Chapter 5

Question 1

Consumer buyer behaviour

Answer 1

The buying behavior of final consumers individuals and households that buy goods and services for personal consumption

Question 2

Consumer market

Answer 2

All the individuals and households that buy or acquire goods and services for personal consumption.

Question 3

Buyers black box

Answer 3

Consists of the buyer´s characteristics and the buyer´s decisions process.

Question 4

Culture

Answer 4

The set of basic values, perceptions, wants, and behaviours learned by a member of society from family and other important institutions.

Question 5

Subculture

Answer 5

A group of people with shared value systems based on common life experiences and situations.

Question 6

Total market strategy

Answer 6

Integrating ethnic themes and cross-cultural perspectives within a brand’s mainstream marketing, appealing to consumer similarities across subcultural segments rather than differeces

Question 7

Social class

Answer 7

Relatively permanent and ordered division in a society whose members share similar values, interest, and behaviours.

Question 8

Group

Answer 8

Two or more people who interact to accomplish individual or mutual goals.

Question 9

Word-of-mouth influence

Answer 9

The impact of the personal words ad recommendations of trusted friends, family, associates. an other consumers on buying behaviour.

Question 10

Opinion leader

Answer 10

A person within a reference group who, because of special skills, knowledge, personality, or other characteristics, exerts social influence on others.

Question 11

Online social networks

Answer 11

Online social communities - blogs, online, social media, brand communities, and other online forums - where people socialize or exchange information and opinions

Question 12

Lifestyle

Answer 12

a person’s pattern of living as expressed in his or her activities, interest, and opinions.

Question 13

Personality

Answer 13

The unique psychological characteristics that distinguish a person or group.

Question 14

Factors influencing consumer behaviour: Cultural

Answer 14

Culture
Subculture
Social class

Question 15

Factors influencing consumer behaviour: Social

Answer 15

Groups and social networks
Family
Roles and status

Question 16

Factors influencing consumer behaviour: Personal

Answer 16

Age and lifecycle stage
Occupation
Economic situation
Lifestyle
Personality and self-concept

Question 17

Factors influencing consumer behaviour: Psychological

Answer 17

Motivation
Perception
Learning
Beliefs and attitudes

Question 18

Motive (Drive)

Answer 18

A need that is sufficiently pressing to direct the person to seek satisfaction of the need.

Question 19

Maslow pyramid

Answer 19

Abraham Maslow sought to explain why people are driven by particular needs at particular times.

Question 20

Maslow´s Hierarchy of needs

Answer 20

Self-actualization needs: The need to become the best version of yourself, self-development
Esteem needs: Recognizision (driving a BMW) status, self-esteem
Social needs: Sense of belonging, love (Friendships, Family)
Safety needs: Security, protection(Financial security, Heath and wellness)
Psychological: Hunger, Thirst (these include the things that are vital to our survival) (food)

Question 21

Perception

Answer 21

The process by which people select organize, and interpret information to form a meaningful picture of the world.

Question 22

Learning

Answer 22

Changes in an individual´s behaviour arising from experience

Question 23

Belief

Answer 23

a descriptive thought that a person holds about something

Question 24

Attitude

Answer 24

a person’s consistently favorable or unfavorable evaluations, feelings, and tendencies toward an object or idea

Question 25

Complex buying behavior

Answer 25

Consumer buying behavior in situations characterized by high consumer involvement in a purchase and significant perceived difference among brands

Question 26

Dissonance-reducing buying behavior

Answer 26

Consumers buying behavior in situations characterized by high involvement but few perceived differences among brands

Question 27

Habitual buying behavior

Answer 27

Consumers buying behavior in situations characterized by low consumer involvement and few significant perceived brand differences

Question 28

Variety-seeking buying behavior

Answer 28

Consumers buying behavior in situations characterized by low consumer involvement but significant perceived brand differences.

Question 29

The Buyer Decision Process

Answer 29

``` Need recognition Information search Evaluation of alternatives Purchase decision Postpurchase behavior ```

Question 30

Need recognition

Answer 30

The first stage of the buyer decision process, in which the consumer recognizes s problem or need.

Question 31

Information search

Answer 31

The stage of the buyer decision process in which the consumer is motivated to search for more information.

Question 32

Evaluation of alternatives

Answer 32

The stage of the buyer decision process in which the consumer uses information to evaluate alternatives brans in the choice set.

Question 33

Purchase decision

Answer 33

The buyer´s decision about which brand to purchase

Question 34

Postpurchase behavior

Answer 34

The stage of the buyer decision process in which the consumers take further action after purchase, based on their satisfaction.

Question 35

Cognitive dissonance

Answer 35

Buyers discomfort cause by postpurchase conflict.

Question 36

New product

Answer 36

A good, service, or idea that is perceived by some potential customers as new.

Question 37

Adoption process

Answer 37

The metal process through which an individual passes from the first hearing about an innovation to final adoption.

Question 38

Types of Buying Decision Behavior

Answer 38

Complex buying behavior Dissonance-reducing buying behavior Habitual buying behavior Variety-seeking buying behavior