SAMPLE PRACTICE QUESTIONS

1. A good synonym for motive is a(n) _____________.

a. Omen
b. Need
c. Drive
d. Cue
2. __________________ is the process by which people select, organize, and
interpret information to form a meaningful picture of the world.
e. Readiness
f. Selectivity
g. Perception
h. Motivation
3. _______________ describes changes in an individual’s behaviour arising from
experience.
i. Modeling
j. Motivation
k. Perception
l. Learning
4. If a consumer tells friends “I like my car more than any other car on the road,”
then the consumer has expressed an _____________
m. Rule
n. Attitude
o. Belief
p. Cue.
5. Which of the following is NOT one of the five stages of the buyer decision
process?
q. Need recognition
r. Brand identification
s. Information search
t. Purchase decision
6. How the consumer processes information to arrive at brand choices occurs
during which stage of the buyer decision process?
u. Need recognition
v. Information search
w. Evaluation of alternatives
x. Purchase decision
7. The place in the business buying behaviour model where interpersonal and
individual Influences might interact is called the__________
y. Environment
z. Response
aa. Stimuli
bb. Buying centre
8. In a _______________, the buyer reorders something without any modifications.
 cc. Habitual rebuying
dd. Straight rebuying
ee. Modified rebuying
ff. New task buying
9. In a _______________, the buyer wants to change something about product
specifications, prices, terms, or suppliers.
gg. Habitual rebuy
hh. Straight rebuy
ii. Modified rebuy
jj. New task buy
10. When a firm buys a product or service for the first time, it is facing a
_____________
kk. Habitual rebuy situation
ll. Straight rebuy situation
mm. Modified rebuy situation
nn. New task situation
11. The decision-making unit of a buying organization is called its _____________ all
the individuals and units that participate in the business decision-making
process.
oo. Buying center
pp. Purchasing center
qq. Bidding center
rr. Demand-supply center
12. The stage of the business buying process where the buyer describes the
characteristics and quantity of the needed item is called ___________
a. Problem recognition
b. General need description.
c. Product specification.
d. Proposal solicitation.
13. If a buying team is asked by the purchasing department to rank the importance
of reliability, durability, price, and other attributes of an item, then the team is
going through a business buying process stage called____________
a. Problem recognition.
b. General need description.
c. Product specification.
d. Proposal solicitation
14. ________________ is the stage of business buying where an organization decides
on and specifies the best technical product characteristics for a needed item.
a. Problem recognition
b. General need description
c. Product specification.
d. Proposal solicitation.
15. Factors such as supplier reputation for repair and servicing capabilities are
important criteria for evaluation at which stage in the business buying process?
a. Problem recognition
b. Supplier search
c. Supplier selection
d. Order-routine specification
16. For the marketing manager, social class offers some insights into consumer
behaviour and is potentially useful as a ___________________.
a. Market research information
b. Market segmentation variable.
c. Source of understanding competition’s strategy
d. Source to predict future trends
17. ____________ is the definition of reference groups.
a. Groups that an individual looks to when forming attitudes and opinions.
b. Groups of people who have been referred to by someone they know
c. Groups of office colleagues
d. Chat groups on the internet
18. __________ are factors that have been shown to affect consumer behaviour.
a. Brand name, quality, newness, and complexity.
b. Advertising, marketing, product, and price
c. Outlets, strategies, concept, and brand name
d. Quality, advertising, product positioning
19. The reason that higher prices may not affect consumer buying is
_______________.
a. Most consumers prefer brand names which have higher prices
b. 70% of the total population looks for quality services and is willing to pay
higher prices
c. Consumers believe that higher prices indicate higher quality or prestige
d. Most consumers feel that the price is actually affordable
20. For which of the following products would the reference group influence be the
strongest?
a. A best-seller novel
b. A pickup truck
c. A loaf of bread
d. A pair of jeans

21. When analysing consumer lifecycles, marketers look at consumers in differing

stages of their life. Many models upon which these are based were developed in
the 1960s. Since then a lot has changed in 'consumer lifecycles'. Which emerging
trends should marketers take into consideration?
ss. Fewer people are getting married
tt. People getting married at a later age
 uu. More couples co-habiting
vv. All of the above
22. The process that creates changes in behaviour is called:
a. Selective adaptation
b. Learning
c. Involvement manipulation
d. Attitude adjustment
23. ___________ develop on the basis of wealth, skills and power.
ww. Economical classes
xx. Purchasing communities
yy. Competitors
zz. Social classes
24. Which of the following is the most valuable piece of information for determining
the social class of your best friend's parents?
a. The number of years schooling that they had
b. Their ethnic backgrounds
c. Their combined annual income
d. Their occupations
25. Many sub cultural barriers are decreasing because of mass communication, mass
transit, and ________________.
aaa. The rising unemployment situation
bbb. An influence of political power
ccc. The use of new technology
ddd. A decline in the influence of religious values
26. Different social classes tend to have different attitudinal configurations and
_______ that influence the behaviour of individual members.
a. Personalities
b. Values
c. Finances
d. Decision makers
27. __________ is the single factor that best indicates social class.
eee. Time
fff. Money
ggg. Occupation
hhh. Fashion
28. _________________ refers to the buying behaviour of final consumers.
a. Consumer buyer behaviour
b. Target market buying
c. Market segment buying
d. Business buying behaviour
29. According to the stimulus-response model of buyer behaviour , the place where
consumers process marketing stimuli prior to making purchase decision is
called_______________
a. Consumer’s value chain
 b. Consumer’s cognitive schema
c. Consumer’s black box
d. Consumer’s thoughts-emotions network
30. Relatively permanent and ordered divisions in a society whose members share
similar values, interests, and behaviours are called__________
iii. Cultures
jjj. Subcultures
kkk. Social classes
lll. Social factors
31. As a form of a reference group, the _______________ are ones to which the
individual wishes to belong.
a. Secondary groups
b. Facilitative groups
c. Primary groups
d. Aspiration groups
e.
32. Many sub cultural barriers are decreasing because of mass communication, mass
transit, and ________________.
mmm. The rising unemployment situation
nnn. An influence of political power
ooo. The use of new technology
ppp. A decline in the influence of religious values
33. Different social classes tend to have different attitudinal configurations and _______
that influence the behaviour of individual members.
a. Personalities
b. Values
c. Finances
d. Decision makers
34. __________ is the single factor that best indicates social class.
a. Time
b. Money
c. Occupation
d. Fashion
35. _________________ refers to the buying behaviour of final consumers.
a. Consumer buyer behaviour
b. Target market buying
c. Market segment buying
d. Business buying behaviour
36. According to the stimulus-response model of buyer behaviour , the place where
consumers process marketing stimuli prior to making purchase decision is
called_______________
a. Consumer’s value chain
b. Consumer’s cognitive schema
c. Consumer’s black box
 d. Consumer’s thoughts-emotions network
37. Relatively permanent and ordered divisions in a society whose members share similar
values, interests, and behaviours are called__________
a. Cultures
b. Subcultures
c. Social classes
d. Social factors
38. As a form of a reference group, the _______________ are ones to which the
individual wishes to belong.
a. Secondary groups
b. Facilitative groups
c. Primary groups
d. Aspiration groups
39. The __________________ is a person within a reference group who, because of
special skills, knowledge, personality, or other characteristics, exerts influence on
others.
a. Facilitator
b. Referent actor
c. Opinion leader
d. social role player
40. ______________ is (are) a person’s unique psychological characteristics that lead
to relatively consistent and lasting responses to his or her own environment.
a. Psychographics
b. Personality
c. Demographics
41. Lifestyle In learning the likelihood that a specific response will occur in the future as
a result of particular cues or stimuli are known as ……………(1 Mark)
42. Theories that are based on the premise that observable responses to specific external
stimuli signal that learning has taken place are called ……………(1 Mark)
43. Attitudes formed so as to allow the person to fit in, or to be similar to others is called
……………..(1 Mark)
44. The type of learning which holds that learning involves complex mental processing of
information is called …………….(1 Mark)
45. Disagreement about ideas and approaches, issue focused and not personal, and a
characteristic of high performing groups is referred to as ……………..(1 Mark)
46. External research suppliers can be classified into ………… and …………..service
providers. (2 Marks)
47. A marketing research process that is standardized and used to generate information
for a particular user and the application of that standardized process will result in
different data for each client is known as …………..(1 Mark)
48. A problem solving research that is used to determine the basis of segmentation,
establish market potential and responsiveness for various segments, select target
markets, create lifestyle profiles(demography, media, and product image
characteristics) is known as ……………..(1 Mark)
49. Attitudes formed to gain reward or avoid punishment are called …………(1 Mark)
50. Three influences on organizational buying behaviour are a)…………………..
b)……………………… and c)…………………………..(3 Marks)
51. Increasing the discomfort levels of respondents and following unacceptable fieldwork
procedures is known as ……………. unethical issues in marketing research (1 Mark)
52. A research supplier service where information is not tailor made to meet the needs of
any particular company or designed to solve client-specific problems and the data
format is designed to provide a standard, on-going vehicle to facilitate the collection
of data is called …………….. (1 Mark)
53. A problem solving research that determines pricing policies, importance of price in
brand selection, product line pricing, price elasticity of demand, initiating and
responding to price changes is called …………………..(1 Mark)
54. A consumer's overall, enduring evaluation of a concept or object, such as a person, a
brand, a service is known as ……………(1 Mark)
55. Three influences on brand loyalty are
a)………………b)…………………..c)………………. (3 Marks)
56. Purchasing the brand because of habit and convenience but without any emotional
attachment to the brand is referred to as ………………………(1 Mark)
57. Where marketers capitalize on brand equity by using an existing brand name for new
products is popular known as ……………………..(1 Mark)
58. The function that links the consumer, the customer, and public to the marketer
through information is known as ………………(1 Mark)
59. The value inherent in a well-known brand name is referred to as……………(1 Mark)
60. An opportunity to understand opposing preferences and values is popularly known as
……………(1 Mark)
61. Any product bought for personal or household use is known as ……………(1 Mark)
 62. The decision making unit within an organisation that has the authority to select the
supplier or model is known as ……………(1 Mark)
63. Organizational units that control the flow of information to the buying centre is
known as ……………….(1 Mark)
64. When a new task purchase is changed on repeat purchases it’s called ………………
(1 Mark)
65. Products bought for use in the operations of an organization. To manufacture other
products for resale to others is known as ……………(1 Mark)
66. Customers that provide the basis for a stable and growing market share and can be a
major intangible asset reflected in the purchase price of a company are referred to as
……………(1 Mark)
67. A discrepancy between behaviour and attitude is known as……………(1 Mark)
68. A research supplier service where information is not tailor made to meet the needs of
any particular company or designed to solve client-specific problems and the data
format is designed to provide a standard, on-going vehicle to facilitate the collection
of data is called …………….. (1 Mark)
69. The process through which individuals learn behaviour by observing the behaviour of
others and the consequences of such behaviour is called ……………(1 Mark)
70. Where consumers will actively seek to resolve or reduce dissonant behaviour or
feelings perhaps by changing an attitude or modifying behaviour is known as
…………… (1 Mark)
71. A marketing research process that is standardized and used to generate information
for a particular user and the application of that standardized process will result in
different data for each client is known as …………..(1 Mark)
72. The term learning embraces the total range of learning, from….………(reflexive
responses) to the learning of ………………and …………problem solving. (3 Marks)
73. How people react to a drive or a cue constitutes their ……………. (1 Mark).

2.