BADM 320 Exam 2 Questions with
Complete Solutions
Post purchase cognitive dissonance - ANSWER-The internal conflict that arises after
a purchase, was this worth it?
Customer Loyalty - ANSWER-Post purchase interaction with customers can have
major implications towards them being loyal customers
Factors shaping consumer behavior - ANSWER-Psychological, physical, social,
time, ask, current conditions
Five influences on consumer behavior - ANSWER-1. Situational
2. Cultural
3. Social
4. Personal
5. Psychological
Situational influences on consumer behavior - ANSWER-The consumer's temporal
state - if they are sad or happy, or their current situation, i.e. not going to buy steaks
at 6 am
Cultural influences on consumer behavior - ANSWER-Culture - USA
Sub-culture - Greeks will buy more lamb
Social class - amount of expendable money you have
Social influences on consumer behavior - ANSWER-Family, groups and networks,
and status
Personal influences on consumer behavior - ANSWER-Lifestyle, stage of your life,
income, personality
Psychological influences on consumer behavior - ANSWER-Motivations, beliefs,
attitudes, learning
Four C's of Marketing - ANSWER-1. Consumer wants and needs
2. Cost to satisfy versus price
3. Convenience to buy
4. Communication versus promotion (relationships with customers)
B2B Marketing - ANSWER-Businesses selling products between each other
I.e. walmart's stock
, Impersonal, consumer is no one special, electronic communication - ANSWER-B2C
Personal relationships are important, one-on-one - ANSWER-B2B
Small amounts of customers, typically large orders - ANSWER-B2B
Lots of customers purchase relatively small amounts infrequently - ANSWER-B2C
Suppliers need to "be" where their customers are located - ANSWER-B2B
Takes a longer time in the buying process because more people are involved -
ANSWER-B2B
Types of B2B markets - ANSWER-Manufactures: purchases raw materials and
makes products
Resellers/Retailers: Do not manipulate their goods, just sell them to the end
customers
Organizations: churches/schools, less funds available
Government: late on payments usually
Which is the biggest single purchaser of the B2B markets? - ANSWER-Government
B2B Buying Process (6 steps) - ANSWER-1. need recognition
2. product specification
3. request for proposal process
4. proposal analysis and supplier selection
5. order specification
6. vender performance assessment
Buying Centers - ANSWER-Order specification;
The group/area where purchasing decisions are made
Buying Center Members - ANSWER-The ones responsible the buying process
Buying Center Members: Gate Keepers - ANSWER-This person controls the flow of
information to the decision makers
Buying Center Members: Decider - ANSWER-The buying center person who has the
final decision on the purpose, the one that writes the check
Buying Center Members: Buyer - ANSWER-The person who physically purchases
the product
Straight Rebuy - ANSWER-A firm is buying products that they have consistently
purchased on a regular basis
Complete Solutions
Post purchase cognitive dissonance - ANSWER-The internal conflict that arises after
a purchase, was this worth it?
Customer Loyalty - ANSWER-Post purchase interaction with customers can have
major implications towards them being loyal customers
Factors shaping consumer behavior - ANSWER-Psychological, physical, social,
time, ask, current conditions
Five influences on consumer behavior - ANSWER-1. Situational
2. Cultural
3. Social
4. Personal
5. Psychological
Situational influences on consumer behavior - ANSWER-The consumer's temporal
state - if they are sad or happy, or their current situation, i.e. not going to buy steaks
at 6 am
Cultural influences on consumer behavior - ANSWER-Culture - USA
Sub-culture - Greeks will buy more lamb
Social class - amount of expendable money you have
Social influences on consumer behavior - ANSWER-Family, groups and networks,
and status
Personal influences on consumer behavior - ANSWER-Lifestyle, stage of your life,
income, personality
Psychological influences on consumer behavior - ANSWER-Motivations, beliefs,
attitudes, learning
Four C's of Marketing - ANSWER-1. Consumer wants and needs
2. Cost to satisfy versus price
3. Convenience to buy
4. Communication versus promotion (relationships with customers)
B2B Marketing - ANSWER-Businesses selling products between each other
I.e. walmart's stock
, Impersonal, consumer is no one special, electronic communication - ANSWER-B2C
Personal relationships are important, one-on-one - ANSWER-B2B
Small amounts of customers, typically large orders - ANSWER-B2B
Lots of customers purchase relatively small amounts infrequently - ANSWER-B2C
Suppliers need to "be" where their customers are located - ANSWER-B2B
Takes a longer time in the buying process because more people are involved -
ANSWER-B2B
Types of B2B markets - ANSWER-Manufactures: purchases raw materials and
makes products
Resellers/Retailers: Do not manipulate their goods, just sell them to the end
customers
Organizations: churches/schools, less funds available
Government: late on payments usually
Which is the biggest single purchaser of the B2B markets? - ANSWER-Government
B2B Buying Process (6 steps) - ANSWER-1. need recognition
2. product specification
3. request for proposal process
4. proposal analysis and supplier selection
5. order specification
6. vender performance assessment
Buying Centers - ANSWER-Order specification;
The group/area where purchasing decisions are made
Buying Center Members - ANSWER-The ones responsible the buying process
Buying Center Members: Gate Keepers - ANSWER-This person controls the flow of
information to the decision makers
Buying Center Members: Decider - ANSWER-The buying center person who has the
final decision on the purpose, the one that writes the check
Buying Center Members: Buyer - ANSWER-The person who physically purchases
the product
Straight Rebuy - ANSWER-A firm is buying products that they have consistently
purchased on a regular basis
