BUS 312 Chapter 5 review

1. Need recognition 2. Information search 3. Evaluation of alternatives 4. Purchase decision 5. Postpurchase behavior

Buyer Decision Making Process

Buyer's Black Box

Buyer's characteristics Buyer's decision process

Buying attitudes and preferences Purchase behavior: what buyers buy, when, where, and how much Brand and company relationship behavior

Buyer's responses

According to the model of buyer​ behavior, what are the two parts of a​ buyer's black​ box? A. The​ buyer's attitudes and preferences and the​ buyer's purchase behavior B. The 4 Ps and social forces. C. The​ buyer's characteristics and the​ buyer's decision process D. Cultural forces and marketing stimuli E. Purchase behavior and cultural forces.

C

Forces and events in the​ buyer's environment enter the​ buyer's black​ box, where they are turned into a set of buyer responses. These buyer responses include​ __________. A. the​ buyer's attitudes and preferences and the​ buyer's decision process and purchase behavior B. the​ buyer's attitudes and​ preferences, purchase​ behavior, and marketing stimuli C. the​ buyer's attitudes and​ preferences, brand engagement and​ relationships, and purchase behavior D. the​ buyer's decision process and the​ buyer's characteristics E. the​ buyer's characteristics and purchase behavior

C

In the buyer decision​ process, after a consumer has recognized a​ need, he or she will​ ________. A. evaluate alternatives B. make a purchase decision C. search for information D. experience cognitive dissonance E. form a purchase intention

C

Stimuli in the​ buyer's environment includes​ ________. A. ​economic, technological,​ social, and cultural forces B. the 4 Ps and buying attitudes and preferences C. buyer's characteristics and​ buyer's decision processes D. brand engagement and relationships E. the 4​ Ps, social​ factors, and purchase behavior

A

The U.S.​ ________ currently accounts for more than​ $16 trillion worth of spending on goods and services each year. A. consumer market B. Department of Education C. Department of Defense D. economy E. federal government

A

The cultural factors that influence buyer behavior include​ _____. A. ​Culture, subculture, and social class B. ​Culture, subculture, small​ groups, and social networks C. Culture, subculture,​ beliefs, and attitudes D. ​Culture, social​ class, and family E. ​Culture, subculture and family.

A

The first stage of the buyer decision​ process, ________, can be triggered by either internal or external stimuli. A. need recognition B. cognitive dissonance C. information search D. alternative evaluation E. purchase intention

A

The​ statements, "I only buy the​ best" and​ "The Japanese make the best cars in the​ world," represent​ ________. A. attitudes B. drives C. physiological needs D. motives E. perceptions

A

________ is the first stage in the new product adoption process. A. Awareness B. Evaluation C. Interest D. Adoption E. Trial

A

An​ individual's ________, that​ is, the shared beliefs and values that distinguish one group from​ another, is/are the most basic cause of a​ person's wants and behavior. A. motivations B. culture C. social status D. perceptions E. physiological needs

B

Gatorade's famous​ "Like Mike" campaign featuring Michael Jordan appealed to young athletes who idolized the NBA star. This promotional campaign is an example of how marketers effectively utilize​ ________ in promoting their products and services. A. social class B. aspirational groups C. online social networks D. buzz marketing E. role and status

B

Of the five adopter​ groups, ________ are most widely regarded to be opinion leaders. A. late mainstream adopters B. early adopters C. innovators D. laggards E. early mainstream adopters

B

Research has shown five characteristics to be especially important in influencing an​ innovation's rate of adoption. One of these​ characteristics, ________, refers to the degree to which the innovation might be tried on a limited basis. A. communicability B. divisibility C. compatibility D. relative advantage E. complexity

B

Which of the following correctly defines the consumer​ market? A. Consumers and the businesses that sell to them B. Individuals and households that buy goods and services for personal consumption C. Manufacturers, resellers, and consumers D. Consumers who spend more than​ $5000.00 yearly on goods and services E. Consumers and the resellers who consumers buy their products from

B

________ are the social factors that influence consumer buyer behavior. A. ​Personality, self-concept, and lifestyle B. Small​ groups, social​ networks, family, social​ roles, and status C. Age and lifecycle stage and lifestyle D. Culture, subculture, and social class E. ​Motivation, perception,​ learning, beliefs, and attitudes

B

What determines whether a buyer is satisfied or dissatisfied with a​ purchase? A. Whether or not the buyer experienced cognitive dissonance B. How others feel about the purchase C. Satisfaction is determined by the relationship between the​ consumer's expectations and the​ product's perceived performance. D. The number of alternatives considered in the purchase decision E. The amount of information gathered in the decision process

C

Which of the following correctly identifies the first two adopter groups that adopt a new​ product? A. Early mainstream and late mainstream B. Innovators and laggard adopters C. Innovators and early adopters D. Late mainstream and laggard adopters E. Early adopters and early mainstream

C

Which of the following correctly identifies the personal factors that influence consumer buyer​ behavior? A. ​Subculture, lifestyle, economic​ situation, and age and lifecycle stage B. ​Occupation, economic​ situation, lifestyle,​ family, and social class C. Age and lifecycle​ stage, lifestyle, economic​ situation, occupation, and personality and​ self-concept D. Age and lifecycle​ stage, occupation, economic​ situation, lifestyle, and motivation E. ​Motivation, beliefs and​ attitudes, perception, and learning

C

When consumers engage in​ ________ buying​ behavior, they go through a learning​ process, so it is most important that marketers understand information gathering and evaluation behavior. A. ​low-involvement B. ​variety-seeking C. ​dissonance-reducing D. complex E. habitual

D

Five characteristics are important in influencing an​ innovation's rate of adoption. As​ ________ increases, the rate of adoption is slower. A. Communicability B. Relative advantage C. Compatibility D. Divisibility E. Complexity

E

For the purchase of products like table​ salt, which often occur under conditions of​ low-consumer involvement and little significant brand​ difference, consumers typically engage in​ ________ buying behaviors. A. ​variety-seeking B. brand​ loyalty-driven C. ​dissonance-reducing D. complex E. habitual

E

The​ ________ model of buyer behavior suggests that marketing and other stimuli enter the​ consumer's "black​ box" and produce certain attitudinal and behavioral responses. A. black-box B. Maslow C. marketing stimuli D. self-actualization E. ​stimulus-response

E

Which adopter group is skeptical and adopts a new product only after a majority of people have tried​ it? A. Innovators B. Early adopters C. Lagging adopters D. Early mainstream E. Late mainstream

E

​Variety-seeking behavior would result from which of the following​ conditions? A. Buyers do not engage in variety seeking behavior. B. High involvement and few differences between brands C. High involvement and significant differences between brands D. Low involvement and few differences between brands E. Low involvement and significant differences between brands

E