Deck 3: Business Buying Process, Motivation, Perception, and Attitudes

Question 1

In business buying process, the group who has formal authority of supplier selection is classified as

A)user
B)influencer
C)decider and gatekeeper
D)buyer

Answer 1

buyer

Question 2

The stage in buying behavior which follows the reviews of supplier proposals by business buyer is

A)supplier selection
B)proposal solicitation
C)supplier search
D)order-routine specification'

Answer 2

supplier selection

Question 3

The demand which is affected by price changes in short term is

A)elastic demand
B)inelastic demand
C)realistic demand
D)unrealistic demand

Answer 3

elastic demand

Question 4

The rational element of motivation is called:

A)A goal
B)An incentive
C)A drive
D)None of the above

Question 5

A motive which operates below the conscious level is called:

A)A conscious motive
B)A dormant motive
C)An emotional motive
D)None of the above

Question 6

Rules for purchasing are called:

A)Risk reducers
B)Heuristics
C)Purchase regulations
D)None of the above

Question 7

According to Freud, which of the following is our conscious self?

A)The id
B)The superego
C)The ego
D)None of the above

Question 8

An external trigger that encourages learning is called:

A)A response
B)A cue
C)Reinforcement
D)None of the above

Question 9

The emotional component of attitude is called:

A)Cognition
B)Conation
C)Affect
D)None of the above

Question 10

The effect whereby someone holding two conflicting attitudes at once feels discomfort is called:

A)Attitude disconfirmation
B)Affective re-adjustment
C)Cognitive dissonance
D)None of the above

Question 11

Intelligent interruption in communication is called:

A)Noise
B)Interference
C)Encoding
D)None of the above

Question 12

What does VALS stand for?

A)Value Added Living Systems
B)Values and Life Styles
C)Variable Living Styles
D)None of the above

Question 13

Which of the following statements is true about the goal theory of motivation?

A)People with easier goals will perform better than people with difficult goals.
B)A person's level of commitment to a goal will not regulate the level of effort expended.
C)Research has shown that there is little support for the goal theory and its effects on motivation with regard to the relationship between goal-setting and performance.
D)People with difficult goals will perform better than people with easier goals.

Question 14

A person's _______________ comprises internal factors, such as ability, intelligence and personality, and will determine how an individual responds to certain stimuli.

A)Sensory limit
B)Cognitive set
C)Perceptual set
D)Psychological threshold

Question 15

Which of the following will influence an individual's perceptions?

A)Previous experiences.
B)Individual needs.
C)Sensory limitations.
D)All of the above.

Question 16

Which two of the following are terms used by Cook to describe the two kinds of information used in a social encounter?

A)Secondary information.
B)Impressionistic information.
C)Static information.
D)Primary information.

Question 17

Which of the following are employees with an internal locus of control orientation more likely to display than employees with an external control orientation?

A)An increased probability of gaining managerial positions.
B)Greater satisfaction with their jobs.
C)Greater satisfaction with participatory management.
D)All of the above.

Question 18

Which factors are used to interpret a person's task performance?

A)Internal attributive control.
B)Unstable factors.
C)Stable factors.
D)Internal attributions.

Question 19

Which of the following is true?

A)Self-concept is instinctive
B)Self-concept is learned
C)Self-concept is imposed on us by our parents.
D)None of the above