Reference no: EM132986624

1. The set of basic values, perceptions, wants and behaviours learned by an individual are classified as what factors?

Select one:

a. Personal.

b. Psychological.

c. Cultural.

d. Social.

2. Which model of consumer behaviour focuses specifically on a person's feelings and emotions?

Select one:

a. Behavioural.

b. Hierarchy of needs.

c. Cognitive.

d. Humanistic.

3. Consumers will make their buying decisions using Technical, Economic, Social and Personal criteria. Which one of the following would fall under Social criteria?

Select one:

a. Residual value

b. Convention

c. Risk reduction

d. Emotions

4. Which of the following B2B buying influences is likely to be motivated by impact on bottom-line profitability?

Select one:

a. Technical buyer.

b. User.

c. Power of veto.

d. All of the above.

5. Rank selling involves the proactive relationship building between

Select one:

a. The salesperson and all the buying influences.

b. Technical people and their opposite numbers.

c. All appropriate levels in each company.

d. Senior management with senior management.

6. The benefits of creating customer intimacy in B2B relationships include

Select one:

a. ideas for innovation.

b. premium pricing.

c. profitability through lifetime value.

d. all of the above.

7. Marketers can influence consumers at the behavioural stage of the buying process through

Select one:

a. advertising continuously.

b. introducing stimuli into the environment.

c. discounting on a regular basis.

d. point of sale offers.

8. The influence on purchases by China's young consumers (the segment 'China's Youth') has been recognised by international exporters. Their influence on family spending on 25 commonly purchase household items has been estimated at ________.

Select one:

a. 53%

b. 61%

c. 68%

d. 73%

9. Solomon suggests four social group influences which are particularly prevalent in younger consumer decisions. Which of these groups is considered by marketers to be the most influential?

Select one:

a. The family.

b. Innovators.

c. Reference groups.

d. Opinion leaders.

10. The speed at which a product is accepted by its target market depends most heavily on adoption by which buyer type?

Select one:

a. Laggard.

b. Majority.

c. Innovator.

d. Late majority.