QuestionDirections: Select the best response for each. Please post your selections

Directions: Select the best response for each. Please post your selections in the Blackboard response section numbered 1-30 with response to each corresponding question.

Due: Sunday at midnight for each week of this course.

Scenario 6.1

Use the following to answer the questions.

Consumers use information from many sources when making purchasing decisions, including information from friends and family members. One of the most dissatisfying consumer experiences is with auto repair. Aware of this, Karla has asked several of her friends and family members where they have their cars repaired, since she has been experiencing a problem with her car starting when the weather is cold. Karla has heard that Skola’s Auto Repair has reasonable prices, but it can be difficult to get an appointment. However, one of her friends, Steve, had a very poor experience with Skola’s. Once he complained to them, they fixed the situation and now he prefers their auto shop over others.

1. Refer to Scenario 6.1. The type of problem solving that consumers use to select an auto repair shop would normally be

2. Refer to Scenario 6.1. A dissatisfied Skola’s Auto Repair customer told a friend about his experience. The friend has been a long-time Skola’s customer and the next day, didn’t remember what her friend told her. This is an example of

3. Refer to Scenario 6.1. The change in Steve’s behavior toward Skola’s Auto Repair, caused by the company’s response to his complaint, is a function of

4.Refer to Scenario 6.1. Positive feelings generated by satisfaction with Skola’s response will become part of Steve’s

Scenario 6.2

Use the following to answer the questions.

Both the Toyota Sienna and the Nissan Quest were very popular choices for family vans. Toyota noticed that the majority of its customers were families with 3 or more children, and so they developed commercials that featured larger families. They also produced commercials that featured Hispanic-looking actors and for some markets, in Spanish. Alicia Desario and her husband were currently shopping for a van for their family. As Alicia listened to an advertisement on the television about the Nissan Quest, she noticed that the Nissan cost about $27,000 and had gas mileage of about 17 mpg. She recalled an earlier ad for the Toyota Sienna, that also cost about $27,000, but had gas mileage of about 21 mpg. She also liked the way the family was portrayed in the Toyota ad, showing the children in the back seats having plenty of room, watching the DVD players, and having their own sound controls. When she spoke to Carlos, her husband, about how much she liked the Toyota van, he replied that it had too low of gas mileage at only 16 mpg. Since Alicia didn’t agree with that number, he produced a magazine ad that supported his claim of the 16 mpg for the Toyota. Alicia couldn’t believe that she had made such an error in hearing what the gas mileage was for the Toyota and the Nissan.

5. Refer to Scenario 6.2. The fact that Alicia had remembered the gas mileage of the Toyota Sienna incorrectly is most likely an example of

6. Refer to Scenario 6.2. Carlos’ knowledge of the correct gas mileage is an example of the ____ component of his attitude toward the Toyota, while Alicia’s feelings about the children in the commercial being happy in the Toyota van were an example of the ____ component of her attitude.

7.Refer to Scenario 6.2. Toyota’s production of commercials that featured Hispanic actors and the Spanish language is an example of marketing to

8. Refer to Scenario 6.2. Since Alicia and Carlos were using gas mileage as one of their evaluative criteria, they are most likely in the ____ phase of the consumer buying process.

Scenario 7.1

Use the following to answer the questions.

Samsung is entering the home appliance market with its new French Door Refrigerator. In designing the production facility, it has a need for various pieces of equipment, including the perpetual assembly belt-drive, quasi-assembly pods, and finishing stations. The purchasing agent for the appliance division is inquiring about who will be needed for input on the purchasing decision. Samsung has already contacted several producers of the quasi-assembly pods, and has begun negotiations with their sales representatives.

9. Refer to Scenario 8.1. What type of business purchase is Samsung undertaking?

ANS: C PTS: 1 DIF: Difficult

OBJ: 07-02 Identify the major characteristics of business customers and transactions.

NAT: AACSB: Analytic | MKTG: Strategy MSC: Application

10. Refer to Scenario 7.1. Which of the following groups should Samsung not include in its buying center for the new equipment?

11.Refer to Scenario 7.1. What was the first step of the buying decision process that Samsung went through when looking for the quasi-assembly pods?

12. Refer to Scenario 7.1. There are many factors that would influence Samsung’s business buying decisions. Which one of the following would not?

Scenario 7.2

Use the following to answer the questions.

Precision Brake Company is a supplier of brake components to the manufacturers of lawn tractors and 4-wheel ATV’s. It also sells its products to independent repair centers, dealers, and other wholesalers in the northeast and southern states. Precision Brake has done research on the demand for lawn tractors and found that most manufacturers are in the states of Kentucky, Tennessee, and Alabama. Research also shows that most of the dealers who sell directly to individual consumers are in the midwestern states, while dealers who sell to small business landscaping companies tend to be located in the northeastern states. Company executives are considering expansion of its distribution to markets in the midwest.

13. Refer to Scenario 7.2. When Precision Brake sells to the individual dealers, they would be considered which of the following business types?

14. Refer to Scenario 7.2. Given the type of business market in which Precision Brake is currently operating, which group would it be least likely to sell to?

15.Refer to Scenario 7.2. When Precision Brake’s sales team calls on tractor manufacturing companies, the first person they usually talk to is the receptionist. In this example, the receptionists would be considered to be ____, part of the buying center.

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