Chapter 02 Customer Behavior

A  False

B  True

A  Self-actualization needs

B  Belonging needs

C  Esteem needs

D  Physiological needs

A  True

B  False

A  Motivation

B  Need recognition

C  Self-efficacy

D  Learning

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

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

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

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

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

B  These ads meet the threshold of liminal recognition.

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

D  These ads meet the threshold of consciousness.

A  Medical treatments

B  Designer watches

C  Notebooks

D  Salt

A  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.

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

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  new buy

C  specialty buy

D  straight rebuy

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

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

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

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  installation

B  component

C  accessory

D  raw material

A  Rivets manufacturers

B  Consulting agencies

C  Timber dealers

D  Equipment manufacturers

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

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

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

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

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

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

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

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

A  Deciding on a retail channel

B  Narrowing the consideration set

C  Searching for possible solutions

D  Assessing the purchase process