Exam 6: Understand Consumer and Business Markets

How have marketers responded to an increasing sense of time poverty among consumers?

Which of the following make up the largest single business and organizational market in the United States?

A participant in a buying center can only assume one role for any single purchase decision.

In what type of purchase would one person most likely assume all or most buying center roles?

According to Maslow's hierarchy of needs, a person is concerned with fulfilling basic physiological needs before he is concerned with fulfilling social or psychological needs.

________ refers to how positive a person's ________ is.

A consumer identifies evaluative criteria during the ________ step of the consumer decision-making process.

Pat thought he had received the best deal on his new car. Shortly after the purchase, Pat started to notice certain disadvantages of his new car as he learned more about other cars. Pat was experiencing ________.

The cognition component of a person's attitude would typically be more influential than the affect component for purchases such as scented candles, bath salts, and luxurious towels.

Business marketers have a broader customer base and a larger number of buyers compared to consumer marketers.

Suppliers are more likely to stay price competitive when the purchasing company uses single sourcing than when it uses multiple sourcing.

________ is the step of the decision-making process in which the consumer checks her memory and surveys the environment to identify what options might solve her problem.

A belief that your family is more important than your job is an example of a cultural value.

Cognitive learning theories assume that ________.

In terms of the buyclass framework, the purchase of paper towels and toilet paper to restock an employee restroom would be an example of a modified rebuy.

Purchase decision making usually begins with information search and then moves to evaluation of alternatives.

The product alternatives a customer seriously considers are referred to as the ________.

PPG Industries is a producer of glass for windows. It likely sells its products in the consumer market.

An attitude is ________.

What are the steps in the business-to-business buying decision process? Discuss how they are different from the steps in the consumer decision process.