20) Even the most liberal advocates of free-market economies agree that the system works best with ________ regulation. A) private B) maximum C) intermittent D) at least some E) no
Answer: D Diff: 2 Page Ref: 84 AACSB: Ethical Reasoning Skill: Concept Objective: 3-4
21) When the marketing manager Suzie Kwan discusses factors and forces outside marketing, such as political that affect marketing management's ability to build and maintain successful relationships with target customers, she is talking about the external marketing concept. Answer: FALSE Diff: 2 Page Ref: 66 Skill: Application Objective: 3-1
22) The microenvironment consists of larger societal forces that affect a company, such as demographic, economic, political, and cultural forces. Answer: FALSE Diff: 1 Page Ref: 66 Skill: Concept Objective: 3-1
23) The macroenvironment consists of the factors close to the company that affect its ability to serve its customers, such as suppliers, customer markets, competitors, and publics.
Answer: FALSE Diff: 1 Page Ref: 66 Skill: Concept Objective: 3-1
24) Trudie Jones works for a distribution channel firm that helps several electronics companies find customers or make sales to them. Trudie works for a reseller. Answer: TRUE Diff: 3 Page Ref: 67
AACSB: Reflective Thinking Skill: Application Objective: 3-1
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25) Marketing research firms, advertising agencies, media firms, and marketing consulting firms are all referred to as marketing services agencies. Answer: TRUE Diff: 2 Page Ref: 68 AACSB: Communication Skill: Concept Objective: 3-1
26) Today's successful marketers recognize the importance of working with their intermediaries as channels through which they sell their products rather than as full-fledged partners. Answer: FALSE Diff: 2 Page Ref: 68 Skill: Concept Objective: 3-1
27) Consumer organizations such as environmental and minority groups that may questions a company's marketing decisions are referred to as local publics. Answer: FALSE Diff: 2 Page Ref: 69 Skill: Concept Objective: 3-1
28) A company markets wild and crazy games for teens to play at parties. This company's customer market is a business market. Answer: FALSE Diff: 2 Page Ref: 69
AACSB: Reflective Thinking Skill: Application Objective: 3-1
29) The demographic environment is of major interest to marketers because it involves people, and people make up markets. Answer: TRUE Diff: 1 Page Ref: 70 Skill: Concept Objective: 3-2
30) The single most important demographic trend in the United States that marketers should understand is the changing family structure. Answer: FALSE Diff: 3 Page Ref: 70
AACSB: Multicultural and Diversity Skill: Concept Objective: 3-2
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Chapter 6 Business Markets and Business Buyer Behavior
1) In which of the following ways is GE like most other large companies? A) It produces hundreds of products for a wide range of markets. B) It has an entertainment division. C) It has a finance division.
D) Most of its business comes from final consumers.
E) Most of its business comes from commercial and industrial customers. Answer: E Diff: 1 Page Ref: 168 Skill: Concept Objective: 6-1
2) As a purchasing agent, Benni Lopez buys goods and services for use in the production of products that are sold and supplied to others. Benni is involved in ________.
A) consumer buying behavior B) post-purchase dissonance C) retail buyer behavior D) business buyer behavior
E) interpretive business research Answer: D Diff: 1 Page Ref: 168 Skill: Concept Objective: 6-1
3) Business buying behavior refers to the buying behavior of organizations that buy all of the following EXCEPT ________.
A) products for use in production of other products B) services for use in production of other services C) products purchased to resell to others D) products purchased to rent to others
E) products purchased for personal consumption Answer: E Diff: 1 Page Ref: 168 Skill: Concept Objective: 6-1
4) In one way or another, most large companies sell to ________. A) consumers
B) other organizations C) employees
D) not-for-profit companies E) the service sector
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Answer: B Diff: 2 Page Ref: 168 Skill: Concept Objective: 6-1
5) When compared to consumer markets, business markets are ________. A) approximately the same B) smaller C) huge
D) somewhat larger E) less complex Answer: C Diff: 2 Page Ref: 168 Skill: Concept Objective: 6-1
6) The buying center and the buying decision process are affected by all of the following factors EXCEPT ________. A) internal organization factors B) interpersonal factors C) individual factors
D) external environmental factors E) self-concept factors Answer: E Diff: 2 Page Ref: 172 Skill: Concept Objective: 6-2
7) Which business buying situation is the marketer's greatest opportunity and challenge?
A) modified rebuy B) straight rebuy C) new task
D) multiple rebuys E) system rebuy Answer: C Diff: 2 Page Ref: 173 Skill: Concept Objective: 6-2
8) In which type of buying situation would a supplier most likely focus on maintaining product and service quality? A) straight rebuy B) modified rebuy C) new task D) systems task
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E) solutions task Answer: A Diff: 3 Page Ref: 173 Skill: Concept Objective: 6-2
9) You just lost a major account because a competitor provided the most complete system to meet the customer's needs and solve the customer's problems, and made the sale. In other words, the competition beat you with ________. A) solutions selling B) team selling
C) cross-functional skill
D) customer relationship management E) promotions Answer: A Diff: 2 Page Ref: 173 Skill: Concept Objective: 6-2
10) Another name for systems selling is ________ selling. A) solutions
B) blanket contract
C) vendor-managed inventory D) negotiated contract E) periodic purchase Answer: A Diff: 1 Page Ref: 173 Skill: Concept Objective: 6-2
11) Policies, procedures, and systems are all examples of ________ influences on business buyer behavior. A) environmental B) authoritative C) interpersonal D) organizational E) cultural Answer: D Diff: 2 Page Ref: 176 Skill: Concept Objective: 6-2
12) Status, empathy, and persuasiveness are all examples of ________ influences on business buyer behavior. A) environmental B) individual
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