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