Prin of MKT chapter 5
lists the five steps of the buyer decision process in the correct order?
Need recognition, information search, evaluation of alternatives, purchase decision, and post-purchase behavior
____________________ is a characteristic important in influencing an innovation's rate of adoption and described by the degree to which the innovation may be tried on a limited basis.
divisibility
_____________ is NOT one of the typical advantages of e-procurement systems?
imporving customer supplier relationships
_____________ are tradition-bound, suspicious of changes, and adopt the innovation only when it has become something of a tradition itself?
lagging adopters
Which of the following statements regarding the business market is correct?
many sets of business purcahses are made for one set of consumer purchases
_______ first step of the buyer decision process?
need recognition
__________ is a personal charactersitic influencing a consumers buying behavior
occupation
Marketers of brands understand that they must figure out how to reach ___________________ that can exert social influence on others.
opinion leaders
_________ is a need in maslows heiarchy is generally satisfied first?
physiologiocal needs
________________ is one problem with business-to-business e-procurement.
suppliers being pitted agasint one another
__________ is often considered a key business marketing strategy for winning and holding accounts?
system selling
according to the model of buyer behavior, ________ is in a buyers black box?
the buyers characterisic and decison process
___________________ consists of many different people who play multiple roles in the buying process.
the buying center
______________________ determines if a buyer is satisfied or dissatisfied with a purchase.
the relationshio between the consumers expectations and the products perceived performance
____ refers to the practice of intergrating ethnic themes and cross cutlural practices within a companys mainstream market?
total market strategy
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
The business buying process can be a complex and complicated process with eight basic stages. _____________ is the first stage in this process?
problem recognition
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 ______________.
reference group
________ is NOT a social factor influencing consumer buying behavior?
cognitive dissonance
Consumers obtain information from numerous sources. __________ involves dealer and manufacturer websites, packaging, and displays?
commerical sources
___________ refers to the degree to which an innovation fits the values and experiences of potential consumers?
compatibility
the ________ characteristics is identified as an inverse relationship with an innovation's rate of adoption, and meaning as this characteristic increases, the rate of adoption is slower?
complexity
_____________ is likely to slow the adoption of a new technology?
conceptial complexity
What is the nature of demand in business markets?
demand in business markets derived demand
