Exam 5: Buyer Behaviour: Understanding Consumer and Business Buyers

________ early life experiences are also linked to compulsive consumption-often of unhelpful products or services such as cigarettes or gambling.

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

A person's buying choices are influenced by four major psychological factors: motivation,perception,learning,and beliefs and attitudes.

Personality is a person's pattern of living as expressed in his or her psychographics.

Understanding that selective retention prevents consumers from remembering everything about an ad,what might a marketer do to enhance retention?

Which of the following statements about male grocery-shoppers is true?

After purchasing a product,the consumer will be satisfied or dissatisfied and will engage in ________.

People who have experienced considerable financial hardship often exhibit ________ consumption patterns.

The relationship between the consumer's expectations and the product's ________ determines whether the buyer is satisfied or dissatisfied with a purchase.

Marketers describe the way the consumer processes information to arrive at brand choices as ________.

An individual's consumer behaviour is influenced by ________,personal,cultural and social influences.

Relative advantage,compatibility,complexity,divisibility and communicability are all examples of ________.

When would a business-to-business buy be influenced by personal factors,which could ultimately play a larger role in the decision making process?

While watching Entertainment Tonight,a woman noticed the show had a feature on Chondroitin,a drug that helps promote cartilage regeneration and healthy joints.She has taken the medicine for the last three years and is convinced the medicine is the only reason she is able to work in her yard without her joints aching like they used to.The feature began with a description of how the product works and concluded with a discussion of its potential life-threatening side effects.She called her sister to tell her how the feature supported her belief in how good the drug was for joint pain.Due to ________,she did not remember the negative comments about Chondroitin.

The process by which people select,organise and interpret information to form a meaningful picture of the world is known as ________.

Marketers call the decision-making unit of a buying organisation the ________.

Briefly discuss the roles of commercial and personal sources of information in the consumer buying process.

Younger consumers are better off financially than mature consumers.They are the ideal market for travel,restaurants,high-tech home entertainment products and leisure goods and services.

________ are people within a reference group who,because of special skills,knowledge,personality or other characteristics,exert influence on others.

The greater the perceived relative advantage of a new product,the sooner it will be ________.