Question 1

Many subcultures make up important market segments.Examples of four such important subculture groups include those from Atlantic provinces, Quebec, Central Canada, the Prairies and British Columbia.Describe several characteristics that would interest marketers about each of these groups.

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Question 2

What is the buying centre concept? Explain why this concept presents a major marketing challenge.

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Question 3

Explain how the decision process in the business market and consumer market differ.

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Question 4

Identify and describe the stages in the adoption process.

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Question 5

Buyer and seller are less dependent upon each other in the business buying process than in the consumer buying process.

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Question 6

In the supplier search stage of the business buying process, the buyer ranks the importance of reliability, price, and other desired characteristics in the product.

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Question 7

A consumer's behaviour is influenced by social factors, such as the consumer's small groups, friends, and family.Explain how these social factors influence consumption and why they are important to marketers.

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Question 8

Explain Maslow's needs hierarchy.

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Question 9

Explain how business demand is derived demand.

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Question 10

Identify the product characteristics that influence the rate of adoption.Explain how each characteristic affects the rate of adoption.

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Question 11

Of the different types of buying situations, the modified rebuy presents the fewest decisions for a business buyer to make.

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In a modified rebuy, the buyer has already made a purchase but is looking to make modifications or changes to the existing product or supplier, which requires some level of decision-making. It may not be as complex as a new task buying situation, but it still involves decisions.

Question 12

Why is it important for marketers to understand the changing roles and influence of family members? How are roles and social status related to product choice?

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Question 13

Give an example of a cultural shift that may impact the marketing of products or services.

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Question 14

What roles do cultural factors play in consumer behaviour?

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Question 15

The buying centre is not a fixed or formally identified unit within an organization.

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The buying centre is a group of individuals who participate in the purchasing decision-making process. It is not a formally identified unit within an organization, but rather a dynamic group that may vary depending on the situation and the type of purchase being made.

Question 16

Environmental, organizational, interpersonal, and individual factors all influence business buyer behaviour.

Accepted Answer

Environmental factors such as economic, technological, cultural, and legal factors can affect the buying behaviour of a business. Organizational factors such as the company's policies, structure, and culture also play a role. Interpersonal factors mainly refer to the relationships between the different members involved in the decision-making process. Finally, individual factors such as attitudes, values, and personal characteristics of the decision-makers can also influence buying behaviour.

Question 17

Cultural factors exert a broad and deep influence on consumer behaviour.The marketer needs to understand the role played by the buyer's culture, subculture, and social class.Compare the roles of culture, subculture, and social class.

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Question 18

The benefits of e-procurement include access to new suppliers, lower purchasing costs, and more time-efficient order processing and delivery.

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E-procurement allows organizations to easily search for and connect with new suppliers, which can increase competition and potentially lead to lower purchasing costs. Additionally, the streamlined electronic process can save time and reduce errors in order processing and delivery.

Question 19

A business marketer normally deals with far fewer buyers than the consumer marketer does.

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This is because business marketing typically focuses on selling products or services to other businesses rather than individual consumers, which means the target market is smaller and more concentrated.

Question 20

Each person's distinct personality influences his or her buying behaviour.Personality is usually described in terms of traits.What are these traits, and how do they affect the way people purchase items? Give at least one example.

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Quiz 6: Understanding Consumer and Business Buyer Behaviour