WEEK 8-9

Question 1

FAMILY
ROLES AND STATUS
REFERENCE GROUPS

Answer 1

SOCIAL FACTORS

Question 2

SIZE OF FAMILY
DISPOSABLE INCOME
PROPENSITY TO CONSUMER
CONSUMER CREDIT

Answer 2

ECONOMIC FACTORS

Question 3

SUB CULTURE
SOCIAL CLASS (WEALTH & INCOME)

Answer 3

CULTURAL FACTORS

Question 4

BASIC NEEDS

Answer 4

PHYSIOLOGICAL FACTORS

Question 5

MOTIVATION
PERCEPTION
LEARNING
BELIEFS
ATTITUDE

Answer 5

PSYCHOLOGICAL FACTORS

Question 6

AGE
OCCUPATION
LIFE STYLE
PERSONALITY

Answer 6

PERSONAL FACTORS

Question 7

An aroused need, drive, or desire that initiates the sequence of events that may lead to a purchase.

Answer 7

MOTIVES (BUYING MOTIVE)

Question 8

prompt the prospect to act as a result of an appeal to some sentiment or passion or impulse.

Answer 8

Emotional Buying Motives

Question 9

prompt the prospect to act because of an appeal to the prospect’s reason or better judgment. lowest priced item, longest lasting item. dependable item.

Answer 9

Rational Buying Motives

Question 10

cause the prospect to buy a product from one particular company rather than another.

Answer 10

Patronage Buying Motives

Question 11

the motive that has the greatest influence on your decision

Answer 11

Dominant Buying Motive

Question 12

identifies the need to buy a particular product or service

Answer 12

INITIATOR

Question 13

Their views influence the buying centre’s buyers and deciders

Answer 13

INFLUENCER

Question 14

approves all or any part of the entire buying decisions (whether, what, how and where to buy)

Answer 14

DECIDER

Question 15

selects the suppliers and arranges term of condition

Answer 15

BUYER

Question 16

consumes or uses the product or service

Answer 16

USER

Question 17

controls the information and access to decision makers and influencers

Answer 17

Gatekeepers

Question 18

If marketers don’t understand the target market’s needs, the right good or service may not be produced.

Answer 18

Understanding Needs and Wants

Question 19

Result of an imbalance between actual and desired states. the first stage in the decision-making process

Answer 19

NEED RECOGNITION

Question 20

Any unit of input affecting one or more of the five senses:
Sight
Touch
Smell
Hearing
Taste

Answer 20

Stimulus

Question 21

Seeking value. The goal is to reduce uncertainty and minimize regret
in the long-run.

Answer 21

Information Search

Question 22

• Recall information in memory

Answer 22

Internal Information Search

Question 23

•Seek information in outside environment
•Nonmarketing-controlled
•Marketing-controlled

Answer 23

External Information search

Question 24

Group of brands, resulting from an information search, from which a buyer can choose.

Answer 24

Evaluation of Alternatives and Purchase

Question 25

3 Types of Purchases

Answer 25

Trial Purchases Repeat Purchases Long-Term Commitment Purchases

Question 26

Inner tension that a consumer experiences after recognizing an inconsistency between behavior and values or opinions.

Answer 26

Cognitive Dissonance

Question 27

The amount of time and effort a buyer invests in the search, evaluation, and decision processes of consumer behavior.

Answer 27

Involvement

Question 28

Little involvement in selection process Frequently purchased low cost goods May stick with one brand Buy first/evaluate later Quick decision

Answer 28

Routine Response Behavior

Question 29

Low levels of involvement Low to moderate cost goods Evaluation of a few alternative brands Short to moderate time to decide

Answer 29

Limited Decision Making

Question 30

High levels of involvement High cost goods Evaluation of many brands Long time to decide May experience cognitive dissonance

Answer 30

Extensive Decision Making

Question 31

E x t e n s i v e a n d Informative promotion to target market

Answer 31

High-involvement purchases

Question 32

In-store promotion, eye-catching package design, and good displays. Coupons, and two-for-one offers

Answer 32

Low-involvement purchases

Question 33

MODELS OF CONSUMER: 4 VIEWS OF CONSUMER DECISION MAKING

Answer 33

an economic view a passive view a cognitive view an emotional view

Question 34

Synthesized by ?? based on the theory of Marginal Utility and Micro- economic Theory.

Answer 34

Alfred Marshall

Question 35

The focus is on the “Act of Purchase” of an “Average Consumer”. Explains “What” a consumer would purchase and “In what quantity”.

Answer 35

Economic View Model

Question 36

It depicts the consumer as basically submissive to the self-serving interest and promotional efforts of marketers. •Consumers are perceived as impulsive and irrational purchasers.

Answer 36

Passive View Model

Question 37

This view depicts the consumer as a thinking problem solver. • Consumers as information processors • Consumer behavior is goal oriented • Consumers may not make perfect decisions but they make satisfactory decisions.

Answer 37

Cognitive View Model

Question 38

Also known as the Impulsive View or Impulsive Model. •These feelings or emotions are likely to be highly involving •When a consumer makes what is basically an emotional purchase decision, less emphasis is placed on the search for prepurchase information.

Answer 38

Emotional View Model

Question 39

6 Buying Roles

Answer 39

Initiator Influencer Decider Buyer User Gatekeeper

Question 40

Consumer Decision Making Process. A 5 Step process used by consumers when buying goods or services.

Answer 40

1. Need Recognition 2. Search for Information 3. Evaluation of Alternatives 4. Purchase Decision 5. Post-Purchase Evaluation