CHAPTER 5

In which type of buying situation will a buyer usually go through all the stages of the business buying​ process?

A new task buying situation

What is the nature of demand in business​ markets?

Demand in business markets is derived demand.

Which of the following correctly defines the consumer​ market?

Individuals and households that buy goods and services for personal consumption

This adopter group is skeptical and only adopts new products after a majority of people has tried it.

Late mainstream.

Which of the following statements regarding the business market is​ correct?

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

​_________ is NOT a characteristic important in influencing an​ innovation's rate of adoption.

Motivation

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

Need recognition

Which of the following lists the five steps of the buyer decision process in the correct​ order?

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

Which of the following is a personal factor that influences a​ consumer's buying​ behavior?

Occupation

In which step of the buying decision process is the final order with the chosen supplier​ developed?

Order-routine specification

Consumers can obtain information from any of several sources. Which source is the most effective in that they legitimize the​ product?

Personal sources

Which of the following needs in​ Maslow's hierarchy is generally satisfied​ first?

Physiological needs

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

​_________ refers to the degree to which innovation appears superior to existing products.

Relative advantage

What are the five characteristics that are especially important in influencing an​ innovation's rate of​ adoption?

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

Which of the following is a social factor that influences consumer buying​ behavior?

Roles and status

What determines if a buyer is satisfied or dissatisfied with a​ purchase?

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?

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 the​ buyer's decision process

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

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

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

One problem with​ business-to-business e-procurement is that it​ _______.

can erode​ long-standing customer-supplier relationships

With regard to the diffusion process for new​ products, consumers respond at different​ rates, depending on​ _____________________.

consumer and product 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, subcultural, and social class groups have​ ________.

different product and brand preferences

Which type of business buying situation offers marketers the greatest opportunity but also the greatest​ challenge?

A new task situation

​_________ refers to the practice of including ethnic themes and​ cross-cultural practices within a​ company's mainstream.

A 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

______________ is the first stage in the new product adoption process.

Awareness

Which of the following types of marketing involves creating opinion leaders to serve as brand ambassadors to spread the word about a​ company's products?

Buzz marketing

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.

Complexity

What are the four general characteristics that influence consumer​ purchases?

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

Understanding the four key sets of buyer characteristics can help marketers​ ________ to serve consumer needs better.

identify interested buyers and shape products and appeals

​Age, personality, buying​ style, and job position are​ ________ factors that can influence the business buying decision process.

individual

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 recognitionlong dash—the buyer recognizes a problem or need. The need can be triggered by​ ______________.

internal stimuli or external stimuli

The buying center and the buying decision process are influenced by​ ________, __________, ​ __________, _____________.

internal​ organizational, interpersonal, individual as well as external environmental factors

Business markets differ in many ways from consumer markets. The main differences are in​ ________, __________,​ __________, __________.

market structure and​ demand, the nature of the buying​ unit, types of​ decisions, and the decision process

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

Items such as technical​ specifications, quantity, delivery​ time, return policies and warranties are included in the​ ____________.

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

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

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) _____.

reference group

In a​ _________, the​ business-to-business buyer reorders something without modifications.

straight rebuy

Business buyers make decisions that vary with the what types of buying​ situations?

straight​ rebuys, modified​ rebuys, and new tasks

All the people involved in the buying decision in an organization are collectively known as​ _______.

the buying center

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

What are the five stages of the consumer adoption process in the correct​ sequence?

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

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