Chapter 4

Question 1

Attitude

Answer 1

A learned predisposition to respond to an object or class of objects in a consistently favorable or unfavorable way

Question 2

Beliefs

Answer 2

A consumer’s subjective perception of how a product or brand performs on different attributes based on personal experience, advertising and discussions with other people

Question 3

Brand Community

Answer 3

A specialized group of consumers with a structured set of relationships involving a particular brand, fellow customers of that brand, and the product in use

Question 4

Brand Loyalty

Answer 4

A favorable attitude toward and consistent purchase of a single brand over time

Question 5

Consumer Behavior

Answer 5

The actions a person takes in purchasing and using products and services, including the mental and social processes that come before and after these actions

Question 6

Family Life Cycle

Answer 6

The distinct phases that a family progresses through from formation to retirement, each phase bringing with it identifiable purchasing behaviors

Question 7

Involvement

Answer 7

The personal, social, and economic significance of the purchase to the consumer

Question 8

Learning

Answer 8

Those behaviors that result from (1) repeated experience and (2) reasoning

Question 9

Motivation

Answer 9

The energizing force that stimulates behavior to satisfy a need

Question 10

Opinion Leaders

Answer 10

individuals who exert direct or indirect social influence over others

Question 11

Perceived Risk

Answer 11

The anxiety felt because the consumer cannot anticipate the outcomes of a purchase but believes there may be negative consequences

Question 12

Perception

Answer 12

The process by which an individual selects, organizes and interprets information to create a meaningful picture of the world

Question 13

Personality

Answer 13

A person’s consistent behaviors or responses to recurring situations

Question 14

Purchase Decision Process

Answer 14

The five stages a buyer passes through in making choices about which products and services to buy: (1) problem recognition (2) information search (3) alternative evaluation (4) purchase decision (5) postpurchase behavior

Question 15

Reference Groups

Answer 15

People to whom and individual looks as a basis for self-appraisal or as a source of personal standards

Question 16

Subcultures

Answer 16

Subgroups within the larger, or national, culture with unique value, ideas and attitudes

Question 17

Word of Mouth

Answer 17

The influencing of people during conversations