MKT 304 Ch 5

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

A new task situation

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

Attitude

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

Awareness, interest, evaluation, trial, and adoption

What determines whether the buyer is satisfied or dissatisfied with a purchase?

The relationship between the customer's expectations and the product's perceived performance.

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

__________ are a type of buyer response.

Buying attitudes and preferences

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

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

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

Order-routine specification

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

Perception

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

What are the four general characteristics that influence consumer purchases?

Cultural characteristics, social characteristics, personal characteristics, and psychological characteristics

Which of the following correctly defines the consumer market?

Individuals and households that buy gods and services for personal consumption