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No evaluation of vendor alternatives or information takes place in which buying situation?


A) Modified rebuy
B) Straight rebuy
C) New task
D) High-involvement

E) B) and C)
F) A) and D)

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An individual's age and social status largely determine the motivation to search for purchase alternatives.

A) True
B) False

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A modified rebuy purchase decision occurs in each of the following situations except:


A) when the firm has previously chosen a vendor and intends to place a reorder.
B) when a company is dissatisfied with their current vendor and wants to consider new options.
C) when a new company makes an offer that appears to be more attractive than what is currently being supplied by their current vendor.
D) at the end of a contractual relationship and the company wants to evaluate competitive bids.

E) A) and B)
F) A) and C)

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The gatekeeper is the individual in the business buying center who makes the eventual purchasing decision.

A) True
B) False

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An impulse buy probably means that the consumer acted on which component of an attitude?


A) Affective
B) Cognitive
C) Conative
D) Value

E) A) and B)
F) A) and D)

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Name and describe the members of a business buying center.

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Users are the members of the organizatio...

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Cognitive maps are simulations of the knowledge structures and memories embedded in an individual's brain.

A) True
B) False

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A person who considers only Pepsi or Mountain Dew when purchasing a soft drink employs his or her evoked set in evaluating purchase alternatives.

A) True
B) False

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What new trends are affecting consumer buyer behavior?

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1. Age complexity
2. Gender co...

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In the purchase process, an external search for information may begin due to dissatisfaction with the last purchase a consumer made.

A) True
B) False

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In the business-to-business buying process evaluation of vendors normally occurs at two levels. The second level is:


A) a vendor audit.
B) an initial screening of proposals.
C) a sharing of vendor audit information.
D) vendor identification.

E) All of the above
F) B) and C)

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A person's educational level combined with specific knowledge about a product category determines the:


A) ability to search.
B) desire to search.
C) need for cognition.
D) involvement level.

E) A) and B)
F) A) and C)

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The need for cognition is a personality characteristic that links the drive to consider alternatives with the drive to take action quickly.

A) True
B) False

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Starbucks would be an example of a company involved in dual-channel marketing because the company sells coffee:


A) in retail stores only.
B) to businesses such as United Airlines, Holland America cruise line, and Chicago's Wrigley Field.
C) using integrated channels.
D) to both consumers and businesses.

E) B) and C)
F) C) and D)

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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.

E) C) and D)
F) B) and D)

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The business buying center consists of the individuals in the purchasing office of a firm who make purchases on behalf of a company.

A) True
B) False

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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.

A) True
B) False

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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

E) None of the above
F) C) and D)

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The affect referral model of evaluating alternatives best fits with high involvement purchase situations.

A) True
B) False

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A new task purchase is the easiest, because new specifications will be developed.

A) True
B) False

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