Brands can be extremely valuable domestically, but international use can be challenging. situational. entrees, and desserts not listed on their standard menu. temporary promotional discounts). All of these are disadvantages a firm must consider. and more. information search decision rule self-actualization post-purchase limited problem solving. Anita is conducting a country market assessment, and is focusing on four key elements: distribution channels, transportation systems, communication systems, and commerce. Many specialty portals have been created to serve specialized needs. extend problem solving beyond ritual consumption. E. involves both actual and potential customers. D. entails actual rather than potential customers. issue a request for proposals from invited suppliers. D) owly. consumer vulnerability. a level of population growth that impacts exports. declining fuel costs allowing cost-effective shipping to global markets. The buying decision is likely to be most complex and take longest to complete in a(n) __________ B2B buying situation. a consumer recognizes an unsatisfied need. India has no shopping malls or other large commercial centers. The North American Free Trade Agreement represents the highest level of integration among the various international trade agreements. Jordana is a travel agent. 72. Complaint behavior is of interest as an important form of market feedback to organizations 258 Journal of Marketing . Business-to-business marketing refers to buying and selling goods or services to be used by final consumers. 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. B. offers insights into ritual consumption. Which of the following is an example of a government buyer? The traditional marketing strategy of selling umbrellas when it is raining is an example of how __________ factors influence consumers' decisions. offset performance risk with financial risk. Which of the following would you not expect to find in the RFP? She had not planned to buy it, but decided on the spot to buy one and try it. reduce the number of products and services open to purchase on internet portal sites.C. Setting unrealistically high consumer expectation often leads to:A.ritual reversion.B. The team's coach has invited all team members to make recommendations, after which he will select the successful vendor. Which of the following is currently a negative factor for foreign investment in Russia? reinforce postpurchase cognitive dissonance. B. offers insights into information search methods. Marketers are particularly interested in postpurchase behavior because it. An effective global pricing strategy can be easily established by setting the same prices in every market around the world. 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. When they occasionally see those clothes hanging in the back of their closet, these teenagers probably feel:A.cognitive referral.B. Andr was afraid his new condominium would look shabby to his future in-laws, so he had it painted just before their visit. Which country has a large literate population which has helped it move up to become the world's seventh largest economy? This is an especially critical time for marketers, as their customers are dealing with. Most B2B buying situations can be categorized as new buys, modified rebuys, and. 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. India prevents foreign investors from entering into joint ventures. What is the final stage in the business-to-business buying process? 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. Specifications for connecting the device to the car. Offering 2-for-1 coupons is effectively the same as offering customers coffee at half price? Which of these trade agreements represents the highest level of integration among participating nations? personally valuable, antique, or foreign-made. The Marketers are particularly interested in post-purchase behavior because it directly affects the long-term success of their product. Manufacturers would prefer to produce in a country with a trade __________, because it signals a greater opportunity to export products to more markets. All Rights Reserved. In this situation, these three attributes are called. A buying center whose members reach a decision based on a collective agreement is known as an autocratic buying center. Diffusion Let us complete them for you. This will cause marketers to:A.demonstrate value in new ways, especially in justifying prices.B. Which of these is NOT a disadvantage of franchising? change the way process by which consumers make decisions. Budweiser is well known for using humor in its ads for Bud Light beer. Which of the following is an example of a reseller? CA Technologies, a firm providing software and services to information technology departments, maintains a corporate blog. C. avoids social, situational conflicts. _____ pertain to the personal gratification consumers associate with the product or service. In a modified rebuy situation, __________ are likely to have an advantage in getting the order. The guidelines include recommendations for hard disk capacity, memory size, battery life, and several other attributes. The Northwoods University IT department is planning to buy additional computers for the computer lab. Many restaurants offer daily specials, appetizers. This E-mail is already registered with us. Sandy thinks the east side of her city is a great area to own a home and raise a family. Marketers are particularly interested in __________ behavior because it C. $27 62. Many teenagers, both male and female, have clothes they purchased in the past that they "would not be caught dead in" today. Basket Weavers, Inc ships their prized bread basket to two countries (countries A and B) where the exchange rates are in equalibrium. countries with high purchasing power today may not continue to show the same growth in the future. This E-mail is already registered as a Premium Member with us. Brad is trying to avoid __________ business blunders. By understanding the post-purchase behavior, the marketers can identify areas where they can improve their product to increase customer satisfaction. The greater the difference between a consumers unsatisfied need and the desired state, the greater the need recognition will be. Our Experts can answer your tough homework and study questions. China is now the second-largest economy and the third-largest market for U.S. exports. 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. The same marketing mix for all of the four Ps used in all countries. Frazier will likely engage in limited problem solving. The individual who controls the flow of information or access to important decision makers serves as the _____ in the buying center. The buying process begins with a comparison of available alternatives. visit customers after they have moved into their home. Laura has a nearly new economy car, but she wants a Ford Mustang because she thinks it would be exciting to own one. Gerald is assessing global entry strategies for his gourmet sandwich business. 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. The features on their list are called __________. They are in the __________ stage of the business-to-business buying process. A buying center that makes its decisions by majority vote is a(n) __________ buying center. Unlock the answer question 1.) Work with our consultant to learn what to alter. Population shifts are causing a decline in the percentage of people in the middle class. They are experiencing significant levels of economic growth. offers insights into ritual consumption.C. Course Hero is not sponsored or endorsed by any college or university. 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? Nathan was shopping for a new pair of athletic shoes. Marketers Are Particularly Interested in Postpurchase Behavior Because It The RFP process is used by buyers to allow customer input into value creation. This requirement is used to keep suppliers "on their toes.". He will gather information about the transportation and communications capabilities in each country. 72. [psychographic, demographic] English (US) United States. developing brand names that have no preexisting meaning in any known language. Companies can help to overcome language difficulties in using brands by. If a small business wants to take the least risky strategy to enter its first foreign market, it would choose which of the following global entry strategies? Resellers differ from producers in that resellers significantly alter the form of goods they sell. internalize impulse attitudes.E. 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. NCD company wants to expand into the Mexican market. Only about 200 million of these people earn more than the equivalent of $1,000 per year. When developing her marketing strategy, Kimberly will probably assume that this represents a __________ situation for Caribou Coffee, and she will want to find out why Caribou is considering alternatives. Indias young people mostly live in rural areas in large families. "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. Personality Researchers found that a number of well-known brands tended to be strongly associated with one particular trait, such as Jeep with "ruggedness." The skydiving team's buying center has a(n) __________ organizational culture. Maslows Hierarchy of Needs is an interesting concept for psychology, but it has little relevance for marketing. the United States and Western Europe will have dramatic increases in population growth leading to overcrowding. looking through the internal records of a firm, often found on the company website. In both new buy and straight rebuy situations, all members of a buying center will be intensely involved in the purchasing decision. How can this blog help CA Technologies with B2B marketing? to avoid cultural reference group problems. Joanna is at what level in Maslows Hierarchy of Needs? an indicator of the quality of life in a country. With a median age of 61, India has one of the oldest populations in the world. TheWall Street Journal is providing consumers with, Before flying, Jaden researches the types of planes the airline uses, scans the plane for defects as it taxis up to the terminal, and follows the pilot and crew as they come through the airport. Most firms maintain customer complaint services online, in the store, or over the telephone. are theoretical and have little relation to what happens in the real world. 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. attitudes shift consumers from limited to extended problem solving situations. Consumer behavior refers to buyers who are purchasing products for personal, family, or group use. To derive a perceptual map, marketers follow six steps. 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. involves both compensatory and noncompensatory consumers. B) image 2.1.2: Buying-Process Stages - Business LibreTexts adhering to the UN Convention on Naming Rights. China drastically restricts the goods it allows U.S. companies to export to China. 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. Kindly login to access the content at no cost. Apple has nurtured this __________ component of their customers attitudes. the value of a countrys exports minus its imports. After a vendor is chosen, Reginald will handle the paperwork and send out the purchase order. In a _____ situation, the buying center is likely to proceed through all six steps in the buying process and involve many people in the buying decision. MKT 304 Extra Credit Questions - Studocu Russia is known for corruption, particularly bribe taking in business negotiations. Which of the following is NOT one of the four general types of organizational cultures? 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. Exchange controls refers to the regulation of a countrys, When firms pool their resources to enter a new market, they create a(n). No; this is a waste of time since straight rebuys are straightforward and easy to handle. Perceived benefits versus perceived costs of search, Thanh has to decide which college to attend. Paula has developed a successful business selling appliances to homebuilders. To ensure that customers are satisfied after purchasing his software, Daniel could do all the following EXCEPT: create realistic expectations for his customers. Companies can help overcome language difficulties in using brands by. personal selling techniques.C. Colin wants information about the infrastructure in the countries his company is planning to export to. What is the overinvolvement ratio for high study levels in . To make it more likely that his customers are satisfied, Darrell could do any of the following EXCEPT. He ultimately will determine whether to buy, what to buy, how to buy, or where to buy. B. Chinese consumers are not interested in purchasing products from the U.S. a country that exports more goods than it imports. See Page 1. The student body president is the __________ in the buying center. The Post-purchase behavior refers to the actions and reactions of a customer after they have purchased a product or service. D) involves actual rather than potential customers. The Gates Foundation recognized problems in __________ exist in many African markets. According to purchasing power parity theory, if __________ is/are in equilibrium, products will cost the same in each country. consumer behavior than ____ segmentation. Chris is gathering information about the general economic environment in Nepal. Phil put down the phone and told Alice, "I just love that customer. Marketers often use principles and theories from sociology and psychology to better understand consumers actions and. This is an example of which global entry strategy? Autocratic buying centers are characterized by. call for different marketing and selling strategies. Which of the following would be an example of glocalization of the Fiesta? the outcome of the alternative evaluation process. 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. attempt to facilitate the collective agreement of all members of the buying center. Once consumers have recognized a need, they begin to search for ways to satisfy that need. to contribute to the theoretical knowledge in those disciplines. Question: Marketers are particularly interested in postpurchase behavior because it O involves both compensatory and noncompensatory consumers. decision heuristics. attempt to get one "friend" on the committee to support his products. in the legal section of a local newspaper. Which of the following corresponds most closely to this aspect of the decision process? Based on population growth rates in different regions, he should consider that. Reginald plays the __________ in the buying center. entails actual rather than potential customers. A small business decides to upgrade its aging phone system. consumers weigh performance risk against functional needs when assessing their attitudes. C) paperclip decreasing competition for intellectual capital. Kimberly has just learned that Caribou Coffee is looking for a new source of commercial-grade coffee makers, one of the products she sells. Because the United States imports more goods than it exports, it operates under a(n). Solved > 71. Marketers are particularly interested in postpurchase $20 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 As part of efforts to stimulate economic development in Africa, the Gates Foundation announced that it would provide cellular phones to farmer cooperatives. In a(n) _____ buying center, there may be many participants, but one person makes the decision alone. A) globe through community debating organizations. Generally, people buy one product or service instead of another because they. Hospitals, schools,and religious organizations are examples of ____________ buyers. Marketers are particularly interested in postpurchase - Course Hero Yes; history has shown that online reordering cant be trusted. focus attention on the gatekeeper in the buying centers team. Which statement about Indias population is TRUE? In a joint venture, the burden of ownership, control, and profits is not shared. They have financial resources, want to control business operations, and have had considerable success marketing to Hispanics in the United States. efforts to stimulate choices among government agencies. External agencies and government bodies publish safety ratings for cars to help consumers alleviate _____ risk. He is evaluating market sizes and growth rates. These three brands make up her _____ set. The Russian population is poorly educated. 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. Jorge is running against a sharp, experienced politician, someone who is known for their debating skills and cunning wit. C. avoids situational conflicts. What type of B2B organization is a retail store such as T.J. Maxx? using the Internet to find what other consumers feel about a specific product or service. Ford Motor Company decided to sell the Fiesta around the globe. 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. 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. Post purchase cognitive dissonance 3.) When a pharmaceutical company like Merck is preparing to purchase new company cars, sales reps feedback will be sought on car models and features, but the final decision will be made by higher levels of management. 73. When the floor rusted through on her old car, Kelly knew she had a problem. achieve standardized pricing across affected industries. Which global entry strategy has the highest degree of risk? A. The Marketers are particularly interested in post-purchase behavior because it entails actual rather than potential customers.. The first stage of the B2B buying process is. call for different marketing and selling strategies. Question 8 Marketers are particularly interested in postpurchase behavior because itSelect one: d. involves actual rather than potential customers.9. 10+ million students use Quizplus to study and prepare for their homework, quizzes and exams through 20m+ questions in 300k quizzes. Marketers sometimes use Hofstedes cultural dimensions to design marketing campaigns. True B. The traditional marketing strategy of selling umbrellas when it is raining is an example of how _____ factors influence consumers' decisions. most consumers attitudes depend on prices. psychological risk.D. shopping. suggest that B2B sellers should develop one marketing mix to use for all situations. The president of the Northwoods University student body made a formal request to the IT department for additional computers in the main computer lab. They have suffered more than most other countries in the recent recession. provides insights on the information search process. avoids situational conflicts. Less-developed countries like Switzerland and Britain are experiencing rapid population growth. 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. Entering into a global franchise agreement exposes a company to higher risk than if the company had entered into direct investment in the country. Andr was afraid his condominium would look shabby to his future in-laws, so he had it painted just before their visit. India is one of the fastest growing markets and has one of the youngest populations in the world. Phil is most likely selling to a firm in what kind of buying situation? Daniel sells specialty software designed to allow small insurance companies to manage customer data and claims. Brad is observing part of his firms. have conducted a thorough internal search for information. Ralph, an accident and injury attorney, knows he wants satisfied customers but does not want to create unrealistic expectations. Marketers know this is an especially critical time as consumers deal with:A.criteria re-evaluationB. translating advertising copy for the entire ad except the brand name. Marketers frequently design customer relationship management programs to, 67. 75. 71. Geert Hofstedes cultural dimensions concept focuses on five dimensions of __________ in a country. The Raycom engineers will primarily play the __________ role in the companys buying center. He will look for information about the general economic environment, population size and growth rate, and. Generally, people buy one product or service instead of another because they perceive it to be a better value. examining personal memories and knowledge. The business-to-business buying process is initiated by which of the following steps? These make up her __________ set. consulting close friends and families before expanding the search to a wider, external group. Marketers fear negative word of mouth because when consumers are dissatisfied, they, 68. Jaden probably has a misguided sense of his. Quickly and professionally. Henri will engage in a(n) __________ process. more likely to appeal to consumers' __________ needs. These influences on her spending decisions are all ________ influences. To ensure that customers are satisfied, Darrell will likely do any of the following EXCEPT: let customers know they have the best quality cabinets available anywhere. She carefully monitors the issuance of new home permits to anticipate how many appliances she will need to buy in order to supply her customers. 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. This is considered an external search for information. Brands can be extremely valuable domestically, but challenging internationally. Although social media is used to build relationships, in the B2B context, the majority of B2B marketers use _____ for their marketing efforts. The local skydiving team is buying new parachutes. The three levels in between are. It includes customers satisfaction with the purchase, their likelihood of making repeat purchases, and their willingness to recommend the product to others. psychological. Robertico has a(n) __________ buying center culture. require business sellers to be consistent in their marketing mixes. Every year, before he puts his boat in the water, James has his mechanic put a new battery in the boat. provide a hotline to immediately address customer feedback.E. 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. $20 The BRIC countries are Bolivia, Russia, Italy and China. offers insights into information search methods. reduce the cost of postpurchase advertising. Marketers are particularly interested in postpurchase behavior because it: A. involves both compensatory and noncompensatory consumers. When she went to work in another part of the country, she was surprised by how few people had similar values and beliefs. a. Sharon was considering. Whenever she sells an expensive vacation package, she encourages the customer to buy travel insurance, which provides reimbursement in case of trip cancellation due to illness or another emergency. Because not all purchase intentions result in an actual purchase, marketers calculate the _____ to measure how effectively a decision to purchase a specific product results in a completed purchase. _____ involves the buyer considering their own personal knowledge about a product based on past experience. promises and assurances to clients.E. consumers functional needs are greater than their psychological needs. This is the most important, riskiest and most expensive decision she has ever made. Cultural nuances, subcultures, and consumers different views of their roles in different countries can make __________ complicated. reduce the number of products and services open to purchase on internet portal sites. This is an example of which of the following types of buying situation? When Catherine was considering different brands of jeans to buy, she limited the choices to threeshe would actually consider purchasing. Sometimes consumers have second thoughts after buying goods that are expensive, infrequently purchased, or associated with a high level of risk. the global population is expected to grow at staggering rates indefinitely. 79. She will be engaged in, Postpurchase cognitive dissonance is especially likely for products that are. Ms. Reynolds serves as a __________ in the buying center. Which of the following is not one of those changes? According to Maslows Hierarchy, most of the other 800 million Indian consumers are primarily addressing their __________ needs. 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. Which of the following details is/are included in the order specification stage of the B2B buying process? Pedro Bechara, manager of the lab, is asked for a recommendation, and he suggests buying Macintosh computers instead of Windows PCs. Phil is likely selling to a firm in what kind of buying situation? Americans often equate "bigger" with "better," and prefer larger cars, TV screens, homes even meals. Refer to Figure 4-8. In _____ buying centers, all members of the team must reach a collective agreement that they can support a particular purchase. Derek bought a pickup truck to transport his equipment to fishing tournaments that he's going to attend. central mediator of postpurchase behavior, linking pre-choice product beliefs to postchoice cognitive structure, consumer communications, and repurchase behavior (Bearden and Teel 1983; LaBarbera and Mazursky 1983; Oliver 1980). by a committee after considerable deliberation. Arnie knows habitual purchasers with strong store loyalty are great customers. Marketers particularly interested in postpurchase behavior because it: A. involves both compensatory : 1346586.
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