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Q:
Risk avoidance leads buyers to switch to the vendor offering the lowest prices.
Q:
If an individual is directly affected by a purchase decision, then he/she will strive to gain more power in the business-to-business buying process.
Q:
Roles within the buying center are socially constructed, which means people define how they will act in the business-to-business purchase process and how they will interact with others.
Q:
Individuals who are extroverted tend to become less involved in the business-to-business buying process than introverts.
Q:
Most buying center members are able to avoid personality factors from affecting decisions by using decision rules called heuristics.
Q:
A decision rule often employed by organizations is satisficing, which means that when the buying center has identified the best possible solution, it is chosen and the search is complete.
Q:
Heuristics that are used in purchase decision making are created by company goals, budgets, and other organizational factors.
Q:
Organizational factors that impact individuals in the buying center include the company's goals, its operating environment, and personalities of the buying center members.
Q:
The behaviors of each member of the buying center are influenced by both organizational and individual factors.
Q:
Individuals perform only one role in the buying center, but there can be more than one individual involved in any particular role.
Q:
Individuals within the buying center who shape the purchasing decision by providing information or criteria that should be used in evaluating alternatives are called deciders.
Q:
In the business buying center, buyers are given formal responsibility for making the purchase while deciders are the individuals who authorize those decisions.
Q:
The gatekeeper is the individual in the business buying center who makes the eventual purchasing decision.
Q:
The business buying center consists of the individuals in the purchasing office of a firm who make purchases on behalf of a company.
Q:
Individuals with high levels of cognitive involvement will display all of the following characteristics except:
A) want more information prior to making a decision.
B) ask more questions during the purchase process.
C) spend less time deliberating prior to making a decision.
D) want clear message arguments.
Q:
Buying center members with higher levels of cognitive involvement will:
A) use the purchasing process to further personal power goals.
B) ask more questions during the purchasing process.
C) have no opinion about purchase risk.
D) be most inclined to base a purchase decision on nepotism.
Q:
A person's level of power in the buying process depends on each of the following except:
A) his or her role in the buying center.
B) his or her official position in the company.
C) the impact of the purchase decision on a his or her job.
D) the level of cognitive involvement.
Q:
Roles and perceived roles, motivational levels, and attitudes toward risk are examples of which factor that affect members of business buying centers?
A) Organizational
B) Individual
C) Cultural
D) Economic
Q:
In terms of personality, an introvert is likely to display each of the following characteristics within the buying center except:
A) spend less time talking within the buying center.
B) become more involved in the buying process.
C) will not ask important questions because of timidity.
D) will listen carefully to others in the group.
Q:
In terms of personality, an extrovert is likely to display each of the following characteristics within the buying center except:
A) spend more time talking within the buying center.
B) become more involved in the buying process.
C) not ask important questions.
D) not listen to others in the group.
Q:
All of the following are individual factors that might influence a member of the buying center except:
A) personality features.
B) roles and perceived roles.
C) levels of cognitive involvement.
D) capital assets a firm has available.
Q:
An organizational factor that impacts the manner in which a purchase decision is made includes the:
A) norms members of the buying center are expected to follow.
B) risk involved in switching vendors.
C) personalities of the sales staff and members of the buying center.
D) capital assets a firm has available.
Q:
When an acceptable purchasing alternative has been identified and is taken without an effort to seek an optimal solution, the process is called:
A) decision maximization.
B) satisficing.
C) utilization.
D) standardization.
Q:
Decision rules that help employees make quick decisions regarding purchases are called:
A) heuristics.
B) satisficing.
C) methodologies.
D) role playing.
Q:
Two of the factors that affect members of the buying center are individual factors and ________ factors.
A) perceptual
B) ideological
C) psychological
D) organizational
Q:
Julian, the owner of a small company asks his secretary to call some of the local office supply stores and locate two that would offer a good deal on a new copy machine. In performing this task, the secretary is assuming which initial roles within the buying center?
A) User and gatekeeper
B) User and buyer
C) User, decider, and influencer
D) Buyer and gatekeeper
Q:
The member of the buying center who is most likely to let the group know that some alternative companies have already been rejected is the:
A) user.
B) influencer.
C) decider.
D) gatekeeper.
Q:
The members of the buying center who control the flow of information and keep vendors in or out of the process are called:
A) users.
B) influencers.
C) deciders.
D) gatekeepers.
Q:
The members of the buying center who authorize purchasing decisions are called:
A) users.
B) influencers.
C) deciders.
D) buyers.
Q:
In a buying center, the person who would be the most likely to say, "We need to limit our choices to local vendors" is:
A) a user.
B) a buyer.
C) an influencer.
D) the gatekeeper.
Q:
The members of the buying center who shape purchasing decisions by providing information and criteria are called:
A) users.
B) influencers.
C) deciders.
D) buyers.
Q:
The member of the buying center who is most likely to negotiate the price is the:
A) user.
B) influencer.
C) buyer.
D) gatekeeper.
Q:
In a buying center of a large company, the purchasing agent is normally the:
A) user.
B) buyer.
C) decider.
D) gatekeeper.
Q:
In a buying center, the ________ would say, "Since I'm the one who actually has to use this product, you should listen to me."
A) user
B) buyer
C) decider
D) gatekeeper
Q:
The member of the buying center who actually uses items after they are purchased is the:
A) user.
B) influencer.
C) decider.
D) gatekeeper.
Q:
The group of people who make a business-to-business purchasing decision on behalf of a company is called the:
A) deciders.
B) marketing team.
C) institutional buyers.
D) buying center.
Q:
What new trends are affecting consumer buyer behavior?
Q:
A greater emphasis on health is part of the new consumer buying environment.
Q:
Many people respond to stress and hectic lifestyles through exciting adventures and personal pleasure pursuits.
Q:
Divorcees, often called second-chancers, usually have a lower household income and are between the ages of 40 and 59.
Q:
The consumer buying behavior trends related to busy, active lifestyles explain why Nike's marketing team decided to personalize shoes by allowing customers to purchase them online and to design the style and look each person wants.
Q:
Age complexity involves children growing up faster as well as older Americans wanting to act and feel younger than they are.
Q:
Pleasure cruises and exotic vacations take advantage of which consumer behavior trend?
A) Health emphasis
B) Cocooning
C) Active, busy lifestyles
D) Experience pursuits
Q:
Gina uses Facebook and Instagram to post her thoughts and photos about brands she loves, which is an example of which consumer buyer behavior trend?
A) Health emphasis
B) Communication revolution
C) Active, busy lifestyles
D) Pleasure pursuits
Q:
The consumer demand for convenience and time-saving devices is the result of which consumer buyer behavior trend?
A) Age complexity
B) Cocooning
C) Active, busy lifestyles
D) Pleasure pursuits
Q:
Advertisements for food products and cleaning supplies once directed exclusively to women now must also be geared towards men. This is an example of the consumer behavior trend of:
A) age complexity.
B) gender complexity.
C) active, busy lifestyles.
D) individualism.
Q:
Although Mike is mechanic at a local auto repair shop, he does most of the cooking and grocery shopping for his family. This is an example of the ________ buyer behavior trend.
A) age complexity
B) gender complexity
C) active, busy lifestyle
D) individualism
Q:
Despite being 52 years old, Claire likes to wear young-looking fashions, such as short skirts, and drive her new red convertible sports car. This is an example of the consumer buyer behavior trend of:
A) age complexity.
B) gender complexity.
C) active, busy lifestyles.
D) individualism.
Q:
What are the three components of the evoked set method of evaluating purchase alternatives? Describe each.
Q:
One reason consumers may use the affect referral model of evaluating alternatives is that they may have already used the multiattribute approach to evaluate the alternatives for a previous purchase situation.
Q:
One reason consumers use the affect referral model of evaluating alternatives is that it saves mental energy.
Q:
The affect referral model of evaluating alternatives best fits with high involvement purchase situations.
Q:
The evoked set model of evaluating alternatives suggests that consumers will buy products they used and liked in the past.
Q:
The key to understanding the multiattribute model to evaluate alternatives is being aware that consumers examine sets of product attributes across an array of brands.
Q:
The multiattribute model of evaluating alternatives suggests that consumers consider both product characteristics and the importance of those characteristics as they make purchase decisions.
Q:
The multiattribute model of purchase evaluation is best suited to low involvement purchase decisions.
Q:
A person who considers only Pepsi or Mountain Dew when purchasing a soft drink employs his or her evoked set in evaluating purchase alternatives.
Q:
An inert set is a series of brands that are viewed as being negative because of past buying experiences.
Q:
An inept set consists of brands that are not considered because they elicit negative feelings.
Q:
An evoked set consists of the inept set and the inert set.
Q:
The evoked set in a purchase decision consists of brands that have been purchased previously.
Q:
A cognitive map explains how much time a person spends in an external search for information based on the person's ability to search, time to search, and how much the individual likes shopping.
Q:
All of the following are possible reasons consumers use the affect referral method to evaluate alternatives except:
A) consumers have already eliminated the evoked set from consideration.
B) the affect referral method saves time and mental energy.
C) the consumer may have already used the multiattribute approach in a previous purchase situation.
D) the consumer has developed an emotional bond with the particular brand.
Q:
Mackenzie is spending weeks in deciding which pair of jeans to buy because she is considering all the factors involved, such as price, color, and style. Which method is being used to evaluate the various brands?
A) Cognitive mapping approach
B) Evoked set
C) Multiattribute approach
D) Affect referral
Q:
Carrie buys a Honda Accord without considering other brands because she really likes the Accord and believes it is the best automobile on the market. Carrie's evaluation of alternatives is best explained by which model?
A) Cognitive mapping
B) Evoked set
C) Multiattribute approach
D) Affect referral
Q:
In using the affect referral model to decision making, the person considers:
A) product attributes and the importance of attributes.
B) the brand he or she likes the best.
C) cognitive and conative cues.
D) evoked, inept, and inert sets of brands.
Q:
Which model of evaluation of alternatives suggests that consumers buy brands they like best or connect with emotionally?
A) Cognitive mapping
B) Multiattribute
C) Affect referral
D) Evoked-set
Q:
Didi carefully considers price, sound quality, and the size of a new stereo system. The sound quality is the most important factor, followed by the price. Didi is using the ________ evaluation model.
A) cognitive map
B) evoked set
C) multiattribute
D) affect referral
Q:
Using the multiattribute approach, an individual considers:
A) beliefs about product attributes and the importance of those attributes.
B) layers, levels, and linkages of the cognitive map.
C) cognitive, conative, and affective reactions to the product.
D) the evoked, inert, and inept sets of brands.
Q:
While selecting a restaurant, Donna thought about all of her favorite places and finally chose Red Lobster because she loves their food. In making this decision, Donna used which method to evaluate the possible choices?
A) Evoked set method
B) Multiattribute
C) Affect referral
D) Attitude formation
Q:
Derek eliminated New Balance shoes because he doesn't know anything about them. Derek used which type of evaluation process to make this decision?
A) Evoked set method
B) Multiattribute
C) Affect referral
D) Attitude formation
Q:
The inert set is the set of brands:
A) that are part of a person's memory, but not considered because they elicit negative feelings.
B) the consumer has awareness of, but has neither negative or positive feelings toward.
C) that a person would consider as feasible solutions to meet a need.
D) that are viewed by a consumer as being approximately equal in terms of quality.
Q:
The inept set is the set of brands:
A) that are part of a person's memory, but not considered because they elicit negative feelings.
B) the consumer has awareness of, but has neither negative or positive feelings toward.
C) that a person would consider as feasible solutions to meet a need.
D) that are viewed by a consumer as being approximately equal in terms of quality.
Q:
An evoked set is the set of brands that:
A) are part of a person's memory, but not considered because they elicit negative feelings.
B) the consumer has awareness of, but has neither negative or positive feelings toward.
C) a person would consider as potential solutions to meet a need or want.
D) are viewed by a consumer as being approximately equal in terms of quality.
Q:
The set of brands a consumer knows about but has neither positive nor negative feelings for is the ________ set.
A) inept
B) inert
C) cognitive
D) evoked
Q:
The set of brands a person will not consider due to negative feelings is the ________ set.
A) inept
B) inert
C) negative
D) evoked
Q:
An evoked set does not contain brands:
A) a person considers.
B) linked to a positive experience.
C) which have been previously purchased.
D) the consumer knows little about.
Q:
An attitude consists of three components. Name and describe each component.
Q:
A consumer's level of motivation in making an external search depends on three factors. What are they?
Q:
The amount of time a consumer spends on an external information search depends on three factors. What are they?