112. Business sales typically involve professionally trained ______ _____, who are experienced in the policies and procedure
necessary to make a large deal and who have also earned the designation of CPM.
113. When the demand for automobiles is high, the demand for steel and other products needed to manufacture those cars is
also high. This exemplifies the principle of ______ _____.
114. Business marketers typically deal with far _____ buyers than consumer marketers.
115. A producer known as a(n) ______ is a producer whose products are used as components or subsystems in another firm’s
products.
116. The North American Industry Classification System (NAICS) is a single industry classification system used by members of
_______. (use acronym)
117. A ______ is a company that sells mainly to end-user consumers.
118. Hospitals, schools, and churches are all examples of ______ markets.
119. A buying situation that does not normally require any additional design modifications or contract negotiations is a _____
_____.
120. A _____ _____ occurs when customers’ needs change slightly or they are not completely satisfied with the product they
purchased.
121. The group of people within an organization who are involved in a purchase decision make up what is known as the ______
______.
122. Callie suggested to her manager that they should purchase a copy machine for their department. Callie is fulfilling the role
of the ______ in the buying center.
123. In the buying center, ______ often define technical specifications and provide information for evaluating options.
124. Understanding a simple sentence is an example of System 2 thinking.
125. The first step in the consumer decision-making process is the search for information.
126. Marketers can help consumers fill in their knowledge gaps through advertisements and product websites.
127. If, when buying a new refrigerator, you consider certain characteristics such as energy efficiency, storage capacity, and a
water/ice dispensing system important, these are part of your evaluative criteria.
128. To a marketer, cognitive dissonance is synonymous with buyer’s regret.
129. The family life cycle describes the distinct family-related phases that an individual progresses through over the course of
his or her life.
130. The more public the purchase decision, the less impact reference groups are likely to have on the consumer.
131. When it comes to selling tennis racquets, marketers would seek the endorsement of Serena Williams, because she would
be an opinion leader for that product.
132. Personality characteristics are often easier for a firm to understand and measure than lifestyle traits.
133. Values reflect a consumer’s belief that a specific behavior is socially or personally preferable to another behavior.
134. Sensations are both biochemical and neurological in nature.
135. The need for status, recognition, fame, and prestige are all types of higher esteem needs.
136. Marketers can capitalize on consumer learning by designing marketing strategies that promote reinforcement.
137. Sandra was looking at the magazines on display while waiting in the checkout lane. Although she hadn’t intended to
purchase one, Sandra bought a magazine that caught her attention. This is an example of an impulse buy.
138. In-store promotion is a very useful tool for marketing high-involvement products.
139. The B2B purchasing process is often shorter and less complicated than the consumer decision-making process.
140. Demand for one product that occurs because of demand for a related product is called derived demand.
141. Business marketers typically deal with many more buyers than consumer marketers.
142. The U.S. government is one of the world’s largest customers, spending hundreds of billions of dollars a year.
143. Because institutional markets represent a wide variety of organizations, marketers do well to develop standardized
solutions that meet the general needs of all.
144. There are three classifications of B2B buying situations: new buy, continual buy, and a modified repurchase.
145. B2B marketers prefer the straight rebuy outcome to any other because straight rebuys normally do not require any
additional design modifications or contract negotiations.
146. What is consumer behavior and what impact does it have on marketing campaigns?
147. Outline the steps in the consumer decision-making process. Do all of the steps need to be followed in order? Why or why
not?
148. Explain the three types of reference groups and their implications for marketers.
149. List and describe the three individual differences that influence consumer behavior and discuss their significance to
marketing.
150. What is the premise behind Maslow’s hierarchy of needs and what are the individual needs he outlined in his hierarchy?
151. How do low-involvement and high-involvement products differ?
152. How does B2B buying differ from B2C buying?
153. List and describe the different types of B2B customers.
154. List and describe the three types of buying situations.
04–47
Chapter 04 Test Bank Summary
Category
# of Questions
AACSB: Analytical Thinking
119
AACSB: Knowledge Application
21
AACSB: Reflective Thinking
6
Blooms: Analyze
8
Blooms: Apply
21
Blooms: Remember
75
Blooms: Understand
50
Difficulty: 1 Easy
75
Difficulty: 2 Medium
50
Difficulty: 3 Hard
29
Learning Objective: 04–01 Discuss traditional and emerging perspectives on consumer decision-making processes.
13
Learning Objective: 04–02 Explain consumer decision-making processes.
26
Learning Objective: 04-03 Describe the cultural and social influences on consumer behavior.
21
Learning Objective: 04–04 Describe the individual differences that influence consumer behavior.
14
Learning Objective: 04–05 Describe the psychological processes that influence consumer behavior.
25
Learning Objective: 04–06 Summarize how situational factors influence consumer decisions.
15
Learning Objective: 04–07 Compare business-to-business marketing to business-to-consumer marketing.
13
Learning Objective: 04–08 Discuss the different types of B2B customers.
12
Learning Objective: 04–09 Compare the different buying situations in business-to-business marketing.
15
Topic: B2B Marketing
26
Topic: B2C Marketing
2
Topic: Buying Center
5
Topic: Buying Situations
10
Topic: Consumer Behavior
10
Topic: Consumer Purchase Decision Process
26
Topic: Individual Influences
11
Topic: Involvement
11
Topic: Maslow’s Hierarchy of Needs
10
04–48
Topic: Psychological Influences
18
Topic: Situational Influences
4
Topic: Social-cultural Environment
8
Topic: Sociocultural Influences
13