Marketing: Chapter 5

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

A group

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

A new task situation

____________ 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

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

Awareness, trial, evaluation, interest, and adoption

__________ 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

____________ are a type of buyer response.

Buying attitudes and preferences

What are the four general characteristics that influence consumer purchases?

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

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

Culture

_______________ 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

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

Need recognition

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

Perception

The first step of the business buying process is ____________.

Problem recognition

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.

__________ is the buyer's decision about which brand to select.

Purchase decision

Which of the following statements regarding the business market is correct? a. many sets of business purchases are made for one set of consumer purchases. b. the business market has more businesses than the consumer market. c. the business market is not as large as the consumer market in terms of dollars spent and items purchased. d. business buying decisions are less complex than consumer buying decisions. e. demand in the business market is more elastic than demand in the consumer market.

a. 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? a. order-routine specification b. general need description c. supplier selection d. proposal solicitation e. product specification

a. order-routine specification

Which of the following correctly defines the consumer market? a. retailers who sell goods and services to consumers b. individuals who spend more than $1000 a year on purchases c. individuals and households that buy goods and services for personal consumption d. manufacturers, retailers, and consumers

c. Individuals and households that buy goods and services for personal consumption

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

evaluation

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

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

Social Class

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

Subculture

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

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

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

Economic, technological, social, and cultural stimuli

___________ 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

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

Learning