Exam 5: Understanding Consumer and Business Buyer Behavior

Explain Maslow's hierarchy of needs.

________ involves enlisting or even creating opinion leaders to serve as brand ambassadors who spread the word about a company's products.

Identify and describe the stages in the adoption process of a new product.

It's advisable for a company to fit its products into existing attitude patterns rather than attempt to change them.

Explain the cultural factors that influence consumer behavior.

People use the same products and services as they progress through each life-cycle stage.

Business-to-business e-procurement lowers purchasing costs and reduces the time between order and delivery.

A small increase in consumer demand can cause a large increase in business demand.

A consumer's behavior is influenced by social factors, such as the consumer's small groups, family, and social roles and status. Explain the differences among these social factors.

The buying center consists of key decision makers from both the buying organization and the supplier.

Which of the following statements about buying centers is true?

A shoe company's ads feature the members of a popular country music band. Product sales increase significantly among the band's fans. From the fans' viewpoint, the band is a ________.

The business buying process tends to be shorter and less formal than the consumer buying process.

Which of the following is the first stage of the buyer decision process?

A marketing firm has been assigned the task of watching trends in spending, personal income, savings, and interest rates. The marketing firm is most likely gathering information about consumers' ________.

________ refers to the unique psychological characteristics that distinguish a person or group.

A child in the United States is exposed to many values including achievement and success, freedom, individualism, hard work, and material comfort. These are symbolic of American ________.

Bill thought he had received the best deal on his riding mower. Shortly after the purchase, Bill started to notice certain disadvantages of his new riding mower as he learned more about other riding mowers available in the same price range. Bill is in which of the following stages of the buyer decision process?

Harper Farms raises chickens. For years, it has used wooden coops for hauling its poultry to market. When the owner, Jane Harper, went to reuse some of her coops, she noticed many of them could not be sufficiently cleaned for reuse and needed to be replaced. Which stage of the business buying decision process was Harper in when she decided to replace her old coops?

________ is the degree to which the results of using an innovation can be observed or described to others.