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MCQ of Training and Development Set 12
QN551: A two-wheeler company TVS, while launching a new bike model offered a ‘trial ride’ & heavy discounts for first few buyers among target customers. Nitesh, who initially had an unfavourable point of view towards the company still purchased it because of the offer & benefits. So Nitesh reevaluated the product and adopted a positive viewpoint towards it. This is an example of which of the following ways of reducing post-purchase dissonance?
- A. Changing Attitudes
- B. Seeking new information
- C. Changing Product Evaluation
- D. None of the above
Answer
Answer A. Changing Attitudes
QN552: Priya purchased a top load model of washing machine rather than a front load model, and now she tends to seek additional knowledge about the benefits of top load washing machine model & avoid any exposure to advertisements & promotions endorsing the benefits & features of front load washing machine model so as to confirm the wisdom of her product choice & support her decision. Which way of post-purchase dissonance reduction is this?
- A. Changing Product Evaluation
- B. Seeking new information
- C. Changing Attitudes
- D. None of the above
Answer
Answer B. Seeking new information
QN553: Rahul was confused between ‘Maruti Suzuki Swift’ & ‘Honda Amaze’ and finally bought the later model. Now, to reduce post-purchase dissonance he tried to forget positive features of ‘Swift’ & negative features of ‘Amaze’ while remembering negative attributes of ‘Swift’ along with favourable features of ‘Amaze’. What method of post-purchase dissonance reduction is this?
- A. Changing Attitudes
- B. Seeking new information
- C. Changing Product Evaluation
- D. None of the above
Answer
Answer C. Changing Product Evaluation
QN554: Which of the following strategies are used by the companies to avoid or reduce consumers’ post-purchase dissonance?
- A. Reinforcing Buyers
- B. Confirming Expectations
- C. Inducing Attitude Change
- D. All of the above
Answer
Answer D. All of the above
QN555: Distribution of free samples by ‘Chik shampoo’ in newspaper or promo code or discount coupons by ‘Cheesiano Pizza’ to attract the consumers of ‘Domino’s Pizza’, is one of the following strategies used by the companies to avoid or reduce consumers’ post-purchase dissonance
- A. Inducing Attitude Change
- B. Reinforcing Buyers
- C. Confirming Expectations
- D. All of the above
Answer
Answer A. Inducing Attitude Change
QN556: Britannia Multi-grain & nutritional biscuits makes realistic claims about the taste of biscuits. This is an example of which of the following strategies used by the companies to avoid or reduce consumers’ post-purchase dissonance?
- A. Reinforcing Buyers
- B. Confirming Expectations
- C. Inducing Attitude Change
- D. All of the above
Answer
Answer B. Confirming Expectations
QN557: Considering that the consumers may engage in post-purchase information seeking to reduce dissonance, some companies undertake promotion aimed at new buyers. Companies like Apple, Sony while promoting their new innovations or new product launches, always stresses more on the futuristic technological features. Which one of the following strategies is this to avoid or reduce consumers’ post-purchase dissonance?
- A. Confirming Expectations
- B. Inducing Attitude Change
- C. Reinforcing Buyers
- D. All of the above
Answer
Answer C. Reinforcing Buyers
QN558: Which one of the following is NOT one of the four major components or fields according to Nicosia Model of Consumer decision making?
- A. Act of purchase
- B. Consumer feedback
- C. Consumer attributes or predispositions
- D. Environmental factors
Answer
Answer D. Environmental factors
QN559: Which one of the following is one of the limitation of the Nicosia Model of Consumer decision making?
- A. the assumption about the consumer being involved in the decision process with no predispositions about the various brands or firm is restricting
- B. firm’s attributes & consumer attributes mentioned in the model seem to be overlapping
- C. the flow is not complete & doesn’t mention the various factors internal to the consumer
- D. All of the above
Answer
Answer D. All of the above
QN560: Which one of the following is NOT one of the three levels referred in Howard Sheth model of consumer decision making?
- A. Evolving problem solving
- B. Routinized response behaviour
- C. Extensive problem solving
- D. Limited problem solving
Answer
Answer A. Evolving problem solving
QN561: Howard Sheth model has borrowed the___concepts to explain brand choice behaviour when learning takes place as the buyer moves from extensive problem solving to routinized problem solving behaviour
- A. Decision theory
- B. Learning theory
- C. Behaviour theory
- D. Consumer theory
Answer
Answer B. Learning theory
QN562: Which one of the following is NOT one of the four components involved in the Howard Sheth model of decision making?
- A. Output variables
- B. Hypothetical constructs
- C. Endogenous variables
- D. Input variables
Answer
Answer C. Endogenous variables
QN563: Which one of the following is NOT one of the ‘input variables’ in Howard Sheth model of decision making?
- A. External stimuli
- B. Social stimuli
- C. Significative stimuli
- D. Symbolic stimuli
Answer
Answer A. External stimuli
QN564: Which one of the following is NOT one of the ‘output variables’ in Howard Sheth model of decision making?
- A. Attention
- B. Attitude
- C. Intention
- D. Perception
- E. Motivation
Answer
Answer D and E
QN565: The actual elements of brands which the buyer confronts are___According to the Howard Sheth model of decision making
- A. External stimuli
- B. Significative stimuli
- C. Social stimuli
- D. Symbolic stimuli
Answer
Answer B. Significative stimuli
QN566: According to Howard Sheth model of decision making the ‘hypothetical constructs’ are categorized into two groups namely ‘perceptual constructs’, which deal with___and ‘learning constructs’, which are related to the buyer’s___
- A. Information processing; formation of concepts
- B. Search & information; concepts
- C. Information; learning
- D. Consumer perception; attitude
Answer
Answer A. Information processing; formation of concepts
QN567: One of the ‘learning constructs’ in Howard Sheth model of decision making is ‘Brand potential of evoked set’, which___
- A. Is based on the motives. The buyer will have certain mental rules for matching & ranking the purchase alternatives
- B. refers to the buyer’s perception on the ability of brands in his or her evoked set (brands which are been actively considered) to satisfy his or her goals
- C. means a preference towards brands in the evoked set which expresses an attitude towards them
- D. None of the above
Answer
Answer B. refers to the buyer’s perception on the ability of brands in his or her evoked set (brands which are been actively considered) to satisfy his or her goals
QN568: Which one of the following ‘learning constructs’ in Howard Sheth model of decision making, means ‘a preference towards brands in the evoked set which expresses an attitude towards them’?
- A. Decision mediators
- B. Motives
- C. Brand potential of the evoked set
- D. Predisposition
Answer
Answer D. Predisposition
QN569: ___are the ‘learning constructs’ in Howard Sheth model of decision making, which are based on the motives & according to which the buyer will have certain mental rules for matching & ranking the purchase alternatives
- A. Brand potential of the evoked set
- B. Inhibitors
- C. Decision mediators
- D. Predisposition
Answer
Answer C. Decision mediators
QN570: Which one of the following is NOT one of the distinctive sections of Engel, Blackwell & Miniard Model of Decision making?
- A. Information processing
- B. Variables influencing decision process
- C. Input
- D. Output
Answer
Answer D. Output
QN571: Any selective attention or exposure mechanisms which may occur in postpurchase dissonance would operate at this stage of Engel, Blackwell & Miniard Model of Decision making?
- A. Information Input
- B. Information processing
- C. Decision process
- D. None of the above
Answer
Answer B. Information processing
QN572: Organizations buy products & services to satisfy which of the following goals?
- A. Providing a service
- B. Reselling an item
- C. Producing a good
- D. All of the above
Answer
Answer D. All of the above
QN573: What is the role of ‘Gate keepers’ in the organizational buying process?
- A. Controlling the flow of information to others
- B. Selection of the supplier & workout the contract of agreement
- C. Providing information in evaluating alternatives
- D. Selection or approval of the final supplier
Answer
Answer A. Controlling the flow of information to others
QN574: Which one of the following is NOT an ‘internal stimuli’ for problem recognition in organizational buying process
- A. Company decides to launch a new product or service
- B. A sales representative offers a best deal to the organizational buying decision maker
- C. Breakdown of a machinery
- D. Material purchased from vendor proves to be unsatisfactory
Answer
Answer B. A sales representative offers a best deal to the organizational buying decision maker
QN575: A ‘planned purchase order’ is___
- A. The one in which the purchaser will, at a minimum, specify what products are being ordered, the quantity, the agreed price and delivery & payment terms
- B. The one in which the vendor agrees to supply the material as & when required by the buyer on certain price terms over a specified period of time
- C. A long-term agreement committing to buy items or services from a single source
- D. A legal agreement between both sides
Answer
Answer C. A long-term agreement committing to buy items or services from a single source
QN576: What would be the best strategy for an industrial marketer to add ‘value’ to their buyer?
- A. Understand your customers & their needs
- B. To provide the value added services to your customers
- C. To be proactive and continuously enhance your after-sales services
- D. customizing by knowing not only your own customers but also your customer’s customer
Answer
Answer D. customizing by knowing not only your own customers but also your customer’s customer
QN577: Organizational buyers are clustered together like Auto clusters in Maharshtra & Gujrat, IT hubs in Bangalore & Hyderabad, Food parks in Karnataka & Uttarakhand, Textile parks in Tamilnadu etc. whereas final consumers are widely dispersed. This is how organizational buyers differs from final consumers by___
- A. Market size
- B. Geographical concentration
- C. Market structure
- D. Vertical & horizontal markets
Answer
Answer B. Geographical concentration
QN578: A ‘blanket purchase order’ or ‘blanket contract is___
- A. The one in which the vendor agrees to supply the material as & when required by the buyer on certain price terms over a specified period of time
- B. A long-term agreement committing to buy items or services from a single source
- C. A legal agreement between both sides
- D. The one in which the purchaser will, at a minimum, specify what products are being ordered, the quantity, the agreed price and delivery & payment terms
Answer
Answer A. The one in which the vendor agrees to supply the material as & when required by the buyer on certain price terms over a specified period of time
QN579: In organizational buying process the ‘influencers’ are___
- A. persons who are formally or informally given power in the selection or approval of the final supplier
- B. persons who control the flow of information to others
- C. persons formally authorized to select the supplier & workout the contract of agreement
- D. most often technical person involved in defining specifications & also in providing information in evaluating alternatives
Answer
Answer D. most often technical person involved in defining specifications & also in providing information in evaluating alternatives
QN580: What should the industrial marketers do to enhance the post-purchase evaluation of their products or services done by the industrial buyers?
- A. Try to influence the way industrial buyers evaluate their products/services
- B. trying to build relationship with the buyers by adding value to the transaction
- C. Try to identify the failures & weaknesses in competitors’ products & build competitive advantages in their products & services
- D. All of the above
Answer
Answer B. trying to build relationship with the buyers by adding value to the transaction
QN581: Industrial buyer never wants to place a new order each time the stock is required as it is a costly affair; neither does he want to stock extra material to avoid or reduce inventory carrying cost. To avoid this problem buyer often goes for___
- A. Blanket purchase order
- B. Contract purchase order
- C. Standard purchase order
- D. Planned purchase order
Answer
Answer A. Blanket purchase order
QN582: Purchase decisions of organizational buyers are rational and NOT influenced by___
- A. quality specifications & consistency
- B. individual factors
- C. prompt delivery assurance
- D. price
Answer
Answer B. individual factors
QN583: In need description stage of organizational buying process, the industrial buyer has to___
(i) identify the characteristic features of the required products or services
(ii) determine the quantity of the product required
A. Only (i) is true
B. Only (ii) is true
C. Neither (i) nor (ii) is true
D. Both (i) & (ii) are true
Answer
Answer D. Both (i) & (ii) are true
QN584: A ‘contract purchase order’ is___
- A. A long-term agreement committing to buy items or services from a single source
- B. The one in which the purchaser will, at a minimum, specify what products are being ordered, the quantity, the agreed price and delivery & payment terms
- C. A legal agreement between both sides
- D. The one in which the vendor agrees to supply the material as & when required by the buyer on certain price terms over a specified period of time
Answer
Answer C. A legal agreement between both sides
QN585: Which one of the following is NOT a ‘External stimuli’ for problem recognition in organizational buying process
- A. Purchase department head notices an opportunity to obtain better prices or quality materials
- B. Industrial buyer or a decision maker gets information or new ideas from a technical magazine
- C. A sales representative offers a best deal to the organizational buying decision maker
- D. Industrial buyer or a decision maker gets information or new ideas after visiting an Exhibition or a Trade show
Answer
Answer A. Purchase department head notices an opportunity to obtain better prices or quality materials
QN586: A ‘standard purchase order’ is___
- A. A legal agreement between both sides
- B. The one in which the purchaser will, at a minimum, specify what products are being ordered, the quantity, the agreed price and delivery & payment terms
- C. A long-term agreement committing to buy items or services from a single source
- D. The one in which the vendor agrees to supply the material as & when required by the buyer on certain price terms over a specified period of time
Answer
Answer B. The one in which the purchaser will, at a minimum, specify what products are being ordered, the quantity, the agreed price and delivery & payment terms
QN587: In need description stage of organizational buying process, the industrial buyer is motivated by which of the following budgetary consideration?
- A. Expense Quotas
- B. Cost Benefit Analysis
- C. Profit goals
- D. All of the above
Answer
Answer D. All of the above
QN588: In organizational buying, the downturn in the target industry may hit vertical marketers extremely hard because
- A. The product or service would be sold to virtually all organizations in perhaps one or two industries
- B. The markets are very broad
- C. The product or service is sold to a wide spectrum of industries
- D. The products or services are used by many industries
Answer
Answer A. The product or service would be sold to virtually all organizations in perhaps one or two industries
QN589: The lifestyle stage of the participant in the organizational buying decision process is one of the___influencing organizational buyer behaviour
- A. Interpersonal factor
- B. Individual factor
- C. Organizational factor
- D. Environmental factor
Answer
Answer B. Individual factor
QN590: If the housing industry slumps, the Air Conditioner companies like Symphony, Haier, Carrier etc. face reduced demand. This an example of which of the demand characteristics in the organizational buying?
- A. Inelastic demand
- B. Elastic demand
- C. Derived demand
- D. Fluctuating demand
Answer
Answer C. Derived demand
QN591: Management of company’s cost related to purchasing, inventory control & production schedule is taken care in this ‘purchasing system’ followed by organization
- A. Purchasing departments
- B. Long term contracts
- C. Centralized purchasing
- D. Purchasing performance evaluation
Answer
Answer A. Purchasing departments
QN592: In need description stage of organizational buying process, the industrial buyer has to define
- A. Consistent supply in the required standard of quality
- B. Supplier’s capability to deliver material
- C. Product quality
- D. All of the above
Answer
Answer D. All of the above
QN593: Which one of the following is NOT the ‘purchasing system’ generally followed by the organizations?
- A. Purchasing departments
- B. Purchasing performance evaluation
- C. Short term contracts
- D. Centralized purchasing
Answer
Answer C. Short term contracts
QN594: In organizational buying the purchase order includes___
- A. Technical Specifications
- B. Expected time of delivery
- C. Terms on goods returned
- D. All of the above
Answer
Answer D. All of the above
QN595: Total industry demand for industrial goods is relatively unaffected by changes in price in the short run, compared to the price influence on demand in consumer markets indicates that the demand in the industrial market is___
- A. Derived demand
- B. Inelastic demand
- C. Fluctuating demand
- D. Elastic demand
Answer
Answer B. Inelastic demand
QN596: The best strategy for an industrial marketer to deal with the competitive development in the market is___
- A. To keep a close watch on the competitors’ strategies
- B. To work for having an upper edge or competitive advantage over the competitors
- C. To identify the problems in the market & convert those into opportunities
- D. To design & develop counter-strategies to those of the competitors’ strategies
Answer
Answer C. To identify the problems in the market & convert those into opportunities
QN597: Industrial marketer should be interested in getting to know the answer to which of the following questions?
- A. What are the company policies & constraints on the buyers?
- B. How many people are involved in buying decisions & who are they?
- C. What is the criteria for product or service evaluation?
- D. All of the above
Answer
Answer D. All of the above
QN598: Which one of the following is NOT the reason for ‘lengthy negotiations’ involved in the organizational purchase decision process?
- A. Availability of buffer stock
- B. Product Complexity & specifications
- C. Involvement of Large No. of People
- D. Importance of Purchase Price
Answer
Answer A. Availability of buffer stock
QN599: In need description stage of organizational buying process, the industrial buyer has to work out the evaluated price on the basis of the amount of scrap resulting from the use of material to help minimize the cost. In this context which one of the following would be least needed or not needed to be calculated?
- A. Cost of processing the material
- B. Work required to be done by the machine to process the material
- C. power consumed to process the material
- D. man hours required to process the material
Answer
Answer D. man hours required to process the material
QN600: Which strategy does organizational buyers adopt to ensure Steady Supply & obtain attractive terms & effective service?
- A. Buying an item from a single source
- B. Trust & rely on certain suppliers who would be able to fulfill company’s requirement at any given time
- C. Not allowing a vendor to supply more than a certain percentage of company’s requirement & source the same product from two or more suppliers
- D. Identifying different suppliers for different requirements & get the requirements fulfilled from the respective suppliers
Answer
Answer C. Not allowing a vendor to supply more than a certain percentage of company’s requirement & source the same product from two or more suppliers
QN601: In case of economic uncertainty, the industrial buyers would___
(i) prefer to reduce their inventories
(ii) won’t invest in new plants & equipments
A. Both (i) & (ii) are true
B. Only (i) is true
C. Only (ii) is true
D. Both (i) & (ii) are false
Answer
Answer A. Both (i) & (ii) are true
QN602: In organizational buying, the downturn in the target industry doesn’t radically affect the horizontal marketers because
- A. The product or service would be sold to virtually all organizations in perhaps one or two industries
- B. The markets are very narrow
- C. The products or services are used by very few industries
- D. The markets are very broad & the product or service is sold to a wide spectrum of industries
Answer
Answer D. The markets are very broad & the product or service is sold to a wide spectrum of industries
QN603: Industrial buyers are willing to buy more and hold large inventories of___
- A. Costly items
- B. Heavy & bulky equipments & material
- C. Scarce material
- D. Material available at reduced price
Answer
Answer C. Scarce material
QN604: As the organizational buying happens on large scale and/or for costly items, the purchases are infrequent. This statement applies to which of the following case?
(i) heavy equipments & machinery would be infrequently purchased
(ii) smaller & relatively inexpensive items like Office supplies are bought on a contract basis & on quarterly or half-yearly basis
A. Only (i) is true
B. Both (i) & (ii) are true
C. Only (ii) is true
D. Bothe (i) & (ii) are false
Answer
Answer B. Both (i) & (ii) are true
QN605: While doing ‘Value analysis’ at product specification stage of organizational buying process, which one of the following step is NOT needed?
- A. Identification of unnecessary cost elements
- B. Review of product specifications in relation to requirements
- C. Elimination of unnecessary cost elements
- D. Modification of product specifications in relation to requirements
Answer
Answer D. Modification of product specifications in relation to requirements
QN606: Industrial buyers are greatly & majorly influenced by the level of___
- A. primary demand
- B. Secondary Demand
- C. Tertiary Demand
- D. All of the above
Answer
Answer A. primary demand
QN607: In vendor selection stage of organizational buying process, which one is the most desired supplier attribute drawn up by the buying center?
- A. Technical support services
- B. Supplier reputation in the market
- C. Extension of credit
- D. All of the above
Answer
Answer B. Supplier reputation in the market
QN608: The organizational buyer is different from final consumers with certain buyer characteristics like group involvement, technical knowledge and___
- A. Personal motivation
- B. Emotional motivation
- C. Rational motivation
- D. Organizational motivation
Answer
Answer C. Rational motivation
QN609: Which of the following is NOT an environmental factor influencing organizational buyer behaviour?
- A. Level of demand
- B. Economic outlook
- C. Organizational structure
- D. Value of money
Answer
Answer C. Organizational structure
QN610: In case of defense deals of purchasing supersonic fighter planes or an International passenger Airline purchasing Boeings where the order is also large the delivery time span is longer because
- A. The order is too large to produce
- B. The products are too complex & costly
- C. It involves lengthy negotiations
- D. All of the above
Answer
Answer D. All of the above
QN611: Which of the following is NOT an individual factor influencing organizational buyer behaviour?
- A. Job Position
- B. Attitude towards risk
- C. Income
- D. Status
Answer
Answer D. Status
QN612: If a tire company makes a price rise by Rs. 250 per unit for its industrial buyers, that is an automobile company which in turn increases the car price by Rs. 1250 due to rise in production cost. But this doesn’t have a perceptible effect on a final consumer that is a car buyer. This is an example of which type of demand characteristic of organizational buying?
- A. Fluctuating demand
- B. Elastic demand
- C. Inelastic demand
- D. Derived demand
Answer
Answer C. Inelastic demand
QN613: In organizational buying when two organizations agree to purchase from each other where products are homogenous with little price sensitivity, like an Auto company may buy steel from a steel company which buys trucks from the Auto company. This type of buying pattern is called as
- A. Barter
- B. Exchange
- C. Reciprocity
- D. Buy & Sell
Answer
Answer C. Reciprocity
QN614: Which of the following is NOT an interpersonal factor influencing organizational buyer behaviour?
- A. Age
- B. Authority
- C. Status
- D. Empathy
Answer
Answer A. Age
QN615: When the economy is growing, the organizational buyers build large inventories of raw materials & component parts; whereas When the economy slows down or reverses, manufacturers, wholesalers & retailers may use up existing inventories & postpone purchases of supplies, equipments & so forth. This is a result of___
- A. Elastic demand
- B. Fluctuating demand
- C. Derived demand
- D. Inelastic demand
Answer
Answer B. Fluctuating demand
QN616: Organizational buyers, more so than final consumers, require best & prompt service because
- A. It is more important for industrial buyers than the final consumers
- B. Industrial buyers purchase in bulk & pay more amount as compared to final consumers
- C. Organizational buying involves more deliberations, more manpower for decision making & lengthy negotiations as compared to final consumers
- D. it has a direct bearing on their costs, sales & profits
Answer
Answer D. it has a direct bearing on their costs, sales & profits
QN617: In organizational buying process, the one who help in working out product specification & play a major role in selecting vendors & negotiating terms is known as a/an___
- A. Influencer
- B. Decider
- C. Buyer
- D. Gate keeper
Answer
Answer C. Buyer
