10/30/2015 TheAceStudent: Ashworth BM350/BM 350 Exam 3

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Ashworth BM350/BM 350 Exam 3

Question 1 of 20 5.0/ 5.0PointsUltimately, the amount of steel sold to General Motors depends on the consumers’ demand for GMcars and trucks. From the standpoint of the steel manufacturer, which of the following demandforms is most pertinent?A. Derived demandB. Inelastic demandC. Geographic demandD. Relational demandQuestion 2 of 20 5.0/ 5.0PointsThe 80­20 rule reflects the idea that:A. 20% of the company’s profits are generated by the top 80% of customers.B. the top 20% of customers are highly satisfied and 80% of customers will recommend thecompany to a friend.C. 20% of customers are unprofitable, and 80% make up a company’s profits.D. the top 20% of customers often generate 80% of the company’s profits.Question 3 of 20 5.0/ 5.0Points__________ is based on the premise that marketers can no longer use “interruption marketing” viamass media campaigns.A. Relationship marketingB. Permission marketingC. Database marketingD. Internet marketingQuestion 4 of 20 5.0/ 5.0Points__________ portrays the “whole person” interacting with his or her environment.A. AttitudeB. PersonalityC. LifestyleD. Self­conceptQuestion 5 of 20 5.0/ 5.0PointsWhich of the following is a stage in a straight rebuy situation?A. Problem recognitionB. General need descriptionC. Product specificationD. Supplier searchQuestion 6 of 20 5.0/ 5.0PointsWith the __________ heuristic, the consumer sets a minimum acceptable cutoff level for eachattribute and chooses the first alternative that meets the minimum standard for all attributes.A. conjunctiveB. lexicographicC. elimination­by­aspectsD. primaryQuestion 7 of 20 5.0/ 5.0

Ashworth BM350/BM 350 Exam 3

10/30/2015 TheAceStudent: Ashworth BM350/BM 350 Exam 3

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PointsOn an online __________, prices change by the minute.A. buying allianceB. barter marketC. systems sellerD. spot marketQuestion 8 of 20 5.0/ 5.0Points__________ refers to the manner in which consumers code, categorize, and evaluate financialoutcomes of choices.A. Cost accountingB. Financial accountingC. Behavioral accountingD. Mental accountingQuestion 9 of 20 5.0/ 5.0PointsMarketers need to identify the hierarchy of attributes that guide consumer decision making in orderto understand different competitive forces and how these various sets get formed. This process ofidentifying the hierarchy is called:A. market partitioning.B. brand association.C. market valuation.D. market estimation.Question 10 of 20 5.0/ 5.0PointsAt the top of Maslow’s hierarchy of needs (shown as a pyramid in the textbook) are __________needs.A. esteemB. self­actualizationC. socialD. safetyQuestion 11 of 20 5.0/ 5.0Points__________ is the perceived monetary value of the bundle of economic, functional, andpsychological benefits customers expect from a given market offering.A. Total customer costB. Total customer benefitC. Total benefits of ownershipD. Value propositionQuestion 12 of 20 5.0/ 5.0PointsA(n) __________ group is one whose values or behavior an individual rejects.A. aspirationalB. disassociativeC. membershipD. primaryQuestion 13 of 20 5.0/ 5.0PointsThe __________ approach to consumer research asks customers to attach a monetary value toalternative levels of a given attribute. The value of a given configuration is determined by adding theaverage values of each of the given attributes.A. benchmarkingB. compositionalC. importance rating

10/30/2015 TheAceStudent: Ashworth BM350/BM 350 Exam 3

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D. focus­groupQuestion 14 of 20 5.0/ 5.0PointsIn reordering office supplies, the only stages that the buyer passes through are the productspecification stage and the __________ stage.A. problem recognitionB. general need descriptionC. order­routine specificationD. performance reviewQuestion 15 of 20 5.0/ 5.0Points__________ teaches marketers that they can build demand for a product by associating it withstrong drives, using motivating cues, and providing positive reinforcementA. Demand theoryB. Learning theoryC. Economic theoryD. Psychological theoryQuestion 16 of 20 5.0/ 5.0PointsA company’s __________ includes all the experiences the customer will have on the way toobtaining and using the offering.A. value propositionB. value delivery systemC. customer­value analysis D. total customer benefitQuestion 17 of 20 5.0/ 5.0PointsThe __________ says people have a general tendency to attribute success to themselves andfailure to external causesA. availability heuristicB. trait­role theoryC. awareness setD. hedonic biasQuestion 18 of 20 5.0/ 5.0PointsBrands that meet consumers’ initial buying criteria are called the:A. total set.B. awareness set.C. consideration set.D. choice set.Question 19 of 20 5.0/ 5.0Points__________ is a key industrial marketing strategy in bidding to build large­scale industrial productssuch as dams, pipelines, etc.A. Systems contractingB. Systems buyingC. Systems sellingD. Solutions buyingQuestion 20 of 20 5.0/ 5.0PointsIn the purchasing decision process, the major role of __________ is in selecting vendors andnegotiating.A. gatekeepersB. buyers

10/30/2015 TheAceStudent: Ashworth BM350/BM 350 Exam 3

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C. initiatorsD. approvers

Ashworth BM350/BM 350 Exam 3