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1.

Question : Student Answer:

Consumers learn about new products for the first time and make the decision to buy them during the ________.

new product recognition adoption process evaluation process information search quality assessment

2.

Question :

Bill thought he had received the best deal on his new car. Shortly after the purchase, Bill started to notice certain disadvantages of his new car as he learned more about other cars available. Bill is experiencing ________.

Student Answer: postpurchase culture selective perception cognitive dissonance purchase decision information evaluation

3.

Question : Student Answer:

Which of the following is NOT part of the business market?

Scott Sign Systems sells interior signs to an Alabama resort. A municipal government buys chemicals for its city swimming pools. Sue buys a gift for her mother.

A Canadian software company buys airplane tickets to send a group of salespeople to make a presentation to a heavy equipment manufacturer in Japan. Airmark sells a vinyl printing press to a manufacturer of plastic bags.

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4.

Question : Student Answer:

Relative advantage, compatibility, complexity, divisibility, and communicability are all examples of ________.

alternative evaluation dissonance-reducing buying behavior product characteristics that influence rate of adoption individual differences in innovativeness postpurchase behavior

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5.

Question :

Bob's job description had been changed. The rationale for the changes made no sense to Bob when they were explained. Bob continued to perform most of his job duties as usual. He has engaged in ________.

Student Answer: selective distortion selective attitude

selective interpretation selective attention perceptual defense

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6.

Question : Student Answer:

________ are subtle stimuli that influence where, when, and how a person responds to an idea.

Cues Drives Messages Personalities Impulses

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7.

Question :

You regularly purchase cleaning supplies for your custodial staff, using the same vendor and ordering relatively consistent amounts of the same products with each purchase. This is an example of a ________ situation.

Student Answer: modified rebuy new task straight rebuy

solution selling value analysis

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8.

Question :

People forget much that they learn. They tend to retain information that supports their attitudes and beliefs. This is called ________.

Student Answer: selective retention selective distortion selective attitude selective attention perceptual vigilance

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9.

Question :

During which stage of the business buying process is a buyer most likely to conduct value analysis, carefully studying components to determine if they can be redesigned, standardized, or made less expensive?

Student Answer: general need recognition product specification proposal solicitation order-routine specification performance review

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10. Question :

It is most accurate to say that marketers are always trying to identify ________ in order to discover new products that might be wanted.

Student Answer: lifestyles cultural shifts groups dissonance attitudes

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11. Question :

Although more price-conscious than other segments, ________ consumers in the United States tend to be strongly motivated by quality and selection. Brands are important. They enjoy shopping and are more fashion conscious than other ethnic groups.

Student Answer: Hispanic African American mature Asian baby boomer

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12. Question :

Some consumers worry that they will be affected by marketing messages without even knowing it. They are concerned about ________ advertising.

Student Answer: alternative evaluation subliminal perceptual innovative comparative

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13. Question :

Rashmi Singh always knows about the trendiest fashions. She actively shares her knowledge with a wide group of friends and colleagues about where to shop for cutting-edge fashion at great deals, and her advice is often followed. Rashmi is an example of a(n) ________.

Student Answer: membership group innovator opinion leader buzz marketer experiential source

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14. Question : Student Answer:

What is one way that social class is NOT measured?

occupation

education income number of children in the family house type

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15. Question :

If the consumer's drive is strong and a satisfying product is near at hand, the consumer is likely to buy it then. If not, the consumer may store the need in memory or undertake a(n) ________.

Student Answer: brand personality alternative evaluation postpurchase behavior information search product adoption