Question 1

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 2

Explain how business demand is derived demand.

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Question 3

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

Accepted Answer

In a modified rebuy, the buyer has already made a decision but may consider new options or suppliers. This still requires them to make decisions and evaluate different options, which means it is not the type of buying situation that presents the fewest decisions for a business buyer.

Question 4

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 5

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

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Question 6

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 7

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

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Environmental, organizational, interpersonal, and individual factors are all important factors that affect business buyer behaviour. Environmental factors include economic, technological, political, and cultural factors that affect the overall business environment. Organizational factors include the company's goals, objectives, policies, and procedures, as well as the roles and responsibilities of employees within the organization. Interpersonal factors include relationships between buyers and sellers, such as trust, communication, and negotiation. Individual factors include personal characteristics such as attitudes, beliefs, values, and perceptions that affect the decision-making process. All of these factors are important in understanding business buyer behaviour.

Question 8

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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Question 9

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 enables organizations to easily access new suppliers, compare prices and products, negotiate contracts, and streamline the order process, resulting in cost savings and faster delivery times.

Question 10

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 11

Explain Maslow's needs hierarchy.

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Question 12

Identify and describe the stages in the adoption process.

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Question 13

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

Accepted Answer

In the business buying process, the relationship between the buyer and seller is typically longer-term and involves more complex and customized products or services. The buyer and seller often engage in negotiation and collaboration to ensure that the product or service meets the buyer's specific needs. In contrast, in the consumer buying process, transactions are typically based on individual preferences and involve fewer ongoing relationships or negotiations between the buyer and seller.

Question 14

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

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Question 15

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

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This is because business marketers usually deal with companies or organizations, while consumer marketers target individual consumers. Companies or organizations tend to have fewer buyers or decision-makers involved in the purchasing process compared to individual consumers who can make purchasing decisions on their own.

Question 16

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

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Question 17

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

Accepted Answer

The buying centre is a group of individuals within an organization that work together to make purchasing decisions, but it is not a fixed or formally identified unit. The individuals involved in the buying centre may vary depending on the specific purchase being made.

Question 18

In the supplier selection 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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In the supplier selection stage, the buyer evaluates potential suppliers based on criteria such as reliability, price, quality, delivery time, and other desired characteristics. The buyer would then rank the importance of these criteria to determine which supplier best meets their needs.

Question 19

What roles do cultural factors play in consumer behaviour?

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Question 20

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

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Quiz 6: Understanding Consumer and Business Buyer Behaviour