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expensive, infrequently purchased, and associated with high levels of risk. Which of the following best describes a situation where your new car stalls in the middle of a busy intersection? When entering a foreign market, the least risky strategy is. Although he is now in his seventies, he still has a "hands on" management style. business. Most firms maintain customer complaint services online, in the store, or over the, telephone. The Russian population is poorly educated. Which of these trade agreements represents the highest level of integration among participating nations? tell customers that he has the best quality cabinets available anywhere in the country. need recognition.E. Portals are strictly for buying and selling tangible products. Marketers are particularly interested in postpurchase behavior because it. using uncertainty avoidance to reduce power distance. In a(n) _____ buying center, there may be many participants, but one person makes the decision alone. to develop basic strategies for dealing with their behavior. Which of Maslows needs is Roberta fulfilling? He will gather information about the transportation and communications capabilities in each country. C) paperclip The buying center for USF Corporation is in the process of discussing price, quality, and delivery schedules with potential suppliers. Which of the following is NOT one of the roles typically played by one of the members of a buying center? Americans often equate "bigger" with "better," and prefer larger cars, TV screens, homes even meals. These influences on her spending decisions are examples of. avoids social, situational conflicts.D. translating advertising copy for the entire ad except the brand name. Darrell sells custom cabinets for upscale residential homes. provide a hotline to immediately address customer feedback. address the concerns of all members of the buying center with particular attention to those of the decision maker. To determine the market potential for its particular product or service, a firm should use. every aspect of consumers purchase decisions. The greater the difference between a consumers unsatisfied need and the desired state, the greater the need recognition will be. extend decision rules to the customer complaint desk. Indias young people mostly live in rural areas in large families. Flashcards About Marketing Chapter 6 | StudyHippo.com Because the United States imports more goods than it exports, it operates under a(n). 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? Setting unrealistically high consumer expectation often leads to:A.ritual reversion.B. 62. In B2B buying systems decisions are often made. promotional efforts.D. Solved > 71. Marketers are particularly interested in postpurchase 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. In both new buy and straight rebuy situations, all members of a buying center will be intensely involved in the purchasing decision. Brenda wants a new car that will be dependable transportation and look good. Most firms maintain customer complaint services online, in the store, or over the telephone. The franchisor has limited ability to ensure that foreign operations follow all the concepts and ideas that made the firm successful domestically. provide the proper cleaning fluid to use on the cabinets. a level of population growth that impacts exports. alienated Beverly, the real decision maker. Andr was addressing his __________ risk. most consumers attitudes depend on prices. When Leanne gave her presentation to the BigDeal discount buying center team, she treated each members question seriously and gave equal time to addressing each. temporal factors. Of the five types of risk associated with purchase decisions, which one involves the perceived danger inherent in a poorly performing product or service? to contribute to the theoretical knowledge in those disciplines. Derek bought a pickup truck to transport his equipment to fishing tournaments that he's going to attend. Phil put down the phone and told Alice, "I just love that customer. In order to maximize potential, segments and target markets can and should be defined by more than just geography. perceive it to be the better value for them. A __________ is a type of reseller, a business that buys from other businesses but does not significantly alter the form of the products it buys. attitudes shift consumers from limited to extended problem solving situations. Most Americans tend to take access to global products and services for granted. Darrell knows satisfied customers will create word of mouth referrals for him. financial risk.E. reducing financial risk and increasing psychological payout. Brands can be extremely valuable domestically, but challenging internationally. by building brand awareness among potential customers. Most Indian citizens shop in large retail outlets. Which of the following is an example of a government buyer? C) paperclip The fact that a family would spend a lot more time researching the market before making a home purchase than it would in the decision to purchase an inexpensive dollhouse for the youngest member of household can best be explained which of the following concepts? After purchasing an expensive pair of shoes, you may question whether or not the shoes are any better than the less expensive shoes you could have purchased instead. Population shifts are causing a decline in the percentage of people in the middle class. The three levels in between are. always include his firm in their universal set.C. information search decision rule self-actualization post-purchase limited problem solving. Marketers are particularly interested in postpurchase behavior because it:_______. offset performance risk with financial risk. When making an important purchase, consumers often consult friends and family. Franchising is the riskiest way to enter a foreign market. The Marketers are particularly interested in post-purchase behavior because it directly affects the long-term success of their product.. When consumers are engaged in the consumer decision process, the specific brands or stores they can readily recall in a product category are referred to as their _____ set. psychological. Which of the following is NOT one of the four factors affecting consumers search processes? Organizational culture may vary by geography. Which of the following is a potential negative factor for foreign investment in China? Belgium, Romania, Ireland and the Czech Republic. I got another big order, and they just keep on coming." This E-mail is already registered with us. A(n) _____ forms when a firm entering a new market pools its resources with those of a local firm to form a new company in which ownership, control, and profits are shared. Chris is gathering information about the general economic environment in Nepal. Consumers involved in habitual decision making engage in little conscious decision making. When Walmart considers reordering items for its stores, its buyers are instructed to negotiate price concessions, quality improvements, and/or added options. an indicator of the quality of life in a country. The Wall Street Journal provides a set of guidelines each year for purchasing a laptop computer. India has no shopping malls or other large commercial centers. temporary promotional discounts). In this stage of the business-to-business buying process, firms are likely to narrow their selection to a few suppliers, often those with which they have existing relationships, and discuss key terms of the sale. Phil is likely selling to a firm in what kind of buying situation? extend problem solving beyond ritual consumption. A buying center that makes its decisions by majority vote is a(n) __________ buying center. They participate together in a trading bloc. consumers in developing countries have very specific preferences. Marketers are particularly interested in postpurchase behavior because it. through community debating organizations. Marketers are particularly interested in postpurchase behavior because it, A. involves both compensatory and noncompensatory, B. offers insights into information search. The buying decision is likely to be most complex and take longest to complete in a(n) __________ B2B buying situation. Recognizing this corporate culture, someone attempting to sell to Fordham Hardware should. B2B partners often connect to each other on the Internet through special __________ designed to facilitate information exchanges and transactions. the market value of goods and services produced in a country in a year. Russian consumer markets are saturated, offering few opportunities for goods from U.S. companies to sell well. 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. Firms typically repurchase office supplies (paper, ink cartridges, pens, etc.) A) globe through straight rebuys on their suppliers website. B Marketers are particularly interested in postpurchase behavior because it. When a business customer engages in a straight rebuy, the member of the buying center most likely to be involved in the purchase is the. Marketers frequently design customer relationship management programs to. Ralph, an accident and injury attorney, knows he wants satisfied customers but does not want to create unrealistic expectations. 78. In terms of business markets, organizations like hospitals that provide goods and services to people in their care are classified as. Arnie knows habitual purchasers with strong store loyalty are great customers. Indias population is fairly old and aging fast. This site is using cookies under cookie policy . always include his firm in their universal set. Ricks company faces __________ demand. Sandy and John have different _____ regarding the east side of the city. Geert Hofstedes cultural dimensions concept focuses on five dimensions of __________ in a country. Question 8 Marketers are particularly interested in postpurchase behavior because itSelect one: d. involves actual rather than potential customers.9. Cultural nuances, subcultures, and consumers different views of their roles in different countries can make __________ complicated. provide a satisfaction guarantee or return policy.D. reduce the number of products and services open to purchase on internet portal sites.C. provides insights on the information search process. there are fewer franchising opportunities in global markets. Brad is trying to avoid . In a(n) _____ buying center, one person is authorized to make a decision, but input from others is gathered before doing so. Henri will engage in a(n) __________ process. Customer service therefore, would be considered a _____ for her in evaluating sporting good stores. carefully demonstrate how to maintain the finish on his cabinets. When reviewing her firms business buying process, Carla noticed a company requirement that they have at least three qualified bids from suppliers for any purchase over $50,000. LinkedIn is mainly used for ________ in the B2B marketplace. Phil is most likely selling to a firm in what kind of buying situation? a) A client with amyotrophic lateral sclerosis (ALS) tells the nurse, "Sometimes I feel so frustrated. For, McDonald's, the Golden Arches reduce marketing costs, because people (including young children), Many home design businesses volunteer to provide their, latest products for tours-of-homes fundraisers because, they know their new products will benefit from, A product is __________ that can be offered through a, Sharon knew that her established customers liked her, product much better than her competitor's. Which of the following would you not expect to find in the RFP? All Rights Reserved. shopping. Bob recently, asked for George's cell phone number, but George said, he didn't own a cell phone. Chinas standard of living has dropped over the past 30 years. The local skydiving team is buying new parachutes. 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. _____ reflects the link between consumers demand for a companys product and the companys purchase of necessary inputs to manufacture or assemble that particular product. Over time, marketers have turned to the work of behavioral scientists, philosophers, economists, social psychologists, and others to help them understand consumer behavior. With its estimated outlay of $600 billion dollars for fiscal year 2011, the Pentagon represents which type of B2B organization? offended the nondecision makers by assuming they had more power than they did. promote products more frequently in traditional media. This requirement is used to keep suppliers "on their toes.". to satisfy ritual consumption needs while avoiding overconsumption. Many of the best-known American retailers, like Starbucks and McDonalds, have expanded globally using, Cory is working on a global marketing assessment team looking out well into the future to help determine the most attractive market areas around the world. E. involves both actual and potential customers. Frazier is out of milk and bread and needs to decide what is for dinner. Marketing Chapter 6 Sample/practice exam 23 February 2018 - Studocu analyzing consumer data for postpurchase dissonance signals. Which of the BRIC countries has the highest illiteracy rate? attempt to get one "friend" on the committee to support his products. He has no experience as a pilot or airplane mechanic. Which of these is NOT a disadvantage of franchising? Marketers are particularly interested in postpurchase behavior because it: involves both compensatory and noncompensatory consumers. Daniel knows satisfied customers will come back for software updates as the products and customer base changes. visit customers after they have moved into their homes. The same marketing mix for all of the four Ps used in all countries. From Frank, Kim learns which professors have left the university or are newly arrived. Kindly login to access the content at no cost. John thinks the east side has a lot of crime, poor schools, and would be a poor choice of location to own a home and raise a family. As part of efforts to stimulate economic development in Africa, the Gates Foundation announced that it would provide cellular phones to farmer cooperatives. Sometimes consumers have second thoughts after buying goods that are expensive, infrequently purchased, or associated with a high level of risk. government actions that reduce competition from international firms. The _____________ situation usually involves more members of a buying center and involves more time to complete than the other buying situations. By understanding the post-purchase behavior, the marketers can identify areas where they can improve their product to increase customer satisfaction. provides insights on the information search process. Mary will not consider purchasing an "American" car brand based on negative comments made by her parents; therefore, she has developed a negative attitude toward "American" brand cars. Firms attempt to respond quickly to complaints, hoping to. a consumers performance risk is minimized. Joanna lives according to her own rules, unconcerned about designer labels, brand names, and luxury items. 71. Which of the following is NOT one of the major trade agreements affecting global marketing? Marketers are particularly interested in postpurchase behavior because Last semester, Henri bought his textbooks over the Internet and saved a considerable amount of money. Which of the following is NOT one of the four general types of organizational cultures? Most B2B buying situations can be categorized into three types: new buys, straight rebuys, and. Franks Pizza oven is broken and Frank will need to buy a replacement. A time frame when the devices are needed. In this case, the source of need recognition was, Business-to-business marketing involves buying and selling goods or services by all of the following EXCEPT, When Goodwish Marketing decided to upgrade its network, many people were involved in the decision. Generally, people buy one product or service instead of another because they perceive it to be a better value. Which country's government has recently made significant changes that will modernize the retail environment, such as allowing joint ventures and direct ownership in some cases? the sum of all goods and services handled in a country. consumer behavior than ____ segmentation. They do this because consumers who spend more time walking through the store are likely to make. offers insights into ritual consumption.C. . The BRIC countries are Bolivia, Russia, Italy and China. positioning almost always fails when attempted in a foreign country. Kindly login to access the content at no cost. Raycoms engineers have been asked to provide detailed specifications and recommendations for the equipment needed. Paula has developed a successful business selling appliances to homebuilders. Jorge is running against a sharp, experienced politician, someone who is known for their debating skills and cunning wit. Business-to-business marketing refers to buying and selling goods or services to be used by final consumers. visit customers after they have moved into their home. The buying process begins with a comparison of available alternatives. suggest that B2B sellers should develop one marketing mix to use for all situations. Which of the following trade agreements is designed to manage and promote trade activities for the United States, Canada, and Mexico? A. reduce the cost of postpurchase advertising. consumer vulnerability. All of these statements are true about web portals. To ensure that customers are satisfied after purchasing his software, Daniel could do all the following EXCEPT: create realistic expectations for his customers. _____ is an entry point that is commonly used to find specific sites. Suppose that Volkswagen is preparing an RFP for a hands-free phone connection for a new car model. He had been saving money for months, and he noticed his attitudes and perceptions about diamond rings changing as he began paying attention to ads for rings. personal selling techniques.C. Setting high customer expectations is a good strategy that will help to avoid customer dissatisfaction in the long run. Negative attitudes are typically difficult for marketers to change because. Variations in the product design country by country, with the same basic promotional campaign used in all countries. She . Growth has been relatively equal for both developed and less developed nations. involves both compensatory and noncompensatory consumers. The acronym RFP, when used by those involved in business-to-business buying, stands for. In this situation, these three attributes are called. In B2B markets, _____ are firms that buy and reprocess products (a product is a good or service) before selling them again to the next buyer. purchase uncertaintyE. B) image whether targeting consumers or resellers, marketers need to focus on. Some websites provide allow consumers to shop while getting opinions from online friends. Phil put down the phone and told Alice, "I just love that customer. Marketers are particularly interested in _____ behavior because it entails actual rather than potential customers. D. $32, Searching for valuable business information in a database, data warehouse, or data mart is referred to as _____.Data miningTPSintegrating the planning, .To attach an image to your message, press the ______ icon. C. avoids social, situational conflicts. _____ involves a binding contractual agreement between two businesses whereby the marketing operations are tightly controlled and often standardized. Like marketers, political candidates who set expectations too low, could: Darrell sells custom cabinets for upscale residential homes. When considering global marketing opportunities in Bangladesh, Tom asked the question, "How will we get it there?" The student body president is the __________ in the buying center. Marketers often use principles and theories from sociology and psychology to better understand consumers actions and. When the floor rusted through on her old car, Kelly knew she had a problem. E. involves both actual and potential customers. Although they do not directly invest in one another, independent firms entering into collaborative partnerships to expand globally are called. This is an example of using a.