Chapter 5

Question 1

Main question for marketers: “How do consumers respond to various marketing stimuli the company uses?”

To answer this question we can look at the Model of Buyer Behavior

Answer 1

Model of Buyer Behaviour

Question 2

First box in the Model of Buyer Behaviour

Answer 2

Environment is external - can be seen by marketers

Question 3

Second box in the Model of Buyer Behaviour

Answer 3

Buyer’s black box is internal – consumers characteristics and decision process - cannot be seen by marketers

Question 4

Buyer responses

Answer 4

Buyer responses are external and can be seen by the company or marketers

Question 5

Consumer behavior is affected by the following factors

Answer 5

Cultural factors

Social factors

Personal factors

Psychological factors

Question 6

Culture

Answer 6

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

Question 7

Sub-culture

Answer 7

Group of people with shared value systems based on common life experiences and situations

Question 8

Total Market Strategy

Answer 8

The practice of integrating ethnic themes and cross-cultural perspectives