Exam 3: Buyer Behaviors

A simulation of the knowledge structures embedded in an individual's brain is called a(n):

If an individual is directly affected by a purchase decision, then he/she will strive to gain more power in the business-to-business buying process.

Age complexity involves children growing up faster as well as older Americans wanting to act and feel younger than they are.

The factors that affect members of the buying center are individual factors and which other factor?

Roles within the buying center are socially constructed, which means people define how they will act in the business-to-business purchase process and how they will interact with others.

Advertisements for food products and cleaning supplies once directed exclusively to women now must also be geared towards men. This is an example of the consumer behavior trend of:

Individuals who are extroverted tend to become less involved in the business-to-business buying process than introverts.

Pleasure cruises and exotic vacations take advantage of which consumer behavior trend?

In a buying center of a large company, the purchasing agent is normally the:

In the "establishing specifications" step of the business-to-business purchasing process, for a modified rebuy situation, specifications are:

If Brayden is swayed by an ad that incites fear of his home being burglarized, he is being influenced by which component of an attitude?

Which model of evaluation of alternatives suggests that consumers buy brands they like best or connect with emotionally?

The cost of conducting an external search for information consists of the actual cost of the product, subjective costs associated with the search, and the opportunity cost of foregoing other activities.

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 need for cognition is a personality characteristic that links the drive to consider alternatives with the drive to take action quickly.

A cognitive map explains how much time a person spends in an external search for information based on the person's ability to search, time to search, and how much the individual prefers a specific brand.

When selection criteria are used in the vendor selection decision, the most common criteria includes quality delivery, performance history, warranties, facilities and capacity, geographic location, and technical capability.

Strongly held beliefs about various topics or concepts are:

During the external information search process, consumers with high levels of involvement tend to spend:

The affective part of an attitude is the part most directly related to making the actual purchase.