Chapter 5

Question 1

People who know all the facts and logically compare choices to get the greatest satisfaction from spending their time and money

Answer 1

Economic buyers

Question 2

These are needs concerned with making the best use of the consumers time and money

Answer 2

Economic needs

Question 3

What is discretionary income

Answer 3

What is left of income after paying taxes and paying for necessities

Question 4

What are needs

Answer 4

The basic forces that motivate a person to do something

Question 5

What Are wants

Answer 5

Needs that are learned during a persons life

Question 6

It’s strong stimulus that encourages action to reduce the need

Answer 6

Drive

Question 7

Biological needs such as the need for food drink rest and sex

Answer 7

Physiological need

Question 8

Needs concerned with protection and physical well-being

Answer 8

Safety needs

Question 9

Needs concerned with love friendship status and esteem

Answer 9

Social needs

Question 10

Individuals need for personal satisfaction

Answer 10

Personal needs

Question 11

How we gather and interpret information from the world around us

Answer 11

Perception

Question 12

Selective exposure

Answer 12

Our eyes and mind seek out and noticed only information that interests us

Question 13

What is selective perception

Answer 13

People screen out or modify ideas messages and information that conflict with previously learned attitudes and beliefs

Question 14

What is selective retention

Answer 14

People remember only what they want to remember

Question 15

A change in a person’s thought process is caused by a prior experience

Answer 15

Learning

Question 16

Product signs ads and other stimuli

Answer 16

Cues

Question 17

An effort to satisfy a drive

Answer 17

Response

Question 18

Occurs in the learning process for the consumers responses followed by satisfaction

Answer 18

Reinforcement

Question 19

What is an attitude

Answer 19

A persons point of view toward something

Question 20

What is a belief

Answer 20

A person’s opinion towards something

Question 21

Outcome or event that a person anticipates or look forward to

Answer 21

Expectation

Question 22

Confidence a person has in the premises or actions of another person

Answer 22

Trust

Question 23

The analysis of a persons day-to-day pattern of living that is expressed in that person’s AIO

Answer 23

Psychographics

Question 24

The analysis of a persons day-to-day pattern of living in his express and that person is AIO

Answer 24

Lifestyle analysis

Question 25

People whose children are grown and who are now able to spend money their own ways

Answer 25

Empty-nesters

Question 26

Group of people who have approximately equal social position is viewed by others

Answer 26

Social class

Question 27

The people to whom an individual looks from forming attitudes about a particular topic

Answer 27

Reference group

Question 28

Person who influences others

Answer 28

Opinion leader

Question 29

Whole set of beliefs attitudes and ways of doing things I'm on a reasonably homogenous set of people

Answer 29

Culture

Question 30

What is extensive problem-solving

Answer 30

Type of problem solving consumers use for a completely new or important need

Question 31

What is Limited problem-solving

Answer 31

When a consumer is willing to put some effort into deciding the best way to satisfy a need

Question 32

What is routinized response behavior

Answer 32

When consumers regularly select a particular way of satisfying a need when it occurs

Question 33

What is a low involvement purchase

Answer 33

They purchased that has a little importance or relevance for the customer

Question 34

What is dissonance

Answer 34

Tension caused by uncertainty about the rightness of the decision

Question 35

The steps individuals go through on the way to excepting a rejecting a new idea

Answer 35

Adoption processm