Question 1

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

Accepted Answer

The purchasing agent is responsible for facilitating the transaction between the supplier and the company, making them the buyer in the buying center. The user is the individual or department that will actually use the product or service, the decider is the person or group that makes the final decision on the purchase, and the gatekeeper controls access to information in the buying center.

Question 2

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

Accepted Answer

The term "buying center" refers to the group of people responsible for making a business-to-business purchasing decision on behalf of a company. This group usually includes individuals from different departments, such as purchasing, finance, production, and engineering. The other answer choices are not as specific to this particular group of individuals making purchasing decisions.

Question 3

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

Accepted Answer

The members who authorize purchasing decisions are referred to as "deciders" in the buying center. Users are individuals who use the product or service purchased, influencers are those who provide information or recommendations for decision-making, and buyers are responsible for the actual purchasing process but may not have final decision-making authority.

Question 4

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

The influencer's role is to provide information and opinions that influence the buying decision. In this scenario, limiting choices to local vendors is a preference that would be based on the influencer's opinion, not the user's experience, the buyer's negotiation skills, or the gatekeeper's responsibility of managing access to the buying center.

Question 5

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 6

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

Accepted Answer

The trend of active, busy lifestyles drives the consumer demand for convenience and time-saving devices as people are looking for ways to save time and make their lives more efficient.

Question 7

Julian, the owner of a small company asks his secretary to call some of the local office supply stores and locate two that would offer a good deal on a new copy machine. In performing this task, the secretary is assuming which initial roles within the buying center?

Accepted Answer

The answer of Julian, the owner of a small company...

Question 8

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

Accepted Answer

Influencers are the members of the buying center who shape purchasing decisions by providing information and criteria. Users are the ones who actually use the product or service. Deciders are the ones who make the final decision to buy or not to buy. Buyers are the ones who handle the actual purchase transactions.

Question 9

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

Accepted Answer

This statement is true as many individuals seek out activities such as thrill-seeking adventures, hobbies, or leisurely activities as a way to cope with stress and busy lifestyles.

Question 10

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

Accepted Answer

Pleasure cruises and exotic vacations appeal to the trend of experience pursuits, where consumers prioritize experiences and memorable moments over material possessions. They seek out unique, immersive experiences that offer a break from their everyday routines and the opportunity to create lasting memories.

Question 11

The members of the buying center who control the flow of information and keep vendors in or out of the process are called:

Accepted Answer

Gatekeepers are the members of the buying center who control the flow of information and keep vendors in or out of the process. Users are the members who will actually use the product or service being purchased. Influencers are the members who have an opinion or impact on the decision-making process, but do not have the final decision-making power. Deciders are the members who have the final decision-making power.

Question 12

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...

Question 13

In a buying center, the ________ 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 one who actually uses the product or service and would be the most knowledgeable about its functionality and effectiveness. Therefore, they may argue that their opinion and preferences should be considered in the decision-making process.

Question 14

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

Accepted Answer

The buyer is responsible for negotiating the price and terms of purchase with the supplier. They have the authority to make the final purchasing decision and often have the most power in the buying center.

Question 15

The member of the buying center who is most likely to let the group know that some alternative companies have already been rejected is the:

Accepted Answer

The gatekeeper controls the flow of information in the buying center, including filtering out alternatives and deciding which information reaches other members of the buying center.

Question 16

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

Accepted Answer

With increasing awareness about health and wellness, consumers are placing a greater emphasis on buying products and services that promote good health.

Question 17

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

Posting about brands on social media is a prime example of the Communication Revolution. This trend involves the increasing use of technology and social media to communicate with and influence others.

Question 18

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 changing attitudes and behaviors towards aging, including children growing up faster and older people wanting to maintain a youthful lifestyle.

Question 19

What new trends are affecting consumer buyer behavior?

Accepted Answer

The answer of What new trends are affecting consumer buyer...

Question 20

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 actually uses items after they are purchased.

Quiz 3: Buyer Behaviors