Ch.5

a type of buyer response

Buying attitudes and preferences are __________.

recognizing a need

The buyer decision process starts with​ __________. A. evaluating purchase alternatives B. recognizing a need C. satisfaction with past purchases D. making a purchase E. getting information about a purchase

problem recognition

The first step of the business buying process is __________.

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

What are the five characteristics that are especially important in influencing an​ innovation's rate of​ adoption? A. Relative​ advantage, complexity,​ compatibility, availability, and promotion B. Relative​ advantage, complexity,​ compatibility, divisibility, and communicability C. ​Product, price,​ place, promotion, and relative advantage D. ​Product, price,​ place, promotion, and packaging E. ​Price, features,​ complexity, relative​ advantage, and promotion

Need recognition

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

Perception

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

Culture

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

Learning

__________ is the changes in an individual's behavior arising from experience.

Social class

__________ is relatively permanent and ordered divisions in a society whose members share similar values, interests, and behaviors.

Purchase decision

__________ is the buyer's decision about which brand to select.

Alternative evaluation

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

Buying attitudes and preferences

__________ are a type of buyer response.

Buyer characteristics

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

Economic, technological, social, and cultural stimuli

__________ are part of the environment that enter the consumer's black box and produce certain responses.

Marketing stimuli

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

Subculture

__________ is a group of people with shared value systems based on common life experiences and situations.

​Awareness, interest,​ evaluation, trial, and adoption

What are the five stages of the consumer adoption process in the correct​ sequence? A. ​Awareness, trial,​ evaluation, interest, and adoption B. ​Awareness, interest,​ trial, evaluation, and adoption C. ​Awareness, trial,​ interest, evaluation, and adoption D. ​Awareness, interest,​ evaluation, trial, and adoption E. ​Awareness, evaluation,​ interest, trial, and adoption

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

What determines whether the buyer is satisfied or dissatisfied with a​ purchase? A. The relationship between the price of the product and the level of customer service provided B. The relationship between the​ consumer's expectations and how others evaluate the product C. The relationship between the price of the product and the​ product's perceived performance D. The relationship between the​ consumer's expectations and where the product was purchased E. The relationship between the​ consumer's expectations and the​ product's perceived performance

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

Question Help What are the eight steps in the business buying decision process in the correct​ sequence? A. Performance​ review, problem​ recognition, general need​ description, product​ specification, supplier​ search, proposal​ solicitation, supplier​ selection, and​ order-routine specification B. Problem​ recognition, general need​ description, product​ specification, supplier​ search, supplier​ selection, proposal​ solicitation, order-routine​ specification, and performance review C. General need​ description, problem​ recognition, product​ specification, supplier​ search, proposal​ solicitation, supplier​ selection, order-routine​ specification, and performance review D. Problem​ recognition, general need​ description, product​ specification, supplier​ selection, supplier​ search, proposal​ solicitation, order-routine​ specification, and performance review E. Problem​ recognition, general need​ description, product​ specification, supplier​ search, proposal​ solicitation, supplier​ selection, order-routine​ specification, and performance review

A new task situation

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

Individuals and households that buy goods and services for personal consumption

Which of the following correctly defines the consumer​ market? A. Individuals who spend more than​ $1,000 a year on purchases B. Retailers who sell goods and services to consumers C. ​Manufacturers, retailers, and consumers D. Individuals and households that buy goods and services for personal consumption E. Any business that sells goods and services to other businesses

evaluation

In the __________ stage, the consumer considers whether trying the new product makes sense.

interest

In the __________ stage, the consumer seeks information about the new product.

when the consumer becomes familiar with a new product but lacks information about it

In the adoption process, awareness is __________.

​Order-routine specification

In which step of the buying decision process is the final order with the chosen supplier​ developed? A. General need description B. ​Order-routine specification C. Supplier selection D. Product specification E. Proposal solicitation

Information search

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

A group

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

Cultural​ characteristics, social​ characteristics, personal​ characteristics, and psychological characteristics

What are the four general characteristics that influence consumer​ purchases? A. Cultural​ characteristics, social​ characteristics, demographic​ characteristics, and brand loyalty B. Technological​ characteristics, social​ characteristics, personal​ characteristics, and the buyer decision process C. Economic​ characteristics, technological​ characteristics, demographic​ characteristics, and political characteristics D. Cultural​ characteristics, social​ characteristics, personal​ characteristics, and psychological characteristics E. Cultural​ characteristics, technological​ characteristics, social​ characteristics, and personal characteristics

Belief

________ is a descriptive thought that a person holds about something.

Attitude

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

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

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