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Marketing Exam 1 > Ch. 5 > Flashcards

Ch. 5 Flashcards

1
Q

the buying behavior of final consumers, individuals, and households, who buy goods and services for personal consumptions

A

consumer buying behavior

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2
Q
  1. Problem recognition
  2. Information search
  3. Evaluation of alternatives
  4. Purchase decision
  5. Post-purchase
A

5-step decision making process

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3
Q
  • physical
  • psychological
  • utilitarian (fuctionality)
  • hedonic (style/fun)
A

types of needs

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4
Q

scanning memory to assemble product alternative information (top of mind awareness)

A

internal search

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5
Q

information obtained from retailers, marketer-dominated media (ads, co. websites), interpersonal sources (friends/family, social media), independent media (news reports), experiential search (product sample/trial)

A

external search

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6
Q

features we use to differentiate among our choices (criteria on which products differ carry more weight)

A

determinant attributes

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7
Q

occurs when consumer perceives different between current state and ideal state

A

need recognition

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8
Q

consumers need information to solve problems

A

information search

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9
Q

deciding on one product and acting on choice

A

purchase decision

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10
Q

perceptions - expectations = ___

A

satisfaction

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11
Q

perceptions <= expectations

A

dissastisfaction

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12
Q

perceptions = expectations

A

satisfaction

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13
Q

perceptions >= expectations

A

delight

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14
Q

internal conflict arising from inconsistency between beliefs, behavior or a combo of both (e.g. buyer’s remorse)
(especially likely for products that are expensive, don’t work as intended, infrequently purchases, and associated with high risk)

A

cognitive dissonance

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15
Q

Satisfaction impacts customers loyalty and word-of-mouth (WOM) communication (T/F)

A

True

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16
Q
  • cultural
  • social
  • personal
  • psychological
A

characteristics affecting consumer behavior

17
Q

learned set of meanings, rituals, norms, and traditions that are shared among members of an organization or society

A

culture

18
Q

Why do marketers care about culture?

A

It can affect all aspects of consumer behavior

19
Q

actual or imaginary individual or group that serves as point of comparison for an individual in the formation of values, attitudes, or behavior

A

reference group

20
Q

groups that we admire and desire to be liked (we want to be part of)

A

aspiration/aspirational groups

21
Q

groups to which we currently belong

A

identity groups

22
Q

groups we do not belong to and do not want to

A

dissociative groups

23
Q
  • gatekeeper
  • influencer
  • decider
  • buyer
  • user
A

household roles

24
Q

household member who collects and controls info important to decider

A

gatekeeper

25
Q

household members who try to express their opinions and influence the decision

A

influencer

26
Q

person who actually determines what will be chosen

A

decider

27
Q

person who physically acquires product

A

buyer

28
Q

household member who consumes product

A

user

29
Q

a pattern of living that determines how people choose to spend their time, money, and energy and reflects their values, tastes, and preferences

A

lifestlye

30
Q

need strong enough to prompt satisfaction seeking

A

motive

31
Q

process by which we select, organize, and interpret information to assign meaning to our world

A

perception

32
Q
  • helps target audience meet unmeet need
  • need recognition/creation
  • buyer’s characteristics
  • buyer’s decision process
A

inside the black box

33
Q

According to the stimulus-response model of buyer behavior, marketing and other stimuli enter the consumer’s _____ and produce certain responses

A

black box

34
Q

Compared to the mainstream buying public, Hispanic consumers tend to be deeply _____ oriented, making this a special characteristic and behavior

A

family

35
Q

Consumer motivation, perception, and learning are related to the ____ factors influencing consumer behavior

A

psychological

36
Q

_____ behavior occurs when consumers are highly involved with an expensive, infrequent, or risky purchase but see little difference among brands

A

dissonance-reducing buying

37
Q

Habitual buying behavior occurs under conditions of ___ consumer involvement and ___ significant brand difference

A

low, little

38
Q

In the product adoption process, there are ___ stages.

A

5

39
Q

The 1st group marketers try to bring their new products to the attention to are potential _____

A

innovators

Marketing Exam 1 (10 decks)

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