marketing 6&7

The North American Industry Classification System includes all three NAFTA partners.

true

The time that a buyer has to make a purchase decision is a situational influence

true

There are situational influences that cannot be controlled.

true

Christine Bridgman is considering the purchase of a new fax machine for her real estate office. She is considering a machine that doesn't have as many functions but is available at a considerably lower price than her current machine. She is engaged in ____ analysis.

value

Digital influences have largely replaced

word-of-mouth referrals from neighbors, coworkers, and friends.

What are social influences that can impact the buying decision by a person? Select all correct answers.

social status Opinion leaders Family influences

Experience has shown you that your customers' buying decisions can be significantly affected by situational influences. You are analyzing past sales activities to better understand how these factors translate into sales impacts. Which of the following statements is true about situational influences on the consumer's buying decision process?

If the consumer is fatigued, this could potentially be a situational influence on her buying decision process.

NAICS, is the acronym for .... (only one correct answer)

North American Industry Classification System

Andersen Windows manufactures stock sizes as well as custom-sized windows in a variety of finishes and sells the windows through distributors across the globe. Andersen Windows' manufacturing plants utilize just-in-time processes to receive delivery of raw materials such as aluminum and glass, and component parts such as weather stripping and window locks or fasteners. What category or type of business market best represents Andersen Windows?

Producer

Examining quality, design, materials, and item reduction to acquire a product in the most cost-effective way falls under which stage of the business buying decision process?

Searching for and evaluating potential products and suppliers

Which of the following buying situations is most consistent with routinized response behavior?

Stephanie buying bottled water

A representative from Pepsi stops by at a local fast-food restaurant once a month to inquire how much soft drink syrup the store will need. The restaurant's orders are an example of which type of business purchase?

Straight rebuy

Sofia is interested in joining Alpha Zeta Chi's sorority. She begins to shop at Renee's, a local store where the Alphas buy their clothes. She also asks her family for a new car because all the sorority members have new cars. In these instances, Sofia is influenced by

a reference group.

Selective exposure refers to

admitting only certain inputs into consciousness.

The second stage in the business buying decision process is to

develop product specifications.

The Alzheimer's Association is a national nonprofit organization serving individuals who suffer from Alzheimer's or dementia and their families as well as providing funding to support research. The Alzheimer's Association has chapters or affiliate organizations across the country to better serve each local market area. Each Alzheimer's Association chapter is responsible for making purchases for their office furniture, computers, printers, and other business services the organization needs, such as telephone or Internet. The Alzheimer's Association is a(n)_______ type of business market.

institutional

People's needs to grow, develop, and achieve their full potential are referred to by Maslow as ____ needs.

self-actualization

Amber is getting ready for her wedding. She is obsessed with buying the perfect wedding dress. Her involvement with the dress is an example of enduring involvement.

false

Interpersonal dynamics are easy to observe and simple for the marketer to assess.

false

It is customary for contracts for raw materials and components to be negotiated semiannually.

false

NAICS provides little information about service industries and high-tech products.

false

Jake Roberts of Roberts Construction is planning to buy a piece of used earth-moving equipment. He would most likely base his purchase decision on ____ of the alternative machines.

inspections

In the consumer buying decision process, a buyer will search his or her memory for information about products that might solve the problem they have identified in the Correct!

internal search

Extended decision making is the type of consumer decision-making process that

is the most complex decision-making behavior, which comes into play when a purchase involves unfamiliar, expensive, or infrequently bought products.

Lea is shopping for low-calorie frozen dinners to take to work for lunch. Lea has always been mindful of the total calories and the number of fat grams in these dinners. However, after reading an article about the high sodium counts in frozen meals and the maximum grams of sodium a woman should eat daily, she now pays attention to the sodium as well. The changes in Lea's thought processes and behavior caused by this information are called

learning

Scenario 6.1 Use the following to answer the questions. Consumers use information from many sources when making purchasing decisions, including information from friends and family members. One of the most dissatisfying consumer experiences is with auto repair. Aware of this, Kate has asked several of her friends and family members where they have their cars repaired, since she has experienced a problem starting her car when the weather is cold. Kate has heard that Skola's Auto Repair has reasonable prices, but it can be difficult to get an appointment. Steve, one of Kate's friends, had a very poor experience with Skola's. However, once he complained to them, they fixed the situation and now he prefers their auto repair shop over others. Refer to Scenario 6.1. The change in Steve's behavior toward Skola's Auto Repair, caused by the company's response to his complaint, is a function of

learning

Seo-yeon is beginning to wonder if she has made the right decision about purchasing a new HP laptop after she sees a friend with a new Dell. Seo-yeon's doubt whether she made the right decision occurs during the ___________ of the buying decision process.

postpurchase evaluation phase

Inelastic demand in business markets refers to a situation where

price increases or decreases will not significantly change demand for a given product.

The Hilex Poly plastic bags used at Walmart are supplied by Novolex. From Novolex's perspective, Walmart is part of the ___________ market.

producer

Scenario 6.1 Use the following to answer the questions. Consumers use information from many sources when making purchasing decisions, including information from friends and family members. One of the most dissatisfying consumer experiences is with auto repair. Aware of this, Kate has asked several of her friends and family members where they have their cars repaired, since she has experienced a problem starting her car when the weather is cold. Kate has heard that Skola's Auto Repair has reasonable prices, but it can be difficult to get an appointment. Steve, one of Kate's friends, had a very poor experience with Skola's. However, once he complained to them, they fixed the situation and now he prefers their auto repair shop over others. Refer to Scenario 6.1. A dissatisfied Skola's Auto Repair customer told a friend about his experience. The friend has been a long-time Skola's customer and the next day, didn't remember what he told her. This is an example of

receptive exposure.

Matching exercise. Examples of 'things to buy' are on the left hand side, and on the right hand side is the most likely (usual) buying decision experience with either response time, or limited decision making, or extended decision making for the product. There is a one for one match. Pencils/Pens for school use Car repair One story 3 bedroom 2.5 bath, 2 car garage home Candy /energy bar at the check out counter

routine limited decision extended decision impulse

While shopping at a local grocery store, Brandon sees a display of his favorite brand of energy drink. He buys some to take home for the weekend. This purchase process would be described as

routinized response behavior.

Because retailers have to be concerned with product selection, price, and space, they often evaluate products on the basis of

sales per square foot of selling area.

The state of Colorado is preparing to buy a large quantity of frozen orange juice for use in a large school district. Fresh Squeeze, Inc. is in the citrus juice business but has never sold to the government market. To have a chance at getting this order, Fresh Squeeze's first step must be to

secure a slot on the list of qualified bidders.

Nicole went to a five-star restaurant that had great reviews. The atmosphere was wonderful and she enjoyed the company of her friends and her boyfriend, Justin. However, at the table next to them sat a family with five kids. The kids were very loud and often ran around. Nicole, who is not fond of kids, was very annoyed. When she left the restaurant, she remarked to her friend that she didn't see what all the hype over the restaurant was about. Nicole was most likely influenced by

social surroundings.

Business to Business decision making process is very similar to the Business to Consumer business decision making process, the consumer is called the 'buyer' or 'purchaser' in B2B.

true

By giving out free samples, marketers help customers learn about their products by helping them gain experience with them, which makes customers feel more comfortable.`

true

In some cases, the types of services offered by a supplier may constitute a competitive advantage over suppliers of similar products.

true

Industrial classification systems allow marketers to divide business customers into groups based mainly on the types of goods and services provided.

true

Reciprocal arrangements are legal as long as they do not threaten competition.

true