Marketing Applications 1.03

A buying decision begins with a

• choice

• information search

• need

• assessment of options

Which of the following would be considered a higher order need?

• food

• clothing

• safety

• social belonging

Martin is an American, but he also identifies himself as Hispanic. Martin belongs to an American

• subculture

• family

• social group

• reference group

Your favorite NBA player endorses Gatorade, so you buy it. This is an example of a(n)

• psychological influence

• membership group

• reference group

• opinion leader

Your personal picture of the world is known as your

• perception

• culture

• attitude

• membership group

A person’s interests and activities influence her/his buying behavior. This is referred to as

• subculture

• lifestyle

• social influence

• personality

You’ve visited a certain frozen yogurt shop before, and you didn’t like it. Now, your friends want to go there, and you decide not to join them. Your buying behavior is being influenced by a(n)

• opinion leader

• special occasion

• expectation

• cultural norm

Which of the following is a situational influence on buying behavior?

• Spending more than you normally would on a necklace because it’s a gift

• Choosing a certain make and model of car because it’s what your dad has

• Buying kosher food since it adheres to your religious beliefs

• Preferring a different style of jeans than you did when you were younger

Business customers differ from final consumers in that

• consumer products tend to be more technical in nature.

• consumers tend to buy in bulk more often than businesses do.

• business customers don’t care about service as much as consumers do.

• there is a greater emphasis on personal selling in business-to-business marketing.

In the business world, distribution channels are

• more direct.

• completely separate from consumer distribution channels.

• not used at all.

• tightly controlled by a few large wholesalers.