Exam 5: Understanding Consumer and Business Buyer Behavior

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.Bill is experiencing ________.

Which statement is true regarding social class in the United States?

The information sources that are most effective at influencing a consumer's purchase decision are ________ sources.These sources legitimize or evaluate products for the buyer.

A business marketer normally deals with far fewer buyers than the consumer marketer does.

A customer's lifestyle can be measured using the AIO dimensions.What does AIO stand for?

In which stage of the adoption process does the consumer consider whether trying the new product makes sense?

When a consumer learns about a new product for the first time and makes a decision to try it,the consumer is engaged in the alternative evaluation process.

Which of the following statements about buying centers is true?

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

People are often influenced by reference groups to which they do not belong.________ refer to groups to which an individual wishes to belong.

In the proposal solicitation stage of the business buying process,the buyer invites qualified suppliers to submit proposals.

Each person's distinct personality influences his or her buying behavior.Personality is usually described in terms of traits.What are these traits,and how do they affect the way people purchase items? Give at least one example.

________ refers to the practice of including ethnic themes within a company's mainstream marketing.

The final stage of the business buying process is the ________ stage.

In a straight rebuy business buying situation,________.

Which of the following needs in Maslow's hierarchy of needs is generally satisfied the last?

A role consists of the activities people are expected to perform according to the people around them.

People are often influenced by reference groups to which they do not belong.

James calls in a department manager to assist in a purchase of industrial equipment.He is considering a change in product specifications,terms,and possibly suppliers.This is most likely a ________ situation.

Jeff is in the process of buying a new car.He is carefully analyzing the features he wants from the car,and perceives significant differences in price,quality,and features among his three favorite models.Jeff's next step is most likely to be ________.