Exam 6: Understanding Consumer and Business Buyer Behaviour

Online social networks represent an important form of buzz for marketers.

What is the most pressing in Maslow's Hierarchy of Needs at any given time? physiological needs social needs esteem needs self-actualization needs safety needs

According to Freud's theories, people are ________ many of the psychological forces shaping their behaviour. unconscious of unsure of aware of status-driven about socially conscious of

________ is the process by which people select, organize, and interpret information to form a meaningful picture of the world. Personality Perception Selective grouping Learning Self-actualization

Large business purchasers usually call for detailed product specifications, written purchase orders, careful supplier searches, and formal approval.These are all examples of how the business buying decision process is more ________ than the consumer buying decision process is. formalized creative relationship-oriented independent concentrated

Learning occurs through the interplay of which of the following? drives and stimuli stimuli and status status and dissonance behaviour cues and status reinforcement and dissonance behaviour

In general, innovators tend to be traditional and hesitant about trying new ideas if they incur some risk.

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. How might the owners of The Attic Trunk use e-procurement to their advantage?

Two characteristics that are especially important in influencing an innovation's rate of adoption are relative advantage and compatibility.

The term ________ refers to qualitative research designed to probe consumers' hidden, subconscious motivations. perception analysis neuromarketing research motivation research need recognition investigation depth research technique

Rashmi Singh always knows about the trendiest fashions.She actively shares her knowledge with a wide group of friends and colleagues about where to shop for cutting-edge fashion at great deals, and her advice is often followed.Rashmi is an example of a(n) ________. membership group innovator opinion leader buzz marketer experiential source

Most companies research consumer buying decisions in great detail to understand __________. consumer needs what, where, how, when, why consumers buy, as well as how much they typically pay consumer wants consumer characteristics consumer attitudes

Family is one of the ________ factors that influence consumer behaviour. cultural social personal psychological business

Each culture contains smaller ________, or groups of people with shared value systems based on common life experiences and situations. alternative evaluations cognitive dissonances subcultures social classes occupations

A shoe company uses ads featuring the members of a country music band with the hope that the band's fans will see them wearing the company's shoes and want to wear the same shoes.The shoe company is hoping that fans of the band view the band as a ________. membership group reference group brand personality subculture lifestyle

Stephanie and Jamal attended a sales seminar.Both left the seminar with differing opinions about what was important to implement in their jobs.Both used the information in different ways, according to what each already believed was important.They have engaged in ________. selective distortion selective attitude selective retention selective attention perceptual defense

Opinion leaders are sometimes referred to as ________. the influentials the upper class the middle class buzz marketers networkers

Explain why typical husband-dominant or wife-dominant products of the 1970s may no longer be regarded as typical.

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. Explain the cultural shift described in this scenario.

A buyer's decisions are influenced by ________ such as the buyer's age and life-cycle stage, occupation, economic situation, lifestyle, and personality and self-concept. personal characteristics reference groups perceptions attitudes psychographics