Exam 5: Understanding Consumer and 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?

Reverse auctions,trading exchanges,and company buying sites are all ways that companies can participate in ________.

________ is the degree to which the innovation may be tried on a limited basis.

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

In a straight rebuy,the buyer reorders something without any modifications.

The ________ comprise the working poor whose living standard is just above poverty but they strive toward a higher class.

________ is the decision by an individual to become a regular user of the product.

A(n)________ is a person's relatively consistent evaluations,feelings,and tendencies toward an object or idea.

Voorhees' Farms raises chickens.For years,it has used wooden coops for hauling its poultry to market.When the owner,Jason Voorhees,went to reuse some of his coops,he noticed many of them could not be sufficiently cleaned for reuse and needed to be replaced.At which stage of the business buying process was Voorhees when he decided to replace his old coops?

James and Nathan attended a sales seminar.Both left the seminar with differing opinions about what was important to implement in their jobs.Both used the information in different ways,according to what each already believed was important.They have engaged in ________.

Early adopters are opinion leaders in their communities and adopt new ideas early but carefully.

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

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 expensive?

________ are tradition bound,suspicious of changes and adopt the innovation only when it has become something of a tradition itself.

A shoe company uses ads featuring the members of a country music band knowing that the band's fans will see the members wearing the company's shoes and will want to wear the same shoes.In this case,the band is a(n)________ for its fans.

Becca wants to buy a new coat.She asked her friends to recommend a store and/or a style of coat.She searched the newspaper for coat sales,and she visited nearby stores to see what is available in her price range.Becca is most likely to be in the ________ stage of the buying process.

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

Children exert little influence on family buying decisions,particularly in areas such as entertainment and food.

People forget much that they learn.They tend to remember information that supports their attitudes and beliefs.This is called ________.

Explain Maslow's hierarchy of needs.