Deck 8: The Buying Process and Buyer Behaviour

Question 1

Matching

-Factors such as superior service and selection cause prospects to buy from a particular business

A) product/patronage buying needs
B) emotional/rational buying needs
C) buyer resolution theory
D) group influences
E) emotional buying motive
F) micro culture
G) reference group
H) self actualization
I) Business buyer
J) New-task buying
K) straight-rebuy
L) high-involvement buying
M) more

Answer 1

product/patronage buying needs

Question 2

Matching

-A purchase decision that is based on a very objective review of information

A) product/patronage buying needs
B) emotional/rational buying needs
C) buyer resolution theory
D) group influences
E) emotional buying motive
F) micro culture
G) reference group
H) self actualization
I) Business buyer
J) New-task buying
K) straight-rebuy
L) high-involvement buying
M) more

Answer 2

emotional/rational buying needs

Question 3

Matching

-A purchase based on the desire to attract the opposite sex

A) product/patronage buying needs
B) emotional/rational buying needs
C) buyer resolution theory
D) group influences
E) emotional buying motive
F) micro culture
G) reference group
H) self actualization
I) Business buyer
J) New-task buying
K) straight-rebuy
L) high-involvement buying
M) more

Answer 3

emotional/rational buying needs

Question 4

Matching

-Personal selling efforts focus on developing ""brand preference""

A) product/patronage buying needs
B) emotional/rational buying needs
C) buyer resolution theory
D) group influences
E) emotional buying motive
F) micro culture
G) reference group
H) self actualization
I) Business buyer
J) New-task buying
K) straight-rebuy
L) high-involvement buying
M) more

Question 5

Matching

-A salesperson who represents a firm is more likely to have difficulty with the ""source"" decision

A) product/patronage buying needs
B) emotional/rational buying needs
C) buyer resolution theory
D) group influences
E) emotional buying motive
F) micro culture
G) reference group
H) self actualization
I) Business buyer
J) New-task buying
K) straight-rebuy
L) high-involvement buying
M) more

Question 6

Matching

-An individual's buying behavior is influenced by the culture and micro culture of which s/he is a part

A) product/patronage buying needs
B) emotional/rational buying needs
C) buyer resolution theory
D) group influences
E) emotional buying motive
F) micro culture
G) reference group
H) self actualization
I) Business buyer
J) New-task buying
K) straight-rebuy
L) high-involvement buying
M) more

Question 7

Matching

-Mohammed decides to buy the blue jacket instead of the red one. This would be considered as a ________ motive.

A) product/patronage buying needs
B) emotional/rational buying needs
C) buyer resolution theory
D) group influences
E) emotional buying motive
F) micro culture
G) reference group
H) self actualization
I) Business buyer
J) New-task buying
K) straight-rebuy
L) high-involvement buying
M) more

Question 8

Matching

-communities within a dominant culture which share value systems based on common life experiences.

A) product/patronage buying needs
B) emotional/rational buying needs
C) buyer resolution theory
D) group influences
E) emotional buying motive
F) micro culture
G) reference group
H) self actualization
I) Business buyer
J) New-task buying
K) straight-rebuy
L) high-involvement buying
M) more

Question 9

Matching

-A group to which you belong and habitually compare yourself to.

A) product/patronage buying needs
B) emotional/rational buying needs
C) buyer resolution theory
D) group influences
E) emotional buying motive
F) micro culture
G) reference group
H) self actualization
I) Business buyer
J) New-task buying
K) straight-rebuy
L) high-involvement buying
M) more

Question 10

Matching

-An athlete trying to beat his own record is driven by ________ motive.

A) product/patronage buying needs
B) emotional/rational buying needs
C) buyer resolution theory
D) group influences
E) emotional buying motive
F) micro culture
G) reference group
H) self actualization
I) Business buyer
J) New-task buying
K) straight-rebuy
L) high-involvement buying
M) more

Question 11

Matching

-A retail buyer

A) product/patronage buying needs
B) emotional/rational buying needs
C) buyer resolution theory
D) group influences
E) emotional buying motive
F) micro culture
G) reference group
H) self actualization
I) Business buyer
J) New-task buying
K) straight-rebuy
L) high-involvement buying
M) more

Question 12

Matching

-No prior experience in making that purchase

A) product/patronage buying needs
B) emotional/rational buying needs
C) buyer resolution theory
D) group influences
E) emotional buying motive
F) micro culture
G) reference group
H) self actualization
I) Business buyer
J) New-task buying
K) straight-rebuy
L) high-involvement buying
M) more

Question 13

Matching

-Brand loyalty would result in

A) product/patronage buying needs
B) emotional/rational buying needs
C) buyer resolution theory
D) group influences
E) emotional buying motive
F) micro culture
G) reference group
H) self actualization
I) Business buyer
J) New-task buying
K) straight-rebuy
L) high-involvement buying
M) more

Question 14

Matching

-Complex buying decision is characterized by

A) product/patronage buying needs
B) emotional/rational buying needs
C) buyer resolution theory
D) group influences
E) emotional buying motive
F) micro culture
G) reference group
H) self actualization
I) Business buyer
J) New-task buying
K) straight-rebuy
L) high-involvement buying
M) more

Question 15

Matching

-Transactional buyers are generally __________ aware of their needs than non-transactional buyers.

A) product/patronage buying needs
B) emotional/rational buying needs
C) buyer resolution theory
D) group influences
E) emotional buying motive
F) micro culture
G) reference group
H) self actualization
I) Business buyer
J) New-task buying
K) straight-rebuy
L) high-involvement buying
M) more

Question 16

__________ buying motives are those that cause the prospect to buy products from one particular business rather than another.