Chapter 5

cultural factors

set basic values, perceptions, wants, and behaviors learned by member of society, social class, subculture

C. Complexity

Which of the five 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. A. Divisibility B. Compatibility C. Complexity D. Communicability E. Relative advantage

C. straight rebuy

In a​ _________, the​ business-to-business buyer reorders something without modifications. A. modified rebuy B. buying decision C. straight rebuy D. system selling E. new task

personal factors

occupation, age and life-cycle stage, economic situation, lifestyle

C. Relative advantage

​_________ refers to the degree to which innovation appears superior to existing products. A. Divisibility B. Complexity C. Relative advantage D. Communicability E. Compatibility

C. Physiological needs

Which of the following needs in​ Maslow's hierarchy is generally satisfied​ first? A. Esteem needs B. ​Self-actualization needs C. Physiological needs D. Safety needs E. Social needs

A. Late mainstream.

This adopter group is skeptical and only adopts new products after a majority of people has tried it. A. Late mainstream. B. Lagging adopters. C. Innovators. D. Early mainstream. E. Early adopters.

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

What determines if a buyer is satisfied or dissatisfied with a​ purchase? A. The relationship between the​ consumer's expectations and the​ product's perceived performance B. Whether or not the buyer experiences cognitive dissonance C. The amount of information gathered in the decision process D. How others feel about the purchase E. The number of alternatives considered in the purchase decision

C. Need recognition

What is the first step of the buyer decision​ process? A. Postpurchase behavior B. Alternative evaluation C. Need recognition D. Information search E. Purchase decision

A. Demand in business markets is derived demand.

What is the nature of demand in business​ markets? A. Demand in business markets is derived demand. B. Business market demand is independent of consumer market demand. C. Demand in business markets does not fluctuate. D. Demand in business markets is elastic. E. Demand in business markets fluctuates less than in consumer markets.

A. Roles and status

Which of the following is a social factor that influences consumer buying​ behavior? A. Roles and status .B. Personality C. Economic situation D. ​Life-cycle stage E. Occupation

B. Need​ recognition, information​ search, evaluation of​ alternatives, purchase​ decision, and postpurchase behavior.

Which of the following lists the five steps of the buyer decision process in the correct​ order? A. Need​ recognition, information​ search, purchase​ decision, evaluation of​ alternatives, and postpurchase behavior. B. Need​ recognition, information​ search, evaluation of​ alternatives, purchase​ decision, and postpurchase behavior. C. Purchase​ decision, need​ recognition, information​ search, evaluation of​ alternatives, and postpurchase behavior. D. Need​ recognition, purchase​ decision, information​ search, evaluation of​ alternatives, and postpurchase behavior. E. Need​ recognition, evaluation of​ alternatives, information​ search, purchase​ decision, and postpurchase behavior.

Consumer Buyer market

all the individuals and households that buy or acquire goods and services for personal consumption.

buyer center

all the individuals and units that play a role in purchase decision-making process. -- in B2B, many business buying decisions result from complex interactions w/ ever-changing buying center participants

new task

business buying situation which buyer purchases product or service for first time

straight rebuy

business buying situation which buyer routinely reorders something without any modifications

modified rebuy

business buying situation which buyer wants to modify product specifics, price, terms, or suppliers

social factors

small groups, social networks, family

psychological factors

motivation, perception, learning, beliefs & attitudes

B2B marketers

must do best to understand business markers and business buyer behavior. must engage customers and n=build profitable relationships.

5 steps of consumer behavior process

need recognition, info search, evaluation of alternatives, purchase decision, post purchase behavior

D. reference group

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) _____. A. family group B. ​late-majority adopter C. membership group D. reference group E. lagging adopter

D. The​ buyer's characteristics and the​ buyer's decision process

According to the model of buyer​ behavior, what is in a​ buyer's black​ box? A. Attitudes and preferences B. Purchase behavior C. The four Ps D. The​ buyer's characteristics and the​ buyer's decision process E. Cultural forces

B. the buying center

All the people involved in the buying decision in an organization are collectively known as​ _______. A. buying agents B. the buying center C. the buying nucleus D. buying actors E. the purchasing team

Business Buyer Market

Business markets differ from consumer buyer -- MARKET STRUCTURE AND DEMAND, NATURE OF THE BUYING UNIT, TYPES OF DECISIONS AND DECISION PROCESS INVOLVED.

E. Personal sources

Consumers can obtain information from any of several sources. Which source is the most effective in that they legitimize the​ product? A. Commercial sources B. Media sources C. Public sources D. The Internet E. Personal sources

stages of product adoption

Relative advantage - degree to which innovation appears superior to existing products compatibility - innovation fits values & experiences of consumers complexity - innovation is difficult to understand or use divisibility - innovation may be tried on limited basis communicability - results of using innovation can be observed/described by others

A. Awareness

​______________ is the first stage in the new product adoption process. A. Awareness B. Evaluation C. Trial D. Adoption E. Interest