Prin of MKT chapter 5

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

Need​ recognition, information​ search, evaluation of​ alternatives, purchase​ decision, and​ post-purchase behavior

​____________________ 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

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

imporving customer supplier relationships

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

lagging adopters

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

many sets of business purcahses are made for one set of consumer purchases

_______ first step of the buyer decision process?

need recognition

__________ is a personal charactersitic influencing a consumers buying behavior

occupation

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

opinion leaders

_________ is a need in maslows heiarchy is generally satisfied first?

physiologiocal needs

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

suppliers being pitted agasint one another

__________ is often considered a key business marketing strategy for winning and holding​ accounts?

system selling

according to the model of buyer behavior, ________ is in a buyers black box?

the buyers characterisic and decison process

​___________________ 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 relationshio between the consumers expectations and the products perceived performance

____ refers to the practice of intergrating ethnic themes and cross cutlural practices within a companys mainstream market?

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

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

problem recognition

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

reference group

________ is NOT a social factor influencing consumer buying behavior?

cognitive dissonance

Consumers obtain information from numerous sources. __________ involves dealer and manufacturer​ websites, packaging, and​ displays?

commerical sources

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

compatibility

the ________ characteristics is identified as an inverse relationship with an​ innovation's rate of​ adoption, and meaning as this characteristic​ increases, the rate of adoption is​ slower?

complexity

_____________ is likely to slow the adoption of a new​ technology?

conceptial complexity

What is the nature of demand in business​ markets?

demand in business markets derived demand


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