5. Consumer Markers and Consumer Buying Behaviour

Question 0

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

Answer 0

Consumer market

Question 1

The buying behaviour of final consumers—individuals and household who buy goods and services for personal consumption

Answer 1

Consumer buyer behaviour

Question 2

What are the characteristics affecting consumer behaviour?

Answer 2

Cultural
Social
Personal
Psychological

Question 3

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

Answer 3

Culture

Question 4

A group of people with shared value systems based in common life experienced and situations

Answer 4

Subculture

Question 5

Relatively permanent and orders divisions in a society whose members share similar values, interests and behaviours

Answer 5

Social class

Question 6

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

Answer 6

Group

Question 7

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

Answer 7

Opinion leader

Question 8

Exert a broad and deep influence on consumer behaviour

Comprises buyer’s culture, subculture and social class

Answer 8

Cultural factors

Question 9

Comprises the consumer’s small groups, family, online social networks and social rules and status

Answer 9

Social factors

Question 10

Personal characteristics such as the buyer’s age and life-cycle stage, occupation, economic, situation, lifestyle and personality and self-concept

Answer 10

Personal factors

Question 11

A persons pattern of living as expressed in his or her activities, interests and opinions

Answer 11

Lifestyle

Question 12

The unique psychological characteristics that lead to relatively consistent and lasting responses to one’s own environment

Answer 12

Personality

Question 13

The specific mix of human traits that may be attributed to a particular brand

Answer 13

Brand personality

Question 14

Comprises motivation, perception, learning and beliefs and attitudes

Answer 14

Psychological factors

Question 15

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

Answer 15

Motive (or drive)

Question 16

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

Answer 16

Perception

Question 17

Changes in an individual’s behaviour arising from experience

Answer 17

Learning

Question 18

A person’s relatively consistent evaluation, feelings and tendencies toward an object or idea

Answer 18

Attitude

Question 19

Consumer buying behaviour in situations characterised by high consumer involvement in a purchase and significant perceived differences among brands

Answer 19

Consumer buying behaviour

Question 20

Consumer buying behaviour on situations characterised by high involvement but few perceived differences among brands

Answer 20

Dissonance-reducing buying behaviour

Question 21

Consumer buying behaviour in situations characterised by low consumer involvement and few significant perceived brand differences

Answer 21

Habitual buying behaviour

Question 22

Consumer buying behaviour in situations characterised by low consumer involvement but significant perceived brand differences

Answer 22

Variety-seeking buying behaviour

Question 23

The first stage of the buyer decision process, in which the consumer recognises the problem or need

Answer 23

Need recognition

Question 24

``` Need recognition Information search Evaluation of alternatives Purchase decision Post-purchase behaviour ```

Answer 24

The buyer decision process

Question 25

The stage of buyer decision process in which the consumer is aroused to search for more information; the consumer may simply have heightened attention or may go into active information search

Answer 25

Information search

Question 26

The stage of the buyer decision process in which the consumer uses information to evaluate alternative brands in the choice set

Answer 26

Alternative evaluation

Question 27

The buyer's decision about which brand to purchase

Answer 27

Purchase decision

Question 28

The stage of the buyer decision process in which the consumers take further action after purchase, based on their satisfaction or dissatisfaction Relationship between the consumer's expectations and the product's perceived performance

Answer 28

Post-purchase behaviour

Question 29

Buyer discomfort caused by post-purchase conflict

Answer 29

Cognitive dissonance

Question 30

``` Awareness Interest Evaluation Trail Adoption ```

Answer 30

The buyer decision process for new products or adoption process

Question 31

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

Answer 31

New product

Question 32

The mental process through which an individual passes from hearing about an innovation to final adoption

Answer 32

Adoption process

Question 33

Adopter groups that are venturesome who try new ideas at some risk

Answer 33

Innovators

Question 34

Adopter groups that are guided by respect—they are opinion leaders in their communities and adopt new ideas early but carefully

Answer 34

Early adopters

Question 35

Adopter groups that are deliberate—although they rarely are leaders, they adopt new ideas before the average person

Answer 35

Early majority

Question 36

Adopter groups that are skeptical—they adopt an innovation only after a majority of people have tried it

Answer 36

Late majority

Question 37

Adopter groups that are tradition bound—they are suspicious of changes and adopt the innovation only when it has become something of a tradition itself

Answer 37

Laggards

Question 38

``` Relative advantage Compatibility Complexity Divisibility Communicability ```

Answer 38

Characteristics of product that influence rate of adoption