Exam 5: Buyer Behaviour: Understanding Consumer and Business Buyers

________ describes changes in an individual's behaviour arising from experience.

According to some commentators,________ may not be a good basis for developing marketing strategies since Australians have difficulty placing themselves within such groups,and in any event the groups are so large as to make them ineffective as market segments.

The person who consumes the product or service is the ________.

Information search is the ________ step in the buyer decision process.

Having read an article about Honda's new super-efficient,low-polluting cars that are propelled by hybrid combinations of battery-powered electric motors and small gasoline engines,a buyer now wants to learn even more about the new car.In terms of the adoption process,The potential buyer has moved from ________.

Marketers must be careful when tapping into online networks as results are ________.

After purchasing the product,the consumer will be satisfied or dissatisfied and will engage in post-purchase behaviour.

When a consumer learns about a new product for the first time and makes a decision to try it,the consumer is engaged in the alternative evaluation process.

The benefits of e-procurement include access to new suppliers,lower purchasing costs and more time-efficient order processing and delivery.

Generally,the consumer's purchase decision will be to buy the most preferred brand,but two factors can come between the purchase intention and the purchase decision.Which of the following is one of these factors?

Five different roles can be identified in most buying processes.Which of the following is NOT normally considered to be a decision role?

Of the different types of buying situations,the modified rebuy presents the fewest decisions for a business buyer to make.

Children exert little influence on family buying decisions in areas of entertainment and food.

What is the buying centre concept? Explain why this concept presents a major marketing challenge.

Although there is little evidence for its existence,some consumers still fear that they are being manipulated by ________.

Which of the following are used when buying a packaged solution to a problem from a single seller,thus avoiding all the separate decisions involved in a complex buying situation?

________ are society's relatively permanent and ordered divisions whose members share similar values,interests and behaviours.

Family is one of the ________ factors that influence consumer behaviour.

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

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