Exam 5: Understanding Consumer and Business Buyer Behavior

Interpersonal factors are a major influence on business buyer behavior.

Social class is not determined by a single factor, such as income, but is measured as a combination of occupation, income, education, wealth, and other variables.

Becca wants to buy a new coat. She asks her friends to recommend a store and/or a style of coat. She looks for sale advertisements for coats in newspapers and also visits nearby stores to check if she can find a coat in her budget. In this case, Becca is most likely in the ________ stage of the buyer decision process.

The McDonald's corporate brand name and golden arches can be classified as ________ that may potentially stimulate an individual's attention and decision about whether or not to dine at the restaurant.

Electric cars are not considerably different or difficult to drive relative to gas-powered cars. However, this is not aligned with the perceptions or conceptual concerns held by the public about the new technology. This will likely slow the adoption rate due to the ________ of the innovation.

Jeff is in the process of buying a new car. He carefully analyzes the features that he wants in a car, and perceives significant differences in price, quality, and features among three of his favorite models. He rates the models on each factor and ranks them in the order of his preference. To which of the following stages of the buyer decision process will Jeff most likely proceed next?

Which of the following is considered a major influence on business buyer behavior?

Which of the following terms is used to describe a specific mix of human traits that may be attributed to a particular brand?

Describe the buying behavior, characteristics, and media habits of different subcultures in the United States.

Fred's faith in Asics, his favorite brand of running shoes, makes him consider other offerings introduced by Asics. Fred is not a risk-taker, and he tends to evaluate each new product carefully before adopting it. Fred is an opinion leader in his social networking community and best described as a(n)________.

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

Which of the following is a psychographic characteristic of a consumer?

A company regularly purchases cleaning supplies from a vendor and orders relatively consistent amounts of the same products on each purchase from the same vendor. This is an example of a(n)________.

Discuss the advantages and disadvantages of e-procurement?

Which of the following is most likely a true statement about social class?

Which of the following is a personal factor that influences a consumer's buying behavior?

In the context of the business buying decision process, what is a buying center? Explain why it presents a major marketing challenge.

A(n)________ becomes a motive when it is directed toward a particular stimulus object.

The larger the gap between expectations and performance of a product, the greater a consumer's dissatisfaction.

Tom usually buys new devices such as PDAs, DVRs, and MP3 players only after his friends and family start owning these devices. In this case, Tom is an innovator.