Exam 3: Buyer Behaviors

Spin-off sales occur when:

During the internal search process for product information, a key objective for creatives and brand managers is to:

An internal information search for product information occurs when:

In using the affect referral model to decision making, the person considers:

Julian, the owner of a small company asks his secretary to call some of the local office supply stores and locate two that would offer a good deal on a new copy machine. In performing this task, the secretary is assuming which initial roles within the buying center?

The cognitive component of an attitude:

Upon recognizing a need, if a consumer selected a given brand in the past that resulted in a positive experience, the consumer will likely purchase the same brand and not engage in an information search.

Consumers experience a need or want when a gap exists between an individual's current state and desired state.

What individual factors affect members of the buying center?

A new task purchase situation exists when a new, potential vendor offers a company what is perceived to be a better buy than the company is getting now from its current vendor.

When an acceptable purchasing alternative has been identified and is taken without an effort to seek an optimal solution, the process is called:

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.

A low-price, low-involvement purchase is likely to begin with which component of an attitude?

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

An evoked set is the set of brands that:

Mackenzie is spending weeks in deciding which pair of jeans to buy because she is considering all the factors involved, such as price, color, and style. Which method is being used to evaluate the various brands?

In dual-channel marketing, to avoid confusing individuals who might see messages aimed at consumers and other messages aimed at businesses promoting different benefits, companies often engage in dual branding.

If bids are taken at the end of each year's contractual agreement with a company's vendors, then each time the company engages in this activity, it is considered a straight rebuy purchase.

The member of the buying center who actually uses items after they are purchased is the:

Individuals within the buying center who shape the purchasing decision by providing information or criteria that should be used in evaluating alternatives are called deciders.