Exam 5: Buyer Behaviour: Understanding Consumer and Business Buyers

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

Buyer and seller are less dependent upon each other in the business buying process than in the consumer buying process.

Which of the following statements about buying centres is true?

Compatibility is a major factor influencing the adoption process.Compatibility refers to the degree to which an innovation fits the ________ and ________ of potential consumers.

Groups that serve as direct (face-to-face)or indirect points of comparison or reference in forming a person's attitudes or behaviour are called ________.

A marketing expert recently reported that ________ do more at least half of the grocery shopping.

Which business buying situation is the marketer's greatest opportunity and challenge?

In Australia and New Zealand,________ have traditionally been the main purchasing agent for the family in the areas of food,household products and clothing.

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)________ related to the need.

The information sources that are most effective at influencing a consumer's purchase decision are ________.These sources legitimise or evaluate products for the buyer.

Consumers themselves do not always understand exactly what influences their purchasing.

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 ________.

Marketers of brands subjected to strong group influence must figure out how to reach ________.

The first step of the business buying process is ________.

Australia,New Zealand and South-East Asian countries have a class system that is very rigid with little room for movement between the classes.

One who always knows about the trendiest fashions,actively shares her knowledge with a wide group of friends and colleagues about where to shop for cutting-edge fashion at great deals,and whose advice is often followed,is called a(n)________.

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

For complex business purchases,the buying centre may include up to 30 people from different levels and departments in the organisation.

The person who first suggests or thinks of the idea of buying a given product or service is known as the ________.

________ is the most important consumer / buying organisation in society,and it has been researched extensively.