Chapter 5 Marketing 320
What are the five stages of the consumer adoption process in the correct sequence?
1. Awareness 2. Interest 3. Evaluation 4. Trial 5. Adoption
What are the four general characteristics that influence consumer purchases?
1. Cultural characteristics 2. Social characteristics, 3. Personal characteristics 4. Psychological characteristics
What are the eight steps in the business buying decisions process in the correct sequence?
1. Problem recognition 2. General need description 3. Product specification 4. Supplier search 5. Supplier selection 6. Proposal solicitation 7. Order-routine specification 8. Performance review
What are the five characteristics that are especially important in influencing an innovation's rate of adoption?
1. Relative advantage 2. Complexity 3. Compatibility 4. Divisibility 5. Communicability
Characteristics that are relatively unknown to marketers and unique to buyers are considered what?
Buyer's black box
A buyer's beliefs and attitudes toward a particular product will influence the buyer's purchases. This motivation is most related to which of the following buyer influences? A. Social B. Economical C. Cultural D. Psychological E. Competitor
D. Psychological
When a consumer becomes aware of a new smartphone model and seeks out information about the product, the consumer is in which stage of the adoption process?
Interest stage
In which step of the buying decision process is the final order with the chosen supplier developed?
Order-routine specification
What does the buyer decision process start with?
Recognizing a need
According to the video, Goodwill has often had to cut prices due to poor ______ conditions. A. political B. economic C. social D. cultural E. technological
B. economic
According to the video, Goodwill adjusts its merchandising and store formats in Northern California to better match the __________ of individuals living within those neighborhoods, as expressed by their respective daily activities, interests, and opinions. A. lifestyle B. reference group C. personality D. culture E. social class
A. Lifestyle
Which type of business buying situation offers marketers the greatest opportunity but also the greatest challenge? A. a new task situation B. a buying center purchase C. a straight rebuy D. a request for proposal E. a modified rebuy
A. a new task situation
All of the following are major factors that affect the consumer buyer decision behavior except _____________. A. competitive B. psychological C. social D. personal E. customer demand
A. competetive
Which of the following statements regarding the business market is correct? A. The business market has more businesses than the consumer market. B. Demand in the business market is more elastic than demand in the consumer market. C. Business buying decisions are less complex than consumer buying decisions. D. The business market is not as large as the consumer market in terms of dollars spent and items purchased. 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
Which of the following correctly defines the consumer market?
Individuals and households that buy goods and services for personal consumption
According to the video, some individuals living in trendy neighborhoods choose to shop at Goodwill boutiques in order to find fashionable clothing and "shabby chic" furniture. According to Maslow's theory of __________, such shoppers are likely seeking to satisfy social or esteem needs. A. learning B. personality C. perception D. motivation E. attitude change
D. motivation
Goodwill adapts its store formats and merchandise plans to match the innovativeness and disposable income of shoppers in nearby neighborhoods. For instance, customers of its boutique store in the Haight-Ashbury neighborhood of San Francisco are more likely to demonstrate greater __________ for trendy fashions. A. evaluation of alternatives B. cognitive dissonance C. motivation D. rates of adoptions E. information search
D. rates of adoption
The video suggests that a key challenge for Goodwill's marketers is to change the view of many consumers that secondhand stores are musty, low-class operations with poor-quality merchandise. This exemplifies the psychological concept of __________, which is the process by which people select, organize, and interpret information to form a meaningful picture of the world. A. perception B. beliefs C. personality D. motivaiton E. attitudes
A. perception
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
In recent decades, there has been a shift in healthy eating, which affects the buyer decision process. This shift is most likely related which following buyer influences?
Cultural influence