Chapter 5 Marketing 320

What are the five stages of the consumer adoption process in the correct sequence?

1. Awareness 2. Interest 3. Evaluation 4. Trial 5. Adoption

What are the four general characteristics that influence consumer purchases?

1. Cultural​ characteristics 2. Social​ characteristics, 3. Personal​ characteristics 4. Psychological characteristics

What are the eight steps in the business buying decisions process in the correct sequence?

1. Problem recognition 2. General need description 3. Product specification 4. Supplier search 5. Supplier selection 6. Proposal solicitation 7. Order-routine specification 8. Performance review

What are the five characteristics that are especially important in influencing an innovation's rate of adoption?

1. Relative advantage 2. Complexity 3. Compatibility 4. Divisibility 5. Communicability

Characteristics that are relatively unknown to marketers and unique to buyers are considered what?

Buyer's black box

A​ buyer's beliefs and attitudes toward a particular product will influence the​ buyer's purchases. This motivation is most related to which of the following buyer​ influences? A. Social B. Economical C. Cultural D. Psychological E. Competitor

D. Psychological

When a consumer becomes aware of a new smartphone model and seeks out information about the product, the consumer is in which stage of the adoption process?

Interest stage

In which step of the buying decision process is the final order with the chosen supplier developed?

Order-routine specification

What does the buyer decision process start with?

Recognizing a need

According to the​ video, Goodwill has often had to cut prices due to poor​ ______ conditions. A. political B. economic C. social D. cultural E. technological

B. economic

According to the​ video, Goodwill adjusts its merchandising and store formats in Northern California to better match the​ __________ of individuals living within those​ neighborhoods, as expressed by their respective daily​ activities, interests, and opinions. A. lifestyle B. reference group C. personality D. culture E. social class

A. Lifestyle

Which type of business buying situation offers marketers the greatest opportunity but also the greatest​ challenge? A. a new task situation B. a buying center purchase C. a straight rebuy D. a request for proposal E. a modified rebuy

A. a new task situation

All of the following are major factors that affect the consumer buyer decision behavior except​ _____________. A. competitive B. psychological C. social D. personal E. customer demand

A. competetive

Which of the following statements regarding the business market is correct? A. The business market has more businesses than the consumer market. B. Demand in the business market is more elastic than demand in the consumer market. C. Business buying decisions are less complex than consumer buying decisions. D. The business market is not as large as the consumer market in terms of dollars spent and items purchased. E. Many sets of business purchases are made for one set of consumer purchases.

E. Many sets of business purchases are made for one set of consumer purchases

Which of the following correctly defines the consumer market?

Individuals and households that buy goods and services for personal consumption

According to the​ video, some individuals living in trendy neighborhoods choose to shop at Goodwill boutiques in order to find fashionable clothing and​ "shabby chic" furniture. According to​ Maslow's theory of​ __________, such shoppers are likely seeking to satisfy social or esteem needs. A. learning B. personality C. perception D. motivation E. attitude change

D. motivation

Goodwill adapts its store formats and merchandise plans to match the innovativeness and disposable income of shoppers in nearby neighborhoods. For​ instance, customers of its boutique store in the​ Haight-Ashbury neighborhood of San Francisco are more likely to demonstrate greater​ __________ for trendy fashions. A. evaluation of alternatives B. cognitive dissonance C. motivation D. rates of adoptions E. information search

D. rates of adoption

The video suggests that a key challenge for​ Goodwill's marketers is to change the view of many consumers that secondhand stores are​ musty, low-class operations with​ poor-quality merchandise. This exemplifies the psychological concept of​ __________, which is the process by which people​ select, organize, and interpret information to form a meaningful picture of the world. A. perception B. beliefs C. personality D. motivaiton E. attitudes

A. perception

What determines whether the buyer is satisfied or dissatisfied with a purchase?

The relationship between the consumer's expectations and the product's perceived performance

In recent decades, there has been a shift in healthy eating, which affects the buyer decision process. This shift is most likely related which following buyer influences?

Cultural influence