121. The most basic cause of a person’s wants and behavior is culture.

122. Social classes are society’s relatively permanent and ordered divisions.

123. People who, because of special skills, knowledge, or personality, exert influence over others are called Opinion leaders.

124. family is/are the most important consumer buying organization in society.

125. A role consists of the activities people are expected to perform.

126. Economic developments, technological changes, and culture and customs are among the environmental influences that impact business buyer behavior.

127. The “new model” for doing business is based on using the customers to connect with customers

128. Lifestyle research involves measuring consumers’ _________.

129. _________are people who have so many resources that they can indulge in many pursuits.

130. The business buying process starts with _________.

131. Increasingly, business buyers are purchasing products and services through e-procurement.

132. Consumer buyer behavior is the buying behavior of final consumers

133. All of the following factors would be listed as social factors that influence consumer behavior EXCEPT:

	Family.
	Roles and status.
	Reference groups.
	Occupation.

134. Which of the following would correctly be labeled as a cultural factor that would influence consumer behavior?

	Reference groups.
	Lifestyle.
	Family.
	Social class.

135. Which of the following would correctly be labeled as a personal factor that would influence consumer behavior?

	Reference groups.
	Lifestyle.
	Family.
	Social class.

136. Which of the following would correctly be labeled as a psychological factor that would influence consumer behavior?

	Reference groups.
	Lifestyle.
	Family.
	Social class.

137. Which of the following social class categories would be considered to be the largest in the United States with about 38 percent of the population contained within it?

138. Which of the following would be the BEST description of the major AIO dimensions that describe a person's pattern of living?

Activities, Interests, and Opinions.

  Activities, Innovation, and Occasions. 

 Attitudes, Interests, and Opinions.  

Attitudes, Income, and Observations.

139. "We are what we have" would be associated with which of the following concepts?

A person's self-concept.
	Beliefs.
	Attitudes.
	Personality.

140. Another term for a motive {especially after it has become activated or directed} is a:

	Cue.
	Drive.
	Need.
	Action.

141. Basic needs such as hunger and thirst are called: physiological needs

142. Learning describes changes in an individual's behavior arising from experience

143. Which step of the buyer decision process immediately precedes the purchase decision? evaluation of alternatives

144. If a consumer has discomfort caused by postpurchase conflict, the consumer is experiencing: cognitive dissonance

145. The stage in the adoption process where the consumer considers whether trying the new product makes sense is called: evaluation

146. With respect to product characteristics that impact the rate of adoption of a product, complexity is the degree to which the innovation is difficult to understand or use

147. A business buying situation in which the buyer purchases a product or service for the first time is called a: new task

148. During which stage of the business buying decision process does the business buyer list such items as technical specifications, the quantity needed, expected time of delivery, return policies, and warranties? Order-routine specification

149. During which stage of the business buying decision process does the business buyer tries to find best vendor? Supplier search