Chapter 3

Question 1

Consumer Behaviour

Answer 1

Actions a person takes in purchasing and using products and services

Question 2

Purchase decision process

Answer 2

Stages that a buyer passes through when making choices about which products or services to buy

Question 3

Show rooming

Answer 3

Using mobile devices in store to check online competitive product reviews and prices, resulting in the online purchase of a cheaper product

Question 4

Involvement

Answer 4

Personal, social, and economic significance of a purchase to the consumer

Question 5

Motivation

Answer 5

Energizing force that stimulates behavior to satisfy a need

Question 6

Personality

Answer 6

A perons character traits that influence behavioural responses

Question 7

Perception

Answer 7

Process by which someone selects, organizes, and interprets information to create a meaningful picture of the world

Question 8

Perceived risk

Answer 8

Anxiety felt when a consumer can not anticipate possible negative outcomes of a purchase

Question 9

Learning

Answer 9

Behaviours that result from repeated experience or reasoning

Question 10

Brand loyalty

Answer 10

Favorable attitude toward a consistent purchase of a single brand over time

Question 11

Attitude

Answer 11

Tendency to respond to something in a consistently favorable or unfavorable way

Question 12

Beliefs

Answer 12

Consumers perceptions of how a product or brand performs

Question 13

Opinion leaders

Answer 13

Individuals who have social influence over others

Question 14

Word of mouth

Answer 14

People influencing each other in personal conversations

Question 15

Reference group

Answer 15

A group of people who influence a persons attitudes, values, and behaviours

Question 16

Family life cycle

Answer 16

A families progression from formation to retirement, with each phase bringing distinct needs and purchasing behaviors

Question 17

Culture

Answer 17

A set of values, ideas, and attitudes that are learned and shared among the members of a group

Question 18

Sub-Cultures

Answer 18

Sub groups within a larger culture that have unique values, ideas, and attitudes

Question 19

Cross cultural annalysis

Answer 19

Study of similarities and differences among consumers in two or more societies

Question 20

Values

Answer 20

Socially preferable modes of conduct or states of existence that tend to persist over time

Question 21

Customs

Answer 21

Norms and expectations about the way people do things in a specific country or culture

Question 22

Cultural symbols

Answer 22

Objects, ideas, or processes that represent a particular group of people or society

Question 23

Back translation

Answer 23

Re translating a word or phrase back into the original language by a different interpreter to catch errors