Brainscape's Knowledge GenomeTM


Top Flashcards (Certified)
All Flashcards

Marketing > Chapter 4 (her pwrpoint) > Flashcards

Chapter 4 (her pwrpoint) Flashcards

1
Q

Actions a person takes in purchasing and using products and services and includes the mental and social processes that come before and after these actions can be described as

A

Consumer Behavior

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
2
Q

What are the 5 steps of the consumer purchase decision process?

A

Problem Recognition
Information Search
ALternative Evaluation
Purchase Decision
Postpurchase behavior

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
3
Q

Which step of the consumer purchase decision process perceives a need?

A

Problem recognition

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
4
Q

Which step of the consumer purchase decision process seeks value?

A

Information Search

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
5
Q

Which step of the consumer purchase decision process assesses value?

A

Alternative Value

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
6
Q

Which step of the consumer purchase decision process focuses on buying value?

A

Purchase Decision

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
7
Q

Which step of the consumer purchase decision process realizes value?

A

Postpurhcase Behavior

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
8
Q

Why is the consumer purchase decision process important to understand?

A
  • Arouse need in consumer in order to sell product/service
  • Steer consumers to their product and close the deal
  • Helps marketers effectively communicate with consumerds
How well did you know this?
1
Not at all
2
3
4
5
Perfectly
9
Q

T/F- the decision to buy or se a product is triggered by need arousal

A

True

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
10
Q

What are the two types of needs?

A

Functional Need
Psychological Need

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
11
Q

What type of need is based of the performance of a product?

A

Functional Need

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
12
Q

What type of need is based off the gratification associated with the product?

A

Psychological Need

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
13
Q

T/F- The Problem Recognization step of the consumer purchase decision process motivates consumers to find a solution for their needs

A

True

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
14
Q

What are the two types of information search?

A

Internal Search
External Search

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
15
Q

What type of search am I describing?
Memory of past experiences
Frequently purchased items

A

Internal Search

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
16
Q

What type of search am I describing?
Personal, Public, and Market Driven
- When risk of wrong decision is high and cost of gathering info is low

A

External Search

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
17
Q

What are the 4 types of risk associated with information search?

A

Performance Risk
Physiological Risk
Financial risk
Psychological risk

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
18
Q

Objective and subjective attributes of different products/brands are classified as what criteria
can also be expressed as:
Attributes- qualties or features

A

Evaluative Criteria

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
19
Q

The search attributes that help customers evaluate a product before purchase is known as

A

Tangible

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
20
Q

The experience attributes that cannot be evaluated before purchase can be described as

A

Intangible

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
21
Q

All possible choices for a product category can be described as

A

Universal Set

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
22
Q

Choices consumer deems acceptable out of all that is known is considered a

A

Consideration Set

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
23
Q

When a purchase decision is made, tradeoffs are involved. What are 3 examples?

A

Cheap & Quick= low quality
Fast & good = expensive
Cheap & High quality = low priority

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
24
Q

Possible alternatives
are compared and evaluated, whereby
the best option is selected from whom to buy and when to buy is defined as a

A

Purchase Decision

How well did you know this?
1
Not at all
2
3
4
5
Perfectly
25
The attitude-like judgement following a purchase is known as
Satisfaction
26
What are the 3 items satisfaction judgements are based on?
Positive disconfirmation Confirmation Negative disconfirmation
27
The uncomfortable state of inconsistency between beliefs and behaviors. The post-purchase psychological tension or anxiety and the two or more highly attractive alternatives which companies avoid by reinforcing decision is known as
Cognitive Dissonance
28
What are the 5 ways to build customer satisfaction?
1. Build realistic expectations. 2. Demonstrate correct product use. 3. Stand behind the product or service. 4. Encourage customer feedback. 5. Personally make contact with customers and thank them for their support
29
1. Build realistic expectations. 2. Demonstrate correct product use. 3. Stand behind the product or service. 4. Encourage customer feedback. 5. Personally make contact with customers and thank them for their support These 5 steps help build what for a company?
Customer satisfaction
30
The level of personal, social and economic significance of purchase to the consumer is known as the
Involvement
31
Regularly purchased and inexpensive purchase result in which level of involvement?
Low Involvement
32
Expensive purchase that can have serious personal consequences and could reflect on one's social image result in which level of involvement?
High involvement
33
Slide 21-22
34
What should marketing managers do if the category leader has low involvement products
- Maintain products quality - avoid stock outs use reptile advertising
35
What should marketing managers do if the category leader has low involvement products and wants to encourage trial
Free samples Coupons Rebates
36
What should marketing managers do if the category leader has high involvement products
- Provide a lot of product information - Personal selling - Social media (experiences)
37
What should marketing managers do if the category challenger has high involvement products
Comparative advertising Novel evaluation criteria Internet searches
38
What are the marketing mix influences on consumer behavior?
Product Price Promotion Place
39
What are the sociocultural influences on consumer behavior?
Personal influence Reference groups Family Social class Culture and subculture
40
What are the situational influences on consumer behavior?
Purchase task Social surroundings Physical surroundings Temporal effects Antecedent states
41
What are the psychological influences on consumer behavior?
Motivation and personality Perception Learning Value, beliefs, and attitudes Lifestyle
42
The aspects of a purchase situation that impact a purchase is known as
Situation Influences
43
The reason for making a purchase decision is called a
purchase task
44
Determining who is with you at the time of a purchase is known as
Social surroundings
45
The store atmosphere, sales people, promotions, and crowds all determine the
Physical Surroundings
46
The time of day or amount of time dedicated to a purchase is known as
Temporal Effects
47
The mood and money available at time of purchase is known as
Antecedent states
48
What type of influence can affect purchase decision process and help explain how/why consumers behave a certain way
Psychological Influences
49
The energizing force that stimulates behavior to satisfy a need is known as
Motive
50
Need or want strong enough to cause one to seek satisfaction can be described as a
Motive
51
What order is Maslow's Hierarchy of needs?
Self-actualization needs: self fulfillment Personal needs: status, respect, prestige Social needs: friendship, belonging, love Safety needs: Freedom from harm, financial security Physiological needs: Floodwater, shelter, oxygen
52
consistent behaviors or responses to reoccurring situations is defined as
Personality
53
The way you see yourself and think others see you is known as
Self-concept
54
attributes that you believe you actually possess, or that you believe others believe you possess is known as
Actual-concept
55
your representation of the attributes that someone (yourself or another) would like you, ideally, to possess - usually motivates individuals to change, improve and achieve is known as the
Ideal Concept
56
What are the 5 key traits of personality?
Openness Conscientiousness Extraversion Agreeableness Neuroticism
57
Being curious, original, intellectual, creative, and open to new ideas describes
Openness
58
Being organized, systematic, punctual, achievement oriented, and dependable can be described as
Conscientiousness
59
being outgoing, talkative, sociable, and enjoying social situations can be described as
Extraversion
60
Being affable, tolerant, sensitive, trusting, kind, and warm can be described as
Agreeableness
61
Being anxious, irritable, temperamental, and moody can be described as
Neuroticism
62
the process by which an we select, organize and interpret information to create a meaningful picture of the world is known as
Perception
63
Paying attention to information consistent with our beliefs can be described as
Selective Exposure
64
Interpreting information so it is consistent with our beliefs is known as
Selective Comprehension
65
What we remember about an event or occasion can be described as
Selective Retention
66
Seeing or hearing messages without being aware of them is known as
Subliminal Perception
67
The anxiety felt because you cannot anticipate an outcome is called
Perceived Risk
68
What are some marketing strategies to reduce perceived risks?
- Obtain Seals of Approval ▻ Secure Endorsements ▻ Provide Free Trials/Samples ▻ Give Extensive Instructions ▻ Provide Warranties/Guarantees
69
What type of learning developed automatic responses through repeated exposure?
Behavioral Learning
70
What type of learning involves thinking, reasoning, problem solving, and making connections?
Cognitive learning
71
Learning leads to habit formation which leads to brand loyalty
just knoqn
72
How can marketers change attitudes?
▻ Change beliefs about brand’s attributes ▻ Change perceived importance of attributes ▻ Add new product attributes
73
learned predisposition to respond to an object in a favorable or unfavorable way can be defined as
Attitude
74
The mode of living that is identified by how people spend their time and resources is defined as
Lifestyle
75
What term combines consumer, psychology, lifestyle, and demographics to understand motivation for buying
Psychographic
76
T/F- Psychographics help marketers segment and target markets
True
77
individuals who exert direct and indirect social influence over others are classified as
Opinion Leaders
78
people influencing each other during conversation can be described as
Word of Mouth
79
When messages are blasted to a massive audiences all at once this is known as
Buzz marketing
80
messages that reach people gradually, slowly building momentum is known as
Viral Marketing
81
people to whom an individual looks as a basis for self- appraisal or personal standards are known as
Reference Groups
82
Interacting with adult in purchase situations and through own purchases and usage experience is an example of
Consumer Socialization
83
The process by which people acquire skills to function as consumers interacting with adult in a purchase situation or through own purchase and usage experiences are known as
Consumer Socialization
84
Phases family progresses through is known as
Family Life Cycle
85
homogeneous division in society into which people share similar values, interests and behavior can be grouped is known as
Social Class
86
What are some of the classes in the United States?
Upper class Middle class Working/lower class
87
subgroups within larger culture with unique ideas, values and attitudes can be described as
Subcultures
88
What are the buying patterns of Hispanics in the US?
Quality and brand conscious. ▻ Prefer American-made products. ▻ Influenced by family and peers. ▻ Advertising is credible product information source. ▻ Convenience is not important.
89
What are the buying patterns of African-Americans in the US?
Spend more on boys’ clothing, rental goods, smartphones, audio equipment. ▻ Women spend more on health and beauty products. ▻ Income disparities. ▻ Price conscious. ▻ Motivated by quality and choice.
90
What are the buying patterns of Asian-Americans in the US?
66% are immigrants. ▻ Most under 30 years old. ▻Multigenerational households. ▻Diversity in language, customs, tastes. ▻Hard work, family ties, education. ▻Assimilated vs. non-assimilated
91

Marketing (31 decks)

Brainscape helps you reach your goals faster, through stronger study habits.
© 2025 Bold Learning Solutions. Terms and Conditions