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Marketing Test 1 > Chapter 5 > Flashcards

Chapter 5 Flashcards

1
Q

What are causes of a person’s wants and behvior?

A

Values
Perceptions
Subcultures
Social Class

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2
Q

What affects do reference groups have on consumer decisions?

A

Individuals attitudes, aspirations, or behavior

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3
Q

What is one factor that influences consumer behavior?

A

Personality

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4
Q

What are psychological factors that affect consumer behavior?

A

Motivation
Perception
Learning
Attitudes

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5
Q

What are the 3 lifestyle dimensions?

A

Activities
Interests
Opinions

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6
Q

What are is Maslow’s Hierarchy of Needs?

A

Physiological Needs: hunger
Safety needs: Security
Social Needs: sense of love
Esteem Needs: self-esteem
Self actualization: self-development

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7
Q

What are 2 types of learning styles?

A

Behavioral learning
Cognitive Learning

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8
Q

What’s classical conditioning?

A

Pavlov’s experiment in psychology
-Bell+food = salvation (hunger response)
-Over time bell makes dog salivate

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9
Q

What’s unconditioned stimulus?

A

Select image that brings a positive response

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10
Q

What is conditioned stimulus?

A

Over time, the brand by itself will elicit the same positive response

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11
Q

What is cognitive learning?

A

Emphasizes problem-solving and insight, complex and demanding process

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12
Q

What is the Component Model of Attitudes?

A

Affective: feel
Cognitive: do
Conative: think

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13
Q

What is perception?

A

How people select, organize and interpret information from the environment

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14
Q

What are the 3 processes of perception?

A

Selective Exposure: relevance at that point in time
Selective Distortion: tendency to interrupt info that supports our prior beliefs
Selective Retention: limited storage capacity of short-term memory

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15
Q

What are the 2 levels of problem solving?

A

Low involvement: Frequently bought, inexpensive, little risk
High involvement: Infrequently bought, expensive, high risk

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16
Q

What are the 4 types of buying decisions?

A

-Complex buying behavior: high involvement, sig diff between brands
-Dissonance-reducing buying behavior: high involve, few diff
-Variety-seeking behavior: low involve, sig diff
-Habitual buying behavior: low involve, few diff

17
Q

What are the steps in the buying decision process?

A

Need for recognition
Information search
Evaluation of altern
Purchase Decision
Post purchase behavior

18
Q

What are the stages in the adoption process?

A

Awareness
Interest
Evaluation
Trial
Adoption

19
Q

What is an opinion leader?

A

A person who influences others attitudes or behaviors

20
Q

What are 5 product characteristics?

A

Compatibility
Complexity
Divisibility
Communicability
Relative Advantage

21
Q

What does the Innovation Theory do?

A

Firms can predict which types of consumers will buy their new product immediately after introduction. They can develop their promotions, marketing strategies and pricing.

22
Q

What are 4 types of customers?

A

Producers: Manufacturers
Middlemen: retailers
Government: State/federal
Nonprofits: National/local

23
Q

What are the 3 business buying situations?

A

New Buying task: Reorder from current supplier
Modified Rebuy: Evaluate alternative suppliers of previous purchased product
Straight rebuy: First time product purchase

24
Q

What people are involved in the buying center?

A

Gatekeeper: Secretaries
Users
Influencers
Deciders: decide what to buy
Buyers

25
Q

What are the stages in the Business Buying Process?

A

Problem recognition
General Need Description
Product Specifications
Supplier Search
Proposal Solicitation
Supplier Selection
Order Routine Specification
Performance Review

26
Q

What are the methods in organizational buying?

A

Inspection
Sampling
Description
Negotiated Contracts

27
Q

What’s Derived Demand?

A

Business-to-business product’s demand depends on demand for consumer products (demand for tires can be predicted from demand of cars)

28
Q

What is Inelastic Demand?

A

Certain products are essential to production process that small price changes do not affect quantity demanded. (price x quantity demanded = revenue)

29
Q

What is a product?

A

Anything that can be offered to a market for attention, acquisition, use or consumption

30
Q

What are 3 product classifications for industrial products?

A

Component Parts and Materials: windshields->car->customer
Capital Items: Heavy equipment, real estate
Supplies and Services: Inexpensive items bought frequently

31
Q

What are the levels of products?

A

Augmented Product: after sale service - warranty
Actual Product: Packaging, design
Core Product: Main benefit of product or service

32
Q

What are the 5 individual product decisions?

A

Product attributes
Branding
Packaging
Labeling
Product support services

33
Q

What is product mix?

A

All products that a company markets

34
Q

What is a product line width?

A

Number of different product lines

35
Q
A

Marketing Test 1 (9 decks)

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