Chapter 5
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
what are the 8 steps in 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
which of the following statements regarding the business market is correct?
Many sets of business purchases are made for one set of consumer purchases. Correct. The business market is huge. In fact, business markets involve far more dollars and items than do consumer markets. Many sets of business purchases are made for one set of consumer purchases
we define the...process as the mental process through which an individual passes from first learning about an innovation to final adoption
adoption- decision by an individual to become a regular user of the product
buyers who face a new task buying situation usually go through...all...of the buying process
all of the 8 stages- including perfomance review of the buying process
in which step of the buying decision process is the final order with the chosen supplier developed?
an order routine specification
consumers go through specific stages in the process of adopting a new product. Those 5 stages include
awareness, interest, evaluation, tral, and adoption
what are 5 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 of use in the production of other products and services or for the purpose of reselling or renting them to other at a profit
business
with regard to the diffusion process for new products, consumers respond at different rates, depending on...
consumer and product characteristics- the new product marketer muct research all these factors when developing the new product and its marketing program
consumer buyer bx 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 bx. People in different cultural, subcultural, and social class groups have
different product and brand preferences
business marketers are increasingly connecting with customers online and through digital, mobile, and social media to...,...,..,.., and maintain ongoing customer relationships
engage customers, share marketing info, sell products and services, provide customer support survices
understanding the four key sets of buyer characteristics can help marketers...to serve consumer needs better
identify interested buyers and shape products and appeals to serve consumer needs better
the second step in the buyer decision process might include seeking more info. Sources of information vary. Commercial sources normally...the buyer, but person sources...products of the buyer
inform the buyer and 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 center and the buying decision process are influenced by
internal organizational, interpersonal, and individual factors as well as external environment factors
the buying process starts with need recognition the buyer recognizes a problem or need. The need can be triggered by
internal stimuli when one of the person's normal needs- for ex, hunger or thirst- rises to a level high enough to become a drive. A need can also be triggered by external stimuli
business markets differ in many ways from consumer markets. the main differences are in
market structure and demand, the nature of buying unit, and the types of decisions and the decision pocess involved
the buyer decision process starts with...
need recognition
when making a purchase, the buyer goes through a decision process consisting of all the following
need recognition, information search, evaluation of alternatives, purchase decision, and post purchase bx
the business buyer decision process itself can be quite involved, with several basic strategies. the process begins with...and concludes with...
problem recognition and performance review
what are 5 characteristics that are especially important in influencing an innovation's rate of adoption?
product's relative advantage, complexity, compatibility, divisibility, and communicability
business buyers make decision that vary with the what types of buying situation?
straight rebuys, modified rebuys, and new tasks
a simple model of consumers bx 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
which of the following correctly defines the consumer market?
the consumer market consist of individuals and households that buy goods and services for personal consumption
what determines whether the buyer is satisfied or dissatisfied with purchase?
the relationship between the consumer's expectations and the product's perceived performance
which type of business buying situation offers marketers the greatest opportunity but also the greatest challenge?
a company buying a product or service for the first time faces a new task situation. this situation is the marketer's greatest opportunity and challenge bc the greater the cost or risk, the larger the number of decision participants and the greater the company's efforts to collect info
what are four general characteristics that influence consumer purchases?
consumers purchases are greatly influenced by cultural, social, personal, and psychological characteristics
companies must manage the..., which often includes many different buying decisions in various stages of the buying decision process
overall customer relationship