Exam 3: Buyer Behaviors

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

Derek eliminated New Balance shoes because he doesn't know anything about them. Derek used which type of evaluation process to make this decision?

Risk avoidance leads buyers to switch to the vendor offering the lowest prices.

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

In a buying center, the person who would be the most likely to say, "We need to limit our choices to local vendors" is:

In dual-channel marketing, if the benefits sought from a product differ between the consumer and business-to-business markets, the best marketing strategy is to create separate communication messages.

The conative component of an attitude:

The cognitive component of an attitude is a person's mental image, understanding, and interpretation of a product.

Factors that affect a person's values include the individual's personality, temperament, environment, and culture.

The amount of time a consumer spends on an external information search depends on three factors. What are they?

During the external information search process, consumers with high levels of involvement tend to spend:

Roles within the buying center are socially constructed, which means people define how they will act in the business-to-business purchase process and how they will interact with others.

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

The behaviors of each member of the buying center are influenced by both organizational and individual factors.

Strongly held beliefs about various topics or concepts are:

Individuals who engage in and enjoy mental activities have a:

The purchase decision that requires the least effort and is often made quickly is a(n):

Which component of an attitude displays the individual's intentions, actions, or behavior?

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

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