What's the Motive LAP Quiz

When customers make purchases, they are actually buying the __________ that products offer.

• benefits

   

• prestige

   

• services

•   features

Determine whether the following statement is true or false: Two prospects may buy the same product to obtain different benefits.

• False, products offer the same benefits to all prospects.

   

• True, products offer different benefits to different prospects.

   

• True, all prospects have the same product wants and needs.

   

• False, prospects buy products based on the products’ features.

The reasons that cause people to purchase products are called

• wants.

   

• features.

   

•  

  buying motives.

• needs.

When people make purchases on the basis of reason or logic, they are using __________ buying motives.

• emotional

• inappropriate

   

• patronage

   

• rational

   

When customers buy on the basis of their feelings or impulses, they are using __________ buying motives.

•   rational

•   emotional

   

• detached

   

• patronage

Customers purchase from one business rather than another because of __________ buying motives.

• impulsive

   

• patronage

   

• rational

   

• emotional

The concern for a product’s durability can best be described as a(n) __________ buying motive.

• patronage

•   emotional

   

•  

  rational

• traditional

Which of the following buying motives could best be described as emotional:

 

• Increased production

   

• Accuracy

• Quality of materials

• Group approval

   

Which of the following is a patronage buying motive:

• State of health

• Desire for variety

   

• The product’s safety

   

• Product assortment

   

A prospect who wants to buy tickets for a white-water rafting trip to experience the adventure of the rapids has __________ buying motives.

 

• rational

   

• traditional

• emotional

   

• patronage