Buyer Behavior

Question 1

Consumer buyer behavior

Answer 1

The buying behavior of final consumers - individuals and households that buy goods and services for personal consumption.

Question 2

Consumer market

Answer 2

All the individuals and households that buy or acquire goods and services for personal consumption.

Question 3

Culture

Answer 3

The set of basic values, perceptions, wants, and behaviors learned by a member of society from family and other important institutions.

Question 4

Subculture

Answer 4

A group of people with shared value systems based on common life experiences and situations.

Question 5

Total Marketing Strategy

Answer 5

Integrating ethnic themes and cross-cultural perspectives within a brand’s mainstream marketing, appealing to consumer similarities across subcultural segments rather than differences.

Question 6

Social Class

Answer 6

Relatively permanent and ordered divisions in a society whose members share similar values, interests, and behaviors.

Question 7

Reference Group

Answer 7

A group that serves as a direct or indirect point of comparison or reference in forming a person’s attitudes or behavior.

Question 8

Opinion Leader

Answer 8

A person within a reference group who, because of special skills, knowledge, personality, or other characteristics, exerts social influence on others.

Question 9

Word-of-mouth Influence

Answer 9

The impact of the personal words and recommendations of trusted friends, family, associates, and other consumers on buying behavior.

Question 10

Influencer Marketing

Answer 10

Enlisting established influencers or creating new influencers to spread the word about the company’s brands.

Question 11

Online Social Networks

Answer 11

duh, online communities

Question 12

Lifestyle

Answer 12

A person’s pattern of living as expressed in their activities, interests, and opinions.

Question 13

Personality

Answer 13

The unique psychological characteristics that distinguish a person or group.

Question 14

Motive

Answer 14

A need that is sufficiently pressing to direct a person to seek satisfaction of the need.

Question 15

Perception

Answer 15

The process by which people select, organize, and interpret information to form a meaningful picture of the world.

Question 16

Selective Attention

Answer 16

The tendency to focus only on the most important information.

Question 17

Selective Distortion

Answer 17

The tendency to interpret information in a way that supports what people already believe.

Question 18

Selective Retention

Answer 18

The tendency to retain the information that fits a pre-existing worldview.

Question 19

Subliminal Advertising

Answer 19

Advertising that is not realized by the perceiver.

Question 20

Learning

Answer 20

Changes in an individual’s behavior prompted by experience.

Question 21

Belief

Answer 21

A descriptive thought that a person holds about something.

Question 22

Attitude

Answer 22

A person’s consistently favorable or unfavorable evaluations, feelings, and tendencies towards an object or idea/

Question 23

Buyer Decision Process

Answer 23

• Need recognition
• Information search
• Evaluation of alternatives
• Purchase decision
• Postpurchase behavior

Question 24

Information Sources

Answer 24

• Personal sources
• Commercial sources
• Public sources
• Experiential sources

Question 25

New Product

Answer 25

A good, service, or idea that is perceived by some potential customers as new.

Question 26

Adoption Process

Answer 26

The mental process through which an individual passes from first hearing about an innovation to final adoption.

Question 27

Awareness Stage

Answer 27

The consumer becomes aware of the product but lacks information.

Question 28

Interest Stage

Answer 28

The consumer seeks information about the product.

Question 29

Evaluation Stage

Answer 29

The consumer considers whether the new product is worth it.

Question 30

Trial Stage

Answer 30

The consumer tries the new product.

Question 31

Adoption Stage

Answer 31

The consumer decides to make full and regular use of the product.

Question 32

Relative Advantage

Answer 32

The degree to which the product appears superior to existing alternatives.

Question 33

Compatibility

Answer 33

The degree to which a product fits with the values and experiences of potential consumers.

Question 34

Complexity

Answer 34

The degree to which a product is difficult to understand and use.

Question 35

Divisibility

Answer 35

The degree to which a product may be tried on a limited basis (accessibility of a trial).

Question 36

Communicability

Answer 36

The degree to which the results of using the product may be observed by or described to others.

Question 37

Characteristics Affecting Buyer Behavior

Answer 37

- Culture (subculture, social class) - Social environment (family, networks, roles, and status) - Personal character (age, occupation, economic situation, lifestyle, personality, self-concept) - Psychological factors (motivation, learning, perception, beliefs, attitudes)