marketing-anintrouduction課后習題答案和題庫5

Marketing:AnIntroduction,lOe(Armstrong/Kotler)

Chapter5UnderstandingConsumerandBusinessBuyerBehavior

1)isneversimple,yetunderstandingitistheessentialtaskofmarketingmanagement.

A)Brandpersonality

B)Consumptionpioneering

C)Earlyadoption

D)Consumerbuyingbehavior

E)Understandingthedifferencebetweenprimaryandsecondarydata

Answer:D

Diff:1PageRef:136

Skill:Concept

Objective:5-1

2)Theconsumermarketismadeupofwhichofthefollowing?

A)individualswhoacquiregoodsorservicesforpersonalconsumption

B)householdsthatpurchasegoodsorservicesforpersonalconsumption

C)businessesthatpurchasegoodsandservices

D)AandB

E)alloftheabove

Answer:D

Diff:2PageRef:136

Skill:Concept

Objective:5-1

3)Ofthefollowing,thebeststartingpointtounderstandinghowconsumersrespondtovarious

marketingeffortsisthemodelofabuyer'sbehavior.

A)belief

B)subculture

C)generational

D)stimulus-response

E)societal

Answer:D

Diff:2PageRef:137

Skill:Concept

Objective:5-1

4)MarketingstimuliconsistofthefourPs.WhichisNOToneofthesePs?

A)product

B)politics

C)price

D)promotion

E)place

Answer:B

Diff:1PageRef:137

Skill:Concept

Objective:5-1

5)Economic,technological,andculturalforcesareallinthestimulus-responsemodel

ofbuyerbehavior.

A)buyerresponses

B)stimuli

C)componentsofthebuyer'sdecisionprocess

D)buyercharacteristics

E)buyingattitudes

Answer:B

Diff:2PageRef:137

Skill:Concept

Objective:5-1

6)Inthemodelofbuyerbehavior,whichofthefollowingisNOTamajortypeofforceoreventin

thebuyer'senvironment?

A)economic

B)technological

C)political

D)channels

E)cultural

Answer:D

Diff:2PageRef:137

Skill:Concept

Objective:5-1

7)Themarketerwantstounderstandhowthestimuliarechangedintoresponsesinsidethe

consumer's,whichhastwoparts:thebuyer'scharacteristicsthatinfluencehowheorshe

perceivesandreactstothestimuliandthebuyefsdecisionprocessitself.

A)culture

B)blackbox

C)belief

D)lifestyle

E)socialclass

Answer:B

Diff:2PageRef:137

Skill:Concept

Objective:5-1

8)is(are)themostbasiccause(s)ofaperson'swantsandbehavior.

A)Culture

B)Brandpersonality

C)Cognitivedissonance

D)Socialfactors

E)Selectiveperception

Answer:A

Diff:2PageRef:138

Skill:Concept

AACSB:MulticulturalandDiversity

Objective:5-1

9)Itismostaccuratetosaythatmarketersarealwaystryingtospotinordertodiscover

newproductsthatmightbewanted.

A)lifestyles

B)culturalshifts

C)groups

D)dissonance

E)attitudes

Answer:B

Diff:3PageRef:138

Skill:Concept

AACSB:MulticulturalandDiversity

Objective:5-1

10)Eachculturecontainssmaller,orgroupsofpeoplewithsharedvaluesystemsbased

oncommonlifeexperiencesandsituations.

A)alternativeevaluations

B)cognitivedissonances

C)subcultures

D)socialclasses

E)occupations

Answer:C

Diff:1PageRef:138

Skill:Concept

AACSB:MulticulturalandDiversity

Objective:5-1

11)WhichofthefollowingdomarketersNOTconsiderasanimportantAmericansubculture?

A)Hispanics

B)AfricanAmericans

C)matureconsumers

D)opinionleaders

E)AsianAmericans

Answer:D

Diff:1PageRef:138

Skill:Concept

AACSB:MulticulturalandDiversity

Objective:5-1

12)Thisgroupofconsumerstendstobuymorebranded,higher-qualityproducts,andtomake

shoppingafamilyevent,withchildrenhavingabigsayinthepurchasedecision.Ingeneral,they

areverybrandloyal,andtheyfavorcompanieswhoshowspecialinterestinthem.

A)Hispanic

B)AfricanAmerican

C)Asian

D)mature

E)gayandlesbian

Answer:A

Diff:3PageRef:138

Skill:Concept

AACSB:MulticulturalandDiversity

Objective:5-2

13),thefastest-growingU.S.demographicsegment,nownumbermorethan46million.

A)AfricanAmericans

B)Hispanics

C)AsianAmericans

D)Matureconsumers

E)Gaysandlesbians

Answer:B

Diff:3PageRef:138-139

Skill:Concept

AACSB:MulticulturalandDiversity

Objective:5-1

14)Althoughmoreprice-consciousthanothersegments,consumerstendtobestrongly

motivatedbyqualityandselection.Brandsareimportant.Theyenjoyshoppingandaremore

fashionconsciousthanotherethnicgroups.

A)Hispanic

B)AfricanAmerican

C)mature

D)Asian

E)babyboomer

Answer:B

Diff:3PageRef:139

Skill:Concept

AACSB:MulticulturalandDiversity

Objective:5-1

15),themostaffluentU.S.demographicsubculture,nowhavemorethan$450billionin

annualspendingpower.

A)AfricanAmericans

B)Hispanics

C)AsianAmericans

D)GenXers

E)Gaysandlesbians

Answer:C

Diff:3PageRef:139

Skill:Concept

AACSB:MulticulturalandDiversity

Objective:5-1

16)WhichofthefollowingisNOTtrueofmatureconsumers?

A)Thebeststrategyistoappealtotheiractive,multidimensionallives.

B)Theyareanidealmarketfor"do-it-for-me"services.

C)High-techhomeentertainmentproductsappealtothem.

D)Theyplacemoreimportanceonbrandnamesandaremorebrandloyalthanmembersofother

agegroupsare.

E)Theyaregoodcandidatesforcosmeticsandpersonalcareproducts.

Answer:D

Diff:2PageRef:140

Skill:Concept

AACSB:MulticulturalandDiversity

Objective:5-1

17)aresociety'srelativelypermanentandordereddivisionswhosemembersshare

similarvalues,interests,andbehaviors.

A)Socialclasses

B)Cultures

C)Referencegroups

D)Attitudes

E)Lifestyles

Answer:A

Diff:1PageRef:140

Skill:Concept

AACSB:MulticulturalandDiversity

Objective:5-1

18)WhatisonewaythatsocialclassisNOTmeasured?

A)occupation

B)education

C)income

D)numberofchildreninthefamily

E)housetype

Answer:D

Diff:2PageRef:140

Skill:Concept

AACSB:MulticulturalandDiversity

Objective:5-1

19)WhichstatementistrueregardingsocialclassintheUnitedStates?

A)Socialclassisdeterminedprimarilybyincomelevel.

B)LinesbetweensocialclassesintheUnitedStatesarefixedandrigid.

C)Socialclassesshowdistinctproductpreferencesinclothingandautomobiles.

D)Wealthismorecriticalthaneducationlevelinmeasuringsocialclass.

E)PeoplearerelegatedtoapermanentclasslayerintheUnitedStates.

Answer:C

Diff:3PageRef:141

Skill:Concept

AACSB:MulticulturalandDiversity

Objective:5-1

20)Familyisoneofthefactorsthatinfluenceconsumerbehavior.

A)cultural

B)social

C)personal

D)psychological

E)business

Answer:B

Diff:2PageRef:141

Skill:Concept

AACSB:Communication

Objective:5-1

21)aregroupstowhichanindividualwishestobelong,aswhenateenagebasketball

playerhopestoplaysomedayfortheLosAngelesLakers.

A)Membershipgroups

B)Aspirationalgroups

C)Leadingadoptergroups

D)Leisuregroups

E)Socialclassgroups

Answer:B

Diff:2PageRef:141

Skill:Concept

Objective:5-1

22)arepeoplewithinareferencegroupwho,becauseofspecialskills,knowledge,

personality,orothercharacteristics,exertinfluenceonothers.

A)Opinionleaders

B)Habitualbuyers

C)Socialnetworkers

D)Stealthmarketers

E)Buzzmarketers

Answer:A

Diff:1PageRef:142

Skill:Concept

AACSB:Communication

Objective:5-1

23)Opinionleadersaresometimesreferredtoas.

A)theinfluentials

B)theupperclass

C)themiddleclass

D)buzzmarketers

E)networkers

Answer:A

Diff:2PageRef:142

Skill:Concept

AACSB:Communication

Objective:5-1

24)Manycompanies,suchasJetBlueandSony,enlisteverydayconsumerswhoareenthusiastic

abouttheirbrandstobecomewhosharetheirpassionforacompany'sproductswith

largecirclesoffriendsandacquaintancesinreturnforinsiderknowledgeandotherrewards.

A)earlyadopters

B)brandambassadors

C)directmarketers

D)directsellers

E)aspirationalconsumers

Answer:B

Diff:2PageRef:143-144

Skill:Concept

AACSB:Communication

Objective:5-1

25)Companieswhousebrandambassadorsareparticipatingin.

A)opinionleading

B)traditionalmarketing

C)buzzmarketing

D)directmarketing

E)valuesmarketing

Answer:C

Diff:2PageRef:142

Skill:Concept

AACSB:Communication

Objective:5-1

26)FandYouTubeareexamplesof.

A)buzzmarketing

B)opinionleaders

C)socialnetworks

D)virtualworlds

E)earlyadopters

Answer:C

Diff:2PageRef:142

Skill:Concept

AACSB:UseofIT

Objective:5-1

27)isthemostimportantconsumerbuyingorganizationinsociety;therolesand

influencesofdifferentmembershavebeenresearchedextensively.

A)Family

B)Socialclass

C)Membershipgroup

D)Subculture

E)Referencegroup

Answer:A

Diff:2PageRef:145

Skill:Concept

Objective:5-1

28)Aconsistsoftheactivitiespeopleareexpectedtoperformaccordingtothepersons

aroundthem.

A)motive

B)role

C)lifestyle

D)life-cycle

E)tradition

Answer:B

Diff:2PageRef:146

Skill:Concept

AACSB:Communication

Objective:5-1

29)Abuyefsdecisionsareinfluencedbysuchasthebuyer'sageandlife-cyclestage,

occupation,economicsituation,lifestyle,andpersonalityandself-concept.

A)personalcharacteristics

B)referencegroups

C)perceptions

D)attitudes

E)psychographics

Answer:A

Diff:2PageRef:146

Skill:Concept

AACSB:MulticulturalandDiversity

Objective:5-1

30)Peoplechangethegoodsandservicestheybuyovertimebecauseofthetwochangingfactors

of.

A)beliefandattitude

B)perceptionandpersonality

C)ageandlife-cyclestage

D)groupsandlearning

E)familyandtradition

Answer:C

Diff:2PageRef:146

Skill:Concept

AACSB:MulticulturalandDiversity

Objective:5-1

31)isaperson'spatternoflivingasexpressedinhisorherpsychographics,including

hisorheractivities,interests,andopinions.

A)Personality

B)Culture

C)Lifestyle

D)Motive

E)Socialclass

Answer:C

Diff:2PageRef:147

AACSB:Communication

Objective:5-1

32)Allofthefollowingmakeupaperson'slifestyleEXCEPT.

A)AIOdimensions

B)interests

C)dissonance-reducingbuyingbehavior

D)opinions

E)work

Answer:C

Diff:2PageRef:147

Skill:Concept

Objective:5-1

33)Acustomer'slifestylecanbemeasuredusingtheAIOdimensions.WhatdoesAIOstandfor?

A)Activities,Interests,Opinions

B)Achievement,Involvement,Organizations

C)Accommodation,Investment,Orientation

D)Acknowledgement,Interests,Observations

E)Adoptions,Interests,Occupations

Answer:A

Diff:2PageRef:147

Skill:Concept

Objective:5-1

34)referstotheuniquepsychologicalcharacteristicsthatleadtorelativelyconsistent

andlastingresponsestoone'sownenvironment.Itisusuallydescribedintraitssuchas

self-confidence,dominance,sociability,autonomy,defensiveness,adaptability,and

aggressiveness.

A)Alternativeevaluations

B)Belief

C)Culture

D)Personality

E)Self-awareness

Answer:D

Diff:2PageRef:148

Skill:Concept

Objective:5-1

35)Researchersfoundthatanumberofwell-knownbrandstendedtobestronglyassociatedwith

oneparticulartrait,suchasJeepwith"ruggedness."Whichofthefollowingtermswoulda

marketerusetodescribeaspecificmixofhumantraitsthatmaybeattributedtoaparticularbrand?

A)brandperception

B)productimage

C)brandpersonality

D)newproduct

E)brandequity

Answer:C

Diff:1PageRef:148

Skill:Concept

Objective:5-1

36)Brandpersonalityisamixofhumantraitsattributedtoabrand.WhichofthefollowingisNOT

oneofthefivebrandpersonalitytraitsdiscussedinyourtext?

A)sincerity

B)excitement

C)competence

D)sophistication

E)emotion

Answer:E

Diff:3PageRef:148

Skill:Concept

Objective:5-1

37)Aperson*sbuyingchoicesareinfluencedbyfourmajorpsychologicalfactors.WhichisNOT

oneofthesefactors?

A)motivation

B)perception

C)alternativeevaluation

D)learning

E)beliefs

Answer:C

Diff:2PageRef:148

Skill:Concept

Objective:5-1

38)Aisaneedthatissufficientlypressingtodirectapersontoseeksatisfaction.

A)stimulus

B)motive

C)culture

D)perception

E)tradition

Answer:B

Diff:1PageRef:148

Skill:Concept

Objective:5-1

39)AccordingtoFreud'stheories,peoplearemanyofthepsychologicalforcesshaping

theirbehavior.

A)unawareof

B)unsureof

C)awareof

D)status-drivenabout

E)sociallyconsciousof

Answer:A

Diff:2PageRef:148

Skill:Concept

Objective:5-1

40)Thetermreferstoqualitativeresearchdesignedtoprobeconsumers*hidden,

subconsciousmotivations.

A)perceptionanalysis

B)neuromarketingresearch

C)motivationresearch

D)needrecognitioninvestigation

E)depthresearchtechnique

Answer:C

Diff:1PageRef:149

Skill:Concept

Objective:5-1

41)Maslow'stheoryisthatcanbearrangedinahierarchy.

A)stimuli

B)beliefsandattitudes

C)perceptions

D)humanneeds

E)decisions

Answer:D

Diff:2PageRef:149

Skill:Concept

Objective:5-1

42)WhichofthefollowingisNOTpartofMaslow'sHierarchyofNeeds?

A)physiologicalneeds

B)safetyneeds

C)stimulusneeds

D)self-actualizationneeds

E)socialneeds

Answer:C

Diff:2PageRef:149

Skill:Concept

Objective:5-1

43)WhatistheLEASTpressinginMaslow'sHierarchyofNeeds?

A)physiologicalneeds

B)socialneeds

C)esteemneeds

D)self-actualizationneeds

E)safetyneeds

Answer:D

Diff:2PageRef:149

Skill:Concept

Objective:5-1

44)istheprocessbywhichpeopleselect,organize,andinterpretinformationtoforma

meaningfulpictureoftheworld.

A)Personality

B)Perception

C)Selectivegrouping

D)Learning

E)Self-actualization

Answer:B

Diff:2PageRef:149

Skill:Concept

AACSB:Communication

Objective:5-1

45)Peoplecannotfocusonallofthestimulithatsurroundthemeachday.Aperson*stendencyto

screenoutmostoftheinformationtowhichheorsheisexposediscalled.

A)selectiveretention

B)selectivedistortion

C)selectiveattitude

D)selectiveattention

E)selectiveperception

Answer:D

Diff:2PageRef:150

Skill:Concept

AACSB:Communication

Objective:5-1

46)Peopletendtointerpretnewinformationinawaythatwillsupportwhattheyalreadybelieve.

Thisiscalled.

A)selectiveretention

B)selectivedistortion

C)selectiveattitude

D)selectivelearning

E)selectiveperception

Answer:B

Diff:2PageRef:150

Skill:Concept

AACSB:Communication

Objective:5-1

47)Peopleforgetmuchthattheylearn.Theytendtoretaininformationthatsupportstheirattitudes

andbeliefs.Thisiscalled.

A)selectiveretention

B)selectivedistortion

C)selectiveattitude

D)selectiveattention

E)perceptualvigilance

Answer:A

Diff:2PageRef:150

Skill:Concept

AACSB:Communication

Objective:5-1

48)Someconsumersworrythattheywillbeaffectedbymarketingmessageswithouteven

knowingit.Theyareconcernedaboutadvertising.

A)alternativeevaluation

B)subliminal

C)perceptual

D)innovative

E)comparative

Answer:B

Diff:1PageRef:150

Skill:Concept

AACSB:Communication

Objective:5-1

49)describeschangesinanindividuaFsbehaviorarisingfromexperience.

A)Lifestyle

B)Learning

C)Perception

D)Cognitivedissonance

E)Aggressiveness

Answer:B

Diff:1PageRef:150

Skill:Concept

Objective:5-1

50)LearningoccursthroughtheinterplayofallofthefollowingEXCEPT.

A)drives

B)stimuli

C)cues

D)dissonancebehavior

E)reinforcement

Answer:D

Diff:3PageRef:150

Skill:Concept

AACSB:Communication

Objective:5-1

51)aresubtlestimulithatinfluencewhere,when,andhowapersonrespondstoanidea.

A)Cues

B)Drives

C)Messages

D)Personalities

E)Impulses

Answer:A

Diff:3PageRef:150

Skill:Concept

AACSB:Communication

Objective:5-1

52)Applying,marketerscanaffectdemandforaproductbyassociatingitwithstrong

drives,usingmotivatingcues,andprovidingpositivereinforcement.

A)subliminaladvertising

B)socialclasses

C)learningtheory

D)needrecognition

E)cognitivedissonance

Answer:C

Diff:3PageRef:151

Skill:Concept

AACSB:Communication

Objective:5-1

53)A(n)isadescriptivethoughtthatapersonhasaboutsomething.

A)lifestyle

B)motive

C)belief

D)attitude

E)perception

Answer:C

Diff:2PageRef:151

Skill:Concept

Objective:5-1

54)A(n)isaperson'srelativelyconsistentevaluations,feelings,andtendenciestoward

anobjectoridea.

A)lifestyle

B)motive

C)belief

D)attitude

E)perception

Answer:D

Diff:2PageRef:151

AACSB:Communication

Objective:5-2

55)Thebuyerdecisionprocessconsistsoffivestages.WhichofthefollowingisNOToneofthese

stages?

A)needrecognition

B)informationsearch

C)variety-seekingbuyingbehavior

D)purchasedecision

E)postpurchasebehavior

Answer:C

Diff:3PageRef:151

Skill:Concept

Objective:5-2

56)Thebuyingprocessstartswith,inwhichthebuyerrecognizesaproblemorneed.

A)needrecognition

B)informationsearch

C)evaluationofalternatives

D)purchasedecision

E)separationofneedsandwants

Answer:A

Diff:1PageRef:152

Skill:Concept

Objective:5-2

57)Iftheconsumer'sdriveisstrongandasatisfyingproductisnearathand,theconsumerislikely

tobuyitthen.Ifnot,theconsumermaystoretheneedinmemoryorundertakea(n).

A)brandpersonality

B)alternativeevaluation

C)postpurchasebehavior

D)informationsearch

E)productadoption

Answer:D

Diff:3PageRef:152

Skill:Concept

Objective:5-2

58)Theinformationsourcesthataremosteffectiveatinfluencingaconsumer'spurchasedecision

are.Thesesourceslegitimizeorevaluateproductsforthebuyer.

A)commercial

B)public

C)experimental

D)personal

E)social

Answer:D

Diff:3PageRef:152

Skill:Concept

AACSB:Communication

Objective:5-2

59)Marketersdescribethewaytheconsumerprocessesinformationtoarriveatbrandchoicesas

A)alternativeevaluation

B)informationsearch

C)purchasedecision

D)situationalfactors

E)post-purchasedissonance

Answer:A

Diff:1PageRef:153

Skill:Concept

Objective:5-2

60)Generally,theconsumer'spurchasedecisionwillbetobuythemostpreferredbrand,buttwo

factorscancomebetweenthepurchaseintentionandthepurchasedecision.Whichofthe

followingisoneofthesefactors?

A)postpurchasebehavior

B)attitudeofothers

C)cognitivedissonance

D)alternativeevaluation

E)newproductadoption

Answer:B

Diff:3PageRef:153

Skill:Concept

Objective:5-2

61)Afterpurchasingaproduct,theconsumerwillbesatisfiedordissatisfiedandwillengagein

A)needrecognition

B)alternativeevaluation

C)postpurchasebehavior

D)productexpectations

E)informationsearches

Answer:C

Diff:1PageRef:153

Skill:Concept

Objective:5-2

62)Therelationshipbetweentheconsumer'sexpectationsandtheproduct'sdetermines

whetherthebuyerissatisfiedordissatisfiedwithapurchase.

A)perceivedperformance

B)brandpersonality

C)recognition

D)consumermarket

E)servicequality

Answer:A

Diff:1PageRef:153

Skill:Concept

Objective:5-2

63)Almostallmajorpurchasesresultin,ordiscomfortcausedbypostpurchaseconflict.

A)needrecognition

B)cognitivedissonance

C)purchasedecisions

D)legitimization

E)dissatisfaction

Answer:B

Diff:2PageRef:154

Skill:Concept

Objective:5-2

64)Consumerslearnaboutnewproductsforthefirsttimeandmakethedecisiontobuythem

duringthe.

A)newproductrecognition

B)adoptionprocess

C)evaluationprocess

D)informationsearch

E)qualityassessment

Answer:B

Diff:2PageRef:154

Skill:Concept

Objective:5-3

65)Relativeadvantage,compatibility,complexity,divisibility,andcommunicabilityareall

examplesof.

A)alternativeevaluation

B)dissonance-reducingbuyingbehavior

C)productcharacteristicsthatinfluencerateofadoption

D)individualdifferencesininnovativeness

E)postpurchasebehavior

Answer:C

Diff:3PageRef:156

Skill:Concept

Objective:5-3

66)Ascomparedtoconsumermarkets,businessmarketsare.

A)approximatelythesame

B)smaller

C)huge

D)somewhatlarger

E)lesscomplex

Answer:C

Diff:1PageRef:157

Skill:Concept

Objective:5-4

67)WhichofthefollowingisNOTawaythatbusinessandconsumermarketsdiffer?

A)satisfactionofneedsthroughpurchases

B)marketstructureanddemand

C)natureofthebuyingunit

D)typesofdecisions

E)decisionprocess

Answer:A

Diff:2PageRef:157

Skill:Concept

Objective:5-4

68)Largebusinesspurchasersusuallycallfordetailedproductspecifications,writtenpurchase

orders,carefulsuppliersearches,andformalapproval.Theseareallexamplesofhowthebusiness

buyingdecisionprocessismorethantheconsumerbuyingdecisionprocessis.

A)formalized

B)creative

C)relationship-oriented

D)independent

E)concentrated

Answer:A

Diff:2PageRef:160

Skill:Concept

Objective:5-4

69)Whichbusinessbuyingsituationisthemarketer'sgreatestopportunityandchallenge?

A)modifiedrebuy

B)straightrebuy

C)newtask

D)multiplerebuys

E)systemrebuy

Answer:C

Diff:2PageRef:161

Skill:Concept

Objective:5-4

70)Marketerscallthedecision-makingunitofabuyingorganizationthe.

A)businessbuyer

B)business-to-businessmarket

C)supplier-developmentcenter

D)buyingsystem

E)buyingcenter

Answer:E

Diff:2PageRef:162

Skill:Concept

Objective:5-4

71)Whichofthefollowingstatementsaboutbuyingcentersistrue?

A)Thebuyingcenterislikeastandingcommittee.

B)Thebuyingcenterrolesarespecifiedontheorganizationalchart.

C)Thetypicalbuyingcenterhasfiveemployees,onetoassumeeachofthebuyingcenter'sroles.

D)AnindividuaFsroleinthebuyingcenterdoesnotchange.

E)Thebuyingcentermayinvolveinformalparticipantswhoarenotobvioustosellers.

Answer:E

Diff:3PageRef:162

Skill:Concept

Objective:5-4

72)Thefirststepofthebusinessbuyingprocessis.

A)generalneeddescription

B)suppliersearch

C)proposalsolicitation

D)problemrecognition

E)order-routinespecification

Answer:D

Diff:1PageRef:164

Skill:Concept

Objective:5-5

73)Duringwhichstageofthebusinessbuyingprocessisabuyermostlikelytoconductvalue

analysis,carefullystudyingcomponentstodetermineiftheycanberedesigned,standardized,or

madelessexpensive?

A)generalneedrecognition

B)productspecification

C)proposalsolicitation

D)order-routinespecification

E)performancereview

Answer:B

Diff:2PageRef:164

Skill:Concept

Objective:5-5

74)Reverseauctions,tradingexchanges,andcompanybuyingsitesareallwaysthatcompanies

canparticipatein.

A)secureextranets

B)productvalueanalysis

C)vendor-managedinventorysystems

D)systemsselling

E)e-procurement

Answer:E

Diff:2PageRef:166

Objective:5-5

75)Aproblemwiththerapidlyexpandinguseofe-purchasingisthatit.

A)canerodeestablishedcustomer-supplierrelationships

B)saveslesstimethanexpected

C)generatesmoretransactionstodocument

D)generateslesscostsavingsthanpredicted

E)reducestheamountoftimepurchasingpeoplecanspendonstrategicissues

Answer:A

Diff:2PageRef:167

Skill:Concept

AACSB:UseofIT

Objective:5-5

76)Thestartingpointofunderstandinghowconsumersrespondtovariousmarketingeffortsis

calledthemarketing-stimulusmodelofbuyerbehavior.

Answer:FALSE

Diff:2PageRef:137

Skill:Concept

AACSB:Communication

Objective:5-1

77)Eachsocialclasscontainsgroupsofpeoplewithsharedvaluesystemsbasedoncommonlife

experiencesandsituations.

Answer:FALSE

Diff:2PageRef:138

Skill:Concept

AACSB:MulticulturalandDiversity

Objective:5-1

78)Youngerconsumersarebetterofffinanciallythanmatureconsumers.Theyaretheideal

marketfbrtravel,restaurants,high-techhomeentertainmentproducts,andleisuregoodsand

services.

Answer:FALSE

Diff:1PageRef:140

Skill:Concept

AACSB:MulticulturalandDiversity

Objective:5-1

79)Subculturesaresociety*srelativelypermanentandordereddivisionswhosemembersshare

similarvalues,interests,andbehaviors.

Answer:FALSE

Diff:2PageRef:140

Skill:Concept

AACSB:MulticulturalandDiversity

Objective:5-1

80)Onlinesocialnetworksrepresentanimportantformofbuzzformarketers.

Answer:TRUE

Diff:1PageRef:142

Skill:Concept

AACSB:UseofIT

Objective:5-1

81)Childrenexertlittleinfluenceonfamilybuyingdecisions,particularlyinareassuchas

entertainmentandfood.

Answer:FALSE

Diff:2PageRef:145

Skill:Concept

AACSB:Communication

Objective:5-1

82)Personalityisaperson'spatternoflivingasexpressedinhisorherpsychographics.

Answer:FALSE

Diff:1PageRef:147

Skill:Concept

Objective:5-1

83)Aperson'sbuyingchoicesareinfluencedbyfourmajorpsychologicalfactors:motivation,

perception,learning,andbeliefsandattitudes.

Answer:TRUE

Diff:2PageRef:148

Skill:Concept

AACSB:Communication

Objective:5-1

84)Maslow'stheoryisthathumanneeds—includingphysiological,safety,socialneeds,esteem,

andself-actualizationneeds-arearrangedinahierarchyandthatanunsatisfiedneedmotivatesan

individualtotakeactiontosatisfyit.

Answer:TRUE

Diff:2PageRef:149

Skill:Concept

Objective:5-1

85)Alternativeevaluationistheprocessbywhichpeopleselect,organize,andinterpret

informationtoformameaningfulpictureoftheworld.

Answer:FALSE

Diff:3PageRef:149

Skill:Concept

AACSB:Communication

Objective:5-1

86)Abeliefisthespecificmixofhumantraitsthatmaybeattributedtoaparticularbrand.

Answer:FALSE

Diff:2PageRef:151

Skill:Concept

Objective:5-1

87)Consumersdonotuseasimpl