According to Maslow's Hierarchy, most of the other 800 million Indian consumers are primarily addressing their __________ needs. Global segmentation, targeting, and positioning (STP) is more complicated than local STP because. Tariffs artificially lower prices and therefore lower demand. avoids social, situational conflicts.D. Exporting refers to a situation where a company maintains ownership of its plants, operational facilities, and offices in a foreign country in which it sells its products. decision heuristics. Which of the following details is/are included in the order specification stage of the B2B buying process? In B2B buying systems decisions are often made. To make it more likely that his customers are satisfied, Darrell could do any of the following EXCEPT. focus exclusively on the head of the buying center. D. entails actual rather than potential customers. [psychographic, demographic] English (US) United States. extend problem solving beyond ritual consumption. Kindly login to access the content at no cost. In a modified rebuy situation, __________ are likely to have an advantage in getting the order. Jennifers spending decisions are heavily influenced by her family, her peers, and her religious education. This is an example of which global entry strategy? Sally is in the new marketing department of a mid-sized lawn and garden company. Marketers are particularly interested in postpurchase behavior because When making an important purchase, consumers often consult friends and family. offers insights into information search methods. Brands can be extremely valuable domestically, but international use can be challenging. An organizations culture reflects the __________ that guide its employees behavior. Phil put down the phone and told Alice, "I just love that customer. When Kinkos replenishes its supply of copy paper, it most likely involves a _____ situation. involves actual rather than potential customers. provide a satisfaction guarantee or return policy. I got another big order, and they just keep on coming." change the way process by which consumers make decisions.E. A small business decides to upgrade its aging phone system. Based on population growth rates in different regions, he should consider that. All of these are disadvantages a firm must consider. The same marketing mix for all of the four Ps used in all countries. Globalization refers to the process by which goods, services, capital, people, and ideas. 2.1.2: Buying-Process Stages - Business LibreTexts Autocratic buying centers are characterized by. Marketers particularly want their brands and products to be in consumers __________ sets. and more. $20 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. What do the BRIC countries have in common? Global pricing strategies should be consistent with. offers insights into information search methods. Marketers that set unrealistically high consumer expectations of a product through advertising or other types of promotion, may generate higher initial sales, but it will eventually lead to _____ if the product fails to achieve these expectations. B) image Like many consumers, Glen engages in considerable alternative evaluation when buying habitual products like his Coke. change the way process by which consumers make decisions. Although they do not directly invest in one another, independent firms entering into collaborative partnerships to expand globally are called. As part of efforts to stimulate economic development in Africa, the Gates Foundation announced that it would provide cellular phones to farmer cooperatives. He offers them a taste of anything special he is cooking that day. False. Marketers are particularly interested in postpurchase behavior because it entails actual rather than potential customers. postpurchase harmony.D. Marketers are particularly interested in postpurchase behavior because it. James is probably concerned with __________ risk. require business sellers to be consistent in their marketing mixes. provides insights on the information search process. 75. To ensure that customers are satisfied after purchasing his software, Daniel could do all the following EXCEPT:A.create realistic expectations for his customers.B. The president of the Northwoods University student body made a formal request to the IT department for additional computers in the main computer lab. Portals are strictly for buying and selling tangible products. Marketers are particularly interested in postpurchase behavior because it entails actual rather than potential customers. Many restaurants offer daily specials, appetizers. When assessing a client with partial-thickness burns over 60% of the body, which finding should the nurse report immediately? If she decides to purchase a sports car such as the Mustang, she will be primarily fulfilling __________ needs. India has no shopping malls or other large commercial centers. 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. Darrell sells custom cabinets for upscale residential homes. No; this is a waste of time since straight rebuys are straightforward and easy to handle. 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? Work with our consultant to learn what to alter. The features on their list are called __________. BMW, the German company that manufactures automobiles, motorcycles, and other products, owns and operates a manufacturing plant in Spartanburg, South Carolina in the United States. 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. Because the United States imports more goods than it exports, it operates under a(n). provide a satisfaction guarantee or return policy.D. 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. Brad is trying to avoid __________ business blunders. All Rights Reserved. A. Arnie knows habitual purchasers with strong store loyalty are great customers. Joanna lives according to her own rules, unconcerned about designer labels, brand names, and luxury items. Last semester, Henri bought his textbooks over the Internet and saved a considerable amount of money. Every year, before he puts his boat in the water, James has his mechanic put a new battery in the boat. In the process of ______, companies initially develop products for niche or underdeveloped markets, and then expand them into their original or home markets. 2003-2023 Chegg Inc. All rights reserved. When shopping for a car you notice a significant price gap between domestic and imported cars, with the imported cars being much more expensive. Variations in the product design and the promotional campaign country by country. C. avoids situational conflicts. When they occasionally see those clothes hanging in the back of their closet, these teenagers probably feel:A.cognitive referral.B. a consumer recognizes an unsatisfied need. 74. Sales of electric components manufactured by Ricks company depend on sales of new cars. achieve standardized pricing across affected industries. C. avoids situational conflicts. to satisfy ritual consumption needs while avoiding overconsumption. consistent with underlying cultural values in a country. Which of the following best describes a situation where your new car stalls in the middle of a busy intersection? Course Hero is not sponsored or endorsed by any college or university. Personality Researchers found that a number of well-known brands tended to be strongly associated with one particular trait, such as Jeep with "ruggedness." through community debating organizations. Hospitals, schools,and religious organizations are examples of ____________ buyers. Brad is trying to avoid __________ business blunders. the outcome of the alternative evaluation process. Which of the following corresponds most closely to this aspect of the decision process? most consumers attitudes depend on prices. Which of the following is one of the global entry strategies? 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. Reginald knows his regular customers create repeat business and:A.assist him in meeting his functional needs.B. plus the net investment income earned from abroad. What role(s) do the sales reps play in the buying center? All Rights Reserved. Marketers call this process, Reginald greets his regular customers by name every morning when they come in for coffee. Ms. Reynolds serves as a __________ in the buying center. reinforce postpurchase cognitive dissonance. Generally, people buy one product or service instead of another because they perceive it to be a better value. Which component of Alexs attitude toward autism research does this represent? Which of the following is NOT a major economic factor that the firm would consider? Offering 2-for-1 coupons is effectively the same as offering customers coffee at half price? Classes start in a few days, and he needs to decide right away how and where to purchase his books. reduce the cost of postpurchase advertising. attempt to facilitate the collective agreement of all members of the buying center. He has a database with their birthdays, and offers them free meals on their birthdays. 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. The traditional marketing strategy of selling umbrellas when it is raining is an example of how __________ factors influence consumers decisions. with low individualism symbolism when confronted with a time oriented culture. Paula is concerned with __________. focus on providing information to and making the sales approach to the one decision maker. B2B marketing involves manufacturers, wholesalers, and service firms. Maslow's Hierarchy of Needs includes physiological needs at the lowest level and self-, actualization at the top. 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. 79. interpersonal. Which of the following is currently a negative factor for foreign investment in India? Unlock the answer question There are 3 possible postpurchase outcomes: Customer satisfaction o Marketers can take several steps to Global population growth is equally dispersed among nations. extend problem solving beyond ritual consumption. distribution is more heavily regulated in developing countries. In the consumer decision process, we decide how much time and effort to expend searching for information based partly on. Which country is Europe's largest Internet market, with Internet users growing at a rate of 14 percent annually? The Gates Foundation recognized problems in __________ exist in many African markets. Which global entry strategy has the highest degree of risk? True B. The RFP process is used by buyers to allow customer input into value creation. Jorge is running against a sharp, experienced politician, someone who is known for their debating skills and cunning wit. Reginald greets and chats with his regular customers every morning when they come in for coffee. 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. Unlike manufacturers, __________ buy products from other businesses but do not significantly alter the form of the products they buy. Most Indian citizens shop in large retail outlets. carefully demonstrate the software to his customer's staff.C. The traditional marketing strategy of selling umbrellas when it is raining is an example of how _____ factors influence consumers' decisions. NCD company wants to expand into the Mexican market. Jorge decides on a strategy of setting low expectations for his performance in the debate, telling reporters "Don't mis-underestimate me." 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. Setting unrealistically high consumer expectation often leads to: Ralph, an accident and injury attorney, knows he wants satisfied customers but does not want to create unrealistic expectations. Marketers particularly interested in postpurchase behavior because it: A. involves both compensatory : 1346586. 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. Which of the following needs pertains to the performance of a product or service? About us; Ask an Expert; Studocu World University Ranking 2023; Firms hope that helping consumers to learn more about a company and its products will affect consumers. developing brand names that have no preexisting meaning in any known language. This site is using cookies under cookie policy . When they occasionally see those clothes hanging in the back of their closet, these teenagers probably feel: ScholarOn, 10685-B Hazelhurst Dr. # 25977, Houston, TX 77043,USA. The Northwoods University IT department is planning to buy additional computers for the computer lab. Pedro Bechara, manager of the lab, is asked for a recommendation, and he suggests buying Macintosh computers instead of Windows PCs. involves both compensatory and noncompensatory consumers. In a(n) _____ buying center, there may be many participants, but one person makes the decision alone. Andr was addressing his __________ risk. Brands can be extremely valuable domestically, but challenging internationally. decreasing competition for intellectual capital. examining personal memories and knowledge. Frazier will likely engage in limited problem solving. how consumers decide to make their purchases. Which of the following accurately represents the countries that make up what is known as the BRIC countries? creating strong brands and store loyalty. countries with high purchasing power today may not continue to show the same growth in the future. $22 She knows Caribou has been in business for many years, but she has not been able to get any business from them. Flashcards About Marketing Chapter 6 | StudyHippo.com Although social media is used to build relationships, in the B2B context, the majority of B2B marketers use _____ for their marketing efforts. Sometimes consumers have second thoughts after buying goods that are expensive, infrequently purchased, or associated with a high level of risk. To ensure that customers are satisfied, Darrell will likely do any of the following EXCEPT:A.let customers know they have the best quality cabinets available anywhere.B. Only about 200 million of these people earn more than the equivalent of $1,000 per year. Indias population is fairly old and aging fast. the United States and Western Europe will have dramatic increases in population growth leading to overcrowding. 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. the sum of all goods and services handled in a country. whether targeting consumers or resellers, marketers need to focus on. to contribute to the theoretical knowledge in those disciplines. In both new buy and straight rebuy situations, all members of a buying center will be intensely involved in the purchasing decision. Firms prefer to manufacture in a country that has _____ because it signals a greater opportunity to export products to more markets. always include his firm in their universal set.C. Specifications for connecting the device to the car. temporary promotional discounts). entails actual rather than potential customers.E. When she calls on the business faculty at General University, her first stop is to chat with Frank, the business department secretary. These three brands make up her _____ set. The franchisor might end up training a future competitor. Compared to the B2C process, the information search and alternative evaluation steps in the B2B process are. The three levels in between are. Company. He will look for information about the general economic environment, population size and growth rate, and. The same product design and features in all countries, with variations in the promotional campaigns country by country. buyers' remorseC. B. Which of the following statements best describes global expansion through a strategic alliance? Select one : d . Frazier is out of milk and bread and needs to decide what is for dinner. Most firms maintain customer complaint services online, in the store, or over the, telephone. B. offers insights into ritual consumption. What role does John play in this situation? The United States wants to limit the amount of a product that can be imported into the country for a period of time by setting a maximum import quantity. This requirement is designed to. The Marketers are particularly interested in post-purchase behavior because it directly affects the long-term success of their product. She wants to satisfy both functional and psychological needs. True B. Question 8 marketers are particularly interested in - Course Hero postpurchase dissonance.C. It includes customers satisfaction with the purchase, their likelihood of making repeat purchases, and their willingness to recommend the product to others. Customers are more likely to talk about service that exceeded their expectation than about service that did not meet their expectation. For each unit sold, the price sellers receive after the tax (net of tax) is In pricing products in parts of Europe, including Italy, Spain, Greece and France, U.S. companies need to be aware that sales (i.e. Post purchase cognitive dissonance 3.) Kerrys purchase represents, Whenever Meredith buys toothpaste, she always automatically reaches for the same brand and puts it in her shopping cart with no thought or effort. Andr was afraid his condominium would look shabby to his future in-laws, so he had it painted just before their visit. Which of the following is one of the global entry strategies? stimulate impulse voting.D. Firms typically repurchase office supplies (paper, ink cartridges, pens, etc.) Ford Motor Company decided to sell the Fiesta around the globe. it involves both actual and potential customers. 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. By understanding the post-purchase behavior, the marketers can identify areas where they can improve their product to increase customer satisfaction. the degree of perceived risk associated with the product or service being considered. What is the overinvolvement ratio for high study levels in . are unaware of key determinant attributes. chapter 6 marketing Flashcards | Chegg.com C) paperclip Nathan was shopping for a new pair of athletic shoes. 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? Ricks company faces __________ demand. Which of the following is NOT true about web portals? promises and assurances to clients.E. assist him in meeting his functional needs. Which of the influences on the consumer buying process does this represent? Apple computer users tend to like the company and love its products. Firms attempt to respond quickly to complaints, hoping to, 69. attitudes shift consumers from limited to extended problem solving situations. Marketers know this is an especially critical time as consumers deal with:A.criteria re-evaluationB. marketers particularly interested in this because it entails actual customers rather than potential customers 3 possible positive postpurchase outcomes 1. customer satisfaction 2. postpurchase dissonance 3. customer loyalty customer satisfaction George would probably be, considered a(n) __________ in the diffusion of innovation, Parents of young children have been known to drive out, of their way so their kids will not see McDonald's Golden, Arches and plead with their parents to stop. 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. promote products more frequently in traditional media. Nearly all small businesses have consensus buying centers. Companies can help overcome language difficulties in using brands by. Should an office supplies sales rep stay in close touch with his/her current customers, and why or why not? A. attempt to get one "friend" on the committee to support his products. call for different marketing and selling strategies. Tom is concerned about __________ capabilities in Bangladesh. When Walmart considers reordering items for its stores, its buyers are instructed to negotiate price concessions, quality improvements, and/or added options. Markham Publishing is known for its consultative buying center culture. Which of the following is an example of a government buyer? Refer to Figure 4-8. provide a satisfaction guarantee policy.D. Before 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. perceive it to be the better value for them. _____ involves the buyer considering their own personal knowledge about a product based on past experience. He also bought a trailer for his lawn maintenance business. The North American Free Trade Agreement represents the highest level of integration among the various international trade agreements. This is considered an external search for information. need recognition.E. The purchase of capital equipment such as the ovenis an example of a _____ situation. This will cause marketers to:A.demonstrate value in new ways, especially in justifying prices.B. There are approximately 1 billion people living in India. An effective global pricing strategy can be easily established by setting the same prices in every market around the world. E) all of these. All of these statements are true about web portals. translating advertising copy for the entire ad except the brand name. Geert Hofstedes cultural dimensions concept focuses on five dimensions of __________ in a country. Some websites provide allow consumers to shop while getting opinions from online friends. 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. Gerald is assessing global entry strategies for his gourmet sandwich business. C) avoids situational conflicts. __________ factors, such as the purchase situation, often override or influence psychological and social issues influencing consumers purchase decisions. India is one of the fastest growing markets and has one of the youngest populations in the world. In addition to wasting time by not understanding BigDeals culture, Leanne may have also hurt her chances because she. They also put personal care products in the pharmacy area, many aisles away from the grocery products. assist them in their internal information search. Many teenagers, both male and female, have clothes they purchased in the past that they "would not be caught dead in" today. expensive, infrequently purchased, and associated with high levels of risk. a consumers performance risk is minimized. Marketers know this is an especially critical time as consumers deal with: Reginald greets and chats with his regular customers every morning when they come in for coffee. Quickly and professionally. Henri will engage in a(n) __________ process. carefully demonstrate the software to his customer's staff. 62. Brad is trying to avoid . 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. 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. promotional efforts.D. What type of B2B organization is a retail store such as T.J. Maxx? 62. When she went to work in another part of the country, she was surprised by how few people had similar values and beliefs. Question: Marketers are particularly interested in postpurchase behavior because it O involves both compensatory and noncompensatory consumers. The greater the difference between a consumers unsatisfied need and the desired state, the greater the need recognition will be. 72. His employees have learned that there isnt much point in making purchase recommendations for new equipment, because Bob is going to choose whatever he thinks is best regardless of their views. The Wall Street Journal provides a set of guidelines each year for purchasing a laptop computer. Marketers sometimes use Hofstedes cultural dimensions to design marketing campaigns. A. involves both compensatory and noncompensatory consumers. Derek bought a pickup truck to transport his equipment to fishing tournaments that he's going to attend. The buying process begins with a comparison of available alternatives. In _____ buying centers, all members of the team must reach a collective agreement that they can support a particular purchase. Many specialty portals have been created to serve specialized needs. India claims more than 25% of the worlds population. Franchising limits profit potential, since profits will have to be split with the franchisee.
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