Exam 5: Buyer Behaviour: Understanding Consumer and Business Buyers

A girl is constantly begging her mother to buy her a pair of in-line skates because the most popular kids at her school have them.For her,the most popular kids in her school are a ________.

Of the five adopter groups,the cohort that is venturesome and willing to try some risk is known as ________.

Of the five adopter groups,the cohort that tends to be sceptical and adopts an innovation only after the majority of people have tried it is known as ________.

There are ________ stages of the business buying process.

A ________ consists of the activities people are expected to perform according to the persons around them.

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

People tend to interpret new information in a way that will support what they already believe.This is called ________.

The buying centre is a fixed or formally identified purchasing unit within an organisation.

Each social class contains groups of people with shared value systems based on common life experiences and situations.

In the supplier search stage of the business buying process,the buyer ranks the importance of reliability,price and other desired characteristics in the product.

A belief is the specific mix of human traits that may be attributed to a particular brand.

Of the following,the best starting point to understanding how consumers respond to various marketing efforts is the ________ model of a buyer's behaviour.

What is the LEAST pressing in Maslow's Hierarchy of Needs?

Of the five adopter groups,the cohort that is tradition-bound and is the last to adopt an innovation is ________.

Which of the following is NOT part of the business market?

The marketer wants to understand how the stimuli are changed into responses inside the buyer's ________,which has two parts: the buyer's characteristics that influence how he or she perceives and reacts to the stimuli and the buyer's decision process itself.

Which of the following statements about business markets is NOT correct?

Environmental,organisational,interpersonal and individual factors all influence business buyer behaviour.

An adult male purchases new technological devices such as the latest model of a mobile phone after many people he knows already own the devices.However,he is rarely among the last people he knows to purchase a new technology.He is part of the 'laggard' adopter group.

A young woman is into the latest and hottest trends in music,language,and fashion at her high school.Given her knowledge and outgoing personality,she is always telling friends what she has learned and experienced.Most of her friends respect her opinion since she offers it in a friendly non-threatening way.Which of the following descriptions would most accurately describe her role among her friends?