Exam 6: Understanding Consumer and Business Buyer Behaviour

According to the authors, which of the following statements is true regarding social class in Canada?

________ are minor stimuli that influence where, when, and how a person responds.

Explain how business demand is derived demand.

Consumers learn about new products for the first time and make the decision to buy them during the ________.

It is most accurate to say that marketers are always trying to spot ________ in order to discover new products that might be wanted.

If the consumer's drive is strong and a satisfying product is near at hand, the consumer is likely to buy it then. If not, the consumer may store the need in memory or undertake a(n)________.

People differ greatly in their readiness to try new products. In each product area, there are "consumption pioneers." They are also called laggards.

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 -Why might The Attic Trunk's current shoppers experience less postpurchase cognitive dissonance than the shoppers of the early 1980s?

What is one factor used to measure social class?

How can marketers influence business buyers who are in the problem recognition stage?

Which of the following is a part of the consumer market?

________ is a person's pattern of living as expressed in his or her psychographics, including his or her activities, interests, and opinions.

Bob's job description had been changed. The rationale for the changes made no sense to Bob when they were explained. Bob continued to perform most of his job duties as usual. He has engaged in ________.

Blake is in the process of buying a new car. He is highly involved in the purchase and perceives significant differences among his three favourite models. Blake's next step is most likely to be ________.

Opinion leaders are sometimes referred to as ________.

Pace Hardware uses Learningnow.com to improve sales force effectiveness and facilitate sharing of expertise. It allows Pace retailers to link with other Pace retailers to ask for managerial and marketing advice. It also allows Pace retailers to ask their suppliers about product usage, deliveries, and warranties, and it allows suppliers to send new-product information directly to Pace retailers. In this scenario, Pace Hardware is using a(n)________.

Many subcultures make up important market segments. Examples of four such important subculture groups include those from Atlantic provinces, Quebec, Central Canada, the Prairies and British Columbia. Describe several characteristics that would interest marketers about each of these groups.

Brand personality is a mix of human traits attributed to a brand. Which of the following is one of the five brand personality traits discussed in your text?

There is a trend in Canada toward rediscovering the flavour of regional cooking and the use of locally grown ingredients. People are choosing to spend hours in the kitchen using only the freshest ingredients to recreate local culinary traditions. This change in ________ is one of the reasons the number of farmers' markets in Canada has increased in recent years.

Explain why typical husband-dominant or wife-dominant products of the 1970s may no longer be regarded as typical.