The model of business buying behavior begins with:

Q22/50: The model of business buying behavior begins with: A. the buying organization. B. the buyer question. C. the buyer response. D. the environment.

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Q23/50: Secondary data is information collected for the specific purpose at hand. A. true. B. false.

Q24/50: The basic premise of the ____________ is that people’s possessions contribute to and reflect their identities; that is, “we are what we have”. A. lifestyle concept. B. self-concept. C. personality concept. D. cognitive concept.

Q25/50: The first step in achieving target marketing is to pursue: A. market differentiation. B. market segmentation. C. market penetration. D. market positioning.

Q26/50: The type of research used to gather preliminary information to help generate research hypotheses is called: A. descriptive research. B. causal research. C. experimental research. D. exploratory research.

Q27/50: The stage of the new product development process whose purpose is to reduce the number of new product ideas is called: A. idea generation. B. concept development and testing. C. idea screening. D. business analysis.

Q28/50: ______________ is buyer discomfort caused by postpurchase conflict. A. doubt. B. cognitive dissonance C. regret. D. self attribution.

Q29/50: The total number of items in the product lines is identified as being the: A. product line width. B. product line strength. C. product line length. D. product line consistency.

Q30/50: The cultural factor that affects consumer purchases includes all of the following areas EXCEPT: A. culture. B. subculture. C. lifestyle. D. social class.

Q31/50: Which of the following is not one of the five stages of the buyer decision process? A. need recognition. B. brand identification. C. information search. D. purchase decision.

Q32/50: Which of the following would not be classified as a major influence on business buying behavior? A. environmental. B. organizational. C. innovational. D. interpersonal.

Q33/50: With respect to the new product development process sequence, concept development and testing is usually followed by which of the following stages? A. marketing strategy B. business analysis C. product development D. test marketing

Q34/50: ______________ is the process of evaluating each market segment’s attractiveness and selecting one or more segments to enter. A. mass marketing. B. market segmentation. C. market targeting. D. market positioning.

Q35/50: Sellers increasingly recognized that buyers like the systems buying method and have adopted systems selling as a marketing tool. the first step in using this method is to: A. sell the business buyer a group of core process products. B. sell the business buyer a group of symbolic products. C. sell the business buyer a group of returnable products. D. sell the business buyer a group of interlocking products.

Q36/50: Products for which the consumer usually compares with others on price, suitability, quality, and style are typically called: A. convenience products B. specialty products C. shopping products D. unsought products

Q37/50: Arranging for a product to occupy a clear, distinctive, and desirable place relative to competing products in the minds of target consumers is called: A. mass marketing. B. target marketing. C. market segmentation. D. market positioning.

Q38/50: When companies market products on the basis of what the product’s attributes will do for a given segment, they are using a powerful form of behavioral segmentation known as: A. occasion segmentation. B. benefit segmentation. C. user status segmentation. D. usage rate segmentation

Q39/50: The stage in the product life cycle where the strategic focus is on maximizing market share and increasing profit is the: A. decline stage. B. introduction stage. C. growth stage. D. maturity stage.

Q40/50: A market-coverage strategy in which a firm decides to ignore market segment differences and go after the whole market with one offer is called: A. undifferentiated marketing. B. differentiated marketing. C. concentrated marketing. D. turbo marketing.

Q41/50: The strategy of choosing one attribute to excel at to create competitive advantage is known as (the): A. overpositioning. B. underpositioning. C. unique selling proposition. D. tactical positioning

Q42/50: Which one of these brand concepts is most likely to reduce the marketing costs to get distributors to sell your brand? A. brand quality. B. brand awareness. C. brand loyalty. D. brand asso