MAFinalExamReviewUnits 1 & 2 Part I

Martin is an American, but he also identifies himself as Hispanic. Martin belongs to an American

• subculture.

• social group.

• reference group.

• family.

You look up to your older brother and his group of friends. Sometimes, what they buy influences what you buy. This is an example of a

• membership group.

• situational influence.

• psychological influence.

• reference group.

Your personal picture of the world is known as your

• culture.

• attitude.

• membership group.

• perception.

Which of the following is a situational influence on buying behavior:

• Buying kosher food since it adheres to your religious beliefs

• Spending more than you normally would on a necklace because it’s a gift

• Choosing a certain make and model of car because it’s what your dad has

• Preferring a different style of jeans than you did when you were younger

Which of the following is a true statement about B2B (business-to-business) marketing:

• B2B marketing is more difficult than consumer marketing.

• B2B marketing strategies work well for consumer marketing, but consumer strategies don’t work for B2B.

• Only specialty marketing firms undertake B2B marketing.

• Marketers approach B2B marketing differently than consumer marketing.

Which of the following is an environmental factor that influences a business’s buying behavior:

• Competition

• Family

• Business structure

• Subculture

A person’s interests and activities influence her/his buying behavior. This is referred to as

• lifestyle.

• subculture.

• social influence.

• personality.

In the business world, distribution channels are

• more direct.

• ompletely separate from consumer distribution channels.

• not used at all.

• tightly controlled by a few large wholesalers.

Business customers differ from final consumers in that

• there is a greater emphasis on personal selling in business-to-business marketing.

• consumer products tend to be more technical in nature.

• consumers tend to buy in bulk more often than businesses do.

• business customers don’t care about service as much as consumers do.

Which of the following is an organizational factor that influences a business’s buying behavior:

• Business policies

• Perception

• The economy

• Laws and regulations