Ch5-Ch8 Question Pool
MULTIPLE CHOICE. Choo the one alternative that best completes the statement or answers the question.
1) The marketer wants to understand how the stimuli are changed into
1) _______
respons inside the consumer's ________, which has two parts. First,
the buyer's characteristics influence how he or she perceives and reacts
to the stimuli. Second, the buyer's decision process itlf affects the
buyer's behavior.
A) black box
B) social class
C) lifestyle
D) belief
E) culture LO. 1
2) ________ is the most basic cau of a person's wants and behavior. 2) _______
A) New product
B) Culture
C) Brand personality
D) Cognitive dissonance
E) Selective perception LO. 1
3) _______
3) Four important subcultures mentioned by the author include all
性的英语EXCEPT ________.
A) Asian Americans
B) African Americans
C) Hispanics
D) opinions leaders
E) mature consumers LO. 1
4) ________ are society's relatively permanent and ordered divisions
4) _______
who members share similar values, interests, and behaviors.
A) Purcha decisions
B) Lifestyles
C) Perceptions
programmeD) Attitudes
E) Social class LO. 1
5) _______
5) ________ are ones to which the individual wishes to belong, as when a
teenage basketball player hopes to play someday for the Los Angeles
立志成才演讲稿Lakers.
A) Membership groups
B) Aspirational groups
C) Social class groups
D) Reference groups
E) Leisure groups LO. 1
6) _______
6) ________ marketers are now taking to the streets, as well as cafes,
nightclubs, and the Internet, in record numbers. Their goal: to ek out
the trendtters in each community and subtly push them into talking
up a specific brand to their friends and admirers.
A) Personality
B) Family
C) Relationship
D) Opinion
E) Buzz LO. 2
7) _______ 7) A buyer's decisions also are influenced by ________ such as the buyer's
age and life-cycle stage, occupation, economic situation, lifestyle, and
personality and lf-concept.
A) personal characteristics
B) psychographics
C) habitual buying behavior
D) variety-eking buying behavior
E) learning LO. 2
8) ________ is a person's pattern of living as expresd in his or her
8) _______
psychographics.
A) Personality
B) Social class
C) Culture
D) Lifestyle
E) Motive LO. 1
9) All of the following make up a person's lifestyle except ________. 9) _______
A) dissonance-reducing buying behavior
B) opinions
C) interests
D) AIO dimensions
E) C and D LO. 1
10) ______ 10) Rearchers found that a number of well-known brands tended to be
圣诞快乐用英语怎么说strongly associated with one particular trait, such as Levi's with
"ruggedness." What is the name of the term that means a specific mix of
store怎么读human traits that may attribute to a particular brand?
A) new product
B) social class
C) information arch
D) brand equity
E) brand personality LO. 1
11) ______ 11) People will forget much that they learn. They tend to retain information
that supports their attitudes and beliefs. This is called ________.
A) lective distortion
B) lective attention
C) lective attitude
D) lective retention18 and life
E) perceptual vigilance LO. 1
12) All of the following are part of habitual buying behavior except which
12) ______
one?
A) Ad repetition creates brand familiarity rather than brand
conviction.
learning.
C) Consumer behavior does not pass through the usual
belief attitude behavior quence.
D) Consumers arch extensively for information about brands.
E) None of the above. LO. 1
13) ______ 13) The most effective source that consumers obtain information from is
________ becau it legitimizes or evaluates products for the buyer.
A) personal
B) commercial
C) experimental
D) social
E) public LO. 1
14) What determines whether the buyer is satisfied or dissatisfied with a
14) ______
purcha? The answer lies in the relationship between the consumer's
expectations and the product's ________.
A) consumer market
B) recognition
C) brand personality
面部毛孔D) perceived performance
E) rvice quality LO. 1
15) ________ is a key to building lasting relationships with consumers. 15) ______
A) Alternative evaluations
B) Quality
C) Customer satisfaction
D) Personality
E) Need recognition LO. 1
16) Each party in the buying process has subtle ________ and ________. 16) ______
A) habits; peculiarities
B) expectations; needs
C) behavior; procedures
D) guidelines; roles
E) roles; needs LO. 1hpq
17) ______ 17) All of the following are differences between business and consumer
markets except one. Which is it?
A) types of decisions
B) nature of the buying unit
C) the decision process involved
D) market structure and demand
E) type of credit extended LO. 2
18) What can we say about business purchars compared to consumer
18) ______
purchars?
A) They are paid and the consumer is not paid for buying.
B) Business buyers almost always work in committees.
C) Derived demand exists between business purchars.
D) They deal with far fewer but far larger buyers.
19) It is becau of ________ demand that many business goods and rvices
19) ______
tend to change more, and more quickly, than the demand for consumer
goods and rvices.
A) derived
B) inelastic
C) fluctuating
D) increasing
E) elastic LO. 1
20) ______ 20) What generally caus veral people to become involved in a business
purcha decision? Usually that occurs when the purcha is more
________.
A) time consuming
B) infrequent
C) complex
D) expensive
E) frequent LO. 1
21) The owners of the company you work for have developed a core of
21) ______
suppliers and are working cloly with them. This is an example of
________ management.
A) channel
B) network relationship
C) supplier development
D) core channel
E) channel captain LO. 1
22) In a typical organization, buying activity consists of two major parts: the
22) ______
buying ________ and the buying ________.
A) economic order quantity; reorder point
B) center; decision process
C) time; reorder point
D) deciders; influencers
E) committee; time LO. 1
23) By definition, a buying center consists of all the individuals and
23) ______
________ that participate in the business decision-making process.
A) groups
B) committees
C) managers
D) task forces
E) units LO. 1
24) ______ 24) Alliance Hardware Stores prents a challenge for your company. Their
buying center must be understood by learning who participates in
buying decisions, his or her influence, and the ________ each decision
participant us.
A) budgetary limits
B) evaluation criteria
C) management limits LO. 2
D) lective perception
E) personal bias
25) ______ 25) Interpersonal buying factors are difficult to manage becau they are
mua是什么意思generally very ________.
A) subtle
B) vague
C) obvious
D) clear
E) easily misunderstood LO. 1
26) ______ 26) When suppliers' offers are very similar, business buyers have little basis
for strictly ________.
A) rational choice
B) emotional choice
C) price negotiation
D) psychological influence
E) none of the above LO. 1
27) ______ 27) Business marketers often alert customers to potential problems and then
show how their products provide solutions. What is this step in the
business buying process?
A) alternative evaluations
B) problem recognition
C) demonstration acumen
D) general need description
E) developing limits or constraints LO. 1
28) The two common nonbusiness markets are ________ and ________. 28) ______
A) government; not-for-profit
B) institutional; government
C) nonprofit; government
D) institutional; for-for-profit
E) competitive; noncompetitive LO. 1
29) Many institutional markets are characterized by ________ and ________. 29) ______
A) low budgets; captive patrons
B) mismanagement; disgruntled workers
C) captive patrons; limited access
D) special needs; vague criteria
E) low budgets; vague criteria LO. 1
30) ________ also play a growing role in government buying. 30) ______
A) Noneconomic criteria
B) Online proposals
C) Personal characteristics
armoryD) Procurement personnel shifts
E) None of the above LO. 1
31) ______ 31) Rearch has shown that practicing mass marketing today is limited
becau the world's mass markets have slowly splintered into a
profusion of ________.
