Exam 6: Understanding Consumer and Business Buyer Behaviour

After purchasing a product, the consumer will be satisfied or dissatisfied and will engage in ________.

Researchers found that a number of well-known brands tended to be strongly associated with one particular trait, such as Jeep with "ruggedness." Which of the following terms would a marketer use to describe a specific mix of human traits that may be attributed to a particular brand?

________ refers to the unique psychological characteristics that lead to relatively consistent and lasting responses to one's own environment. It is usually described in traits such as self-confidence, dominance, sociability, autonomy, defensiveness, adaptability, and aggressiveness.

Which of the following is a way that business and consumer markets are the same?

Why should marketers care about online social networks?

Leona purchased two bottles of wine from vineyards in Australia. When asked her opinion of the wine, she said the burgundy wine tasted like alcoholic grape juice, but the Chablis had a crisp taste that she really enjoyed. These statements were made during the ________ stage of the purchase decision.

What roles do cultural factors play in consumer behaviour?

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

Younger families have more disposable income than than more mature families. They are the ideal market for travel, restaurants and sport cars.

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 -In what way did the owners of The Attic Trunk have to change shoppers' perceptions from the 1980s to the 1990s?

A consumer's behaviour is influenced by social factors, such as the consumer's small groups, friends, and family. Explain how these social factors influence consumption and why they are important to marketers.

What are the differences between innovators and early adopters?

Maslow's theory is that human needs-including physiological, safety, social needs, esteem, and self-actualization needs-are arranged in a hierarchy and that an unsatisfied need motivates an individual to take action to satisfy it.

Personicx life-stage segmentation is useful for ________.

Members of the early mainstream are deliberate; although they rarely are leaders, they adopt new ideas before the average person.

Most companies research consumer buying decisions in great detail to understand ________.

Among other factors, learning occurs through the interplay of which of the following two factors?

John Herr's company has standardized the size of its paper bags so that each bag can be used in five to seven different store departments. This approach to cost reduction likely took place in the ________ stage of the business buying process.

Which of the following influences the goods and services purchased by a consumer?

Increasingly this group of consumers are making their voices heard in the political arena and the marketplace.