Exam 6: Understand Consumer and Business Markets

When Tom wanted to buy a new gas grill, he searched for grills on the Internet. He was able to gather information on grills and learn what features were available. Tom used the Internet during the ________ stage of his purchase decision.

Describe the process of perception and discuss how marketers can influence each component of the perception process.

AIO stands for ________.

A ________ identifies the degree of effort required of the firm's personnel to collect information and make a purchase decision.

________ is the marketing of goods and services that businesses and other organizations buy for purposes other than personal consumption.

Sometimes supplier selection is based on ________, which means a buyer and a seller agree to purchase each other's goods and services.

Business markets tend to be more geographically concentrated than consumer markets.

A new-task buy ________.

Perception is an example of an internal influence on the consumer decision-making process.

In terms of organizational markets, discount stores are examples of ________.

The consumer's ________ determines whether she will engage in habitual decision making, extended problem solving, or something in between the two.

To purchase an item from an Internet site, you will be asked to provide a credit card number. Because of ________, a computer hacker who intercepts this number as it is being sent to the seller would likely see £D¥$&0PDJLJL, or something equally as meaningless.

Easy Spirit uses ads featuring a country music singer with the hope that her fans will see her wearing Easy Spirit shoes and want to wear the same shoes she wears. Easy Spirit is hoping the singer's fans view her as a ________.

Heuristics can be used to explain why Madelyn always buys a specific brand of deodorant and why Ralph always buys whatever brand he happens to see first.

Although much of the equipment used by dentists is thrown away after one use, many of the instruments used to clean teeth, fill cavities, and deal with impactions and other dental problems are made of steel and must be sterilized. A dentist is considering replacing his conventional steam sterilizer with a chemical sterilizer that cleans without rusting or corroding instruments. Because the dentist is already familiar with sterilizers, he is looking to find the best price possible on a chemical sterilizer. He is engaged in a ________.

High-involvement purchase decisions likely involve extended problem solving.

The ________ is the member of the buying center whose primary function is handling the details of the transaction.

Marketers use the North American Industry Classification System to evaluate________.

Business-to-business marketing differs from consumer marketing in that business-to-business marketing ________.

Discuss the security issues of B2B e-commerce and how companies address those issues.