Ch 6:Consumer
Behavior
Behavior
(T/F) Final Consumers are individuals who acquire products or services for their personal or their small businesses consumption.
FALSE.
for their personal or their family's consumption!
_______ demand means that the demand for organizational goods is ultimately a function of demand for consumer goods and services. (MC)
A. Corporate
B. Organizational
C. Derived
D. Consumer
This is an option when a marketer spots an opportunity to adapt an existing product to serve a niche in their target audience.
Line Extension
FALSE.
viable only when FEW competitors exist.
What does RFID stand for? (MC)
A. Rear Facing Infrared Detection
B. Radio Frequency Identification
C. Retailer Food Item Identification
D. Retailer Film Identification
Selective ___________ occurs when consumers construe information in ways that allow it to fit with existing beliefs and attitudes.
INTERPRETATION
In business markets with inelastic demand ________. (MC)
A. the total demand for products is not much affected by short-term price changes B. buyers are highly sensitive to price changes
C. derived demand is absent
D. a business purchase usually involves less decision participants
This category of adopters contains opinion leaders, who are vocal and pass on word-of-mouth information. (MC)
A. Innovators
B. Early Majority
C. Early Adopters
D. Early Opinions
Samples, coupons, cash rebates, etc. are all examples of what type of pricing tactics?
Consumer-oriented or PULL
When sellers bypass intermediaries to sell directly to end users, we call that: (MC)
A. Multilevel marketing
B. Omni-channel marketing
C. Direct marketing
D. Distribution marketing
What is TOMA?
Top of Mind Awareness
This group has the power to prevent sellers or information from reaching the buying center.
Gatekeepers
This stage in the PLC is usually when competitors enter the marketplace.
Growth
An appropriate response for companies wanting to pursue a variable pricing strategy while staying on the right side of the law is ________. (MC)
A. neutral pricing
B. segmented pricing
C. price discrimination
D. high-low pricing
Which is not a common function of intermediaries (channel partners)? (MC)
A. Logistics
B. IT Services
C. Financing
D. Consulting
E. Marketing
The single-most important socio-cultural influence on consumption behavior is the__________. (MC)
A. culture
B. family unit
C. social class
D. subculture
The construction of a concrete factory in Indonesia, bid on by both the US and Japan, was a classic example of _____________.
System Selling
Which of the following is not a category of B2C products? (MC)
A. Unsought
B. Shopping
C. Convenience
D. Specialty
E. None
This is a term used to describe when a single reference price might be used to signal an entire store's prices in general.
Signposts
A _________ VMS is when a manufacturing firm owns and controls a retail chain or a retail chain owns a manufacturing firm.
Corporate
Name the 5 steps in the Consumer Buying Decision process.
1. Problem Recognition
2. Information Search
3. Alternative Evaluation
4. Choice
5. Post-Purchase Processes
What is the 6th step in the Organizational Buying Process?
6. Determine Appropriate Purchase Protocol
This is a KEY weapon for overcoming product parity.
Branding.
Also would accept: Experiential Marketing
This is a long-term pricing strategy to generate the highest net income over time.
Profit maximization
This is a global PLACE strategy that is typically less risky than importing or exporting.
Licensing/Franchising