Chapter 5

The business buying process can be a complex and complicated process with eight basic stages. Which of the following is the first stage in this​ process?

Problem recognition

Social class is a type of​ ________ characteristic that influences consumer buying behavior.

cultural

Consumers go through five stages in the process of adopting a new product. In the​ ________ stage, the consumer considers whether trying the new product makes sense.

evaluation

​________ demand is the term used for business demand that ultimately comes from the demand for consumer goods.

Derived

Which of the following is NOT one of the typical advantages of​ e-procurement systems?

Improving​ customer-supplier relationships

Which adopter group is first to adopt a new​ product?

Innovators

Which of the following are​ tradition-bound, suspicious of​ changes, and adopt the innovation only when it has become something of a tradition​ itself?

Lagging adopters

​_________ is one problem with​ business-to-business e-procurement.

Suppliers being pitted against one another

Which of the following is NOT a psychological factor influencing consumer buying​ behavior?

​Self-concept

The buyer makes the fewest decisions in the​ ________ and the most in the​ ________ decision.

straight​ rebuy; new task

What is the first step of the buyer decision​ process?

Need recognition

Consumers obtain information from numerous sources. Which of the following involves dealer and manufacturer​ websites, packaging, and​ displays?

Commercial sources

Which of the following refers to the degree to which an innovation fits the values and experiences of potential​ consumers?

Compatibility

​__________ 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

​Technological, political, and competitive influences are categorized as which type of major influence on business buyer​ behavior?

Environmental

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

According to the model of buyer​ behavior, what is in a​ buyer's "black​ box"?

The​ buyer's characteristics and decision process

According to​ Maslow's hierarchy, which of the following needs would a person seek to satisfy​ first?

Thirst

All the individuals and households that buy or acquire goods and services for personal consumption are known as the​ ________ market.

consumer

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

Marketers of brands understand that they must figure out how to reach​ ____________ that can exert social influence on others.

opinion leaders

A purse​ company's ads feature the members of a popular reality show about housewives. Product sales increase significantly among fans. From​ fans' viewpoint, the reality show is a​ ________.

reference group

The customer journey concept​ ________.

takes a holistic view of all the experiences a consumer has with a brand