BEHAVIOR

What influences consumer behavior?

• b. Economic

• d. Environmental

• c. Political

• a. Cultural

What are the three best-known theories on human motivation?

• c. Pavlov's Theory, Bandura's Theory, Rogers' Theory

• b. Maslow's Theory, Herzberg's Theory, Vroom's Theory

• a. Freud's Theory, Skinner's Theory, Erikson's Theory

• d. Freud's Theory, Maslow's Theory, Herzberg's Theory

What are the two general factors that can intervene between the purchase intention and the purchase decision?

• c. Selective perception, Learning

• b. Social factors, Personal factors

• a. Attitudes of others, Perceived risk

• d. Memory processes, Expectancy-value model

What are the stages in the buying process?

• a. Vendor Analysis, Product Evaluation, Supplier Selection

• d. Straight rebuy, Modified rebuy, New task

• b. Problem Recognition, Information Sources, Purchase Decision

• c. Initiators, Approvers, Gatekeepers

What is the decision-making process by which formal organizations establish the need for purchased products and services?

• a. Consumer Buying Behavior

• b. Organizational Buying

• d. Buying Situations

• c. Business Market

What are the major industries making up the business market?

• a. Agriculture, Forestry, and Fisheries; Computer; Defense

• b. Aerospace; Chemical; Energy

• c. Banking, Finance, and Insurance; Distribution; Services

• d. Mining; Manufacturing; Construction

What are the roles in the buying center of a buying organization?

• c. Deciders, Approvers, Buyers

• d. Influencers, Deciders, Gatekeepers

• b. Users, Influencers, Buyers

• a. Initiators, Deciders, Approvers

What are the four techniques used to convert a low-involvement product into one of higher involvement?

• a. Link to an engaging issue, Link to a personal situation, Design advertising, Add an important feature

• b. Link to a personal situation, Design advertising, Add an important feature, Link to an engaging issue

• c. Design advertising, Add an important feature, Link to an engaging issue, Link to a personal situation

• d. Add an important feature, Link to an engaging issue, Link to a personal situation, Design advertising

What is the process by which we select, organize, and interpret information inputs to create a meaningful picture of the world?

• c. Memory

• d. Motivation

• b. Perception

• a. Learning

What is the process that induces changes in our behavior arising from experience?

• b. Emotions

• d. Perception

• a. Memory

• c. Learning