| FAQ: What if I didn't do well on
the first exam? Answer: You've only had one exam and it's only worth 18%. However, you do need to do better on this exam, or you are unlikely to get the grade you want. I advise you to come to my office and review your answers on Test #1 to see where you are having difficulties. Don't be shy. Don't wait until your performance is below your standards on two exams. Chapter
6(Marketing Research) |
Chapter 8
(Consumer Behavior) Level of involvement Routinized response behavior Limited problem solving Extended problem solving Impulse buying Consumer buying decision process (problem recongnition, information search, evaluation of alternatives, purchase, postpurchase evaluation) (internal search, external search, consideration (evoked) set, cognitive dissonance Read "When Customers Complain," p. 200 Situational Influences Psychological Influences (perception, selective exposure, selective distortion, selective retention, motives, Maslow's hierarchy) Learning Personality, self-concept, lifestyle Social Influences (roles, family influences, consumer socialization, reference groups, opinion leader, social classes--check table 8.1, culture, subcultures (including African-American, Hispanic and Asian-American) Read "Avon: A Fresh Face in Global Markets," p. 213 Chapter 9 (Business to Business) "At Roberts Express, Customer Service Is Not A Trendy Buzzword," p. 222 Organizational Markets Producer Markets Reseller Markets Government Markets Institutional Markets Dimensions of Organizational Buying (reciprocity, attributes of organizational buyers, primary concerns of organizational buyers, methods of organizational buying, new-task purchase, straight rebuy, modified rebuy, derived demand, inelastic demand, joint demand, demand fluctuation) Organizational Buying Decisions (buying center, value analysis, vendor analysis, multiple and sole sourcing, influences on organizational buying) |