$22 NCD company wants to expand into the Mexican market. Basket Weavers, Inc ships their prized bread basket to two countries (countries A and B) where the exchange rates are in equalibrium. Quickly and professionally. Jennifers spending decisions are heavily influenced by her family, her peers, and her religious education. psychologically soothing, purchased impulsively, and part of a consumers evoked set. postpurchase dissonance.C. When John was considering buying a new car, he sought out unbiased information and ratings about different makes and models in Consumer Reports magazine as well as from Edmunds.com. Course Hero is not sponsored or endorsed by any college or university. visit customers after they have moved into their home.E. B) offers insights into information search methods. _____ is an entry point that is commonly used to find specific sites. Firms hope that helping consumers to learn more about a company and its products will affect consumers. Jordana is buying a laptop computer to take on trips. An organizations culture reflects the __________ that guide its employees behavior. They can save companies money and reduce paperwork. The business will probably place a straight rebuy order. Alternative evaluation often occurs while the consumer is engaged which step of the consumer purchase process. Robertico has a(n) __________ buying center culture. The _____________ situation usually involves more members of a buying center and involves more time to complete than the other buying situations. With companies on the Internet like Expedia, consumers are better informed about costs and benefits of purchasing options. Consumers involved in habitual decision making engage in little conscious decision making. A __________ limits the quantity of imported merchandise, thus minimizing competition faced by domestic products. In both new buy and straight rebuy situations, all members of a buying center will be intensely involved in the purchasing decision. Marketers particularly want their brands and products to be in consumers __________ sets. Marketers sometimes use Hofstedes cultural dimensions to design marketing campaigns. Although she has looked at several brands, she refuses to buy a computer that weighs more than five pounds. True B. 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. consumers weigh performance risk against functional needs when assessing their attitudes. . avoids social, situational conflicts.D. Marketers call this process, Reginald greets his regular customers by name every morning when they come in for coffee. 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. treat all members of the buying center as equally important. In addition to wasting time by not understanding BigDeals culture, Leanne may have also hurt her chances because she. India prevents foreign investors from entering into joint ventures. The RFP process is used by buyers to allow customer input into value creation. personal selling techniques.C. Which of the following is NOT one of the four general types of organizational cultures? 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 fact that a family would spend a lot more time researching the market before making a home purchase than it would in the decision to purchase an inexpensive dollhouse for the youngest member of household can best be explained which of the following concepts? Which of the following is one of the global entry strategies? These influences on her spending decisions are all ________ influences. Elena is in the process of buying a new car. temporary promotional discounts). Sandy and John have different _____ regarding the east side of the city. simplifying the supply chain needed to make goods and services available. postpurchase harmony.D. Portals are strictly for buying and selling tangible products. A purchase decision which typically involves (at most) a moderate amount of effort and time is called, Kerry was in her grocery store and saw a display for a new organic yogurt. by building brand awareness among potential customers. For each unit sold, the price sellers receive after the tax (net of tax) is focus on providing information to and making the sales approach to the one decision maker. C) paperclip B. offers insights into ritual consumption. developing brand names that are meaningless in known languages. In terms of business markets, organizations like hospitals that provide goods and services to people in their care are classified as. 76. In a(n) _____ buying center, there may be many participants, but one person makes the decision alone. Rachael is visiting colleges before applying to schools. It includes customers satisfaction with the purchase, their likelihood of making repeat purchases, and their willingness to recommend the product to others. The Raycom engineers will primarily play the __________ role in the companys buying center. No; the sales rep should be looking for new customers instead. Ricks company faces __________ demand. To determine the market potential for its particular product or service, a firm should use. Many restaurants offer daily specials, appetizers. In which buying situation is the buyer most likely to proceed through all six steps in the buying process? 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? call for different marketing and selling strategies. Which statement about Indias population is TRUE? it involves both actual and potential customers. Which country has a large literate population which has helped it move up to become the world's seventh largest economy? In a joint venture, the burden of ownership, control, and profits is not shared. Colin wants information about the infrastructure in the countries his company is planning to export to. A(n) __________ situation in B2B marketing is similar to limited problem solving in the B2C process. Maslows Hierarchy of Needs includes physiological needs at the lowest level and self-actualization at the top. declining fuel costs allowing cost-effective shipping to global markets. She has defined the . There is only one global product strategy: to sell a product or service similar to that sold in the home country, but include minor adaptations. 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. The global product strategy a firm chooses depends on, Although China represents one of the largest markets for soup in the world, Campbells Soup Company had to invest considerable time and effort in making changes to its existing products because Chinese people are accustomed to preparing their soup fresh. 62. C. avoids social, situational conflicts. Andr was afraid his condominium would look shabby to his future in-laws, so he had it painted just before their visit. He offers them tastes of anything special he is cooking that day, and has a database with their birthdays, offering regulars a free meal on their birthday. About us; Ask an Expert; Studocu World University Ranking 2023; when consumers decide to make their purchases. a consumers performance risk is minimized. True B. Why are marketers particularly interested in postpurchase behavior? 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. The greater the wealth of a country, generally, the better the opportunity a firm will have in that particular country. Business-to-business marketing refers to buying and selling goods or services to be used by final consumers. purchase uncertaintyE. Although he is now in his seventies, he still has a "hands on" management style. A buying center whose members reach a decision based on a collective agreement is known as an autocratic buying center. Maslows Hierarchy of Needs is an interesting concept for psychology, but it has little relevance for marketing. provides insights on the information search process. efore 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. The business-to-business buying process is initiated by which of the following steps? Which of the following details is/are included in the order specification stage of the B2B buying process? 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? This is an especially critical time for marketers, as their customers are dealing with. more likely to appeal to consumers' __________ needs. Marketers are particularly interested in postpurchase behavior because it:_______. Situational factors sometimes override psychological and social factors in the consumer decision process. The Russian population is poorly educated. shopping. 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. how consumers decide to make their purchases. Andr was addressing his __________ risk. Nearly all small businesses have consensus buying centers. The same product design and features, and the same basic promotional campaign, used in all countries. False. Classes start in a few days, and he needs to decide right away how and where to purchase his books. China is now the second-largest economy and the third-largest market for U.S. exports. Bids for supplying the required components or parts. They have financial resources, want to control business operations, and have had considerable success marketing to Hispanics in the United States. Jaden probably has a misguided sense of his. The three levels in between are. prefer to avoid doing extended problem solving. 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. Marketers are particularly interested in postpurchase behavior because it. spread positive word of mouth. is working on the first marketing plan the firm has ever used. to satisfy ritual consumption needs while avoiding overconsumption. The Gates Foundation recognized problems in __________ exist in many African markets. With a median age of 61, India has one of the oldest populations in the world. According to Maslows Hierarchy, most of the other 800 million Indian consumers are primarily addressing their __________ needs. When assessing a client with partial-thickness burns over 60% of the body, which finding should the nurse report immediately? D) owly. Indias workforce is highly skilled, particularly in technology. 72. Firms typically repurchase office supplies (paper, ink cartridges, pens, etc.) The greater the difference between a consumers unsatisfied need and the desired state, the greater the need recognition will be. entrees, and desserts not listed on their standard menu. efforts to stimulate choices among government agencies. assist him in meeting his functional needs. using uncertainty avoidance to reduce power distance. Raycom Construction needs heavy-duty equipment to install a new pipeline in northern Alaska. Paula is concerned with __________. Which of these is NOT a disadvantage of franchising? most consumers in developing countries live in densely populated cities. This E-mail is already registered with us. 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? assist them in their internal information search. Andr was addressing his __________ risk. Geert Hofstedes cultural dimensions concept focuses on five dimensions of __________ in a country. Which of the following is NOT one of Hofstedes cultural dimensions? Global businesses often find it particularly difficult to understand the __________ of a countrys culture. 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. Brad is trying to avoid __________ business blunders. They are in the __________ stage of the business-to-business buying process. If a firm wants to conduct a country market analysis, it must look at major economic factors using well-established metrics. 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? John is involved in the buying center of a large organization. There are five types of risks associated with purchase decisions. He ultimately will determine whether to buy, what to buy, how to buy, or where to buy. B) image Let us have a look at your work and suggest how to improve it! The larger the numbered circle, the larger the market size. Darrell sells custom cabinets for upscale residential homes. 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. The same marketing mix for all of the four Ps used in all countries. 62. A description of the required features for the device. provide a satisfaction guarantee policy.D. Reginald plays the __________ in the buying center. He offers them a taste of anything special he is cooking that day. Daniel sells specialty software designed to allow small insurance companies to manage customer data and claims. The University will purchase new computers during the summer to update its computer labs. Brands can be extremely valuable domestically, but challenging internationally. "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 global entry strategy has the highest degree of risk? 63. Belgium, Romania, Ireland and the Czech Republic. I got another big order, and they just keep on coming." 73. 75. What role(s) do the sales reps play in the buying center? 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. The North American Free Trade Agreement represents the highest level of integration among the various international trade agreements. The traditional marketing strategy of selling umbrellas when it is raining is an example of how __________ factors influence consumers decisions. distribution is more heavily regulated in developing countries. the gross purchasing power of domestic goods and services plus international income. creating strong brands and store loyalty. involves both actual and potential customers. focus exclusively on the head of the buying center. the infrastructure is more advanced in most developing countries. A. Which of the following is not one of those changes? Maslow's Hierarchy of Needs includes physiological needs at the lowest level and self-, actualization at the top. Darrell hopes that satisfied customers will create word of mouth referrals for him. Like marketers, political candidates who set expectations too low, could: Darrell sells custom cabinets for upscale residential homes. These influences on her spending decisions are examples of. Which of the following needs pertains to the performance of a product or service? plus the net investment income earned from abroad. Darrell sells custom cabinets for upscale residential homes. 71. the middle class in India will continue to shrink as the rich get richer and the poor get poorer. Compared to the B2C process, the information search and alternative evaluation steps in the B2B process are. To derive a perceptual map, marketers follow six steps. D. entails actual rather than potential customers. After need recognition and product specification, many firms using the B2B buying process. Sandy thinks the east side of her city is a great area to own a home and raise a family. Which of the following statements best describes global expansion through a strategic alliance? Yes; straight rebuys require a lot of the sales reps assistance. The Marketers are particularly interested in post-purchase behavior because it entails actual rather than potential customers.. 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. Many teenagers, both male and female, have clothes they purchased in the past that they "would not be caught dead in" today. Many teenagers, both male and female, have clothes they purchased in the past that, they "would not be caught dead in" today. When Karen realized her dog had fleas, Karen had, Stuart wanted to impress Janet with the perfect engagement ring. _____ pertain to the personal gratification consumers associate with the product or service. Caroline had to adjust to __________ differences. 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. Marketers are particularly interested in postpurchase behavior because it. This is considered an external search for information. Suppose that Volkswagen is preparing an RFP for a hands-free phone connection for a new car model. This is an example of which of the following types of buying situation? 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. Which of the following is a potential negative factor for foreign investment in China? They are experiencing significant levels of economic growth. Globalization refers to the process by which goods, services, capital, people, and ideas. Indias infrastructure for supply chain management is not up-to-date. Pharmaceutical companies have been criticized for direct-to-consumer television ads promoting the use of their brands of medication for specific medical conditions. 79. Daniel knows satisfied customers will come back for software updates as the products and customer base changes. In this situation, these three attributes are called. Most B2B buying situations can be categorized into three types: new buys, straight rebuys, and. achieve standardized pricing across affected industries.D. Your text notes that global markets are the result of several fundamental changes. In this stage of the business-to-business buying process, firms are likely to narrow their selection to a few suppliers, often those with which they have existing relationships, and discuss key terms of the sale. Specifications for connecting the device to the car. Bob recently, asked for George's cell phone number, but George said, he didn't own a cell phone. customer loyalty (or disloyalty) answer What are the three possible positive post purchase outcomes? Which of the following is NOT one of the major trade agreements affecting global marketing? offended the nondecision makers by assuming they had more power than they did. Where Caroline grew up, everyone knew everyone else, no one locked the doors on their house, and a persons word could be trusted. C. $27 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. Negative attitudes are typically difficult for marketers to change because. consulting close friends and families before expanding the search to a wider, external group. 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. [psychographic, demographic] English (US) United States. Which of the following is NOT true about web portals? consumer vulnerability. provide the proper cleaning fluid to use on the cabinets. Marketers are particularly interested in postpurchase behavior because it: A. involves both compensatory and noncompensatory consumers. increase financial risk.E. Suppose that Volkswagen is preparing an RFP for a hands-free phone connection for a new car model. an indicator of the quality of life in a country. always include his firm in their universal set. T/F A hotel is made up of several businesses, also known as revenue or cost centers. This is an example of ______________. This is an example of the impact of __________ on the consumer decision process. A. involves both compensatory and noncompensatory consumers. Marketers are particularly interested in postpurchase behavior because it, A. involves both compensatory and noncompensatory, B. offers insights into information search. provide a satisfaction guarantee or return policy. This is an especially, critical time for marketers, as their customers are dealing with, 64. Logically, Kelly's next step in the consumer decision process would be to: A key to successful marketing is determining how to meet the correct balance of __________ needs that best appeals to the firm's target markets. The features on their list are called __________. through community debating organizations. the degree of perceived risk associated with the product or service being considered. The franchisor might end up training a future competitor. 71. He will gather information about the transportation and communications capabilities in each country. carefully demonstrate the software to his customer's staff.C. Variations in the product design country by country, with the same basic promotional campaign used in all countries. To attract and maintain habitual purchasers, marketers spend considerable effort. B. alienated Beverly, the real decision maker. 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 Marketers are particularly interested in postpurchase behavior because it: involves both compensatory and noncompensatory consumers. Tariffs, quotas, and currency exchange policies affect global. positioning almost always fails when attempted in a foreign country. customer dissatisfaction.C. The buying center for USF Corporation is in the process of discussing price, quality, and delivery schedules with potential suppliers. How can this blog help CA Technologies with B2B marketing? interpersonal. Raycoms engineers have been asked to provide detailed specifications and recommendations for the equipment needed. Daniel knows satisfied customers will come back for software updates as the products and customer base changes. entails actual rather than potential customers.

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