Compared to the B2C process, the information search and alternative evaluation steps in the B2B process are. The Russian population is poorly educated. She . The Big Mac Index is a measure of economic health in a country. is working on the first marketing plan the firm has ever used. distribution is more heavily regulated in developing countries. What is the overinvolvement ratio for high study levels in . postpurchase harmony.D. Although he is now in his seventies, he still has a "hands on" management style. _____ pertain to the personal gratification consumers associate with the product or service. Raycom Construction needs heavy-duty equipment to install a new pipeline in northern Alaska. The Raycom engineers will primarily play the __________ role in the companys buying center. reducing financial risk and increasing psychological payout. attitudes shift consumers from limited to extended problem solving situations. Reginald knows his regular customers create repeat business and:A.assist him in meeting his functional needs.B. consumers weigh performance risk against functional needs when assessing their attitudes. Domestic firms developing a global entry strategy might consider franchising; however, the disadvantages need to be considered. The Post-purchase behavior refers to the actions and reactions of a customer after they have purchased a product or service. change the way process by which consumers make decisions.E. The same product design and features, and the same basic promotional campaign, used in all countries. Which of the following is NOT one of the four factors affecting consumers search processes? When Karen realized her dog had fleas, Karen had, Stuart wanted to impress Janet with the perfect engagement ring. Entering into a global franchise agreement exposes a company to higher risk than if the company had entered into direct investment in the country. This E-mail is already registered as a Premium Member with us. Ms. Reynolds serves as a __________ in the buying center. The Marketers are particularly interested in post-purchase behavior because it directly affects the long-term success of their product.. C) paperclip Which of the following is NOT one of the roles typically played by one of the members of a buying center? Resellers differ from producers in that resellers significantly alter the form of goods they sell. a consumer recognizes an unsatisfied need. to maximize postpurchase cognitive dissonance. She had not planned to buy it, but decided on the spot to buy one and try it. involves both actual and potential customers. When they occasionally see those clothes, hanging in the back of their closet, these teenagers probably feel, 65. the middle class in India will continue to shrink as the rich get richer and the poor get poorer. whether targeting consumers or resellers, marketers need to focus on. Every year, before he puts his boat in the water, James has his mechanic put a new battery in the boat. 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. Consumers consider universal, retrieval, and evoked sets during which stage of the consumer decision process? A. social B. financial C. performance D. psychological E. physiological, Zappos online shoe and clothing store has a unique way of dealing with abandoned shopping carts. extend problem solving beyond ritual consumption. provide the proper cleaning fluid to use on the cabinets. promote products more frequently in traditional media. involves actual rather than potential customers. always include his firm in their universal set. Which of the following is NOT one of Hofstedes cultural dimensions? The same product design and features in all countries, with variations in the promotional campaigns country by country. D. involves actual rather than potential customers. What role does Pedro play in the buying center? Which of the following corresponds most closely to this aspect of the decision process? To derive a perceptual map, marketers follow six steps. Marketers are particularly interested in postpurchase behavior because it. Most B2B buying situations can be categorized into three categories: new buys, structured rebuys, and automatic rebuys. This will cause marketers to: demonstrate value in new ways, especially in justifying prices. Reginald plays the __________ in the buying center. If a firm wants to conduct a country market analysis, it must look at major economic factors using well-established metrics. Researchers suspect that in doing so, we are trying to reduce __________ risk in the consumer decision process. Study with Quizlet and memorize flashcards containing terms like Marketers are particularly interested in postpurchase behavior because it., The consumer decision process model represents, The greater the discrepancy between a consumer's __________, the greater the consumer's need recognition will be. This attention-getting device is designed to improve the site's, reductions or eliminations of trade barriers by governments, ecreasing concerns of distance and time with regard to moving products across countries, the standardization of laws across borders, assess her satisfaction with the car she purchased. To avoid this potential problem, Ralph will evaluate all of marketing actions EXCEPT his:A.advertising.B. 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. Franchising limits profit potential, since profits will have to be split with the franchisee. examining personal memories and knowledge. address the concerns of all members of the buying center with particular attention to those of the decision maker. B) image _____ involves a binding contractual agreement between two businesses whereby the marketing operations are tightly controlled and often standardized. Joanna lives according to her own rules, unconcerned about designer labels, brand names, and luxury items. provide the proper cleaning fluid to use on the cabinets. These daily specials primarily provide the new product, When a firm sets its pricing strategy based on how it can, add value to its products or services it has embraced, When the floor rusted through on her old car, Kelly knew, she had a problem. Rachael is likely to be involved in an impulse buying process. Post purchase - -the final step of the consumer decision process is postpurchase behavior.-Marketers are particularly interested in postpurchase behavior because it entails actual rather than potential customers. This requirement is designed to. Exchange controls refers to the regulation of a countrys, When firms pool their resources to enter a new market, they create a(n). In doing so, Anita is evaluating which component of the market assessment? Jennifers spending decisions are heavily influenced by her family, her peers, and her religious education. Question: Marketers are particularly interested in postpurchase behavior because it O involves both compensatory and noncompensatory consumers. By understanding the post-purchase behavior, the marketers can identify areas where they can improve their product to increase customer satisfaction. T/F A hotel is made up of several businesses, also known as revenue or cost centers. Marketers are particularly interested in postpurchase behavior because it entails actual rather than potential customers. Firms attempt to respond quickly to complaints, hoping to, 69. Marketers know this is an especially critical time as consumers deal with:A.criteria re-evaluationB. This is an example of using a. 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. Jaden probably has a misguided sense of his. They do this because consumers who spend more time walking through the store are likely to make. carefully demonstrate how to maintain the finish on his cabinetsC. The same marketing mix for all of the four Ps used in all countries. __________ refer(s) to the process by which consumers select, organize, and interpret information. Which of the various factors affecting the consumer decision process are humorous ads like the Bud Light ads most likely to be attempting to influence? 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. increase financial risk.E. Joanna is at what level in Maslows Hierarchy of Needs? To avoid this potential problem, Ralph will evaluate all of marketing actions EXCEPT his: With companies on the Internet like Expedia, consumers are better informed about costs and benefits of purchasing options. promotional efforts.D. Because the United States imports more goods than it exports, it operates under a(n). Which of the following is one of the global entry strategies? 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. a) A client with amyotrophic lateral sclerosis (ALS) tells the nurse, "Sometimes I feel so frustrated. True B. alienated Beverly, the real decision maker. The individual who controls the flow of information or access to important decision makers serves as the _____ in the buying center. extend problem solving beyond ritual consumption. A universitys purchasing department is required to get at least three bids for any purchase greater than $3,000. Not knowing the roles of key players in the buying process could cause a sales representative to, While no one in the firm has discussed it, Brad notices everyone else seems to dress more casually on Fridays during the summer. After need recognition, a business develops __________ that suppliers might use to develop their proposals. avoids situational conflicts. Although social media is used to build relationships, in the B2B context, the majority of B2B marketers use _____ for their marketing efforts. involves actual rather than potential customers. Russian consumer markets are saturated, offering few opportunities for goods from U.S. companies to sell well. interpersonal. Indias workforce is highly skilled, particularly in technology. Chris is gathering information about the general economic environment in Nepal. Apple has nurtured this __________ component of their customers attitudes. Nearly all small businesses have consensus buying centers. Angela considered all sporting goods stores to be roughly equivalent in most ways, however, she considered LL Bean to have an exceptional level of customer service. Ford Motor Company decided to sell the Fiesta around the globe. C. avoids social, situational conflicts. personally valuable, antique, or foreign-made. to satisfy ritual consumption needs while avoiding overconsumption. _____ reflects the link between consumers demand for a companys product and the companys purchase of necessary inputs to manufacture or assemble that particular product. E) all of these. She was leaning toward charging a, higher price than competitors to help demonstrate that, hers was a high-quality product. The internal search is characterized by. The most widely used metric used to gauge the size and market potential of an economy is _____ , which is defined as the market value of the goods and services produced by a country in a year. are theoretical and have little relation to what happens in the real world. Daniel sells specialty software designed to allow small insurance companies to manage customer data and claims. If you visit a Kentucky Fried Chicken restaurant in China, along with KFC's regular menu items, you will find congee, a rice porridge that can feature pork, pickles, mushrooms, and preserved egg, on the menu. After looking at several houses, they have developed a list of features that are important to them and that are different among the homes they have visited. But one danger of running out of the "doorbuster" deals is that a shopper may become angry or discouraged at failing to get the special item, and decide not to do any more shopping. 80. According to the Elaboration Likelihood Model, which of the following variables determines whether limited or extended problem solving will operate in a particular purchase decision? internalize impulse attitudes.E. The most important consideration, when a firm chooses a global product strategy, should be, When Ben evaluated the commercial infrastructure in Mauritius, he considered the islands. In order to maximize potential, segments and target markets can and should be defined by more than just geography. Which of the following details is/are included in the order specification stage of the B2B buying process? consumer behavior than ____ segmentation. _____ involves the buyer considering their own personal knowledge about a product based on past experience. In _____ buying centers, all members of the team must reach a collective agreement that they can support a particular purchase. Unlock the answer question There are 3 possible postpurchase outcomes: Customer satisfaction o Marketers can take several steps to This is an especially, critical time for marketers, as their customers are dealing with, 64. Reginald knows his regular customers create repeat business and: assist him in meeting his functional needs. The growth rate of the world population will remain relatively constant in the future. About us; Ask an Expert; Studocu World University Ranking 2023; There are many possible cars to choose from, but she is focused on a few she would actually consider buying. countries with high purchasing power today may not continue to show the same growth in the future. always include his firm in their universal set.C. Elena is in the process of buying a new car. A firms _____ reflects the set of values, traditions, and customs that guide its employees behavior. 79. competitive post-purchase leverageD. These three brands make up her _____ set. call for different marketing and selling strategies. If she decides to purchase a sports car such as the Mustang, she will be primarily fulfilling __________ needs. Darrell knows satisfied customers will create word of mouth referrals for him. Which of the following global entry strategies is being used if a company collaborates with a competitor on a globally based opportunity for mutual benefit, but the competitors do not invest in each other? Marketing to more rural populations is more costly than reaching urban areas. involves both compensatory and noncompensatory consumers. Reginald greets and chats with his regular customers every morning when they come in for coffee. China has imported fewer goods from the U.S. each year for the past decade. In which buying situation is the buyer most likely to proceed through all six steps in the buying process? There are approximately 1 billion people living in India. the outcome of the alternative evaluation process. the infrastructure is more advanced in most developing countries. The BRIC countries are Bolivia, Russia, Italy and China. The Northwoods University IT department is planning to buy additional computers for the computer lab. If a site visitor places items into the shopping cart and then leaves the site without making a purchase, several days later Zappos sends a humorous e-mail saying, "Let us show you what your shopping cart did while you were gone," along with a photo of a cute dog intended to represent the shopping cart. an indicator of the quality of life in a country. When Glen is thirsty, he always buys a Coke. Marketers are particularly interested in postpurchase behavior because it:A.involves both compensatory and noncompensatory consumers.B. are unaware of key determinant attributes. Marketers are particularly interested in postpurchase behavior because it. Many teenagers, both male and female, have clothes they purchased in the past that they "would not be caught dead in" today. a. developing brand names that have no preexisting meaning in any known language. Raycom Construction needs heavy-duty equipment to install a new pipeline in northern Alaska. Most Indian citizens shop in large retail outlets. C) paperclip Jorge decides on a strategy of setting low expectations for his performance in the debate, telling reporters "Don't mis-underestimate me." 62. This requirement is used to keep suppliers "on their toes.". In pricing products in parts of Europe, including Italy, Spain, Greece and France, U.S. companies need to be aware that sales (i.e. Which of Hofstedes cultural dimensions relates to a willingness to accept social inequality as natural? 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. Pharmaceutical companies have been criticized for direct-to-consumer television ads promoting the use of their brands of medication for specific medical conditions. This is an example of which global product strategy? According to purchasing power parity theory, if __________ is/are in equilibrium, products will cost the same in each country. In a joint venture, the burden of ownership, control, and profits is not shared. Specifications for connecting the device to the car. The Gates Foundation recognized problems in __________ exist in many African markets. assist them in their internal information search. All Rights Reserved. The student body president is the __________ in the buying center. Franchising is the riskiest way to enter a foreign market. a consumers performance risk is minimized. In group B_1 B1, 80% study more than 25 hours per week, and in group B_2 B2, 40% study more than 25 hours per week. Like many consumers, Glen engages in considerable alternative evaluation when buying habitual products like his Coke. In terms of market size and population growth rate, which of the following is a trend that is occurring in the world market that impacts the marketing of goods and services? Daniel knows satisfied customers will come back for software updates as the products and customer base changes. When shopping for a car you notice a significant price gap between domestic and imported cars, with the imported cars being much more expensive. extend problem solving beyond ritual consumption.D. Most firms maintain customer complaint services online, in the store, or over the telephone. plus the net investment income earned from abroad. in the legal section of a local newspaper. the sum of all goods and services handled in a country. Marketers are particularly interested in postpurchase, Upscale men's and women's clothing stores, like, Nordstrom, Neiman Marcus, or Saks Fifth Avenue, are. Refer to Figure 4-8. minimize negative word of mouth and rumors. Most Americans tend to take access to global products and services for granted. consumers in developing countries have very specific preferences. She has defined the . Which of the following is an example of a reseller? C. avoids situational conflicts. The first stage of the B2B buying process is. 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. These make up her __________ set. The buying decision is likely to be most complex and take longest to complete in a(n) __________ B2B buying situation. India is one of the fastest growing markets and has one of the youngest populations in the world. tell customers that he has the best quality cabinets available anywhere in the country. translating advertising copy for the entire ad except the brand name. Caroline had to adjust to __________ differences. Chinas standard of living has dropped over the past 30 years. Like marketers, political candidates who set expectations too low, could: Darrell sells custom cabinets for upscale residential homes. corporate strategies designed to maximize profits. customer loyalty (or disloyalty) answer What are the three possible positive post purchase outcomes? Satisfied customers, whom marketers hope to create, become loyal, purchase again, and spread positive word of mouth. Companies can help to overcome language difficulties in using brands by. How can this blog help CA Technologies with B2B marketing? B. Which country has a large literate population which has helped it move up to become the world's seventh largest economy? A. The greater the wealth of a country, generally, the better the opportunity a firm will have in that particular country. redefine determinant attributes. Marketers sometimes use Hofstedes cultural dimensions to design marketing campaigns. "Black Friday," as the day after Thanksgiving has come to be known in the U.S., is a day marked by many special deals in most retail stores, including deep-discounted products available in limited quantities, called "doorbusters," and designed to get shoppers into the store. Which of Maslows needs is Roberta fulfilling? suggest that B2B sellers should develop one marketing mix to use for all situations. Marketers are particularly interested in postpurchase behavior because it: A. involves both compensatory and noncompensatory consumers. B. offers insights into ritual consumption. External agencies and government bodies publish safety ratings for cars to help consumers alleviate _____ risk. The traditional marketing strategy of selling umbrellas when it is raining is an example of how _____ factors influence consumers' decisions. Tom is concerned about __________ capabilities in Bangladesh. 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. I got another big order, and they just keep on coming." You can specify conditions of storing and accessing cookies in your browser, Marketers are particularly interested in post purchase behaviour, Marketers are particularly interested in __________ behavior because it entails actual rather than potential customers. With its estimated outlay of $600 billion dollars for fiscal year 2011, the Pentagon represents which type of B2B organization? 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. Only about 200 million of these people earn more than the equivalent of $1,000 per year. perceived benefits versus perceived costs of search. C. avoids social, situational conflicts. B. offers insights into ritual consumption. Ralph, an accident and injury attorney, knows he wants satisfied customers but does not want to create unrealistic expectations. 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. A(n) __________ situation in B2B marketing is similar to limited problem solving in the B2C process. Which of the following social factors explain this type of influence? Unlock the answer question 1.) declining fuel costs allowing cost-effective shipping to global markets. avoids social, situational conflicts.D. Raycoms engineers have been asked to provide detailed specifications and recommendations for the equipment needed. It is usually described in traits such as self-confidence, dominance, sociability, autonomy, defensiveness, adaptability, and aggressiveness. Marketers frequently design customer relationship management programs to, 67. Yes; history has shown that online reordering cant be trusted. 75. She wants to satisfy both functional and psychological needs. The team's coach has invited all team members to make recommendations, after which he will select the successful vendor. A reference group may have direct or indirect influence on your attitude toward a particular clothing store. encourage the bidders to offer their best deals. Frazier is out of milk and bread and needs to decide what is for dinner. postpurchase dissonance.C. promote products more frequently in traditional media. Indias infrastructure for supply chain management is not up-to-date. customer dissatisfaction.C. looking through the internal records of a firm, often found on the company website. Course Hero is not sponsored or endorsed by any college or university. Based on population growth rates in different regions, he should consider that. Maslow's Hierarchy of Needs includes physiological needs at the lowest level and self-, actualization at the top. D. involves actual rather than potential customers. provide a satisfaction guarantee policy.D. NCD will likely use __________ to expand into the Mexican market. Sandy and John have different _____ regarding the east side of the city. Brenda wants a new car that will be dependable transportation and look good. consumers functional needs are greater than their psychological needs. Phil put down the phone and told Alice, "I just love that customer. Frank also helps Kim to make appointments to see professors to discuss textbook choices. Phil is most likely selling to a firm in what kind of buying situation? A) globe simplifying the supply chain needed to make goods and services available. A) involves both compensatory and noncompensatory consumers.B) offers insights into information search methods.C) avoids situational conflicts.D) involves actual rather than potential customers.E) all of these. psychological. Which of the following accurately represents the countries that make up what is known as the BRIC countries?