Buyer Behavior
What term describes how consumers move from first contact with a company to final purchase?
Buyer behavior
Which customers buy products to manufacture and sell their own goods?
Manufacturers
What type of rebuy occurs when a customer repeatedly buys the same product from the same supplier?
Straight rebuy
Why do buyers prioritize avoiding risk over gaining benefits?
Because decisions affect personal reputation and organizational performance
What model views products as bundles of weighted attributes?
The multiattribute model of product choice
Which buyer behavior model is driven by return on investment (ROI)?
The economic model
What type of manufacturer buys components or raw materials to include in their products?
Original Equipment Manufacturers (OEMs)
What type of rebuy occurs when buyers seek new information due to changing needs?
Modified rebuy
What sources are more trusted than vendor messaging?
independent sources and word-of-mouth
How is value calculated in product evaluation?
Value equals benefits divided by cost
Which model focuses on motives, personality, and desires?
The psychoanalytic model
What type of customer purchases goods and services to support internal operations?
End-user manufacturers
What usually triggers a straight rebuy?
Internal events such as low inventory levels
What evaluation approach looks at installation, freight, maintenance, and operating costs?
Organizational economic criteria
Why is no product considered best on all attributes?
Because attributes are weighted differently by decision-makers
Which buyer behavior model relies on experience, usage, and learning?
The learning theory model
Which customers often have purchasing rules as complex as government agencies?
Institutions
Who usually makes organizational purchase decisions?
A group of people rather than one individual
What type of risk involves negative impacts on the organization’s performance or results?
Organizational risk
Which buyer role is more likely to prioritize speed and memory?
A CIO
Which model is driven by data, market solutions, and social feedback?
The information model
Who purchases products for personal or family use?
Consumers
What term describes the increasing commitment organizations develop toward a supplier over time?
Creeping commitment
Why do buyers prefer established, trusted suppliers?
Because prior experience lowers uncertainty and perceived risk
Why must salespeople adjust value messaging based on the decision-maker?
Because different roles assign importance to different benefits