Marketing 301 CH. 5

In a ___________________, the business-to-business buyer reorders something without modifications.

Straight Rebuy. Pg. 156 in book.

In which type of buying situation will a buyer usually go through all the stages of the business buying process?

A new task buying situation. Pg. 157 in book.

________________ is NOT a characteristic important in influencing an innovation's rate of adoption.

Motivation. Pg. 153 in book.

Economic, Technological, Social, and Cultural Stimuli

Part of the environment that enter the consumer's black box and produce certain responses. Pg. 135 in chart.

According to the model of buyer behavior, what is in a buyer's black box?

The buyer's characteristics and the buyer's decision process. Pg. 135 in book.

All the people involved in the buying decision in an organization are collectively known as _________________

The buying center. Pg. 158 in book.

Need Recognition

The first stage of the buyer decision process, in which the consumer notices a problem.

Need Recognition

The first stage of the buyer decision process, in which the consumer notices a problem. Pg. 149 in book.

Buyer characteristics and Buyer's decision process.

part of the buyer's black box and produce certain responses.

Marketing Stimuli

such things as product, price, place, and promotion and are considered part of the environment that influences the buyer's black box. Pg. 135 in chart.

Purchase Decision

the buyer's decision about which brand to select. Pg. 150

Learning

the changes in an individual's behavior arising from experience. Pg. 148 in book.

Perception

the process by which people select, organize, and interpret information to form a meaningful picture of the world.

Perception

the process by which people select, organize, and interpret information to form a meaningful picture of the world. Pg. 146 in book.

Alternative Evaluation

the stage of the buyer decision process in which the consumer uses information to review different brands in the choice set.

Group

two or more people who interact to accomplish individual or mutual goals.

Subculture

A group of people with shared value systems based on common life experiences and situations. Pg. 136 in book.

Which of the following types of marketing involves creating opinion leaders to serve as brand ambassadors to spread the word about a company's products?

Buzz Marketing. Pg. 139 in book.

Age, personality, buying style, and job position are ____________ factors that can influence the business buying decision process.

Individual factors. Pg. 159 in book.

Items such as technical specifications, quantity, delivery time, return policies and warranties are included in the ___________________.

Order-Routine Specification. Pg. 161 in book.

Problem Recognition

The first step of the business buying process. Pg. 159 in book.

Belief

a descriptive thought that a person holds about something. Pg. 148 in book.

One problem with business-to-business e-procurement is that it ___________________.

Can erode long-standing customer-supplier relationships. Pg. 162 in the book.

____________________ refers to the practice of including ethnic themes and cross-cultural practices within a company's mainstream.

A total market strategy.

Buying Attitudes and Preferences are ___________________

A type of buyer response. Pg. 135 in book.

_________________ is the first stage in the new product adoption process.

Awareness.

Which of the 5 characteristics identified in the text has an inverse relationship with an innovation's rate of adoption? As this characteristic increases, the rate of adoption is slower.

Complexity. Pg. 153 in book.

What is the nature of demand in business markets?

Demand in business markets is derived demand. Pg. 155 in book.

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.

Interest

In the ________________ stage, the consumer seeks information about the new product. Pg. 152 in book.

Evaluation

In the ____________________ stage, the consumer considers whether trying the new product makes sense. Pg. 152 in book.

This adopter group is skeptical and only adopts new products after a majority of people have tried it.

Late Mainstream Adopters. Pg. 152 in book.

Which of the following statements regarding the business market is correct?

Many sets of business purchases are made for one set of consumer purchases. Pg. 154 in book.

Which of the following lists the 5 steps of the buyer decision process in the correct order?

Need Recognition, Information Search, Evaluation of Alternatives, Purchase Decision, and Postpurchase Behavior.

What is the first step of the buyer decision process?

Need recognition. Pg. 149 in book.

Which of the following is a personal factor that influences a consumer's buying behavior?

Occupation. Pg. 142 in book.

Consumers can obtain information from any of several sources. Which source is the most effective in that they legitimize the product?

Personal sources.

Which of the following needs in Maslow's hierarchy is generally satisfied first?

Physiological needs. Pg. 147 in book.

A purse company's ads feature the members of a popular housewives reality show. Product sales increase significantly among the fans. From the fans' viewpoint, the housewives reality show is a(n) ________________________

Reference group. Pg. 138 in book.

_______________ refers to the degree to which innovation appears superior to existing products.

Relative Advantage. Pg. 153 in book.

Social Class

Relatively permanent and ordered divisions in a society whose members share similar values, interests, and behaviors. Pg. 138 in book.

Which of the following is a social factor that influences consumer buying behavior?

Roles and status. Pg. 142 in book.

What determines if a buyer is satisfied or dissatisfied with a purchase?

The relationship between the consumer's expectations and the product's perceived performance. Pg. 151 in book under Postpurchase Behavior section.

Culture

The set of basic values, perceptions, wants, and behaviors learned by a member of society from family and other important institutions.

Information Search

The stage of the buyer decision process in which the consumer is motivated to locate more information.

Awareness

In the adoption process, ______________ is when the consumer becomes familiar with the new product but lacks information about it. Pg. 152 in book.

Attitude

A person's consistently favorable or unfavorable evaluations, feelings, and tendencies toward an object or idea.