Exam 6: Understanding Consumer and Business Buyer Behaviour

________ refers to the unique psychological characteristics that lead to relatively consistent and lasting responses to one's own environment.It is usually described in traits such as self-confidence, dominance, sociability, autonomy, defensiveness, adaptability, and aggressiveness. Alternative evaluations Belief Culture Personality Self-awareness

A person's buying choices are influenced by four major psychological factors.Which is one of these factors? money manipulation motivation mockery misjudgment

Which of the following is a part of the consumer market? Scott Sign Systems sells interior signs to an Alabama resort. A municipal government buys chemicals for its city swimming pools. Sue buys a gift for her mother. A Canadian software company buys airplane tickets to send a group of salespeople to make a presentation to a heavy equipment manufacturer in Japan. Airmark sells a vinyl printing press to a manufacturer of plastic bags.

Maslow's theory is that ________ can be arranged in a hierarchy. stimuli beliefs and attitudes perceptions human needs decisions

A person's buying choices are influenced by four major psychological factors: motivation, perception, learning, and beliefs and attitudes.

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. When comparing the lifestyles of all the consumer segments attracted to The Attic Trunk, what might each segment have in common with the other segments?

________ are people within a reference group who, because of special skills, knowledge, personality, or other characteristics, exert influence on others. Opinion leaders Habitual buyers Social networkers Stealth marketers Buzz marketers

Facebook.com and YouTube are examples of ________. buzz marketing opinion leaders social networks virtual worlds early adopters

Environmental, organizational, interpersonal, and individual factors all influence business buyer behaviour.

Which of the following is a way that business and consumer markets are the same? satisfaction of needs through purchase decisions market structure and demand nature of the buying unit types of decisions decision process

Explain how business demand is derived demand.

Why is targeting the Black population a viable market practice for a new marketer of products?

Explain how the decision process in the business market and consumer market differ.

A ________ is a need that is sufficiently pressing to direct a person to seek satisfaction. stimulus motive culture perception tradition

People forget much that they learn.They tend to retain information that supports their attitudes and beliefs.This is called ________. selective retention selective distortion selective attitude selective attention perceptual vigilance

________ is(are) the most basic cause(s) of a person's wants and behaviour. Culture Brand personality Cognitive dissonance Social factors Selective perception

Give an example of a cultural shift that may impact the marketing of products or services.

The consumer market is made up of which of the following? individuals who acquire goods or services for personal consumption households that purchase goods or services for personal consumption businesses that purchase goods and services A and B all of the above

________ are subtle stimuli that influence where, when, and how a person responds to an idea. Cues Drives Messages Personalities Impulses

The late majorities are tradition bound; they adopt an innovation only when it has become something of a tradition itself.