Choose the right answer Question 1 With respect to consumer behavior, one\'s attitudes, learning, and perceptions would be impersonal influences interpersonal influences personal influences insitutional influences Question 2 In Maslow\'s hierarchy of needs, a physiological need must be met directly before social needs. esteem needs are the highest order of needs. self-actualization needs are the highest order safety needs and esteem are of the same importance. Question 3 The most likely product to be purchased in an attempt to satisfy self-esteem needs would be \"super class\" tickets for your next air flight. a really fast computer. a home security system. yogurt and health food. Question 4 Which of the following is not a characteristic that distinguishes organizational markets from consumer markets? Organizational markets are more geographically concentrated. More people exert influence on the organizational buying decision. The organizational market tends to have a greater number of buyers. Organizations often engage in multiple sourcing and vendor analysis. Question 5 Consumers may attempt to reduce postpurchase anxiety in the consumer decision process by avoiding favorable information about the selected brand seeking reassurance from dissatisfied customers seeking information that favors the rejected brands ignoring unfavorable reports about the chosen brand Question 6 The buying center concept explains how groups of people participate informally in business purchase decisions and methods to break through group perceptions. the role the group members play in buying decisions. how family units operate as buying centers. the process of performing vendor analysis. Question 7 In the organizational buying process, a triggering event such as announcement of the availability of a new product whose use could improve the company\'s market performance is referred to as need or opportunity recognition identification of suppliers information search word-of-mouth exploration Question 8 An undifferentiated marketing strategy serves the consumer better because the products offered are designed to meet the needs of a specific group of people benefits from the control and efficiency of short production runs ignores differences among consumer groups and focuses on the broad market is the most common strategy today and is used more now than in the past Question 9 Goods purchased by the ultimate consumer for personal use are called personal products purchased products consumer products commercial products Question 11 A particular purchasing agent might allow some salespeople to see the engineers responsible for developing product specifications but not allow others the same privilege. In the buying center, this purchasing agent is filling the role of a \"hard\" nose a gatekeeper an influencer a decider Question 12 \"Our prices are the lowest, we guarantee it\" is an example of a positioning strategy based on the product\'s competitors price class applicatio.

1. Choose the right answer
Question 1
With respect to consumer behavior, one's attitudes, learning, and perceptions would be
impersonal influences
interpersonal influences
personal influences
insitutional influences
Question 2
In Maslow's hierarchy of needs,
a physiological need must be met directly before social needs.
esteem needs are the highest order of needs.
self-actualization needs are the highest order
safety needs and esteem are of the same importance.
Question 3
The most likely product to be purchased in an attempt to satisfy self-esteem needs would be
"super class" tickets for your next air flight.
a really fast computer.
a home security system.
yogurt and health food.
Question 4
Which of the following is not a characteristic that distinguishes organizational markets from
consumer markets?
Organizational markets are more geographically concentrated.
More people exert influence on the organizational buying decision.
The organizational market tends to have a greater number of buyers.
Organizations often engage in multiple sourcing and vendor analysis.
Question 5
Consumers may attempt to reduce postpurchase anxiety in the consumer decision process by
avoiding favorable information about the selected brand
seeking reassurance from dissatisfied customers

2. seeking information that favors the rejected brands
ignoring unfavorable reports about the chosen brand
Question 6
The buying center concept explains how groups of people participate informally in business
purchase decisions and
methods to break through group perceptions.
the role the group members play in buying decisions.
how family units operate as buying centers.
the process of performing vendor analysis.
Question 7
In the organizational buying process, a triggering event such as announcement of the availability
of a new product whose use could improve the company's market performance is referred to as
need or opportunity recognition
identification of suppliers
information search
word-of-mouth exploration
Question 8
An undifferentiated marketing strategy
serves the consumer better because the products offered are designed to meet the needs of a
specific group of people
benefits from the control and efficiency of short production runs
ignores differences among consumer groups and focuses on the broad market
is the most common strategy today and is used more now than in the past
Question 9
Goods purchased by the ultimate consumer for personal use are called
personal products
purchased products
consumer products
commercial products
Question 11
A particular purchasing agent might allow some salespeople to see the engineers responsible for

3. developing product specifications but not allow others the same privilege. In the buying center,
this purchasing agent is filling the role of
a "hard" nose
a gatekeeper
an influencer
a decider
Question 12
"Our prices are the lowest, we guarantee it" is an example of a positioning strategy based on
the product's
competitors
price
class
application
Question 13
Segmenting the market based on exactly how an industrial purchaser will use products is
referred to as
customer-based segmentation
benefits segmentation
end-use application segmentation
geographic segmentation
Question 14
The lumber your carpenter purchases to finish out your basement is classified as
a home improvement product
a raw material
a business product
a consumer good
Question 15
When consumer demand for personal computers affects computer manufacturers' demand for
computer chips, this situation is known as
volatile demand
conjoined demand
derived demand

4. joint demand
Question 16
Which of the following is a personal factor in consumer bahavior?
a cultural influence
group membership
friends' opinions
a person's attitudes
Question 17
Cognitive dissonance would be most likely to occur after the purchase of
sneakers
groceries
an automobile
cosmetics
Question 18
Which of the following would be most likely to break through a person's perceptual screen?
a newspaper ad featuring white type on a black background
a black- and -white classified ad
reducing the size of the ad
using fewer colors in the ad
Question 19
The Fortune 500 list of America's largest firms based on sales revenues and number of
employees provides a basis for
market segmentation based upon customer type
demographic segmentation based upon geographic location
end-user segmentation of this market
demographic segmentation based upon customer size
Question 20
Straight rebuy behavior by industrial purchasers will probably continue if the supplier provides
poor service
poor quality
shipping delays

5. satisfactory performance
Question 21
A controversial technique of subconscious communication, aimed at circumventing the
perceptual screens, is called
shadowed perception
leger-de-main
subliminal perception
perception incognito
Question 22
Those products that are actually considered when making a consumer purchase decision are
customer options
customer selections
the evoked set
the product set
Question 23
The component of the business market that consists of individuals and firms that acquire goods
and services to be used directly, or indirectly, in producing other goods and services is called:
wholesaling and retailing
the commercial market
government
an institution
Question 24
The institutional market does not include which of the following?
hospitals
museums
motion pictures theatres
universities
Question 25
Advertising for smoke alarms, air bags and life insurance typically uses which of Maslow's
levels of needs to appeal to consumers?
self-esteem needs
safety and security needs

6. physiological needs
protection needs
Question 26
One type of buying center role is that of the
influencer who supplies information for evaluation.
authority figure who decides who, what, where, when, and how.
disseminator who function is to get advertisements to prospects.
specifier who needs on the specifications of products
Question 27
Manufacturing firms that convert to automated factory systems must purchase equipment that
they have never bought before, such as robots and computers. This buying situation is called
a straight rebuy
a modified rebuy
a contract purchase
new-task buying
Question 29
A commonly used basis for segmenting consumer markets is
product-related characteristics
health-related matters
information-related concepts
performance-related criteria
1 points
Question 30
The business market is also known as the
wholesale market
corporate market
organizational market
distribution market
Question 31
Which of the following consumer problem-solving behaviors requires the least effort?
extended problem solving

7. limited problem solving
impulsive buying
routine response behavior
Question 32
The relationship between the demand for silk cloth and consumer demand for silk blouses and
neckties is known as
joint demand
demand volatility
derived demand
consumer demand
Question 33
Examples of business market items that would usually be purchased as a straight rebuy are
high quality raw materials
heavy-duty machinery
paper clips and pencils
high-tech components
Question 34
The person who joins a local bowling league for the social interaction, even if he or she is a
novice bowler, is probably trying to satisfy his or her
esteem needs
self-actualization needs
physiological needs
belongingness/social needs
Question 35
Campbell's "Soup for One" is an example of a product that is targeted to
large families with high product usage of certain things but different preferences
dual-income couples with no kids
well-off older families
non-traditional households such as nonfamily, single-person or single-parent situations
Question 36
Red Ryder Industries markets rodeo and horse riding supplies specifically to women. This is an
example of

8. market stratification
market segmentation
non-traditional marketing
multi-gender marketing
Question 37
Purchases made by choosing a preferred brand or one of a limited group of acceptable brands
are called
extended problem solving
routinized response behavior
limited problem solving
selective problem solving
Question 38
The slogan "the graying of America" describes the trend
toward people retiring later in life
of the word force to contain a disproportionate number of older Americans
for gray hair to develop from years of high-stress urban work
upward in the elderly population as Americans tend to live longer
Question 39
People or institutions must have sufficient purchasing power and the authority and willingness
to buy to be considered a
market
buyer
player
segment
Question 40
Reference group influences would be most likely to be significant in the decision to buy
a loaf of bread
a Mercedes Benz
a clock radio
cellophane tape
Question 41

9. Internal search in the consumer decision process may include
subscribing to consumer magazines to evaluate alternatives
talking to family members
reviewing past purchases
surveying coworkers for buying options
Question 42
The process of dividing the total market into several smaller, homogeneous groups is called
market penetration
market segmentation
market mixing
market division
impersonal influences
interpersonal influences
personal influences
insitutional influences
Solution
1.personal influences
2.self-actualization needs are the highest order
3."super class" tickets for your next air flight.
4.The organizational market tends to have a greater number of buyers.
5.seeking reassurance from dissatisfied customers
6.the role the group members play in buying decisions.
7.need or opportunity recognition
8.ignores differences among consumer groups and focuses on the broad market
9.consumer products
10.a gatekeeper
12.competitors
13.end-use application segmentation
14.a business product
15.derived demand
16.a person's attitudes
17.an automobile
18.a newspaper ad featuring white type on a black background

10. 19.end-user segmentation of this market
20.satisfactory performance
21.leger-de-main
22.customer selections
23.the commercial market
24. motion pictures theatres
25.safety and security needs
26.disseminator who function is to get advertisements to prospects.
27.a straight rebuy
29.product-related characteristics
30.organizational market
31.routine response behavior
32.demand volatility
33.paper clips and pencils
34.belongingness/social needs
35.non-traditional households such as nonfamily, single-person or single-parent situations
36.market segmentation
37.limited problem solving
38.of the word force to contain a disproportionate number of older Americans
39.player
40.a Mercedes Benz
41.reviewing past purchases
42.market segmentation