Chapter 5 Consumer Markets and Buyer Behavior

Question 1

Consumer Buyer Behavior

Answer 1

buying behavior of final consumers

Question 2

Final Consumers

Answer 2

Individuals and households who buy goods and services for personal consumption

Question 3

Consumer Markets

Answer 3

All individuals and households who buy goods and services for personal consumption

Question 4

Stimulus Response Model

Answer 4

Marketing and other stimuli enter the buyer’s black box to produce certain choices and purchase responses
They must figure out what is inside the black box and how to turn stimuli into responses

Question 5

Culture

Answer 5

basic set of values learned by a member of society form family or other institutions

Question 6

Subcultures

Answer 6

groups of people within a culture with shared value systems based on common life experiences

Question 7

Social Classes

Answer 7

Society’s permanent and ordered divisions whose members share similar values, interest and behavior

Question 8

Reference Groups

Answer 8

groups that form a comparison or reference in forming attitudes or behavior

Question 9

Membership Groups

Answer 9

Group with direct influence, to which a person belongs

Question 10

Aspirational Groups

Answer 10

Groups an individual wishes to belong to

Question 11

Opinion leaders (Influentials)

Answer 11

people within a specific reference group with specific skills knowledge and personality who exert social influence over others

Question 12

Lifestyle

Answer 12

a person’s pattern of living is as expressed in one’s
Activities Interests and Opinions

Question 13

Personality

Answer 13

person’s unique psychological characteristics leading to consistent and lasting responses to one’s environment

Question 14

Brand Personality

Answer 14

Specific Mix of human traits that may be attributed to a particular brand

Question 15

Motive (Drive)

Answer 15

need that is strong to push the person to seek its satisfaction

Question 16

Perception

Answer 16

process by which people select view interpret information to form a meaningful picture

Question 17

Selective Attention

Answer 17

People ignore most information they are given

Question 18

Selective Distortion

Answer 18

People interpret information in a way that fits their beliefs

Question 19

Selective Retention

Answer 19

People remember good things and tend to forget bad things (in a brand)

Question 20

Learning

Answer 20

change in behavior through experience

Question 21

Beliefs

Answer 21

descriptive thought one has about something, based on knowledge faith or opinions

Question 22

Attitudes

Answer 22

consistent evaluations, feelings, tendencies towards an object or idea that are difficult to change

Question 23

Complex Buying Behavior

Answer 23

Highly involved, significant perceived brand differences

Question 24

Dissonance-reducing Buying Behavior

Answer 24

Highly involved, see little brand differences

Question 25

Habitual Buying Behavior

Answer 25

Low involvement, see little brand differences

Question 26

Variety-seeking Behavior

Answer 26

Low involvement significant perceived brand differences

Question 27

Internal Stimuli

Answer 27

Normal needs become strong enough to drive behavior

Question 28

External Stimuli

Answer 28

Ads, comments

Question 29

Purchase Decision

Answer 29

buyer's decision about which brand to purchase

Question 30

Cognitive Dissonance

Answer 30

discomfort caused by buyer's remorse

Question 31

Customer Journey

Answer 31

sum of ongoing experiences consumers have with a brand affecting behavior, engagement, and advocacy over time

Question 32

New Product

Answer 32

Good, service or idea perceived by some potential customers as new

Question 33

Adoption Process

Answer 33

mental process one goes through from first learning about an innovation to final regular use

Question 34

Innovators

Answer 34

(2.5%) daring, try new ideas at some risk

Question 35

Early adopters

Answer 35

adopt new ideas early, cautiously are opinion leaders

Question 36

Early Mainstream

Answer 36

Deliberate but adopt before average person

Question 37

Late Mainstream

Answer 37

Skeptical and adopt only after majority tested it out

Question 38

Lagging Adopters and or Traditionalists

Answer 38

Suspicious

Question 39

Relative Advantage

Answer 39

Apparent Superiority to existing products

Question 40

Compatability

Answer 40

How does it fit values and experiences of potential customers

Question 41

Complexity

Answer 41

How difficult is it to understand?

Question 42

Divisibility

Answer 42

Can it be tried on a limited basis

Question 43

Communicability

Answer 43

can results be observed or described by others?