Chapter 5
cultural factors
set basic values, perceptions, wants, and behaviors learned by member of society, social class, subculture
C. Complexity
Which of the five characteristics identified in the text has an inverse relationship with an innovation's rate of adoption? As this characteristic increases, the rate of adoption is slower. A. Divisibility B. Compatibility C. Complexity D. Communicability E. Relative advantage
C. straight rebuy
In a _________, the business-to-business buyer reorders something without modifications. A. modified rebuy B. buying decision C. straight rebuy D. system selling E. new task
personal factors
occupation, age and life-cycle stage, economic situation, lifestyle
C. Relative advantage
_________ refers to the degree to which innovation appears superior to existing products. A. Divisibility B. Complexity C. Relative advantage D. Communicability E. Compatibility
C. Physiological needs
Which of the following needs in Maslow's hierarchy is generally satisfied first? A. Esteem needs B. Self-actualization needs C. Physiological needs D. Safety needs E. Social needs
A. Late mainstream.
This adopter group is skeptical and only adopts new products after a majority of people has tried it. A. Late mainstream. B. Lagging adopters. C. Innovators. D. Early mainstream. E. Early adopters.
A. The relationship between the consumer's expectations and the product's perceived performance
What determines if a buyer is satisfied or dissatisfied with a purchase? A. The relationship between the consumer's expectations and the product's perceived performance B. Whether or not the buyer experiences cognitive dissonance C. The amount of information gathered in the decision process D. How others feel about the purchase E. The number of alternatives considered in the purchase decision
C. Need recognition
What is the first step of the buyer decision process? A. Postpurchase behavior B. Alternative evaluation C. Need recognition D. Information search E. Purchase decision
A. Demand in business markets is derived demand.
What is the nature of demand in business markets? A. Demand in business markets is derived demand. B. Business market demand is independent of consumer market demand. C. Demand in business markets does not fluctuate. D. Demand in business markets is elastic. E. Demand in business markets fluctuates less than in consumer markets.
A. Roles and status
Which of the following is a social factor that influences consumer buying behavior? A. Roles and status .B. Personality C. Economic situation D. Life-cycle stage E. Occupation
B. Need recognition, information search, evaluation of alternatives, purchase decision, and postpurchase behavior.
Which of the following lists the five steps of the buyer decision process in the correct order? A. Need recognition, information search, purchase decision, evaluation of alternatives, and postpurchase behavior. B. Need recognition, information search, evaluation of alternatives, purchase decision, and postpurchase behavior. C. Purchase decision, need recognition, information search, evaluation of alternatives, and postpurchase behavior. D. Need recognition, purchase decision, information search, evaluation of alternatives, and postpurchase behavior. E. Need recognition, evaluation of alternatives, information search, purchase decision, and postpurchase behavior.
Consumer Buyer market
all the individuals and households that buy or acquire goods and services for personal consumption.
buyer center
all the individuals and units that play a role in purchase decision-making process. -- in B2B, many business buying decisions result from complex interactions w/ ever-changing buying center participants
new task
business buying situation which buyer purchases product or service for first time
straight rebuy
business buying situation which buyer routinely reorders something without any modifications
modified rebuy
business buying situation which buyer wants to modify product specifics, price, terms, or suppliers
social factors
small groups, social networks, family
psychological factors
motivation, perception, learning, beliefs & attitudes
B2B marketers
must do best to understand business markers and business buyer behavior. must engage customers and n=build profitable relationships.
5 steps of consumer behavior process
need recognition, info search, evaluation of alternatives, purchase decision, post purchase behavior
D. reference group
A purse company's ads feature the members of a popular housewives reality show. Product sales increase significantly among the fans. From the fans' viewpoint, the housewives reality show is a(n) _____. A. family group B. late-majority adopter C. membership group D. reference group E. lagging adopter
D. The buyer's characteristics and the buyer's decision process
According to the model of buyer behavior, what is in a buyer's black box? A. Attitudes and preferences B. Purchase behavior C. The four Ps D. The buyer's characteristics and the buyer's decision process E. Cultural forces
B. the buying center
All the people involved in the buying decision in an organization are collectively known as _______. A. buying agents B. the buying center C. the buying nucleus D. buying actors E. the purchasing team
Business Buyer Market
Business markets differ from consumer buyer -- MARKET STRUCTURE AND DEMAND, NATURE OF THE BUYING UNIT, TYPES OF DECISIONS AND DECISION PROCESS INVOLVED.
E. Personal sources
Consumers can obtain information from any of several sources. Which source is the most effective in that they legitimize the product? A. Commercial sources B. Media sources C. Public sources D. The Internet E. Personal sources
stages of product adoption
Relative advantage - degree to which innovation appears superior to existing products compatibility - innovation fits values & experiences of consumers complexity - innovation is difficult to understand or use divisibility - innovation may be tried on limited basis communicability - results of using innovation can be observed/described by others
A. Awareness
______________ is the first stage in the new product adoption process. A. Awareness B. Evaluation C. Trial D. Adoption E. Interest