Ch. 6 - Consumer Decision

Question 1

Consumer Behavior

Answer 1

Processes a consumer uses to make purchase decisions, as well as to use and dispose of purchased goods or services; also includes factors that influence purchase decision and product use.

Question 2

Consumer Decision-Making Process

Answer 2

A five-step process used by consumers when buying goods or services.

Question 3

Need Recognition

Answer 3

Result of an imbalance between actual and desired states.

Question 4

Want

Answer 4

Recognition of an unfulfilled need and a product that will satisfy it.

Question 5

Stimulus

Answer 5

Any unit of input affecting one or more of the five senses: sight, smell, taste, touch, hearing.

Question 6

Internal Information Search

Answer 6

The process of recalling past information stored in the memory.

Question 7

External Information Search

Answer 7

The process of seeking information in the outside environment.

Question 8

Nonmarketing-Controlled Information Source

Answer 8

A product information source that is not associated with advertising or promotion.

Question 9

Evoked Set (Consideration Set)

Answer 9

A group of brands resulting from an information search from which a buyer can choose.

Question 10

Cognitive Dissonance

Answer 10

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

Question 11

Involvement

Answer 11

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

Question 12

Routine Response Behavior

Answer 12

The type of decision making exhibited by consumer buying frequently purchased, low-cost goods and services; requires little search and decision time.

Question 13

Limited Decision Making

Answer 13

The type of decision making that requires a moderate amount of time for gather information and deliberating about an unfamiliar brand in a familiar product category.

Question 14

Extensive Decision Making

Answer 14

The most complex type of consumer decision making, used when buying an unfamiliar, expensive product or an infrequently bought item; requires use of several criteria for evaluating options and much time for seeking information.

Question 15

Showrooming

Answer 15

The practice of examining merchandise in a physical retail location without purchasing it, and then shopping online for a better deal on the same item.

Question 16

Culture

Answer 16

The set of values, norms, attitudes, and other meaningful symbols that shape human behavior and the artifacts, or products, of that behavior as they are transmitted from one generation to the next.

Question 17

Value

Answer 17

The enduring belief that a specific mode of conduct is personally or socially preferable to another mode of conduct.

Question 18

Subculture

Answer 18

A homogenous group of people who share elements of the overall culture as well as unique elements of their own group.

Question 19

Social Class

Answer 19

A group of people in a society who are considered nearly equal in status or community esteem, who regularly socialize among themselves both formally and informally, and who share behavioral norms.

Question 20

Reference Group

Answer 20

All of the formal and informal groups in society that influence an individual’s purchasing behavior.

Question 21

Primary Membership Group

Answer 21

A reference group with which people interact regularly in an informal, face-to-face manner, such as family, friends, and coworkers.

Question 22

Secondary Membership Group

Answer 22

A reference group with which people associate less consistently and more formally than a primary membership group, such as a club, professional group, or religious group.

Question 23

Aspirational Reference Group

Answer 23

A group that someone would like to join.

Question 24

Norm

Answer 24

A value or attitude deemed acceptable by a group.

Question 25

Nonaspirational Reference Group

Answer 25

A group with which an individual does not want to associate.

Question 26

Opinion Leader

Answer 26

An individual who influences the opinions of others.

Question 27

Socialization Process

Answer 27

How cultural values and norms are passed down to children.

Question 28

Personailty

Answer 28

A way of organizing and grouping the consistencies of an individual’s reactions to situations.

Question 29

Self-Concept

Answer 29

How consumers perceive themselves in terms of attitudes, perceptions, beliefs, and self-evaluations

Question 30

Ideal Self-Image

Answer 30

The way an individual would like to be perceived

Question 31

Real Self-Image

Answer 31

The way an individual actually perceives himself or herself.

Question 32

Perception

Answer 32

The process by which people select, organize, and interpret stimuli into meaningful and coherent picture.

Question 33

Selective Exposure

Answer 33

The process whereby a consumer notices certain stimuli and ignores others.

Question 34

Selective Distortion

Answer 34

A process whereby a consumer changes or distorts information that conflicts with his or her feelings or beliefs.

Question 35

Motive

Answer 35

A driving force that causes a person to take action to satisfy specific needs.

Question 36

Maslow’s Hierarchy of Needs

Answer 36

A method of classifying human needs and motivations into five categories in ascending order of importance: physiological, safety, social, esteem, and self-actualization.

Question 37

Learning

Answer 37

A process that creates changes in behavior, immediate or expected, through experienced and practice.

Question 38

Stimulus Generation

Answer 38

A form of learning that occurs when one response is extended to a second stimulus similar to the first.

Question 39

Stimulus Discrimination

Answer 39

A learned ability to differentiate among similar products.

Question 40

Belief

Answer 40

An organized pattern of knowledge that an individual holds as true about his or her world.

Question 41

Attitude

Answer 41

A learned tendency to respond consistently toward a given object.