Exam 3: Buyer Behaviors

An external search for purchasing alternative products or services takes place when a consumer thinks about the brands he or she is willing to consider.

If a potential vendor offers what is perceived by a member of the buying center to be a better buy, the company may want to revisit the purchase decision. This type of situation is typically a:

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

From a marketing perspective, it is harder to strengthen a linkage that already exists than to create a new linkage or modify a current linkage in an individual's cognitive map.

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

Which takes the most time to complete and typically involves the highest number of people in the buying process?

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

Selling computers to individuals and businesses is an example of:

The consumer demand for convenience and time-saving devices is the result of which consumer buyer behavior trend?

In terms of attitude formation, the most common sequence is:

A cognitive map explains how much time a person spends in an external search for information based on the person's ability to search, time to search, and how much the individual likes shopping.

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

An audit team is utilized in which stage of the business-to-business buying process?

A modified rebuy may occur when someone in the buying center believes the current vendor should be reevaluated.

A simulation of the knowledge structures embedded in an individual's brain is called a(n):

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

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

Which component of an attitude refers to a person's mental images, understanding, and interpretation of a product?

At international trade shows, it is unlikely that an actual sale will be finalized, but the opposite is true for domestic U.S. trade shows.

Vendor evaluation consists of an initial screening of proposals followed by a vendor audit of those who pass the initial screening.