BUAD 332 Exam 2 Chapter 5mylab
What are the five stages of the consumer adoption process, in the correct sequence?
Awareness, interest, evaluation, trial, and adoption
Which stage of the business buying decision process involves ranking the importance of reliability, durability, and price?
general need description
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.
inform; legitimatize or evaluate
People can be classified into the adopter categories, with each category having different values and rates of adoption. The adopter categories include ________, ________, __________, _________, and __________.
innovators, early adopters, early mainstream adopters, late mainstream adopters, and lagging adopters
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?
Which of the following statements regarding the business market is correct?
Many sets of business purchases are made for one set of consumer purchases.
Companies must manage the ________, which often includes many different buying decisions in various stages of the buying decision process.
Overall Customer relationship
Occupation, age, and lifestyle are _________ factors that influence consumer buyer behavior.
Personal
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
Which type of business buying situation offers marketers not only the greatest opportunity, but also the greatest challenge?
a new task situation
We define the ________ process as the mental process through which an individual passes from first learning about an innovation to final adoption.
adoption
Buyers who face a new task-buying situation usually go through ________.
all of the eight stages, including performance review
In which step of the buying decision process is the final order with the chosen supplier developed?
Order-routine specification
Consumers go through a distinct process in making a purchase. Of the following, which is the final step in that process?
Post-purchase behavior
The ________ market comprises all organizations that buy goods and services for use in the production of other products and services or for the purpose of reselling or renting them to others at a profit.
Business
_________ refers to the set of values, perceptions, wants, and behaviors learned by a member of society from family and other important institutions.
Culture
__________________ determines whether the buyer is satisfied or dissatisfied with a purchase.
The relationship between the consumer's expectations and the product's perceived performance
The buying center and the buying decision process are influenced by ________, __________, and __________ factors, as well as _____________ factors.
internal organizational, interpersonal, and individual factors, as well as external environmental factors
Business markets differ in many ways from consumer markets. The main differences are in ________, __________, and __________.
market structure and demand, the nature of the buying unit, and the types of decisions and the decision process
When making a purchase, the buyer goes through a decision process consisting of all of the following: ________.
need recognition, information search, evaluation of alternatives, purchase decision, and post-purchase behavior
The business buyer decision process itself can be quite involved, with several basic stages. The process begins with ______________ and concludes with _______________.
problem recognition; performance review
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: ________ and ________.
the buyer's characteristics and the buyer's decision process
Advances in information technology have dramatically affected the B-to-B buying process. Online purchasing, often called _______, has grown rapidly in recent years.
e-procurement
Technology advances have made B-to-B online purchasing possible. This is called ________.
e-procurement
What are the five characteristics that are especially important in influencing an innovation's rate of adoption?
Relative advantage, complexity, compatibility, divisibility, and communicability
Companies can do e-procurement in several ways, including _______, ________, ________, and __________.
reverse auctions, trading exchanges, company buying sites, and extranet links
Generally, the consumer's purchase decision will be to buy the most preferred brand, but two factors can come between the purchase intention and the purchase decision. These two factors are ________.
attitudes of others and unexpected situational factors
Consumers go through specific stages in the process of adopting a new product. Those five stages include ________, ________, _______, _________, and _______.
awareness, interest, evaluation, trial, and adoption
Business marketers are increasingly connecting with customers online and through digital, mobile, and social media to ________, __________, __________, ___________, and maintain ongoing customer relationships.
engage customers, share marketing information, sell products and services, provide customer support services
One concern about the expanding use of e-procurement for B-to-B purchasing is that ________.
it can erode decades-old customer-supplier relationships
Which of the following correctly defines the consumer market?
Individuals and households that buy goods and services for personal consumption
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
Which of the following is NOT among the major factors influencing consumer buying behavior?
commercial
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