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This set of Consumer Behaviour Multiple Choice Questions & Answers (MCQs) focuses on Consumer Behaviour Set 20

Q1 | Generally, the consumer’s purchase decision will be to buy the most preferred brand, but two factors can come between the purchase intention and the purchase decision. These two factors are best described as being:
  • The cost and availability of the product.
  • The attitude of others and the cost of the product.
  • The availability of the product and unexpected situational factors.
  • The attitude of others and unexpected situational factors. .
Q2 | With respect to post purchase behavior, the larger the gap between expectations and performance:
  • The greater likelihood of re-purchase.
  • The greater the customer’s dissatisfaction. .
  • The less likely the consumer will be influenced by advertising
  • The less likely the consumer will need sales confirmation and support.
Q3 | Cognitive dissonance occurs in which stage of the buyer decision process model?
  • need recognition
  • information search
  • Evaluation of alternatives
  • post purchase conflict .
Q4 | A company must always guard against dissatisfying customers. On average, a satisfied customer tells 3 people about a good purchase experience. A dissatisfied customer, however, on average gripes to ________ people.
  • 7
  • 9
  • 11 .
  • 30
Q5 | The _________________ is the mental process through which an individual passes from first hearing about an innovation to final adoption.
  • adoption process .
  • consumption process
  • innovation process
  • new product development process
Q6 | All of the following are part of the adoption process that consumers may go through when considering an innovation EXCEPT:
  • Awareness.
  • Process. .
  • Interest.
  • Trial.
Q7 | With respect to adopter categories, the _______________ are guided by respect, are the opinion leaders in their communities, and adopt new ideas early but carefully.
  • seekers
  • innovators
  • early adopters .
  • early majority
Q8 | With respect to adopter categories, the ___________________ are skeptical and they adopt an innovation only after a majority of people have tried it.
  • early adopters
  • early majority
  • late majority .
  • laggards
Q9 | Several characteristics are especially important in influencing an innovation’s rate of adoption. _________ is the degree to which the innovation may be tried on a limited basis.
  • Relative advantage
  • Synchronization
  • Compatibility
  • Divisibility .
Q10 | If a company makes products and services for the purpose of reselling or renting them to others at a profit or for use in the production of other products and services, then the company is selling to the__________
  • Business market. .
  • International market.
  • Consumer market.
  • Private sector market.
Q11 | All of the following are among the primary differences between a business market and a consumer market except ____________
  • Purchase decisions to satisfy needs. .
  • Market structure and demand.
  • The nature of the buying unit.
  • The types of decisions and the decision process involved.
Q12 | The business marketer normally deals with _____________ than the consumer marketer does.
  • far greater but smaller buyers
  • far greater and larger buyers
  • far fewer but far larger buyers
  • far fewer and smaller buyers
Q13 | When demand comes (as it does in the business market) from the demand for consumer goods, this form of demand is called___________
  • Kinked demand.
  • Inelastic demand.
  • Cyclical deman
  • d. Derived demand. .
Q14 | General Motors buys steel because consumers buy cars. If consumer demand for cars drops, so will General Motors’ demand for steel. This is an example of the relationships found in___________
  • Kinked demand.
  • Inelastic demand.
  • Cyclical deman
  • d. Derived demand. .
Q15 | That business markets have more buyers involved in the purchase decision is evidence of which of the following characteristic differences between business and consumer markets?
  • market structure and demand
  • the nature of the buying unit .
  • types of decisions made
  • type of decision process itself
Q16 | The place in the business buying behavior model where interpersonal and individual Influences might interact is called the__________
  • Environment.
  • Response.
  • Stimuli.
  • Buying center.
Q17 | In a _______________, the buyer reorders something without any modifications.
  • habitual re buying
  • straight re buying
  • modified re buying
  • new task buying
Q18 | In a _______________, the buyer wants to change something about product specifications, prices, terms, or suppliers.
  • habitual re buy
  • straight re buy
  • modified re buy .
  • new task buy
Q19 | When a firm buys a product or service for the first time, it is facing a _____________
  • Habitual re buy situation.
  • Straight re buy situation.
  • Modified re buy situation.
  • New task situation. .
Q20 | The “in” suppliers are most likely to get nervous and feel pressure to put their best foot forward in which of the following types of buying situations?
  • modified re buy .
  • new task buying
  • straight re buy
  • indirect re buy
Q21 | The decision-making unit of a buying organization is called its _____________ all the individuals and units that participate in the business decision-making process.
  • buying center .
  • purchasing center
  • bidding center
  • demand-supply center
Q22 | Considering the major influences on business buyer behavior, as shown in a model in the text, under which influence stage would you expect to find the influences of authority, status, empathy, and persuasiveness?
  • environmental
  • organizational
  • interpersonal .
  • individual
Q23 | The stage of the business buying process where the buyer describes the characteristics and quantity of the needed item is called ___________
  • Problem recognition.
  • General need description.
  • Product specification.
  • Proposal solicitation.
Q24 | If a buying team is asked by the purchasing department to rank the importance of reliability, durability, price, and other attributes of an item, then the team is going through a business buying process stage called____________
  • Problem recognition.
  • General need description. .
  • Product specification.
  • Proposal solicitation.
Q25 | ________________ is the stage of business buying where an organization decides on and specifies the best technical product characteristics for a needed item.
  • Problem recognition
  • General need description
  • Product specification .
  • Proposal solicitation.