Study Plan Questions Chapter 5
Understanding the four key sets of buyer characteristics can help marketers ________ to serve consumer needs better.
Identify interested buyers and shape products and appeals
Which of the following correctly defines the consumer market?
Individuals and households that buy goods and services for personal consumption
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.
Inform; legitimatize or evaluate
People can be classified into the adopter categories with each category having different values and rates of adoption. The adopter categories include ________, ________, __________, _________, __________.
Innovators, early adopters, early mainstream, late mainstream, and lagging adopters
The buying process starts with need recognition—the buyer recognizes a problem or need. The need can be triggered by ______________.
Internal or External stimuli
The buying center and the buying decision process are influenced by ________, __________, __________, _____________.
Internal organizational, interpersonal, individual as well as external environmental factors
Which of the following statements regarding the business market is correct?
Many sets of business purchases are made for one set of consumer purchases.
Business markets differ in many ways from consumer markets. The main differences are in ________, __________, __________, __________.
Market structure and demand, the nature of the buying unit, and the types of decisions and the decision process involved. Next Question
When making a purchase, the buyer goes through a decision process consisting of all of the following ________.
Need recognition, information search, evaluation of alternatives, purchase decision, and post-purchase behavior
In which step of the buying decision process is the final order with the chosen supplier developed?
Order-routine specification
Companies must manage the ________, which often includes many different buying decisions in various stages of the buying decision process.
Overall customer relationship
What are the eight steps in the business buying decision process in the correct sequence?
Problem recognition, general need description, product specification, supplier search, proposal solicitation, supplier selection, order-routine specification, and performance review.
The business buyer decision process itself can be quite involved, with several basic stages. The process begins with ______________ and concludes with _______________.
Problem recognition; performance review
The buyer decision process starts with __________.
Recognizing a need
What are the five characteristics that are especially important in influencing an innovation's rate of adoption?
Relative advantage, complexity, compatibility, divisibility, and communicability.
Business buyers make decisions that vary with the what types of buying situations?
Straight rebuys, modified rebuys, and new tasks.
What determines whether the buyer is satisfied or dissatisfied with a purchase?
The relationship between the consumer's expectations and the product's perceived performance determine the level of satisfaction with a purchase.
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: ________
The buyer's characteristics and the buyer's decision process
Business marketers are increasingly connecting with customers online and through digital, mobile, and social media to ________., __________, __________, ___________, and maintain ongoing customer relationships.
To engage customers, share marketing information, sell products and services, provide customer support services
Which type of business buying situation offers marketers the greatest opportunity but also the greatest challenge?
A new task situation.
We define the ________ process as the mental process through which an individual passes from first learning about an innovation to final adoption.
Adoption
Buyers who face a new task-buying situation usually go through ________ of the buying process.
All of the eight stages including performance review of the buying process
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 ________.
Attitudes of others and unexpected situational factors.
Consumers go through specific stages in the process of adopting a new product. Those five stages include ________, ________, _______, _________, _______
Awareness, interest, evaluation, trial, and adoption. Next Question
What are the five stages of the consumer adoption process in the correct sequence?
Awareness, interest, evaluation, trial, and adoption.
The ________ market comprises all organizations that buy goods and services for use in the production of other products and services or for the purpose of reselling or renting them to others at a profit.
Business
With regard to the diffusion process for new products, consumers respond at different rates, depending on _____________________.
Consumer and product characteristics.
What are the four general characteristics that influence consumer purchases?
Cultural, social, personal, and psychological characteristics
Consumer buyer behavior is influenced by four key sets of buyer characteristics: ________.
Cultural, social, personal, and psychological
Culture is the most basic determinant of a person's wants and behavior. People in different cultural, sub-cultural, and social class groups have ________.
Different product and brand preferences