Although Clay rarely drinks, he will have a beer when at a party or out with friends so he will not be the only one not drinking. This is an example of Clay ____ to the group's behavior.
a. complying
b. reacting
c. conforming
d. rebelling
e. copying
Question 2In order to build the sale, minor buying motives should be addressed before major buying motives.
Indicate whether the statement is true or false
Question 3Which of the following is FALSE?
a. When using the funnel approach to questionnaire design, the researcher will start with broad questions andprogressively narrow the scope of further questions.
b. Classification information is the heart of the survey and is so called because it will be classified into theappropriate categories of the dummy tables.
c. Target information should be secured first and classification information last.
d. In dealing with sensitive issues when designing a questionnaire, the preferred alternative is to avoid thesetypes of questions altogether, if at all possible.
e. One way of dealing with sensitive questions is to hide them in a group of more innocuous questions.
Question 4____ is doing what the group or social influence asks.
a. Reformation
b. Compliance
c. Congruity
d. Reactance
e. Norming
Question 5Potential benefits are roughly the same thing as a confirmed benefit.
Indicate whether the statement is true or false
Question 6The question, How would you judge the price and quality of this product? is
a. double-barreled.
b. leading.
c. contains an implied alternative.
d. contains an implied assumption.
e. forces generalization on the part of the respondent.
Question 7Normative influence affects ____, which is the likelihood that consumers will buy what others in their group buy.
a. brand-choice congruence
b. consumer socialization
c. product choice probability
d. product category probability
e. consumer compliance
Question 8When making a sales presentation to a buying group, a salesperson should remember to:
a. make periodic eye contact with each member.
b. focus his or her attention on the team member identified as the decision maker.
c. avoid speaking with more than one of the group members prior to the meeting.
d. wait until a least one member of the buying team has arrived before entering the meeting room.
e. All of these choices are correct.
Question 9The question in a restaurant survey, What is your evaluation of the speed and courtesy of your waitperson? is an
example of a(n)
a. unambiguous question.
b. branching question.
c. double-barreled question.
d. generalization.
e. redundant question.
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