Test Bank For MM3 3rd Edition by Dawn Iacobucci
Chapter 2 – Customer Behavior
TRUE/FALSE
1. Customers go through predictable stages when they make a purchase.
ANS: T DIF: Easy REF: Page 13
NAT: BUSPROG Analytic LOC: DISC: Customer
TOP: The Three Phases of the Purchase Process
KEY: Bloom’s: Knowledge
MSC: MBA: Knowledge of human behavior & society
2. Marketers can create desires in people that they didn’t previously have.
ANS: T DIF: Moderate REF: Page 13
NAT: BUSPROG Communication LOC: DISC: Customer
TOP: The Three Phases of the Purchase Process
KEY: Bloom’s: Knowledge
MSC: MBA: Knowledge of human behavior & society
3. A new MBA: student and a recently promoted corporate executive will typically have the same wants.
ANS: F DIF: Challenging REF: Page 13
NAT: BUSPROG Reflective Thinking LOC: DISC: Customer
TOP: The Three Phases of the Purchase Process
KEY: Bloom’s: Application
MSC: MBA: Knowledge of human behavior & society
4. During the purchase phase, a consumer will consider all brands available in the market.
ANS: F DIF: Moderate REF: Page 13
NAT: BUSPROG Reflective Thinking LOC: DISC: Customer
TOP: The Three Phases of the Purchase Process
KEY: Bloom’s: Comprehension
MSC: MBA: Knowledge of human behavior & society
5. The pre-purchase phase includes identifying the need or want, searching possible solutions, and building a consideration set.
ANS: T DIF: Easy REF: Page 13
NAT: BUSPROG Analytic LOC: DISC: Strategy
TOP: The Three Phases of the Purchase Process
KEY: Bloom’s: Knowledge
MSC: MBA: Knowledge of General Business Functions
6. During the purchase phase, the consumer might ask himself, “What attributes don’t I care about, and therefore will not pay high prices?”
ANS: T DIF: Challenging REF: Page 13
NAT: BUSPROG Analytic LOC: DISC: Customer
TOP: The Three Phases of the Purchase Process
KEY: Bloom’s: Knowledge
MSC: MBA: Knowledge of human behavior & society
7. During the purchase phase, the consumer will ask herself, “Will I tell my friends what a great brand I’ve found?”
ANS: F DIF: Moderate REF: Page 13
NAT: BUSPROG Analytic LOC: DISC: Customer
TOP: The Three Phases of the Purchase Process
KEY: Bloom’s: Comprehension
MSC: MBA: Knowledge of human behavior & society
8. Whether the buyer is a consumer or a business, the phases of the buying process itself is the same.
ANS: T DIF: Challenging REF: Page 13
NAT: BUSPROG Reflective Thinking LOC: DISC: Marketing Plan
TOP: The Three Phases of the Purchase Process
KEY: Bloom’s: Comprehension
MSC: MBA: Knowledge of human behavior & society
9. John is a buying agent for Starbucks because he buys supplies on behalf of Starbucks.
ANS: T DIF: Easy REF: Page 13
NAT: BUSPROG Analytic LOC: DISC: Marketing Plan
TOP: The Three Phases of the Purchase Process
KEY: Bloom’s: Application MSC: MBA: Managing Strategy & Innovation
10. Going out to buy bread is the type of purchase that requires some thought or planning ahead of time.
ANS: F DIF: Moderate REF: Page 13
NAT: BUSPROG Analytic LOC: DISC: Marketing Plan
TOP: There are Different Kinds of Purchases
KEY: Bloom’s: Application
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