Chapter 5

Question 1

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

Answer 1

Consumer Behavior

Question 2

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

Answer 2

Brand Loyalty

Question 3

The accumulation of values, beliefs, customs that society uses to cope with its environment and passes on to the future generations

Answer 3

Culture

Question 4

A group within society whose characteristics are similar, but differ from those of the surrounding culture

Answer 4

Sub Culture

Question 5

Result fro circumstances, time and location that affect buying behavior

Answer 5

Situational Influences

Question 6

Impact how and why we behave in certain ways as buyers

Answer 6

Psychological Influences

Question 7

An internal energizing force that directs a person’s behavior toward satisfying their needs

Answer 7

Motivation

Question 8

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

Answer 8

Perceptions

Question 9

Represents the anxieties felt because the consumer cannot anticipate the outcomes of a purchase BUT believes there may be negative consequences

Answer 9

Perceived Risk

Question 10

Include a long-standing view toward an idea or product….are learned from our own experiences, from our parents, and from others

Answer 10

Attitude

Question 11

Mode of living, how people spend their time and resources…..an individual’s pattern of living expressed through activities interests and opinions

Answer 11

Lifestyles

Question 12

Process of doubting the wisdom of a purchase decision (particularly if expensive) it is known as buyers remorse

Answer 12

Cognitive Dissonance

Question 13

The group of brands that consumer would consider acceptable from among all the brands in the product class

Answer 13

Consideration Set

Question 14

Factors that represent both the objective attributes of a brand and the subjective ones a consumer uses to compare different products and brands

Answer 14

Evaluative Criteria

Question 15

What are the five phases of consumer purchase decision process

Answer 15

1. Problem Recognition
2. Information Search
3. Alternative Evaluation
4. Purchase Decision
5. Post purchase behavior

Question 16

Consumers’ subjective perception of how a product or brand performs on different attributes

Answer 16

Beliefs

Question 17

The influencing of people during conversations

Answer 17

Word of mouth

Question 18

Individuals who exert direct or indirect social influence over others

Answer 18

Opinion leaders

Question 19

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

Answer 19

Reference Groups

Question 20

The relatively permanent, homogenous divisions in a society into which people sharing similar values, interests, and behavior can be grouped

Answer 20

Social Class

Question 21

This type of problem solving exists in high involvement purchase situations of items such as automobiles and audio systems

Answer 21

Extended Problem Solving

Question 22

This type of problem solving exists is appropriate for purchase stations that do not merit a great deal of time or effort, such as choosing a toaster or a restaurant for lunch

Answer 22

Limited Problem Solving

Question 23

This type of problem solving is typically the case for low-priced, frequently purchased products

Answer 23

Routine Problem Solving

Question 24

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

Answer 24

Involvement