Knowing the culture of the organizational buying center can help salespeople identify what type of approach to use. For example, if you know that a firm has a central decision maker who seeks input from others, then that firm has which type of corporate buying centerculture?

Discuss how your personal culture and family norms have influenced your buying behavior. Give a couple of examples, whether the buying behavior and influence ends up in a positive or negative consumer behavior.

Steps in the Planned Buying Process. Do you think all of the steps in the planned buying process are used when buying simple everyday process (such as a loaf of bread or a half-gallon of milk), or are they used only when buying big-ticket items? Why, or why not?

When a business marketer determines whether a buyer is employing a new task, modified rebuy or straight rebuy decision-making process, what macro level segmentation variable is being used? O a. Geographical location O b. Structure of procurement O c. End market being served O d. Type of buying situation

In order for a market to exisit, there must be a need for a product, ability to pay, willing to buy, authority to buy, and be a group large enough to result in a profit. Without these, you do not have a viable market. What are some things a person can do to prevent not having a viable market?

Assume you have written this textbook and are going to attempt to sellit to your school. Identify the six members of the buying center. Whatrole would each play in the decision process? Rank them in terms ofhow much influence they would have on the decision, with 1 beingmost influential and 6 being least influential. Will this ranking bedifferent in other situations?

The family is the most important consumer buying organization in society, and family members constitute the most influential primary reference group. Name two family categorizations and discuss the impact of each of the categories on buying behavior?

What is your experience as a customer or consumer regarding the three buying situations: straight rebuy, modified rebuy, and new buy? And how did the buying situation pertain to your experience as a customer or consumer?

A bad Purchase Decision. What is the worst purchase decision you have ever made? What step(s) in the planned buying process could you have done better in that situation?