McqMate
These multiple-choice questions (MCQs) are designed to enhance your knowledge and understanding in the following areas: Master of Commerce (M.com) , Bachelor of Mass Media (BMM) , Bachelor of Business Administration in Marketing (BBA Marketing) .
| 51. |
If a consumer tells friends “I like my car more than any other car on the road,” then the consumer has expressed a(n): |
| A. | rule. |
| B. | attitude. . |
| C. | belief. |
| D. | cue. |
| Answer» B. attitude. . | |
| 52. |
___________ puts people into a frame of mind of liking or disliking things, of moving toward or away from them. |
| A. | a rule |
| B. | an attitude . |
| C. | a belief |
| D. | a cue |
| Answer» B. an attitude . | |
| 53. |
Which of the following is NOT one of the five stages of the buyer decision process? |
| A. | need recognition |
| B. | brand identification . |
| C. | information search |
| D. | purchase decision |
| Answer» B. brand identification . | |
| 54. |
According to the buyer decision process suggested in the text, the first stage is characterized as being one of: |
| A. | awareness. |
| B. | information search. |
| C. | need recognition. . |
| D. | demand formulation. |
| Answer» C. need recognition. . | |
| 55. |
The buying process can be triggered by a(n) __________ when one of the person’s normal needs—hunger, thirst, sex—rises to a level high enough to become a drive. |
| A. | awareness |
| B. | external stimuli |
| C. | internal stimuli . |
| D. | experiential motivation |
| Answer» C. internal stimuli . | |
| 56. |
The stage in the buyer decision process in which the consumer is aroused to search for more information is called: |
| A. | information search. . |
| B. | evaluation of alternatives. |
| C. | search for needs. |
| D. | perceptual search. |
| Answer» A. information search. . | |
| 57. |
The consumer can obtain information from any of several sources. If the consumer were to obtain information from handling, examining, or using the product, then the consumer would have obtained the information by using a(n): |
| A. | personal source. |
| B. | commercial source. |
| C. | informative source. |
| D. | experiential source. |
| Answer» D. experiential source. | |
| 58. |
Generally, the consumer’s purchase decision will be to buy the most preferred brand, but two factors can come between the purchase intention and the purchase decision. These two factors are best described as being: |
| A. | the cost and availability of the product. |
| B. | the attitude of others and the cost of the product. |
| C. | the availability of the product and unexpected situational factors. |
| D. | the attitude of others and unexpected situational factors. . |
| Answer» D. the attitude of others and unexpected situational factors. . | |
| 59. |
With respect to post purchase behavior, the larger the gap between expectations and performance: |
| A. | the greater likelihood of re-purchase. |
| B. | the greater the customer’s dissatisfaction. . |
| C. | the less likely the consumer will be influenced by advertising. |
| D. | the less likely the consumer will need sales confirmation and support. |
| Answer» B. the greater the customer’s dissatisfaction. . | |
| 60. |
Cognitive dissonance occurs in which stage of the buyer decision process model? |
| A. | need recognition |
| B. | information search |
| C. | evaluation of alternatives |
| D. | post purchase conflict . |
| Answer» D. post purchase conflict . | |
| 61. |
A company must always guard against dissatisfying customers. On average, a satisfied customer tells 3 people about a good purchase experience. A dissatisfied customer, however, on average gripes to ________ people. |
| A. | 7 |
| B. | 9 |
| C. | 11 . |
| D. | 30 |
| Answer» C. 11 . | |
| 62. |
The _________________ is the mental process through which an individual passes from first hearing about an innovation to final adoption. |
| A. | adoption process . |
| B. | consumption process |
| C. | innovation process |
| D. | new product development process |
| Answer» A. adoption process . | |
| 63. |
All of the following are part of the adoption process that consumers may go through when considering an innovation EXCEPT: |
| A. | awareness. |
| B. | process. . |
| C. | interest. |
| D. | trial. |
| Answer» B. process. . | |
| 64. |
With respect to adopter categories, the _______________ are guided by respect, are the opinion leaders in their communities, and adopt new ideas early but carefully. |
| A. | seekers |
| B. | innovators |
| C. | early adopters . |
| D. | early majority |
| Answer» C. early adopters . | |
| 65. |
With respect to adopter categories, the ___________________ are skeptical and they adopt an innovation only after a majority of people have tried it. |
| A. | early adopters |
| B. | early majority |
| C. | late majority . |
| D. | laggards |
| Answer» C. late majority . | |
| 66. |
Several characteristics are especially important in influencing an innovation’s rate of adoption. _________ is the degree to which the innovation may be tried on a limited basis. |
| A. | relative advantage |
| B. | synchronization |
| C. | compatibility |
| D. | divisibility . |
| Answer» D. divisibility . | |
| 67. |
If a company makes products and services for the purpose of reselling or renting them to others at a profit or for use in the production of other products and services, then the company is selling to the: |
| A. | business market. . |
| B. | international market. |
| C. | consumer market. |
| D. | private sector market. |
| Answer» A. business market. . | |
| 68. |
All of the following are among the primary differences between a business market and a consumer market EXCEPT: |
| A. | purchase decisions to satisfy needs. . |
| B. | market structure and demand. |
| C. | the nature of the buying unit. |
| D. | the types of decisions and the decision process involved. |
| Answer» A. purchase decisions to satisfy needs. . | |
| 69. |
The business marketer normally deals with _____________ than the consumer marketer does. |
| A. | far greater but smaller buyers |
| B. | far greater and larger buyers |
| C. | far fewer but far larger buyers |
| D. | far fewer and smaller buyers |
| Answer» C. far fewer but far larger buyers | |
| 70. |
When demand comes (as it does in the business market) from the demand for consumer goods, this form of demand is called: |
| A. | kinked demand. |
| B. | inelastic demand. |
| C. | cyclical dema |
| D. | Derived demand. |
| Answer» D. Derived demand. | |
| 71. |
That business markets have more buyers involved in the purchase decision is evidence of which of the following characteristic differences between business and consumer markets? |
| A. | market structure and demand |
| B. | the nature of the buying unit . |
| C. | types of decisions made |
| D. | type of decision process itself |
| Answer» B. the nature of the buying unit . | |
| 72. |
The place in the business buying behavior model where interpersonal and individual influences might interact is called the: |
| A. | environment. |
| B. | response. . |
| C. | stimuli. |
| D. | buying center. |
| Answer» B. response. . | |
| 73. |
In a _______________, the buyer reorders something without any modifications. |
| A. | habitual rebuy |
| B. | straight rebuy . |
| C. | modified rebuy |
| D. | new task buy |
| Answer» B. straight rebuy . | |
| 74. |
In a _______________, the buyer wants to change something about product specifications, prices, terms, or suppliers. |
| A. | habitual rebuy |
| B. | straight rebuy |
| C. | modified rebuy . |
| D. | new task buy |
| Answer» C. modified rebuy . | |
| 75. |
When a firm buys a product or service for the first time, it is facing a: |
| A. | habitual rebuy situation. |
| B. | straight rebuy situation. |
| C. | modified rebuy situation. |
| D. | new task situation. . |
| Answer» D. new task situation. . | |
| 76. |
The “in” suppliers are most likely to get nervous and feel pressure to put their best foot forward in which of the following types of buying situations? |
| A. | modified rebuy . |
| B. | new task buying |
| C. | straight rebuy |
| D. | indirect rebuy |
| Answer» A. modified rebuy . | |
| 77. |
The decision-making unit of a buying organization is called its _____________: all the individuals and units that participate in the business decision-making process. |
| A. | buying center . |
| B. | purchasing center |
| C. | bidding center |
| D. | demand-supply center |
| Answer» D. demand-supply center | |
| 78. |
The stage of the business buying process where the buyer describes the characteristics and quantity of the needed item is called: |
| A. | problem recognition. |
| B. | general need description. . |
| C. | product specification. |
| D. | proposal solicitation. |
| Answer» B. general need description. . | |
| 79. |
If a buying team is asked by the purchasing department to rank the importance of reliability, durability, price, and other attributes of an item, then the team is going through a business buying process stage called: |
| A. | problem recognition. |
| B. | general need description. . |
| C. | product specification. |
| D. | proposal solicitation. |
| Answer» B. general need description. . | |
| 80. |
________________ is the stage of business buying where an organization decides on and specifies the best technical product characteristics for a needed item. |
| A. | problem recognition |
| B. | general need description |
| C. | product specification . |
| D. | proposal solicitation |
| Answer» C. product specification . | |
| 81. |
Factors such as supplier reputation for repair and servicing capabilities are important criteria for evaluation at which stage in the business buying process? |
| A. | problem recognition |
| B. | supplier search |
| C. | supplier selection . |
| D. | order-routine specification |
| Answer» C. supplier selection . | |
| 82. |
Blanket contracts are typically part of which of the following stages in the business buying process? |
| A. | general need description |
| B. | product specification |
| C. | supplier selection |
| D. | order-routine specification . |
| Answer» D. order-routine specification . | |
| 83. |
The stage of the business buying process in which the buyer writes the final order with the chosen supplier(s), listing the technical specifications, quantity needed, expected time of delivery, return policies, and warranties is called: |
| A. | general need description. |
| B. | product specification. |
| C. | supplier selection. |
| D. | order-routine specification. . |
| Answer» D. order-routine specification. . | |
| 84. |
The _______________ may lead the buyer to continue, modify, or drop the arrangement that has been entered into by the buyer and seller. |
| A. | performance review . |
| B. | order-routine specification |
| C. | supplier selection |
| D. | general need description |
| Answer» A. performance review . | |
| 85. |
For the marketing manager, social class offers some insights into consumer behavior and is potentially useful as a ___________________. |
| A. | market research information |
| B. | market segmentation variable . |
| C. | source of understanding competition’s strategy |
| D. | source to predict future trends |
| Answer» B. market segmentation variable . | |
| 86. |
____________ is the definition of reference groups. |
| A. | groups that an individual looks to when forming attitudes and opinions . |
| B. | groups of people who have been referred to by someone they know |
| C. | groups of office colleagues |
| D. | chat groups on the internet |
| Answer» A. groups that an individual looks to when forming attitudes and opinions . | |
| 87. |
__________ are factors that have been shown to affect consumer behavior. |
| A. | brand name, quality, newness, and complexity . |
| B. | advertising, marketing, product, and price |
| C. | outlets, strategies, concept, and brand name |
| D. | quality, advertising, product positioning, and strategy |
| Answer» A. brand name, quality, newness, and complexity . | |
| 88. |
The reason that higher prices may not affect consumer buying is _______________. |
| A. | most consumers prefer brand names which have higher prices |
| B. | 70% of the total population looks for quality services and is willing to pay higher prices |
| C. | consumers believe that higher prices indicate higher quality or prestige . |
| D. | most consumers feel that the price is actually affordable |
| Answer» C. consumers believe that higher prices indicate higher quality or prestige . | |
| 89. |
___________ are the groups that individuals look to when forming attitudes and opinions. |
| A. | reference groups . |
| B. | teenage groups |
| C. | religious groups |
| D. | adult groups |
| Answer» A. reference groups . | |
| 90. |
For which of the following products would the reference group influence be the strongest? |
| A. | a best-seller novel |
| B. | a pickup truck . |
| C. | a loaf of bread |
| D. | a pair of jeans |
| Answer» B. a pickup truck . | |
| 91. |
Secondary reference groups include ________________. |
| A. | family and close friends |
| B. | sports groups |
| C. | ethnic and religious groups |
| D. | fraternal organizations and professional associations . |
| Answer» D. fraternal organizations and professional associations . | |
| 92. |
Marketing strategies are often designed to influence _______________ and lead to profitable exchanges. |
| A. | consumer decision making . |
| B. | sales strategies |
| C. | advertising strategies |
| D. | export strategies |
| Answer» A. consumer decision making . | |
| 93. |
__________ refers to the information a consumer has stored in their memory about a product or service. |
| A. | cognitive dissonance |
| B. | product knowledge . |
| C. | product research |
| D. | marketing research |
| Answer» B. product knowledge . | |
| 94. |
One of the key tasks of marketers is ____________ and to create consumer perceptions that the product is worth purchasing. |
| A. | to make products easily visible and available |
| B. | to promote sales of products |
| C. | to differentiate their products from those of competitors . |
| D. | to do marketing surveys |
| Answer» C. to differentiate their products from those of competitors . | |
| 95. |
Praveen doesn't really like Chicken fry but when all of his friends ordered chicken fry, he felt that to be part of the gang he needed to buy one for himself. Which situational influence explains Terence's purchase of a grapefruit martini? |
| A. | its marketing mix |
| B. | task features |
| C. | current conditions |
| D. | social features |
| Answer» D. social features | |
| 96. |
________ can influence the consumers’ thoughts about products. |
| A. | marketing and popularity |
| B. | advertising, sales promotions, salespeople, and publicity . |
| C. | sales promotion, popularity, and marketing |
| D. | none of these |
| Answer» B. advertising, sales promotions, salespeople, and publicity . | |
| 97. |
It important for marketers to devise communications that offer _______________, and are placed in media that consumers in the target market are likely to use. |
| A. | consistent messages about their products . |
| B. | better pricing |
| C. | product information to the customers |
| D. | a new marketing strategy |
| Answer» A. consistent messages about their products . | |
| 98. |
Marketing communications play a critical role in informing consumers about ______ including where they can be purchased and in creating favourable images and perceptions. |
| A. | buying their products |
| B. | price reductions |
| C. | products and services . |
| D. | the advantage over competition |
| Answer» C. products and services . | |
| 99. |
When consumers are seeking low-involvement products, they are unlikely to engage in extensive search, so _________________ is important. |
| A. | order processing |
| B. | order booking |
| C. | ready availability . |
| D. | information about warranty |
| Answer» C. ready availability . | |
| 100. |
Marketers can create brand equity ______________. |
| A. | by selling them in prestigious outlets . |
| B. | by overpricing the product |
| C. | preparing comparative information about competitive brands |
| D. | by making the products available in all locations |
| Answer» A. by selling them in prestigious outlets . | |
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