Exam 6: Understanding Consumer and Business Buyer Behaviour

Why should marketers set up systems that encourage customers to complain about a company's products?

What is one way that social class is measured? job satisfaction accent income number of children in the family postal code

Each social class contains groups of people with shared value systems based on common life experiences and situations.

________ is a person's pattern of living as expressed in his or her psychographics, including his or her activities, interests, and opinions. Personality Culture Lifestyle Motive Social class

How can marketers influence business buyers who are in the problem recognition stage?

The information sources that are most effective at influencing a consumer's purchase decision are ________.These sources legitimize or evaluate products for the buyer. commercial public experimental personal social

Innovators are ___________. the first 3.5% of buyers to adopt a new idea venturesome deliberative traditional trusting

What roles do cultural factors play in consumer behaviour?

Of the different types of buying situations, the modified rebuy presents the fewest decisions for a business buyer to make.

Marketers call the decision-making unit of a buying organization the ________. business buyer business-to-business market supplier-development centre buying system buying centre

Reverse auctions, trading exchanges, and company buying sites are all ways that companies can participate in ________. secure extranets product value analysis vendor-managed inventory systems systems selling e-procurement

Scenario The Attic Trunk began in 1979 as an upscale dress shop in Forest Ridge's fashionable shopping district, catering to a wealthy, mature clientele.Many other specialty shops lined the main avenue over the next few years.But as Forest Ridge began to attract an affluent, younger, and more demographically diverse population, the once-popular shopping district was increasingly perceived as stodgy and snobby.By the late 1980s, many of these specialty shops suffered financially.Most shops attracted only tourists who enjoyed browsing through the displays of alligator belts and shoes, piles of scented soaps, and useless flowered parasols, often laughing at the ridiculously high prices.Owners of The Attic Trunk had noticed the shifts in population and buying behaviour of the typical shopper by the late 1980s.In fact, the owners had observed that the once-fashionable shopping district in Forest Ridge no longer attracted a "typical shopper." The wealthy, mature clientele had been replaced with affluent families with children, and a mix of Asian and African Americans as well as Caucasians.Specialty items at The Attic Trunk gradually disappeared, replaced by brand-name apparel, colognes, and jewelry.Other owners followed suit in the early 1990s, bringing restaurants, an outdoor cafe, and a day spa to the main avenue in Forest Ridge. Why might The Attic Trunk's current shoppers experience less postpurchase cognitive dissonance than the shoppers of the early 1980s?

Scenario The Attic Trunk began in 1979 as an upscale dress shop in Forest Ridge's fashionable shopping district, catering to a wealthy, mature clientele.Many other specialty shops lined the main avenue over the next few years.But as Forest Ridge began to attract an affluent, younger, and more demographically diverse population, the once-popular shopping district was increasingly perceived as stodgy and snobby.By the late 1980s, many of these specialty shops suffered financially.Most shops attracted only tourists who enjoyed browsing through the displays of alligator belts and shoes, piles of scented soaps, and useless flowered parasols, often laughing at the ridiculously high prices.Owners of The Attic Trunk had noticed the shifts in population and buying behaviour of the typical shopper by the late 1980s.In fact, the owners had observed that the once-fashionable shopping district in Forest Ridge no longer attracted a "typical shopper." The wealthy, mature clientele had been replaced with affluent families with children, and a mix of Asian and African Americans as well as Caucasians.Specialty items at The Attic Trunk gradually disappeared, replaced by brand-name apparel, colognes, and jewelry.Other owners followed suit in the early 1990s, bringing restaurants, an outdoor cafe, and a day spa to the main avenue in Forest Ridge. Why might The Attic Trunk want to consider including the mature consumers as a still-viable target market?

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

One set of business purchases is made for each set of consumer purchases.

________ is never simple, yet understanding it is the essential task of marketing management. Brand personality Consumption pioneering Early adoption Consumer buying behaviour Understanding the difference between primary and secondary data

If the consumer's drive is strong and a satisfying product is near at hand, the consumer is likely to buy it then.If not, the consumer may store the need in memory or undertake a(n) ________. brand personality alternative evaluation postpurchase behaviour information search product adoption

Identify and describe the stages in the adoption process.

Which of the following is true of mature consumers? Compared to younger consumers, mature consumers are more willing to switch brands. They are an ideal market for "do-it-for-me" services. High-tech home entertainment products do not appeal to them. They place more importance on brand names and are more brand loyal than members of other age groups. They are less willing to shop around.

Personality is a person's pattern of living as expressed in his or her psychographics.