Exam 5: Understanding Consumer and Business Buyer Behavior

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

________ means that consumers are likely to remember good points made about a brand they favor and forget the good points made about competing brands.

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

The most effective sources of information about a product tend to be ________ sources.

________ are people within a reference group who,because of special skills,knowledge,personality,or other characteristics,exert social influence on others.

What are personality traits,and how do they affect purchase behavior? Explain with an example.

In vendor-managed inventory,buyers share sales information directly with key suppliers.

________ is a discomfort caused by postpurchase conflict.

Explain the cultural factors that influence consumer behavior.

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

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?

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

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

In which of the following stages of the buyer decision process does a consumer compare multiple products with similar attributes?

Which of the following generally increases the total demand for business products?

During which stage of the business buying process is a buyer most likely to conduct value analysis by carefully studying components to determine if they can be redesigned,standardized,or made less expensively?

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.

A company buying a product with modified specifications faces a new-task situation.

Which term refers to the activities a person is expected to perform according to the people around him or her?

Of the different types of buying situations,a buyer makes the fewest decisions in a new-task situation and the most in a straight rebuy.