Question 1

Describe the steps of the buyer decision process.

Accepted Answer

The buyer decision process consists of five stages: need recognition,information search,evaluation of alternatives,purchase decision,and postpurchase behavior.
1.Need Recognition: The buying process starts with need recognition-the buyer recognizes a problem or need.The need can be triggered by internal stimuli when one of the person's normal needs-for example,hunger or thirst-rises to a level high enough to become a drive.A need can also be triggered by external stimuli.
2.Information Search: An interested consumer may or may not search for more information.If the consumer's drive is strong and a satisfying product is near at hand,he or she is likely to buy it then.If not,the consumer may store the need in memory or undertake an information search related to the need.
3.Evaluation of Alternatives: Marketers need to know about alternative evaluation,that is,how the consumer processes information to arrive at brand choices.Unfortunately,consumers do not use a simple and single evaluation process in all buying situations.Instead,several evaluation processes are at work.The consumer arrives at attitudes toward different brands through some evaluation procedure.
4.Purchase Decision: In the evaluation stage,the consumer ranks brands and forms purchase intentions.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.The first factor is the attitudes of others.The second factor is unexpected situational factors.The consumer may form a purchase intention based on factors such as expected income,expected price,and expected product benefits.However,unexpected events may change the purchase intention.
5.Postpurchase Behavior: After purchasing the product,the consumer will either be satisfied or dissatisfied and will engage in postpurchase behavior of interest to the marketer.If the product falls short of expectations,the consumer is disappointed; if it meets expectations,the consumer is satisfied; if it exceeds expectations,the consumer is delighted.The larger the gap between expectations and performance,the greater the consumer's dissatisfaction.

Question 2

A shoe company's ads feature the members of a popular country music band.Product sales increase significantly among the band's fans.From the fans' viewpoint,the band is a(n) ________.

Accepted Answer

A)   membership group
B)   reference group
C)   laggard
D)   subculture
E)   late-majority adopter B

Question 3

Identify the product characteristics that influence the rate of adoption of a product.Explain how each characteristic affects the rate of adoption.

Accepted Answer

The five most important product characte...

Question 4

Consumers within a social class tend to exhibit similar buying behaviors.

Accepted Answer

A) True 
 B)False

Question 5

Identify and describe the stages in the adoption process of a new product.

Accepted Answer

Consumers go through five stages in the ...

Question 6

Mike's,a chain of department stores,regularly purchases plastic bags from a certain supplier.The store decides to switch to less expensive bags made of biodegradable plastic.The change will promote an environmentally-friendly image for the department store and cut costs.This approach to cost reduction most likely occurred in the ________ stage of the business buying process.

Accepted Answer

A)   problem recognition
B)   general need description
C)   product specification
D)   supplier search
E)   proposal solicitation

Question 7

A business buyer is considering a change in product specifications,terms,and possibly suppliers.This buying situation is referred to as a(n) ________.

Accepted Answer

A)   modified rebuy
B)   new-task situation
C)   straight rebuy
D)   dual distribution channel
E)   exclusive distribution channel

Question 8

Explain Maslow's hierarchy of needs.

Accepted Answer

Maslow suggested that our unfulfilled ne...

Question 9

Which of the following needs in Maslow's hierarchy is generally satisfied last?

Accepted Answer

A)   physiological needs
B)   social needs
C)   esteem needs
D)   self-actualization needs
E)   safety needs

Question 10

A(n) ________ reflects the general esteem given to the different roles of a person by society.

Accepted Answer

A)   motive
B)   attitude
C)   belief
D)   tradition
E)   status

Question 11

According to Maslow's hierarchy of needs,which of the following is true?

Accepted Answer

A)   The most pressing needs are placed at the top of the hierarchy.
B)   Physiological needs include a sense of belonging and love.
C)   An individual will try to satisfy least pressing needs first.
D)   Lower-level needs are fulfilled before higher-level needs.
E)   All needs in the hierarchy are biological needs.

Question 12

Fred's faith in his favorite brand makes him consider new initiatives and products introduced by the brand.Fred is not a risk-taker,and he tends to evaluate each new product carefully before adopting it.Fred is an opinion leader in his social networking community.Fred is best described as a(n) ________.

Accepted Answer

A)   lagging adopter
B)   innovator
C)   early adopter
D)   early mainstream adopter
E)   late mainstream adopter

Question 13

________ is the degree to which an innovation is difficult to understand or use.

Accepted Answer

A)   Relative advantage
B)   Compatibility
C)   Complexity
D)   Divisibility
E)   Communicability

Question 14

Which of the following is an experiential source of product information?

Accepted Answer

A)   salespeople
B)   using the product
C)   Internet searches
D)   packaging
E)   mass media B

Question 15

________ are tradition-bound,suspicious of changes,and adopt an innovation only when it has become something of a tradition itself.

Accepted Answer

A)   Latent innovators
B)   Early adopters
C)   Early mainstream adopters
D)   Lagging adopters
E)   Late mainstream adopters

Question 16

Early adopters are opinion leaders in their communities and adopt new ideas early but carefully.

Accepted Answer

A) True 
 B)False

Question 17

Which of the following is most likely a true statement about social class?

Accepted Answer

A)   Members of a social class vary drastically in their values, interests, and behaviors.
B)   In the United States, the lines between social classes are fixed and rigid.
C)   Social classes show distinct product preferences in areas such as clothing.
D)   Wealth is a more important variable than education in measuring social class.
E)   Consumers of the same age belong to the same social class.

Question 18

________ is the degree to which an innovation fits the values and experiences of potential consumers.

Accepted Answer

A)   Relative advantage
B)   Divisibility
C)   Complexity
D)   Compatibility
E)   Communicability

Question 19

________ is the degree to which the results of using an innovation can be observed or described to others.

Accepted Answer

A)   Relative advantage
B)   Compatibility
C)   Complexity
D)   Divisibility
E)   Communicability

Question 20

What are the potential disadvantages of e-procurement?

Accepted Answer

While e-procurement offers plenty of adv...

Exam 5: Understanding Consumer and Business Buyer Behavior

Describe the steps of the buyer decision process.

A shoe company's ads feature the members of a popular country music band.Product sales increase significantly among the band's fans.From the fans' viewpoint,the band is a(n) ________.

Correct Answer
verified
B

Identify the product characteristics that influence the rate of adoption of a product.Explain how each characteristic affects the rate of adoption.

Correct Answer
verified
The five most important product characte...
View Answer

Consumers within a social class tend to exhibit similar buying behaviors.

Correct Answer
verified

Identify and describe the stages in the adoption process of a new product.

Correct Answer
verified
Consumers go through five stages in the ...
View Answer

Correct Answer
verified

A business buyer is considering a change in product specifications,terms,and possibly suppliers.This buying situation is referred to as a(n) ________.

Correct Answer
verified

Explain Maslow's hierarchy of needs.

Correct Answer
verified
Maslow suggested that our unfulfilled ne...
View Answer

Which of the following needs in Maslow's hierarchy is generally satisfied last?

Correct Answer
verified

A(n) ________ reflects the general esteem given to the different roles of a person by society.

Correct Answer
verified

According to Maslow's hierarchy of needs,which of the following is true?

Correct Answer
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Correct Answer
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________ is the degree to which an innovation is difficult to understand or use.

Correct Answer
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Which of the following is an experiential source of product information?

Correct Answer
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B

________ are tradition-bound,suspicious of changes,and adopt an innovation only when it has become something of a tradition itself.

Correct Answer
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Early adopters are opinion leaders in their communities and adopt new ideas early but carefully.

Correct Answer
verified

Which of the following is most likely a true statement about social class?

Correct Answer
verified

________ is the degree to which an innovation fits the values and experiences of potential consumers.

Correct Answer
verified

________ is the degree to which the results of using an innovation can be observed or described to others.

Correct Answer
verified

What are the potential disadvantages of e-procurement?

Correct Answer
verified
While e-procurement offers plenty of adv...
View Answer

Exam 5: Understanding Consumer and Business Buyer Behavior

Describe the steps of the buyer decision process.

A shoe company's ads feature the members of a popular country music band.Product sales increase significantly among the band's fans.From the fans' viewpoint,the band is a(n) ________.

Correct AnswerverifiedB

Identify the product characteristics that influence the rate of adoption of a product.Explain how each characteristic affects the rate of adoption.

Correct AnswerverifiedThe five most important product characte...View AnswerShow Answer

Consumers within a social class tend to exhibit similar buying behaviors.

Correct AnswerverifiedShow Answer

Identify and describe the stages in the adoption process of a new product.

Correct AnswerverifiedConsumers go through five stages in the ...View AnswerShow Answer

Correct AnswerverifiedShow Answer

A business buyer is considering a change in product specifications,terms,and possibly suppliers.This buying situation is referred to as a(n) ________.

Correct AnswerverifiedShow Answer

Explain Maslow's hierarchy of needs.

Correct AnswerverifiedMaslow suggested that our unfulfilled ne...View AnswerShow Answer

Which of the following needs in Maslow's hierarchy is generally satisfied last?

Correct AnswerverifiedShow Answer

A(n) ________ reflects the general esteem given to the different roles of a person by society.

Correct AnswerverifiedShow Answer

According to Maslow's hierarchy of needs,which of the following is true?

Correct AnswerverifiedShow Answer

Correct AnswerverifiedShow Answer

________ is the degree to which an innovation is difficult to understand or use.

Correct AnswerverifiedShow Answer

Which of the following is an experiential source of product information?

Correct AnswerverifiedB

________ are tradition-bound,suspicious of changes,and adopt an innovation only when it has become something of a tradition itself.

Correct AnswerverifiedShow Answer

Early adopters are opinion leaders in their communities and adopt new ideas early but carefully.

Correct AnswerverifiedShow Answer

Which of the following is most likely a true statement about social class?

Correct AnswerverifiedShow Answer

________ is the degree to which an innovation fits the values and experiences of potential consumers.

Correct AnswerverifiedShow Answer

________ is the degree to which the results of using an innovation can be observed or described to others.

Correct AnswerverifiedShow Answer

What are the potential disadvantages of e-procurement?

Correct AnswerverifiedWhile e-procurement offers plenty of adv...View AnswerShow Answer

Correct Answer
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B

Correct Answer
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The five most important product characte...
View Answer

Correct Answer
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Correct Answer
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Consumers go through five stages in the ...
View Answer

Correct Answer
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Correct Answer
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Correct Answer
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Maslow suggested that our unfulfilled ne...
View Answer

Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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B

Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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Correct Answer
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While e-procurement offers plenty of adv...
View Answer