Exam 5: Understanding Consumer and Business Buyer Behaviour 

Discuss the advantages and disadvantages of e-procurement.

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.

Explain the cultural factors that influence consumer behaviour, then distinguish the social class influences in the United States when compared to Canada.

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

Reference group influence on consumer buying behaviour does not vary across products and brands.

Personal sources of information normally inform the buyer, but commercial sources legitimize or evaluate products for the buyer.

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?

Explain the major types of buying situations.

Identify the product characteristics that influence the rate of adoption of a product. Explain how each characteristic affects the rate of adoption.

Describe the buying behaviour, characteristics, and media habits of different subcultures in Canada.

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

Traditionally, consumers have received the most information about a product from sources-those controlled by the marketer.

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

Business buying is done by newly trained purchasing agents who are learning how to buy better.

Lagging adopters are tradition bound-they are suspicious of changes and adopt the innovation only when it has become something of a tradition itself.

According to Maslow's hierarchy of needs, which of the following is most likely an esteem need?

The text makes reference to the relationship between IBM and Six Flags Entertainment Corporation. More than just providing a product or service, IBM is an example of .

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

A child in Canada is exposed to many values including freedom, the beauty of our natural landscape, our belief in respect, equality, and fair treatment; family life; and being Canadian. These are symbolic of Canadian .

Digital and social media play an important role in engaging always-connected business buyers in a way that personal selling alone cannot.