BMGT Ch.5Study plan

cognitive dissonance

discomfort caused by post purchase conflict.

Technology advances have made​ B-to-B online purchasing possible. This is called​ ________. Question content area bottom Part 1 A. ​e-shipping options B. automated requests for proposals C. ​e-procurement D. online bidding E. ​web-based submissions of proposals

e-procurement

What determines if a consumer is satisfied with their purhcase

if their expectations meets the product's performance

what are the 8 steps in the business buying decision process

Problem​ recognition, general need​ description, product​ specification, supplier​ search, proposal​ solicitation, supplier​ selection, order-routine​ specification, and performance review

What are ways e-procurement can be carried out

reverse auctions, trading exchanges, company buying sites, and extranet links

Question content area top Part 1 One factor influencing adoption is​ ________, which is the degree to which the new product fits the values and lifestyle of consumers. Question content area bottom Part 1 A. relative advantage B. complexity C. communicability D. divisibility E. compatibility

E. compatibility

Factors that influence consumer buying behavior

cultural, social, personal, psychological

4 major influences on business buyer behavior

environmental, organizational, interpersonal, individual

Which statement regarding business purchases is NOT​ true? Question content area bottom Part 1 A. They may be carried out by trained purchasing agents. B. They involve fewer decision participants than consumer purchases. Your answer is correct. C. Top management may be involved in the purchase of major goods. D. They involve a more professional purchasing effort than consumer purchases. E. They can include a buying committee with technical experts in the​ decision-making process.

B. They involve fewer decision participants than consumer purchases. Your answer is correct.

A value analysis engineering team may be associated with which stage of the business buyer decision​ process? Question content area bottom Part 1 A. General need description B. Performance review C. Product specification D. Supplier search E. Problem recognition

C. Product specification

Question content area top Part 1 The sum of the ongoing experiences consumers have with a brand that affect their buying​ behavior, engagement, and brand advocacy over time is known as the​ ________. Question content area bottom Part 1 A. internal stimuli B. cognitive dissonance C. customer journey D. need recognition E. alternative evaluation

C. customer journey

Question content area top Part 1 In which step of the buying decision process is the final order with the chosen supplier​ developed? Question content area bottom Part 1 A. Product specification B. Supplier selection C. ​Order-routine specification D. Proposal solicitation E. General need description

C. ​Order-routine specification

Which type of business buying situation offers marketers not only the greatest​ opportunity, but also the greatest​ challenge? Question content area bottom Part 1 A. A request for proposal B. A modified rebuy C. A straight rebuy D. A buying center purchase E. A new task situation

E. A new task situation

Which of the following statements regarding the business market is​ correct? Question content area bottom Part 1 A. The business market has more businesses than the consumer market. B. The business market is not as large as the consumer market in terms of dollars spent and items purchased. C. Demand in the business market is more elastic than demand in the consumer market. D. Business buying decisions are less complex than consumer buying decisions. E. Many sets of business purchases are made for one set of consumer purchases.

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

What are the five characteristics that are especially important in influencing an​ innovation's rate of​ adoption? Question content area bottom Part 1 A. ​Product, price,​ place, promotion, and relative advantage B. ​Product, price,​ place, promotion, and packaging C. ​Price, features,​ complexity, relative​ advantage, and promotion D. Relative​ advantage, complexity,​ compatibility, availability, and promotion E. Relative​ advantage, complexity,​ compatibility, divisibility, and communicability

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

5 stages of the consumer adoption process

1. Awareness 2. Interest 3. Evaluation 4. Trial 5. Adoption

Companies use​ ________ to put their​ B-to-B purchasing requests online and invite suppliers to bid for the business. Question content area bottom Part 1 A. trading exchanges B. reverse auctions C. company buying sites D. extranet links E. ​vendor-managed inventory

B. reverse auctions

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. Question content area bottom Part 1 A. create value​ for; evaluate B. ​inform; legitimatize or evaluate C. ​inform; differentiate D. ​mislead; legitimatize or evaluate E. ​stimulate; legitimatize or evaluate

B. ​inform; legitimatize or evaluate

Which stage of the business buying decision process involves ranking the importance of​ reliability, durability, and​ price? Question content area bottom Part 1 A. Supplier selection B. Proposal solicitation C. Supplier search D. General need description E. Product specification

D. General need description

Which adopter group is last to adopt a new​ product? Question content area bottom Part 1 A. Late mainstream adopters B. Early mainstream adopters C. Early adopters D. Lagging adopters E. Innovators

D. Lagging adopters

Business marketers are increasingly connecting with customers online and through​ digital, mobile, and social media to​ ________, and maintain ongoing customer relationships. Question content area bottom Part 1 A. primarily sell products and​ services, share marketing​ information, provide customer support​ services, provide logistical information B. primarily engage​ customers, share marketing​ information, sell​ products, and provide customer services C. discourage customers from shopping at​ brick-and-mortar locations, share marketing​ information, sell products and​ services, provide customer support services D. engage​ customers, share marketing​ information, sell products and​ services, provide customer support services E. engage​ customers, engage​ salespersons, share marketing​ information, sell products and services

D. engage​ customers, share marketing​ information, sell products and​ services, provide customer support services

The buying center and the buying decision process are influenced by​ ________ factors, as well as​ ________ factors. Question content area bottom Part 1 A. internal​ organizational, interpersonal, and​ internal; individual B. internal​ organizational, interpersonal, and​ individual; economic environmental C. internal​ organizational, internal​ environmental, and external​ environmental; individual D. internal​ organizational, interpersonal, and​ individual; external environmental E. ​interpersonal, community, and​ individual; external environmental

D. internal​ organizational, interpersonal, and​ individual; external environmental

One concern about the expanding use of​ e-procurement for​ B-to-B purchasing is that​ ________. Question content area bottom Part 1 A. online information can contain viruses B. it is more costly than traditional purchasing methods C. very few buyers know how to use the technology D. it can erode​ decades-old customer-supplier relationships E. it takes more time than traditional purchasing methods

D. it can erode​ decades-old customer-supplier relationships

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: _________. Question content area bottom Part 1 A. the​ buyer's preferences and the​ buyer's actual buying power B. the​ buyer's preferences and the​ buyer's decision power C. the​ buyer's actual buying power and the​ buyer's decision process D. the​ buyer's characteristics and the​ buyer's decision process E. the​ buyer's characteristics and the​ buyer's actual buying power

D. the​ buyer's characteristics and the​ buyer's decision process

What makes up psychological factors for consumer buyer behavior

Motivation, perception, and learning

What makes up personal factor for consumer buyer behavior

Occupation, age, and lifestyle

what are the five steps in the buyer decision process

need recognition, information search, evaluation of alternatives, the purchase decision, post purchase behavior