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marketing management > CONSUMER AND BUSINESS BUYING BEHAVIOR > Flashcards

CONSUMER AND BUSINESS BUYING BEHAVIOR Flashcards

1
Q

refers to the market where people buy products for personal use and are not intended for further sale to other people.

A

Consumer market

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2
Q

is the sequence of steps that a consumer will need to undergo in order to arrive at the final purchasing decisions.

A

Consumer buying process

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3
Q

collect and utilize information

A

Information Search

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4
Q

The consumer can attempt to look at information coming from the mass media such as radio, tv, newspapers, magazines, cinema etc.

A

Public Sources

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5
Q

They consist of handling, examining, testing, or using the product.

A

Experimental Sources

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6
Q

Composed of family members, friends

A

Personal Sources

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7
Q

Advertising, salesman

A

Commercial Sources

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8
Q

sometimes other persons’ attitudes are negative about the consumer’s preferred brand. the consumer may be affected with these negative attitudes and comply with them.

A

Attitude of others

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9
Q

Increase in price, unemployment

A

Unanticipated situational factor

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10
Q

some basis of perceived risk could be on price, quality

A

Consumer’s perceived risk

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11
Q

The standpoint on time could mean time allocated for shopping, time of the day for shopping

A

TEMPORAL PERSPECTIVE

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12
Q

TIME IS ESSENTIAL FOR COMPREHENSIVE PROBLEM SOLVING. HOWEVER, WHEN
TIME WHEN IS LIMITED, CUSTOMER ARE LIKELY TO
PROCESS INFORMATION LESS.

A

TIME PRESSURE

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13
Q

BUYING DECISION COULD ALSO BE
AFFECTED BY THE CHANGING SEASONS.

A

TIME OF YEAR

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14
Q

EVERY INDIVIDUAL HAS HIS OWN BODY CLOCK.

A

TIME OF DAY

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15
Q

MEANS THE BUYING INTENTION OR
REASON BEHIND THE PURCHASING DESICION OF A CERTAIN PRODUCT OR SERVICE.

A

PURCHASE TASK

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16
Q

OFTEN TIMES A PURCHASE INFLUENCED BY THE
PRESENCE OF THE OTHER MEMBERS OF THE SOCIETY
WHILE IN A SHOPPING ACTIVITY.

A

SOCIAL SURROUNDING

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17
Q

The concept of atmospherics includes
the physical surroundings, the music
and the handling of the crowd.

A

ATMOSPHERIC IN
THE PHYSICAL
SURROUNDING

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18
Q

It can draw attention to a
certain product or a particular
brand and generate a greater
chance of purchasing that
product or brand.

A

Point-of-purchase displays

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19
Q

Different cultures have particular meanings to Answer

A

Colors

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20
Q

Obviously, a store with
bad smell would drive away
customers and would not shop
longer.

A

SMELL

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21
Q

It has been said that
—— influences a customer’s
mood.

A

music

22
Q

Based on some
studies, overcrowding in
stores lead to negative
shopping experiences.

A

Crowds

23
Q

This is about offering a price purchase
incentive such as some cents-off
sales, buy one take one r even
bundled items.

A

Promotional deals

24
Q

It means ;that a store has not restocked the product.
This can cause brand switching or store switching.

A

Stock out

25
Q

EVERYONE INVOLVED IN MARKETING KNEW THAT WHEN THE BUYER IS IN THE MOOD, HE IS MORE LIKELY TO PURCHASE GOODS.

A

ANTECEDENTS STATES:

26
Q

These are such things as provisional states of depression or high excitement.

A

Momentary moods

27
Q

lived feelings that are not attached
to specific event or object.

A

Moods are short

28
Q

These are such things as being
tired, feeling ill, and so on.

A

Momentary condition

29
Q

is the process by which the individual chooses, sorts out and takes meaning to the information in drawing a significant conclusion.

A

Perception

30
Q

this refers to the process where individuals give high attention to information that is useful to them or their direct family members.

A

Selective attention

31
Q

consumers retain information which would be helpful to them, and the rest they forget as time passes.

A

Selective retention

32
Q

consumers are inclined to perceive information in a manner which would be in harmony with their present ideas and beliefs.

A

Selective distortion

33
Q

is a group with which an individual likes to be associated with, and be called as a member of that group.

A

Reference group

34
Q

He has the authority to take the purchase decision.

A

Decision Maker

35
Q

is the position a person’ occupies in a particular situation.

A

Status

36
Q

is the set of norms, values, behaviors, and personality characteristics connected to a status.

A

Role

37
Q

This is the family wherein a person
has taken his birth and his
parents have a strong
influence on his behavior.

A

Family of Orientation

38
Q

This is the family created by a person
with his spouse and children
and as such the preferences are
likely to change with the
influence of his spouse.

A

Family of Procreation

39
Q

is where an individual
belongs in society.

A

Social class

40
Q

refers to the beliefs, customs, rituals and practice that a
particular group of people follows.

A

Culture

41
Q

people are categorized more particularly based on their shared customs and
beliefs.

A

Subculture

42
Q

AN INDIVIDUALS ANTICIPITATION
ABOUT HIS INCREASE INCOME
LEVEL IN THE FUTURE
INFLUENCES HIS BUYING
BEHAVIOR TODAY .

A

Income expectation

43
Q

IT IS THE ASSETS THAT ARE EASILY REDEEMABLE INTO THE CASH .

A

LIQUID ASSETS

44
Q

IT IS CONSIST OF ALL THE
ORGANIZATIONS THAT OBTAIN
GOODS AND SERVICES USED
IN THE PRODUCTION OF
OTHER PRODUCTS OR SERVICES
THAT ARE SOLD , RENTED,
OR SUPPLIED TO OTHERS.

A

Business Market

45
Q

IT IS CONSISTS MAINLY OF COMPANIES MAKING
BUSINESS IN DURABLE GOODS SUCH AS MACHINERY,
MATERIALS , CHEMICALS , VEHICLES, AND OFFICE
FURNITURE AND SUPPLIES.

A

Industrial Market

46
Q

IT PURCHASED FINISHED PRODUCTS AND RETRADE
THEM TO THEIR CUSTOMERS FOR THE INTENTION OF
MAKING A PROFIT .

A

Resale Market

47
Q

GOVERNMENT ORGANIZATIONS ARE A KEY BUYER OF
GOOD AND SERVICES. GOVERNMENT ORGANIZATIONS
NORMALLY USED SUPPLIES TO PROPOSE BIDS AND
USUALLY THEY GRANT THE CONTRACT TO THE LOWEST
BIDDER .

A

GOVERNMENT MARKETS

48
Q

IT IS INCLUDES SHOOLS, HOSPITALS, NURSING HOMES, PRISONS AND OTHER INSTITUTION THAT MUST
BE SUPPLIED WITH GOODS AND SERVICES TO THE
PEOPLE IN THEIR CARE .

A

INSTITUTIONAL MARKETS

49
Q

IN THIS CASE, THE PRIOR ROUTINE IS MADE BY THE INDUSTRIALS BUSINESS BUYER WITHOUT ANY ADJUSTMENTS . THE ORGANIZATIONS SIMPLY REBUY PRODUCTS AND SERVICES FROM THE SAME SUPPLIERS.

A

STRAIGHT REBUY

50
Q

IS A BUYING
SITUATION IN WHICH A COMPANY REORDERS
PRODUCTS FROM AN APPROVED VENDOR BUT
WANTS TO ALTER SOME ELEMENTS:

A

Modified rebuy

51
Q

WHEN A BUSINESS BUYS AN EXACT PRODUCT OR
SERVICE FOR THE FIRST TIME , THEN THIS CASE
Is CALLED . THE PURCHASE IS
DONE FOR THE FIRST TIME WITH NO PURCHASING
EXPERIENCE , AND EXTENSIVE SEARCH IS DONE TO
EVALUATE OPTIONS.

A

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marketing management (2 decks)

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