The first stage in the buying process is:
A) Purchase decision
B) Information search
C) Problem recognition
D) Evaluation of alternatives
Answer: C

The stage where a consumer identifies a gap between current and desired states is called:
A) Information search
B) Problem recognition
C) Purchase decision
D) Post-purchase behavior
Answer: B

In the information search stage, consumers seek information from:
A) Personal sources
B) Commercial sources
C) Public sources
D) All of the above
Answer: D

The stage where consumers compare brands and products is:
A) Evaluation of alternatives
B) Information search
C) Problem recognition
D) Purchase decision
Answer: A

The stage where the actual transaction occurs is:
A) Problem recognition
B) Information search
C) Purchase decision
D) Post-purchase behavior
Answer: C

The evaluation of satisfaction or dissatisfaction after purchase occurs in:
A) Problem recognition
B) Purchase decision
C) Evaluation of alternatives
D) Post-purchase behavior
Answer: D

Which of the following is NOT typically a participant in the business buying process?
A) Users
B) Deciders
C) Marketers
D) Influencers
Answer: C

Gatekeepers in the buying process are responsible for:
A) Finalizing the purchase
B) Controlling the flow of information
C) Using the product
D) Paying the supplier
Answer: B

Deciders in the buying process are:
A) People who use the product
B) Those who have the final authority to choose the supplier
C) Those who influence specifications
D) Those who process payments
Answer: B

Which participant is responsible for negotiating the terms and price?
A) Buyer
B) User
C) Gatekeeper
D) Influencer
Answer: A

Influencers in the buying process:
A) Are always the end-users
B) Affect the buying decision by defining specifications
C) Always approve the purchase
D) Only control budgets
Answer: B

A “buying center” refers to:
A) The marketing department
B) All individuals and groups participating in the buying decision process
C) The purchasing department
D) The company’s top management
Answer: B

In B2B markets, who usually recognizes the need for a purchase first?
A) Decider
B) User
C) Buyer
D) Gatekeeper
Answer: B

The stage where the consumer seeks reassurance about their choice is:
A) Evaluation of alternatives
B) Post-purchase behavior
C) Information search
D) Problem recognition
Answer: B

The set of brands seriously considered during the evaluation stage is called the:
A) Awareness set
B) Evoked set
C) Decision set
D) Purchase set
Answer: B

Which of the following is most likely to experience cognitive dissonance after purchase?
A) The buyer
B) The user
C) The decider
D) The influencer
Answer: A

In routine purchases, which stage is often shortened or skipped?
A) Evaluation of alternatives
B) Purchase decision
C) Problem recognition
D) Information search
Answer: D

The process of recognizing the need for a new supplier is most likely initiated by:
A) Gatekeeper
B) Influencer
C) User
D) Decider
Answer: C

When a buyer seeks proposals from suppliers, it occurs in which stage?
A) Evaluation of alternatives
B) Supplier search
C) Information search
D) Problem recognition
Answer: B

The buying decision process is most complex in which buying situation?
A) Straight rebuy
B) Modified rebuy
C) New task
D) Routine purchase
Answer: C

The participant who uses the product or service is called the:
A) Decider
B) User
C) Gatekeeper
D) Buyer
Answer: B

The final purchase decision can be influenced by:
A) Attitudes of others
B) Unexpected situational factors
C) Both A and B
D) Neither A nor B
Answer: C

A purchasing agent is most likely to play which role?
A) User
B) Influencer
C) Buyer
D) Gatekeeper
Answer: C

In which stage do consumers form intentions to buy a specific brand?
A) Information search
B) Purchase decision
C) Problem recognition
D) Evaluation of alternatives
Answer: B

Post-purchase satisfaction leads to:
A) Repeat purchases and positive word-of-mouth
B) Immediate product return
C) Brand avoidance
D) Problem recognition
Answer: A

The role of the influencer is particularly important in which stage?
A) Problem recognition
B) Evaluation of alternatives
C) Purchase decision
D) Post-purchase behavior
Answer: B

Which buying process participant may filter information before it reaches others?
A) User
B) Buyer
C) Gatekeeper
D) Decider
Answer: C

In a new-task buying situation, the number of decision participants is generally:
A) Fewer
B) The same
C) Greater
D) None
Answer: C

The need to replenish inventory is usually recognized in which stage?
A) Problem recognition
B) Purchase decision
C) Information search
D) Evaluation of alternatives
Answer: A

Who typically initiates the supplier search in organizations?
A) Buyer
B) User
C) Decider
D) Influencer
Answer: A

Post-purchase behavior may lead to:
A) Cognitive dissonance
B) Additional purchases
C) Complaints
D) All of the above
Answer: D

In consumer buying, the information search can include:
A) Personal experience
B) Commercial sources
C) Public sources
D) All of the above
Answer: D

A buying center is also known as:
A) Decision-making unit
B) Marketing team
C) Executive committee
D) Supplier network
Answer: A

Modified rebuys often require:
A) Fewer decision participants
B) Re-evaluation of suppliers or product specs
C) No changes from last purchase
D) No involvement from users
Answer: B

The stage where the consumer collects details about products and brands is:
A) Problem recognition
B) Information search
C) Evaluation of alternatives
D) Purchase decision
Answer: B

Participants who control access to decision-makers are known as:
A) Deciders
B) Gatekeepers
C) Users
D) Buyers
Answer: B

The ultimate goal of the buying decision process for marketers is:
A) Increase problem recognition
B) Influence the purchase decision
C) Reduce post-purchase evaluation
D) Lengthen information search
Answer: B

The actual choice of product and supplier is made by:
A) User
B) Buyer
C) Decider
D) Influencer
Answer: C

Who may have the power to veto a purchase decision?
A) User
B) Decider
C) Influencer
D) Gatekeeper
Answer: B

The person who processes purchase orders and ensures delivery is typically the:
A) Decider
B) Buyer
C) User
D) Influencer
Answer: B

Which participant is most likely to provide technical input?
A) Buyer
B) Influencer
C) Decider
D) User
Answer: B

When do marketers attempt to reinforce post-purchase satisfaction?
A) After the purchase decision
B) Before information search
C) Before problem recognition
D) During supplier search
Answer: A

A straight rebuy is most likely to involve which participant only?
A) Buyer
B) Decider
C) User
D) Influencer
Answer: A

Who often sets the budget or financial limits for purchases?
A) Buyer
B) Decider
C) User
D) Influencer
Answer: B

In B2B, the complexity of the buying process increases when:
A) Purchase volume is small
B) Many participants are involved
C) Decision time is short
D) There is a single supplier
Answer: B

Problem recognition can be triggered by:
A) Internal stimuli
B) External stimuli
C) Both A and B
D) Neither
Answer: C

A buying center may exist for:
A) Only large organizations
B) Only small purchases
C) Any significant purchase decision
D) Only government purchases
Answer: C

An example of a gatekeeper in the buying process could be:
A) Purchasing manager
B) End user
C) Technical advisor
D) Marketing specialist
Answer: A

The length and complexity of the buying process are determined by:
A) Type of buying situation
B) Number of participants
C) Value of purchase
D) All of the above
Answer: D

In the final stage of the buying process, marketers should focus on:
A) Gathering post-purchase feedback
B) Encouraging cognitive dissonance
C) Discontinuing communication
D) Reducing product quality
Answer: A