Exam 6: Understanding Consumer and Business Buyer Behaviour

A shoe company uses ads featuring the members of a country music band with the hope that the band's fans will see them wearing the company's shoes and want to wear the same shoes. The shoe company is hoping that fans of the band view the band as a ________.

People change the goods and services they buy over time because of the two changing factors of ________.

A(n)________ is a descriptive thought that a person has about something.

Personality is a person's pattern of living as expressed in his or her psychographics.

Companies who use brand ambassadors are participating in ________.

Each social class contains groups of people with shared value systems based on common life experiences and situations.

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

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 ________.

Marketers call the decision-making unit of a buying organization the ________.

The lagging adopters are tradition bound; they adopt an innovation only when it has become something of a tradition itself.

Innovators are ________.

In the supplier selection stage of the business buying process, the buyer ranks the importance of reliability, price, and other desired characteristics in the product.

A problem with the rapidly expanding use of e-purchasing is that it ________.

Explain why selective distortion is somewhat controllable by a marketer.

Since Canada is regional, which of the following do marketers consider as a major Canadian subculture?

Generally, the consumer's purchase decision will be to buy the most preferred brand, but two factors can come between the purchase intention and the purchase decision. Which of the following is one of these factors?

As compared to consumer markets, business markets are ________.

The Attic Trunk began in 1979 as an upscale dress shop in Forest Ridge's fashionable shopping district, catering to a wealthy, mature clientele. Many other specialty shops lined the main avenue over the next few years. But as Forest Ridge began to attract an affluent, younger, and more demographically diverse population, the once-popular shopping district was increasingly perceived as stodgy and snobby. By the late 1980s, many of these specialty shops suffered financially. Most shops attracted only tourists who enjoyed browsing through the displays of alligator belts and shoes, piles of scented soaps, and useless flowered parasols, often laughing at the ridiculously high prices. Owners of The Attic Trunk had noticed the shifts in population and buying behaviour of the typical shopper by the late 1980s. In fact, the owners had observed that the once-fashionable shopping district in Forest Ridge no longer attracted a "typical shopper." The wealthy, mature clientele had been replaced with affluent families with children, and a mix of Asian and African Americans as well as Caucasians. Specialty items at The Attic Trunk gradually disappeared, replaced by brand-name apparel, colognes, and jewellery. Other owners followed suit in the early 1990s, bringing restaurants, an outdoor cafe, and a day spa to the main avenue in Forest Ridge -Explain the cultural shift described in this scenario.

Relative advantage, compatibility, complexity, divisibility, and communicability are all examples of ________.

Environmental, organizational, interpersonal, and individual factors all influence business buyer behaviour.