Consumer and Industrial Buying Behaviour — Theories and models. - One Line Questions

1. In the context of industrial buying, 'Reciprocity' refers to: — A mutual exchange of goods or services between firms
2. A consumer's 'Evoked Set' refers to: — Brands the consumer considers for purchase
3. In industrial buying, the 'Decider' role is held by the person who: — Authorizes the final purchase
4. The 'Affective' component in consumer behaviour relates to: — Feelings and emotions towards a product
5. Which of the following is a key factor influencing the 'Information Search' stage for a consumer? — Perceived risk
6. Which of the following is an example of 'Low Involvement' purchase behaviour? — Purchasing a loaf of bread
7. Which theory suggests that consumers try to reduce dissonance after a purchase, especially for high-involvement decisions? — Cognitive Dissonance Theory
8. In the Sheth Model, 'Group Factors' influencing industrial buying include: — Interpersonal interaction within the buying center
9. What is the primary difference between consumer buying behaviour and industrial buying behaviour? — Industrial buying involves a complex decision-making unit and rational processes, while consumer buying is often individual and emotional.
10. Which of the following is a key component of the 'Stimulus' part in the Stimulus-Response (S-R) models of consumer behaviour? — Marketing mix elements
11. In the context of industrial buying, 'Derived Demand' means: — Demand for industrial goods is ultimately derived from the demand for consumer goods
12. The 'Social Learning Theory' suggests that consumers learn by: — Observing others and imitating their behaviour
13. The concept of 'Reference Groups' is most relevant to which model of consumer behaviour? — Social-Cultural Model
14. Which theory of consumer behaviour emphasizes the role of learning and habit formation in purchase decisions? — Learning Theory
15. The concept of 'Perceived Risk' is central to which consumer behaviour theory? — Information Processing Models
16. The 'Economic Man' model assumes consumers are: — Rational and utility-maximizing
17. The Howard-Sheth model of buyer behaviour identifies three types of decision-making processes. What are they? — Extensive Problem Solving, Limited Problem Solving, Routinized Response Behavior
18. Which of the following is NOT a typical characteristic of industrial markets compared to consumer markets? — Highly emotional buying decisions
19. The 'Gatekeeper' in the Buying Center typically controls the flow of: — Information
20. Which model of consumer behaviour focuses on the psychological factors like motivation, perception, learning, and attitudes? — Psychological Model
21. Which model emphasizes the interaction between the consumer, the environment, and the behaviour itself? — Bandura's Social Cognitive Theory
22. Which model of consumer behaviour is often criticized for being too simplistic and ignoring psychological factors? — Economic Man Theory
23. The 'Problem Recognition' stage in the consumer decision process is triggered by: — A discrepancy between the actual and desired state
24. Which role in the Buying Center is responsible for gathering information and suggesting alternatives? — Influencer
25. The 'High Involvement' purchase decision is characterized by: — High cost, high risk, and significant differences among brands
26. The 'Information Processing Model' views consumers as: — Active processors of information similar to computers
27. According to the Theory of Reasoned Action (TRA), purchase intention is primarily determined by: — Attitude towards the behaviour and subjective norms
28. The Theory of Planned Behaviour (TPB) extends TRA by adding which crucial element? — Perceived behavioural control
29. According to the Webster and Wind model, 'Organizational Factors' influencing industrial buying include: — Company policies and procedures
30. The 'Buygrid' framework, developed by Robinson, Faris, and Wind, categorizes industrial buying situations based on: — Level of decision-making difficulty and number of participants
31. The Sheth Model of Industrial Buying Behaviour identifies four main dimensions influencing the decision process. One of these is: — Interpersonal factors
32. Maslow's Hierarchy of Needs is often applied to understand consumer motivations in which type of consumer behaviour model? — Psychological Models
33. The 'Purchase Decision' stage involves: — Deciding which brand to buy
34. A 'Modified Rebuy' situation in industrial buying involves: — Changing product specifications or suppliers for a previously purchased item
35. The Nicosia model of consumer behaviour views the consumer as a system that: — Actively processes information and makes decisions
36. Which of the following is an example of an 'Internal Stimulus' that can lead to problem recognition? — Feeling hungry
37. The 'Buyer' role in the Buying Center is primarily responsible for: — Selecting the supplier and negotiating terms
38. Which of the following is a characteristic of 'Straight Rebuy' in industrial buying? — Routine reordering from approved vendors
39. In the Engel-Kollat-Blackwell (EKB) model, what is the central concept that drives the consumer decision process? — Information Processing
40. Which type of industrial buying situation involves a new task for the organization and requires extensive information search? — New Task
41. The 'Information Search' stage primarily aims to identify: — All available brands and their attributes
42. Post-purchase behaviour primarily focuses on: — Customer satisfaction and loyalty
43. The 'Influencer' in the Buying Center provides information and criteria for evaluating alternatives to: — All of the above
44. In the context of industrial buying, 'Supplier's reputation' is most likely to influence which aspect of the decision? — The decider's choice, especially regarding perceived risk
45. In industrial buying behaviour, the 'Buying Center' refers to: — All the individuals and groups who participate in the purchasing decision-making process
46. In industrial buying, the 'Buyclass' framework refers to: — The level of perceived risk and novelty of the purchase
47. Which theory emphasizes the role of attitudes, subjective norms, and perceived behavioural control in predicting behaviour? — Theory of Planned Behaviour
48. During 'Evaluation of Alternatives', consumers use 'Decision Heuristics' to: — Simplify the decision-making process
49. The 'User' role in the Buying Center is typically performed by: — Individuals who will actually use the product or service
50. Which industrial buying behaviour model emphasizes the influence of organizational factors, individual factors, and environmental factors? — Webster and Wind Model
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