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MARKETING > Chapter 3 > Flashcards

Chapter 3 Flashcards

1
Q

refers to the buying behavior of final consumers, both individual and households, who buy goods and services for personal consumption.

A

Consumer Buying Behavior

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2
Q

is the decisive process of people
involved in buying and using products.

A

Buying Behavior

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3
Q

Factors Influencing Consumer Behavior

A
  1. Cultural Factors
  2. Social Factors
  3. Personal Factors
  4. Psychological Factors
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4
Q

Cultural Factors

A

A. Culture
B. Subculture
C. Social Class

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5
Q

is a factor that influences any behavior and is the most cause of a person’s wants and behavior

A

Culture

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6
Q

refers to the set of values, ideas, and attitudes which are accepted by a homogenous group of people and transmitted to the next generation.

A

Culture

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7
Q
A
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8
Q

Each culture contains smaller subcultures, groups of people with shared value systems
based on common experiences and situations.

A

Subculture

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9
Q

These are relatively permanent and ordered divisions in a society whose members share similar values, interests, and behavior.

A

Social Class

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10
Q

It ifluences several aspects of our lives, for example upper middle -class people prefer luxury accommodation. It determines to some extent, the types of quality, and quantity of products that a person purchases or uses.

A

Social Class

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11
Q

Social Factors

A

A. Groups
B. Word-of-Mouth Influence and Buzz Marketing
C. Online Social Networks
D. Family
E. Role and Status

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12
Q

. Groups that have a direct influence and to which a person belongs are called membership groups. In contrast, reference groups serve as direct (face-to-face) or indirect points of comparison or reference in forming a person’s attitudes or behavior.

A

Groups

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13
Q

groups that have a direct influence and to which a person belongs are called _____

A

Membership Groups

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14
Q

In contrast, _____ serve as direct (face-to-face) or indirect points of comparison or reference in forming a person’s attitudes or behavior.

A

Reference Groups

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15
Q

The personal words and recommendations of trusted friends, associates, and other consumers tend to be more credible than those coming from commercial sources.

A

Word-of-Mouth Influence and Buzz Marketing

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16
Q

____ have a strong influence on buyer behavior. Marketers must understand that many family decisions are made by the family unit. Consumer behavior starts in the family unit.

A

Family

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17
Q

A role consists of the activities that a person is expected to perform according to the persons around him or her. Each role carries a status reflecting the general esteem given to it by society. People often choose products that show their status in society.

A

Role and Status

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18
Q

Personal Factors

A

A. Age and Life-Cycle Stage
B. Occupation
C. Economic Situation
D. Lifestyle
E. Personality

19
Q

The types of goods and services people buy change during their lifetimes. As people grown older and mature the products, they desire change. The makeup of the family also affects purchasing behavior. For example, families with young children dine out at fast-food restaurants.

A

Age and Life-Cycle Stage

20
Q

A person’s occupation affects the goods and services bought.

A

Occupation

21
Q

A person’s economic situation greatly affects product choice and the decision to purchase a product.

A

Economic Situation

22
Q

A person’s pattern of living as expressed in his or her activities, interests, and opinions also influence his or her buying decisions.

A

Lifestyle

23
Q

Each person’s personality influences his or her buying behavior. By personality we mean distinguishing psychological characteristics that disclose a person’s relatively individualized, consistent, and enduring responses to the environment.

A

Personality

24
Q

Psychological Factors

A

A. Motivation
B. Perception
C. Learning
D. Beliefs and Attitudes

25
Q

A need becomes a motive when it is aroused to a sufficient level of intensity. Creating a tension state causes a person to act to release the tension.

A

Motivation

26
Q

____ is the process of selecting, organizing and interpreting information inputs to produce meaning. Through perception, we chose what information to pay attention to, then organize it and interpret it.

A

Perception

27
Q

Learning describes changes in a person’s behavior arising from experience.

A

Learning

28
Q

A belief is a descriptive thought that a person holds about something. An attitude describes a person’s relatively consistent evaluations, feelings, and tendencies toward an object or an idea.

A

Beliefs and Attitudes

29
Q

A ___ is a descriptive thought that a person holds about something.

A

Belief

30
Q

An _____ describes a person’s relatively consistent evaluations, feelings, and tendencies toward an object or an idea.

A

Attitude

31
Q

Buyer Decision Process

A
  1. Need Recognition
  2. Information Search
  3. Evaluation of Alternatives
  4. Purchase Decision
  5. Post Purchase Behavior
32
Q

The buying process starts when the buyer recognizes a problem or need.

A

Need Recognition

33
Q

A stirred consumer may or may not search for more information. There are different sources of customer or consumer information – Personal sources (friends, family member, and other social connections), commercial sources (advertisements and salespersons), Internet thru search engines and social media.

A

Information Search

34
Q

In this process the customer chooses from the alternatives which are available in the market. The customer picks up from a choice of brands and makes a final decision. A customer needs to establish criteria for evaluation and features the buyer wants or does not want.

A

Evaluation of Alternatives

35
Q

In the evaluation stage, the consumer ranks brands in the choice set and forms purchase intentions. Generally, the consumer buys the most preferred brand.

A

Purchase Decision

36
Q

The marketer’s job does not end when the customer buys a product. Following a purchase, the customer will be satisfied or dissatisfied and will engage in post purchase actions of significant interest to the marketer.

A

Post Purchase Behavior

37
Q

Their purchases often involve large sums of money; complex technical, economic considerations; and interactions among many people at all levels of the organization. Buyer and seller are often very dependent on each other.

A

Organizational Customer

or

Organizational Buying Process

38
Q

Organizational Market

A
  1. Conventions
  2. Association Meetings
  3. Corporate Meetings
  4. Small Groups
  5. Incentive Travel
39
Q

are usually the annual meeting of an association and include general sessions, committee meetings, and special-interest session. A trade show is often an important part of an annual convention.

A

Conventions

40
Q

Association sponsor many types of meetings, including regional, special -interest, educational, and board meetings.

A

Association Meetings

41
Q

A ____ is a command performance for employees of a company. The corporation’s major concern is that the meeting be productive and accomplishes the company’s objectives.

A

Corporate Meetings

42
Q

Meetings of less than 50 attendees are gaining the attention of hotels and hotel chains.

A

Small Groups

43
Q

____, a unique subset of corporate group business, is a reward participant perceive for achieving or exceeding a goal.

A

Incentive Travel

MARKETING (3 decks)

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