Chapter 02 Customer Behavior

A  False

B  True

A  Physiological needs

B  Belonging needs

C  Self-actualization needs

D  Esteem needs

A  True

B  False

A  Learning

B  Self-efficacy

C  Need recognition

D  Motivation

A  It is found in the cues of ads that are subtle in nature.

B  It is found in ads that are dependent on brief periods of exposure.

C  It is the result of ignoring the secondary information of an ad.

D  It is found in ads that are subliminal and conscious in nature.

A  These ads meet the threshold of consciousness.

B  These ads meet the threshold of liminal recognition.

C  TV ads of this type depend on brief periods of exposure.

D  Print ads of this type depend on brief periods of exposure.

A  Notebooks

B  Designer watches

C  Salt

D  Medical treatments

A  In a modified rebuy, the customer purchases the product from an approved seller, while the customer in a new buy chooses a brand new seller in the market.

B  In a modified rebuy, the customer is familiar with the product attributes to be considered, while in a new buy scenario the customer is not aware of the product’s attributes.

C  In a modified rebuy, the customer is mainly concerned with purchasing raw materials, while the customer in a new buy is interested in business services.

D  In a modified rebuy, products are broken down into small units for easy handling, while in a new buy the customer buys the product as a whole.

A  modified rebuy

B  straight rebuy

C  specialty buy

D  new buy

A  A straight rebuy deals with intangible purchases, while a modified rebuy deals with tangible purchases.

B  A straight rebuy deals with the internal customers of an organization, while a modified rebuy deals with external customers.

C  A straight rebuy is analogous to a shopping purchase, while a modified rebuy is analogous to a specialty purchase.

D  A straight rebuy deals with purchases from the same vendor, while a modified rebuy deals with purchases from a new or different vendor.

A  accessory

B  component

C  installation

D  raw material

A  Timber dealers

B  Rivets manufacturers

C  Equipment manufacturers

D  Consulting agencies

A  Convenience purchases are commonly B2B purchases, while specialty purchases are mostly B2C.

B  Convenience purchases are purchases internal to an organization, while specialty purchases are external purchases.

C  Convenience purchases usually generate word-of-mouth referrals, while specialty purchases do not.

D  Convenience purchases are fairly mindless staple purchases, while specialty purchases require more thought.

A  Eddie could not decide whether to pick up a sports game or a strategy game for his son, Nathan.

B  Peter was happy with the car audio system he purchased from RadioShack.

C  Barlow decided to buy a new Sony PS3 as the Nintendo Wii was too expensive.

D  Brad wanted to own an apartment in New York, just like Michael.

A  Assessing the purchase process

B  Deciding on a retail channel

C  Searching for possible solutions

D  Narrowing the consideration set