Question 1

A U.S. manufacturer of generators has just broken ground for a new plant in Australia. This is the company's first international expansion effort, and its owners want to lease another corporate jet temporarily so they can periodically fly to Australia to oversee the building progress and help in the hiring process. The new plant would have required ________ decision making and the leasing of the jet would more than likely have required ________ decision making.

Accepted Answer

The new plant represents a significant and complex decision, indicating extensive decision making due to its scale and impact. Leasing a jet, while important, is a less complex decision, likely requiring limited decision making as it is a more straightforward and less impactful choice.

Question 2

Which of the following purchases is most likely to be a routine decision?

Accepted Answer

Routine decisions are those that are made frequently and with a minimum of thought because they involve familiar products or services. The weekly purchase of a current affair magazine fits this description best, as it is a regular, habitual purchase likely made with little deliberation.

Question 3

Which of the following is an example of a personal force that could influence consumers' buying behaviors?

Accepted Answer

Gender is a personal characteristic that can influence consumer behavior, as it affects preferences, needs, and purchasing decisions.

Question 4

Which of the following purchases would most likely involve extensive decision making?

Accepted Answer

Purchasing a condominium typically involves a significant financial investment and requires careful consideration of various factors such as location, amenities, financing options, and legal requirements. This decision typically involves extensive research, weighing pros and cons, and consulting with professionals such as real estate agents, attorneys, and financial advisors. The other options are relatively simple and straightforward purchases that require minimal decision-making.

Question 5

________ is defined as the tension the mother feels over whether she made the right decision when she purchased the least expensive bicycle helmet and protective pads for her young son who is just learning how to ride a bike.

Accepted Answer

Purchase dissonance occurs when a consumer doubts the correctness of their purchase decision, often feeling tension or regret after choosing among several similar options. In this case, the mother's concern about choosing the least expensive safety gear for her son reflects this dissonance.

Question 6

When a consumer gives little thought or time to the purchase of a product she is in the habit of buying, she is making a(n) ________ buying decision.

Accepted Answer

Routine buying decisions are made when a consumer gives little thought or time to the purchase because they are in the habit of buying the product, indicating a low level of involvement.

Question 7

During a sales presentation, the salesperson must be prepared to correct a negative impression the prospect may have about a product. Thus, a salesperson should most likely do all of the following EXCEPT:

Accepted Answer

Emphasizing the importance a prospect attaches to a product's high price does not correct a negative impression but rather could reinforce the negative perception by focusing on cost rather than value or benefits.

Question 8

Which of the following is an example of a social force that could influence consumers' buying behaviors?

Accepted Answer

Family is a social force that can significantly influence consumers' buying behaviors, as decisions are often made based on the preferences, values, or needs of family members.

Question 9

Ladell is excited because a prospect has just signed a purchasing agreement for the biggest sale Ladell has made in his two-year sales career. Ladell is obviously happy as he sits across the desk from his newest customer. What should Ladell do now?

Accepted Answer

The answer of Ladell is excited because a prospect has...

Question 10

During the ________ phase of the buying decision process, the buyer rates her preferences among products she is considering.

Accepted Answer

During the information evaluation phase, the buyer assesses and rates the various options available to them. This involves comparing and contrasting the features, benefits, and drawbacks of each alternative to determine which one best meets their needs and preferences. Therefore, the best choice is C) information evaluation.

Question 11

Once a customer has selected a product to purchase, which of the following would LEAST likely change the customer's purchasing intentions?

Accepted Answer

Unnoticed, beneficial attributes of the product being purchased would least likely change the customer's purchasing intentions because these attributes are already part of the product's value proposition and may not significantly alter the decision once the customer has decided to purchase.

Question 12

The owner of a catering company recently bought a new heavy-duty electric mixer. She had high expectations for the new mixer and paid "top dollar" to get the accessories on her mixer that she considered important. After owning the machine for two weeks, the caterer feels she has received even more benefits from the purchase of this mixer than she expected. Because of this result, the product can be said to have caused:

Accepted Answer

The caterer feeling that she has received more benefits from the mixer than expected indicates that she is satisfied with her purchase, hence "purchase satisfaction" is the correct answer.

Question 13

In extensive decision making:

Accepted Answer

In extensive decision making, the buyer perceives a high level of risk and believes there is more at stake. This process involves a lot of information gathering and evaluation before making a decision, unlike the characteristics described in the other options.

Question 14

The city manager has to buy a replacement traffic signal with the same specifications as the other signals currently in use in the city. The manufacturer from which he purchased the last 12 signals has gone out of business and a new supplier has to be selected from a group of three possible companies. To make this purchase, the city manager will have to use ________ decision making.

Accepted Answer

Since the city manager is familiar with the specifications needed but has to choose a new supplier from a limited set of options, this situation calls for limited decision making. This process involves a moderate amount of effort and time for researching and comparing alternatives, which is more than routine decision making but less than extensive decision making.

Question 15

Technology helps salespeople to:

Accepted Answer

Technology can help salespeople serve customers faster and better by providing them with tools to streamline communication, analyze customer data, and track sales progress. This can lead to more efficient sales processes and better customer satisfaction. The other options (A, B, C, and D) are not directly related to the benefits of technology in sales.

Question 16

After the dentist spent almost $600 to purchase the Apollo Whitening System to use with patients who want their teeth bleached, he learned that a more efficient system with fewer potential side effects was available for $400. From this information you know the dentist most likely experienced:

Accepted Answer

The dentist likely experienced purchase dissonance, which occurs when a buyer has regrets or doubts after making a purchase, especially upon learning that a better or cheaper option was available.

Question 17

If a customer of yours is currently making a(n) ________ buying decision, you should reinforce the point that it is a correct buying decision. It is also important for you to have the product in stock.

Accepted Answer

Routine buying decisions are typically made for products that are bought frequently and require little thought. Reinforcing the decision and having the product in stock are important to maintain customer satisfaction and loyalty in these cases.

Question 18

When providing a buyer with information about a product, which of the following questions is LEAST relevant for the salesperson to consider?

Accepted Answer

The moral development level is least relevant when providing information about a product, as it does not directly influence the product's attributes, the buyer's attitudes towards the product or competitors, or the expected level of satisfaction from the product.

Question 19

A mother of six school-aged children buying two gallons of milk on the way home from work would most likely be making a(n) ________ buying decision.

Accepted Answer

Purchasing milk, a common household item, typically involves a routine decision-making process, especially for a mother of six who likely buys it regularly to meet her family's needs. This type of decision does not require extensive research or consideration.

Question 20

All of the following hold true of extensive decision making EXCEPT:

Accepted Answer

Extensive decision making involves a high level of involvement and consideration from the buyer, meaning they give significant thought to the purchase, contrary to what option E suggests.

Quiz 3: The Psychology of Selling: Why People Buy