Question 1

The income an individual receives from all sources less the Social Security taxes that the individual must pay is known as ____ income.
A) gross
B) personal
C) disposable
D) discretionary
E) net

Accepted Answer

Personal income includes all income received from all sources minus Social Security taxes, reflecting the total income available to an individual before personal income taxes.

Question 2

Which of the following is not a major category of factors that influence the consumer buying process?
A) Social
B) Psychological
C) Buying center
D) Situational
E) Both social and situational

Accepted Answer

Buying center is not a major category of factors that influence the consumer buying process. It is a concept that is applicable to organizational buying. The other options, such as social, psychological, and situational factors, are all relevant categories of factors that can influence the consumer buying process.

Question 3

Lynn studies how individuals go about purchasing products for their personal consumption and what factors influence these decisions.Lynn studies
A) business buying behavior.
B) consumer buying behavior.
C) marketing psychology.
D) purchasing psychology.
E) marketing research.

Accepted Answer

Lynn's study of how individuals purchase products for personal consumption and what factors influence those decisions indicates that she is studying consumer buying behavior, making option B the best choice. Option A relates to how businesses make purchases, not individuals, while options C and D are too narrow in their focus, and option E is too broad since marketing research encompasses more than just consumer buying behavior.

Question 4

The use of databases,electronic bulletin boards,online information services,and the Internet can assist marketers in
A) tracing buying behavior of customers.
B) determining where their product is in the product life cycle.
C) creating brand loyalty with their customers.
D) comparing their product with other products.
E) deciding when to implement a particular pricing strategy.

Accepted Answer

The use of databases, electronic bulletin boards, online information services, and the Internet can provide significant insights into the buying behavior of customers. Marketers can collect data on customers' preferences, needs, demographics, and purchase patterns to develop targeted marketing strategies and personalized promotions that foster customer loyalty and maximize sales. By analyzing this data, marketers can gain a better understanding of their customers and adjust their marketing campaigns accordingly. Therefore, option A is the best choice.

Question 5

AST Computers purchases most of its parts from several suppliers and then assembles products based on customer specifications.The company's hard drive supplier's contract will expire soon and AST intends to shop around for a new supplier.The purchasing process could involve all of the following except
A) market research.
B) description.
C) sampling.
D) negotiation.
E) inspection.

Accepted Answer

The answer of AST Computers purchases most of its parts...

Question 6

Which of the following is not a step in the consumer buying decision process?
A) Evaluate alternatives
B) Evaluate after the purchase
C) Acknowledge that a problem exists
D) Look for information
E) Tell other people about the product

Accepted Answer

Telling other people about the product is not a step in the consumer buying decision process. The steps are acknowledging that a problem exists, looking for information, evaluating alternatives, making a purchase decision, and evaluating after the purchase.

Question 7

Nancy goes to a drugstore and purchases toothpaste.What type of purchase process did Nancymost likely use?
A) Evaluative buying
B) Limited decision making
C) Simple purchasing
D) Routine response behavior
E) Extensive decision making

Accepted Answer

Toothpaste is a low-involvement product that typically requires routine response behavior, or a habitual/past purchase decision-making process. This means that consumers do not typically engage in extensive research or evaluation of toothpaste options, but rather rely on their existing preferences and habits to make a quick purchasing decision.

Question 8

Buying behavior is divided into two categories including
A) discretionary and disposable.
B) personal and professional.
C) physical and virtual.
D) internal and external.
E) consumer and business.

Accepted Answer

The two categories of buying behavior are consumer (discretionary) and business (non-discretionary). Option A is incorrect because both terms refer to discretionary spending. Option B is incorrect because it splits behavior based on personal and professional reasons as opposed to the type of purchasing. Option C is incorrect because the terms refer to the location or method of purchase, not the type. Option D is incorrect because it splits behavior based on internal or external motives, rather than the type of purchase.

Question 9

Melinda walks into a local convenience store to buy chewing gum.She more than likely will employ ____ in deciding to make that purchase.
A) absolute response behavior
B) extensive decision making
C) limited decision making
D) routine response behavior
E) intensive decision making

Accepted Answer

Buying chewing gum is usually a low involvement purchase and falls into the category of routine response behavior. Melinda is not likely to spend a lot of time and effort in making the decision to buy gum.

Question 10

If Randell,vice president of marketing,is at the stage in his market research where he is gathering information about the problem from published data and from people who have experience with the problem,he is at which stage?
A) Defining the problem
B) Gathering factual information
C) Making a preliminary investigation
D) Planning the research
E) Interpreting information

Accepted Answer

Randell is at the stage of making a preliminary investigation, which involves gathering information from existing sources and individuals with experience related to the problem.

Question 11

Marketing managers are better able to predict consumer responses to marketing strategies and to develop a satisfying marketing mix if they are aware of the factors that
A) are controllable marketing forces.
B) are uncontrollable marketing forces.
C) affect buying behavior.
D) are used to segment the market.
E) are involved in the handling of consumer complaints.

Accepted Answer

Factors that affect buying behavior, such as demographics, psychographics, culture, and social influences, can provide insight into how consumers may respond to marketing strategies. This knowledge can help marketing managers create a more effective and tailored marketing mix. Controllable and uncontrollable marketing forces may also impact consumer behavior, but these factors are more focused on the business or environmental factors that a company operates within, rather than the consumer themselves. Market segmentation and handling consumer complaints are important aspects of marketing, but do not directly relate to predicting consumer responses to marketing strategies.

Question 12

Victor Lorenz realizes that he needs a new car,so he has read through Consumer Reports and has visited selected dealerships to gather more information.According to the steps involved in a purchase decision,he is ready to
A) weigh the various options that have come to light.
B) make a choice.
C) acknowledge that a problem exists.
D) look for information that may include brand names and product characteristics.
E) acquire the car.

Accepted Answer

Victor Lorenz has already gathered information and visited dealerships, so he is ready to weigh the various options that have come to light.

Question 13

Amanda is a high school student.All of her friends buy their jeans from Express,so she decides to buy Express jeans even though Levi's fit her better.Amanda's purchasing decision is most influenced by ____ factors.
A) psychological
B) situational
C) demographic
D) personality
E) social

Accepted Answer

Amanda's decision to buy the same brand of jeans as her friends is influenced by social factors, specifically group influence or reference groups. This refers to the influence that the opinions, values, or behaviors of individuals or groups have on an individual's beliefs, attitudes, and/or purchasing decisions. In this case, Amanda's friends are her reference group, and she wants to conform to their behaviors and fit in with them.

Question 14

A fairly recent technology-related tool that many companies use to solicit feedback from customers about the company's existing or upcoming products is
A) social media.
B) sales forecasts.
C) consumer buying behavior.
D) market segmenting.
E) customer relationship management.

Accepted Answer

Social media is a tool that many companies use to solicit feedback from customers about their existing or upcoming products. Social media platforms provide companies with a direct channel to interact with customers and receive their feedback, opinions, and suggestions. Companies can use social media to conduct customer surveys, polls, and focus groups to understand customer preferences and design better products that meet their needs. Additionally, companies can use social media to monitor customer feedback about their products and address any issues or concerns in real-time, thus improving customer satisfaction and loyalty.

Question 15

Ken's car battery dies while he is on his way to an important meeting.Which step is Ken at in the consumer buying process?
A) Evaluate the alternatives
B) Purchase
C) Recognize the problem
D) Search for information
E) Evaluate after purchase

Accepted Answer

Ken is currently in the first stage of the consumer buying process, which is recognizing the problem. The problem here is that his car battery has died and he needs it to start the car to continue on to his important meeting. Ken has not yet started searching for information on how to solve this problem, evaluating alternatives, making a purchase, or evaluating the purchase after the fact.

Question 16

On the way to work,Mary realized her car was overheating,so she immediately pulled into a service station to have the problem fixed.Mary's buying process for the car repair was influenced by
A) social factors.
B) situational factors.
C) problem recognition.
D) psychological factors.
E) evaluation factors.

Accepted Answer

Mary's immediate need to have her car fixed due to it overheating is a situational factor that influences her buying process.

Question 17

Turner Broadcasting Systems uses internal Web pages that all employees can access in order to share information and improve communication.This is a(n)
A) LAN.
B) Internet.
C) intranet.
D) MIS.
E) database.

Accepted Answer

An intranet is a private network that uses Internet technologies to allow sharing of information within an organization. Since Turner Broadcasting Systems uses internal web pages that only employees can access, it is an example of an intranet.

Question 18

Martha,a marketing researcher,is currently analyzing the information collected and determining what possible opportunities it has for management.At which stage of marketing research is she?
A) Interpreting information
B) Defining the problem
C) Making a preliminary investigation
D) Planning the research
E) Gathering factual information

Accepted Answer

Martha is in the stage of interpreting information, as she is analyzing the data already collected to determine opportunities for management.

Question 19

The two broad categories of buying behavior are ____ and ____.
A) psychological;social
B) consumer;person-specific
C) consumer;business
D) government;industrial
E) consumer;reseller

Accepted Answer

The two broad categories of buying behavior are consumer and business. Consumer buying behavior involves individuals or households who buy goods and services for personal use, while business buying behavior involves organizations that buy goods and services to use in their own production process or for resale to their customers. Options A, B, D, and E do not accurately reflect the two broad categories of buying behavior.

Question 20

Henry Carter is trying out for his high school varsity basketball team.Henry feels he needs an extra advantage to ensure that he makes the team so he goes to Foot Locker.Once at the store,he chooses the best looking and most expensive shoes the store carries.Henry's buying process is influenced most by ____ factors.
A) socioeconomic
B) social
C) psychological
D) situational
E) aesthetic

Accepted Answer

Henry's buying process is influenced by his own thoughts, perceptions, and motives, which fall under psychological factors. He believes that expensive and stylish shoes will give him an advantage to make the basketball team, which is a personal and psychological belief.

Quiz 11: Building Customer Relationships Through Effective Marketing

The income an individual receives from all sources less the Social Security taxes that the individual must pay is known as ____ income.

Which of the following is not a major category of factors that influence the consumer buying process?

Lynn studies how individuals go about purchasing products for their personal consumption and what factors influence these decisions.Lynn studies

The use of databases,electronic bulletin boards,online information services,and the Internet can assist marketers in

Which of the following is not a step in the consumer buying decision process?

Nancy goes to a drugstore and purchases toothpaste.What type of purchase process did Nancymost likely use?

Buying behavior is divided into two categories including

Melinda walks into a local convenience store to buy chewing gum.She more than likely will employ ____ in deciding to make that purchase.

If Randell,vice president of marketing,is at the stage in his market research where he is gathering information about the problem from published data and from people who have experience with the problem,he is at which stage?

Marketing managers are better able to predict consumer responses to marketing strategies and to develop a satisfying marketing mix if they are aware of the factors that

Victor Lorenz realizes that he needs a new car,so he has read through Consumer Reports and has visited selected dealerships to gather more information.According to the steps involved in a purchase decision,he is ready to

Amanda is a high school student.All of her friends buy their jeans from Express,so she decides to buy Express jeans even though Levi's fit her better.Amanda's purchasing decision is most influenced by ____ factors.

A fairly recent technology-related tool that many companies use to solicit feedback from customers about the company's existing or upcoming products is

Ken's car battery dies while he is on his way to an important meeting.Which step is Ken at in the consumer buying process?

On the way to work,Mary realized her car was overheating,so she immediately pulled into a service station to have the problem fixed.Mary's buying process for the car repair was influenced by

Turner Broadcasting Systems uses internal Web pages that all employees can access in order to share information and improve communication.This is a(n)

Martha,a marketing researcher,is currently analyzing the information collected and determining what possible opportunities it has for management.At which stage of marketing research is she?

The two broad categories of buying behavior are and .