Exam 6: Understanding Consumer and Business Buyer Behaviour

A belief is the specific mix of human traits that may be attributed to a particular brand.

One set of business purchases is made for each set of consumer purchases.

According to Freud's theories, people are ________ many of the psychological forces shaping their behaviour.

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 -Might the owners of The Attic Trunk believe that people change what they buy over their lifetimes? Explain.

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

Each culture contains smaller ________, or groups of people with shared value systems based on common life experiences and situations.

________ is(are)the most basic cause(s)of a person's wants and behaviour.

Which of the following is the highest part of Maslow's Hierarchy of Needs?

You regularly purchase cleaning supplies for your custodial staff, using the same vendor and ordering relatively consistent amounts of the same products with each purchase. This is an example of a ________ situation.

How have relationships between customers and suppliers changed in recent years?

Ed purchases new technological devices such as PDAs, DVRs, and MP3 players after many people he knows already own the devices. However, Ed is rarely among the last people he knows to purchase a new technology. Ed is part of the laggard adopter group.

How does marketing through online social networks differ from more traditional marketing?

A well-known food retailer buys a lot of cranberry products in December due to seasonally high consumer demand. This is an example of ________ demand.

Almost all major purchases result in cognitive dissonance, or discomfort caused by postpurchase conflict.

The starting point of understanding how consumers respond to various marketing efforts is called the marketing-stimulus model of buyer behaviour.

People cannot focus on all of the stimuli that surround them each day. A person's tendency to screen out most of the information to which he or she is exposed is called ________.

What is the most pressing in Maslow's Hierarchy of Needs at any given time?

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 -When comparing the lifestyles of all the consumer segments attracted to The Attic Trunk, what might each segment have in common with the other segments?

Which of the following is an example of a major force affecting consumer behaviour?

People with a(n)________ background are still the largest group among visible minorities in Canada.