Ch 05

Question 1

Motivation

Answer 1

the energizing force that stimulates behavior to satisfy a need.

Question 2

Personality

Answer 2

a person’s consistent behaviors or responses to recurring situations.

Question 3

Perception

Answer 3

the process by which an individual selects, organizes, and interprets information to create a meaningful picture of the world.

Question 4

Subliminal perception

Answer 4

involves seeing or hearing messages without being aware of them.

Question 5

Learning

Answer 5

behaviors that result from (1) repeated experience and (2) reasoning.

Question 6

attitude

Answer 6

a learned predisposition to respond to an object or class of objects in a consistently favorable or unfavorable way.

Question 7

Beliefs

Answer 7

a consumer’s subjective perception of how a product or brand performs on different attributes based on personal experience, advertising, and discussions with other people.

Question 8

Opinion leaders

Answer 8

individuals who exert direct or indirect social influence over others.

Question 9

Reference groups

Answer 9

people to whom an individual looks as a basis for self-appraisal or as a source of personal standards.

Question 10

Consumer socialization

Answer 10

the process by which people acquire the skills, knowledge, and attitudes necessary to function as consumers.

Question 11

Social class

Answer 11

the relatively permanent, homogeneous divisions in a society into which people sharing similar values, interests, and behavior can be grouped.

Question 12

Subcultures

Answer 12

subgroups within the larger, or national, culture with unique values, ideas, and attitudes.

Question 13

3 variations of the consumer purchase decision process

Answer 13

routine, limited, and extended problem solving.

Question 14

Women make ? %of new car buying decisions and influence ? % of decisions

Answer 14

60; 84%

Question 15

5 stages of the purchase decision process

Answer 15

Problem Recognition- Perceiving a need
Information Search- Seeking value
Alternative Evaluation- Assessing value
Purchase Decision- Buying value
Post-purchase Behavior- Consuming/ using value

Question 16

Cognitive Dissonance is displaced in

Answer 16

Postpurchase Behavior

Question 17

Consumer Purchase Decision Process

Answer 17

Problem recognition
Information search
Alternative evaluation
Purchase decision
Postpurchase behavior

Question 18

Sociocultural Influences

Answer 18

Personal influence
Reference groups
Family influence
Social class
Culture and subculture

Question 19

Psychological Influences

Answer 19

Motivation
Personality
Perception
Learning
Values, beliefs, and attitudes
Lifestyle

Question 20

Situational Influences

Answer 20

Purchase task
Social surroundings
Physical surroundings
Temporal effects
Antecedent states-moods or momentary conditions

Question 21

Hierarchy of Needs

Answer 21

Self-Actualization Needs
Personal Needs
Social Needs  
Safety Needs
Physiological Needs

Question 22

Personality

Answer 22

refers to a person’s consistent behaviors or responses to recurring situations

Question 23

Selective Perception

Answer 23

the filtering process of exposure, comprehension, and retention by the human brain to organize and interpret information.

Question 24

Strategies to Reduce Perceived Risk

Answer 24

Obtain Seals of Approval
Secure Endorsements
Provide Free Trials/Samples
Give Extensive Instructions
Provide Warranties/Guarantees

Question 25

Learning behaviors result from

Answer 25

(1) repeated experience and

(2) reasoning

Question 26

PSYCHOLOGICAL INFLUENCES ON CONSUMER BEHAVIOR LEARNING

Answer 26

Stimulus Generalization
Stimulus Discrimination
VALUES, ATTITUDES AND BELIEFS

Question 27

What is the first stage in the consumer purchase decision process?

Answer 27

Problem recognition- perceiving a need

Question 28

The brands a consumer considers buying our of the set of brands in a product class of which the consumer is aware are collectively called the ?

Answer 28

Consideration set

Question 29

What is the term for post purchase anxiety?

Answer 29

Cognitive dissonance

Question 30

The problem with the Toro Snow Pup was an example of selective ?

Answer 30

Comprehension- consumers perceived the name to mean that Snow Pup was too light to do serious snow removval

Question 31

What three attitude change approaches are most common?

Answer 31

1 Change beliefs about the extent of which a brand has certain attributes
2 Change the perceived importance of these attributes
3 add new attributes to the produuct

Question 32

What does lifestyle mean?

Answer 32

Lifestyle is a mode of living that is identified by how people spend their time and resources, what they consider important in their environment, and what they think of themselves and the world around them

Question 33

what are the two primary forms of personal influence?

Answer 33

1 Opinion leadership

2 Word of mouth

Question 34

Marketers are concerned with which types of reference groups?

Answer 34

1 associative groups- actually belongs
2 aspiration groups- wish to be a member of
2 dissociative groups- distance from

Question 35

What two challenges must marketers overcome when marketing to Hispanic consumers

Answer 35

1 diversity of nationalities

2 language barrier cisinterpretation