Question 1

The members of the buying center who shape purchasing decisions by providing information and criteria are called:

Accepted Answer

Influencers are members of the buying center who provide information and criteria that shapes the purchasing decision, but they do not have the final say in the decision-making process. Users are those who will ultimately use the product or service, deciders are the individuals who have final authority over the decision, and buyers are those responsible for making the actual purchase.

Question 2

Advertisements for food products and cleaning supplies once directed exclusively to women now must also be geared towards men.This is an example of the consumer behavior trend of:

Accepted Answer

The fact that advertisements for traditionally female-focused products are now targeting men suggests a trend towards gender complexity in consumer behavior. This means that marketers must consider a wider range of gender identities and roles when promoting their products. Age complexity, active lifestyles, and individualism are also important trends in consumer behavior, but they are not specifically addressed in the given scenario.

Question 3

The consumer buying behavior trends related to busy,active lifestyles explain why Nike's marketing team decided to personalize shoes by allowing customers to purchase them online and to design the style and look each person wants.

Accepted Answer

The answer of The consumer buying behavior trends related to...

Question 4

What current trends affect consumer buyer behaviors?

Accepted Answer

The answer of What current trends affect consumer buyer behaviors?...

Question 5

The members of the buying center who authorize purchasing decisions are called:

Accepted Answer

The deciders are the members of the buying center who have the authority to approve or reject a purchase decision. They hold the power to make the final decision and authorize the purchase.

Question 6

Age complexity involves children growing up faster as well as older Americans wanting to act and feel younger than they are.

Accepted Answer

Age complexity refers to the diverse ways in which age affects individuals and society, including children maturing faster and older individuals wanting to stay youthful.

Question 7

The member of the buying center who is most likely to negotiate the price is the:

Accepted Answer

The buyer in the buying center is responsible for making the actual purchase and hence negotiating the price with the supplier. They are the ones who have the authority to negotiate on behalf of the organization and have the final say in the purchasing decision. While other members of the buying center may provide input and influence the decision, it is ultimately the buyer who is responsible for negotiating the terms of the deal.

Question 8

Divorcees,often called second-chancers,usually have a lower household income and are between the ages of 40 and 59.

Accepted Answer

The answer of Divorcees,often called second-chancers,usually have a lower household...

Question 9

In a buying center,the person who would be the most likely to say,"We need to limit our choices to local vendors" is:

Accepted Answer

An influencer is a member of the buying center who may not make the final decision, but has the power to affect it. The statement "We need to limit our choices to local vendors" reflects a preference or opinion, which indicates an influencer's involvement in the decision-making process. A user may not be concerned with vendor location, a buyer's primary concern may be cost, and the gatekeeper may not have a say in vendor selection.

Question 10

Although Mike is a mechanic at a local auto repair shop,he does most of the cooking and grocery shopping for his family.This is an example of which buyer behavior trend?

Accepted Answer

Mike's role in his family challenges traditional gender roles, illustrating gender complexity in buyer behavior.

Question 11

Despite being 52 years old,Claire likes to wear young-looking fashions,such as short skirts,and drive her new red convertible sports car.This is an example of the consumer buyer behavior trend of:

Accepted Answer

Age complexity refers to the tendency of consumers to exhibit behaviors that are not consistent with their chronological age. In the case of Claire, she prefers to wear young-looking fashions and drive a sports car, despite being 52 years old. This behavior is an example of age complexity.

Question 12

In a buying center,which employee would say,"Since I'm the one who actually has to use this product,you should listen to me?"

Accepted Answer

The user is the employee who actually has to use the product, therefore they may feel that their opinion and input should be taken into consideration when making a purchasing decision.

Question 13

The consumer demand for convenience and time-saving devices is the result of which consumer buyer behavior trend?

Accepted Answer

This trend aligns with consumers' active, busy lifestyles, as they are seeking products and services that provide convenience and save time.

Question 14

Gina uses Facebook and Instagram to post her thoughts and photos about brands she loves,which is an example of which consumer buyer behavior trend?

Accepted Answer

Gina's use of social media platforms like Facebook and Instagram to share her thoughts and photos about brands she loves is an example of the communication revolution trend in consumer buyer behavior. This trend is characterized by consumers using technology to communicate with brands, other consumers, and share their opinions and experiences. Therefore, choice B is the best answer.

Question 15

Many people respond to stress and hectic lifestyles through exciting adventures and personal pleasure pursuits.

Accepted Answer

This is true according to common psychology and behavior patterns. Many individuals seek out exciting and pleasure-seeking activities as a coping mechanism for stress and busy lifestyles.

Question 16

In a buying center of a large company,the purchasing agent is normally the:

Accepted Answer

The purchasing agent's main responsibility is to purchase goods or services for the company. They are the ones who negotiate contracts, place orders, and handle the financial aspects of the purchase. Therefore, they are classified as the buyer in the buying center of a large company.

Question 17

A greater emphasis on health is part of the new consumer buying environment.

Accepted Answer

There is a growing trend of consumers preferring healthier products and overall wellness, leading to a greater emphasis on health in the consumer buying environment.

Question 18

Pleasure cruises and exotic vacations take advantage of which consumer behavior trend?

Accepted Answer

Pleasure cruises and exotic vacations are examples of experience pursuits, which is a trend in consumer behavior where individuals prioritize unique and memorable experiences over material possessions.

Question 19

The member of the buying center who actually uses items after they are purchased is the:

Accepted Answer

The user is the member of the buying center who directly uses the purchased item. The influencer suggests criteria and provides information for evaluating options, the decider makes the final decision, and the gatekeeper controls the flow of information and access to the buying center.

Question 20

The group of people who make a business-to-business purchasing decision on behalf of a company is called the:

Accepted Answer

The group of people who make a business-to-business purchasing decision on behalf of a company is called the buying center. Option A "deciders" is not the best choice as it implies that only a specific individual or a few people are involved in the decision-making process, while in reality, there can be multiple stakeholders with different roles and responsibilities. Option B "marketing team" is also not an accurate choice as the marketing team's role can be limited to providing information and support to the buying center but not necessarily making the final decision. Option C "institutional buyers" refer to the organizations or entities that make purchases, which is broader than the specific group involved in the purchasing decision-making process. Therefore, Option D "buying center" is the best choice.

Quiz 3: Buyer Behaviors