Exam 6: Understand Consumer and Business Markets

Opinion leaders influence younger consumers but usually have little or no effect on adults seeking to make a major purchase.

Jane's aunt wants a cashmere blanket to put over her legs when she watches television from her favorite chair.Jane could drive 50 miles and pay $90 for the blanket,or she could order one off the Internet for $168.Because Jane works fifty hours a week,cares for three children,and tries to help her aunt,she opts to buy the blanket on the Internet.This is an example of how ________ influences the consumer decision-making process.

The individual who develops the product specifications for a complex product would likely assume the role of influencer in the buying center.

When an insurance company tailors its promotional messages to show how its products protect people from being devastated by a natural disaster or an accident,the company is appealing to a higher level need on Maslow's hierarchy of needs.

High-involvement purchase decisions likely involve extended problem solving.

A person's ________ is composed of a mixture of his beliefs about his abilities and observations of his own behavior and feelings (both positive and negative).

To determine the best price for a first edition copy of a Stephen King novel with a dust jacket in mint condition,Jason would most likely use a ________ to provide him with pricing information from all the bookstores that currently have the requested book in stock.

Many businesses today are abandoning traditional business attire and allowing their employees to come to work in business casual that typically does not include ties,cufflinks,or business suits.There has been a decrease in the sale of silk ties as a result of this cultural trend.A decrease in consumer demand for silk ties has led to a decrease in demand for silk because the demand for silk is ________.

Easy Spirit uses ads featuring a country music singer with the hope that her fans will see her wearing Easy Spirit shoes and want to wear the same shoes she wears.Easy Spirit is hoping the singer's fans view her as a ________.

Marketers can have little to no effect on the evaluative criteria consumers use.

The ________ is the member of the buying center who controls the flow of information to other members.

Juana looked at her September issue of O magazine and did not see anything of interest.However,after her mother was diagnosed with bipolar disorder,Juana found the issue extremely interesting because it offered advice on how to help people who are suffering from this problem.The fact that the boring issue became quite interesting is most directly due to a change in Juana's ________.

Purchase decision making usually begins with information search and then moves to evaluation of alternatives.

A participant in a buying center can only assume one role for any single purchase decision.

A patient of Dr.Albrecht told the dentist he needed to buy a machine that would sterilize his tools without using any water because water tends to cause the tools to rust or corrode over time.In terms of the buying center,the patient had the role of ________.

A belief that your family is more important than your job is an example of a cultural value.

Which internal influence on consumer behavior most likely explains why so many ads contain puppies,kittens,and small children that have nothing to do with the product? Explain your answer.

Most demand for business-to-business products is ________.

Why might a company use crowdsourcing?

The process that individuals or groups go through to select,purchase,use,and dispose of goods,services,ideas,or experiences to satisfy their needs and desires is known as ________.