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CHAPTER 6

CONSUMER AND BUSINESS BUYER BEHAVIOR

MULTIPLE CHOICE QUESTIONS

1. _________________ refers to the buying behavior of final consumers. a. Consumer buyer behavior b. Target market buying c. Market segment buying d. Business buying behavior

Answer: (a) Difficulty: (1) Page: 191

2. ____________ is individuals and households who buy goods and services for personal consumption. a. The target market b. A market segment c. The consumer market d. The ethnographic market

Answer: (c) Difficulty: (1) Page: 191, 192

3. According to the text, the American consumer market consists of: a. 189 million consumers. b. 284 million consumers. c. 375 million consumers. d. 438 million consumers.

Answer: (b) Difficulty: (3) Page: 191

4. Understanding consumer buying behavior is not easy. The answers are often locked deep within the consumer’s head. The central question for marketers is: a. how much money is the consumer willing to spend? b. how much does the consumer need the product being offered for sale? c. how much does a discount or a coupon affect the purchase rate? d. how do consumers respond to various marketing efforts the company might use?

Answer: (d) Difficulty: (3) Page: 192

5. The starting point in understanding how consumers respond to various marketing efforts the company might use is the: a. Lipinski model of buying behavior. b. stimulus-response model of buyer behavior. c. Freudian model of buying behavior. d. Maslow’s model of life-cycle changes.

Answer: (b) Difficulty: (2) Page: 192, Figure 6-1

6. According to the stimulus-response model of buyer behavior (as presented in your text), the place where consumers

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