Exam 3: Buyer Behaviors

Involvement is the degree of ability a person holds in an external search of purchasing alternatives.

Strongly held beliefs about various topics or concepts are:

Name the steps of the consumer buying decision-making process.

Vendor evaluation consists of an initial screening of proposals,a vendor audit,and sharing audit information internally.

Purchase terms following the selection of a vendor are often only a formality because in most cases the agreement has been worked out during the selection process.

Although consumers want healthier foods,they also want convenience and are less willing to cook from scratch.They want foods that combine health attributes with convenience.

The business buying center is the group of people who make purchasing decisions on behalf of a company.

Gabrielle has average social status,and,due to her limited resources,is more cautious about making purchases of new products,such as the iPhone.Gabrielle would be considered a(n):

The level of motivation displayed by a member of a buying center depends on:

Selling virtually the same goods or services to consumers and businesses is called:

A greater emphasis on health is part of the new consumer buying environment.

In terms of personality,an extrovert is likely to display each of the following characteristics within the buying center,except:

Individuals can perform more than one role in the buying center and more than one individual can be involved in any particular role.

When a particular purchase decision directly affects an employee,that person may try to gain more power in the buying process.

In the new task purchase situation,potential vendors are often involved in helping the buyer develop clear specifications of what is needed.

In terms of cognitive mapping,if most consumers have not considered Sunkist lemons as a substitute for salt,then an advertisement that conveys such a message to consumers is attempting to:

In a buying center,who would say,"Since I'm the one who actually has to use this product,you should listen to me."

The members of the buying center who authorize purchasing decisions are called:

The members of the buying center who control the flow of information and keep vendors in or out of the process are called:

A person's ability to search and level of motivation partly determine how much time will be spent on an external search of purchasing alternatives.