Ch.5
a type of buyer response
Buying attitudes and preferences are __________.
recognizing a need
The buyer decision process starts with __________. A. evaluating purchase alternatives B. recognizing a need C. satisfaction with past purchases D. making a purchase E. getting information about a purchase
problem recognition
The first step of the business buying process is __________.
Relative advantage, complexity, compatibility, divisibility, and communicability
What are the five characteristics that are especially important in influencing an innovation's rate of adoption? A. Relative advantage, complexity, compatibility, availability, and promotion B. Relative advantage, complexity, compatibility, divisibility, and communicability C. Product, price, place, promotion, and relative advantage D. Product, price, place, promotion, and packaging E. Price, features, complexity, relative advantage, and promotion
Need recognition
the first stage of the buyer decision process, in which the consumer notices a problem
Perception
the process by which people select, organize, and interpret information to form a meaningful picture of the world
Culture
the set of basic values, perceptions, wants, and behaviors learned by a member of society from family and other important institutions
Learning
__________ is the changes in an individual's behavior arising from experience.
Social class
__________ is relatively permanent and ordered divisions in a society whose members share similar values, interests, and behaviors.
Purchase decision
__________ is the buyer's decision about which brand to select.
Alternative evaluation
__________ is the stage of the buyer decision process in which the consumer uses information to review different brands in the choice set
Buying attitudes and preferences
__________ are a type of buyer response.
Buyer characteristics
__________ are part of the buyer's black box and produce certain responses.
Economic, technological, social, and cultural stimuli
__________ are part of the environment that enter the consumer's black box and produce certain responses.
Marketing stimuli
__________ are such things as product, price, place, and promotion and are considered part of the environment that influences the buyer's black box.
Subculture
__________ is a group of people with shared value systems based on common life experiences and situations.
Awareness, interest, evaluation, trial, and adoption
What are the five stages of the consumer adoption process in the correct sequence? A. Awareness, trial, evaluation, interest, and adoption B. Awareness, interest, trial, evaluation, and adoption C. Awareness, trial, interest, evaluation, and adoption D. Awareness, interest, evaluation, trial, and adoption E. Awareness, evaluation, interest, trial, and adoption
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? A. The relationship between the price of the product and the level of customer service provided B. The relationship between the consumer's expectations and how others evaluate the product C. The relationship between the price of the product and the product's perceived performance D. The relationship between the consumer's expectations and where the product was purchased E. The relationship between the consumer's expectations and the product's perceived performance
Problem recognition, general need description, product specification, supplier search, proposal solicitation, supplier selection, order-routine specification, and performance review
Question Help What are the eight steps in the business buying decision process in the correct sequence? A. Performance review, problem recognition, general need description, product specification, supplier search, proposal solicitation, supplier selection, and order-routine specification B. Problem recognition, general need description, product specification, supplier search, supplier selection, proposal solicitation, order-routine specification, and performance review C. General need description, problem recognition, product specification, supplier search, proposal solicitation, supplier selection, order-routine specification, and performance review D. Problem recognition, general need description, product specification, supplier selection, supplier search, proposal solicitation, order-routine specification, and performance review E. Problem recognition, general need description, product specification, supplier search, proposal solicitation, supplier selection, order-routine specification, and performance review
A new task situation
Which type of business buying situation offers marketers the greatest opportunity but also the greatest challenge? A. A modified rebuy B. A new task situation C. A request for proposal D. A straight rebuy E. A buying center purchase
Individuals and households that buy goods and services for personal consumption
Which of the following correctly defines the consumer market? A. Individuals who spend more than $1,000 a year on purchases B. Retailers who sell goods and services to consumers C. Manufacturers, retailers, and consumers D. Individuals and households that buy goods and services for personal consumption E. Any business that sells goods and services to other businesses
evaluation
In the __________ stage, the consumer considers whether trying the new product makes sense.
interest
In the __________ stage, the consumer seeks information about the new product.
when the consumer becomes familiar with a new product but lacks information about it
In the adoption process, awareness is __________.
Order-routine specification
In which step of the buying decision process is the final order with the chosen supplier developed? A. General need description B. Order-routine specification C. Supplier selection D. Product specification E. Proposal solicitation
Information search
__________ is the stage of the buyer decision process in which the consumer is motivated to locate more information.
A group
__________ is two or more people who interact to accomplish individual or mutual goals.
Cultural characteristics, social characteristics, personal characteristics, and psychological characteristics
What are the four general characteristics that influence consumer purchases? A. Cultural characteristics, social characteristics, demographic characteristics, and brand loyalty B. Technological characteristics, social characteristics, personal characteristics, and the buyer decision process C. Economic characteristics, technological characteristics, demographic characteristics, and political characteristics D. Cultural characteristics, social characteristics, personal characteristics, and psychological characteristics E. Cultural characteristics, technological characteristics, social characteristics, and personal characteristics
Belief
________ is a descriptive thought that a person holds about something.
Attitude
__________ is a person's consistently favorable or unfavorable evaluations, feelings, and tendencies toward an object or idea.
Many sets of business purchases are made for one set of consumer purchases.
Which of the following statements regarding the business market is correct? A. The business market is not as large as the consumer market in terms of dollars spent and items purchased. B. Many sets of business purchases are made for one set of consumer purchases. C. Business buying decisions are less complex than consumer buying decisions. D. Demand in the business market is more elastic than demand in the consumer market. E. The business market has more businesses than the consumer market.