BMGT Ch.5Study plan
cognitive dissonance
discomfort caused by post purchase conflict.
Technology advances have made B-to-B online purchasing possible. This is called ________. Question content area bottom Part 1 A. e-shipping options B. automated requests for proposals C. e-procurement D. online bidding E. web-based submissions of proposals
e-procurement
What determines if a consumer is satisfied with their purhcase
if their expectations meets the product's performance
what are the 8 steps in the business buying decision process
Problem recognition, general need description, product specification, supplier search, proposal solicitation, supplier selection, order-routine specification, and performance review
What are ways e-procurement can be carried out
reverse auctions, trading exchanges, company buying sites, and extranet links
Question content area top Part 1 One factor influencing adoption is ________, which is the degree to which the new product fits the values and lifestyle of consumers. Question content area bottom Part 1 A. relative advantage B. complexity C. communicability D. divisibility E. compatibility
E. compatibility
Factors that influence consumer buying behavior
cultural, social, personal, psychological
4 major influences on business buyer behavior
environmental, organizational, interpersonal, individual
Which statement regarding business purchases is NOT true? Question content area bottom Part 1 A. They may be carried out by trained purchasing agents. B. They involve fewer decision participants than consumer purchases. Your answer is correct. C. Top management may be involved in the purchase of major goods. D. They involve a more professional purchasing effort than consumer purchases. E. They can include a buying committee with technical experts in the decision-making process.
B. They involve fewer decision participants than consumer purchases. Your answer is correct.
A value analysis engineering team may be associated with which stage of the business buyer decision process? Question content area bottom Part 1 A. General need description B. Performance review C. Product specification D. Supplier search E. Problem recognition
C. Product specification
Question content area top Part 1 The sum of the ongoing experiences consumers have with a brand that affect their buying behavior, engagement, and brand advocacy over time is known as the ________. Question content area bottom Part 1 A. internal stimuli B. cognitive dissonance C. customer journey D. need recognition E. alternative evaluation
C. customer journey
Question content area top Part 1 In which step of the buying decision process is the final order with the chosen supplier developed? Question content area bottom Part 1 A. Product specification B. Supplier selection C. Order-routine specification D. Proposal solicitation E. General need description
C. Order-routine specification
Which type of business buying situation offers marketers not only the greatest opportunity, but also the greatest challenge? Question content area bottom Part 1 A. A request for proposal B. A modified rebuy C. A straight rebuy D. A buying center purchase E. A new task situation
E. A new task situation
Which of the following statements regarding the business market is correct? Question content area bottom Part 1 A. The business market has more businesses than the consumer market. B. The business market is not as large as the consumer market in terms of dollars spent and items purchased. C. Demand in the business market is more elastic than demand in the consumer market. D. Business buying decisions are less complex than consumer buying decisions. 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.
What are the five characteristics that are especially important in influencing an innovation's rate of adoption? Question content area bottom Part 1 A. Product, price, place, promotion, and relative advantage B. Product, price, place, promotion, and packaging C. Price, features, complexity, relative advantage, and promotion D. Relative advantage, complexity, compatibility, availability, and promotion E. Relative advantage, complexity, compatibility, divisibility, and communicability
E. Relative advantage, complexity, compatibility, divisibility, and communicability
5 stages of the consumer adoption process
1. Awareness 2. Interest 3. Evaluation 4. Trial 5. Adoption
Companies use ________ to put their B-to-B purchasing requests online and invite suppliers to bid for the business. Question content area bottom Part 1 A. trading exchanges B. reverse auctions C. company buying sites D. extranet links E. vendor-managed inventory
B. reverse auctions
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. Question content area bottom Part 1 A. create value for; evaluate B. inform; legitimatize or evaluate C. inform; differentiate D. mislead; legitimatize or evaluate E. stimulate; legitimatize or evaluate
B. inform; legitimatize or evaluate
Which stage of the business buying decision process involves ranking the importance of reliability, durability, and price? Question content area bottom Part 1 A. Supplier selection B. Proposal solicitation C. Supplier search D. General need description E. Product specification
D. General need description
Which adopter group is last to adopt a new product? Question content area bottom Part 1 A. Late mainstream adopters B. Early mainstream adopters C. Early adopters D. Lagging adopters E. Innovators
D. Lagging adopters
Business marketers are increasingly connecting with customers online and through digital, mobile, and social media to ________, and maintain ongoing customer relationships. Question content area bottom Part 1 A. primarily sell products and services, share marketing information, provide customer support services, provide logistical information B. primarily engage customers, share marketing information, sell products, and provide customer services C. discourage customers from shopping at brick-and-mortar locations, share marketing information, sell products and services, provide customer support services D. engage customers, share marketing information, sell products and services, provide customer support services E. engage customers, engage salespersons, share marketing information, sell products and services
D. engage customers, share marketing information, sell products and services, provide customer support services
The buying center and the buying decision process are influenced by ________ factors, as well as ________ factors. Question content area bottom Part 1 A. internal organizational, interpersonal, and internal; individual B. internal organizational, interpersonal, and individual; economic environmental C. internal organizational, internal environmental, and external environmental; individual D. internal organizational, interpersonal, and individual; external environmental E. interpersonal, community, and individual; external environmental
D. internal organizational, interpersonal, and individual; external environmental
One concern about the expanding use of e-procurement for B-to-B purchasing is that ________. Question content area bottom Part 1 A. online information can contain viruses B. it is more costly than traditional purchasing methods C. very few buyers know how to use the technology D. it can erode decades-old customer-supplier relationships E. it takes more time than traditional purchasing methods
D. it can erode decades-old customer-supplier relationships
A simple model of consumer behavior suggests that marketing stimuli and other major forces enter the consumer's "black box." This black box has two parts: _________. Question content area bottom Part 1 A. the buyer's preferences and the buyer's actual buying power B. the buyer's preferences and the buyer's decision power C. the buyer's actual buying power and the buyer's decision process D. the buyer's characteristics and the buyer's decision process E. the buyer's characteristics and the buyer's actual buying power
D. the buyer's characteristics and the buyer's decision process
What makes up psychological factors for consumer buyer behavior
Motivation, perception, and learning
What makes up personal factor for consumer buyer behavior
Occupation, age, and lifestyle
what are the five steps in the buyer decision process
need recognition, information search, evaluation of alternatives, the purchase decision, post purchase behavior