Kim is the sales representative for a major textbook publisher. 2003-2023 Chegg Inc. All rights reserved. Sometimes consumers have second thoughts after buying goods that might be expensive, infrequently purchased, not meet performance expectations or are associated with a high level of risk. Satisfied customers, whom marketers hope to create, become loyal, purchase again, and spread positive word of mouth. Ms. Reynolds serves as a __________ in the buying center. call for different marketing and selling strategies. Which of the following is NOT one of the four general types of organizational cultures? Marketers are particularly interested in postpurchase behavior because it: A. involves both compensatory and noncompensatory consumers. When a business buyer decides to change specifications such as quality or options associated with products purchased in the past, the buyer is engaged in a(n) __________ situation. redefine determinant attributes. This is an example of ______________. stimulate impulse voting.D. consumers functional needs are greater than their psychological needs. Jordana is basing her decision on. A buying center whose members reach a decision based on a collective agreement is known as an autocratic buying center. Phil put down the phone and told Alice, "I just love that customer. He ultimately will determine whether to buy, what to buy, how to buy, or where to buy. Nearly all small businesses have consensus buying centers. In both new buy and straight rebuy situations, all members of a buying center will be intensely involved in the purchasing decision. Henri will engage in a(n) __________ process. promote products more frequently in traditional media. The Wall Street Journal provides a set of guidelines each year for purchasing a laptop computer. In _____, the buyer is often the only member of the buying center involved in the process. Chapter 5 Flashcards | Chegg.com interpersonal. If Suzy purchases the basket in country A and her friend purchases in country B for the same price this is an example of which of the following metrics? These make up her __________ set. These influences on her spending decisions are all ________ influences. This could be the result of, The process by which goods, services, capital, people, information and ideas flow across national borders is referred to as. Global population growth is equally dispersed among nations. [psychographic, demographic] English (US) United States. to satisfy ritual consumption needs while avoiding overconsumption. Gerald will likely use a(n) __________ strategy. Edward alerted Harry, and Harry preordered many Honda hybrids before they became available. $22 The vast majority of products and services are likely to satisfy, According to the consumer decision process, after consumers recognize the need for a product, they then engage in. extend problem solving beyond ritual consumption.D. Alternative evaluation often occurs while the consumer is engaged which step of the consumer purchase process. 72. He also bought a trailer for his lawn maintenance business. Marketers call this process, Reginald greets his regular customers by name every morning when they come in for coffee. Customers are more likely to talk about service that exceeded their expectation than about service that did not meet their expectation. Jorge is running against a sharp, experienced politician, someone who is known for their debating skills and cunning wit. promote products more frequently in traditional media. With a median age of 61, India has one of the oldest populations in the world. Refer to Figure 4-8. Brenda wants a new car that will be dependable transportation and look good. Reginald greets and chats with his regular customers every morning when they come in for coffee. Rachael is visiting colleges before applying to schools. Although the new computers will be more advanced in terms of their technology, the purchase itself will involve some of the same considerations as those used for previous purchases. By understanding the post-purchase behavior, the marketers can identify areas where they can improve their product to increase customer satisfaction. External agencies and government bodies publish safety ratings for cars to help consumers alleviate _____ risk. Most Americans tend to take access to global products and services for granted. Because not all purchase intentions result in an actual purchase, marketers calculate the _____ to measure how effectively a decision to purchase a specific product results in a completed purchase. When assessing a client with partial-thickness burns over 60% of the body, which finding should the nurse report immediately? In which buying situation is the buyer most likely to proceed through all six steps in the buying process? the sum of all goods and services handled in a country. In a modified rebuy situation, __________ are likely to have an advantage in getting the order. When she was looking for a new car, Francesca was considering both American and foreign made vehicles, but her father and boyfriend both encouraged her to buy American-made brands. avoids social, situational conflicts.D. B. offers insights into ritual consumption. Question Upscale men's and women's clothing stores, likeNordstrom, Neiman Marcus, or Saks Fifth Avenue, are more . The Post-purchase behavior refers to the actions and reactions of a customer after they have purchased a product or service. T/F A hotel is made up of several businesses, also known as revenue or cost centers. B) image a) A client with amyotrophic lateral sclerosis (ALS) tells the nurse, "Sometimes I feel so frustrated. Leanne did not realize BigDeal has an autocratic buying center culture and she needed to focus on answering Beverlys questions, since she is the decision maker. If she decides to purchase a sports car such as the Mustang, she will be primarily fulfilling __________ needs. reduce the number of products and services open to purchase on internet portal sites. and Postpurchase Processes - JSTOR Logically, Kelly's next step in the, Brand __________ is the set of assets and liabilities linked, to a brand that add to or subtract from the value, Bob and George live in the United States. Paula has developed a successful business selling appliances to homebuilders. James is probably concerned with __________ risk. shopping. When Catherine was considering different brands of jeans to buy, she limited the choices to threeshe would actually consider purchasing. They have suffered more than most other countries in the recent recession. Phil put down the phone and told Alice, "I just love that customer. Jaden probably has a misguided sense of his. provide the proper cleaning fluid to use on the cabinets. to contribute to the theoretical knowledge in those disciplines. The buying decision is likely to be most complex and take longest to complete in a(n) __________ B2B buying situation. According to Maslow's Hierarchy, most of the other 800 million Indian consumers are primarily addressing their __________ needs. India is one of the fastest growing markets and has one of the youngest populations in the world. change the way process by which consumers make decisions.E. He has no experience as a pilot or airplane mechanic. to maximize postpurchase cognitive dissonance. One Laptop Per Child is a nonprofit initiative with the goal of making extremely low-cost laptops available to children in the developing world, with the goal of helping them to learn skills needed in todays workforce. Consider two groups of students: {B_1} B1, students who received high scores on tests, and B_2 B2, students who received low scores on tests. Kimberly has just learned that Caribou Coffee is looking for a new source of commercial-grade coffee makers, one of the products she sells. personally valuable, antique, or foreign-made. 80. False. Robertico has a(n) __________ buying center culture. True B. True B. They have financial resources, want to control business operations, and have had considerable success marketing to Hispanics in the United States. Jorge decides on a strategy of setting low expectations for his performance in the debate, telling reporters "Don't mis-underestimate me." B2B partners often connect to each other on the Internet through special __________ designed to facilitate information exchanges and transactions. Which of the following would you NOT expect to find in the RFP? Russian consumer markets are saturated, offering few opportunities for goods from U.S. companies to sell well. E. provides insights on the information search process. provide a satisfaction guarantee or return policy. Sales of electric components manufactured by Ricks company depend on sales of new cars. examining personal memories and knowledge. keeping the brand name the same in all languages, regardless of meanings, as long as the brand logo and symbol are displayed prominently. Which country has a large literate population which has helped it move up to become the world's seventh largest economy? offers insights into information search methods. Yes; straight rebuys require a lot of the sales reps assistance. Russian consumers have little interest in online shopping. visit customers after they have moved into their home. Pedro Bechara, manager of the lab, is asked for a recommendation, and he suggests buying Macintosh computers instead of Windows PCs. According to purchasing power parity theory, if __________ is/are in equilibrium, products will cost the same in each country. Economicmeasures like GDP and GNI do not fully account for a country's economic healthbecause they only measure: There are approximately 1 billion people living in India. adhering to the UN Convention on Naming Rights. developing brand names that have no preexisting meaning in any known language. decision support heuristics. There are approximately 1 billion people living in India. visit customers after they have moved into their homes. An effective global pricing strategy can be easily established by setting the same prices in every market around the world. Derek bought a pickup truck to transport his equipment to fishing tournaments that he's going to attend. avoiding the use of the brand name in advertising and focusing on feature and benefits. efore going on his first business trip to China, Brad asked his Chinese American friend to advise him on customs and values common among the Chinese businesspeople he will likely encounter. to avoid cultural reference group problems. Less-developed countries like Switzerland and Britain are experiencing rapid population growth. Which of the following corresponds most closely to this aspect of the decision process? She knows Caribou has been in business for many years, but she has not been able to get any business from them. Generally, people buy one product or service instead of another because they. corporate strategies designed to maximize profits. Which of the following would be an example of glocalization of the Fiesta? Ethan considered three important attributes when deciding where he would do his banking: the convenience of the location, hours of operation, and interest rates for CDs. Most B2B buying situations can be categorized into three types: new buys, straight rebuys, and. where consumers decide to make their purchases. Jordana is a travel agent. . As part of efforts to stimulate economic development in Africa, the Gates Foundation announced that it would provide cellular phones to farmer cooperatives. Once consumers have recognized a need, they begin to search for ways to satisfy that need. Pharmaceutical companies have been criticized for direct-to-consumer television ads promoting the use of their brands of medication for specific medical conditions.
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