Exam 3: Buyer Behaviors

What current trends affect consumer buyer behaviors?

In new task purchasing situations, members of the buying center tend to go through all of the steps of the business-to-business buying process.

The evoked set model of evaluating alternatives suggests that consumers will buy products they used and liked in the past.

Describe the affect referral approach to considering purchase decision alternatives.

Didi carefully considers price, sound quality, and the size of a new stereo system. The sound quality is the most important factor, followed by the price. Didi is using the which evaluation model?

Which component of an attitude displays the individual's intentions, actions, or behavior?

In the business buying center, buyers are given formal responsibility for making the purchase while deciders are the individuals who authorize those decisions.

Upon recognizing a need, if a consumer selected a given brand in the past that resulted in a positive experience, the consumer will likely purchase the same brand and not engage in an information search.

An attitude consists of three components. Name and describe each component.

In terms of cognitive mapping, if most consumers have not considered Sunkist lemons as a substitute for salt, then an advertisement that conveys such a message to consumers is attempting to:

Which takes the most time to complete and typically involves the highest number of people in the buying process?

During the initial search for purchasing alternative products or services, a consumer considers all of the brands that he or she has used in the past.

The inert set is the set of brands:

A decision rule often employed by organizations is satisficing, which means that when the buying center has identified the best possible solution, it is chosen and the search is complete.

In the business-to-business buying process, the first step is:

Marketing communications are less effective in changing a person's attitude about a product than they are in changing a consumer's value structure.

Although Mike is a mechanic at a local auto repair shop, he does most of the cooking and grocery shopping for his family. This is an example of which buyer behavior trend?

When the buying center members find out that leasing a fleet from one car rental company holds the advantage of a better repair service contract than other companies provide, they are in which stage of the business-to-business buying process?

The individual that has the greatest ability to conduct an external search for information is the consumer who has:

In the purchase process, an external search for information may begin due to dissatisfaction with the last purchase a consumer made.