MAR 255 Chapter 5
__________ is the stage of the buyer decision process in which the consumer uses information to review different brands in the choice set.
alternative evaluation
What are the five stages of the consumer adoption process in the correct sequence?
awareness interest evaluation trial adoption
consumer purchases are greatly influenced by
cultural, social, personal, and psychological characteristics
learning
the changes in an individual's behavior arising from experience
perception
the process by which people select, organize, and interpret information to form a meaningful picture of the world
group
two or more people who interact to accomplish individual or mutual goals
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, performance review
What are the five characteristics that are especially important in influencing an innovation's rate of adoption?
Relative advantage, complexity, compatibility, divisibility, and communicability
belief
a descriptive thought that a person holds about something
Subculture
a group of people with shared value systems based on common life experiences and situations
Which type of business buying situation offers marketers the greatest opportunity but also the greatest challenge?
a new task situation
attitude
a person's consistently favorable or unfavorable evaluations, feelings, and tendencies toward an object or idea
what person counts as part of the consumer market?
individuals and households that buy goods and services for personal consumption
The buyer decision process starts with __________.
need recognition
buyer characteristics
part of the buyer's black box and produce certain responses
Social class
relatively permanent and ordered divisions in a society whose members share similar values, interests, and behaviors
