Exam 3: Buyer Behaviors

A decision rule often employed by organizations is satisficing,which means that when the buying center has identified the best possible solution,it is chosen and the search is complete.

Through the Internet,Nike now offers consumers the opportunity to custom design their own shoes.This approach reflects the consumer buyer behavior trend of:

When selection criteria are used in the vendor selection decision,the most common criteria includes quality delivery,performance history,warranties,facilities and capacity,geographic location,and technical capability.

An inert set is a series of brands that are viewed as being negative because of past buying experiences.

Advertisements for food products and cleaning supplies once directed exclusively to women now must also be geared towards men.This is an example of the consumer behavior trend of:

When members of the buying center agree to consider IBM,Dell,and Hewlett-Packard in purchasing new computers because they are the firms that expressed interest,which stage of the b-to-b buying process is taking place?

The first step in the business-to-business buying process is the identification of needs.

A spin-off sale occurs when a brand used at work is also purchased for personal home use.

Pleasure cruises and exotic vacations take advantage of which consumer behavior trend?

What are the three components of the evoked set method of evaluating purchase alternatives? Describe each.

A new task purchase is the easiest,since new specifications will be developed.

Roles and perceived roles,motivational levels,and attitudes toward risk are examples of which factor that affects members of business buying centers?

What is dual-channel marketing?

The affect referral model of evaluating alternatives suggests that consumers will buy products they used and liked in the past.

In terms of an external search for information in a purchasing decision,involvement is:

An evoked set consists of the inept set and the inert set.

Fred thinks about buying lunch and quickly decides to go to Long John Silver's because they have his favorite shrimp.Fred's evaluation of alternatives is best explained by which model?

If a consumer has sufficient information from an internal search,he or she moves on to the next step of the decision-making process,evaluating alternatives,without engaging in an external search for additional information.

Upon recognizing a need,if a particular brand that was chosen in the past met that need and result in a positive experience,the consumer is likely to purchase the same brand again and will not engage in further search for information.

The affective part of an attitude is the part most directly related to making the actual purchase.