CH. 5

Question 1

Consumer buyer behavior

Answer 1

The buying behavior of final consumers—individuals and households who buy goods and services for personal consumption

Question 2

Consumer market

Answer 2

All the individuals and households who 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

Social classes

Answer 5

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

Question 6

Group

Answer 6

Two or more people who interact to accomplish individual or mutual goals

Question 7

Opinion leader

Answer 7

Person within a reference group who, because of special skills, knowledge, personality, or other characteristics, exerts influence on others

Question 8

Lifestyle

Answer 8

A person’s pattern of living as expressed in his or her activities, interests, and opinions

Question 9

Personality

Answer 9

The unique psychological characteristics that lead to relatively consistent and lasting responses to one’s own environment

Question 10

Motive (drive)

Answer 10

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

Question 11

Perception

Answer 11

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

Question 12

Learning

Answer 12

Changes in an individual’s behavior arising from experience

Question 13

Belief

Answer 13

A descriptive thought that a person holds about something

Question 14

Attitude

Answer 14

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

Question 15

Complex buying behavior

Answer 15

Consumer buying behavior in situations characterized by high consumer involvement in a purchase and significant perceived differences among brands

Question 16

Dissonance-reducing buying behavior

Answer 16

Consumer buying behavior in situations characterized by high involvement but few perceived differences among brands

Question 17

Habitual buying behavior

Answer 17

Consumer buying behavior in situations characterized by low consumer involvement and few significant perceived brand differences

Question 18

Variety-seeking buying behavior

Answer 18

Consumer buying behavior in situations characterized by low consumer involvement but significant perceived brand differences

Question 19

Need recognition

Answer 19

The first stage of the buyer decision process, in which the consumer recognizes a problem or need

Question 20

Information search

Answer 20

The stage of the buyer decision process in which the consumer is aroused to search for more information; the consumer may simply have heightened attention or may go into active information search

Question 21

Alternative evaluation

Answer 21

The stage of the buyer decision-making process in which the consumer uses information to evaluate alternative brands in the choice set

Question 22

Purchase decision

Answer 22

The buyer’s decision about which brand to purchase

Question 23

Postpurchase behavior

Answer 23

The stage of the buyer decision process in which consumers take further action after purchase, based on their satisfaction or dissatisfaction

Question 24

Cognitive dissonance

Answer 24

Buyer discomfort caused by postpurchase conflict

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 the first hearing about an innovation to final adoption