Exam 5: Buyer Behaviour: Understanding Consumer and Business Buyers

An individual's ________ is their pattern of living as expressed in their activities,interests and opinions.

Business markets are huge in size compared to consumer markets.

The first stage of the adoption process for new products is ________,where the consumer becomes aware of the new product,but lacks information about it.

Following extensive information search,Danny was ready to purchase the latest model of a mobile phone when his friend emailed a negative newspaper review.After reading the review,Danny switched to his second brand preference for the actual purchase.The negative review is an example of an unexpected situational factor.

________ are groups to which an individual wishes to belong,as when a teenage basketball player hopes to play someday for the Australian Boomers or Opals.

Almost all major purchases result in ________,or discomfort caused by post-purchase conflict.

Opinion leaders are sometimes referred to as ________.

Large business purchasers usually call for detailed product specifications,written purchase orders,careful supplier searches and formal approval.These are all examples of how the business buying decision process is more ________ than the consumer buying decision process is.

A consumer's behaviour is influenced by social factors,such as the consumer's small groups,family,and social roles and status.Briefly explain the differences among these social factors.

The buying process starts with ________,in which the buyer recognises a problem or need.

A young woman wants to buy a new coat.During the ________ stage of her purchase process,she asked her friends to recommend a store and / or a style of coat.She searched the newspaper for coat sales and she visited nearby stores to see what is available in her price range.

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

Mike thought he had received the best deal on his new car.Shortly after the purchase,he started to notice certain disadvantages of his new car as he learned more about other cars available.He is experiencing ________.

Groups that have a direct influence on a person's behaviour and to which a person belongs are called ________.

Maslow's theory is that ________ can be arranged in a hierarchy.

All of the following make up a person's lifestyle EXCEPT ________.

Which of the following is NOT part of Maslow's Hierarchy of Needs?

After purchasing two bottles of wine from vineyards in Australia,when asked her opinion of the wine,the buyer 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.

Compared with consumer markets,business markets are ________.

In some purchasing situations,such as routine purchases,the consumer may skip one or more of the five stages of the decision process.