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_________ refers to the practice of including ethnic themes and cross-cultural practices within a company’s mainstream. |
A total market strategy |
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Which of the following is a social factor that influences consumer buying behavior? |
Roles and status |
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A purse company’s ads feature the members of a popular housewives reality show. Product sales increase significantly among the fans. From the fans’ viewpoint, the housewives reality show is a(n) _____. |
reference group |
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Which of the following types of marketing involves creating opinion leaders to serve as brand ambassadors to spread the word about a company’s products? |
Buzz marketing |
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When marketers want to promote their products and services through word-of-mouth marketing programs, they typically begin by ________. |
generating person-to-person brand conversations |
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Which of the following is a personal factor that influences a consumer’s buying behavior? |
Occupation |
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Which of the following needs in Maslow’s hierarchy is generally satisfied first? |
Physiological needs |
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According to the model of buyer behavior, what is in a buyer’s black box? |
The buyer’s characteristics and the buyer’s decision process |
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What is the first step of the buyer decision process? |
Need recognition |
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Consumers can obtain information from any of several sources. Which source is the most effective in that they legitimize the product? |
Personal sources |
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What determines if a buyer is satisfied or dissatisfied with a purchase? |
The relationship between the consumer’s expectations and the product’s perceived performance |
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Which of the following lists the five steps of the buyer decision process in the correct order? |
Need recognition, information search, evaluation of alternatives, purchase decision, and postpurchase behavior. |
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_________ refers to the degree to which innovation appears superior to existing products. |
Relative advantage |
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_________ is NOT a characteristic important in influencing an innovation’s rate of adoption. |
Motivation |
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______________ is the first stage in the new product adoption process. |
Awareness |
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This adopter group is skeptical and only adopts new products after a majority of people has tried it. |
Late mainstream. |
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Which of the five characteristics identified in the text has an inverse relationship with an innovation’s rate of adoption? As this characteristic increases, the rate of adoption is slower. |
Complexity |
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In a _________, the business-to-business buyer reorders something without modifications. |
straight rebuy |
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Which of the following statements regarding the business market is correct? |
Many sets of business purchases are made for one set of consumer purchases. |
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What is the nature of demand in business markets? |
Demand in business markets is derived demand. |
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All the people involved in the buying decision in an organization are collectively known as _______. |
the buying center |
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Age, personality, buying style, and job position are ________ factors that can influence the business buying decision process. |
individual |
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In which type of buying situation will a buyer usually go through all the stages of the business buying process? |
A new task buying situation |
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Items such as technical specifications, quantity, delivery time, return policies and warranties are included in the ____________. |
order routine specification |
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One problem with business-to-business e-procurement is that it _______. |
can erode long-standing customer-supplier relationships |
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