62. As noted in your text, what tool is very useful for marketing low-involvement products?
63. Compare the following to determine the best example of a high-involvement product purchase.
64. High-involvement purchases are characterized by the fact that they
65. Which of the following factors is unique to B2B buying and is not typically found in B2C buying?
A. Most purchases are made at “list price” with cash or credit cards.
B. Demand is based on consumer needs and preferences.
66. Select the statement that is not true regarding the B2B purchasing process.
A. The B2B purchasing process may require the use of RFPs and contract negotiations.
B. The B2B purchasing process is often far longer than the consumer decision-making process.
67. Because of successful marketing by the NHL, hockey is now becoming a wildly popular sport among young athletes and
hockey games around the country are often sold out. This, in turn, has sparked demand for hockey gear and clothing. This is an
example of
68. When demand for one product occurs because of demand for a related product, this is called
A. elasticity of demand.
B. the demand curve.
69. Which of the following can be said regarding buyers/customers for the business-to-business (B2B) market?
70. Business-to-business marketing professionals focus on several major categories of business customers. Which of the
following is not one of them?
71. The North American Industry Classification System (NAICS) is used by
72. Retailers and wholesalers who buy finished goods and resell them for a profit are called
73. The sale of goods or merchandise to retailers; industrial, commercial, institutional, or other professional business users; or
wholesalers is referred to as
A. supplying.
B. vending.
74. Which of the following is not an institutional market?
75. Marketers can classify business-to-business buying situations into which three general categories?
76. The Built-Rite mowing company has been selling its lawnmowers to retail outlets for years. The company has decided it
wants to tap into new markets, so it is looking to sell its mowing tractors to county institutions for mowing grass along public
highways. If the county institutions purchase the Built-Rite mowers, it would be an example of
A. a modified rebuy.
B. a first buy.
77. A buying situation in which a business customer signals its satisfaction by agreeing to purchase the same product at the
same price is called a
78. Jessica orders the same copier toner each month for the same price from the same supplier. This is an example of a
79. Kendall’s company has bought office stationery and business cards from the same printing company for five years. Recently
Kendall’s company moved into a bigger office down the street. She called the printing company to order new stationery with the
updated address. This is an example of
A. a new buy.
B. a tailored rebuy.
80. The person in the buying center who actually negotiates the terms of the purchase is the
A. initiator.
B. user.
81. Purchasing agents derive much of their power within the buying center through which role?
A. user
B. initiator
82. The study of individuals, groups, or organizations and the processes they use to select, secure, use, and dispose of
products, services, experiences, or ideas to satisfy needs is referred to as _____ _____.
83. When a car dealership sells an automobile to a customer, this is an example of a ________ transaction.
04–28
Difficulty: 1 Easy
Learning Objective: 04-01 Discuss traditional and emerging perspectives on consumer decision-making processes.
Topic: B2C Marketing
84. If you make a quick decision that is almost automatic and is based on very little information, you have made a System_____
decision.
85. System _____ is an effortful, slow, and controlled way of thinking.
86. The first step in the consumer decision-making process is ______ ______.
87. Dylan is exploring the Internet for ski resorts. If the Sky High Mountain Resort wants to be at the top of Dylan’s search page,
it would engage in a form of Internet marketing known as _____ _____ marketing.
04–29
Learning Objective: 04-02 Explain consumer decision-making processes.
Topic: Consumer Purchase Decision Process
88. Devin and Claire are in the process of buying their first home. They told their realtor that the house they purchase must be
close to the train station because that is how they commute back and forth to work. Being close to the train station is part of
Devin and Claire’s _____ _____.
89. Mobile payments—payment services performed from or via a mobile device—are also called _____ _____.
90. The mental conflict that people undergo when they acquire new information that contradicts their beliefs or assumptions is
formally referred to as _____ _____.
91. The formal or informal societal rules that specify or prohibit certain behaviors in specific situations are called ______.
04–30
Difficulty: 1 Easy
Learning Objective: 04-03 Describe the cultural and social influences on consumer behavior.
Topic: Social-cultural Environment
92. The most commonly described subculture, which is based upon shared race, language, or national background, is the _____
subculture.
93. A _____ _____ can be described as a set of social actors along with the set of ties between each pair of actors.
94. The distinct family-related phases that an individual progresses through over the course of his or her life are referred to as
the _____ _____ _____.
95. If Tiger Woods agreed to endorse a specific brand of golf clubs, he might influence a large number of people to buy those
clubs because he is considered knowledgeable about the product. In this instance, Tiger Woods would be considered a(n)
______ ______.
04–31
Learning Objective: 04-03 Describe the cultural and social influences on consumer behavior.
Topic: Sociocultural Influences
96. The set of distinctive characteristics that lead an individual to respond in a consistent way to certain situations is referred to
as _______.
97. Marketers who tap into consumers’ activities, interests, and opinions as a way to brand and sell products are using ______
as a way to influence consumer behavior.
98. A consumer’s behavior standards or beliefs, which can impact the decision-making process, are referred to as the
consumer’s _______.
99. The term _____ refers to products produced in a way that meets the needs of the present without compromising future
generations.
100. Things like attitude, learning, and motivation are all _______ processes that can influence consumer behavior.
101. The perception process begins when a consumer is exposed to either an internal or external _____.
102. Nikola was laid off from his job and needs to find new employment. According to Maslow’s hierarchy of needs, the need to
find work represents a _______ need.
103. _______ reflect a person’s beliefs, feelings, and behavioral tendencies toward something, such as a group, event, or
symbol.
104. Positive or negative evaluations that exist below the level of consciousness are referred to as _____ attitudes.
105. Almost all consumer behavior is _______, occurring over time due to experiences and other external stimuli.
106. Time and involvement are both _____ influences that serve as an interface between the consumers and their decision–
making process.
107. _______ is the personal, financial, and social significance of the decision being made.
108. A _____ involvement purchase is one that is frequently purchased and inexpensive, requires little forethought, and carries
limited risk.
109. Special displays or other in-store promotions are effective for marketing _____ involvement products.
110. The two most common examples of _____ involvement products are a car and a house.
111. _______ consists of marketing to organizations that acquire goods and services in the production of other goods and
services that are then sold or supplied to others.