Exam 5: Consumer and Business Behaviour

In the buying decision process, one of the activities included in the search for products and suppliers is examining catalogues and trade publications.

Within the information search step of the consumer decision-making process, what two primary aspects exist?

A mill in Wagga Wagga buys grain from growers in the western region.The mill's purchasing agent will most likely use which buying method?

Market researchers for a local bakery determined that Christians consume 63 per cent of the hot cross buns sold in Sydney.This is an example of __________ influence on consumer decision-making processes.

Inspection refers to a purchasing method in which a representative unit is taken from a lot and evaluated and the buying decision is then based on the conclusions.

Gillian goes to Target to purchase school supplies for her two children.As she is approaching the check-out, she sees a vase she just has to have and buys it immediately.Gillian's purchase of the vase is an example of:

An opinion leader is likely to be most effective under all of the following conditions except when:

Which of these would a marketer not consider when studying the psychological influences of a consumer purchase decision?

Motives can affect the direction and intensity of behaviour.

An attitude consists of one's evaluation feelings and behavioural tendencies towards an object or idea.

Individual influencing factors refer to:

A marketer's use of framing can make a product characteristic seem more important to a consumer and can facilitate its recall from memory.

Brian makes an appointment to visit with a new dermatologist to determine whether he should have several moles on his neck removed.When he arrives at the dermatologist's office, Brian notices a foul odour in the air, worn floor coverings, cluttered rooms with peeling paint and poor lighting.While Brian viewed the dermatologist as competent, Brian decided not to have the moles removed even though the dermatologist recommended removal.Which situational influences most likely affected Brian's decision?

Identify and describe the five major categories of situational influences.

Discuss how reference groups and opinion leaders influence purchase behaviour.

Use of __________ and level of conflict among buying centre participants influence business buying decisions.

Which of the following statements regarding social class is true?

Vendor analysis is a formal, systematic evaluation of current and potential suppliers that focuses on a variety of dimensions including price, product quality, delivery service, product availability and overall company reliability.

Psychological influences __________ determine people's general behaviour and therefore influence their behaviour as consumers.

All companies, no matter their size or market position, maintain only one buying centre.