Chapter 5 study

the business buying process can be a complex and complicated process with eight basic stage. which of the following is the first stage in this process?

problem recognition

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

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

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

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

...... 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

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

Post-purchase behavior (recognition, information​ search, evaluation of​ alternatives, purchase​ decision, post-purchase behavior.)

.... is the buyer's decision about which brand to purchase

Purchase decision

Buying attitudes and preferences are

a type of buyer response

Buyers who face a new​ task-buying situation usually go through​ _..

all of the eight stages, including performance review.

.... 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

in the adoption process, .... is when the consumer becomes familiar with the new product but lacks information about it

awareness

what is the five stages of the consumer adoption process?

awareness, interest, evaluation, trial, and adoption

what is the nature of demand in business markets?

demand in business markets is derived demand

.... is a characteristic important in influencing an innovation's rate of adoption and described by the degree to which the innovation maybe tried on a limited basis

divisibility

technology advances have made B-to-B online purchasing possible. this is called...

e-procurement

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

economic, technological , social, and cultural stimuli.

in the ... stage, the consumer considers whether trying the new product makes sense

evaluation

which of the following is the typical advantages of e-procurement systems?

finding. better supplier resources, allowing buyers to focus on more strategic issues eliminating paperwork, reducing time between order and delivery

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

general need description.

which of the following correctly defines the consumer market?

individuals and households that buy goods and services for personal consumption.

.... 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

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

need recognition

what is the first step of the buyer decision process?

need recognition

which of the following lists the five steps of the buyer decision process in the correct order?

need recognition, information search, evaluation of alternatives, purchase decision, and post-purchase behavior

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

perception

which of the following needs in Maslow's hierarchy is generally satisfied first?

physiological.

...relates to what the buyer buys, when, where, and how much

purchase behavior

a purse company's ads feature the members of a popular housewives reality show. Product sales increase significantly among fans. From fans' viewpoint, the housewives reality show is a

reference group

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

social class

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

Culture

which of the following is among the major factors influencing consumer buying behavior?

Social, psychological, cultural, personal

..... refers to the practice of integrating ethnic themes and cross-cultural practices within a company's mainstream marketing

Total Market strategy

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

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

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.

Consumers obtain information from numerous sources. Which of the following involves dealer and manufacturer​ websites, packaging, and​ displays?

commercial sources

when marketers want to promote their products and services through word-of-mouth marketing programs, they typically begin by...

generating person-to-person brand conversations

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.

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

information search

in the .... stage, the consumer seeks information about the new product

interest

the buying center and the buying decision process are influenced by....

internal organizational, interpersonal, and individual factors, as well as external environmental factors.

the first step of the business buying process is

problem recognition

what are the eight steps in the business buying decision process?

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

which of the following is a social factor influencing consumer buying behavior?

reference groups, online social networks, opinion leaders, word of mouth

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

subculture

.... is one problem with business-to-business e-procurement.

suppliers being pitted against one another

which of the following is often considered a key business marketing strategy for winning and holding accounts?

systems selling

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 service companies.

what is the mistaken assumption that B-to-B companies often make about digital and social media?

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

according to the model of buyer behavior, what is in a buyer's "black box"?

the buyer's characteristics and decision process

... determines if a buyer is satisfied or dissatisfied with a purchase

the relationship between the consumer's expectations and the product's perceived performance

..... determines whether the buyer is satisfied or dissatisfied with a purchases.

the relationship between the consumer's expectations and the product's perceived performance

.....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 tries the new product on a small scale to improve his or her estimate of its value

trial

Marketers of brands understand that they must figure out how to reach​ ___________________ that can exert social influence on others.

opinion leaders

Companies must manage the....., which often includes many different buying decisions in various stages of the buying decision process.

overall customer relationship.

companies can do e-procurement in several ways, including ...

reserve auctions, trading exchanges, company buying sites, and extranet links

..... consists of many different people who play multiple roles in the buying process

the buying center

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

Information search

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

Learning

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

a group

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

is price a factor or is the buying center price sensitive? (what major influences impact the buying center decision? who are the major buying center participants? what evaluation criteria does each decision participant use? in what decisions do they exercise influence and to what degree?)

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 are tradition-bound, suspicious of changes, and adopt the innovation only when it has become something of a tradition itself?

lagging adopters

which of the following is a personal characteristic influencing a consumer's buying behavior?

occupation

which of the following refers to the degree to which an innovation fits the values and experiences of potential consumers?

compatibility

which of the five characteristics identified has an inverse relationship with an innovation's rate of adoption, meaning as this characteristic increase, the rate of adoption is slower?

complexity

which of the following is likely to slow the adoption of a new technology

conceptual complexity

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.