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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

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

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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) All of the above

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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 multiattribute model of purchase evaluation is best suited to low involvement purchase decisions.

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 C)
F) None of the above

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People with a high need for cognition will gather more information and spend more time searching for information prior to a purchase than individuals with a low need for cognition.

A) True
B) False

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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.

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

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The role and importance of a strong brand name is dramatically important in today's global market because of:


A) the emphasis on accountability.
B) importance of consumer E-commerce.
C) brand parity in the business-to-business sector.
D) database mining capabilities of business firms.

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

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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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The goal of a vendor audit is to evaluate potential suppliers in terms of cost and quality of merchandise.

A) True
B) False

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In an external search for information in a purchasing decision, involvement is:


A) the extent to which a stimulus or task is relevant to a consumer's existing needs, wants, or values.
B) a personality characteristic an individual displays when he or she engages in and enjoys mental activities.
C) the mental position a person takes on a topic, person, or event that influences the holder's feelings, perceptions, learning processes, and subsequent behaviors.
D) a simulation of the knowledge structure embedded in an individual's brain.

E) None of the above
F) All of the above

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The two components of the consumer decision-making process that are most critical to developing an integrated marketing communications program are:


A) problem recognition and information search.
B) information search and evaluation of alternatives.
C) evaluation of alternatives and purchase decision.
D) problem recognition and evaluation of alternatives.

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

Correct Answer

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Johnson Instrument Company is looking at various vendors to supply electrical materials involved in building their instruments. The first step in evaluating vendors would be to conduct a vendor audit.

A) True
B) False

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A consumer's level of motivation in making an external search depends on three factors. What are they?

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1.Level of involveme...

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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

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

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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.

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

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Selling computers to individuals and businesses is an example of:


A) multi-outlet marketing.
B) merchant distribution.
C) quantity enhancement marketing.
D) dual-channel marketing.

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

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What are the three categories of business-to-business purchase decisions? Define each one.

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1.A straight rebuy occurs when the firm ...

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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.

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

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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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