Question 1

Attitudes,perception,learning,and motivation are all ______ processes that can influence consumer behavior.

Accepted Answer

A)  environmental
B)  physiological
C)  psychological
D)  situational
E)  socioculturalF) All of the above
G) A) and E)

Question 2

Sal has heard a lot about his town's country club.He heard it has a great golf course,tennis courts,and dining room.In addition,many of Sal's business partners belong to the club.Although he doesn't have the money to join the club now,Sal hopes to be able to in the future.What type of reference group would the country club be for Sal?

Accepted Answer

A)  an unattainable reference group
B)  a dissociative reference group
C)  an aspirational reference group
D)  an exclusive reference groupE) B) and C)
F) All of the above

Question 3

According to Maslow's hierarchy of needs,companies that offer home security systems or products focused on accident or disability insurance,are seeking to meet which level of need?

Accepted Answer

A)  love/belonging
B)  safety
C)  self-actualization
D)  physiological
E)  esteemF) C) and D)
G) B) and C)

Question 4

Marketers can classify business-to-business buying situations into which three general categories?

Accepted Answer

A)  new buy,straight rebuy,and modified rebuy
B)  retail,wholesale,and resell
C)  consumer,government,and institutional
D)  new buy,repeat purchase,and modified purchase
E)  new purchase,modified purchase,and extended purchaseF) A) and E)
G) C) and E)

Question 5

Which of the following factors is unique to B2B buying and is not typically found in B2C buying?

Accepted Answer

A)  Most purchases are made at "list price" with cash or credit cards.
B)  Demand is based on consumer needs and preferences.
C)  Decisions are usually made by individuals.
D)  There are a limited number of large buyers,often geographically concentrated in a specific area.
E)  Buyers engage in limited-term or one-time-only relationships with many different sellers.F) A) and B)
G) A) and C)

Question 6

The formal or informal societal rules that specify or prohibit certain behaviors in specific situations are called ______.

Accepted Answer

The answer of The formal or informal societal rules that...

Question 7

According to your text,which of the following is one of the greatest influences on consumer behavior?

Accepted Answer

A)  family members
B)  opinion leaders
C)  knowledgeable salespeople
D)  reference groups
E)  advertising messagesF) None of the above
G) A) and C)

Question 8

A consumer searching for information will create a list of brands or products that he or she will evaluate as options for the solution of a particular problem.This list is referred to as

Accepted Answer

A)  the essential set.
B)  the evoked set.
C)  consumer criteria.
D)  the information set.
E)  evaluative criteria.F) A) and B)
G) A) and D)

Question 9

What is the premise behind Maslow's hierarchy of needs and what are the individual needs he outlined in his hierarchy?

Accepted Answer

Abraham Maslow theorized that humans hav...

Question 10

The term _____ refers to products produced in a way that meets the needs of the present without compromising future generations.

Accepted Answer

The answer of The term _____ refers to products produced...

Question 11

The five stages most consumers go through when engaged in extended problem solving is called the

Accepted Answer

A)  alternative evaluation process.
B)  consumer decision-making process.
C)  purchase decision process.
D)  product evaluation timeline.
E)  want vs.need appraisal.F) C) and E)
G) A) and B)

Question 12

Cognitive dissonance occurs during which stage of the consumer decision-making process?

Accepted Answer

A)  postpurchase processes
B)  problem recognition
C)  alternative evaluation
D)  outlet selection
E)  information searchF) All of the above
G) None of the above

Question 13

Janie buys a pack of gum each time she is at the checkout line in the grocery store.This is an example of what type of decision making?

Accepted Answer

A)  habitual decision making
B)  high-involvement decision making
C)  sensory decision making
D)  extended problem solving
E)  derived demandF) C) and E)
G) B) and C)

Question 14

Business marketers typically deal with many more buyers than consumer marketers.

Accepted Answer

A) True 
 B)False

Question 15

A ______ is a company that sells mainly to end-user consumers.

Accepted Answer

The answer of A ______ is a company that sells...

Question 16

Business-to-business marketing professionals focus on several major categories of business customers.Which of the following is not one of them?

Accepted Answer

A)  government markets
B)  consumer markets
C)  institutional markets
D)  producers
E)  reseller marketsF) A) and E)
G) C) and D)

Question 17

The people that an individual would not like to be like make up his or her

Accepted Answer

A)  isolation reference group.
B)  exclusive reference group.
C)  aspirational reference group.
D)  membership reference group.
E)  dissociative reference group.F) A) and E)
G) A) and D)

Question 18

Understanding a simple sentence is an example of System 2 thinking.

Accepted Answer

A) True 
 B)False

Question 19

Business sales typically involve professionally trained ______ _____,who are experienced in the policies and procedure necessary to make a large deal and who have also earned the designation of CPM.

Accepted Answer

The answer of Business sales typically involve professionally trained ______...

Question 20

Which of the following is not an institutional market?

Accepted Answer

A)  churches
B)  nonprofit organizations
C)  hospitals
D)  local government agencies
E)  schoolsF) C) and D)
G) A) and B)

Exam 4: Consumer Behavior

Business marketers typically deal with many more buyers than consumer marketers.

Correct Answer
verified

Business sales typically involve professionally trained __ _,who are experienced in the policies and procedure necessary to make a large deal and who have also earned the designation of CPM.

Correct Answer
verified

What is the premise behind Maslow's hierarchy of needs and what are the individual needs he outlined in his hierarchy?

Correct Answer
verified
Abraham Maslow theorized that humans hav...
View Answer

The five stages most consumers go through when engaged in extended problem solving is called the

Correct Answer
verified

The formal or informal societal rules that specify or prohibit certain behaviors in specific situations are called ______.

Correct Answer
verified

Which of the following is not an institutional market?

Correct Answer
verified

The term _____ refers to products produced in a way that meets the needs of the present without compromising future generations.

Correct Answer
verified

Business-to-business marketing professionals focus on several major categories of business customers.Which of the following is not one of them?

Correct Answer
verified

According to your text,which of the following is one of the greatest influences on consumer behavior?

Correct Answer
verified

Marketers can classify business-to-business buying situations into which three general categories?

Correct Answer
verified

Which of the following factors is unique to B2B buying and is not typically found in B2C buying?

Correct Answer
verified

A consumer searching for information will create a list of brands or products that he or she will evaluate as options for the solution of a particular problem.This list is referred to as

Correct Answer
verified

Cognitive dissonance occurs during which stage of the consumer decision-making process?

Correct Answer
verified

According to Maslow's hierarchy of needs,companies that offer home security systems or products focused on accident or disability insurance,are seeking to meet which level of need?

Correct Answer
verified

Correct Answer
verified

Understanding a simple sentence is an example of System 2 thinking.

Correct Answer
verified

The people that an individual would not like to be like make up his or her

Correct Answer
verified

Attitudes,perception,learning,and motivation are all ______ processes that can influence consumer behavior.

Correct Answer
verified

Janie buys a pack of gum each time she is at the checkout line in the grocery store.This is an example of what type of decision making?

Correct Answer
verified

A ______ is a company that sells mainly to end-user consumers.

Correct Answer
verified

Exam 4: Consumer Behavior

Business marketers typically deal with many more buyers than consumer marketers.

Correct AnswerverifiedShow Answer

Business sales typically involve professionally trained ______ _____,who are experienced in the policies and procedure necessary to make a large deal and who have also earned the designation of CPM.

Correct AnswerverifiedShow Answer

What is the premise behind Maslow's hierarchy of needs and what are the individual needs he outlined in his hierarchy?

Correct AnswerverifiedAbraham Maslow theorized that humans hav...View AnswerShow Answer

The five stages most consumers go through when engaged in extended problem solving is called the

Correct AnswerverifiedShow Answer

The formal or informal societal rules that specify or prohibit certain behaviors in specific situations are called ______.

Correct AnswerverifiedShow Answer

Which of the following is not an institutional market?

Correct AnswerverifiedShow Answer

The term _____ refers to products produced in a way that meets the needs of the present without compromising future generations.

Correct AnswerverifiedShow Answer

Business-to-business marketing professionals focus on several major categories of business customers.Which of the following is not one of them?

Correct AnswerverifiedShow Answer

According to your text,which of the following is one of the greatest influences on consumer behavior?

Correct AnswerverifiedShow Answer

Marketers can classify business-to-business buying situations into which three general categories?

Correct AnswerverifiedShow Answer

Which of the following factors is unique to B2B buying and is not typically found in B2C buying?

Correct AnswerverifiedShow Answer

A consumer searching for information will create a list of brands or products that he or she will evaluate as options for the solution of a particular problem.This list is referred to as

Correct AnswerverifiedShow Answer

Cognitive dissonance occurs during which stage of the consumer decision-making process?

Correct AnswerverifiedShow Answer

According to Maslow's hierarchy of needs,companies that offer home security systems or products focused on accident or disability insurance,are seeking to meet which level of need?

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

Understanding a simple sentence is an example of System 2 thinking.

Correct AnswerverifiedShow Answer

The people that an individual would not like to be like make up his or her

Correct AnswerverifiedShow Answer

Attitudes,perception,learning,and motivation are all ______ processes that can influence consumer behavior.

Correct AnswerverifiedShow Answer

Janie buys a pack of gum each time she is at the checkout line in the grocery store.This is an example of what type of decision making?

Correct AnswerverifiedShow Answer

A ______ is a company that sells mainly to end-user consumers.

Correct AnswerverifiedShow Answer

Correct Answer
verified

Business sales typically involve professionally trained __ _,who are experienced in the policies and procedure necessary to make a large deal and who have also earned the designation of CPM.

Correct Answer
verified

Correct Answer
verified
Abraham Maslow theorized that humans hav...
View Answer

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

Correct Answer
verified

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