1. C HAPTER 5 CONSUMER AND BUSINESS BUYER BEHAVIOR CRS Questions & Answers

2. Copyright 2007, Prentice-Hall Inc.5-2 Tamesha is a likeable, socially active woman who tracks fashion trends, buys the latest styles, and provides fashion advice to others. In terms of fashion, Tamesha would be considered a(n): 1.Market maven 2.Opinion leader 3.Change agent 4.Gatekeeper

3. Copyright 2007, Prentice-Hall Inc.5-3 Tamesha is a likeable, socially active woman who tracks fashion trends, buys the latest styles and provides fashion advice to others. In terms of fashion, Tamesha would be considered a(n): 1.Market maven 2.Opinion leader 3.Change agent 4.Gatekeeper Opinion leaders exert influence over others because of special skills, knowledge, or personality.

4. Copyright 2007, Prentice-Hall Inc.5-4 After certain types of sales, marketers often send consumers communications to help them feel good about their purchases. Marketers do so in order to facilitate: 1.Variety-seeking behavior 2.Complex buying behavior 3.Habitual buying behavior 4.Dissonance-reducing buying behavior

5. Copyright 2007, Prentice-Hall Inc.5-5 After certain types of sales, marketers often send consumers communications to help them feel good about their purchases. Marketers do so in order to facilitate: 1.Variety-seeking behavior 2.Complex buying behavior 3.Habitual buying behavior 4.Dissonance-reducing buying behavior Cognitive dissonance causes consumers to second guess their purchases and often leads to dissatisfaction and negative word-of-mouth behavior by the consumer.

6. Copyright 2007, Prentice-Hall Inc.5-6 Whether a consumer will be satisfied with a purchase is a function of: 1.Consumer's expectations 2.Perceived performance of the product 3.Both consumer's expectations and the perceived performance of the product 4.None of the above

7. Copyright 2007, Prentice-Hall Inc.5-7 Whether a consumer will be satisfied with a purchase is a function of: 1.Consumer's expectations 2.Perceived performance of the product 3.Both consumer's expectations and the perceived performance of the product 4.None of the above Customer satisfaction is key to building profitable relationships with customers. Marketers should aim to delight customers by exceeding expectations.

8. Copyright 2007, Prentice-Hall Inc.5-8 While watching the Super Bowl, you become intrigued by an ad for a radical new product, which you buy the following week. In this circumstance you are behaving like a(n): 1.Laggard 2.Early adopter 3.Innovator 4.Late adopter

9. Copyright 2007, Prentice-Hall Inc.5-9 While watching the Super Bowl, you become intrigued by an ad for a radical new product, which you buy the following week. In this circumstance you are behaving like a(n): 1.Laggard 2.Early adopter 3.Innovator 4.Late adopter Innovators are venturesome and willing to try new ideas, even when there is some risk.

10. Copyright 2007, Prentice-Hall Inc.5-10 The speed of adoption for new products that are technologically advanced is particularly dependent upon which of the following new product characteristics? 1.Relative advantage 2.Communicability 3.Divisibility 4.Complexity

11. Copyright 2007, Prentice-Hall Inc.5-11 The speed of adoption for new products that are technologically advanced is particularly dependent upon which of the following new product characteristics? 1.Relative advantage 2.Communicability 3.Divisibility 4.Complexity Technologically advanced products are often perceived as difficult to understand or use. Innovations that are perceived as too complex suffer from a slower rate of adoption.

12. Copyright 2007, Prentice-Hall Inc.5-12 Business buyer demand is derived from: 1.Consumer demand 2.Technological factors 3.Psychological factors 4.Cultural factors

13. Copyright 2007, Prentice-Hall Inc.5-13 Business buyer demand is derived from: 1.Consumer demand 2.Technological factors 3.Psychological factors 4.Cultural factors The demand for business goods – such as raw materials, components, or semi-finished goods that are incorporated into products – derives from consumer demand for the finished consumer product.

14. Copyright 2007, Prentice-Hall Inc.5-14 Suppose that your campus computer lab replaces its computers, monitors, and printers every three years. Which type of buying situation fits this scenario? 1.Straight rebuy 2.Modified rebuy 3.Variety-seeking 4.New task

15. Copyright 2007, Prentice-Hall Inc.5-15 Suppose that your campus computer lab replaces its computers, monitors, and printers every three years. Which type of buying situation fits this scenario? 1.Straight rebuy 2.Modified rebuy 3.Variety-seeking 4.New task The rate of technological change would require that the product specifications be updated. Prices would be different, and new suppliers may or may not be chosen.

16. Copyright 2007, Prentice-Hall Inc.5-16 Economic developments, technological changes, and culture and customs are among the _____ influences that impact business buyer behavior. 1.Environmental 2.Interpersonal 3.Organizational 4.Individual

17. Copyright 2007, Prentice-Hall Inc.5-17 Economic developments, technological changes, and culture and customs are among the _____ influences that impact business buyer behavior. 1.Environmental 2.Interpersonal 3.Organizational 4.Individual Political and competitive developments in the environment also influence buyer behavior.

18. Copyright 2007, Prentice-Hall Inc.5-18 All EXCEPT which of the following are examples of the first stage of the buying process? 1.A company decides to launch a new product. 2.A machine breaks down and needs new parts. 3.A buyer invites qualified suppliers to submit proposals. 4.A purchasing manager is unhappy with a current supplier's service.

19. Copyright 2007, Prentice-Hall Inc.5-19 All EXCEPT which of the following are examples of the first stage of the buying process? 1.A company decides to launch a new product. 2.A machine breaks down and needs new parts. 3.A buyer invites qualified suppliers to submit proposals. 4.A purchasing manager is unhappy with a current supplier's service. Problem recognition occurs when a firm or employee recognizes a problem to be solved or need that must be met.