Marketing chapter 5

reference group

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

innovators, early​ adopters, early mainstream​ adopters, late mainstream​ adopters, and lagging adopters

incorrect,Study Plan 5.3.3 People can be classified into the adopter​ categories, with each category having different values and rates of adoption. The adopter categories include​ ________, ________,​ __________, _________, and​ __________.

attitudes of others and unexpected situational factors

​Generally, the​ consumer's purchase decision will be to buy the most preferred​ brand, but two factors can come between the purchase intention and the purchase decision. These two factors are​ ________.

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

​__________________ determines whether the buyer is satisfied or dissatisfied with a purchase.

The buying centre

​___________________ consists of many different people who play multiple roles in the buying process.

The​ buyer's characteristics and decision process

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

engage​ customers, share marketing​ information, sell products and​ services, provide customer support services

Business marketers are increasingly connecting with customers online and through​ digital, mobile, and social media to​ ________, __________,​ __________, ___________, and maintain ongoing customer relationships.

market structure and​ demand, the nature of the buying​ unit, and the types of decisions and the decision process

Business markets differ in many ways from consumer markets. The main differences are in​ ________, __________, and​ __________.

all of the eight​ stages, including performance review

Buyers who face a new​ task-buying situation usually go through​ ________.

overall customer relationship

Companies must manage the​ ________, which often includes many different buying decisions in various stages of the buying decision process.

Is price a major factor or is the buying center price​ sensitive?

Marketers need to understand and know the answers to several key questions when dealing with buying centers. Of the​ following, which is NOT one of those key​ questions?

opinion leaders

Marketers of brands understand that they must figure out how to reach​ ___________________ that can exert social influence on others.

inform; legitimatize or evaluate

The second step in the buyer decision process might include seeking more information. Sources of information vary. Commercial sources normally​ ________ the​ buyer, but personal sources​ ________ products for the buyer.

adoption

We define the​ ________ process as the mental process through which an individual passes from first learning about an innovation to final adoption.

Problem​ recognition, general need​ description, product​ specification, supplier​ search, proposal​ solicitation, supplier​ selection, order-routine​ specification, and performance review

What are the eight steps in the business buying decision​ process, in the correct​ sequence?

Relative​ advantage, complexity,​ compatibility, divisibility, and communicability

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

Awareness, interest,​ evaluation, trial, and adoptio

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

Individuals and households that buy goods and services for personal consumption

Which of the following correctly defines the consumer​ market?

Vendor-managed procurement

Which of the following is NOT a type of​ e-procurement?

Commercial

Which of the following is NOT among the major factors influencing consumer buying​ behaviour?

Improving​ customer-supplier relationships

Which of the following is NOT one of the typical advantages of​ e-procurement systems?

systems selling

Which of the following is often considered a key business marketing strategy for winning and holding​ accounts?

Suppliers being pitted against one another

________________ is one problem with​ business-to-business e-procurement.

need​ recognition, information​ search, evaluation of​ alternatives, purchase​ decision, and​ post-purchase behaviour

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

A new task situation

Which type of business buying situation offers marketers not only the greatest​ opportunity, but also the greatest​ challenge?