Exam 4: Note : Consumer and Organizational Buyer Behavior

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During the information search stage of the consumer decision-making process,consumers often turn to marketer-controlled sources,such as product Websites and brochures.Which of the following is a problem associated with these sources of information?

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(Multiple Choice)

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Question 1

Correct Answer:

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Knowing where customers are in the decision-making process most likely helps marketers to ________.

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(Multiple Choice)

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Question 2

Correct Answer:

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In a brief essay,discuss the differences between consumer markets and business-to-business markets especially as they relate to purchase decisions.

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Question 3

Correct Answer:

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In comparison to consumer markets,business markets are characterized by having fewer buyers and fewer transactions (but far larger transactions in dollar-value and quantity of goods per transaction).Business-to-business segments are easier to address (catalogue and target with customized communications).Other differences between consumer and business-to-business markets emphasize the differences in the way purchase decisions are made.Consumers,who as a rule make purchases as individuals,may use limited problem solving and rely on emotional responses in many situations; businesses are generally more thorough and more analytic,and often make purchases with teams or "buy centers" and/or with professional purchasing agents using formal procedures and approved specifications.

The first step in the personal selling process is ________.

(Multiple Choice)

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Question 4

Research indicates that consumers are spending an increasing amount of time on the information search stage of the consumer decision-making process because of the availability of information on the Internet.

(True/False)

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Question 5

The buyer decision process consists of five stages.Which of the following is NOT one of these stages?

(Multiple Choice)

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Question 6

Consumers often rely on decision guidelines,or mental rules-of-thumb,when weighing the merits of competing brands.These rules are referred to as ________.

(Multiple Choice)

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Question 7

The FCB Matrix organizes products by and .

(Multiple Choice)

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Question 8

Consumer demand for a product derives from a combination of and .

(Multiple Choice)

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Question 9

Teams of people in an organization who participate in purchase decisions are known as ________.

(Multiple Choice)

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Question 10

Customers are the ultimate users of a product and include both organizational buyers and distributors.

(True/False)

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Question 11

Customer satisfaction with a purchase is based on how the ________.

(Multiple Choice)

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Question 12

An attitude is best defined as a(n)________.

(Multiple Choice)

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Question 13

Advertising is more effective at building product awareness than at moving customers to purchase a product.

(True/False)

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Question 14

Why is it important for marketers to understand the consumer decision-making process and hierarchy of effects model? the position of customers on that continuum? In your answer,provide examples of marketing activities that are effective at different stages.

(Essay)

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Question 15

Business-to-business marketing differs from consumer marketing in that business-to-business marketing ________.

(Multiple Choice)

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Question 16

According to Maslow,________ can be arranged in a hierarchy.

(Multiple Choice)

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Question 17

In the hierarchy of effects model,________ is the first stage of the process..

(Multiple Choice)

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Question 18

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Exam 4: Note : Consumer and Organizational Buyer Behavior

During the information search stage of the consumer decision-making process,consumers often turn to marketer-controlled sources,such as product Websites and brochures.Which of the following is a problem associated with these sources of information?

Knowing where customers are in the decision-making process most likely helps marketers to ________.

In a brief essay,discuss the differences between consumer markets and business-to-business markets especially as they relate to purchase decisions.

The first step in the personal selling process is ________.

Research indicates that consumers are spending an increasing amount of time on the information search stage of the consumer decision-making process because of the availability of information on the Internet.

The buyer decision process consists of five stages.Which of the following is NOT one of these stages?

Consumers often rely on decision guidelines,or mental rules-of-thumb,when weighing the merits of competing brands.These rules are referred to as ________.

The FCB Matrix organizes products by ________ and ________.

Consumer demand for a product derives from a combination of ________ and ________.

Teams of people in an organization who participate in purchase decisions are known as ________.

Customers are the ultimate users of a product and include both organizational buyers and distributors.

Customer satisfaction with a purchase is based on how the ________.

An attitude is best defined as a(n)________.

Advertising is more effective at building product awareness than at moving customers to purchase a product.

Why is it important for marketers to understand the consumer decision-making process and hierarchy of effects model? the position of customers on that continuum? In your answer,provide examples of marketing activities that are effective at different stages.

Business-to-business marketing differs from consumer marketing in that business-to-business marketing ________.

According to Maslow,________ can be arranged in a hierarchy.

In the hierarchy of effects model,________ is the first stage of the process..

Overview of Marketing Strategy the Strategic Marketing Process

Situation Assessment - the External Environment

Situation Assessment - the Company

Strategy Formation

Implementation

Planning,assessment,and Adjustment

Note : Market Definition

Note : Context: Pest Analysis

Note : Customer Assessment - Trends and Insights

Note : Competitor Analysis - Competitive Intelligence

Note : Company Assessment - Missions and Visions

Note : Company Assessment - the Value Chain

Note : Industry Analysis

Note : the Product Life Cycle

Note : Experience Curve Effects on Cost Reduction

Note : Economies and Diseconomies of Scale

Note : Economies of Scope-Synergies and Virtuous Circles

Note : Market-Share Effects

Note : Scenario Analysis

Note : the Marketing Concept

Note : What Is a Marketing Strategy

Note : Generic Strategies - Advantage and Scope

Note : Generic Strategies - the Value Map

Note : Generic Strategies - Product-Market Growth Strategies

Note : Specific Marketing Strategies

Note : Market Segmentation

Note : Loyalty-Based Marketing,customer Acquisition,and Customer Retention

Note : Customer Lifetime Value

Note : Competitive Advantages

Note : Swot Analysis

Note : Targeting

Note : Positioning

Note : Customer-Oriented Market Research

Note : Brands and Branding

Note : Products - New Product Development

Note : Products - Innovations

Note : Products - Product Portfolios

Note : Pricing Strategies

Note : Promotion and People - Integrated Marketing Communications

Note : Place - Distribution

Note : Budgets,forecasts,and Objectives

Note : Staircase Analysis

Note : Assessment and Adjustment

Filters

The FCB Matrix organizes products by and .

Consumer demand for a product derives from a combination of and .