Exam 3: Buyer Behaviors

In the business buying center,buyers are given formal responsibility for making the purchase while deciders are the individuals who authorize those decisions.

From a marketing perspective it is easier to strengthen a linkage that already exists than to create a new linkage or modify a current linkage.

The key to understanding the multiattribute model to evaluate alternatives is being aware that consumers examine sets of product attributes across an array of brands.

The brands a person considers in a purchasing situation is called the buyer's:

Cognitive maps explain the importance of repetition,because most marketing messages are quickly lost in short term memory.

In a buying center of a large company,the purchasing agent is often the:

In the modified rebuy situation,once a need has been recognized buyers will skip intervening steps in the b-to-b buying process and go directly to making a purchase.

Decision rules that help employees make quick decisions regarding purchases are called:

When an acceptable purchasing alternative has been identified and it is taken,the process is called:

One reason consumers may use the affect referral model of evaluating alternatives is that they may have already used the multiattribute approach to evaluate the alternatives for a previous purchase situation.

A modified re-buy is most likely to occur when:

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

Strong brands are not as important in the global market because price is often the deciding factor.

An individual who has an extensive knowledge of a product category will likely spend more time in the external search process than someone with just a moderate level of product category knowledge.

An external search for purchasing alternatives and information may begin with dissatisfaction with the last purchase.

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

The level of involvement a consumer displays during the external information search process is determined by such factors as cost and the product's importance.

Derived demand is demand:

Which consumer buyer behavior trend suggests that the traditional roles,lifestyles,and interests of both men and women are becoming blurred?

Various members of a buying center will have different degrees of cognitive involvement,depending on which role is being played.