The IMC Foundation - Buyers Behaviors
21 important questions on The IMC Foundation - Buyers Behaviors
What are the factors conducting an external search?
-Motivation to search
Ability to search
What involves the level of motivation?
-Need for cognition
Level of shopping enthuasiasm.
What is an affective component?
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What is a cognotive component?
What is the conative component?
What is an evoked set?
What is a inept set?
What is the affect referral?
What trends are affecting the consumer buyer environment?
-Gender complexity-Traditional roles of men and women are blurred
-Active, busy lifestyles-Impact consumer behaviors.
-Diverge lifestyles-People marry older
-Health emphasis-Blossoming interest in health
What is the inert set?
What are the marketing responses to the changing trends?
-Create goods and services that are compatible with changes
-Design marketing messages that reflect the changes
What is the buying centre?
What are the individual factors affecting members of the buying centre?
Roles
Motivation
Power
Risk
Level of involvement
Personal objectives
What is a straight rebuy?
What is modified rebuy?
What are the reasons for a modified rebuy?
-A different vendor makes a attractive offer
-End of contract with the vendor
What is dual channel marketing?
What is compensatory heuristics?
What is a common sequence of events that takes place in attitude formation
What are some personal values?
- equality
- excitement
- Freedom
- Fun, exciting life
- Happiness
- innet peace
What is the B2B buying process?
- Establish specifications
- Identify vendors
- Evaluate vendors
- Select vendor
- Purchase negotiations
- Post purchase evaluation
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