Exam 6: Understand Consumer and Business Markets

An attitude is a learned predisposition to respond to an object or class of objects in a consistently favorable or unfavorable way. Attitudes are seldom if ever neutral.

James is highly influenced by his work environment. He will most likely ________.

________ criteria are a set of analyses and metrics grouped together to assess the cost of ownership.

Internal factors affecting consumer choices include personal characteristics and psychological attributes.

Companies like Home Depot sell to the B2B market and B2C market out of the same store. This puts the company in the category of a(n) ________.

It is said that B2B demand is more ________ in general than B2C demand for products or services.

The two fundamental approaches to learning are ________.

Alma and Tarvares see an ad for a new Sony LCD flat-panel television. Alma sees the ad as a high-quality television worth the money while Tarvares sees the ad as an overpriced television that does not warrant a premium price. What makes them see the same ad so differently?

________ is a set of unique personal qualities that produce distinctive responses across similar situations.

In the purchase process, the purpose of outlining product specifications is ________.

Mike and Judy find out they are going to have a baby and realize their Infiniti G coupe has to be replaced with a more practical vehicle. They engage in a thorough information search by reviewing car magazines, soliciting opinions from friends and family, conducting online research, reading consumer reports, and test-driving a number of new cars and SUVs before making a final purchase decision. This is an example of extensive information search.

When people are concerned about the outcome of a process, they will spend more time acquiring information about product options and become more emotionally connected to the process and the decision by engaging in ________.

Perception drives a person's attitudes, beliefs, motivation, and, eventually, his or her ________.

The nature of B2B markets requires ________.

Keeping your hands in your pockets and looking at the clock are examples of positive nonverbal communication.

The primary difference between selling to the profit-oriented market and the nonprofit market is that nonprofits ________.

Attitudes are learned or at least influenced by ________.

Values, morals, and beliefs are all part of one's culture.

________ occurs when information is processed and added to long-term memory.

Mary pretends that she has a three-bedroom house with a minivan in the driveway, even though she lives in an apartment and takes the train to work. The three-bedroom house reflects Mary's real state.