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Marketing 3000 Joel Poor Questions and Answers
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Basis of Buyer Decisions o :## Product choice o Brand choice o Dealer choice o Purchase timing o Purchase amount Consumer Buying Process o :## Problem recognition, information search, evaluation of alternatives, purchase decision, post-purchase behavior Problem Recognition o :## The firs...

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  • September 2, 2024
  • 17
  • 2024/2025
  • Exam (elaborations)
  • Questions & answers

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  • marketing 3000 joel poor questions and answers

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Marketing 3000 Joel Poor Questions and Answers
Basis of Buyer Decisions

o :## Product choice

o Brand choice

o Dealer choice

o Purchase timing

o Purchase amount




Consumer Buying Process

o :## Problem recognition, information search, evaluation of alternatives,

purchase decision, post-purchase behavior




Problem Recognition

o :## The first stage of the business buying process in which someone in the

company recognizes a problem or need that can be met by acquiring a good or a

service.




Information Search

o :## the stage of the buyer decision process in which the consumer is motivated

to search for more information

, 2024/2025 2|Page


Evaluation of Alternatives

o :## analyze product attributes, use cutoff criteria, rank attributes by importance




Purchase Decision

o :## the buyer's decision about which brand to purchase




Post-Purchase Behavior

o :## The stage of the buyer decision process in which consumers take further

action after purchase, based on their satisfaction or dissatisfaction




Innate Needs

o :## Physiological (or biogenic) needs that are considered primary needs or

motives




Acquired Needs

o :## need for achievement, need for affiliation, need for power




A Trio of Needs

o :## power, affiliation, achievement




What do people use for information search?

, 2024/2025 3|Page


o :## Internal Sources (stored in memory)

Group Sources

Marketing Sources

Public Sources

Experiential Sources (Trial)




Hierarchical Heuristic

o :## use one attribute to exclude alternatives, then make a comparison of

remaining alternatives based on another attribute or two




What decisions might be made when purchasing a product?

o :## Specific product features

Where and When to make the purchase

How to take possession

Method of payment




Post-Purchase Evaluation

o :## Expectancy gap theory: The level of satisfaction is equal to the actual

performance minus the expectations




Types of Decision Making

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