Across
- 1. people responsible for making the purchase
- 3. company buying goods and services for the first time with an organization members have no experience
- 5. brands a consumer considers in a purchasing situation
- 6. a group or set of individuals or businesses with distinct characteristics
- 8. individuals who authorize purchase decisions
- 9. people who control the information flow in the buying centre
- 10. simulations of the knowledge structures in an individual's brain
- 12. the study of the patterns of response that reveal AIOs
- 15. brands consumers are aware of but the individual has neutral feelings about the products
- 16. brands that are a part of a person's memory that are not considered because they evoke negative feelings
- 17. study of population characteristics
- 19. mental position taken
Down
- 1. group of individuals who make purchasing decisions on behalf of a business
- 2. people who shape the decision making process
- 4. value of having a well known brand name
- 7. model consumers use to evaluate purchase alternatives
- 11. strongly held beliefs
- 13. guidelines concerning the essence of the company's marketing efforts
- 14. when a firm intends to place a reorder with a previously chosen vendor
- 18. representing in an advantageous way