1. Opinion leaders are sometimes referred to as _____.
Correct : A. the influential .
2. -------------------------- is the buying behavior of final consumers
Correct : D. Consumer buyer behaviour.
3. Which of the following is s situation in which consumer behaviour occurs?
Correct : D. All of the above
4. Consumer protection act was passed in the year
Correct : C. 1986
5. Injurious consumption occurs when
Correct : B. Individual makes consumption decisions that have a negative impact on their long run well being
6. When a consumers purchase a product for the first time and buys a small quantity than usual,
this purchase would be considered as a ____________
Correct : D. All of the above
7. Repeat purchase is closely related to the concept of
Correct : B. Brand loyalty
8. Shoppers who care about mall essentials and brand name merchandise are known as ________ shoppers
Correct : B. Destination
9. Post purchase evaluation means
Correct : D. Both A and B
10. Remembrance of good points that are related to choose a brand a compared to competing
brand is called
Correct : C. Selective retention
11. In measuring consumer major AIO dimensions activities includes
Correct : A. Social events
12. Higher is gap between product performance and customer expectations, customer is
Correct : B. More dissatisfied
13. When the performance of the product matches the more than the expectations of the
consumer it is called as
Correct : A. Delight
14. Which is not marketed by social marketing?
Correct : B. Intangible product
15. Needs of customers are triggered by
Correct : C. Both A and B
16. Tendency to which experiences of potential customers fits with innovation is called
Correct : D. Compatibility
17. Any individual who purchases goods and services from the market for his/her end-use is
called a..................
Correct : A. Customer
18. ------------ is nothing but willingness of consumers to purchase products and services as per
their taste, need and of course pocket.
Correct : B. Consumer interest
19. ------------- is a branch which deals with the various stages a consumer goes through before
purchasing products or services for his end use.
Correct : A. Consumer behavior
20. -------------- refers to how an individual perceives a particular message
Correct : D. Consumer interpretation.
21. “----------- is the action and decisions process or people who purchase goods and services for
personal consumption.”
Correct : A. Consumer behavior
22. ________________ emphasize(s) that profitable marketing begins with the discovery and
understanding of consumer needs and then develops a marketing mix to satisfy these needs.
Correct : A. The marketing concept
23. Many sub-cultural barriers are decreasing because of mass communication, mass transit,
and a ___________________.
Correct : A. Decline in the influence of religious values
24. ___________ develop on the basis of wealth, skills and power.
Correct : D. Social classes.
25. The starting point in understanding how consumers respond to various marketing efforts the
company might use is the:
Correct : B. Stimulus-response model of buyer behavior.
26. According to the stimulus-response model of buyer behavior , the place where consumers
process marketing stimuli prior to making purchase decision is called_______________
Correct : C. Consumer’s black box. .
27. Consumer purchases are influenced strongly by cultural, social, personal, and __________
Correct : B. Psychological characteristics
28. ______________ is the most basic cause of a person’s wants and behaviors.
Correct : A. Culture.
29. The cultural shift toward _____________ has resulted in more demand for casual clothing
and simpler home furnishings.
Correct : C. informality.
30. A ________________ is a group of people with shared value systems based on common life
experiences and situations.
Correct : B. subculture
31. A ___________ is a strong internal stimulus that calls for action.
Correct : A. Driv .
32. If a consumer describes a car as being the “most economical car on the market,” then this descriptor is an ___________
Correct : C. Belief. .
33. If a consumer tells friends “I like my car more than any other car on the road,” then the
consumer has expressed an _____________
Correct : B. Attitude. .
34. ___________ puts people into a frame of mind of liking or disliking things, of moving
toward or away from them.
Correct : B. An attitude.
35. According to the buyer decision process suggested in the text, the first stage is characterized
as being one of __________
Correct : C. Need recognition. .
36. The buying process can be triggered by a(n) __________ when one of the person’s normal
needs—hunger, thirst, sex—rises to a level high enough to become a drive.
Correct : C. internal stimuli .
37. The _________________ is the mental process through which an individual passes from
first hearing about an innovation to final adoption.
Correct : A. adoption process .
38. All of the following are part of the adoption process that consumers may go through when
considering an innovation EXCEPT:
Correct : B. Process.
39. Several characteristics are especially important in influencing an innovation’s rate of adoption. _________ is the degree to which the innovation may be tried on a limited basis.
Correct : D. Divisibility .
40. If a company makes products and services for the purpose of reselling or renting them to
others at a profit or for use in the production of other products and services, then the company is selling to the__________
Correct : A. Business market. .
41. All of the following are among the primary differences between a business market and a
consumer market except ____________
Correct : A. Purchase decisions to satisfy needs. .
42. When demand comes (as it does in the business market) from the demand for consumer goods, this form of demand is called___________
Correct : D. d. Derived demand. .
43. General Motors buys steel because consumers buy cars. If consumer demand for cars drops,
so will General Motors’ demand for steel. This is an example of the relationships found in___________
Correct : D. d. Derived demand. .
44. That business markets have more buyers involved in the purchase decision is evidence of which of the following characteristic differences between business and consumer markets?
Correct : B. the nature of the buying unit .
45. The place in the business buying behavior model where interpersonal and individual Influences might interact is called the__________
Correct : B. Response.
46. In a _______________, the buyer reorders something without any modifications.
Correct : B. straight re buying
47. In a _______________, the buyer wants to change something about product specifications,
prices, terms, or suppliers.
Correct : C. modified re buy .
48. When a firm buys a product or service for the first time, it is facing a _____________
Correct : D. New task situation. .
49. The “in” suppliers are most likely to get nervous and feel pressure to put their best foot
forward in which of the following types of buying situations?
Correct : A. modified re buy .
50. The decision-making unit of a buying organization is called its _____________ all the individuals and units that participate in the business decision-making process.
Correct : A. buying center .
51. Considering the major influences on business buyer behavior, as shown in a model in the
text, under which influence stage would you expect to find the influences of authority, status, empathy, and persuasiveness?
Correct : D. individual
52. The stage of the business buying process where the buyer describes the characteristics and
quantity of the needed item is called ___________
Correct : B. General need description. .
53. If a buying team is asked by the purchasing department to rank the importance of reliability,
durability, price, and other attributes of an item, then the team is going through a business buying process stage called____________
Correct : B. General need description. .
54. ________________ is the stage of business buying where an organization decides on and
specifies the best technical product characteristics for a needed item.
Correct : C. Product specification .
55. _________________ is an approach to cost reduction in which components are studied
carefully to determine if they can be redesigned, standardized, or made by less costly methods of production.
Correct : D. Value analysis .
56. Factors such as supplier reputation for repair and servicing capabilities are important criteria
for evaluation at which stage in the business buying process?
Correct : C. supplier selection .
57. Blanket contracts are typically part of which of the following stages in the business buying process?
Correct : D. order-routine specification .
58. The _______________ may lead the buyer to continue, modify, or drop the arrangement
that has been entered into by the buyer and seller.
Correct : D. general need description
59. For the marketing manager, social class offers some insights into consumer behavior and is
potentially useful as a ___________________.
Correct : A. Market research information
60. __________ are factors that have been shown to affect consumer behavior.
Correct : B. Advertising, marketing, product, and price
61. The reason that higher prices may not affect consumer buying is _______________.
Correct : A. Most consumers prefer brand names which have higher prices
62. ___________ are the groups that individuals look to when forming attitudes and opinions.
Correct : C. Religious groups
63. For which of the following products would the reference group influence be the strongest?
Correct : A. A best-seller novel
64. Primary reference groups include ________________.
Correct : B. Office colleagues
65. Secondary reference groups include ________________.
Correct : C. Ethnic and religious groups
66. Marketing strategies are often designed to influence _______________ and lead to
profitable exchanges.
Correct : D. Export strategies
67. __________ refers to the information a consumer has stored in their memory about a
product or service.
Correct : A. Cognitive dissonance
68. Which of Maslow's needs reflects individuals' desires for status, superiority, self respect, and prestige?
Correct : D. esteem
69. Which of Maslow's needs involves the desire for self-fulfillment, to become all that one is
capable of becoming?
Correct : B. self-actualization
70. Primary reference groups include ________________
Correct : C. family and close friends
71. _________________ refers to the buying behavior of final consumers.
Correct : A. Consumer buyer behavior
72. ____________ is individuals and households who buy goods and services for personal
consumption.
Correct : C. The consumer market
73. ________are based on such things as geographic areas, religions, nationalities, ethnic
3groups, and age.
Correct : C. Subcultures
74. _____________ has become increasingly important for developing a marketing strategy in
ecent years.
Correct : D. Age groups, such as the teen market, baby boomers, and the mature market A
75. __________ is the single factor that best indicates social class.
Correct : C. Occupation
76. ____________ is the definition of reference groups.
Correct : A. Groups that an individual looks to when forming attitudes and opinions
77. ___________ are the groups that individuals look to when forming attitudes and opinions.
Correct : A. Reference groups
78. __________ are factors that have been shown to affect consumer behavior.
Correct : A. Brand name, quality, newness, and complexity
79. Which of the following is NOT part of group influence?
Correct : D. Personality
80. ________________ is one of the most basic influences on an individual’s needs, wants, and
behavior.
Correct : B. Culture
81. In large nations, the population is bound to lose a lot of its homogeneity, and thus _________________ arise.
Correct : C. Subcultures
82. The relationship between the consumer expectations and the products ______________
determines whether the buyer is satisfied or dissatisfied with a purchase
Correct : A. Perceived performance
83. According to research , there are four factors that influence consumer buyer behaviour
Correct : C. Cultural, social, personal, psychological
84. The consumers five steps of adopting a new product refer to which of the following?
Correct : A. Awareness, interest, evaluation,trail, adoption
85. Mobile technology affects consumer behaviour in which of the following ways?
Correct : A. It facilities the use of location based services
86. The price of the products and services often influence whether _____________ and, if so,
which competitive offering is selected
Correct : A. Consumers will purchase them at all
87. It is important for marketers to devise communications that offer __________ and are
placed in media that consumers in the target market are likely to use
Correct : A. Consistent message about their products
88. When consumers are seeking low involvement products, they are unlikely to engage in
extensive search, so _______________ is important
Correct : C. Ready availability
89. Generally, the consumers purchase decision will be to buy the most preferred brand, but
two factors can come between the purchase intention and the purchase decision.These Two factors are best described as being
Correct : B. The attitude of others and the cost of the product
90. Cognitive dissonance occurs in which stage of the buyer decision process model?
Correct : D. Post purchase conflict
91. Injurious consumption occurs when
Correct : B. Individual makes consumption decisions that have a negative impact on their long run well being.
92. When a consumers purchase a product for the first time and buys a small quantity than
usual, this purchase would be considered as a ____________
Correct : D. All of the above
93. Shoppers who care about mall essentials and brand name merchandise are known as
________ shoppers
Correct : B. Destination
94. Understanding consumer buying behaviour is not easy. The answers are often locked deep
within the consumers head
Correct : D. How do consumers respond to various marketing efforts the company might use?
95. Purchase situation which occurs infrequently, and which requires some research , is called
Correct : A. Limited problem solving
96. Is never, simple, yet understanding it is the essential task of marketing management
Correct : B. consumer buying behaviour
97. Understanding of consumer needs and the develops a marketing mix to satisfy these needs
Correct : D. The marketing concept
98. _______ ___ describers changes in individuals behaviour rising from understanding
Correct : D. Knowledge
99. Basic needs such as hunger and thirst are called
Correct : A. Physiological needs
100. In terms of behaviour; culture, social class and reference group influences have been
related to purchase and _________________