Quiz Chapter 5 April 25, 2024 Flashcards
(70 cards)
1
Q
CHAPTER 5 : CONSUMER MARKET AND CONSUMER
BUYER BEHAVIOR
A
2
Q
-refers to all of the “personal consumption of final consumers.”
A
Consumer Market
3
Q
-is the “buying behavior of final consumers”, individuals and
households, “who buy goods and services for personal consumption.”
A
Consumer buyer behavior
4
Q
3 Model of Consumer Behavior
A
• The Environment
• Buyer’s Black Box
• Buyer Responses
5
Q
Marketing stimuli- Product, Price, Place, Promotion
Other - Economic, Technological, Social, Cultural
A
• The Environment
6
Q
- Buyer’s characteristics
- Buyer’s decisions process
A
• Buyer’s Black Box
7
Q
- Buying attitudes and preferences
- Purchase behavior: what the buyer buys, when, where, and how much
- Brand and company relationship behavior
A
• Buyer Responses
8
Q
5 Characteristics Affecting Consumer Behavior
A
• Cultural
• Social
• Personal
• Psychological
• Buyer
9
Q
- culture, subculture, social class
A
• Cultural
10
Q
- reference group, family, roles and status
A
• Social
11
Q
- age and lifecycle stage, occupation, economic situation, lifestyle, personality and self-concept.
A
• Personal
12
Q
- motivation, perception, learning, beliefs and attitudes.
A
• Psychological
13
Q
• Buyer
A
14
Q
CULTURAL FACTORS
A
• Culture
• Subculture
• Social Class
15
Q
- is the “learned values, perceptions, wants, and behaviors from family” and other important
institutions.
A
Culture
16
Q
- are “groups of people within a culture with shared values systems” based on common life experience and situations.
A
Subculture
17
Q
- are “society relatively permanent and ordered divisions” whose members share similar values, interest, and behaviors. “Measured by a combination of occupations, income, education,” wealth, and other variables.
A
Social Classes
18
Q
SOCIAL FACTORS
A
• Groups and Social Network
• Family
• Social Roles and Status
19
Q
6 Groups and Social Network
A
• Membership Groups
• Aspirational Groups
• Reference Groups
• Opinion Leaders
• Online Social Networks
20
Q
- groups with “direct influence and to which a person belongs”.
A
Membership Groups
21
Q
- groups an “individual wishes to belong to”.
A
Aspirational Groups
22
Q
- groups that “form a comparison or reference in forming attitudes and behavior.”
A
Reference Groups
23
Q
- are people “within a reference group who exert social influence on others.”
A
Opinion leaders
24
Q
- are “online communities where people socialize” or exchange information and
opinions.
A
Online Social Networks
25
- is the "most important consumer-buying organization in society."
Family
26
- are the "groups, family, clubs, and organizations that a person belongs" to that can define
role and social status.
Social Roles and Status
27
5 PERSONAL FACTORS
• Age and Life-Cycle Stage
• Occupation
• Economic
• Lifestyle
• Personality and Self-concept
28
- RBC Royal Band stages
- Youth: younger than 18
- Getting started: 18-35
- Builders: 35-50
- Accumulators: 50-60
- Preservers: over 60
Age and Life-Cycle Stage
29
- "affects the goods and services bought by consumers."
Occupations
30
- "situation includes trends in personal income", savings and interest rates.
Economic
31
- is a "person’s pattern of living" as expressed in his or her psychographics.
Lifestyle
32
- refers to the "unique psychological characteristics that lead to consistent and
lasting response" to the consumers environment. It is interesting to talk about brand personalities. A "brand
personality is the specific mix of human traits" that may be attributed to a particular brand.
Personality and self-concept
33
is the "specific mix of human traits" that may be attributed to a particular brand.
brand
personality
34
One researcher identified five brand personality traits:
1. Sincerity
2. Excitement
3. Competence
4. Sophistication
5. Ruggedness
35
6 PSYCHOLOGICAL FACTORS
• Motivation
• Motivation Research
• Perception
• Learning
• Beliefs
• Attitudes
36
- is a "need that is sufficiently pressing to "direct the person to seek satisfaction."
• Motivation
37
- refers to the "qualitative research designed to probe consumer’s hidden,
subconscious motivations."
• Motivation research
38
- is the "process by which people select, organize, and interpret information" to form a meaningful
picture of the world from three perpetual process.
• Perception
39
3 perpetual process
1. Selective attention
2. Selective distortion
3. Selective retention
40
- is the tendency for people to "screen out most of the information to which they are
exposed."
1. Selective attention
41
- is the tendency for people to "interpret information in a way that will support what they
already believe."
2. Selective distortion
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is the tendency to "remember good points made about a brand they favor" and forget
good points about competing brands.
3. Selective retention
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- is the change in an "individual’s behavior arising from experience and occurs through interplay of
drives", stimuli, cues, responses an reinforcement.
Learning
44
- is a "descriptive thought that a person has" about something based on: "Knowledge, Opinion, Faith."
Beliefs
45
- describes a "person’s relatively consistent evaluations, feelings," and tendencies toward an object
or idea.
Attitudes
46
4 TYPES OF BUYING DECISION BEHAVIOR
• Complex buying
behavior
• Variety-seeking
Buying behavior
• Dissonance-reducing
Buying behavior
• Habitual buying
behavior
47
• Complex buying behavior
• Dissonance - reducing buying behavior
High Involvement
48
• Variety - seeking buying behavior
• Habitual buying behavior
Low Involvement
49
• Complex buying
behavior
• Variety-seeking
Buying behavior
Significance differences between brands
50
• Dissonance-reducing
Buying behavior
• Habitual buying
behavior
Few differences between brands
51
THE 5 BUYER DECISION PROCESS
1. Need Recognition
2. Information Search
3. Evaluation of Alternatives
4. Purchase Decision
5. Post-Purchase Decision
52
- occurs when the "buyer recognizes a problem or
need triggered" by;
Internal Stimuli and External Stimuli.
1. Need Recognition
53
- when one of the "person’s normal needs", - for
example, "hunger or thirst- rises to a level high enough to become a
drive."
• Internal stimuli
54
-for example- an "advertisement or a discussion" with a
friend might get you thinking about buying a new car.
• External stimuli
55
4 Sources of Information:
2. INFORMATION SEARCH
56
4 Sources of Information
1. Personal sources
2. Commercial sources
3. Public sources
4. Experimental sources
57
-family and friends
Personal sources
58
- advertising, Internet
Commercial sources
59
-mass media, consumer organizations
Public sources
60
- handling, examining, using the product
Experimental sources
61
-refers to "how the consumer processes information
to arrive at brand choices."
3. EVALUATION OF ALTERNATIVES
62
-is the act by the "consumer to buy the most preferred brand."
The "purchase decision can be affected by attitudes of others" and unexpected
situational factors.
4. PURCHASE DECISION
63
-the "satisfaction or dissatisfaction that the consumer
feels about the purchase". It may also refers to the "relationship between consumer’s
expectation product’s perceived performances".
5. POST-PURCHASE DECISION
64
- it improved customers satisfaction.
- finding products out of boredom or hobby. Many selection of products.
Variety Seeking Buying Behavior
65
- buying products out of hobby.
- purchase products repeatedly without high involvement
Habitual Buying Behavior
66
- occur when the consumer is worried or indecisive.
Dissonance - reducing buying behavior
67
occurs when involvement is low and differences between brands are small. Consumers in this case usually do not form a strong attitude toward a brand but select it because it is familiar. (ito Naman out of habit, just because they tend to purchase the product repetitively)
Habitual buying behaviour
68
occurs when you make a significant or expensive purchase, like buying a new car. Because you likely don't buy a new car frequently, you're highly involved in the buying decision, and you probably research different vehicles or talk with friends or family before reaching your decision.
Complex buying behavior
69
The “_________” occurs when a consumer is worried they will make the wrong choice and will regret their decision later. _______________ can also happen with other types of purchases, such as lawnmowers and engagement rings. (for indecisive people).
Dissonance-Reducing Buying Behavior
70
it is the differences ng product between each other and the person doing that is because he/she is bored.
" improves consumer satisfaction". Since there are lots of variety of products, they get their own satisfaction from the differences they get or kung sino or ano sa palagay nila yung "better" product from other varieties.
variety seeking
