Exam 6: Understand Consumer and Business Markets

Bella is exposed to around 2,500 messages daily. Since she cannot process, let alone retain, all those messages, she focuses on what is relevant and eliminates what is not. What psychological tool does she employ?

Karla bought her dress for the recital not because she liked the color and style, but because it made her feel good about herself, and she needed that confidence before performing. This represents the importance of the ________ aspect of a product.

After shopping around, Janine bought a top-of-the-line Vitamix, but when she got home she was worried that she spent too much and should have bought a less expensive juicer. Janine was experiencing post-purchase dissonance.

John's beliefs, attitudes, and behaviors are influenced by his friends. His friends can be identified as a(n) ________ group.

When Bob was asked to describe Sherry, he didn't describe her based on her age or education; rather, he talked about her easy-going manner, which reflected her ________.

Internal forces such as ________ affect consumer choices.

Ammon works at Max's Pizza shop. He is a single father and makes only minimum wages. However, by utilizing the new financial terms available, he recently leased a BMW automobile; this is an example of a(n) ________ purchase.

________ communication is the means of communicating through facial expressions, eye behavior, gestures, posture, and any other body language.

Marketing managers need to pay attention to culture because ________.

Frito-Lay is using ________ when offering free in-store samples of Doritos for the express purpose of getting people to try the product, enjoy the product, and finally purchase a bag of Doritos.

Which of the following shapes a person's belief system?

Cognitive learning involves creating an association between two stimuli.

Maryanne noticed that one of the manufacturing teams lost productivity over a six-month period. She puts together a document that describes the productivity loss and does a study to determine the cause. She finds that one of the key machines in the process breaks down often. Maryanne asks several machine manufacturers to come in to make proposals for new machines. Maryanne is playing the role of a(n) ________.

Josh notices the low-fuel light is on as he is driving home. Without any additional information, he stops at the local station on the way home to fill up. This is an example of a(n) ________.

Graduating from college, getting married, and having a child all transform an individual's buying habits and are referred to as the ________.

Organizations have resorted to various e-procurement methods, such as setting up direct links to approved suppliers to make the business purchase easier and move it closer to front-line decision makers.

Lifestyle refers to an individual's perspective on life as demonstrated by that person's activities, interests, and opinions (AIO).

The relationship between consumer demand for products and demand for B2B products is known as ________ demand.

The household life cycle is changing due to changes in ________.

Family is a societal factor that impacts consumer choices.