Quiz 02

Consumer _____ refers to the personal, social, and economic significance of a purchase. A. acculturative response B. aspiration C. involvement D. selective perception E. motivation

R.J. is trying to decide where to take his fiancé for dinner on Valentine's Day. After careful thought, he's narrowed his options to four restaurants: Legal Seafood, the Cheesecake Factory, Macaroni Grill, and Stonewood Grill. These four restaurants are referred to as the _______. Given the following matrix showing restaurant ratings and importance weights, which restaurant is T.J. most likely to choose? (All numerals reflect positions on a 10-point scale) A. Set of evaluative criteria; Stonewood Grill B. Consideration set; Legal Seafood C. Consideration set; Macaroni Grill D. Multi-attribute model; Legal Seafood D. Set of evaluative criteria; Macaroni Grill

Raul overheard one of his co-workers in a phone conversation say, Thank you for taking my call so quickly. I'd like to order number 1284H, the AllAmerican Ashlee Simpson lip-synching doll. Can I use the easy pay plan? The co-worker was in which stage in the consumer purchase decision process? A. purchase decision B. problem recognition C. alternative evaluation D. post purchase evaluation E. information search

After seeing an ad for Glad Force Flex diamond texture trash bags, Anne recalled that her trash bags often rip apart. When Anne used the Glad Force trash bags for the first time, she realized that not only were the bags extremely durable, but they also trapped in odors, which surprised her. Anne is most likely _____ with Glad Force bags: A. dissatisfied B. no longer concerned C. satisfied D. disgusted E. delighted

Which of the following is not one of the "types of time" that marketers use to classify time use? A. free time or discretionary time B. personal time/self maintenance C. committed time, such as household care D. contracted time, such as work or school E. lag time, such as waiting in line for things

In organizational buying, a list of firms believed to be qualified to supply a given item is a: A. vendor-rating sheet. B. performance evaluation index. C. bidders list. D. make-buy list. E. suppliers sheet.

In a ______ decision process, users, influencers, or deciders in the buying center want to change product specifications, price, delivery schedule, or suppliers. A. modified rebuy B. buyclass C. straight rebuy D. make-buy E. new buy

The North American Industry Classification System (NAICS) permits a firm to: A. learn the names of the purchasing agents of all prospective customers. B. find the NAICS codes of its present customers and then obtain NAICS-coded lists for similar firms. C. conduct an industry-wide SWOT analysis to determine internal strengths and weaknesses of current and prospective competitors. D. engage in benchmarking with companies manufacturing and/or marketing similar products. E. sell to any company within North America as long as it is not a monopoly

Organizations face three kinds of specific buying situations. They are new buy, straight rebuy, and modified rebuy. Collectively, these situations are called: A. buy classes. B. reseller buying behavior. C. industrial buying behavior. D. the buying center. E. none of the above.

David is in charge of buying materials for a clothing manufacturer. He has a list of suppliers and uses a multiattribute matrix to conduct _____ to evaluate those suppliers. A. a vendor analysis B. a "buying center" analysis C. a value analysis D. a "buy classes" analysis E. a supplier analysis

During the purchase decision process, an individual at the __________ stage will perceive differences between his/her ideal and actual situations big enough to trigger a decision. A. routine response behavior B. post purchase behavior C. alternative evaluation D. problem recognition E. cognitive dissonance

Bill goes to Publix to buy shampoo. When he reaches the section where all the shampoos are, he can't decide which shampoo to buy. He looks into VO5, the Publix brand, Head and Shoulders, Johnson & Johnson, and several others, carefully reading the packages to learn the ingredients. Which aspect of the decision-making process does Bill's behavior represent? A. Problem recognition B. External information search C. Consideration set D. Alternative evaluation E. Internal information search

Which of the following lists Maslow's hierarchy of needs in its correct order beginning with the most basic? A. physiological, safety, personal, self-actualization, and social B. physiological, safety, social, personal, and self-actualization C. self-actualization, social, personal, safety, and physiological D. safety, physiological, social, and self-actualization, and personal E. personal, social, physiological, psychological, and safety

Mickey wants to buy a new 50-inch TV to put in his bedroom. He has already narrowed down his choices to Sony, Panasonic, and Sharp. He compares these three on four attributes: picture brightness, resolution, weight, and sound quality. (His dad is going to pay for it, so price is no object.) He then develops the following table. (All ratings and importance weights are measured on 10-point rating scale) Which TV is Mickey most likely to buy? A. Sharp B. Panasonic C. Sony and Sharp are equally likely D. Sony E. Panasonic and Sony are equally likely

Each of the following is an effective way a company can manage consumer satisfaction except: A. Use an outside service to measure customer satisfaction and use the information to make needed adjustments to the product. B. Reduce the price of its product. C. Print an 800 number on its packaging and have trained customer service representatives answer questions. D. Continue to provide strong service after the sale. E. Appoint a consumer advocate (Chief Customer Officer)

When the state of Virginia touts the slogan "Virginia is for Lovers," it is trying to attract people to live and work there by appealing to a lifestyle motivator that marketers call: A. self-concept. B. "Being Alive". C. hedonism. D. "99 Lives". E. national character

Sarah Salesrep is brand new to her job selling "lifetime" printers that never need replacement ink cartridges. The problem is that these printers cost ten times more than a regular printer, so it is difficult to get prospective buyers to understand the cost savings of buying it. To break through the barrier and begin making sales, Sarah should use a __________ analysis that highlights her printer's lower ___________ cost. A. value; operating B. value; initial purchase C. value; switching D. vendor; operating E. vendor; life-cycle

Value analysis is a systematic appraisal of the design, quality, and performance of a product to: A. maintain quality assurance. B. reduce costs. C. assure customer satisfaction. D. increase the value of company assets. E. offer the lowest possible price.

Subgroups within the larger, or national, culture with unique values, ideas, and attitudes are referred to as: A. family life-cycle stages. B. normative groups. C. reference groups. D. subcultures or micro-cultures. E. disassociative groups.

Vacuuming your house is an example of what type of time? A. Discretionary B. Committed C. Free D. Personal E. Contracted

If you were to watch a television commercial for a new automobile, and not notice it had dual airbags, side impact bars, and antilock brakes, but you did notice that it had a high-performance engine that could take it to high speeds as indicated in the film footage, this would be an example of __________ perception. A. subliminal B. retentive C. interpretive D. selective E. reclusive

Namel is a self proclaimed tooth-brushing addict. He brushes his teeth 8 times a day and because of it has to replace his toothbrush twice a month. When he shops for a new brush, he carefully chooses between brands. Over the years Namel has learned not all toothbrushes are created equal. He rejects all the brands that he has tried and disliked and focuses solely on those that have proven effective. Namel's buying behavior exhibits which of the following decision making concepts? A. Adaptive B. Bounded rationality C. Low involvement D. Situational influences E. Routine problem solving

Marketers need to understand the buying centers with which they deal. A series of questions can be used to facilitate this process. Which of the following questions would be the LEAST useful when trying to understand the operations of a buying center? A. How does each member of the group perceive our firm, our products and services, and our salespeople? B. What is the relative influence of each member of the group? C. Who is the actual purchasing agent? D. What are the buying criteria of each member? E. Which individuals are in the buying center for the product or service?

If an industrial buyer was stuck in a "sole source" situation and wanted to expand the number of potential suppliers, s/he would use a __________ to create a __________. A. vendor analysis; buyclass B. bidder's list; value analysis C. vendor analysis; bidder's list D. value analysis; bidder's list E. value analysis; buying center

The _____ is a group of persons within an organization who participate in the buying process and share common goals, risks, and knowledge important to the purchase decision. A. industrial purchasing cohort B. gatekeeper group C. buying center D. purchasing office E. status quo committee