perceptions.
- ATrue
- BFalse
18Perception depends only on the physical stimuli experienced by the person.
- ATrue
- BFalse
19The milder information search state where a person simply becomes more receptive to information about a product is called ________.
- AA) active information search
- BB) information search
- CC) heightened attention
- DD) purchase decision
- EE) dynamic information search
20Brands that meet consumers' initial buying criteria are called the ________ set.
- AA) total
- BB) awareness
- CC) consideration
- DD) choice
- EE) decision
21________ are a person's enduring favorable or unfavorable evaluations, emotional feelings, and action tendencies toward some object or idea.
- AA) Discriminations
- BB) Values
- CC) Beliefs
- DD) Feelings
- EE) Attitudes
22The expectancy-value model of attitude formation posits that consumers evaluate products and services by combining their ________.
- AA) needs
- BB) wants
- CC) desires
- DD) brand beliefs
- EE) consuming attitudes
23________ are rules of thumb or mental shortcuts in the decision process.
- AA) Attitudes
- BB) Beliefs
- CC) Heuristics
- DD) Discriminations
- EE) Biases
24Even if consumers form brand evaluations, two general factors can intervene between the purchase intention and the purchase decision: one is unanticipated situational factors; what is the other factor?
- AA) amount of purchasing power
- BB) attitudes of others
- CC) short-term memory capabilities
- DD) ability to return merchandise
- EE) the self-concept
25When a marketer tries to alter consumers' beliefs about her company's brand to get the consumers to rethink a purchase decision, she is using ________.
- AA) psychological repositioning
- BB) competitive depositioning
- CC) positioning
- DD) repositioning
- EE) biased positioning
26A key driver of sales frequency is the product ________ rate.
- AA) consumption
- BB) disposal
- CC) refusal
- DD) utility
- EE) option
27A consumer tells another consumer, "Every time I eat at Big Bill's Steakhouse, I get poor service." Whether this is true or not, it is the consumer's perception. This is an example of consumers basing future predictions on the quickness and ease with which a particular example of an outcome comes to mind. This scenario would be an illustration of the ________ heuristic.
- AA) discrimination
- BB) differentiation
- CC) availability
- DD) screening
- EE) representativeness
28Every consumer must pass through all five stages of the buying process when in a buying situation.
- ATrue
- BFalse
29The expectancy-value model of attitude formation posits that consumers evaluate products and services by combining their brand beliefs according to importance.
- ATrue
- BFalse
30The anchoring and adjustment heuristic comes in to play when consumers base their predictions on the quickness and ease with which a particular example of an outcome comes to mind.
- ATrue
- BFalse
31Prospect theory maintains that consumers frame decision alternatives in terms of gains and losses according to a value function.
- ATrue
- BFalse
32________ refers to the decision-making process by which formal organizations establish the need for purchased products and services and identify, evaluate, and choose among alternative brands and suppliers.
- AA) Marketing channels
- BB) Organizational buying
- CC) Corporate retailing
- DD) Brand auditing
- EE) Inventory control
33Which of the following is TRUE for business marketers?
- AA) They deal with more and larger buyers than consumer marketers.
- BB) They deal with more and smaller buyers than consumer marketers.
- CC) They deal with fewer and larger buyers than consumer marketers.
- DD) They deal with fewer and smaller buyers than consumer marketers.
- EE) They deal with the same kind of buyers as consumer marketers.
34Pittsburgh-based Consol Energy's coal business largely depends on orders from utilities and steel companies which, in turn, depend on broader economic demand from consumers for electricity and steel-based products like automobiles and appliances because of ________.
- AA) fluctuating demand
- BB) derived demand
- CC) professional purchasing
- DD) multiple buying influences
- EE) multiple sales calls
35The purchasing department buys office supplies on a routine basis from a pre-approved list of suppliers. This type of purchase is classified as a ________.
- AA) straight rebuy
- BB) modified rebuy
- CC) new task
- DD) secondary purchase
- EE) procure-to-pay
36Shoe manufacturers are not going to buy much more leather if the price of leather falls, nor will they buy much less leather if the price rises, unless they can find satisfactory substitutes. This is an example of ________
- AA) inelastic demand
- BB) direct purchasing
- CC) decision framing
- DD) a modified rebuy
- EE) a straight rebuy
37In a ________ purchasing situation, the buyer wants to make some change to existing product specifications, prices, delivery requirements, or other terms.
- AA) new rebuy
- BB) regular buy
- CC) straight rebuy
- DD) modified rebuy
- EE) new task
38The business market is essentially the same market as the consumer market.
- ATrue
- BFalse
39The demand for business goods is ultimately derived from the demand for raw materials.
- ATrue
- BFalse
40The business buyer makes the fewest decisions in the straight rebuy situation and the most in the new-task situation.
- ATrue
- BFalse
41________ is composed of all parties who participate in the purchasing decision-making process and share common goals and risks associated with their decisions.
- AA) The buying center
- BB) The marketing sales team
- CC) Strategic management
- DD) Engineering support
- EE) The logistics center
42If you performed the role of the ________ in a buying center, you would be the person that has the power to prevent sellers or information from reaching other members of the buying center.
- AA) initiator
- BB) influencer
- CC) decider
- DD) gatekeeper
- EE) approver
43In which of the following is a person performing the role of an influencer?
- AA) Dan decides on the product requirements and makes the final choice of suppliers.
- BB) Luke has the authority to pick out the supplier and negotiate the terms of purchase.
- CC) Liam heads the Tech team at LKG and provides information for evaluating the possible alternatives.
- DD) LKG gets many calls from potential suppliers, and it is Leah's job to weed out the good prospects and refer them to others in LKG.
- EE) Dana authorizes the actions of the deciders and buyers in LKG.
44Small sellers to a buying center should first concentrate their marketing efforts on reaching ________.
- AA) approvers
- BB) initiators
- CC) influencers
- DD) users
- EE) initiators
45If you were an upper-level marketing executive of a large seller of trucks, which of the following strategies would be most appropriate in reaching buying center targets?
- AA) Concentrate on key buying influencers.
- BB) Use multilevel in-depth selling.
- CC) Use trade-based promotions.
- DD) Concentrate sales efforts on the support staff.
- EE) Move all operations to the Internet.
46Patrick J. Robinson and his associates have identified eight stages in the business buying-decision process. This model is called the ________ framework.
- AA) buygrid
- BB) buying/selling
- CC) seller-centered
- DD) commercial
- EE) buy-analysis
47In reordering office supplies, the only stages that the buyer passes through are the product specification stage and the ________ stage.
- AA) problem recognition
- BB) general need description
- CC) order-routine specification
- DD) supplier search
- EE) performance review
48The approach to cost reduction that studies whether components can be redesigned or standardized or made by cheaper methods of production without adversely impacting product performance is termed as ________.
- AA) maintenance, repair, and operating (MRO)
- BB) product value analysis (PVA)
- CC) vendor managed inventories (VMI)
- DD) supplier performance management (SPM)
- EE) supplier added value effort (SAVE)
49Which of the following is an example of a functional hub?
- AA) Plastics.com allows plastics buyers to search the best prices among thousands of plastics sellers
- BB) ChemConnect.com is an online exchange for buyers and sellers of bulk chemicals.
- CC) SteelMart.com concentrates on steel buyers from the United States.
- DD) SupplyLink.com offers manufacturers from different industries information on ensuring workplace safety.
- EE) PaperTiger.com offers paper buyers a comprehensive look at the prices and quality in the paper market.
50Many business buyers prefer to buy a total solution to a problem from one seller. This process is also known as ________.
- AA) channel consolidation
- BB) systems buying
- CC) vertical buying
- DD) horizontal buying
- EE) supply buying
51In a buying center, people who authorize the proposed actions of deciders or buyers are initiators.
- ATrue
- BFalse
52In the buying center, several people can occupy a given role such as user or influencer, and one person may play multiple roles.
- ATrue
- BFalse
53Small sellers concentrate on multilevel in-depth selling instead of reaching the key buying influencers.
- ATrue
- BFalse
54The business buying process begins when someone places an order with a sales representative.
- ATrue
- BFalse
55In buying alliances, participants offer to trade goods or services.
- ATrue
- BFalse
56Value Central has a partnership of high trust and commitment with certain suppliers and gives them access to its sophisticated and detailed daily, individual store-based sales data. In exchange, those suppliers are responsible for managing Value Central's inventory of their products. This relationship is best described as ________.
- AA) basic buying and selling
- BB) contractual transaction
- CC) collaborative
- DD) customer supply
- EE) customer is king
57In the ________ category of buyer-supplier relationship, although bonded by a close, cooperative relationship, the seller adapts to meet the customer's needs without expecting much adaptation or change on the part of the customer in exchange.
- AA) contractual transaction
- BB) cooperative system
- CC) collaborative
- DD) mutually adaptive
- EE) customer is king
58Which of the following is a form of cheating or undersupply relative to an implicit or explicit contract which usually takes place when buyers cannot easily monitor supplier performance?
- AA) institutional sale
- BB) business buying
- CC) opportunism
- DD) vertical integration
- EE) contractual transactionism
59The "customer is king" category of buyer-seller relationship is relatively simple, and one in which routine exchanges with moderately high levels of cooperation and information exchange occur.
- ATrue
- BFalse
60Contracts are always sufficient to govern supplier transactions and prevent supplier opportunism.
- ATrue
- BFalse
61As the manager of an organization that is attempting to build a marketing information system (MIS), you have been informed that an MIS is built upon three fundamental information sources. The sources are ________, marketing intelligence activities, and marketing research.
- AA) external records and documents
- BB) databases found on the Internet
- CC) consultant reports
- DD) internal company records
- EE) secondary data from government sources such as the Better Business Bureau
Information
- Description
- Chapter 1, 3, 5
- Author
- Sergio Silva
- Language
- English
- Views
- 15
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