C HAPTER 5 CONSUMER AND BUSINESS BUYER BEHAVIOR CRS Questions & Answers.

CCHAPTER HAPTER 55

CONSUMER AND BUSINESS BUYER

BEHAVIOR

CRS Questions & Answers

Copyright 2007, Prentice-Hall Inc. 5-2

Tamesha is a likeable, socially active woman who tracks fashion trends, buys the latest styles, and provides fashion advice to others. In terms of fashion, Tamesha would be considered a(n):1. Market maven

2. Opinion leader3. Change agent4. Gatekeeper


Tamesha is a likeable, socially active woman who tracks fashion trends, buys the latest styles and provides fashion advice to others. In terms of fashion, Tamesha would be considered a(n):1. Market maven

2. Opinion leader3. Change agent4. Gatekeeper

Opinion leaders exert influence over others because of special skills, knowledge, or personality.


After certain types of sales, marketers often send consumers communications to help them feel good about their purchases. Marketers do so in order to facilitate:

1. Variety-seeking behavior

2. Complex buying behavior

3. Habitual buying behavior

4. Dissonance-reducing buying behavior


After certain types of sales, marketers often send consumers communications to help them feel good about their purchases. Marketers do so in order to facilitate:

1. Variety-seeking behavior

2. Complex buying behavior

3. Habitual buying behavior

4. Dissonance-reducing buying behavior

Cognitive dissonance causes consumers to second guess their purchases and often leads to dissatisfaction and negative word-of-mouth behavior by the consumer.


Whether a consumer will be satisfied with a purchase is a function of:

1. Consumer's expectations

2. Perceived performance of the product

3. Both consumer's expectations and the perceived performance of the product

4. None of the above


Whether a consumer will be satisfied with a purchase is a function of:

1. Consumer's expectations

2. Perceived performance of the product

3. Both consumer's expectations and the perceived performance of the product

4. None of the above

Customer satisfaction is key to building profitable relationships with customers. Marketers should aim to delight customers by exceeding expectations.


While watching the Super Bowl, you become intrigued by an ad for a radical new product, which you buy the following week. In this circumstance you are behaving like a(n):

1. Laggard2. Early adopter3. Innovator4. Late adopter


While watching the Super Bowl, you become intrigued by an ad for a radical new product, which you buy the following week. In this circumstance you are behaving like a(n):

1. Laggard2. Early adopter3. Innovator4. Late adopter

Innovators are venturesome and willing to try new ideas, even when there is some risk.


The speed of adoption for new products that are technologically advanced is particularly dependent upon which of the following new product characteristics?

1. Relative advantage2. Communicability3. Divisibility4. Complexity


The speed of adoption for new products that are technologically advanced is particularly dependent upon which of the following new product characteristics?

1. Relative advantage2. Communicability3. Divisibility4. Complexity

Technologically advanced products are often perceived as difficult to understand or use. Innovations that are perceived as too complex suffer from a slower rate of adoption.


Business buyer demand is derived from:

1. Consumer demand2. Technological factors3. Psychological factors4. Cultural factors


Business buyer demand is derived from:

1. Consumer demand2. Technological factors3. Psychological factors4. Cultural factors

The demand for business goods – such as raw materials, components, or semi-finished goods that are incorporated into products – derives from consumer demand for the finished consumer product.


Suppose that your campus computer lab replaces its computers, monitors, and printers every three years. Which type of buying situation fits this scenario?

1. Straight rebuy2. Modified rebuy3. Variety-seeking4. New task


Suppose that your campus computer lab replaces its computers, monitors, and printers every three years. Which type of buying situation fits this scenario?

1. Straight rebuy2. Modified rebuy3. Variety-seeking4. New task

The rate of technological change would require that the product specifications be updated. Prices would be different, and new suppliers may or may not be chosen.


Economic developments, technological changes, and culture and customs are among the _____ influences that impact business buyer behavior.

1. Environmental2. Interpersonal3. Organizational4. Individual


Economic developments, technological changes, and culture and customs are among the _____ influences that impact business buyer behavior.

1. Environmental2. Interpersonal3. Organizational4. Individual

Political and competitive developments in the environment also influence buyer behavior.


All EXCEPT which of the following are examples of the first stage of the buying process?1. A company decides to launch a new product.

2. A machine breaks down and needs new parts.

3. A buyer invites qualified suppliers to submit proposals.

4. A purchasing manager is unhappy with a current supplier's service.


All EXCEPT which of the following are examples of the first stage of the buying process?1. A company decides to launch a new product.

2. A machine breaks down and needs new parts.

3. A buyer invites qualified suppliers to submit proposals.

4. A purchasing manager is unhappy with a current supplier's service.

Problem recognition occurs when a firm or employee recognizes a problem to be solved or need that must be met.

C HAPTER 5 CONSUMER AND BUSINESS BUYER BEHAVIOR CRS Questions & Answers.

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