Chapter 5

Question 0

Centers of influence

Answer 0

customers, prospective customers, or opinion leaders whose opinions and actions are respected by others

Question 1

Business markets

Answer 1

organizations that buy natural resources, component products, ad services that they resell, use to conduct their business, or use to manufacture another product

Question 2

Elaboration Likelihood Model

Answer 2

a theory of persuasion

Question 3

Evoked set

Answer 3

the particular group of alternative goods or services a consumer considers when making a buying decision

Question 4

Informational motives

Answer 4

the negatively originated motives, such as problem removal or problem avoidance, that are the most common energizes of consumer behavior

Question 5

Mental files

Answer 5

stored memories in the consumer’s mind

Question 6

Reseller markets

Answer 6

individuals or companies that buy products for the purpose of reselling them