The factors that has impact over the buying center and the buying decision process are the following factors EXCEPT a. Internal organization factors b. Interpersonal factors c. Individual factors d. Self-concept factors
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- 3 What is a buying center? Describe the roles as- sumed by people in a buying center and what use- ful questions should be raised to guide any analysis of the structure and behavior of a buying center.Q1. How do consumer personal characteristics influence buying behavior? , What major psychological processes influence consumer responses to the market program? What buying situations do organizational buyers face, Wh0 participates in the business-to-business buying process?2 Which of the following is not a market segmentation method? a) geographical factors B) demographic factors NS) Psychological and sociological factors D) Activity TO) Goods-customer relationship factors
- (1) Can business-to-business marketers takeadvantage of new insights into consumer buyingbehavior? Why or why not? (2) How could familiesand individual consumers benefit from adopting someelements of organizational buying behavior?2 List and discuss the key characteristics of organi- zational buying that make it different from con- sumer buying.Assume that a franchised chain of restaurants is renewing their furniture. This is a big purchase considering that the restaurant chain is going to buy furniture for all of their stores. Who in the restaurant chain would perform the following six roles in the buying center for this purchase and how would they perform these roles? Be specific in your answer. (a) Initiator (b) User (c) Influencer (d) Buyer (e) Decider (f) Gatekeeper
- 1.The classification of different buying situations? a. creates more confusion to business marketers b. call for a very different marketing strategy for each buying situation c. requires a consistency in marketing products to organizational buyers d. are theoretical and have little relation to what happens in the real world e. suggests business marketers to develop one marketing mix for all situationsDiscuss how you could determine how consumersactually use the following. How could thisinformation be used to develop marketing strategy?a. Microwaveb. Wrist watchesc. Online banking servicesd. Movies on demande. Hair colorf. Hotel reward pointsWhat is a buying center? Describe the roles as-sumed by people in a buying center and what use-ful questions should be raised to guide any analysisof the structure and behavior of a buying center
- To understand a consumer market, all of the following aspects of consumer behavior have to be examined except:a. Distribution makeupb. Ability to buyc. Buying motivesd. Consumer needsAssume you have written this textbook and are going to attempt to sellit to your school. Identify the six members of the buying center. Whatrole would each play in the decision process? Rank them in terms ofhow much influence they would have on the decision, with 1 beingmost influential and 6 being least influential. Will this ranking bedifferent in other situations?Identify three criteria Woolworths could use for market segmentation. Justifyyour choices.