Chap 5- consumer market and buyer behavior

Question 1

Consumer buyer behavior

Answer 1

The buying behavior of final consumer, individuals, and households that buy goods and service for personal consumption

Question 2

Consumer market

Answer 2

Are made up of all the individuals and households that buy or acquire goods and services for personal consumption

Question 3

Culture

Answer 3

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

Question 4

Social classes

Answer 4

Society’s relatively permanent and ordered divisions whose members share similar values, interest and behaviors

Question 5

Subcultures

Answer 5

Groups of people within a culture with shared value systems based on common life experiences and situations

Question 6

Occupation

Answer 6

Affects the goods and service bought by consumers

Question 7

Personality

Answer 7

Refers to the unique psychological characteristics that distinguish a person or group

Question 8

Motivation research

Answer 8

Refers to qualitative research designed to probe consumer hidden subconscious motivations

Question 9

Perception

Answer 9

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

Question 10

Selective attention

Answer 10

The tendency for people to screen out most of the information to which they are exposed

Question 11

Selective distortion

Answer 11

The tendency for people to interpret information in a way that will support what they already believe

Question 12

Selective retention

Answer 12

The tendency to remember good points made about a brand

Question 13

Attitude

Answer 13

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

Question 14

Belief

Answer 14

Descriptive thoughts that a person has about something based on knowledge, faith, and opinion

Question 15

Need Recognition

Answer 15

The first stage of the buyer decision process

Question 16

Information search

Answer 16

Second stage of the buyer decision process in which the consumer is motivated to search for more info

Question 17

Alternative evaluation

Answer 17

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

Question 18

Purchase decisions

Answer 18

Fourth stage in the buyer decision in which the consumer uses information to evaluate alternative brands in the choices et

Question 19

Post purchase behavior

Answer 19

Last stage of the buyer decision process in which consumers take further action based on their satisfaction or dissatisfaction

Question 20

Cognitive dissonance

Answer 20

Buyer discomfort caused by post purchase conflict

Question 21

Adoption process

Answer 21

The mental process an individual goes through from first learning about an innovation to final regular use