Exam 3: Buyer Behaviors

The multiattribute model of purchase evaluation suggests the consumers consider both product characteristics and the importance of those characteristics as they make purchases.

Didi carefully considers price,sound quality,and the size a new stereo system.The sound quality is the most important factor,followed by the price.The evaluation model being used by Didi is:

Heuristics that are used in purchase decision-making are created by company goals,budgets,and other organizational factors.

The conative component of an attitude:

An influencer always serves as the gatekeeper in the business buying center.

Julian,the owner of a small company asks his secretary to call some of the local office supply stores and locate two that would offer a good deal on a new copy machine.In performing this task,the secretary is assuming which roles within the buying center?

In marketing the iPhone,the first group of adaptors targeted by Apple's marketing team was the early majority.

Cognitive maps can be altered to incorporate situations in which a message or idea currently has no current linkages within a person's current knowledge structure.

What are the three categories of business-to-business purchase decisions? Define each one.

In the business-to-business buying process,the evaluation of vendors normally occurs at three levels.The first level is:

Jim has limited income and is very cautious about purchasing new products,such as the iPhone.Only when he faces strong social pressure from his friends and relatives will he make the purchase.Jim would be considered a member of the early majority group of consumers in terms of new product adoptions.

Which component of an attitude contains the feelings or emotions a person has about a product?

In new task purchasing situations,members of the buying center tend to go through all of the steps of the b-to-b buying process.

The gatekeeper is the individual in the business buying center who makes the eventual purchasing decision.

The motivation to search for purchase alternatives is largely determined by the individual's age and social status.

Individuals with high levels of cognitive involvement will display all of the following characteristics,except:

The member of the buying center who is most likely to negotiate the price is the:

The two components of the consumer decision-making process that are most critical to developing an integrated marketing communications program are:

During the internal search process for purchasing alternatives, a key objective for creatives and brand managers is to:

Each of the following would be examples of the consumer buyer behavior trend of cocooning,except: