Chapter 5
The business buying process can be a complex and complicated process with eight basic stages. Which of the following is the first stage in this process?
Problem recognition
Social class is a type of ________ characteristic that influences consumer buying behavior.
cultural
Consumers go through five stages in the process of adopting a new product. In the ________ stage, the consumer considers whether trying the new product makes sense.
evaluation
________ demand is the term used for business demand that ultimately comes from the demand for consumer goods.
Derived
Which of the following is NOT one of the typical advantages of e-procurement systems?
Improving customer-supplier relationships
Which adopter group is first to adopt a new product?
Innovators
Which of the following are tradition-bound, suspicious of changes, and adopt the innovation only when it has become something of a tradition itself?
Lagging adopters
_________ is one problem with business-to-business e-procurement.
Suppliers being pitted against one another
Which of the following is NOT a psychological factor influencing consumer buying behavior?
Self-concept
The buyer makes the fewest decisions in the ________ and the most in the ________ decision.
straight rebuy; new task
What is the first step of the buyer decision process?
Need recognition
Consumers obtain information from numerous sources. Which of the following involves dealer and manufacturer websites, packaging, and displays?
Commercial sources
Which of the following refers to the degree to which an innovation fits the values and experiences of potential consumers?
Compatibility
__________ is a characteristic important in influencing an innovation's rate of adoption and described by the degree to which the innovation may be tried on a limited basis.
Divisibility
Technological, political, and competitive influences are categorized as which type of major influence on business buyer behavior?
Environmental
___________ consists of many different people who play multiple roles in the buying process.
The buying center
__________ determines if a buyer is satisfied or dissatisfied with a purchase.
The relationship between the consumer's expectations and the product's perceived performance
According to the model of buyer behavior, what is in a buyer's "black box"?
The buyer's characteristics and decision process
According to Maslow's hierarchy, which of the following needs would a person seek to satisfy first?
Thirst
All the individuals and households that buy or acquire goods and services for personal consumption are known as the ________ market.
consumer
When marketers want to promote their products and services through word-of-mouth marketing programs, they typically begin by ________.
generating person-to-person brand conversations
Marketers of brands understand that they must figure out how to reach ____________ that can exert social influence on others.
opinion leaders
A purse company's ads feature the members of a popular reality show about housewives. Product sales increase significantly among fans. From fans' viewpoint, the reality show is a ________.
reference group
The customer journey concept ________.
takes a holistic view of all the experiences a consumer has with a brand