Intro to Marketing - Chapter 5

________ is a descriptive thought that a person holds about something.

Belief

__________ are part of the buyer's black box and produce certain responses.

Buyer characteristics

__________ are a type of buyer response.

Buying attitudes and preferences

__________ is the set of basic values, perceptions, wants, and behaviors learned by a member of society from family and other important institutions.

Culture

__________ is the changes in an individual's behavior arising from experience.

Learning

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

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

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

__________ is the buyer's decision about which brand to select.

Purchase decision

__________ is relatively permanent and ordered divisions in a society whose members share similar values, interests, and behaviors.

Social class

__________ is a group of people with shared value systems based on common life experiences and situations.

Subculture

​__________________ 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 the __________ stage, the consumer considers whether trying the new product makes sense.

evaluation

Which stage of the business buying decision process involves ranking the importance of​ reliability, durability, and​ price?

general need description

In the __________ stage, the consumer seeks information about the new product.

interest

The first step of the business buying process is:

problem recognition.

Need recognition is:

the first stage of the buyer decision process, in which the consumer notices a problem.

Perception is:

the process by which people select, organize, and interpret information to form a meaningful picture of the world.

Consumers go through a distinct process in making a purchase. Of the​ following, which is the final step in that​ process?

Post-purchase Behavior

In the adoption process, awareness is:

when the consumer becomes familiar with a new product but lacks information about it.

__________ is two or more people who interact to accomplish individual or mutual goals.

A group

__________ is the stage of the buyer decision process in which the consumer uses information to review different brands in the choice set.

Alternative evaluation

__________ is a person's consistently favorable or unfavorable evaluations, feelings, and tendencies toward an object or idea.

Attitude

Which of the following correctly defines the consumer​ market?

Individuals and households that buy goods and services for personal consumption

Which of the following is NOT among the major factors influencing consumer buying​ behavior?

Commercial

__________ are part of the environment that enter the consumer's black box and produce certain responses.

Economic, technological, social, and cultural stimuli

Buying attitudes and preferences are:

a type of buyer response.

In the broadest​ sense, a new product marketer must research​ _____________________ when developing a new product and a marketing program.

characteristics influencing the rate of adoption

What are the five stages of the consumer adoption​ process, in the correct​ sequence?

​Awareness, interest,​ evaluation, trial, and adoption

Technology advances have made​ B-to-B online purchasing possible. This is called​:

​e-procurement.

__________ is the stage of the buyer decision process in which the consumer is motivated to locate more information.

Information search

Marketers need to understand and know the answers to several key questions when dealing with buying centers. Of the​ following, which is NOT one of those key​ questions?

Is price a major factor or is the buying center price​ sensitive?

________ is the first stage of the buyer decision process, in which the consumer notices a problem.

Need recognition

__________ is the process by which people select, organize, and interpret information to form a meaningful picture of the world.

Perception

What is the mistaken assumption that​ business-to-business companies often make about digital and social​ media?

That digital and social media are useful primarily to consumer products and services companies.

__________ are such things as product, price, place, and promotion and are considered part of the environment that influences the buyer's black box.

Marketing stimuli