Study Plan Questions Chapter 5

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

Identify interested buyers and shape products and appeals

Which of the following correctly defines the consumer​ market?

Individuals and households that buy goods and services for personal consumption

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

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

Internal or External stimuli

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

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

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

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

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

Market structure and​ demand, the nature of the buying​ unit, and the types of decisions and the decision process involved. Next Question

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

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

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

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.

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

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

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

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

Straight​ rebuys, modified​ rebuys, and new tasks.

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 determine the level of satisfaction with a purchase.

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

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

A new task situation.

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 of the buying process

​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. Next Question

What are the five 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 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

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

Consumer and product characteristics.

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

Cultural, social,​ personal, and psychological 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, sub-cultural, and social class groups have​ ________.

Different product and brand preferences