Which of the following about observational forms is FALSE?
a. When using observational forms, interviewer/observer bias may still be a problem.
b. When constructing an observational form, it is best to loosely define what is to be observed so the observer isfree to react to each individual situation.
c. One of the most critical things in designing an observational form is to determine which aspects of thebehavior are relevant.
d. A paper-and-pencil observation form assessing purchasing behavior should parallel the logical sequence of thepurchase act.
e. All of the above are true.
Question 2Boomerang kids are those who emulate the Australian culture.
Indicate whether the statement is true or false
Question 3If the prospect says I didn't realize you delivered every day, he or she is expressing a(n) ________.
a. objection
b. commitment signal
c. confirmed benefit
d. confirmed need
e. None of these are correct.
Question 4In a recent McDonald's survey about new menu items, one question is, How much do you like the sugar-free apple
pies? Check one: dislike, dislike slightly, do not dislike or like, like slightly, like a great deal. This is an example of
a(n) ____ question.
a. open-ended
b. double-barreled
c. dichotomous
d. fixed-alternative response
e. Both a and d.
Question 5Because teens are so similar across the world, marketers do not need to consider localized culture.
Indicate whether the statement is true or false
Question 6Before attempting to gain the buyer's commitment to making a purchase, a good salesperson will ________.
a. summarize the confirmed benefits
b. summarize the objections and how they were resolved
c. ask the buyer if it's okay to proceed with a purchase request
d. uncover at least one more need
e. All of these choices are correct.
Question 7When utilizing observational methods of data collection, which of the following should be specified by the
researcher?
a. Who should be observed?
b. What aspects of the purchase should be reported?
c. When should the observations be made?
d. Where should the observations be made?
e. All of the above.
Question 8Twenty-seven percent of teens have developed cosmetic brand loyalties by age 15.
Indicate whether the statement is true or false
Question 9A salesperson who attempts to overcome buyer resistance by showing the buyer the benefits of the product, is using the ________ method.
a. direct denial
b. indirect denial
c. compensation
d. boomerang
e. direct benefit
Question 10Observation forms are generally easier to construct because
a. they need not follow a logical pattern.
b. they rely on observer judgment to determine response categories.
c. response categories need not be exhaustive.
d. the question and the way it is asked will not influence the respondent's actions.
e. response categories need not be multichotomous in nature.
Question 11Generation Y Millennials consists of consumers born between the years 1980 through 1994.
Indicate whether the statement is true or false
Question 12The method for handling objections that turns a reason not to buy into a reason to buy is called the ________ method.
a. direct denial
b. indirect denial
c. forestalling
d. boomerang
e. direct denial
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